Q4 2025 Rush Enterprises Inc Earnings Call

February 18, 2026

Our participants are in a laced and only mode after the speakers presentation. We'll open up for questions to ask a question during the session. You will need to press star 1, 1 on your telephone. You will then hear an automated message. Advising, your hand is raised to withdraw your question. Please press star 1 1, please be advised. That today's call is being recorded, I would like to hand it over to your speaker today. Rusty Rush CEO, president and chairman of the board. Please go ahead.

Speaker #1: While we cannot control the pace of the market recovery, we can control our execution. We believe we are well positioned to respond quickly and effectively to our customers' needs as conditions improve.

Speaker #1: Historically, when the cycle turns, demand for both new commercial vehicles and aftermarket parts and service rebounds quickly. And we believe the strategic investments we have made over the past several years will help us serve customers better and gain market share.

Good morning. Welcome to rush air rises 4 quarter and full year 2025 earnings conference call with me on the call today or Jason Wilder. Chief, Operating Officer, Steve Keller, Chief Financial Officer J Hazel with vice president of controller, and Michael Goldstone, senior, vice president general counsel and corporate secretary.

Before we begin, Steve will provide uh some forward looking statements to disclaimer.

Certain statements we will make today are considered forward-looking statements as defined in the private Securities. Litigation Reform, Act of 1995.

Speaker #1: Finally, I want to thank our employers for their hard work and commitment through 2025. This was a very demanding year and their focus and execution were critical to our performance.

Speaker #1: With that, we will open it up for questions.

Speaker #2: Thank you. And as a reminder to ask a question, you will need to press star 11 on your telephone and wait for a name to be announced.

Speaker #2: To withdraw your question, please press star one one again. Please stand by. We're compiling our Q&A roster. One moment for our first question. Our first question will come from...

Because these statements include risk and uncertainties are actual results May differ materially from those expressed or implied by such forward-looking statements important factors that could cause actual results to different materially from those expressed or implied by such forward-looking statements include, but are not limited to those discussed in our annual report on form, 10K for the year. Ended December 31st 2024 and in our other filings with the Securities and Exchange Commission, thanks Steve. As we reported in our in release for 2025, we generated revenues of 7.4 billion

Speaker #2: Brady Lears from Stevens. Yolanda's open.

Speaker #3: Hey, great. Thanks. Morning, Rusty. Thanks for taking our questions. I want to do a I wanted to maybe start unsurprisingly on Class 8. As you mentioned, you're prepared remarks.

And then in gum of 263.8 million or 3.27 cents per diluted share in the fourth quarter of 2025 revenues were 1.8 billion. And net income was 64.3 million or 81 cents per diluted share. I am also pleased to announce that our board of directors approved the cash dividend of 19 cents per share.

Speaker #3: We've seen an improvement in orders late in '25 and here early in 2026. But can you just kind of talk about what you're hearing from your customers?

Speaker #3: Are you expecting this to be a pretty meaningful pre-buy here in 2026 ahead of the '27 regulations? Just any clarity there would be helpful.

2025 was another challenging year for the commercial vehicle, industry Freight rates remained Under Pressure excess capacity continued to be a factor and a customer's face uncertainty around trade policy and Emissions regulations.

Speaker #3: Thank you.

Speaker #1: Sure. I'd be happy to. The answer would be cautiously. Maybe not even cautiously. Optimistic that yes. There will be a pre-buy before we get into the 2027 emissions regulations.

All these factors negatively impacted demand, particularly for new trucks in the over the road segments and also created a more difficult aftermarket environment.

Despite these conditions, I am proud of how our team performed.

Speaker #1: Based upon not just the regulations, right, but you can incorporate regulations all you want. I was around, well, you're probably still in high school back in 2009 and '10 when we went to SCR and we were supposed to have this big buy in '09.

We remained disciplined. Generated strong cash flow manage expenses and effectively and continued investing in the long-term growth of our business.

Toward the end of the fourth quarter, we began to see Improvement in new Class, A truck demand quoting activity and orientate both increased. And that momentum has carried into the first quarter.

Speaker #1: Obviously, it was the worst year in 40 years, right? We had a little economic problem going on. So what I'm reflecting on is not just the fact that the 2027 emissions but the fact that their business is improving.

Speaker #1: And I'm not going to get ahead of myself and say it's accelerating or ramping up rapidly, but it is improving, especially over the last 90 days.

We believe a key driver of this Improvement has been increased Clarity particularly around tariffs and the epa's anticipated, uh, confirmation of the 2027 knock standard with some of that uncertainty behind them, fleets are beginning to plan for the future for future vehicle replacement Cycles again.

Speaker #1: I don't have to tell you. You know spot rates have been up. If I'd asked six months ago, most people would have thought going into the year, your contract rates were probably going to be flat.

We also continue to expand our Network in 2025. We acquired IC Bus, dealerships in Ontario, Canada with an area of responsibility. That includes the provinces of Ontario, Quebec, New Brunswick, Nova Scotia, and Prince Edward Island.

Speaker #1: Now people are hoping to get contract rates up mid-singles, right? That line between spot and contract has moved nicely where spot was so much lower before.

in addition, we added a full service, peterville dealership in Tennessee with trucks Truck Centers, Nashville central

These strategic conditions strengthen our footprint and enhances our ability to support customers over the long term.

Speaker #1: So your business has to be good. So you got to and I'm not going to say it's great, but you at least need to be able to see forward, right?

Correct.

Speaker #1: And that's important. We have so much uncertainty last year. With regulations, with EPA regulations, with tariffs and everything else. So now you can focus on these regulations and do it while your business is gradually getting better.

Speaker #1: It may not be reflected in all the first quarter, reports, but I think most customers feel that their business is improving. When you talk about we're talking about over-the-road customers right now because that still is the biggest segment, even though we're more diversified than most folks when it comes to vocational and over-the-road.

During the aftermarket parts and service and collision center revenues total of 2.5 billion for the year essentially, flat compared to 2024 and our annual absorption ratio was 130.7 compared to 132.2 in 2024 and the fourth quarter, aftermarket revenues were 625.2 million up from 606.3 million in the fourth quarter of 2024 and absorption was 129.3 compared to 133 in the prior year period.

Well, after marching conditions, we're challenging in 2025.

Speaker #1: But we still need that over-the-road customer to be solid, right? Because it's the biggest piece of what you do, still. And so, combining most—we don't have full clarity, but we know we're not changing it.

We continue to see strength in key customers segments, such as the public sector and medium duty, leasing our focus on operational, efficiency reducing, dwell time, improving Parts delivery and strengthening service execution. Also supported our performance

Speaker #1: We know it's going to be 35. The government, when I come talking about Knox, and stuff, so we realize that's going to be there.

Speaker #1: There's a little they haven't clarified everything, but you pretty much know what the cost is. And when you're doing something like this, the cost is one thing.

Speaker #1: It's a little bit new, after-treatment systems. And I watched in 2010 when every particulate filter was clogged up, when we came out of SCR back in '10.

Demand remains salt in January, but we are beginning to see signs of improvement as you Fleet, utilization increases and customers address deferred maintenance and aging equipment. We expect parts and service demand to strengthen. Looking at vehicle sales, we sold 12,432 new Class. 8 trucks in 2025 representing 5.8% of the US market in Canada, we sold 338 new class, A drugs representing 1.4% of the Canadian Market. As I mentioned earlier, demand was sold for much of the year.

Speaker #1: So I'm sure there's a lot of people that still remember that you can have issues when you come out. So I'm just giving you background so you combine the EPA issue clarity on tariffs, which is giving clarity to pricing throughout this year, which we did not have last year, and their business getting better.

Among over the road fleets however demand from our vocational and public sector. Customers remained relatively stable helping offsets some of the weakness in the over the road segments and highlighting the benefit of our Diversified customer base.

Speaker #1: So I am optimistic that the issue will be this. The issue will be we're going to run out of time. So it's already we're what?

Act this forecasting new new US class a retail sales of 211,300 units in 2026. We believe. The first quarter will represent the trough for class a retail sales and we are encouraged by recent improvements in order intake.

Speaker #1: Eight days away? Nine days? What is it? 10 days away, excuse me, from the end of this month. I apologize. And we'll be into March already.

Fleet agents remain elevated by historical standards, and we expect replacement demand to increase as the year progresses.

Speaker #1: So I do expect order intake to remain what we've seen over the last couple of months. In that range, if not maybe even a little more because I think people are lining up.

With respect to medium duty commercial vehicles, new US class 4 through 7 retail sales. Total 217,412 units in 2025.

Speaker #1: So I do believe Class 8 order intake is going to continue solid. And you got to remember, we had five or six-month run last year.

Down 15.6% compared to 2024.

Speaker #1: A six-month run that was close to being less than the last two months, five months for sure, were close to being less than the last two months.

Speaker #1: So, I mean, all that—I know it’s a long-winded answer, but you folks are used to my long-winded answers. I try to give you a full perspective here.

Speaker #1: Yes, the emission piece is there. Yes, that's important. But it's also important that people can at least see a little further in their business and have clarity, which we didn't have.

Despite that decline we sold 12,285, new class 4 through 7 commercial vehicles in the US down 8.5%, significantly outperforming the industry and increasing our market share at 5.7% and Canada. That we sold 9993. New class, 527 commercial vehicles. Representing 6.3% of the Canadian Market. We continue to be pleased with our medium duty performance.

Speaker #1: So the combination of the two—yeah, I think we're going to get, and I think your biggest—you may run into a problem with a supply problem.

We believe our diverse customer makes and ready to roll strategy. Continue to differentiate differentiate us from our competitors.

Speaker #1: With Tier 2 and Tier 3 suppliers, we're not there yet by any stretch because there was a lot of backlog to fill up. But it'll be interesting to see where we are 60 days from now.

Speaker #1: So, I mean, a lot of customers are realizing they better—I think some customers, I know they are—that they better get on board now and not wait until summer, or we may run out of—it's hard to ramp up for that short of a period of time.

Act is 4 class in US. Class 427 retail sales of 218,225 units in 2026 up. Slight compared to 2025 while we remain cautious given week order intake over the past several months, and broader economic uncertainty. We are beginning to see improved quoting activity, and we are ba. Well, positioned to feel free orders as customers, move forward, with purchasing decisions.

Speaker #1: Williams will ramp up, but there's only so much you can do when you don't have clarity past January 1, really. But I don't see—just going further—I don't see '27 to be a huge drop-off either, because we're going to get started.

So 6,977, huge trucks in 2025.

Speaker #1: It's going to be a we're going to get started light here in Q1, okay? There's no question. Lighter than we were last year in Q1.

Down 1.9% compared to 2024 as Freight rates improved and pre by activity bills. Uh ahead of future admissions regulations, we expect to use drug demand to improve in 2026.

Speaker #1: So you're starting in a whole so the year could be similar, maybe slightly up, but it's going to be packed into the back three-quarters of the year, should you say?

Our Leasing and Rental business delivered, another solid year, Leasing and Rental revenues, total 369.6 million and 2025 an increase of 4.1% compared to 2024.

Speaker #1: I shut up.

Speaker #2: No, that's all very helpful color. Maybe we could just talk about parts and service. For a second, typically, you see a pretty nice sequential step up in the first quarter compared to the fourth quarter.

Rusty Rush: Retail sales, and we are encouraged by recent improvements in order intake. Lead ages remain elevated by historical standards, and we expect replacement demand to increase as the year progresses. With respect to medium-duty commercial vehicles, new US Class 4 through 7 retail sales totaled 217,412 units in 2025, down 15.6% compared to 2024. Despite that decline, we sold 12,285 new Class 4 through 7 commercial vehicles in the US, down 8.5%, significantly outperforming the industry and increasing our market share to 5.7%. In Canada, we sold 993 new Class 5 through 7 commercial vehicles, representing 6.3% of the Canadian market. We continue to be pleased with our medium-duty performance.

And the fourth quarter, leasing rental Revenue, increased 3.6% year-over-year. This business continues to benefit from the strength of our full service leasing operations supported by strong customer demand and a yogurt free.

Speaker #2: But has the severe winter weather we've seen this year impacted that at all? Just wanted to get any thoughts there. And then, if you could, just talk about some of your strategic initiatives in parts and service.

from a capital allocation perspective, we remain disciplined and continued to continue to return Capital to shareholders

Speaker #2: You've mentioned in the past growing the technician headcount, just how are those initiatives progressing?

Rusty Rush: Despite that decline, we sold 12,285 new Class 4 through 7 commercial vehicles in the US, down 8.5%, significantly outperforming the industry and increasing our market share to 5.7%. In Canada, we sold 993 new Class 5 through 7 commercial vehicles, representing 6.3% of the Canadian market. We continue to be pleased with our medium-duty performance.

Speaker #1: Yeah. Well, I'm not going to say, as I mentioned earlier, January was a tough month when you ask about the freezes, really. We were going to shut down for about a week in the Dallas-Fort Worth area.

During 2025, we repurchased 193.5 million of our common stock. We also announced a new stock repurchase program authorizing the company for repurchase up to 150 million of common stock through December 3120.

We returned 58 million to shareholders through our quarterly dividend program. A 5.6% increase compared to 2024.

Speaker #1: And some other areas—we were down in the South—they don't know how to handle ice and snow, I can tell you. It's not like—it's funny that cold weather is good for your parts and service business, say, in Chicago.

These actions, reflect the strength of our balance sheet and our confidence in the long-term outlook for our business.

Rusty Rush: We believe our diverse customer mix and ready-to-roll strategy continue to differentiate us from our competitors. ACT is forecasting US Class 4 through 7 retail sales of 218,225 units in 2026, up slightly compared to 2025. While we remain cautious, given weak order intake over the past several months, and broader economic uncertainty, we are beginning to see improved quoting activity, and we are well-positioned to fulfill orders as customers move forward with purchasing decisions. We sold 6,977 used trucks in 2025, down 1.9% compared to 2024. As freight rates improve and pre-buy activity builds ahead of future emissions regulations, we expect the used truck demand to improve in 2026. Our leasing and rental business delivered another solid year.

Speaker #1: They're used to handling it. They've got snowplows. They don't have any snowplows in Dallas. Nothing iced over for five days, okay? We were almost shut.

Speaker #1: We really were. We were running skeleton crews. It was detrimental, let me tell you, to our southern stores and some areas. So that's why January was a real tough month.

Looking ahead to 2026. We expect market conditions to remain challenging in the first quarter. But we are optimistic about the remainder of the year with Fleet agents elevated and maintenance needs increasing. We expect both commercial vehicle sales and aftermarket conditions to improve as we move into the second quarter.

Speaker #1: We're starting to see life—a little more life. As I've said all my life, if I could just get rid of November through February.

Speaker #1: But I'm from we're from the south originally, so here we're from Texas. And if I could just get rid of November through February, I would have except for Christmas and Thanksgiving.

Rusty Rush: We sold 6,977 used trucks in 2025, down 1.9% compared to 2024. As freight rates improve and pre-buy activity builds ahead of future emissions regulations, we expect the used truck demand to improve in 2026. Our leasing and rental business delivered another solid year.

Speaker #1: But we're getting to we're getting to the end of it. And we're starting to see it's typical seasonality. I would tell you. It was softer in January.

What we cannot control the price of the market recovery. We can control our execute execution. We believe we are, well, positioned to respond quickly, and effectively, to our customers needs as conditions, improved historically, when the cycle turns demand for both new commercial vehicles, and aftermarket parts, and service rebounds quickly and we believe the Strategic Investments we have made over the past several years, will help us serve customers better and gain market share.

Speaker #1: It was softer in in November and December, but that's seasonal. That's not something we don't deal with in the past. January was probably softer than it usually was because some of our bigger areas in the Peterbilt side, which are further south, got frozen up a little bit.

Finally, I want to thank our employees for their hard work and commitment to 2025. This was a very demanding year and their focus and execution were critical to our performance.

Rusty Rush: Leasing and rental revenues totaled $369.6 million in 2025, an increase of 4.1% compared to 2024. In Q4, lease and rental revenue increased 3.6% year-over-year. This business continues to benefit from the strength of our full-service leasing operations, supported by strong customer demand and a younger fleet. From a capital allocation perspective, we remain disciplined and continue to return capital to shareholders. During 2025, we repurchased $193.5 million of our common stock. We also announced a new stock repurchase program, authorizing the company for repurchase up to $150 million of common stock through 31 December 2026. In addition, we returned $58 million to shareholders through our quarterly dividend program, a 5.6% increase compared to 2024.

With that, we will open it up for questions.

Speaker #1: So we don't operate in some of these places don't operate well on that. But I think it's just normal. We'll be we got to hurt a little bit, but we should come out of it here.

Thank you. And as a reminder, to ask a question, you will need to press star 1 1 on your telephone and wait for a name. To be announced to a dryer question. Please. Press star. 1 1, again, please stand by we can find our Q&A roster. 1 moment for our first question.

