Onewater Marine Inc - Ordinary Shares - Class A Stock

Thank you. Hello everyone. Thank you for joining us and welcome to One Water Marine Inc. Fiscal Third Quarter 2026 Conference Call. Um, After today's prepared remarks, we will host a question and answer session. If you would like to ask a question, please press star 1 to raise your hand. To withdraw your question, press star 1 again. I will now hand the conference over to Jack Ezell, Chief Financial Officer and Chief Operating Officer. Jack, please go ahead.

Good morning and welcome to One Water Marine's fiscal third quarter 2026 earning conference call. I'm joined on the call today by Austin Singleton, Executive Chairman, and Anthony Ashworth, Chief Executive Officer. Before we begin, I'd like to remind you that certain statements made by management during this morning's conference call regarding One Water Marine's fiscal third quarter 2026 in its operations may be considered forward-looking statements under securities law and involve a number of risks and uncertainties. As a result, the company cautions you that there are a number of factors, many of which are beyond the company's control, which could cause actual results and events to differ materially from those described in the forward-looking statements. affect future results are disclosed in the company's earnings release, which can be found in the investor relations section of the company's website and in its filings with the SEC. The company disclaims any obligation or undertaking to update the forward-looking statements to reflect circumstances or events that occur after the date the forward-looking statements are made except as required by law. Please note that all comparisons of our third quarter 2026 results are made against the third quarter 2025 unless otherwise noted. And with that, I'd like to turn the call over to Austin Singleton, who will begin with a few opening remarks.

Good morning everyone and thank you for joining today's call. We delivered solid third core results that reflect continued execution of our strategic priorities despite a mixed retail environment. Throughout the year, we have remained focused on the levers within our control, optimizing inventory, expanding margin, and strengthening our balance sheet. While those actions required difficult decisions, they have positioned the business for stronger performance over the long term. As expected, we are starting to see these benefits reflected in our results. Despite revenue declining 4% year over year, we expanded gross margin by 70 basis points to 24%, driven by favorable product mix and the continued execution of our initiatives to enhance gross profit. And as volume leverage returns, we believe the benefits of these actions will have a greater impact on our P&L.

We also are strengthening our balance sheet. We continue to reduce debt and reach our year-end leverage target ahead of schedule, demonstrating the strength of our execution and disciplined capital management. At the same time, we maintain healthy inventory levels across our dealership network, positioning us to meet the demand while preserving financial flexibility. In the current macro environment, we remain focused on what we can control. We set out to streamline the business, strengthen operations, and improve our financial position. As a result, we are primed to deliver accelerated growth as the market recovers. With that, I'll turn the call over to Anthony.

Thanks, Austin, and good morning, everyone. The retail environment remains challenging across the industry, particularly during what is typically the peak selling season. Even so, voting activity and customer engagement remains healthy, especially within our premium brands, giving us confidence in the underlying demand for the voting lifestyle. NEW BOAT REVENUE DECLINED MODESTLY AS LOWER UNIT VOLUMES WERE PARTIALLY OFFSET BY HIGHER AVERAGE SELLING PRICES, REFLECTING DISCIPLINE PRICING AND A FAVORABLE PRODUCT MIX. PREOWN REVENUE WAS DOWN AGAINST A DIFFICULT PRIOR YEAR COMPARISON, BUT UNDERLYING DEMAND REMAINED STABLE, AND WE CONTINUE TO EFFECTIVELY MANAGE OUR INTEREST. one of our core competitive strengths. The quality and age of profile of our new and pre-owned inventory positions us to meet customer demand while protecting margins. Over the past year, we've made significant progress optimizing inventory across the network.

This is disciplined execution has strengthened both our operational performance and our financial position. Our parts and service business continued to demonstrate resilience. While reported revenue declined as a result of Ocean Biochem's sale, the underlying distribution business delivered year-over-year growth. Overall, we're pleased with the performance this quarter. Over the past year, we have made meaningful structural improvements to the business, strengthening our operating model, enhancing liquidity, and positioning the company to drive earnings growth as marketing conditions improve. At the same time, we have remained focused on delivering exceptional experience for our customers, reinforcing the foundation for long-term success.

With that, I'll turn the call over to Jack. Thanks, Anthony. Revenue for the third quarter was $531 million, a decrease of 4% compared to the prior year, with same-store sales down 2% versus an industry that is down high single digits in the categories where we compete based on the SSI data. New boat revenue decreased 2% driven by the impact of the strategic brand exits completed during the prior year, partially offset by higher average selling prices this year. Pre-owned boat revenue declined 4% against a difficult prior year comparison, which saw 18% growth. Service parts and other revenue declined 13%, primarily reflecting the impact of the ocean biochem sale. Excluding the impact of the sale, the underlying service parts and other businesses increased year over year. Gross profit totaled 127 million, while gross profit margin expanded 70 basis points to 24 percent, reflecting a favorable product mix and continued execution of our strategic initiatives to enhance BOE gross profit.

Selling general administrative expenses declined by 5% to $87 million, reflecting the benefits of our prior cost reduction actions and continued expense discipline. As a percentage of revenue, SG&A was down slightly as the benefits of these cost actions mostly offset by lower revenue. Net income for the quarter totaled $12 million, or $0.69 per diluted share, compared to net income of $11 million, or $0.65 per diluted share, in the prior year period. The increase was primarily driven by higher income from operation and lower interest expense. adjusted diluting earnings per share was 73 cents compared to 79 cents in the prior year period. adjusted EBITDA totaled $38 million for the quarter, compared to $33 million in the prior year period. Turning to the balance sheet, we ended the quarter with $69 million of cash and cash equivalents. Inventory declined to $486 million, reflecting our disciplined inventory management and the impact of the Ocean Biochem sale. Long-term debt was 348 million, and adjusted net leverage was 3.7 times trailing 12-month adjusted EBITDA, a significant improvement from 5.8 times in the prior year period.

Our target was to finish the year under four times, and as Austin mentioned, we achieved our goal ahead of schedule. We are pleased with our progress, supported by strong cash flows, proceeds from the Ocean Biochem sale, which were used to pay down debt. We are actively exploring debt refinancing options, and we look forward to sharing an update with you later this year. Turning to our outlook, based on the year-to-date retail trends across our markets, we now expect the marine industry to be down high single digits year-over-year. Despite a challenging retail environment, we expect to continue to outperform the industry. As a result, we have updated and narrowed our guidance for the fiscal year. We now expect dealership same source sales to be down low to mid single digits and revenue of 1.75 to 1.8 billion, which factors in current market trends, lost revenue from the exited brands, and the divestiture of Ocean Biochem.

We expect adjusted EBITDA of 68 to 78 million and adjusted diluted earnings per share of 35 to 55 cents. For additional context, we anticipate a roughly $2 million headwind to adjusted EBITDA in the fourth quarter as compared to the prior year as a result of the Ocean Biochem sale. As we look ahead, our priorities remain unchanged. We will continue to focus on profitable growth, disciplined cost management, inventory optimization, and strengthening our balance sheet. We are starting to see the structural improvements we have made over the past year in our financial performance. These improvements have also created a more resilient business that is well positioned to capitalize on improving market conditions and deliver long-term value for our shareholders. This concludes our prepared remarks. Operator, will you please open the line for questions?.