Speaker #1: As the sun comes out and it heats up here, we get into March and April. I mean, I see no reason we won't. And we're seeing signs of February.

Our first question will come from Ryan. Uh, Brady leers from Stevens. Yolanda's open.

Questions.

Speaker #1: The things are better.

Speaker #2: And what they were, which is just typical.

Speaker #1: From a strategic initiative, our mobile service piece is something that we're really big on, and we continue. Last year was a big year for us from a mobile investment perspective.

Rusty Rush: We also announced a new stock repurchase program, authorizing the company for repurchase up to $150 million of common stock through 31 December 2026. In addition, we returned $58 million to shareholders through our quarterly dividend program, a 5.6% increase compared to 2024.

Speaker #1: I mean, I can tell you, we took on 4 million board depreciation in mobile units last year than we had at the end of '24.

Rusty Rush: These actions reflect the strength of our balance sheet and our confidence in the long-term outlook for our business. Looking ahead to 2026, we expect market conditions to remain challenging in Q1, but we are optimistic about the remainder of the year. With fleet ages elevated and maintenance needs increasing, we expect both commercial vehicle sales and aftermarket conditions to improve as we move into Q2. While we cannot control the pace of the market recovery, we can control our execution. We believe we are well-positioned to respond quickly and effectively to our customers' needs as conditions improve. Historically, when the cycle turns, demand for both new commercial vehicles and aftermarket parts and service rebounds quickly, and we believe the strategic investments we have made over the past several years will help us serve customers better and gain market share.

Speaker #1: So those are investments that we make, and that payback comes back over the next five or six years, right? As you ramp all that up.

Speaker #1: You like to think it's all immediate, but it's not always all immediate. So, we continue to ramp up that piece of our business. It's a larger piece of our business than it ever has been.

Speaker #1: It was running around 30. Now it's running, like, mid-30s or more of our overall business. So, going forward, we can continue to believe that's going to continue to be a big piece of what we do outside of our shops.

Rusty Rush: We believe we are well-positioned to respond quickly and effectively to our customers' needs as conditions improve. Historically, when the cycle turns, demand for both new commercial vehicles and aftermarket parts and service rebounds quickly, and we believe the strategic investments we have made over the past several years will help us serve customers better and gain market share.

I, I want to do a I want, I wanted to maybe start, uh, unsurprisingly on Class 8. Um, as you mentioned, you're prepared remarks, you know, we've seen an improvement in orders, uh, you know, late in 25 in here, early in 2026. But can you just kind of talk about what you're hearing from your customers? Are you expecting this to be a pretty meaningful freebie here in 2026 ahead of the 27 regulations? Just any Clarity that I would be uh, would be helpful. Thank you, sure. Be happy to. Um, the answer would be cautiously. Maybe not even cautiously optimistic, that yes, there will be a, you know, a pre Buy before. You know, when we get into the 2027 emissions regulations, you know, based upon, not just the regulations, right? But you could you can incorporate regulations all you want. Uh I was around you were probably still in high school back in 2009 and 10 when we when we went to uh scr and we were supposed to have this big you know buy and 9. Obviously it was the

Speaker #1: I would tell you that's the most important thing. We did go backwards a little bit in technicians in the fourth quarter, but I think that was just—I'm not sure exactly why.

First year and 40 years, right? We had a little economic problem going on. Which what? So what I'm reflecting on is not just the fact that the 2027 emissions, but the fact that their business is improving,

Speaker #1: It wasn't—I’m not going to say it was dramatic, so I'm not going to make any big deal out of it. But we are focused on continuing to get back to adding, especially higher-level skilled technicians, as best we can, and doing our best to train the young ones.

Rusty Rush: Finally, I want to thank our employees for their hard work and commitment to 2025. This was a very demanding year, and their focus and execution were critical to our performance. With that, we will open it up for questions.

And I'm not going to get ahead of myself and say it's like accelerating or ramping up rapidly, but it is improving of, especially over the last 90 days. I don't have to tell you, you know, spot rates have been up, uh,

Speaker #1: You'd be amazed that the turnover usually comes in those first-year, second-year folks. And we continue to have programs and work our way through that.

Operator 1: Thank you. And as a reminder, to ask a question, you will need to press star one one on your telephone and wait for a name to be announced. To withdraw your question, please press star one one again. Please stand by. We can find our Q&A roster. One moment for our first question. Our first question will come from the line of Brady Lierz from Stephens. Your line is open.

Operator: Thank you. And as a reminder, to ask a question, you will need to press star one one on your telephone and wait for a name to be announced. To withdraw your question, please press star one one again. Please stand by. We can find our Q&A roster. One moment for our first question. Our first question will come from the line of Brady Lierz from Stephens. Your line is open.

Speaker #1: But yes, we'll continue to try to grow technicians like we have in the past. While we're still doing it profitably, right? You can be careful when you're doing that, because you got to be able to do it profitably, not just do it for the sake of doing it.

Speaker #1: We've got some great programs from a delivery perspective. We're running pilot projects. I don't want to get into all—I'm not going to get into all that stuff.

Speaker #1: How about that? Some of that's not considered proprietary. A proprietary stuff, but you can rest assured we're not sitting on our hands. We never have, and we never will.

Brady Lierz: Hey, great. Thanks. Morning, Rusty. Thanks for taking our questions.

Rusty Rush: Good morning.

Brady Lierz: I wanted to maybe start, unsurprisingly, on Class 8. As you mentioned in your prepared remarks, you know, we've seen an improvement in orders, you know, late in 2025 and here early in 2026. But can you just kind of talk about what you're hearing from your customers? Are you expecting this to be a pretty meaningful pre-buy here in 2026 ahead of the 2027 regulations? Just any clarity there would be helpful. Thank you.

Speaker #1: We'll be out there we'll be out there running hard and running out front, hopefully, because you're always getting chased. So you got to have something going on.

Speaker #2: Yeah. Absolutely. We'll one final one for me, and then I'll pass it along. You've mentioned quite a few times just throughout this challenging freight market, last couple of years, one of your priorities has been controlling your expenses, controlling the controllable.

5 to 6 months ago, most people would have thought going into their you contract. Rates were probably going to be flat. Now, people are hoping to get Contract rates up, you know, mid singles, right? Uh that line between spot and contract has moved nicely with where spot was so much lower before. So you know your business has to be good. So you got to not and I'm going to say it's great but you at least need to be able to see forward, right? Um, and that's important, we have so much uncertainty last year uh, with regulations with, you know, with the EPA regulations with tariffs and everything else. So now you can focus on these regulations and do it while your business is, you know, gradually getting better. It may not be reflected in all the first quarter reports but I think most customers feel with their businesses improving. When you talk about, we're talking about over the road customers right now. Because let's know is the biggest segment even though we're we're more Diversified than most folks when it comes to vocational and over the road, but we still need that over the road. Customer

To be solid, right? This is the biggest piece of what you do, still, and so combining

Rusty Rush: Sure. Be happy to. The answer would be cautiously, but maybe not even cautiously, but optimistic that, yes, there will be a, you know, a pre-buy before, you know, we get into the, 2027 emissions regulations. You know, based upon not just the regulations, right? But you can, you can incorporate regulations all you want. I was around... Well, you were probably still in high school back in 2009 and 2010, when we, when we went to, SCR, we were supposed to have this big, you know, buy in 2009. Obviously, it was the worst year in 40 years, right? We had a little, economic problem going on. So what I'm reflecting on is not just the fact of the 2027 emissions, but the fact that their business is improving.

Speaker #2: You did a nice job of that in 2025, in in particularly in the fourth quarter. Can you just talk about how we should think about expenses in 2026, given both your focus on wanting to maintain that cost discipline, but also considering we are expecting the market to improve here in 2026?

Speaker #1: Right. Well, I mean, let me say this: if we get into—get to really what I believe—we're not there yet. If we can get into a growth where we really feel some real growth, I'm not ready to claim—and I'm talking parts and service growth, not truck sales.

Rusty Rush: I was around... Well, you were probably still in high school back in 2009 and 2010, when we, when we went to, SCR, we were supposed to have this big, you know, buy in 2009. Obviously, it was the worst year in 40 years, right? We had a little, economic problem going on. So what I'm reflecting on is not just the fact of the 2027 emissions, but the fact that their business is improving.

Speaker #1: Remember, truck sales are when you go, everybody goes, 'SG&A, SG&A.' Well, we run it different. 'S' is attached to truck sales. 'G&A' is attached to all the other expenses, right?

Rusty Rush: I'm not going to get ahead of myself and say it's like accelerating or ramping up rapidly, but it is improving, over, especially over the last 90 days. I don't have to tell you, you know, spot rates have been up. If I'd asked 6 months ago, most people would have thought going into the year, contract rates were probably going to be flat. Now people are hoping to get contract rates up, you know, mid-singles, right? That line between spot and contract has moved nicely with where spot was so much lower before. So, you know, your business has to be good. So you gotta not, and I'm not gonna say it's great, but you at least need to be able to see forward, right? And that's important.

Speaker #1: Because S is a variable commission piece, driven by what truck sales are. So you sort of got—you got to look at it in two separate buckets, right?

Speaker #1: And that's how we do it. And I would hope that we can maintain our G&A at least close to flat, okay? That's my plan here in Q1, would be to do that.

You know, some most we don't have full clarity, but we know we're not changing it. We know it's going to be 35, the government when I come talking about knocks and stuff. Um, so we realize that's going to be there, you know, there's a little, they haven't clarified everything but you pretty much know what the cost is. And, you know, when you're doing something like this, the the cost is 1 thing. It's, you know, it's, you know, some a little bit new after treatment systems and I watched a 2010 when, when every, uh, particular filter was clogged up when we came out of scr back and 10. So I'm sure there's a lot of people that still remember that, you know, you can have issues, uh, when you come out. So, I'm just giving you background. So, you combine the EPA issue Clarity on tariffs, which is given Clarity to pricing throughout this year, which we did not have last year and their business getting better. So I I am

Optimistic, the the issue will be this. The issue will be

Rusty Rush: That line between spot and contract has moved nicely with where spot was so much lower before. So, you know, your business has to be good. So you gotta not, and I'm not gonna say it's great, but you at least need to be able to see forward, right? And that's important.

Speaker #1: Now, as we ramp up, if the parts and service business ramps up, we always talk about the fact that we will spend half of the growth.

Rusty Rush: We had so much uncertainty last year with regulations, with, you know, with EPA regulations, with tariffs and everything else. So now you can focus on these regulations and do it while your business is, you know, gradually getting better. It may not be reflected in all the Q1 reports, but I think most customers feel that their business is improving. When you talk about, we're talking about over-the-road customers right now, because that still is the biggest segment, even though we're, we're more diversified than most folks when it comes to vocational and over-the-road. But we still need that over-the-road customer to be solid, right? Who's the biggest piece of what you do still. And so combining, you know, some, most. We don't have full clarity, but we know we're not changing it.

Speaker #1: Because we just half of the growth will have to be spent the gross profit growth. Now, when I let me back up a second.

Speaker #1: Remember this about Q1: don't comp Q1 to any other quarter. Q1 always jumps from Q4, okay? You've got all your payroll taxes restarting, and all our equity costs go out.

All right, I'm gonna run out of time so um, you know, it's already we're what, uh, 8 days away, 9 days, what is it? 10 days away? Excuse me, from the end of this month, I apologize. Um, and we'll be in the March already. So I do expect order intake to remain what we've seen over the last couple months, uh, in that range, if not, maybe even a little more because I think people are aligning up. So I do believe Class 8 or index is going to continue solid. You got to remember, we had 5 or 6 month run last year.

Rusty Rush: When you talk about, we're talking about over-the-road customers right now, because that still is the biggest segment, even though we're, we're more diversified than most folks when it comes to vocational and over-the-road. But we still need that over-the-road customer to be solid, right? Who's the biggest piece of what you do still. And so combining, you know, some, most. We don't have full clarity, but we know we're not changing it.

Speaker #1: The majority, if not all, of our equity costs go out in Q1. So if you look at our historical record, it will always show a jump from Q4 to Q1.

Speaker #1: So, don't forget that. I would just compare it to last Q1, is what I would tell you to do—not compare it to Q4.

Speaker #1: Because that's always a jump that we have you start up a lot of different things in Q1. Payroll taxes run down as the year goes on, etc.

Rusty Rush: We know it's gonna be 35, the government, when I come talking about NOx and stuff. So we realize that's going to be there. You know, there's a little... They haven't clarified everything, but you pretty much know what the cost is. And, you know, when you're doing something like this, the cost is one thing. It's, you know, some a little bit new after treatment systems. And I watched in 2010, when every particulate filter was clogged up when we came out of SCR back in 10. So I'm sure there's a lot of people that still remember that, you know, you can have issues when you come out. So I'm just giving you background.

Speaker #1: And really, more than anything, the equity costs are all in. The majority—not majority, but half the equity costs in the company—run in one quarter.

Speaker #1: And that would be in Q1. So again, don't compare it to Q4. Compare it to last year's Q1. But we would hope to stay do a good job for now, staying close to that number.

Rusty Rush: It's, you know, some a little bit new after treatment systems. And I watched in 2010, when every particulate filter was clogged up when we came out of SCR back in 10. So I'm sure there's a lot of people that still remember that, you know, you can have issues when you come out. So I'm just giving you background.

Speaker #1: Last year, but it's possible that it'll ramp up some if our gross profits and parts and start going up. We can't just, you know, it takes people to do what we do.

Speaker #1: People turn wrenches . People move , drive , deliver parts . People do all these different things . So it's there's not it's not like I'm loaning money here .

Speaker #1: I'm handling , you know , hard assets and stuff like that . But I'd love to have that problem . So hopefully we know we'll continue to see growth .

Rusty Rush: So you combine the EPA issue, clarity on tariffs, which has given clarity to pricing throughout this year, which we did not have last year, and their business getting better. So I am optimistic. The issue will be this: the issue will be, we're gonna run out of time. So, you know, it's already... We're what? 8 days away, 9 days, what is it, 10 days away, excuse me, from the end of this month. I apologize. And we'll be into March already. So I do expect order intake to remain what we've seen over the last couple months, in that range, if not, maybe even a little more, because I think people are lining up. So I do believe Class 8 order intake is gonna continue solid. You gotta remember, we had 5- or 6-month run last year.

Speaker #1: And if we don't , then I plan on keeping it as flat as possible . Okay . If we stay flat and parts and service .

Speaker #1: I'm planning on keeping as close as I can with as little inflation as possible . You know , to where we were . But we're hoping to have some growth .

60 days from now. Um, so I mean, most a lot of customers are realizing they better. I think some goes well, I know they are that they better get on board now and not wait until summer, or we may run out of it's hard to ramp up for that sort of period of time people, you know, Williams will ramp up but there's only so much you can do when you don't have Clarity past, you know, January 1, really. But I and I but I don't see just going further. I don't see 27 to be a huge drop off either because we're going to get started. It's going to be a little. We're going to get started like here in 21. Okay, there's no question the lighter than we were last year in 21st in a hole. So I you know, the year could be similar, maybe slightly up, but it's going to be, you know, packed into the back, 3 quarters of the year. She says I should have

Speaker #1: And, like I said, we're after getting out of January. We're seeing a little uptick here in February, but it's not enough.

Speaker #1: But I'm like I said , I'm used to the seasonality of the business , whether I like it or not . And and I just have to deal with it and hopefully we'll pop out in the spring like always .

Rusty Rush: So I do expect order intake to remain what we've seen over the last couple months, in that range, if not, maybe even a little more, because I think people are lining up. So I do believe Class 8 order intake is gonna continue solid. You gotta remember, we had 5- or 6-month run last year.

Speaker #2: Very helpful . Thanks for for all the color , as always , rusty . I'll go ahead and pass it along .

Speaker #1: You got it. No worries. My pleasure.

No, that that's all all very helpful color. Um maybe we could just talk about Parts and Service uh for a second. You know, typically you see a pretty nice sequential step up in the first quarter, uh, compared to the fourth quarter. But has the severe winter weather. We've seen this year impacted that at all, just want to um get any any thoughts there. And then you know, if you could just talk about some of your strategic initiatives in parts and service you know you've mentioned in the past growing that the technician headcount most just how are those initiatives progressing?

Speaker #3: Thank you . One moment for our next question . Our next question will come From UBS Atlanta is open .

Rusty Rush: A six-month run that was close to being less than the last two months. Five months for sure were close to being less than the last two months. So, I mean, all that... I know it's a long-winded answer, but you folks are used to my long-winded answers. I try to, I try to give you a full perspective here. Yes, the emission piece is there. Yes, that's important. But it's also important that people can at least see a little further in their business and have clarity, which we didn't have. So the combination of the two, yeah, I think we're going to get... You know, and I, I think your big- you may run into a problem, a supply side problem with tier two and tier three suppliers. We're not there yet by any stretch, because there was a lot of backlog to fill up.

Speaker #2: Hey . Good morning guys .

Speaker #1: Good morning sir .

Speaker #2: So rusty as of where things are standing today . And you kind of discussed it a little bit already . Just there . But what are your expectations for for price .

Rusty Rush: Yes, the emission piece is there. Yes, that's important. But it's also important that people can at least see a little further in their business and have clarity, which we didn't have. So the combination of the two, yeah, I think we're going to get... You know, and I, I think your big- you may run into a problem, a supply side problem with tier two and tier three suppliers. We're not there yet by any stretch, because there was a lot of backlog to fill up.

Speaker #2: Cost in the aftermarket business? I think it was somewhat of a tailwind last year, just as you raised prices of inventory to match the cost increases you were seeing.

Speaker #2: But then there's a lag for when those hit COGS. So just how should we be thinking of what should be a headwind here in 2026?

Rusty Rush: But, it'll be interesting to see where we are 60 days from now. So I mean, a lot of customers are realizing they better... I think some customers, well, I know they are, that they better get on board now and not wait till summer, or we may run out of... It's hard to ramp up for that short a period of time. You know, Williams will ramp up, but there's only so much you can do when you don't have clarity past, you know, January 1, really. But I, and I, but I don't see, just going further, I don't see 2027 to be a huge drop-off either, 'cause we're gonna get started. It's gonna be a... We're gonna get started light here in Q1, okay? There's no question. Lighter than we were last year in Q1, so you're starting in a hole.

Speaker #2: And if so , yeah , roughly what are we talking about .

Speaker #1: Yeah , you could have a slight headwind if inflation you know with inflation is slowing down . Okay . But you know I don't look at it as to be monumental okay .

Yes. Um well I don't you know I'm not going to say as I mentioned earlier, January was a tough month. Uh, when you ask about the freezes really we were going to shut down for about a week in the Dallas Fort Worth area. And some other areas we were you know when down in the South, we don't know how to handle ice and snow. I can tell you it's not like you know, it's funny that you know, whether cold weather is good uh for your parts and service business. Say in Chicago, they're used to handling. If they got snow blouse, they don't have any snow blowers in Dallas that thing I still over for 5 days. Okay. We were, we were almost shut, we really were, we were running scaling cruises, it was detrimental. Let me tell you to our southern stores in some areas. So that's why January was a real tough 1. We're starting to see life A Little More Alive. You know, as I've said all my life, if I could just get rid of November through February, but I'm from, you know, we're from the south recently. So you're from Texas.

Rusty Rush: You know, Williams will ramp up, but there's only so much you can do when you don't have clarity past, you know, January 1, really. But I, and I, but I don't see, just going further, I don't see 2027 to be a huge drop-off either, 'cause we're gonna get started. It's gonna be a... We're gonna get started light here in Q1, okay? There's no question. Lighter than we were last year in Q1, so you're starting in a hole.

Speaker #1: There will still be inflation . It may not be quite as much . You know inflation can be a tailwind to you when you're doing it .

Speaker #1: If you can maintain . So I , I would say we'll have a little bit of headwind . But when you look at it as , as percentage of the whole , it's something that if you've got a growing market , you can overcome without any , you know , without question .

Rusty Rush: So I, you know, the year could be similar, maybe slightly up, but it's gonna be, you know, packed into the back three quarters of the year, should you say? So I'll shut up.

Speaker #1: So while we'll have inflation , I don't expect the inflation from that perspective , from the parts perspective to be as much as last year for what we're seeing from the suppliers and the OEMs .

And, and if I could just get rid of November through February, I would have except for Christmas and Thanksgiving. But, you know, we're, we're getting to, uh, we're getting to the end of it and, you know, we're starting to see, you know, it's typical seasonality. I would tell you, it was soft, but soft in January and soft in November, and December for my. But that's seasonal. That's not something. We don't deal with. In the past. January, was probably softer than it usually was because some of our bigger areas of the Peter book side were

Brady Lierz: No, that's all very helpful color. Maybe we could just talk about parts and service for a second. You know, typically, you see a pretty nice sequential step up in Q1 compared to Q4. But has the severe winter weather we've seen this year impacted that at all? Just wanna get any thoughts there.

Which is further. South got frozen up a little bit so and we don't outright some of these places don't operate well, rather than that. But

Speaker #1: Right now . But it'll be it'll be there . It just won't be quite as much . Hopefully . You know what we're talking about is the market fit better and growth .

Speaker #1: You know , the overall market was flat . I mean , not just for us for everybody or even down . And for some people for some , whether it's independence or dealer operated stuff , some of them were negative last year .

Uh I think it's just normal, we'll be you know, we got to hurt a little bit but we should come out of it here as the sun comes out and it heats up there we get into March and April I I mean I I see no reason we won't and and we're seeing signs of February. The things are better.

Rusty Rush: Yeah.

Brady Lierz: Then, you know, if you could, just talk about some of your strategic initiatives in parts and service. You know, you've mentioned in the past, growing the technician headcount most. Just how are those initiatives progressing?

Speaker #1: So , you know , I'm hoping that we get into more of , you know , as our customer base gets healthier , you know , their spend will be more normalized .

Rusty Rush: Yeah, well, I don't... You know, I'm not gonna say it. As I mentioned earlier, January was a tough month, when you ask about the freezes. Well, we were gonna shut down for about a week in the Dallas-Fort Worth area and some other areas. We were, you know, down in the South, we don't know how to handle ice and snow. I can tell you, it's not like... You know, it's funny that, you know, weather, cold weather is good for your parts and service business, say, in Chicago. They're used to handling it. They got snowplows. They don't have any snowplows in Dallas, and that thing iced over for 5 days, okay? We were, we were almost shut. We really were. We were running skeleton crews. It, it was detrimental, let me tell you, to our southern stores in some areas.

Speaker #1: You know , you got to think about it like this . You know , the way I look at it , you know , these guys were over three years in a great recession .

Speaker #1: And I've been around . I hate to say how long , but I'll be . I'm young . Young at heart . But seen a lot .

Rusty Rush: I can tell you, it's not like... You know, it's funny that, you know, weather, cold weather is good for your parts and service business, say, in Chicago. They're used to handling it. They got snowplows. They don't have any snowplows in Dallas, and that thing iced over for 5 days, okay? We were, we were almost shut. We really were. We were running skeleton crews. It, it was detrimental, let me tell you, to our southern stores in some areas.

Speaker #1: You know , when he gets like that , people don't necessarily spend like they would if they're business was normal and they're not .

Speaker #1: Their business in a recession . You saw companies lose money that never lost money . Well , guess what ? When that's going on , you're going to put off , you're going to you're going to put off spend , you're going to add , you know what I'm doing ?

Rusty Rush: So that's why January was a real tough month. We're starting to see life, a little more life. You know, as I've said all my life, if I could just get rid of November through February, but I'm from, you know, we're from the South originally, so, you know, we're from Texas. And if I could just get rid of November through February, I would have, except for Christmas and Thanksgiving. But, you know, we're getting to the end of it, and, you know, we're starting to see... You know, it's typical seasonality, I would tell you. It was soft in January, and it was soft in November and December for my... But that's seasonal. That's not something we don't deal with in the past. January was-...

Speaker #1: I'm adding 5000 miles to the oil change . You know what ? I'm not fixing that fender . You know what ? I'm not doing this .

And what that word, which is just typical, uh, from a strategic initiative, you know, our mobile service species. Something, you know that we're really big on and we continue last year was a big uh year for us from a mobile investment perspective. I mean, I can tell you we we took on like 4 million more depreciation and mobile units last year than we had at the end of 24. So, you know, those are investments that we make that, you know, that payback comes back over the next 5 or 6 years right as you ramp all that up if if you like to think it's all immediate but it's not always all immediate you know. So we continue to ramp up that piece of our business. It's a larger piece of our business than it ever has been. It was running around 30 and now it's running more like mid-30s or more of our overall business. So going forward we can continue to believe that's going to continue to be a big piece of what we do.

Speaker #1: So the health of the customer is the most important thing out there . And yes , we do a lot of vocational stuff , but the over the road market is still the biggest piece .

Speaker #1: And even the small I mean , we've been off double digits from our small customer for the last each year for the last three years .

Rusty Rush: But, you know, we're getting to the end of it, and, you know, we're starting to see... You know, it's typical seasonality, I would tell you. It was soft in January, and it was soft in November and December for my... But that's seasonal. That's not something we don't deal with in the past. January was-...

Speaker #1: So , you know , you go , that's that's bad . Well that may be bad , but right now the way I look at it as a positive , I look at it , you can't get much worse .

Speaker #1: Right . It's only one way to go . And that's up . So , you know , I hear you about the little bit of but I think the overall market , when I look at the possibilities healthier freight market is going to be way better than a little bit of headwind .

Rusty Rush: Probably softer than it usually was, because some of our bigger areas on the Peterbilt side were, and down, which are further south, got frozen up a little bit. So and we don't operate, some of these places don't operate well on that. But, I think it's just normal. We'll be, we got hurt a little bit, but we should come out of it here as the sun comes out and it heats up there, we get into March and April. I mean, I see no reason we won't. And, and we're seeing signs in February that things are better than what they were, which is just typical. From a strategic initiative, you know, our mobile service piece is something, you know, that we're really big on, and we continued.

Speaker #1: And it's not an overwhelming headwind either, by the way. But I still think there's going to be some inflation. There's no question.

Speaker #1: But other than that , you know , we'll we'll we'll be able to hold our margins . You can see I think we ran 37 blended parts and service in Q4 .

Rusty Rush: I mean, I see no reason we won't. And, and we're seeing signs in February that things are better than what they were, which is just typical. From a strategic initiative, you know, our mobile service piece is something, you know, that we're really big on, and we continued.

Speaker #1: So which is in line probably , you know , if you look , I'm sitting here looking back , it's in line . We were 37 237 635 eight actually last Q1 of 25 .

Speaker #1: So my point being, 37 is solid. So, and I would hope we can maintain that same range, blended parts and service margin, regardless of inflation.

Rusty Rush: Last year was a big year for us from a mobile investment perspective. I mean, I can tell you, we, we took on, like, $4 million more depreciation in mobile units last year than we had at the end of 2024. So, you know, those are investments that we make that, you know, that payback comes back over the next five or six years, right? As you ramp all that up. And, and you like to think it's all immediate, but it's not always all immediate, you know. So we continue to ramp up that piece of our business. It's a larger piece of our business than it ever has been. It was running around 30, now it's running more like mid-30s or more of our overall business.

Like we have in the past uh, while we're still doing it profitably, right? You can you got to be careful of what you're doing that because you got to be able to do it profitably, not just do it for the sake of doing it. Um, you know, we got some great programs from the delivery perspective, we're running pilot projects and I don't want to get it all. I'm not going to get into all that stuff. How about that? Some of, that's what I consider for platform a proprietary stuff. But you can rest assured. We're not sitting on our hands. We never have and we never will, we'll be out there. You know, we'll be out there running our running out front, hopefully because you're always getting chased. So you got to have something going on.

Speaker #1: But you know , the health of our customer base , especially the largest customer base , the Over-the-road carrier . And you know , once the big carrier gets healthy , guess what ?

Speaker #1: The little carrier follows along. And that is where a lot of your retail parts and service comes from—a lot, not more.

Speaker #1: But a chunk of it that has been super depressed . And so you know that to me , that's I'm not trying to get I'm not it's not there yet , but I've seen these cycles before and I don't want to get too bullish or anything , but you know , if things go according to historical , then I think , you know , we should be , you know , fairly good shape to capitalize on that .

Rusty Rush: As you ramp all that up. And, and you like to think it's all immediate, but it's not always all immediate, you know. So we continue to ramp up that piece of our business. It's a larger piece of our business than it ever has been. It was running around 30, now it's running more like mid-30s or more of our overall business.

Yeah, absolutely. Well, uh, 1, 1 1, final 1 for me and then I'll pass it along. Um, you know, you mentioned quite a few times just throughout this challenging frame market last couple of years. Um, you know, 1 of your priorities has been controlling uh, your expenses, you know, controlling the controllable. Um, you know you you did a nice job of that in 2025, in particular, particularly in in the fourth quarter. Can you just talk about how we should think about expenses in 2026 given, you know, both your your focus on wanting to maintain that cost discipline. But also considering, you know, we are expecting the market to improve here in 2026.

Right. Well, you know, I mean,

Rusty Rush: So going forward, we continue to believe that's gonna continue to be a big piece of what we do, you know, outside of our shops. I would tell you, that's the most important. We did go backwards a little bit in technicians in Q4, but, you know, I think we were... You know, that was just, we, I think, I'm not sure exactly why it wasn't... I'm not gonna say it was dramatic, so I'm, I'm not gonna make any big deal out of it. But, you know, we are focused on continuing to get back to, you know, adding especially a higher level skill technicians as best we can, and are doing our best to train the young ones. You'd be amazed that, you know, the turnover usually comes in those first year, second year folks, 'cause they...

Let me say this, if we get into get to really what? I believe, we're not there yet. If we can get into a growth.

Speaker #2: That makes sense . Appreciate that . And then on the on the medium duty side of the business . So saw a pretty sharp drop off in sales there .

Speaker #2: In Q4 . Still better than the industry , but a sharper deceleration than the industry in the quarter . Yeah . So you know , how are you thinking about the shape of the medium duty demand here in 2026 ?

Rusty Rush: But, you know, we are focused on continuing to get back to, you know, adding especially a higher level skill technicians as best we can, and are doing our best to train the young ones. You'd be amazed that, you know, the turnover usually comes in those first year, second year folks, 'cause they...

Speaker #2: You think it's going to be fairly similar to what we see in heavy-duty, or—

Speaker #1: I don't I don't know , you know , I have some concerns around it , to be honest with you . But you know , I haven't seen the acceleration in it over the last 60 , 90 days .

Where we really feel some real growth. I'm not ready to claim to claim and I'm talking parts and service grows. Not process remember truck sales or when you go everybody goes sgna sgna when we run it different s is attached to Truck. Sales GNA is attracted to all the other expenses, right? Because s is the variable commission piece driven by what truck sales are. So, you know, you sort of got you got to look at it in 2 separate buckets, right? Uh, and that's, that's how we do it. And, you know, I, I would hope that we can maintain our GNA at least close to flat.

Rusty Rush: And we continue to have programs and work our way through that. But yes, you know, we'll continue to try to grow technicians like we have in the past, while we're still doing it profitably, right? You can, you gotta be careful when you're doing that, because you gotta be able to do it profitably, not just do it for the sake of doing it. You know, we've got some great programs from a delivery perspective. We're running pilot projects. I don't want to get into all... I'm not gonna get into all that stuff. How about that? Some of that might consider proprietary, proprietary stuff.

Speaker #1: But I've seen in the heavy duty side . But a lot of times , you know , it's , you know , the medium duty business is , you know , a lot of leasing and a lot of a lot of different customer base .

Okay, that's my plan here in. You know, uh, and q1 would be to do that. Uh, now as we ramp up, if the parts and service business ramps up, we always talk about the fact that we will spend, you know, uh,

Half half of the growth.

Rusty Rush: You know, we've got some great programs from a delivery perspective. We're running pilot projects. I don't want to get into all... I'm not gonna get into all that stuff. How about that? Some of that might consider proprietary, proprietary stuff.

Speaker #1: Right . And it's tied more to the general economic activity of things going on locally . And a lot of ways , because it's not more diversified type of products , not just I leasing and box trucks and stuff .

Brady Lierz: Yep.

Rusty Rush: But you can rest assured, we're not sitting on our hands. We never have, and we never will. We'll be out there, you know, we'll be out there running hard, running out front, hopefully, because you're always getting chased, so you gotta have something going on.

Speaker #1: There's a lot of other medium duty segments that we play into . So I we're seeing more quoting activity right now . It hasn't come to fulfillment as much as the heavy has .

Because we had just, it's half of the growth for more have to be spent the gross profit growth. Now when I let me back up a second, remember this about q1 don't come q1 to any other quarter q1 is always jumps from Q4, okay? We have you got all your payroll taxes and restoring and all our Equity costs go out. The majority of our not all majority of

Brady Lierz: Yeah, absolutely. Well, one final one for me, and then I'll pass it along. You know-

Rusty Rush: Sure.

Brady Lierz: You mentioned quite a few times just throughout this challenging freight market last couple of years, you know, one of your priorities has been controlling your expenses, you know, controlling the controllable. You know, you did a nice job of that in 2025, in particular, particularly in the fourth quarter. Can you just talk about how we should think about expenses in 2026, given, you know, both your focus on wanting to maintain that cost discipline, but also considering, you know, we are expecting the market to improve here in 2026?