We will now begin the question and answer session. If you would like to ask a question, please press star 1 to raise your hand. To withdraw your question, press star 1 again. that you pick up your handset when asking a question to allow for optimum sound quality. If you are muted locally, please remember to unmute your device. Please stand by while we compile the Q&A roster. Your first question comes from the line of Joe Altobello with Raymond James. Your line is open. Please go ahead.

Hey everyone, this is Mitchell Engel, on for Joe.

My first question is, what's helping to offset the more muted top line outlook? And what do you see driving the gross margin expansion at the segment level? How much of that would you parse for pricing, promotion, mix, anything else?.

Yes, I think it's largely driven by price and mix. You know, we had exiting brands from the prior year that were, you know, weighing in on margins. So that certainly helped, you know, was a tailwind to margins this year. We've kind of seen that in earlier quarters this year as well. But no, we just continue to, you know, focus in on having the right inventory, Yes, having it showcased at our retail locations and that drives the best price, that drives the best margin.

One thing I'd add to that though is that when you look at the industry as a whole, the industry inventory, especially in the more premium space that we're competing in, has cleaned up nicely. And so, you know, with the competition having lower inventory and being a little bit more focused on their margins, there's not as much much of panic selling, fire selling, worrisome. Everybody's inventory has gotten back in line. And that's what gives us a little bit of confidence in the overall stability of where we are and how we think that can continue as we move on through the rest of this year and into 27.

Got it. That's helpful. And then my follow-up is on the last earnings call you mentioned there was roughly 16 to 17 million of sales that shifted from 2Q to PreQ on the Palm Beach boat show. So did that arrive? Then how would you say your inter-quarter July trends have been today?.

July is trending positive. I think we should be at a, I'll say, flattish to slightly positive comp for for the month. But yes, I think it's the market. The market's OK. The season's going well. But, you know, we're just not seeing, you know, not seeing it turn positive just yet. I think the latest SSI data came out with actually a low single digit which we haven't seen a lot of that. It's still negative, but it's getting they can do a very small single digits. And if you go back in time and look at it, we haven't seen, we also had a low, you know, as mid in April.

And so we haven't seen some of these lower digits. So the question is, is it slowing? Is it starting to turn? I'm optimistic, but we'll have to wait to see the data and how it pans out. Great. Appreciate the call. Thank you.

That went wrong. As a reminder, to ask a question, please press star 1 to raise your hand. There are no further questions at this time. This concludes today's call. Thank you for attending. You may now disconnect.

This live transcript is auto-generated without human intervention or review.

[Call has ended.]

Good morning. My name is Matt, and I'll be your conference operator today. At this time, I would like to welcome everyone to the OneWater Marine Second Quarter 2026 Earnings Conference Call. [Operator Instructions] I will now hand the conference over to Jack Ezzell, Chief Financial Officer and Chief Operating Officer.

Jack, please go ahead.

Good morning, and welcome to OneWater Marine's Fiscal Second Quarter 2026 Earnings Conference Call. I am joined on the call today by Austin Singleton, Executive Chairman; and Anthony Aisquith, Chief Executive Officer.

Before we begin, I'd like to remind you that certain statements made by management in this morning's conference call regarding OneWater Marine and its operations may be considered forward-looking statements under securities law and involve a number of risks and uncertainties. As a result, the company cautions you that there are a number of factors, many of which are beyond the company's control, which could cause actual results and events to differ materially from those described in the forward-looking statements.

Factors that might affect future results are discussed in the company's earnings release, which can be found in the Investor Relations section on the company's website and in its filings with the SEC. The company disclaims any obligation or undertaking to update forward-looking statements to reflect circumstances or events that occur after the date the forward-looking statements are made, except as required by law. Please note that all comparisons of our second quarter 2026 results are made against second quarter 2025, unless otherwise noted.

And with that, I'd like to turn the call over to Austin Singleton, who will begin with a few opening remarks. Austin?

Thank you, Jack. Good morning, everyone, and thank you for joining us today to discuss our second quarter 2026 results, which reflect the challenging retail environment, a continued improvement in boat margins, portfolio optimization and a notable reduction in leverage. Revenue for the quarter declined 9% and same-store sales were down 8%, primarily due to event timing and portfolio changes.

This year, the Palm Beach International Boat Show took place at the end of March, which shifted a meaningful amount of new boat sales into the June quarter. This timing shift accounted for approximately half of the decline in new boat sales during the quarter.

Also during the quarter, we completed the sale of Ocean Bio-Chem as part of our broader portfolio optimization strategy, focused on core assets and long-term value creation. While we updated our guidance to reflect the impact of the sale in February, the absence of those revenues will create challenging year-over-year comparisons for the remainder of the year. Importantly, we continue to operate from a position of strength. Our inventory continues to be in the best condition it has been in years with a healthy mix and age profile, supported by disciplined production from our OEM partners.

We remain focused on enhancing profitability and reducing balance sheet leverage. We are driving margin expansion with a more streamlined portfolio of brands and assets. This combined with our strong inventory positioning, contributed to a 110 basis point increase in gross margin. We also made meaningful progress in reducing debt, supported by proceeds from the Ocean Bio-Chem sale and strong operating cash flow, and we remain on track to achieve our leverage target later this year. Beyond positioning for a market recovery, the strategic actions we've taken are helping us build a more efficient, resilient business model.

As we move into the core boating season, we are encouraged by customer engagement and remain focused on execution, selling boats, managing costs and positioning our business for long-term success.

With that, I will turn it over to Anthony.

Thanks, Austin, and good morning, everyone. The quarter reflected a continuation of trends we've been seeing in recent quarters. Industry retail demand remains pressured with SSI data indicating double-digit declines in the categories in which we compete. At OneWater, lower new boat volumes were partially offset by disciplined pricing and favorable mix in a slightly less promotional environment as evidenced by our higher gross margin.

Our pre-owned business remained a bright spot with revenues increasing 5%, supported by improved availability. Across our dealers, premium categories and brands continue to perform better, which is encouraging considering our portfolio's strong skew towards luxury brands. Importantly, finance penetration remains within our target range with over 60% of our customers choosing to finance a portion of their purchase with us.

This highlights the market is not cash only even in the current interest rate environment. Parts and service continued to provide stability for the business, while reported results were affected by the prior year contribution from Ocean Bio-Chem. The underlying business remains solid, supported by steady boating activity. Excluding OBCI, service parts and other sales increased for both the dealership and distribution segments.

Finally, I'd like to highlight our inventory positioning, which remains a key differentiator. Dealership inventory is down 3% year-over-year and down 19% over the last 2 years. Beyond the reduction in dollars, our inventory mix and aging profile are well balanced, and we are in a position of strength as we move into the selling season. The boat show selling season was encouraging. boating activity is healthy, and we believe we have the right inventory to meet our customer demand and get people out on the water this summer.