Rusty Rush: Sure.

Speaker #1: But a lot of times , you know , it'll be springtime as we get around here . Coming up with NTA and some things like it's a big conference that comes up the convention , things like that , where some of these things happen .

Speaker #1: So I am sure that it will line up historically. You know, I can't sit here and tell you that we're going to sell lots and lots more.

Speaker #1: I would imagine we would be some , maybe based on a going and pretty flat , to be honest with you , we would stay in line with the percentage of the market we're at now .

Rusty Rush: Right. Well, you know, I mean, let me say this: if we get to really where I believe, we're not there yet. If we can get into a growth where we really feel some real growth, I'm not ready to claim, to claim, and I'm talking parts and service growth, not truck sales. Remember, truck sales are... When you go, everybody goes, SG&A, SG&A. Well, we run it different. S is attached to truck sales, G&A is attached to all the other expenses, right? Because S is a variable commission piece driven by what truck sales are. So, you know, you sort of got, you gotta look at them in two separate buckets, right? And that's how we do it. And, you know, I would hope that we can maintain our G&A at least close to flat, okay?

Speaker #1: But , you know , I can't tell you I booked it all already , that's for sure . But I can also tell you I'm not afraid .

Speaker #1: So , you know , we've got a pretty good sales force out there and got , well , represent many brands and , you know , we feel good .

Rusty Rush: Well, we run it different. S is attached to truck sales, G&A is attached to all the other expenses, right? Because S is a variable commission piece driven by what truck sales are. So, you know, you sort of got, you gotta look at them in two separate buckets, right? And that's how we do it. And, you know, I would hope that we can maintain our G&A at least close to flat, okay?

Our Equity cost to go out in q1. So if you look at our historical record, it will always show a jump from Q4 to q1. So don't don't, don't forget that. I'm, I was just compared to the last q1. Be what I would tell you to do not compared to Q4 because that's always a jump that we have. You start up, you know a lot of different things in q1 like when you know the payroll taxes run down as the year goes on Etc and really more than anything the equity costs are all the majority is not a majority but half the equity cost in the company running 1 quarter and that would be in q1. So again, don't compare it to Q4 compared to last year's q1, but we would hope to stay, you know, do a good job for now. Staying close to that number uh, last year, but it's possible that it'll wrap up some if I grow as profits and parts of service start doing that. We can't just you know, it takes people to do what we do. People turn around, just people move drive, from drug delivery Parts people do all these different things. So it, it's and

Speaker #1: It will come . It just hasn't really happened yet for us , to be honest . But the quoting activities picked up , you got a quote before you can .

Speaker #1: You got a quote before you can order and you got to get it ordered and get it built and get it delivered . So I'm confident that we'll execute in the lines of where we have historically here , if not , grow it .

Speaker #1: You know , I've got some stuff going on I'd like to see happen . It might allow us to grow it , but I don't want to get out of here with my skis on .

Rusty Rush: That's my plan here in, you know, in Q1, would be to do that. Now, as we ramp up, if the parts and service business ramps up, we always talk about the fact that we will spend, you know, half of the growth, because we just half of the growth will have to be spent, the gross profit growth. Now, let me back up a second. Remember this about Q1: don't comp Q1 to any other quarter. Q1 is always jumps from Q4, okay? You've got all your payroll taxes restarting, and all our equity costs go out. The majority of our, not all, majority of our equity costs go out in Q1. So if you look at our historical record, it will always show a jump from Q4 to Q1. So don't, don't, don't forget that.

Speaker #2: All right . Appreciate that . That color . And thanks for the time

It's not like I'm loaning money here. I'm handling, you know, hard assets and stuff like that, but I'd love to have that problem. So hopefully we will continue to see her growth and if we don't, then I plan on keeping it as flat as possible, okay? If we stay flat and Barks and service, I'm glad I don't know, keeping as close as I can with as little inflation as possible, uh, you know, to where we were. But we're hoping to have some growth and like I said we're after getting out of January or seeing a little up to

Speaker #1: Thank you. My pleasure.

Speaker #3: Thank you . One moment for our next question Our next question will come from the line of Andrew Obin from Bank of America .

Take care of February, but it's not enough. But I'm like I said, I'm used to the seasonality of the business, whether I like it or not, and I just have to deal with it and hopefully it will pop out in the spring, like always.

Speaker #3: Your line is open , rusty .

Very helpful. Thanks for uh for all the colors, always Rusty. I I'll go ahead and pass it along.

Speaker #4: Steve . Good morning .

Rusty Rush: Now, let me back up a second. Remember this about Q1: don't comp Q1 to any other quarter. Q1 is always jumps from Q4, okay? You've got all your payroll taxes restarting, and all our equity costs go out. The majority of our, not all, majority of our equity costs go out in Q1. So if you look at our historical record, it will always show a jump from Q4 to Q1. So don't, don't, don't forget that.

You got it? No worries. My pleasure.

Speaker #1: Well , good morning , Andrew .

Thank you. 1 moment for our next question.

Speaker #4: Just a question. Just going back to something you said, I think you guys were fairly skeptical and there was a big industry debate about Act orders last month.

Our next question, will go online for UBS. Your line is open.

Speaker #4: And whether one time in nature . It sounds like you sort of warming up to the fact that , orders could actually improve faster .

Hey, good morning, guys.

Good morning, sir.

Speaker #4: Could you just unpack this for us? Just what do you think is happening with industry orders over the next three to six months?

Rusty Rush: I would just compare it to last Q1, would be what I would tell you to do, not compare it to Q4, because that's always a jump that we have. You start up, you know, a lot of different things in Q1, like, you know, payroll taxes run down as the year goes on, et cetera. And really more than anything, the equity costs are all the majority, not majority, but half the equity costs in the company run in one quarter, and that would be in Q1. So again, don't compare it to Q4, compare it to last year's Q1. But we would hope to stay, you know, do a good job for now, staying close to that number, last year. But it's possible that it'll ramp up some if our gross profits and parts and service start going up. We can't just...

Speaker #4: How that's going to play out ? Thank you

Speaker #1: Sure . I may be repetitive here , Andrew , but I thought I'd I thought I tried to answer , but we believe that you know , about 90 once we got clarity .

Speaker #1: Remember clarity started on November 1st . Let's get that right . 232 the when they changed the tariff rules took effect . 1st of November , then we got some clarity a little later after that , about , well , we're going to hold on and keep the 2027 rules in place for the emissions perspective .

Rusty Rush: So again, don't compare it to Q4, compare it to last year's Q1. But we would hope to stay, you know, do a good job for now, staying close to that number, last year. But it's possible that it'll ramp up some if our gross profits and parts and service start going up. We can't just...

Um, but what are your expectations for, for Price cost in the aftermarket business? Um, I think it was somewhat of a Tailwind last year, just as you're raised prices, uh, of inventory to match the cost increases, you were seeing. Uh, but then there's a lag for when those hit cogs. So, how should we be thinking of, uh, of what, you know, should that be a headwind here in 2026 and? And if so, you know, roughly, what are we talking about? Well,

Speaker #1: Except for we're going to loosen up a few things here . We're going to probably and it hasn't come out yet . But the feds have said we're not going to keep all the warranties .

Rusty Rush: You know, it takes people to do what we do. People turn wrenches, people move, drive, and deliver parts, people do all these different things. So it's not like I'm loaning money here. I'm handling, you know, hard assets and stuff like that. But I'd love to have that problem, so hopefully, we will continue to see growth, and if we don't, then I'm planning on keeping it as flat as possible, okay? If we stay flat in parts and service, I'm planning on keeping as close as I can with as little inflation as possible, you know, to where we were. But we're hoping to have some growth, and like I said, we're after getting out of January, we're seeing a little uptick here in February, which is not enough.

Speaker #1: That hasn't been officially done . But they have communicated to customers and the like that we're going to cut the warranties back . Well , that was more than half the cost .

Speaker #1: We're going to be a little flexible on credits and how you do that . And I'm not I'm not the technical expert . But so you had all that go down .

Rusty Rush: If we stay flat in parts and service, I'm planning on keeping as close as I can with as little inflation as possible, you know, to where we were. But we're hoping to have some growth, and like I said, we're after getting out of January, we're seeing a little uptick here in February, which is not enough.

Speaker #1: Well , that gave clarity , right . So then you started customers started looking out next year . I talked to them . They knew they really wanted they they pulled back on purchases last year .

yeah, you could have a slight headwind uh, as inflation, you know, with inflation slowing down. Okay. Um, but, you know, I don't look at it just to be Monumental, okay, there will still be inflation. It may not be quite as much, you know, inflation can be a Tailwind to you when you're doing it, if you can maintain. So I, I would say we'll have a little bit of a headwind, but when you look at it as a as from a percentage of the hole, it's something that if you got a growing Market you could overcome without any, you know, without question. So, uh, well, we'll have inflation. I don't expect the inflation from that perspective, from the parts perspective to be as much as last year, um, for what we're seeing from the,

The buyers and the oems right now, but it'll be it'll be there. It just won't be quite as much. Hopefully,

Rusty Rush: But I'm, like I said, I'm used to the seasonality of the business, whether I like it or not, and I just have to deal with it, and hopefully, we'll pop out in the spring like always.

Speaker #1: So in the second half and you know , you can't do that for too long . Are you going to you're going to bottleneck up your maintenance is going to go through the roof .

Speaker #1: And the age of your fleet goes up on these big fleets . So people really started talking . I would tell you in November and November , I don't remember what it was .

you know what we're talking about is the market for fit better and grow, you know, the overall Market was flat. I mean, not just for us for everybody or even down and for some people for some, whether its independence or dealer operated stuff.

Brady Lierz: Very helpful. Thanks for all the colors. As always, Rusty, I'll go ahead and pass it along.

Rusty Rush: You got it. No worries, my pleasure.

Operator 1: Thank you. One moment for our next question. Our next question comes from the line of Avi Jaroslawicz from UBS. Your line is open.

Operator: Thank you. One moment for our next question. Our next question comes from the line of Avi Jaroslawicz from UBS. Your line is open.

Speaker #1: I was 18 , 20,000 units . I can't remember , but it was picking up and we had a big December and 40 , 38 , 40,000 , I think .

Speaker #1: And then it was 30,000 last month . Well , at the same time , as I said earlier , people's businesses , they started being able to see your tender acceptance rates came down from 98% acceptance to low 90s .

Avi Jaroslawicz: Hey, good morning, guys.

Rusty Rush: Good morning, sir.

Avi Jaroslawicz: So, Rusty, as of where things are standing today, and you kind of discussed it a little bit already, but what are your expectations for price cost in the aftermarket business? I think it was somewhat of a tailwind last year, just as you raised prices of inventory to match the cost increases you were seeing. But then there's a lag for when those hit COGS. How should we be thinking of... should that be a headwind here in 2026? And if so, you know, roughly, what are we talking about?

Some of them were negative last year. So you know, I'm hoping that we get into a more, you know, as our customer base gets healthier, you know, their spin will be more normalized, you know, you got to take it back like this you know the way I look at it you know these guys are over 3 years in a freight recession and I've been around I hate to say how long um but

Speaker #1: Which started in even in the high 80s , we started to drive , you know , your spot market up . And it wasn't just weather that did it .

Speaker #1: Here recently and people felt better about where they were at from , you know , in contracts going forward . You can just there's been a little bit of tightening .

Speaker #1: Right ? that gives you an people worried . Is it sustainable ? Right . The first 30 days . And now I'm going out on a limb .

Rusty Rush: Yeah, you could have a slight headwind, as inflation, you know, with inflation slowing down, okay? But, you know, I don't look at it as it being monumental, okay? There will still be inflation. It may not be quite as much. You know, inflation can be a tailwind to you when you're doing it, if you can maintain. So I would say we'll have a little bit of a headwind, but when you look at it as from a percentage of the whole, it's something that if you've got a growing market, you can overcome without any, you know, without question. So, while we'll have inflation, I don't expect the inflation from that perspective, from a parts perspective, to be as much as last year, from what we're seeing from the suppliers and the OEMs right now.

Speaker #1: Maybe I'm going to be wrong. Maybe it's not sustainable. I have a feeling that after three and a half years, it's got to be somewhat sustainable.

I'll be I'm young young, young and hard, uh, but uh, I've seen a lot, you know, when he gets like that, people don't necessarily spend like they would, if they're business was normal, when they're not their business and then a recession, you saw companies lose money that never lost money. Well guess what? When that's going on, you're going to put off, you're going to, you're going to put off, spend, you're going to add, you know, what I'm doing. I'm adding 5,000 miles to the world change. You know what? I'm not fixing that Fender. You know what, I'm not doing this. So the health of the customers, the most important thing out there and yes we do a lot of location stuff, but the over the road Market is still the biggest piece and

Speaker #1: If not gradual . Right . But sustainable , whether it's it's not some spike but a gradual , sustainable improvement in their business .

Speaker #1: You tie that in with now you've got clarity. You know what it's going to be at the end of '27. You may have slowed down on some purchases, and companies that did, in '25.

Rusty Rush: So I would say we'll have a little bit of a headwind, but when you look at it as from a percentage of the whole, it's something that if you've got a growing market, you can overcome without any, you know, without question. So, while we'll have inflation, I don't expect the inflation from that perspective, from a parts perspective, to be as much as last year, from what we're seeing from the suppliers and the OEMs right now.

Speaker #1: Well , you know , that's what I think you're going to see a good order intake this month . Also , I'm just guessing it's a short month , but it'll be solid .

Speaker #1: I do believe it's a short walk because we know federal works , but I would expect it still to be solid . And from people I've talked to , some people I've talked to .

Speaker #1: So , you know , I and I think what's going to happen is if the backlogs fill and I don't know for everybody because I've even heard of one ohm that had some shut down weeks here in the first quarter .

Rusty Rush: But it'll be, it'll be there, just won't be quite as much. Hopefully, you know, what we're talking about is the market will get better and grow. You know, the overall market was flat. I mean, not just for us, for everybody, or even down, and for some people, for some, whether it's independents or dealer-operated stuff, some of them were negative last year. So, you know, I'm hoping that we get into a more, you know, as our customer base gets healthier, you know, their spend will be more normalized. You know, you got to think about it like this, you know, the way I look at it, you know, these guys were over 3 years in a freight recession, and I've been around, I hate to say how long, but, I'm young at heart, but I've seen a lot.

Speaker #1: Now not , you know , not anybody I'm dealing with . I don't believe . But I've heard of one of em that has and I'm not here to I don't want to get into all that .

Even the small I mean, we've been all double digits from our small customer for the last each year for the last 3 years. So, you know, you go, that's the best bet. Well, that may be bad, but right now in the safe, I look at it as a positive. I look at it, you can't get much worse, right? It's only 1 way to go when that's up. So, you know, I hear you about a little bit of it, but I think the overall Market, when I look at the possibilities, uh, healthier Freight Market is going to be way better than a little bit of headwind. Uh, and it's not overwhelming. It went either by the way, but I still think there's going to be some inflation. There's no question, but other than that, you know, we'll we'll, we'll be able to hold our margins as you can see. Like we ran 307 Blended parts and service in Q4. So which is in line. Probably you know if you look what I'm sitting there looking back, it's in line with 372 376, 30 east 58. Actually the last q1 of 25.

Rusty Rush: So, you know, I'm hoping that we get into a more, you know, as our customer base gets healthier, you know, their spend will be more normalized. You know, you got to think about it like this, you know, the way I look at it, you know, these guys were over 3 years in a freight recession, and I've been around, I hate to say how long, but, I'm young at heart, but I've seen a lot.

Speaker #1: But my point being , I know for people that that I , they're filling up . Okay . Not filling up , but you're getting orders , right ?

Speaker #1: You've got to . So all of a sudden the backlog is increasing . Okay . Well then people look at it . Here as we get into the springtime and say , wait a minute .

Speaker #1: You know , I don't want to get left behind in the fourth quarter because some people are , you know , you see these orders .

So my point being 37 solid so and I would hope as we can maintain in that same range Blended parts and service margin, regardless of inflation. But you know the health of our customer base, especially the largest customer, they still with the road carrier. Um, and you know, what's the big carrier gets healthy? Guess what? The little carrier follows along.

Speaker #1: Remember , they're not all built immediately , but they are building a backlog . Most of them spread over time . So I just believe I could be wrong .

Rusty Rush: You know, when it gets like that, people don't necessarily spend like they would if their business was normal. When they're not, their business is in a recession. You saw companies losing money that never lost money. Well, guess what? When that's going on, you're gonna put off spend. You're gonna add... You know what I'm doing? I'm adding 5,000 miles to the oil change. You know what? I'm not fixing that fender. You know what? I'm not doing this. So the health of the customer is the most important thing out there. And yes, we do a lot of locational stuff, but the over-the-road market is still the biggest piece. And this, even the small, I mean, we've been off double digits from our small customer for the last each year, for the last 3 years.

Speaker #1: I mean , I'm just it's just my gut . You know , and and and maybe touch with the market that . Yes , it will continue because people are feeling their business isn't great , but they don't feel in the dumps .

And that is where more of your retail parts and service comes from a lot, not more, but a chunk of it that has been super depressed. And so, you know, that to me, that's I'm not trying to get. I'm not, it's not there yet, but I've seen these Cycles before and I don't want to get too bullish or anything. But you know, if things go according to historical, uh,

Speaker #1: You know, sometimes when you've been living in the swamp and in the dumps, it doesn't have to get a whole lot better to make you feel better.

Then I think, you know, we should be, you know, fairly good shape to capitalize on that.

Rusty Rush: You know what? I'm not fixing that fender. You know what? I'm not doing this. So the health of the customer is the most important thing out there. And yes, we do a lot of locational stuff, but the over-the-road market is still the biggest piece. And this, even the small, I mean, we've been off double digits from our small customer for the last each year, for the last 3 years.

That makes sense. Appreciate that.

Speaker #1: Right ? And it's been three years of prolonged freight recession , but at least now you got to believe , you know , because remember , first thing that happened is Capacity's coming out right ?

Speaker #1: Everybody reads about non CDL or non drivers . And you know that been taken out here and there . And they have and but that's not an add water and stir thing .

Rusty Rush: So, you know, and you go, "That's, that's bad." Well, that may be bad, but right now, I'm gonna say, I look at it as a positive. I look at it, it can't get much worse, right? It's only one way to go, and that's up. So, you know, I hear you about the little bit of a headwind, but I think the overall market, when I look at the possibilities, a healthier freight market is gonna be way better than a little bit of headwind. And it's not overwhelming headwind either, by the way, but I still think there's gonna be some inflation, there's no question. But other than that, you know, we've been able to hold our range. You can see, I think we ran 37 blended parts and service in Q4, so which is in line, probably.

Speaker #1: But it's that goes on you can you take you have less intake of trucks . Remember we built a whole lot less trucks in the back half of 25 .

Speaker #1: Than what we did in the first half . So you , you know , you slow that spigot down . You start taking some of those noncompliant CDL drivers out and you start squeezing the capacity piece .

Rusty Rush: And it's not overwhelming headwind either, by the way, but I still think there's gonna be some inflation, there's no question. But other than that, you know, we've been able to hold our range. You can see, I think we ran 37 blended parts and service in Q4, so which is in line, probably.

Speaker #1: Then all of a sudden, the business starts getting a little better. Economy looks a little better. The ISM stuff looks better.

Speaker #1: I mean , there's a lot of things that tend to make me believe along with , you know , emission regulations coming in January 27th , we're going to have a pretty good last three quarters of the year .

Rusty Rush: You know, if you look when I'm sitting there looking back, it's in line with 37.2, 37.6, 35.8, actually, the last Q1 of 2025. So my point being, 37 is solid. So, and I would hope as we can maintain in that same range, blended parts and service margin, regardless of inflation. But, you know, the health of our customer base, especially the largest customer base, the over-the-road carrier, and, you know, once the big carrier gets healthy, guess what? The little carrier follows along, and that is where more of your retail parts and service comes from. A lot, not more, but a chunk of it that has been super depressed. And so, you know, that to me, that's...

Speaker #1: Right now. And I'm not predicting doom and gloom after that, but that's a little far out for me to understand right now.

Quarter. Yeah, um, so so you know how how are you thinking about the shape of the medium duty demand here in 2026? You think it's going to be fairly similar to what we see in heavy duty or, or uh, yeah. I I don't, I don't know. You know, I have some concerns around it to be honest with you. But, you know, I haven't seen the acceleration in it over the last 60, 90 days that I've seen in the heavy duty side, but a lot of times, you know, that's, you know, the medium duty business is, you know, a lot of Leasing and a lot of a lot of different customer base, right? And it's tied more to the general economic activity of things going on locally in a lot of ways, because it's a lot more Diversified type of products. Not just not, otherwise, leasing in box, trucks and stuff. There's a lot of other medium duty segments that we play into. So,

Speaker #1: I'm just dealing with what I got in the present and over the rest of this year , and we'll talk about 27 as we get halfway through , a little further through the year this year .

Speaker #1: But I feel good that it is sustainable and will lead to maybe even a better year . The problem is , you start off , remember , the first quarter is going to be off , so you start to whole to begin with .

Rusty Rush: The little carrier follows along, and that is where more of your retail parts and service comes from. A lot, not more, but a chunk of it that has been super depressed. And so, you know, that to me, that's...

Speaker #1: So you’ve got to climb back up and catch back up, which you should do for sure in the back half of the year.

Speaker #1: Deliver more trucks than we did last year, for sure.

I we're seeing more coding activity right now, it hasn't come to fulfillment as much as the heavy has, but a lot of times, you know, it'll be Springtime uh as we get around here going up with ntea and some things like it's a big conference that comes up the convention, things like that, where some of these things happen. So I am sure that it will line up, um, historical, you know, I I can't sit here and tell you that we're going to sell lots and lots more.

Speaker #4: Great . Rusty . And just to follow up , I mean , it clearly seems that you're highlighting the improvement over the road finally driving your optimism for the rest of 26 .

Rusty Rush: It's not there yet, but I've seen these cycles before, and I don't want to get too bullish or anything, but, you know, if things go according to historical, then I think, you know, we should be in, you know, fairly good shape to capitalize on that.

Speaker #4: You've alluded to other parts of the economy getting better. Can you just talk about off-highway, which has been such a moneymaker for you over the past year?

Avi Jaroslawicz: That makes sense. Appreciate that. And then on the, on the medium-duty side of, of the business, so saw a pretty sharp, drop-off in, in sales there in Q4. Still better than the industry, but, a sharper deceleration than the industry in the quarter.

Speaker #4: Sort of got you through the drought , but maybe , you know , if we could talk about , you know , sort of these corporate fleets , if we could talk about construction , if we can talk about waste .

Uh I would imagine we would be some maybe based on act going in pretty flat. To be honest with you, we would stay in line with the percentage of the market we're at and out but you know, I can't tell you, I've booked it all already, that's for sure, but I can also tell you I'm not afraid. So uh you know, we've got a pretty good sales force out there and you got well represent many Brands and um you know we feel good will come. It's just hasn't really happened yet for us to be honest.

Rusty Rush: Yeah.

Avi Jaroslawicz: So, you know, how are you thinking about the shape of the medium-duty demand here in 2026? Do you think it's gonna be-

Speaker #4: What are you seeing in those markets ? Because those tend to be economically sensitive as well . But as I said , it seems to us that your message is very clear on finally starting to see green shoots on over the road recovery .

Avi Jaroslawicz: So, you know, how are you thinking about the shape of the medium-duty demand here in 2026? Do you think it's gonna be-

Avi Jaroslawicz: ...fairly similar to what we see in heavy duty or...

Rusty Rush: I don't know. You know, I have some concerns around it, to be honest with you, but, you know, I haven't seen the acceleration in it over the last 60, 90 days that I've seen in the heavy-duty side. But a lot of times, you know, it's, you know, the medium-duty business is, you know, a lot of leasing and a lot of, a lot of different customer base, right? And it's tied more to the general economic activity of things going on locally in a lot of ways, because it's a lot more diversified type of products. Not just, not... I realize leasing in box trucks and stuff, there's a lot of other medium-duty segments that we play into. So we're seeing more quoting activity right now.

Speaker #1: Yeah . Very well put , Andrew . Yes , we're seeing it on that side of the market . Yes . You know , we love the we love the diversity of our customer base .

But the quoting activities picked up, you got a quote before you can do. Like you got a quote before you can order and you got to get it ordered and get it built and get it delivered. So, uh, I'm confident that we'll execute in the lines of where we have historically here. If not grow it, you know, I've got some stuff going on with it. I'd like to see happen. It might allow us to even grow it but I don't want to get out of here with my skis on.

Speaker #1: You know that I would tell you, the vocational pieces—I don't see the pickup that I see across, but I can see fairly flat to where we have been.

All right. Uh, appreciate that. Uh, that color and uh thanks for the time.

I got you.

Thank you. 1 moment for our next question.

Speaker #1: Right . Because we've been pretty solid in it . I got to be honest with you . So as you said , it's helped us a whole lot over the last , couple of years .

Rusty Rush: And it's tied more to the general economic activity of things going on locally in a lot of ways, because it's a lot more diversified type of products. Not just, not... I realize leasing in box trucks and stuff, there's a lot of other medium-duty segments that we play into. So we're seeing more quoting activity right now.

Our next question will come from the line of Andrew open from Bank of America. Your line is open,

Uh, Rusty Steve, good morning.

Well, good morning, Andrew.

Speaker #1: You know , when this over the road freight recession , you know , we've been really solid around that area . So I think that let's say I don't want to get into specifics .

Speaker #1: We might be a little softer in one segment and up a little in another segment. But when you look at vocational as a whole,

Rusty Rush: It hasn't come to fulfillment as much as the heavy has, but a lot of times, you know, it'll be springtime, as we get around here, going up with NTEA and some things like, it's a big conference that comes up, the convention, things like that, where some of these things happen. So I am sure that it will line up, historical. You know, I, I can't sit here and tell you that we're gonna sell lots and lots more. I would imagine we would be some, maybe based on ACT, going pretty flat, to be honest with you. We would stay in line with the percentage of the market we're at now. But, you know, I can't tell you I've booked it all already, that's for sure. But I can also tell you I'm not afraid.

Speaker #1: I'm going to say we're going to be probably flat with where we have been. I don't see any huge decrease or anything.

Speaker #1: You know , we may , you know , because some of them , we were still catching up from Covid the last couple of years , you know , when you couldn't get trucks three years ago .

Uh, just a question, just going back to something. You said, I think you guys were fairly skeptical and there was a big industry debate about act orders last month and were there. 1 time in nature. Uh, it sounds like you sort of warming up to the fact that, you know, orders could actually improve faster, could you just, you know, unpack this for us? Just what do you think happening with industry orders over the next 3 to 6 months? How's that going to play out? Thank you.

Rusty Rush: So I am sure that it will line up, historical. You know, I, I can't sit here and tell you that we're gonna sell lots and lots more. I would imagine we would be some, maybe based on ACT, going pretty flat, to be honest with you. We would stay in line with the percentage of the market we're at now. But, you know, I can't tell you I've booked it all already, that's for sure. But I can also tell you I'm not afraid.

Speaker #1: So we have fulfilled maybe some of that up or the pent up demand . So now it's more like business as usual . But I don't see any big downtick .

sure, uh I may be able to repetitive Here, Andrew, but I thought I thought I tried to answer but we believe that, uh,

Speaker #1: It's more back to business as usual. Some of the people we do business with, we're playing catch up in '24 and '25 from not getting as much product in '22 and '23, to be honest with you.

You know about 90 once we got Clarity remember, Clarity started on November 1. Let's get that right 232. The uh, when I changed the Tariff rules took effect, first in November, then we got some clarity a little later after that.

Speaker #1: So you know where they may be off a little . It's not awful because they're off . It's all because they played a little catch up .

About. Well, we're going to hold on and keep the 2027. Uh

Rules in place from the emissions perspective. And except for

Rusty Rush: So, you know, we've got a pretty good sales force out there, and, yeah, we'll represent many brands and, you know, we feel good. It will come. It just hasn't really happened yet for us, to be honest. But the quoting activity's picked up. You got to quote before you can build, you got to quote before you can order, and you got to get it ordered and get it built and get it delivered. So, I'm confident that we'll execute in the lines of where we have historically here. If not grow it, you know, I've got some stuff going on that I'd like to see happen. It might allow us to even grow it, but I don't want to get out and have my skis on.

Speaker #1: And you know , we were able to capitalize on that . So when I look at those businesses , they're doing well . But they've caught back up to their normal replacement cycles .

We're going to loosen up a few things here. We're going to probably and that it hasn't come out yet.

But the feds have said, we're not going to keep all the warranties.

Speaker #1: They got left out a little bit . Some of those groups got left out back in 22 and 23 , and we , you know , we picked them back up in 24 and 25 .

No, it hasn't been officially done but they have communicated to uh, customers and I like

Speaker #1: So just because someone may be , you know , bought 900 from me or something and they're buying seven , 5800 doesn't mean their business is bad .

Rusty Rush: So, I'm confident that we'll execute in the lines of where we have historically here. If not grow it, you know, I've got some stuff going on that I'd like to see happen. It might allow us to even grow it, but I don't want to get out and have my skis on.

Speaker #1: It just means they've caught back up . Right . So you know , you got to . But I think overall we'll be somewhat flat .

Avi Jaroslawicz: All right, appreciate that, that color, and thanks for the time.

Speaker #1: In the vocational pieces .

Speaker #4: Thank you, Rusty. It's been a while since you've been constructive about over the road. Good to hear. Thanks so much.

Rusty Rush: I got you. My pleasure.

That we're going to cut the warranties back. Well that was more than a half. The cost, we're going to be a little flexible on credits uh and how you do that. And I'm not, I'm not the technical expert, but so you had all that go down. Well that gave Clarity right. So then you started customers started looking at next year, I spoke with them. They knew they really wanted. They they pulled back on purchases last year. So in the second half,

Operator 2: Thank you. One moment for our next question. Our next question will come from the line of Andrew Obin from Bank of America. Your line is open.

Operator: Thank you. One moment for our next question. Our next question will come from the line of Andrew Obin from Bank of America. Your line is open.

Speaker #1: Well , it's nice to feel even though it's you know , it's the big piece . And , you know , but it's all for us .

Speaker #1: Vocational is big as you know . So thank goodness it's nice to feel that you got an opportunity to maybe , you know , and hope it .

Andrew Obin: Rusty, Steve, good morning.

Rusty Rush: Well, good morning, Andrew.

Andrew Obin: Just a question, just going back to something you said. I think you guys were fairly skeptical, and there was a big industry debate about ACT orders last month and whether they're one time in nature. It sounds like you're sort of warming up to the fact that, you know, orders could actually improve faster. Could you just, you know, unpack this for us? Just what do you think happening with industry orders over the next three to six months, how that's gonna play out? Thank you.

Speaker #1: When I talked over the road, I'm hoping our small customer base comes back. And I've had been a little bit—I'm a little.

Speaker #1: I'm optimistic there. I mean, I don't want to get overly anything. Wait till I talk to you in April, and I'll have a whole lot better feel for what's going on.

And you know, November, I don't remember what it was. I was 18, 20 thousand units, I can't remember but, uh, it was picking up and then we had the big December 9430 and 40,000, I think and then it was 30,000 last month. Well we at the same time as I said earlier.

Speaker #1: Right ? The sustainability of what we're seeing and and I'm not . And I don't want to get over it . I keep trying , but , you know , like you said , it's been a while since we've been able to talk optimistically about the over the road business .

Rusty Rush: Sure. I may be a little repetitive here, Andrew, but I thought, I thought I tried to answer, but we believe that, you know, about ninety... Once we got clarity, remember, clarity started on 1 November. Let's get that right. 232, the, when they changed the tariff rules, took effect 1 November. Then we got some clarity a little later after that about, well, we're gonna hold on and keep the 2027, rules in place from the emissions perspective, except for we're gonna loosen up a few things here. We're gonna probably... And it, it hasn't come out yet, but the feds have said, "We're not gonna keep all the warranties." Now, it hasn't been officially done, but they have communicated to, customers and alike, that we're gonna cut the warranties back. Well, that was more than half the cost.

Speaker #1: And I just am looking forward . I think , you know , I think things are , you know , going to be better .

Speaker #1: Right. So you add that with everything else we got out here in Q1, because we're just taking all we remember. People get excited because they always, always are taking in orders, taking in orders.

Speaker #1: Do not mean rush is delivered . And yet we are the tail of the dog , right ? A lot of times there's , you know , we got to do a lot of upfitting and things like this to trucks when we get them .

Rusty Rush: Then we got some clarity a little later after that about, well, we're gonna hold on and keep the 2027, rules in place from the emissions perspective, except for we're gonna loosen up a few things here. We're gonna probably... And it, it hasn't come out yet, but the feds have said, "We're not gonna keep all the warranties." Now, it hasn't been officially done, but they have communicated to, customers and alike, that we're gonna cut the warranties back. Well, that was more than half the cost.

Speaker #1: So that's why when you hear me talk about , well , he took orders for us . Well , that doesn't mean I'm going to add water to Uranus and deliver them 30 days later .

Speaker #1: It can take three , four months to get them out there and get them delivered . Because of what has to be done , because we are the end user , we are the end , you know , we're the last guy that touches the end user .