And with that, I'd like to turn the call over to Jack.

Thanks, Anthony. Revenue for the quarter was $442 million, down 9% year-over-year with same-store sales down 8%. New boat revenue decreased 12%, driven by a shift in the timing of the Palm Beach International Boat Show and lower unit volumes, partially offset by higher average unit price. Solid used boat activity supported a 5% increase in pre-owned boat revenue, driven by higher unit sales and average price.

Service, Parts and Other revenue declined 11%, primarily due to contributions from Ocean Bio-Chem in the prior year period. As Anthony mentioned, excluding this impact, the underlying parts and service businesses increased year-over-year. Finance and Insurance income decreased in absolute dollars due to the reduction in new boat sales, but increased slightly as a percentage of total boat sales due to the improving interest rate environment.

As a reminder, interest rate cuts enhanced unit economics for boats financed through OneWater. Second quarter gross profit decreased to $106 million compared to $110 million in the prior year period. Importantly to note that our gross profit margin expanded to 23.9%, an improvement of 110 basis points compared to the prior year. This margin expansion was driven by favorable mix shift, brand portfolio optimization and continued execution of our strategic priorities to enhance both gross profit.

Selling, general and administrative expenses declined in the quarter by $2 million to $86 million compared to the prior year period. This reduction reflects the impacts of our prior cost reductions, our variable cost structure and ongoing expense management. The increase as a percentage of revenue was primarily driven by the lower revenue in the current period. Against the backdrop of global uncertainty and softer retail demand, we took additional steps to align our cost structure with current retail activity.

Within SG&A alone, actions taken at the end of March, early April are expected to deliver approximately $6 million in annual savings. The net loss for the quarter was $13 million compared to a net loss of $375,000 in the prior year. The increase in net loss was primarily driven by lower sales, a $6 million noncash trade name impairment charge and the tax impacts associated with the OBCI disposition. Adjusted EBITDA was $16 million.

Now turning to the balance sheet. We ended the quarter with $68 million of cash and total liquidity of approximately $73 million. Inventory was $551 million, down from $602 million in the prior year, reflecting disciplined inventory management and the sale of Ocean Bio-Chem. Long-term debt was $354 million and net debt-to-EBITDA improved sequentially and year-over-year to 4.1x.

During the quarter, we repaid $57 million of debt, supported by the proceeds from the sale of Ocean Bio-Chem and strong operating cash flows. We remain on track to reduce leverage below 4x by the end of the fiscal year. Turning to our outlook. Year-to-date results have been largely consistent with our forecast for the first half of fiscal 2026.

As a result, our expectations for the year remain unchanged from our February update following the closing of the Ocean Bio-Chem sale. We continue to anchor our outlook on expectations to industry will be flat to down low single digits year-over-year. When factoring the lost revenue from the exiting brands and the divestiture of OBCI, we expect dealership same-store sales to be flat year-over-year and total revenue to be in the range of $1.78 billion to $1.88 billion. We expect adjusted EBITDA to be in the range of $60 million to $80 million, and we expect adjusted earnings per diluted share to be in the range of $0.20 to $0.70.

As we move through the core selling season, our focus remains on driving margin expansion, maintaining disciplined cost control and continue to reduce leverage. We are encouraged by the early season activity and customer engagement, and we anticipate that our more focused portfolio, strong inventory position and operational discipline will support our results through the balance of the year.

This concludes our prepared remarks. Operator, will you please open the line for questions.

[Operator Instructions] Your first question comes from Joe Altobello with Raymond James.

This is Martin on for Joe. I first wanted to touch on same-store sales. Can we get a breakdown between units and price and get an impact from the exited brands?

Yes. I'd say the majority of it is led by price. Units were down in the mid- to upper single digits, seeing that shift to that kind of more affluent, higher ticket item. And probably, I'd say probably half of that number is driven by the shift in the Palm Beach Show and then maybe 1/4 is from the exiting brands.

Great. And actually touching on that, the show. I think we calculated out $19 million in sales were pushed from 2Q because of that show timing. Is that -- are we expecting that to show up in the June quarter, all of it?

Yes.

Yes. Go ahead.

Well, I was just fixing to say when you start talking about the Palm Beach Boat Show, first thing you got to really talk about is how was that show and that show was fantastic. I mean, when you looked at the Palm Beach Show, by moving at those dates for some reason, it really spurred activity. I think we were up high double -- high teen digits both in unit and dollars for that show compared to last year.

And the majority of that will fall into the next quarter.

Now some of that stuff on the real big stuff might push out. But it definitely -- that timing is what impacted this quarter, and we're going to see the majority of that pick up. We're going to see a lot of it pick up in April. But it should -- most of it should filter in through the whole quarter, but there might be a couple that lag out into the next quarter.

Got it. And I threw up the number, $19 million. Does that sound right to you? Or could you sort of calculate the...

No, it's a little high with respect to the sales that shifted, closer to $16 million, $17 million.

[Operator Instructions] Your next question comes from the line of Greg Badishkanian with Wolfe Research.

This is Scott Stringer on for Greg. I'm wondering how trends are in April and excluding the boat show. It seems like there's like a nice tailwind from the boat show there. Just wondering how trends are exiting the quarter here.

Yes. I mean it's continuing on. I mean one of the things that's kind of given us comfort to maintain guidance with all the macro noise out there and what could be and all that stuff is just the door swings, the Internet leads, the amount of deals that flowed through in April. I mean April was a good month. We still are maintaining that trend of higher gross margin. And then the volume, excluding what swapped over from the boat show is trending in a nice direction.

So we're still optimistic on what we're seeing from the day-to-day ground activity and what's happening as far as boat sales, we're just still a little nervous about what we're going to wake up and see on the TV and how that impacts consumer confidence over the next 60, 90, 120 days. I mean one day you wake up and everything seems fine in the next day you hear that gas is going to go to $47 a gallon.

And so once that noise kind of simmers down a little bit, we could be on a pretty decent path to having a good year if we can get that noise to settle down because it's certainly trending in the right way right now.

Got it. That actually leads to my next question. I was wondering about the impact of higher fuel prices on boat sales. Are you seeing any sort of impact there? Is that impacting one type of customer versus another? Just curious your thoughts.

Well, I mean, I'm sure at some point in time, it's got to impact everybody, but the higher-end customers and the customers that we deal with don't seem to be impacted by the trend lines that we're dealing with right now. So you'd be an i*** to say that it doesn't impact it. Could it be better -- more -- a lot better than it is right now? Maybe. But it's still pretty damn good.

And so we like that possible tailwind behind us when this stuff settles and what that could open up for us. If it's like it is right now with all the noise, how much better could it get? We just don't know.

Your next question comes from the line of Kevin Condon with Baird.

I think you noted some additional cost actions to help that SG&A line. Just wondering if you could add some color to what those actions are? And should we expect to see SG&A continue to track lower year-over-year in the coming quarters?