Speaker #1: So , you know , even though there manufactured I mean , we don't have , you know , you know , we have upfitting places around the country where we make sure to get , you know , do all the things that customers need .

People's businesses. They started being able to see your tender acceptance rates came down, from 98% acceptance to low 90s, which started at even in the high 80s, which started to drive, you know, your spot market up and it wasn't just whether that did it here recently. Um, and people felt better about where they were at from, you know, in contracts going forward. You can just, there's been a little bit of tightening, right? So that gives you and I and, and, and people worried, is it sustainable, right? The first 30 days? And now I'm going out on an oil, maybe I'm going to be wrong, maybe it's not sustainable. I have a feeling that after 3 and a half years, it's going to be somewhat sustainable if not gradual, right? But sustainable, whether it's it's not some spike, but a gradual sustainable Improvement in their business, you tie that in with. Well, now you've got Clarity, you know, where it's going to be at the end of 27.

You may have slowed down on some purchases. I know some companies that did and uh 25

Speaker #1: You know , that one stop shop , that's what we like to be .

Rusty Rush: We're gonna be a little flexible on credits, and how you do that, and I'm not the technical expert. So you had all that go down. So that gave clarity, right? So then, customers started looking out next year. I kept talking to them. They knew they really wanted... They pulled back on purchases last year, in the second half. You know, you can't do that for too long, or you're gonna bottle back up, your maintenance is gonna go through the roof, and as the age of your fleet goes up on these big fleets.

Speaker #4: Thank you .

Speaker #1: You bet .

Speaker #3: Thank you. And as a reminder, to ask a question, please press star one (*1). Star one for your question. At this moment, we’ll move to our next question. Our next question comes from the line of Cole Cousins from Wolfe Research.

Speaker #3: Your line is open .

Speaker #2: Hey, guys. Thanks for taking my questions. From a Class A pricing perspective, can you talk to what you're seeing across the market at this point?

Well, you know, you that's why I think you're going to seek a good order intake this month. Also, I'm, I'm just guessing it's a short month, but I it'll be solid. I do believe it's a short book because we know February, but, uh, I would expect it still to be solid. And from people, I've talked to some people I've talked to. So, you know, I and I think what's going to happen is if the backlogs

Speaker #2: Are OEMs raising prices yet, or does it remain pretty competitive as OEMs look to protect or gain share? And maybe, how do you see this progressing through the year with EPA ‘27 on the horizon?

Rusty Rush: So people really started talking, I would tell you, in November, and, you know, November, I don't remember what it was, 18, 20 thousand units, I can't remember, but it was picking up, and then we had the big December, 40, 30, 40 thousand, I think, and then it was 30,000 last month. Well, at the same time, as I said earlier, people's businesses, they started being able to see. Your tender acceptance rates came down from 98% acceptance to the low 90s, which started, and even in the high 80s, which started to drive, you know, your spot market up. And it wasn't just weather that did it here recently. And people felt better about where they were at from, you know, in contracts going forward. You can just... There's been a little bit of tightening, right?

Speaker #1: Yeah Well , I you probably didn't do real well asking that question . The OEMs did . You ? Okay . So you're asking me put me on the spot .

Phil. And I don't know for everybody because I haven't even heard of 1 ohm that had some shut down weeks here in the first quarter. Now not, you know, not anybody I'm dealing with I don't believe but I've heard of 1:0 a.m. that has, uh, and I'm not here to, I don't want to get it all that, but my point being, I know for people that that that I'm, they're filling up, okay? Not filling up, but you're getting orders, right? You got to you. So all of a sudden, the backlog is increasing. Okay, well then people look at it here as we get into the springtime and say, wait a minute.

Speaker #1: I would tell you right now we're still building backlogs . I would say , you know , I have where , you know , let's say there's no big discounting going on compared to where we were , but there's no huge raises now , because that's one of the things is we get later in the year .

Rusty Rush: Your tender acceptance rates came down from 98% acceptance to the low 90s, which started, and even in the high 80s, which started to drive, you know, your spot market up. And it wasn't just weather that did it here recently. And people felt better about where they were at from, you know, in contracts going forward. You can just... There's been a little bit of tightening, right?

Speaker #1: I wouldn't be surprised to see , you know , if supply and demand . You know , demand exceeds supply . You've been around long enough to know what that means .

You know, I don't want to get left behind 10 to 4th quarter because some people are, you know, you see these orders, remember, they're not all built immediately, but they are building a backlog. Most of them spread over time. So I, I just believe, I could be wrong. I mean, I'm just, it's just my gut, you know, and and, and, and maybe touch with the market that, yes, it will continue because

Rusty Rush: So that gives you, and I, people worry, is this sustainable, right? The first 30 days, and now I'm going out on a limb, maybe I'm gonna be wrong. Maybe it's not sustainable. I have a feeling that after 3.5 years, it's got to be somewhat sustainable, if not gradual, right? But sustainable, whether it's not some spike, but a gradual, sustainable improvement in their business. You tie that in with now you've got clarity, you know what it's gonna be at the end of 2027. You may have slowed down on some purchases, on some companies that did in, 2025.... Well, you know, that's why I think you're gonna see a good order intake this month. Also, I'm just guessing, it's a short month, but it'll be solid.

those people are feeling a, their business isn't great, but they don't feel in the dumps, you know, sometimes when you've been living in the swamp,

Speaker #1: I won't even try to tell you . Everybody knows what that means . Okay . And so we're not there yet . Backlogs need to be , you know , backlogs need to be built up .

Hey, there in the dumps. It doesn't have to get a whole lot better to make you feel better, right? And it's been 3 years of prolong fragrance session, but at least now, you gotta believe, you know, because remember,

Speaker #1: They've been drained down pretty good , man . And people were building trucks in four weeks for you if you wanted it . So , you know , once backlogs get built up and , you know , we'll just let the OEMs decide and we'll be the poor guy in the middle trying to , you know , get deals done .

Rusty Rush: You tie that in with now you've got clarity, you know what it's gonna be at the end of 2027. You may have slowed down on some purchases, on some companies that did in, 2025.... Well, you know, that's why I think you're gonna see a good order intake this month. Also, I'm just guessing, it's a short month, but it'll be solid.

Speaker #1: But right now , I would tell you right now we're in the , you know , most OEMs are still in the process of , you know , getting their backlogs more healthy .

Speaker #1: So , you know , I'm not going to say it's just total cutthroat out there right now because it's not . But I mean , it's not it's balanced at the moment .

Rusty Rush: I do believe it's a short month because we know February, but I would expect it still to be solid. And from people I've talked to, some people I've talked to. So, you know, and I think what's gonna happen is if the backlogs fill, and I don't know for everybody, because I even heard of one OEM that had some shutdown weeks here in Q1 now. Not, you know, not anybody I'm dealing with, I don't believe, but I've heard of one OEM that has. And I'm not here to... I don't want to get into all that. But my point being, I know for people that I'm they're filling up, okay? Not filling up, but you're getting orders, right? So all of a sudden, the backlog is increasing, okay?

Speaker #1: But we continue . You start popping some 40,000 , you know , if you start piling three or 2 or 3 more , 35 , 40,000 months and which are not necessarily typical of these months coming up in March and April , February , good month in March and April .

First thing that happened is capacities coming out, right? When you everybody reads about non CDL drug or non drivers or, you know, they've been taken out here and there and they have. And but that's not an admirer and stir thing. But if that goes on um, you can you take you have less intake of drugs. Remember we built a whole lot less trucks in the back half of 25 and what we did in the furniture at first half, so you you know, you slow that. Spic it down. You start taking some of those non-compliant CDL drivers out and you start squeezing the capacity piece then all of a sudden their business starts getting a little better. They kind of looks a little better, the ism so it looks better. I mean there's a lot of things.

Rusty Rush: Not, you know, not anybody I'm dealing with, I don't believe, but I've heard of one OEM that has. And I'm not here to... I don't want to get into all that. But my point being, I know for people that I'm they're filling up, okay? Not filling up, but you're getting orders, right? So all of a sudden, the backlog is increasing, okay?

Speaker #1: You're probably going to see demand outpace supply, and I'll let you take it from there. Okay.

Speaker #2: Yeah . No , no , that makes a ton of sense . And maybe just I know we've asked a lot of questions about this , but to follow up on Brady and Andrew's questions , maybe to put a finer point on it , how much of what you saw in December and January do you think was replacement CapEx versus growth CapEx versus some degree of pre activity ?

That tend to make me believe along with, you know, emission regulations coming in. January the 27th, we're going to have a pretty good last 3 quarters of the year right now. And I'm not predicting Doom and Gloom after that. But it's a little far out to me to understand right now, I'm just dealing with what I got in the present. But over the new rest of this year,

Rusty Rush: Well, then people look at it here as we get into the springtime and say, "Wait a minute, you know, I don't want to get left behind in the fourth quarter." Because some people, you know, when you see these orders, remember, they're not all built immediately, but they are building a backlog. Most of them spread over time. So I just believe, I could be wrong. I mean, I'm just... It's just my gut, you know, and then maybe touch with the market, that, yes, it will continue because people are feeling, oh, their business isn't great, but they don't feel in the dumps. You know, sometimes when you've been living in the swamp, or in the dumps, it doesn't have to get a whole lot better to make you feel better, right?

Speaker #2: And if it was some degree of pre-buy activity , can you maybe talk to the risk of potential order cancellations late in the year if things maybe aren't as good as they seem and people are , customers are trying to get in line ahead of EPA 27 as backlogs start to build again .

We'll talk about 27 as we get halfway through a little further through the year this year, but I feel good that it is sustainable and will lead to maybe even a better year. The problem is you start off. Remember the first quarter is going to be off

Rusty Rush: Most of them spread over time. So I just believe, I could be wrong. I mean, I'm just... It's just my gut, you know, and then maybe touch with the market, that, yes, it will continue because people are feeling, oh, their business isn't great, but they don't feel in the dumps. You know, sometimes when you've been living in the swamp, or in the dumps, it doesn't have to get a whole lot better to make you feel better, right?

So you're starting to hold to begin with. So you got to climb back down and then catch back up, which you should do for sure in the back half of the year to deliver more trucks than we did last year for sure.

Speaker #1: I feel very good about how solid what we took was . How about that without , you know , I mean , I see nobody out there trying to put placeholders .

Speaker #1: Okay. The business we took, I would think it would take a recession or something for these folks not to take what they've ordered.

Rusty Rush: It's been three years of prolonged freight recession, but at least now you got to believe. You know, because remember, the first thing that happened is capacities coming out, right? When everybody reads about non-CDL driver, or non-drivers, you know, that have been taken out here and there, and they have. But that's not an add water and stir thing. But as that goes on, you have less intake of trucks. Remember, we built a whole lot less trucks in the back half of 25 than what we did in the front, first half.

Speaker #1: Okay . That's how solid I feel about it . Okay . It's not people putting placeholders . You know , you've seen ramp ups before where people put placeholders out there just so they can hold slots .

Speaker #1: That's not what's going on at the moment . I see none of that , to be honest with you . I see people being proactive , understanding what I just went through .

Speaker #1: On the last question . They don't want to get caught in that demand out of whack . Demand supply piece . Right ? You know what that means , right ?

Uh 26, you've alluded to other parts of the economy getting better. Uh, can you just talk about off-highway which has been such a money maker for you over the past year sort of got you through the drought? Uh, but maybe, you know, if we could talk about uh, you know, sort of these corporate fleets. Uh, if we could talk about construction. Uh, if we can talk about waste uh, what are you seeing in those markets? Because those tend to be economically sensitive as well. But as I said, it's seems to us that your message is very clear. On finally, starting to see green shoes on over the road recovery.

Speaker #1: We already know what that means . So , you know , they're trying to be proactive , not just to the emissions , but also to knowing this year's probably going to back up and whether you can get that second or third tier supplier .

Rusty Rush: So, you know, you slow that spigot down, you start taking some of those non-compliant CDL drivers out, and you start squeezing the capacity piece, then all of a sudden their business starts getting a little better, the economy looks a little better, the ISM stuff looks better. I mean, there's a lot of things that tend to make me believe, along with, you know, emission regulations coming in January of 2027, we're gonna have a pretty good last three quarters of the year, right? Now, and I'm not predicting doom and gloom after that, but that's a little far out for me to understand right now. I'm just dealing with what I got in the present and over the rest of this year, and we'll talk about 2027 as we get halfway through, a little further through the year this year.

Speaker #1: Yeah . You know , and that's what I , I hate to say it , but you know , what happens when demand outpacing supply , where price goes .

Rusty Rush: I mean, there's a lot of things that tend to make me believe, along with, you know, emission regulations coming in January of 2027, we're gonna have a pretty good last three quarters of the year, right? Now, and I'm not predicting doom and gloom after that, but that's a little far out for me to understand right now. I'm just dealing with what I got in the present and over the rest of this year, and we'll talk about 2027 as we get halfway through, a little further through the year this year.

Speaker #1: Right. Let's get real. So, I think, you know, people are catching up that didn't purchase as much in the back half of last year because they didn't.

Speaker #1: And you know , I mean I don't really that's about the best way I can tell you is it's solid , right ? Yeah .

Speaker #1: I go back , remember what I kept telling you earlier , their business is better . I think I've said that 3 or 4 times also .

We're seeing them on that side of the market. Yes, you know, we love them. We love the diversity of our customer base. You know that, uh, I would tell you the vocational pieces. Um, I don't see the pickup that I see across, but I can see, barely flat to where we have been, right? Because we've been pretty solid in. I got to be honest with you. So, as you said his helped us a whole lot over the last, you know, couple of years. Um, you know, when the zoo with the road Freight recession, you know, we've been really solid around that area so I I think that uh, let's say I don't want to get into species. We might be a little softer in 1 segment and up a little in another segment. But when you look at vocational as a whole, I'm going to say we're nearly

Speaker #1: Right . So it's not just emissions . Remember I , I long winded this earlier . It's not just the emissions . Like you said , you're going to go on top of their two questions .

Rusty Rush: But I feel good that it is sustainable and will lead to maybe even a better year. The problem is, you start off... So, so remember, the first quarter is gonna be off, so you're starting a hole to begin with, so you gotta climb back out and then catch back up, which you should do for sure in the back half of the year, deliver more trucks than we did last year, for sure.

Speaker #1: I'll answer it the same way . Their business is better . You got emissions coming . You feel better . Like I said , you've been in the dumps so long , maybe it's not just .

Really flat with where we have and I don't see any huge decrease or anything, you know? Uh we met you know, because some of them we were still catching up from Co the last couple years you know when you couldn't get drunks 3 years ago. So we have fulfilled, maybe some of that.

Speaker #1: It's not a straight V , but it's a gradual climb up . You feel good about where you're at . You're trying to plan for your future .

Andrew Obin: Great. Rusty, and just to follow up, I mean, it clearly seems that you're highlighting the improvement over the road, finally driving your optimism for the rest of 2026. You've alluded to other parts of the economy getting better. Can you just talk about off-highway, which has been such a moneymaker for you over the past year, sort of got you through the drought? But maybe, you know, if we could talk about, you know, sort of these corporate fleets, if we could talk about construction, if we can talk about waste. What are you seeing in those markets? Because those tend to be economically sensitive as well. But as I said, it seems to us that your message is very clear on finally starting to see green shoots on over-the-road recovery.

Speaker #1: You know you're going to be in business for a long time, and you need to do the right thing. And you just put that together.

Speaker #1: And I think that's what you're going to see, and that's what you're seeing. And I don't believe that activity level is going to go away.

Um, the pent up demand. So now it's more like business as usual, but I don't see any big downtick. It's more back to business as usual. Some of the people we do business with were playing catch-up. Uh,

Speaker #1: It may not it may not be 35 , 40,000 every month . But we some people that aren't participating are going to wake up here in 60 days if we have a couple , three more months of order intake like this .

Andrew Obin: But maybe, you know, if we could talk about, you know, sort of these corporate fleets, if we could talk about construction, if we can talk about waste. What are you seeing in those markets? Because those tend to be economically sensitive as well. But as I said, it seems to us that your message is very clear on finally starting to see green shoots on over-the-road recovery.

Speaker #1: Go . Whoa ! And that's what you asked about price . That's what we're going to see how things move along . Then with that .

Speaker #1: So I would tell you that the folks that are on top of their game should feel well enough about what's going on , or doing the right things to for their business plan and not waiting till the last minute to do that , knowing that there still is plenty of back .

Rusty Rush: Yeah, very well put, Andrew. Yes, we're seeing them on that side of the market. Yes, you know, we love the, we love the diversity of our customer base, you know that. I would tell you the vocational pieces, I don't see the pickup that I see across, but I can see fairly flat to where we have been, right? Because we've been pretty solid, and I got to be honest with you. So as you said, it's helped us a whole lot over the last, you know, couple years, you know, in this over-the-road freight recession. You know, we've been really solid around that area. So I, I think that, let's say, I don't want to get into specifics.