Yes, Kevin, that was the kind of the -- as we looked at how SSI has been trending, while there's -- it, I'll say, decelerated, right, because I think January's SSI was, I think, around 18 20, then February, March both got better. But just trying to get ahead of what's happening at retail, we did make some cuts, mostly in and around personnel, administrative and just some reorganizations within the company just to be a little bit leaner. So it's about a $6 million on an annualized basis. So we look to capture about half of that in the back half of the year. Some of that's coming out of dealerships, some of that's coming out of -- a big chunk is coming out of distribution as well.

Got you. And then maybe to ask a follow-up. You talked about the inventory being in a good position. Just wondering what your stance on orders are going forward. Do you think you could potentially capture an uptick in demand should some of that noise settle like you referenced? Or would you need to meaningfully shift inventory or order levels to take advantage of any upside?

Well, I mean, we're at the beginning of the selling season. And so we really don't have to make those decisions probably for another 90 days. And so we get to have a little bit better look at where we are. I think when you look at it from an industry perspective, inventory is way down in the industry. And so if we start to see going into the selling season, the trend that we're on now maintain, you start to see as you come into the fall, that maintaining again, then that means that you've got to start ordering more boats because the manufacturers just -- they can't go in and flip another light switch and all of a sudden produce 20% more boats.

So the lead time is pretty important. I think we're still in a little bit of a wait-and-see mode, but it certainly feels better than it should with all the noise going on. So I would say that as we move through April and May, get into the end of that June quarter, if the trend line that we're on right now, we're going to be forced to order more boats for next year because the inventory is just going to get depleted.

It's already at a point now where if you had any kind of felt an uptick, I'm not sure we have enough. And so you got to kind of get prepared for that. But it's a little bit too early for us to really call that because there's just, again, too much noise out there, and we just need to kind of get through the next 6 weeks, which are really the prime 6 weeks leading into the summer.

There are no further questions at this time. We've reached the end of the Q&A session. This concludes today's call. Thank you for attending. You may now disconnect.

Good morning. My name is Julie, and I will be your conference operator today. At this time, I would like to welcome everyone to the OneWater Marine, Inc. Fiscal First Quarter 2026 Conference Call. [Operator Instructions] I would now like to turn the conference over to Jack Ezzell, Chief Financial Officer. Please go ahead.

Good morning, and welcome to OneWater Marine's Fiscal First Quarter 2026 Earnings Conference Call. I'm joined on the call today by Austin Singleton, Executive Chairman; and Anthony Aisquith, Chief Executive Officer.

Before we begin, I'd like to remind you that certain statements made by management in this morning's conference call regarding OneWater Marine and its operations may be considered forward-looking statements under securities laws and involve a number of risks and uncertainties. As a result, the company cautions you that there are a number of factors, many of which are beyond the company's control, which could cause actual results and events to differ materially from those described in the forward-looking statements.

Factors that might affect future results are discussed in the company's earnings release, which can be found in the Investor Relations section on the company's website and in its filings with the SEC. The company disclaims any obligation or undertaking to update forward-looking statements to reflect circumstances or events that occur after the date the forward-looking statements are made, except as required by law. Please note that all comparisons of our fiscal first quarter 2026 results are made against our fiscal first quarter 2025, unless otherwise noted.

With that, I'd like to turn the call over to Austin Singleton, who will begin with a few opening remarks. Austin?

Thank you, Jack. Good morning, everyone, and thank you for joining us today to discuss our first quarter 2026 results. We delivered a solid first quarter in line with expectations, demonstrating the resilience of our business model and continued progress against our strategic priorities. Revenues increased slightly and same-store sales were flat even with the impact of our strategic inventory initiatives.

Importantly, we are pleased with our inventory levels and despite a highly competitive environment, we believe we are operating from a position of strength. Our inventory mix and age profile are healthy, and our OEM partners continue to be supportive while maintaining disciplined production schedules. This has allowed us to sharpen our focus on disciplined execution as we navigate the current environment and position the business to benefit as industry conditions improve.

We successfully completed our strategic brand initiatives last year. While the first quarter is typically the smallest from a seasonal standpoint, we are beginning to see the benefits of those brand rationalization efforts reflected in our gross margins. First quarter margins were better than expected, also driven in part by a favorable model mix. We expect the positive impact of discontinued brands to be realized in different levels throughout the year, and we remain confident in the long-term benefit of these strategic actions.

As part of our ongoing portfolio optimization efforts, we have decided to sell certain distribution segment assets that are no longer core to our long-term strategy. This decision reflects our focus on simplifying the business and allocating capital to areas with the strongest strategic fit. This action is not a reflection of underlying operational performance, but rather an opportunistic step to sharpen our focus and strengthen the balance sheet. We expect proceeds from the transaction to enhance financial flexibility and support our capital allocation priorities going forward.

With the strategic actions we have taken to optimize our portfolio, improve our cost structure and enhance our balance sheet, OneWater is well positioned to continue gain share and expanding profitability as conditions normalize. With that, I will turn it over to Anthony.

Thanks, Austin, and good morning, everyone. During the quarter, lower unit volumes were offset by pricing and mix as we improved our margin profile. While the first quarter includes the seasonality slower winter months, we were encouraged to see the less price resistance from our customers during the purchase process. This was driven in part by a more stable news environment around tariffs and interest rates, which helps support customer sentiment. The early boat show season has kicked off, and we will continue to stay close to our customers to gather insights as we move into the peak selling season.

Inventory across the industry is normalizing. And as Austin mentioned, we entered the calendar year from a position of strength with a healthy mix of new boats across our premium portfolio of brands [Technical Difficulty] new and exciting models from our top manufacturers. In addition, trade-in availability has continued to improve, supporting continued growth in the Pre-Owned Boat sales. Gross margins benefited from our strategic initiatives to optimize inventory and enhance profitability, partially offset by a variability of commodity product margins in the distribution segment.

We expect the overall positive impact to continue in the quarters ahead, but there will be some variability quarter-to-quarter. Overall, we expect New Boat margins to improve by 100 basis points on the year as a whole. Expanding profitability is a top priority for the year, and we are driving that across dealerships by doing what we do best, taking care of our customers. We have an incredible team leveraging our CRM, advanced inventory management tools and the best inventory network in the industry to locate and deliver the customers the boat of their dreams.

And with that, I'd like to turn the call over to Jack.

Thanks, Anthony. Fiscal first quarter revenue was $381 million, representing a 1% increase compared to the $376 million in the prior year period. New Boat sales were down 6% compared to the prior year and Pre-Owned Boat sales were 24% higher, driven by both increased unit sales and average unit price.

Service, Parts and Other revenue grew by 10% compared to the prior year period. This growth demonstrates improvements in our distribution segment, the strength of our service operations and the loyalty of our customer base even during periods of softer New Boat demand.