Speaker #1: There's backlog out there to still to be built , which is better not wait till July would be my comment . Or you might get caught up because ramping up production , I mean these OEMs are having to make decisions right now in the next 30 to 60 days .

24 and 25, from not getting as much product in 22 and 23, to be honest with you. So you know where they may be off a little, it's not off because they're off, it's off because they played a little ketchup. And, you know, we were able to capitalize on that. So when I look at those businesses, they're doing well, but they've called back up to their normal replacement Cycles. Uh, they got left out a little bit if that was some of those groups that got left out back in 22 and 23 and then we, you know, we picked them back up in 24 and 25. So just because someone may be, you know, bought 900 from me or something and they're buying, 75,800, that would be in their business is bad. It just means they've caught back up, right? So you know, you got to report but I think overall will be somewhat flat. The Vocational pieces

Thank you, Rusty. It's been a while since you've been constructive about uh, over the road. Good to hear. Thanks so much. Yeah. Well it's it's

Rusty Rush: Because we've been pretty solid, and I got to be honest with you. So as you said, it's helped us a whole lot over the last, you know, couple years, you know, in this over-the-road freight recession. You know, we've been really solid around that area. So I, I think that, let's say, I don't want to get into specifics.

Speaker #1: What they're going to do in the back half of the year. You’ve got to remember, that's more labor, that's more of this, and it's the second- and third-tier suppliers that have been down in the last half of last year that you asked them to ramp up.

To feel even though it's, you know, it's the big piece and, you know, uh, but it's all for us, okay? It's most big as you go. So thank goodness. It's nice to feel that. You got an opportunity.

to maybe, you know, I hope it when I talked over the road, I'm hoping our small customer base comes back and I win

Speaker #1: I gotta go . Well , how long for . Right . And that's where you run into a problem and that's what could happen .

been a little bit, I'm a little

Speaker #1: So you know , if I'm , you know , if I'm planning on being in business around a long time and I a smart player , then I'm out working it right now .

Rusty Rush: We might be a little softer in one segment and up a little in another segment, but when you look at vocational as a whole, I'm gonna say we're gonna be probably flat with where we have been. I don't see any huge decrease or anything, you know? We may. You know, because some of them, we were still catching up from COVID the last couple of years, you know, when you couldn't get trucks 3 years ago. So we have fulfilled maybe some of that, the pent-up demand, so now it's more like business as usual. But I don't see any big downtick. It's more back to business as usual. Some of the people we do business with were playing catch-up, 2024 and 2025 from not getting as much product in 2022 and 2023, to be honest with you.

Speaker #1: Okay . That's what I'm doing . Because , you know , that could be an issue . It's not an issue . Now .

Speaker #1: But you better be looking out. You better not be living just in the moment. You better be looking out a little ways, would be my comment to anybody.

Rusty Rush: So we have fulfilled maybe some of that, the pent-up demand, so now it's more like business as usual. But I don't see any big downtick. It's more back to business as usual. Some of the people we do business with were playing catch-up, 2024 and 2025 from not getting as much product in 2022 and 2023, to be honest with you.

Speaker #1: And I'm not trying to scare tactics . I'm just telling you , you know , that run . You run into issues with that , right ?

Speaker #1: And we'll just , you know , I think , if I'm not mistaken , it wouldn't win the engines built is the 27 model year truck .

Speaker #1: But engine. Yeah. When you got to remember. So when you get towards the end of this year, it's about the engine, right.

Rusty Rush: So, you know, where they may be off a little, it's not off because they're off; it's off because they played a little catch-up, and, you know, we were able to capitalize on that. So when I look at those businesses, they're doing well, but they've caught back up to their normal replacement cycles. They got left out a little bit. Some of those groups got left out back in 2022 and 2023, and then we, you know, we picked them back up in 2024 and 2025. So just because someone maybe, you know, bought 900 from me or something, they're buying 750, 800, doesn't mean their business is bad; it just means they've caught back up, right? So, you know, you gotta reply, but I think overall, we'll be somewhat flat, the vocational pieces.

Speaker #1: You know, engines will all have to be built by the end of ‘26 before you go into ‘27. So it could be an interesting back half.

Optimistic there, man. I don't want to get overly anything. We'd like to talk to you in April and I'll have a whole lot better feel for what's going on, right? The sustainability of what we're seeing and and I'm not, I don't want to get over, I keep trying. But it, you know, like you said it's been a while since we've been able to talk optimistically about the over the road business. And I just am looking forward. I think, you know, I think things are, you know, going to be better, right? So, you add that with everything else. We got this out here in q1 because, as we're just, taking always remember, people get excited. Because they always always orders, taking it, orders, taking it in, do not mean, Rush is delivered them yet. We are the tale of the dog, right? A lot of times, there's, you know, we got to do a lot of upfitting and things like this to trucks when we get them. So that's why when you hear me talk about well, even though you took orders for us, they well, that doesn't mean I'm going to add water to your insurance and deliver them 30 days later. It could take 3 or 4 months to get them out there and get them delivered because of what has to be.

Speaker #1: Let's just say that. How about that?

Speaker #2: That makes that's a that's a good color . I appreciate it . Rusty . And maybe if I could squeeze one last question in .

Rusty Rush: Some of those groups got left out back in 2022 and 2023, and then we, you know, we picked them back up in 2024 and 2025. So just because someone maybe, you know, bought 900 from me or something, they're buying 750, 800, doesn't mean their business is bad; it just means they've caught back up, right? So, you know, you gotta reply, but I think overall, we'll be somewhat flat, the vocational pieces.

Speaker #1: Of course you can . You know , I hate to talk

Speaker #2: I heard you on the small accounts being down double digits for the past couple of years. It sounds like that hasn't really come back yet, but maybe there's some hope that it will through the year.

Done because we are the Nu. We are the, you know, the last guy that touches the end user. So, you know, even though they're manufactured, doesn't mean we don't have, you know, you know, we have left fitting places around the country where we make sure to get, you know do all the things that customers need you know 1 Stop Shop. That's what we like to be.

Thank you.

You bet.

Speaker #2: But maybe . Can you talk to what you've seen from the national account level , and maybe from a higher level , talk to some of the initiatives you guys are pursuing to grow national account mix going forward ?

Thank you. And as a reminder to ask a question, at start 11, star 1, 1 moment for our next question.

Cousins from Wolfe research, your line is open.

Speaker #1: Yeah , well , you bet we are . We always go national accounts is easier and more effective and more controllable . I can't it's hard to control what we call the unassigned accounts .

Andrew Obin: Thank you, Rusty. It's been a while since you've been constructive about, over-the-road. Good to hear. Thanks so much.

Hey guys. Uh, thanks for taking my questions. Um,

Rusty Rush: Well, it's nice to feel, even though it's, you know, it's a big piece and, you know, but it's all for us, vocational is big, as you know. So thank goodness, it's nice to feel that you got an opportunity to maybe, you know. And I hope it, when I talk over the road, I'm hoping our small customer base comes back, and I've been a little bit, I'm a little. I'm optimistic there, man. I don't wanna get overly anything. Wait till I talk to you in April, and I'll have a whole lot better feel for what's going on, right? The sustainability of what we're seeing.

Speaker #1: That's still 30% of our business . Roughly . And that's the little folks , right . So we just want that to come back because that's going to be a higher margin , right .

Speaker #1: When you do national account business , understand their national for a reason , they're not paying retail , okay . So you know , while it can be a little hard on your margins , it's still more solid .

From a Class 8, pricing perspective, can you talk to what you're seeing across the market at this point? Our oems raising prices yet or does it remain pretty competitive as oems look to protect or gain share and maybe how do you see this progressing, uh, through the year with EPA 27 on the horizon? Yeah, I, I

Well.

Speaker #1: You know , sustainable repetitive business should I say right . So you're looking for that foundation , right . You know , you know the the cream and the cherry on top comes when you get the smaller retail guy back in the game .

Um, you probably didn't do real well, asking that question. The oems did you? Uh, okay, so you're asking me, put me on the spot. I would tell you right now. We're still building backlogs.

Rusty Rush: And I'm not. I don't wanna get over. I keep trying, but, you know, like you said, it's been a while since we've been able to talk optimistically about the over-the-road business, and I just am looking forward. I think, you know, I think things are, you know, gonna be better, right? So you add that with everything else we got; it's out here in Q1, because as we're just taking all the... Remember, people get excited because they always order all these orders taken in. Orders taken in do not mean Rush is delivered just yet. We are the tail of the dog, right? A lot of times, it's, you know, we got to do a lot of up-fitting and things like this to trucks when we get them. So that's why when you hear me talk about, well, he took all, he took orders, Rusty.

Speaker #1: The guy that's not listening to me on the phone right now . Okay , those folks , but they're still a part of what we do , you know ?

I would say, you know, I have where, you know, let's say there's no big discounting going on compared to where we were, but there's no huge.

Speaker #1: So but I mean , we our , our national account business was up . Not as much as we had been up , but it was up .

Raises now because that's 1 of the things as we get later in the year.

Rusty Rush: Remember, people get excited because they always order all these orders taken in. Orders taken in do not mean Rush is delivered just yet. We are the tail of the dog, right? A lot of times, it's, you know, we got to do a lot of up-fitting and things like this to trucks when we get them. So that's why when you hear me talk about, well, he took all, he took orders, Rusty.

Speaker #1: You know , some sides of the house . Not so much , but you know , on on some areas it was for last year .

Speaker #1: We will continue to focus on that, you know. And, so, but we were up, not as much as we had. We were up, buying, like overall, blended, all the limbs were up 6%.

I wouldn't be surprised to see, you know, if supply and demand, you know, if demand exceeds Supply you've been around long enough to know what that means, I won't even try to tell you everybody knows what that means. Okay.

Rusty Rush: Well, that doesn't mean I'm gonna add water and deliver them 30 days later. It can take 3, 4 months to get them out there and get them delivered because of what has to be done, because you know, we're the last guy that touches the end user. So, you know, even though they're manufactured, doesn't mean we don't have, you know, you know, we have upfitting places around the country where we make sure to, you know, do all those things that customers need. You know, that one-stop-shop is where we like to be.

Speaker #1: Okay . So we will continue to grow that understanding . You know , you're blending revenue . You're blending margin . You're doing all that .

Speaker #1: We love that piece . We're going to continue to focus on that piece . Its the sustainable piece . More sustainable . It doesn't have the volatility of the small customer out there .

Speaker #1: Right . You know , so but that's why I'm hoping you know but you got to get those guys the national accounts have to feel better which they do .

And so we're not there yet, backlogs need to be you know backlogs need to be built up. They've been drained down pretty good man. And people were building trucks in 4 weeks for you, if you wanted it. So, you know, once backlogs get built up and, uh, you know, we'll just let the oems decide and we'll be the poor guy in the middle, uh, trying to, you know, get deals done. But right now, I would say right now, we're in the, you know, most oems are still in the process of, you know, getting their backlogs more healthy. So

Andrew Obin: Thank you.

Rusty Rush: You bet.

Operator 1: Thank you. Another reminder to ask a question, that's star one one, star one one. One moment for our next question. Our next question comes from the line of Cole Cousins from Wolfe Research. Your line is open.

Operator: Thank you. Another reminder to ask a question, that's star one one, star one one. One moment for our next question. Our next question comes from the line of Cole Cousins from Wolfe Research. Your line is open.

Speaker #1: They'll buy all the time. They just may not buy quite as much sometimes. We were up six years before we were up double digits in it.

Speaker #1: Right ? Again , like I said , you know , it's you're growing the revenue margins not as high as the other . We weren't a blended margins , but I think everybody understands that .

Cole Cousins: Hey, guys, thanks for taking my questions. From a Class 8 pricing perspective, can you talk to what you're seeing across the market at this point? Are OEMs raising prices yet, or does it remain pretty competitive as OEMs look to protect or gain share? And maybe how do you see this progressing through the year with EPA 2027 on the horizon?

Cole Couzens: Hey, guys, thanks for taking my questions. From a Class 8 pricing perspective, can you talk to what you're seeing across the market at this point? Are OEMs raising prices yet, or does it remain pretty competitive as OEMs look to protect or gain share? And maybe how do you see this progressing through the year with EPA 2027 on the horizon?

Speaker #1: Right. So, and we're fine with that. We'll manage that piece. It's much more manageable than the unassigned accounts because they're not assigned to you.

Speaker #1: Really . Don't you know ? But you don't know who they are . Right . It's a small person . But , you know , hopefully later this year as the big guys get healthy , the little guys usually follow , but then they get growth .

You know, I'm not going to say it's just total Cutthroat out there right now because it's not. But I mean, it's not it, it's balanced at the moment but we continue, you start popping some 40,000, you know, if you start buying 3 or 2 or 3 more 35 40,000, uh, months in which or not necessarily typical of these months coming up in March and April, uh, February good month in March and April, you're probably going to see demand out seed outpace supply. And I'll let you take it from there, okay?

Speaker #1: Then what happens is they get too good. They get too big, and we go back in the cycle again a couple of years from now.

Rusty Rush: Yeah, well, you probably didn't do real well asking that question to the OEMs, did you? Okay, so you're asking me, putting me on the spot. I would tell you right now, we're still building backlogs. I would say, you know, I have where, you know, let's say there's no big discounting going on compared to where we were, but there's no huge raises. Now, because that's one of the things, as we get later in the year, I wouldn't be surprised to see, you know, if supply and demand, you know, if demand exceeds supply, you've been around long enough to know what that means. I won't even try to tell you. Everybody knows what that means, okay? And so we're not there yet. Backlogs need to be, you know, backlogs need to be built up.

Speaker #1: But for right now , I would tell you , I'm hoping that , you know , some capacity still comes out , which is a small guy , but the one that's left will be a healthier customer .

Yeah, no, no. That makes a ton of sense and maybe just I know we've asked a lot of questions about this but to follow up on Brady and Andrew's questions maybe to put a finer point on it. How much of what you saw in December and January, do you think was replacement capex versus growth capex versus some degree of prey by activity and if it was some degree of

Speaker #1: Okay . And we will see some pickup in that later this year , too . You know , as rates go up , it helps everybody , not just the big guys , helps the little guy too .

Speaker #1: And so I don't know , it's a long winded answer there , but I hope some of that I gave you some some points there that you can grab hold of that makes some sense to you .

Rusty Rush: Now, because that's one of the things, as we get later in the year, I wouldn't be surprised to see, you know, if supply and demand, you know, if demand exceeds supply, you've been around long enough to know what that means. I won't even try to tell you. Everybody knows what that means, okay? And so we're not there yet. Backlogs need to be, you know, backlogs need to be built up.

Pre by activity. Um, can you maybe talk to the risk of potential order cancellations late in the year? If things, maybe aren't as good as they seem and people are customers are trying to get in line ahead of EPA 27 as backlogs, start to build again.

Speaker #1: So yeah . Okay .

Speaker #2: That's helpful . Good to hear from you guys . I'll I'll turn it back

Speaker #1: Thank you .

Speaker #3: Thank you. I'm not showing any further questions in the queue. I would now like to turn it back over to Rusty for any closing remarks.

Speaker #1: Hey, we appreciate everybody's participation this morning. And in a short time before we talk again, we'll talk in February—only a couple months away.

Rusty Rush: They've been drained down pretty good, man, and people were building trucks in four weeks for you if you wanted it. So, you know, once backlogs get built up and, you know, we'll just let the OEMs decide, and we'll be the poor guy in the middle, trying to, you know, get deals done. But right now, I would tell you, right now, we're in the, you know, most OEMs are still in the process of, you know, getting their backlogs more healthy. So, you know, I'm not gonna say it's just total cutthroat out there right now, because it's not. But I mean, it's not, it, it's balanced at the moment. But we continue...

Speaker #1: So we look forward to excuse me . I mean , I mean , was looking down at my April , my bad . Two months from February to April .

Speaker #1: We'll talk in April . So thank you

I feel very good about how solid what we took was, how about that? How about that? You know, I mean I I I I see nobody out there. Trying to put placeholders, okay? The business we took I would it would take a, you know, recession or something for these folks not to take what they've ordered. Okay? That's how solid I feel about it, okay. Uh, it's not people putting placeholders as, you know, you've seen wrap-ups before where people put placeholders out there just so they can hold slots. That's not what's going on? Uh, at the moment. I see none of that. To be honest with you, I see people being proactive,

Rusty Rush: But right now, I would tell you, right now, we're in the, you know, most OEMs are still in the process of, you know, getting their backlogs more healthy. So, you know, I'm not gonna say it's just total cutthroat out there right now, because it's not. But I mean, it's not, it, it's balanced at the moment. But we continue...