Finance and Insurance income decreased slightly as a percentage of total sales due to the mix shift in products sold. First quarter gross profit increased to $89 million compared to $84 million in the prior year period. Most importantly, our gross profit margin expanded to 23.5%, an improvement of 110 basis points compared to the prior year quarter. This margin expansion was driven by gross margins on New Boats sold, Pre-Owned Boat sales volumes and the positive impact of our portfolio optimization efforts.

Selling, general and administrative expenses totaled $81 million compared to $79 million in the prior year period. The increase was due to higher variable expenses, including sales commission that increased due to the higher gross margins on Boats Sold. During the quarter, we recognized a $7 million impairment charge related to certain distribution assets classified as held for sale.

Net loss for the quarter totaled $8 million or $0.47 per diluted share compared to a net loss of $14 million or $0.81 per diluted share in the prior period. This variance was largely driven by a $13 million income tax benefit in the quarter compared to a $5 million income tax benefit in the prior year period. Adjusted loss per diluted share was $0.04 compared to adjusted loss per diluted share of $0.54 in the prior year period. Adjusted EBITDA increased to $4 million compared to $2 million in the prior year.

Now turning to the balance sheet. During the quarter, we classified certain assets and liabilities within our distribution segment as held for sale following a Board-approved plan to divest of these operations. These amounts are measured at the lower of carrying value or estimated fair value less cost to sell. We expect the transaction to close prior to March 31, 2026, with net proceeds applied toward repayment under our credit facility. There is no impact to the first quarter revenue or adjusted EBITDA from the held-for-sale classification.

While these amounts are classified as held for sale at this point, we have not entered into a definitive agreement. Since these negotiations are ongoing, we cannot provide additional comments regarding the potential for completing a transaction. We will provide future updates if the transaction is completed.

As of December 31, 2025, we maintained total liquidity of approximately $46 million, including $32 million of cash and cash equivalents plus availability on our credit facilities. Total inventory decreased to $602 million as of December 31, 2025, compared to $637 million as of December 31, 2024. This reflects inventory reclassified as held for sale and the impact from our disciplined inventory optimization.

Our long-term debt position was $399 million as of the quarter end and net debt representing 5.1x our trailing 12-month adjusted EBITDA. Reducing leverage remains our top capital allocation priority in the year, and we are confident in our path forward. Based on our solid first quarter performance and current market visibility, we are maintaining our fiscal year 2026 guidance ranges and remain cautiously optimistic.

Our outlook is anchored in our expectation that the industry will be flat to down low single digits year-over-year. While we anticipate outperforming the industry, we expect same-store sales to be impacted by brand rationalization headwinds, resulting in flat same-store sales overall. We anticipate total sales to be in the range of $1.83 billion to $1.93 billion, and we expect adjusted EBITDA to be in the range of $65 million to $85 million and adjusted earnings per diluted share to be in the range of $0.25 to $0.75.

As we move closer to the selling season, our strategic priorities are clear: driving profitability and reducing balance sheet leverage are the focus for OneWater. As we await signs for a broader marine recovery, we see significant upside potential as the industry recovers and market volumes return towards historical long-term averages. We will continue to execute with precision and position OneWater to emerge from this cycle as even a stronger and more profitable organization.

This concludes our prepared remarks. Operator, will you please open the line for questions?

[Operator Instructions]

Your first question comes from Joe Altobello from Raymond James.

I had a quick question on the sort of mix shift you're seeing within your segments. If you look at, obviously, New versus Pre-Owned, Pre-Owned significantly outperformed this quarter. Is that a shift you're seeing among buyers toward lower-priced units? Or is that just better availability of used inventory?

Yes, it's definitely better availability. We're just taking in more trades. We've spoken to this in the past that you had a lot -- especially in the peak of COVID and stuff, you had a lot of pre-owned boats that went from person to person instead of running through dealerships because of the time lag. And because there's not really a time lag anymore, we're getting more trades, so we have more to offer to the consumer.

Got it. Okay. And in terms of the outlook for this year, obviously, you kept your guidance intact, but your industry outlook is a little bit softer. How are you thinking about things like year-end net leverage and year-end inventory, for example?

Well, I think I'll let Jack jump in. Yes, go ahead, Jack.

Yes. I think from a leverage perspective, right, with the sale of the distribution assets, that should bring our leverage down to almost 4x at the end of the March quarter and then under 4x by the year-end. So I think that's going right down the way we like and getting to where we want it to be.

As far as inventory, inventory is great now, and we're going to manage it according to what's happening at retail. Q1 SSI data for the segments we operate in was, I want to say like negative low double digits, high single digits. So that's a little softer. But again, Joe, it's such a weird quarter with the December and the holidays and everything. So we don't want to get too far ahead of it and trying to see what's happening there.

If you think about long term -- long-term numbers, right? We're at 145,000 units, new units, versus a long-term average is like 180,000. And we still expect to kind of start -- at some point, start reflecting and turning back towards that long-term average.

Got it. And maybe one last one for me. What are you seeing so far from boat show season?

It's been pretty good. Well, let me say, it's been what we thought, flat. It just seems like it's flat, maybe even you could say slightly down, but the enthusiasm is there. The consumer still is there. And I think one of the things that probably shocked us a little bit, and again, we don't want to get out in front of our skis here on the margin, but the margin is better than we expected.

Now a little bit of that comes into model mix, and it comes into people at the boat shows are typically buying the new hot unit where you don't have as much competition or it's not as a competitive environment versus just the same old, same old because it's mostly limited stuff. But it's been good. I think we feel like we've called it pretty good that this is going to be for us, maybe flat to slightly up, and it's really this year could be a margin play why everybody else starts to get their inventory in line, and it could end up being a decent year.

Your next question comes from Craig Kennison from Baird.

I wanted to follow up on the question Joe had about the pre-owned market. It sounds like availability is much better. And I think, Austin, you mentioned that maybe there are just fewer person-to-person transactions and more person-to-dealer transactions. But I guess what I'm curious about is, are consumers who are trading a boat trading to buy another boat? Or is that pandemic era buyer just maybe exiting the industry at a different rate?

Well, I don't think it'd be considered a trade-in if they weren't trading it for something. That would be a downright out sale. And I will tell you, Anthony, how many buyers do we have today?

What do you mean buyers? I am not understanding.

Just guys that sit around and [ basking on boats ].

Yes. There's about 12 of them, yes. It's all...

Yes, 12 guys, their livelihood depends on them buying boats, and they're not being able to buy any more today than they were 2 years ago. Still, it's just a tough environment to find that product. I'll go back and I'm going to be a broken record. Hopefully, it never changes. But again, it's one of the biggest problems we have or biggest issues is there's not enough pre-owned inventory out there. We could take twice what we have. And you get in there and it's just a tough environment to really get any kind of meaningful numbers going at it. I mean we look at it, and I think we're still like 0.5% or 1% of the total pre-owned market. And so there's a lot of runway there.

But it's -- the real difference today than COVID was the consumer has less time -- or they have all the time they want, but the consumers not have the -- they don't have to wait 9 months, 12 months, 16 months to get their new boat. Most of the time, we can source it out of our inventory on a new boat side of things and get it to them in a couple of weeks. So they don't have that huge amount of time to tell 50 people that they're getting a new boat and somebody go, "What are you doing with your old one?"

And that's why we started to see an uptick. The uptick in trade-ins really started last year. And it's just because people are being able to get their new boat quicker, and so they're not -- they don't have the time to mess around or keep using their old boat and tell people about it. I think that's really the only dynamic that's changed.

That's helpful. And then a different question, just on inventory. How would you frame the freshness of your inventory, current versus noncurrent? And how has that trended in the last several quarters?

It is in the best shape that it's been since I can remember being in this business, and it was painful to get there, but we're there. And we still have some last year models and some stuff we're moving through, but we're in a really, really comfortable place when it comes to dated or aged inventory. And talking with Wells, there's still some cleanup in the industry, but the majority of your premium dealers are in really good shape today versus where they were 6 months, 9 months, 12 months ago. I think that there's still a lot of inventory out there that's dated in the industry, but most of that's on the value side.

Your next question comes from Michael Albanese from BankSmart.

Just wanted to ask if you could comment on any impacts from the storm that -- and the cold that's rolled through the country, particularly in some of the states?

Yes. Luckily for us, that's kind of in a -- it kind of came through an area that we don't really have a whole lot of representation in. The Carolinas got a little bit, but it's being that we're in January, fixing to roll into February, it's not really boating season. It's boat show season, but not boating season. So we're not really feeling any impact from that right now.

I think Texas was an area that we've had -- historically, we've had some issues with weather in the past, and it just -- it wasn't as bad there as it was through like that Northern Mississippi, Tennessee, Southern Kentucky going into the North Carolinas, maybe touching the South Carolina. It just -- that's nonissue for us.

What about from a boat show perspective, do you think it's impacted traffic?

I can't tell you because we don't really operate in any boat shows that would be impacted by that. So I don't know.

Well, I'd say we don't operate in a material way. And we have some representation like in the New York Boat Show, which did have the last day cutoff, but it's a very small show for us.

Your next question comes from Noah Zatzkin from KeyBanc Capital Markets.

I guess, first, just kind of circling back to the comments made about favorable mix and maybe some less resistance from buyers on price. Any anecdotes you could point to in terms of maybe the kind of buyers being -- feeling a little bit better or being increasingly, I guess, more agnostic to kind of higher prices?

Well, I don't really know if that's the case. I think the way that I would look at it or a way that I can make an example of it is if a customer came in and was looking for a boat 9 months ago, and it was X brand, just call it brand. Well, we probably had 25 of them in the company across the board. The guy down the street had 6 that was a direct competitor. So instead of being 4 or 5 things to choose from, they had 30 things to choose from and everybody was in a panic mode.

And I think what's really kind of more happened is most of the premium brands' inventory is cleaner than it's been and dealers didn't -- haven't been ordering a lot, manufacturers haven't been producing. Everybody seems to be off 35% to 45%. So the inventory is just cleaner, so there's not as much panic selling or fire selling because inventories are back in line. So it's really more like a discipline. I mean we -- by no means are we saying the customers coming in, we're giving them on the price and they're writing us a check. It's still a buyer's market. But instead of working as to like there's no meat left on the bone, it's kind of like here's our best offer. And then when they go to get that guy down the road, everybody kind of has their floor.

So it's just kind of just the way the industry has come back and a lot of that's just to do when now everybody is not in a panic mode of having too much inventory or having the wrong dated inventory would be probably a better way to say that.

Got it. That's really helpful. And maybe just one more to pry a little bit just around the comments in terms of kind of realizing margin benefits to different magnitudes throughout the year. Anything in general to keep in mind in terms of cadence would be helpful?

Well, I think that's really tough for us to pinpoint because what you're going to do is you're going to have -- the margin is going to creep up. But as the margin creeps up and the inventory continues to clean up, we'll start to lose some of those promotional dollars from the manufacturers. So once the inventory -- like Step 1 is inventory gets clean. Step 2 is retail manages their new inventory really well. They've got new fresh stuff, margins start to increase.

Then if you get any kind of uptick in just macro or just the total industry, then everybody starts ordering boats again. And as soon as people start ordering boats and the manufacturers aren't 45% down, they're only 20% down, the promotion slide off. So there's a little bit of an offset. So that's why there'll be some choppiness as we go through the selling season, and we can't just really say, "Okay, it's 1.5%." We look -- at OneWater, we feel we gave away at least 1% last year just exiting those brands, and that's done.

So you would think that somewhere around that 1% is just like an absolute lay down. Now what we're seeing today is we're seeing that it's a little bit better than that just because of the way the consumer is acting. But we don't want to really get too excited about that because it's such a small sampling. The quarter is so tiny. It's coming out of some of the smaller boat shows. This quarter will really tell us how that cadence goes in. But I think that we've wanted to be a little bit conservative because there's some unknowns with how the manufacturers are going to react when boats are going to start getting over. But 1% over this year is very, very, very achievable outside of something macro that we can't control.

[Operator Instructions]

Your next question comes from Gerrick Johnson from Seaport Research.

Did you see any adverse impact from the government shutdown in the middle of the quarter?

No, I would say we did not.

Yes. I don't.

Okay. And then during the early season boat shows, are you seeing any evidence of that monthly payment buyer returning?

That is not -- that's really a question for...

I would answer it this way, Gerrick. A lot of our customers aren't necessarily payment buyers, right, because we're dealing in the premium space. But with that said, a lot of our -- majority of our customers finance. So when I look at like some of our show activity and stuff like that, I mean, we're seeing 60-plus percent of customers financing their purchases, right? And that's kind of been -- we average probably on a normal cadence, 60% to 65% of the customers finance some portion of their boat with us.

And we think that another call it, 30% are financing a portion of the sale somewhere, whether that be through their local credit union or something along those lines. So -- but I think what you're getting at is more of that low-end consumer -- lower-end consumer who is a lot more price sensitive. They tend to go into more of your value product, and we just don't sell a ton of that.

And there are no further questions at this time. This concludes today's conference call. You may now disconnect. Thank you.

Good morning. My name is Angeline, and I will be your conference operator today. At this time, I would like to welcome everyone to the conference call. [Operator Instructions] I would like to turn the conference over to Jack Ezzell, Chief Executive Officer and Chief Operating Officer. Please go ahead.

Good morning, and welcome to OneWater Marine's Fiscal Fourth Quarter and Full Year 2025 Earnings Conference Call. I'm joined on the call today by Austin Singleton, Executive Chairman of the Board; and Anthony Aisquith, Chief Executive Officer. Before we begin, I would like to remind you that certain statements made by management in this morning's conference call regarding OneWater Marine and its operations may be considered forward-looking statements under securities laws and involve a number of risks and uncertainties.

As a result, the company cautions you that there are a number of factors, many of which are beyond the company's control, which could cause actual results and events to differ materially from those described in the forward-looking statements. Factors that might affect future results are discussed in the company's earnings release, which can be found in the Investor Relations section of the company's website and in its filings with the SEC. The company disclaims any obligation or undertaking to update forward-looking statements to reflect circumstances or events that occur after the date the forward-looking statements are made, except as required by law.

Please note that all comparisons of our fourth quarter or fiscal year 2025 results are made against the fourth quarter or fiscal year 2024, unless otherwise noted. With that, I'd like to turn the call over to Austin Singleton, who will begin with a few opening remarks. Austin?

Good morning, everyone, and thank you for joining us today. We finished 2025 with solid results and meaningful progress on our strategic priorities. Industry conditions remain challenging as retail demand continued to normalize from pandemic highs, promotional activity increased and multiple hurricanes created disruption in key Florida markets. Against that backdrop, our team executed with discipline and focus. We delivered 6% same-store sales growth for the year, outperforming the broader industry in the categories where we compete.

New boat sales were strong in the fourth quarter, and pre-owned sales remained a standout throughout the year, contributing to solid full year results. This performance demonstrates our strength and resilience in our model and the depth of our retail network. We also took thoughtful cost actions and leveraged our flexible operating model to align expenses with demand and protect margins, finishing the year with positive momentum headed into 2026. Maintaining a disciplined approach to inventory has been a top priority, and our teams executed exceptionally well. We exited this year with the cleanest inventory levels we've seen in years giving us a significant competitive advantage as we enter 2026.

This enables us to respond quickly to shifting retail conditions and support a healthier balance between price and volume. We also completed our strategic exit from discontinued brands, allowing us to sharpen our focus on our core portfolio with high-performing brands. While this transition created some margin pain during the year, it laid the groundwork for meaningful long-term margin improvement as we move through 2026 and beyond. Looking ahead, we are encouraged by signs that channel inventories across the industry are returning to healthier levels and OEM production is beginning to normalize.

We believe these factors, combined with our flexible operating model and strong customer relationships position us well to capture demand and drive profitable growth as the industry stabilizes. Early boat show feedback has been positive, highlighting strong customer interest and innovative new features and fresh models from our manufacturing partners. And one of our largest events of the year, the Fort Lauderdale Boat Show, sales were up year-over-year. Unit sales were lower, reflecting the impact of the brands we exited in 2025 as well as the liquidation of excess inventory in the prior year.

The good news is that we are beginning to see improvements in overall new boat gross margins. We are excited to build on this momentum through the Winter Boat Show season. Finally, I want to thank our entire OneWater team for their hard work, resilience and dedication to our customers throughout the year. I'm confident we have the right people, structure and strategy in place to continue delivering long-term shareholder value. With that, I will turn it over to Anthony to discuss the business operations.

Thanks, Austin, and good morning, everyone. I'd like to start by echoing Austin's comments and thanking our team for their dedication throughout the year. Despite a challenging marine market, our focus on serving customers drove another year of positive same-store sales growth and continued market share gains. New boat demand normalized after several years of outsized growth and our team drove strong pre-owned sales by effectively leveraging a rebound in trade-in activity, which reached historic lows during the pandemic. We entered the year focused on rightsizing inventory and exited with one of the cleanest positions we've seen. That disciplined execution allowed us to begin rebuilding inventory in the fourth quarter slightly ahead of typical seasonal patterns.

Our inventory agent has significantly improved compared to a year ago and early response to new model year has been encouraging. Finance and insurance penetration remained healthy and continues to be a key strength. Further interest rate cuts should support customer affordability and enhance unit economics for boats financed through OneWater. Service parts and other sales were solid for the year despite modestly lower sales in our distribution segment due to reduced OEM production. As inventory levels reset across the industry, and OEM output normalizes, we believe there's growth opportunity heading into 2026. I'd like to turn the call over to Jack to discuss the financials.

Thanks, Anthony. Fiscal fourth quarter 2025 revenue increased 22% to $460 million compared to $378 million in the prior year period, which was significantly affected by hurricane-related disruptions along the West Coast of Florida. New boat sales were up 27% to $275 million in the fourth quarter, while pre-owned sales increased 25% to $91 million. Overall, same-store sales were up 23%. Revenue from service parts and other sales for the quarter increased 7% to $81 million, driven by steady retail service activity in our Dealership segment and modest growth in our distribution segment.

Finance and insurance revenue increased year-over-year on a dollar basis but declined slightly as a percentage of total sales. Gross profit increased to $104 million in 2025 compared to $91 million in the prior year primarily driven by higher new boat volumes as a result of the hurricane-related disruptions on the West Coast of Florida in the prior year. Fourth quarter selling, general and administrative expenses increased 6% to $84 million. SG&A as a percentage of sales was 18%, down 270 basis points, primarily driven by higher revenues in the quarter.

Fourth quarter operating loss was $130 million, and adjusted EBITDA was $18 million. Net loss for the fiscal fourth quarter totaled $113 million or $6.90 per diluted share compared to a net loss of $10 million or $0.63 per diluted share in the prior year. The decrease was largely due to noncash goodwill and intangible asset impairments of $146 million, driven principally by the decline in our market capitalization relative to the book value.

As a reminder, this adjustment does not impact cash flow, liquidity or operational flexibility. Adjusted diluted earnings per share was less than $0.01 compared to adjusted diluted loss per share of $0.36 in the prior year. Turning to our full year results. Total revenue for 2025 increased 6% to $1.9 billion for fiscal year '25 driven by a slight increase in units as well as an increase in the average selling price of both new and pre-owned boats. Same-store sales increased 6% in 2025, outperforming the industry backdrop where SSI data indicated a decline of over 13% in the categories which we compete.

Additionally, service parts and other revenue increased 2% to $295 million, driven by growth in our dealership segment as we continue to expand this important part of our business and support our customers. This was partially offset by lower sales in our distribution segment, reflecting reduced production levels from boat manufacturers. Full year 2025 gross profit decreased 2% to $427 million as a result of market dynamics and the impact of select brands the company has exited during the year. Gross profit margin for fiscal year 2025 was 23%. Selling, general and administrative expenses increased to $343 million or 18% of revenue from $333 million or 19% of revenue in the prior year.

The decrease in selling and general and administrative expenses as a percentage of revenue was driven by higher revenues in addition to targeted cost actions, which supported the SG&A savings. We will continue to practice proactive expense management and have flexibility to accelerate cost actions as necessary should the need arise. Net loss for fiscal year 2025 was $116 million or $7.22 per diluted share compared to a net loss of $6 million or $0.39 per diluted share in the prior year. The business generated adjusted EBITDA of $70 million and adjusted earnings per diluted share of $0.44.

Now turning to the balance sheet. Total liquidity was in excess of $67 million, including cash on hand and additional availability under our credit facilities. Total inventory as of September 30, 2025, decreased to $540 million compared to $591 million in the prior year. This decline reflects our ongoing strategic inventory positioning and brand rationalizations throughout the year. Total long-term debt was $412 million, and net of cash resulted in net leverage of 5.1x trailing 12-month adjusted EBITDA. As we move forward, reducing leverage remains a priority in our capital allocation strategy.

Looking ahead to 2026, we are cautiously optimistic, and we expect demand to fluctuate with traditional seasonal cycles. Our outlook is anchored on industry commentary and expectation that industry unit sales will be flat to this year. Our forecasted sales will be negatively impacted by the impact of brands we exited. However, we also expect to outperform a flat market. Accordingly, we expect these factors to offset, resulting in flat same-store sales for the year. We anticipate total sales to be in the range of $1.83 billion to $1.93 billion. We expect adjusted EBITDA to be in the range of $65 million to $85 million and adjusted diluted earnings per share to be in the range of $0.25 to $0.75.

Overall, we remain optimistic on 2026. There are a number of tailwinds, including improved industry inventory levels, reduced discounting and lower interest rates, which we expect to be tempered by market uncertainty. We will remain focused on maintaining our clean inventory position and disciplined approach to cost management, which we believe provides a clear advantage as market conditions evolve. While fiscal 2025 presented challenges across the industry, the actions we have taken strengthened our foundation and position OneWater to continue outperforming the industry as the environment stabilizes. This concludes our prepared remarks. Operator, will you please open the line for questions.

[Operator Instructions] Your first question comes from the line of Craig Kennison with Baird.

Jack, I wanted to follow up on your inventory comment. I didn't -- I'm not sure if you quantified the change year-over-year in dollars. I think last quarter, it was down 14%. So could you share that figure?

Yes. We're down roughly 8.5%, $50 million year-over-year. When I -- we originally said our goal was down 10% to 15%, and we have been tracking that throughout the year. However, with the timing of some model year '26 boats. That kind of -- we started that build a little earlier this year because some of our stores were actually getting a little light on inventory. So again, we're really pleased with where the inventory is at.

And given your outlook for flat retail, what's the right assumption for inventory for fiscal '26?

Yes, I would expect it to be up modestly just with price increases and some things like that. I think just 1 thing it's important to note, like on that flat retail, right? We expect -- we have a headwind of, let's call it, around 5% that -- from the exiting brands. And so while we look to capture some of that with our continuing brands, right, those 2 kind of offset. So we think the business, if I pro forma out last year in the exiting brands, we think the business will be up mid-single digits. But when you kind of -- the 2 will kind of net out to kind of get you to that flat.

That's really helpful. That was my next question. And then maybe, Jack, lastly, just on your interest rate expense outlook for 2026. Just want to make sure we have a feel for that, given the term note and interest rate changes?

Yes. I mean I'm a little bit scarred from this past year because we had a lot of cuts in our model. And so I think we have another 50 basis points of cuts in the model going this year, but I'm kind of hesitant on that number. When we think about kind of year-over-year. I think floor plan interest will be, let's call it, flattish to up slightly. And then our term interest would be -- should be down some, just as we continue to make amortization payments, et cetera, on that. But it's down the 5% to 10% range.

The next question comes from Joe Altobello with Raymond James.

First question on interest rates. So you mentioned rates coming down could be a tailwind to demand in fiscal '26. Have you started to see consumer rates come down in a meaningful way yet?

Yes. What's meaningful? They've come down. I mean, they haven't dropped like a point, but they move with every rate cut, they start to move down. So yes, we're starting to see that a little bit of that interest rate cuts, probably what led into a good October and a good Fort Lauderdale Boat Show.

Got it, which is where I was going to go next.

The optimism cuts, right? That we're going in the right direction and that while a 25 basis points does it make a difference on someone buying a $1 million boat, but it certainly does a lot for their confidence and their projection of where they see things trending.

Got it. Okay. And then Austin, you mentioned Fort Lauderdale, could you kind of quantify how much your sales were up at the show.

Yes. We were almost up 20% for the show just slightly under that compared to last year, which is really good. But the most important thing, I think, was that we started to see that margin pressure go away, which is exciting. I mean when you come out of this quarter with the same-store sales comp that we had for the quarter, a little bit of that was due to the hurricane last year. So going into October, it was a nice surprise to see that, that held up and October turned out really good.

And then the Fort Lauderdale boat show continued and November is looking pretty decent right now. So we feel like last quarter, end of the summer was kind of like at the bottom and we started to turn, but it's just -- it's probably going to be a slow creep up from here, but every little bit helps. Momentum seems to be pretty decent right now.

As you know, right, that increase in Fort Lauderdale boat shows don't all hit in the December quarter, right? Those sales are spread out for sure.

Yes. Absolutely. Margin, it sounds like you guys are a little more optimistic on margin this year. Obviously, lapping last year and liquidating a lot of the smaller brands, but how do you see the promo environment playing out in fiscal '26?

Well, I mean, I think the manufacturers are still kind of compressed from a manufacturing standpoint. I mean they all want to kind of produce more boats. I mean when you talk to Wells Fargo on the floor plan side, inventory levels for the industry are really low right now. So if you kind of see any kind of bump in the spring, we're going to have to really work hard next year to manage, and that's one of the things we've got to do is manage inventory going up because the manufacturers can't just go in 1 day and increase production 20%. It's a slow grind for them to increase because the majority of that increase is probably going to be based on labor and so you really got to work on managing your inventory.

And it will be a slow grind for the increase, but we're excited about that in a way because that helps the margin. So I mean, I think the promotional environment is going to stay put until the manufacturers start feeling the industry dealers, like all of us start getting where we're ordering more boats. And I don't know if that comes in January, if that comes in March or if that comes in June. So the same old story we've said many times, I think as we get into the summer season in the back half of the year, you're going to start to see more green shoots take place if the momentum we're seeing today continues. Jeff?

[Operator Instructions] The next question comes from Noah Zatzkin with KeyBanc Capital Markets.

I guess, first, on the pre-owned side, obviously, really strong results during the quarter. Have you continued to see kind of an increased trade-in dynamic? And how are you thinking about that playing out next year?

Yes. I mean that momentum has kind of continued on. I mean part of the dynamic of why that dropped during the middle of COVID and on the back end of COVID was just the lead time to get boats for manufacturers. So it gave the consumer a lot more free time or their own time to sell their boat. And so with inventory a little bit more on hand, the ordering cycle because the manufacturers have compressed production right now, and so it doesn't take as long to get a boat. We are seeing more trades than we saw pre-COVID. I wouldn't say there's more trades. There's more used boats out there than there's been. It's just that they're not selling it on their own and they're running it through the dealerships.

Got it. That's helpful. And then maybe just kind of an update on the M&A side, what you're seeing out there and how you're thinking about that next year.

Yes. I mean we're staying extremely disciplined on that. I mean, we're really focused on the debt right now. And one of the good things that we have that works for us is times on our side. So there's not like the deals are going to somebody else or they're leaving or they're disappearing. So we can be very methodical, very, very disciplined and just take them -- be very picky as we move forward. But I think for the short term or at least until we get into boat season next year as we run into the winter months, we'll probably be pretty disciplined and focused mainly on the debt.

There are no further questions at this time. This concludes today's conference call. You may now disconnect.