Understanding what? I just went through on the last question.

Rusty Rush: You start popping some 40,000, you know, if you start popping three, two or three more, 35,000, 40,000 months in, which are not necessarily typical of these months coming up in March and April, February, March and April, you're probably gonna see demand exceed, outpace supply, and I'll let you take it from there. Okay?

They don't want to get caught in that demand out of whack. Demand Supply piece, right? You know what that means, right? We already know what that means. So, you know, they're trying to be proactive, not just to the, they mentions but also to knowing this year is probably going to back up and whether you can get that second or third tier supplier. Yeah, you know. And that even that's what I I I hate to say it but you know what happens when the man outpatient Supply where price goes, right? Let's get

Real. So I think, you know people are catching up, they probably didn't purchase as much in the back half of last year because they didn't,

Cole Cousins: Yeah. No, no, that makes a ton of sense. And maybe just... I know we've asked a lot of questions about this, but to follow up on Brady and Andrew's questions, maybe to put a finer point on it, how much of what you saw in December and January do you think was replacement CapEx versus growth CapEx versus some degree of pre-buy activity? And if it was some degree of pre-buy activity, can you maybe talk to the risk of potential order cancellations late in the year if things maybe aren't as good as they seem, and people are, customers are trying to get in line ahead of EPA 2027 as backlogs start to build again?

Cole Couzens: Yeah. No, no, that makes a ton of sense. And maybe just... I know we've asked a lot of questions about this, but to follow up on Brady and Andrew's questions, maybe to put a finer point on it, how much of what you saw in December and January do you think was replacement CapEx versus growth CapEx versus some degree of pre-buy activity?

And, you know, I I mean I don't really that's about best way I can tell you is, is solid, right? Uh yeah I go back to remember when I kept telling you earlier their business is better. I think I've said that 3 or 4 times also, right? So it's not just the emissions. Remember I I long-winded this earlier, it's not just the emissions, like you said, you're going to go on top of their 2 questions. I'll answer it the same way.

Cole Couzens: And if it was some degree of pre-buy activity, can you maybe talk to the risk of potential order cancellations late in the year if things maybe aren't as good as they seem, and people are, customers are trying to get in line ahead of EPA 2027 as backlogs start to build again?

Rusty Rush: I feel very good about how solid what we took was. How about that? Without, you know, I mean, I see nobody out there trying to put placeholders, okay? The business we took, it would take a, you know, recession or something for these folks not to take what they've ordered, okay? That's how solid I feel about it, okay? It's not people putting placeholders. As you know, you've seen wrap-ups before, where people put placeholders out there just so they can hold slots. That's not what's going on at the moment, I see none of that, to be honest with you. I see people being proactive, understanding what I just went through on the last question. They don't want to get caught in that demand, out of whack demand, supply piece, right? You know what that means, right?

Rusty Rush: As you know, you've seen wrap-ups before, where people put placeholders out there just so they can hold slots. That's not what's going on at the moment, I see none of that, to be honest with you. I see people being proactive, understanding what I just went through on the last question. They don't want to get caught in that demand, out of whack demand, supply piece, right? You know what that means, right?

Better, you've got Ambitions coming, you, you feel better, like I said, you've been in the dump so long. Maybe it's not, not, it's not a straight V, but it's it's a gradual climb up. If you're good about where you're at, you're trying to plan for your future. You know, you're going to be in business for a long time and you need to do the right thing and you just put that together and I think that's what you're going to see. And that's what you're seeing. And I don't believe that activity level is going to to go away. It may not. It may not be 35 40 every month, but we, some people that aren't participating are going to wake up here in 60 days. If we have a couple 3, more months of order intake, like this is still, whoa, and that's what you asked about price, that's what we're going to see how things move along then with that. So I would tell you that the folks that are on top of their game should feel well enough about what's going on or doing the right things.

Rusty Rush: We already know what that means. So, you know, they're trying to be proactive, not just to the emissions, but also to knowing this year is probably gonna back up, and whether you can get that second- or third-tier supplier, yeah, you know, and that, that's what I'm, I hate to say it, but you know what happens when demand outpaces supply, where price goes, right? Let's get real. So I think, you know, people are catching up. They probably didn't purchase as much in the back half of last year because they didn't. And, you know, I mean, really, that's about, best way I can tell you is, it's solid, right? Yeah, I go back to remember what I kept telling you, their business is better. I think I've said that three or four times also, right? So it's not just the emissions.

To further business plan and not waiting until the last minute to do that. And knowing that there still is plenty of back. There's like backlog out there to steal to be built which is better. Not wait till July would be my comment or you might get caught uh because ramping up production. I mean these oems are having to make decisions right now in the next 30 to 60 days, what they're going to do in the back half of the year. You got to remember that's more labor. That's more than

Rusty Rush: So I think, you know, people are catching up. They probably didn't purchase as much in the back half of last year because they didn't. And, you know, I mean, really, that's about, best way I can tell you is, it's solid, right? Yeah, I go back to remember what I kept telling you, their business is better. I think I've said that three or four times also, right? So it's not just the emissions.

And it's the second and third tier suppliers.

That have been down in the last half of last year.

Rusty Rush: Remember, I long-winded this earlier. It's not just the emissions. Like you said, you're gonna go on top of their two questions, and I answered the same way. Their business is better. You've got emissions coming. You feel better, like I said, you've been in the dump so long. Maybe it's not a straight V, but it's a gradual climb up. You feel good about where you're at. You're trying to plan for your future. You know you're gonna be in business for a long time, and you need to do the right thing. And you just put that together, and I think that's what you're gonna see, and that's what you're seeing, and I don't believe that activity level is going to go away.

Rusty Rush: You feel good about where you're at. You're trying to plan for your future. You know you're gonna be in business for a long time, and you need to do the right thing. And you just put that together, and I think that's what you're gonna see, and that's what you're seeing, and I don't believe that activity level is going to go away.

Their, you asked them to ramp up. I got to go, well, how long for right? And that's where you run into a problem and that's what could happen. So, you know, if I'm, if I'm planning on being in business and around a long time and I have a smart player that I'm out working it right now, okay, that's what I'm doing because, you know, that could be an issue. It's not an issue now, but you better be looking out and you better not be living. Just in the moment. You better be looking out. A little ways would be my comment to anybody and I'm not trying to play Scare Tactics. I'm just telling you, you know that it'd be run, you run into issues with that right? And

Rusty Rush: It may not, it may not be 35, 40,000 every month, but we, some people that aren't participating are gonna wake up here in 60 days if we have a couple, 3 more months of more anything like this go, whoa! And that's what you asked about price. That's when we're gonna see how things move along then with that. So I would tell you that the folks that are on top of their game and feel well enough about what's going on are doing the right things to for their business plan, and not waiting till the last minute to do that, knowing that there still is plenty of backlog out there still to be built. You better not wait till July, would be my comment, or you might get caught, because ramping up production.

We'll just, you know, I think if I'm not mistaken, anyone go anywhere when the engine's built is the 27th, mark. But engine, yeah, when you got to remember, so, when you get towards the end of this year, it's about the engine right? You know, the engines will all have to be built by the end of the 26th. Before you go on to the 27th, see, it could be an interesting back half. Let's just say that. How about that?

No, that that makes that's a that's a good color, I appreciate it. Rusty. And maybe if I could squeeze 1 last question and of course, yeah, you know, I hate to talk

Rusty Rush: So I would tell you that the folks that are on top of their game and feel well enough about what's going on are doing the right things to for their business plan, and not waiting till the last minute to do that, knowing that there still is plenty of backlog out there still to be built. You better not wait till July, would be my comment, or you might get caught, because ramping up production.

Uh I heard you on the small accounts being down double digits for the past couple of years. It sounds like that. Hasn't really come back yet but maybe there's some hope that it will um, through the year. Um but maybe can you talk to what you've seen from the national account level and maybe from a higher level talk to some of the initiatives you guys are pursuing to grow national account mix going forward

Rusty Rush: I mean, these OEMs are having to make decisions right now, in the next 30 to 60 days, what they're gonna do in the back half of the year. You got to remember, that's more labor, that's more this, and it's the second- and third-tier suppliers that have been down in the last half of last year, that if you ask them to ramp up, they're gonna go, "Well, how long for?" Right? And that's where you run into a problem, and that's what could happen. So, you know, if I'm planning on being in business and around a long time, and I'm a smart player, then I'm out working it right now, okay? That's what I'm doing, because, you know, that could be an issue. It's not an issue now, but you better be looking out, and you better not be living just in the moment.

Yeah, well you bet we are, we always you know, National accounting is easier and more effective and more controllable. I can't it's hard to control. What we call the unassigned accounts, that's still 30% of our business. Roughly, and that's the Little Folks, right? So,

We just want that to come back because that's going to be a higher margin. Right? When you do national account business, understand their National for a reason they're not paying retail, Okay? So

Rusty Rush: So, you know, if I'm planning on being in business and around a long time, and I'm a smart player, then I'm out working it right now, okay? That's what I'm doing, because, you know, that could be an issue. It's not an issue now, but you better be looking out, and you better not be living just in the moment.

Rusty Rush: You better be looking out a little ways, would be my comment to anybody, and I'm not trying to play scare tactics. I'm just telling you, you know, that if they run, you run into issues with that, right? Well, just, you know, I think, if I'm not mistaken, isn't it when the engine's built, is the 27?

You know, while it can be a little hard on your margins, it's still more solid, you know, sustainable repetitive business. Should I say, right? So you're looking for that Foundation, right? You know, you know, the chair, the cream and the cherry on top comes when you get the smaller retail guy, back in the game. The guy was not listening to me on the phone right now, okay? Those folks, but they're still a part of what we do. Um,

Cole Cousins: Mm-hmm.

Cole Couzens: Mm-hmm.

Rusty Rush: Mark, not model year at fault, but engine.

You know so but I mean we our our national account business was up not as much as we had been a when it was up you know, some sides of the house not so much but you know on uh on some areas it was for last year, we will continue to focus on that.

Cole Cousins: Yeah.

Cole Couzens: Yeah.

Rusty Rush: What you got to remember, so when you get towards the end of this year, it's about the engine, right? You know, the engines will all have to be built by the end of 2026 before you go into the 2027. So it could be interesting back half, let's just say that. How about that?

Cole Cousins: So that makes-- that's a good color. I appreciate it, Rusty, and maybe if I could squeeze one last question in.

Cole Couzens: So that makes-- that's a good color. I appreciate it, Rusty, and maybe if I could squeeze one last question in.

Rusty Rush: Of course, you can. You know I hate to talk.

Cole Cousins: I heard you on the small accounts being down double digits for the past couple of years. It sounds like that hasn't really come back yet, but maybe there's some hope that it will through the year.

Cole Couzens: I heard you on the small accounts being down double digits for the past couple of years. It sounds like that hasn't really come back yet, but maybe there's some hope that it will through the year.

Rusty Rush: Yeah.

Cole Cousins: But maybe can you talk to what you've seen from the national account level, and maybe from a higher level, talk to some of the initiatives you guys are pursuing to grow national account mix going forward?

Cole Couzens: But maybe can you talk to what you've seen from the national account level, and maybe from a higher level, talk to some of the initiatives you guys are pursuing to grow national account mix going forward?

Rusty Rush: Yeah. Well, you bet we are. We always. Well, you know, national accounting is easier, more effective, and more controllable. I can't. It's hard to control what we call the unassigned accounts. That's still 30% of our business, roughly, and that's the little folks, right? So we just want that to come back because that's gonna be a higher margin, right? When you do national account business, understand, they're national for a reason. They're not paying retail, okay? So, you know, while it can be a little hard on your margins, it's still more solid, you know, sustainable, repetitive business, should I say, right? So you're looking for that foundation, right? You know, you know, the cherry... The cream and the cherry on top comes when you get the smaller retail guy back in the game.

Rusty Rush: They're not paying retail, okay? So, you know, while it can be a little hard on your margins, it's still more solid, you know, sustainable, repetitive business, should I say, right? So you're looking for that foundation, right? You know, you know, the cherry... The cream and the cherry on top comes when you get the smaller retail guy back in the game.

Able piece more sustainable. It doesn't have the volatility of the small customer out there, right? You know. So, but that's why I'm hoping, you know, but you got to get those guys. The national accounts have to feel better, which they do, they'll buy all the time. They just may not buy quite as much. Sometimes, we were up 6 years before we wrote double digits in it right again. Like I said, you know it's going to grow in the revenue margins. Not as high as the other. We work to Blended margins but I think everybody understands that right? So and we're fine with that. We'll manage that piece. It's much more manageable for me on a signed accounts because they're not a sign that you really don't, you know, but you don't know who they are, right? It's a small person but you know, hopefully later this year is the big guys. Get healthy. The little guys, usually follow, but then they get growth. Then what happens is they get too good, they get too big and we go back in the cycle. Again, a couple of years from now. But for right now,

Rusty Rush: The guy was not listening to me on the phone right now, okay? Those folks, but they're still a part of what we do. You know, so but, I mean, our national account business was up, not as much as we had been up, but it was up, you know, some sides of the house, not so much. But, you know, on some areas, it was for last year. We will continue to focus on that. Yeah, and so but we were up, not as much as we had. We were up buying, like, overall blended. All OEMs were above 6%, okay? So we will continue to grow that, understanding that, you know, you're blending revenue, you're blending margin, you're doing all that. We love that piece. We're gonna continue to focus on that piece.

I would tell you, uh, I'm hoping that, you know, some capacity still comes out, which is a small guy, but the 1 that's left, will be a healthier customer. Okay, and we will see some pick up in that later this year too. Uh, you know, as rates go up but it helps everybody. Not just the big guy. It helps the little guy too. And so

I don't know, it's a long-winded answer there but I hope some of that I gave you some some points there that you can grab hold of. That makes some sense to you so yep. Okay. Yep, that's helpful. Good to hear from you guys. I'll uh I'll turn it back.

Thank you.

Rusty Rush: We will continue to focus on that. Yeah, and so but we were up, not as much as we had. We were up buying, like, overall blended. All OEMs were above 6%, okay? So we will continue to grow that, understanding that, you know, you're blending revenue, you're blending margin, you're doing all that. We love that piece. We're gonna continue to focus on that piece.

Thank you. I'm not showing any further questions in the queue. I would now like to turn it back over to Rusty for any closing remarks.

hey, we appreciate everybody's, uh,

Participation this morning and short time. Before we talk again we'll talk in February when a couple months away. So uh look forward to excuse me. I mean I mean if that where I was looking at my April, my bad 2 months from February to April, we'll talk in April so uh thank you.

Rusty Rush: It's the sustainable piece, more sustainable. It doesn't have the volatility of the small customer out there, right? You know, so, but that's why I'm hoping, you know, the one - but you got to get those guys. The national accounts have to feel better, which they do. They'll buy all the time. They just may not buy quite as much sometimes. We were up six years before we were up double digits in it, right? Again, like I said, you know, it's if you're growing the revenue, the margin's not as high as the other. We want the blended margins, but I think everybody understands that, right? So, and we're fine with that. We'll manage that piece. It's much more manageable than the unassigned accounts because they're not assigned, and you really don't, you know, but you don't know who they are, right? It's a small place.

Thank you for your participation. In today's conference, this does conclude the program. You may now disconnect everyone have a great day.

Rusty Rush: Again, like I said, you know, it's if you're growing the revenue, the margin's not as high as the other. We want the blended margins, but I think everybody understands that, right? So, and we're fine with that. We'll manage that piece. It's much more manageable than the unassigned accounts because they're not assigned, and you really don't, you know, but you don't know who they are, right? It's a small place.

Rusty Rush: But, you know, hopefully later this year, as the big guys get healthy, the little guys usually follow, but then they get growth. Then what happens is they get too good, they get too big, and we go back in the cycle again a couple of years from now. But for right now, I would tell you, I'm hoping that, you know, some capacity still comes out, which is the small guy, but the ones left will be a healthier customer, okay? And we will see some pickup in that later this year, too. You know, as rates go up, it helps everybody, not just the big guy, it helps the little guy, too. And so I don't know.

Rusty Rush: But for right now, I would tell you, I'm hoping that, you know, some capacity still comes out, which is the small guy, but the ones left will be a healthier customer, okay? And we will see some pickup in that later this year, too. You know, as rates go up, it helps everybody, not just the big guy, it helps the little guy, too. And so I don't know.

Rusty Rush: It's a long-winded answer there, but I hope some of that. I gave you some points there that you can grab hold of that makes some sense to you. So-

Avi Jaroslawicz: Yep.

Cole Couzens: Yep.

Rusty Rush: Okay.

Avi Jaroslawicz: Yep, that's helpful. Good to hear from you guys. I'll, I'll turn it back.

Cole Couzens: Yep, that's helpful. Good to hear from you guys. I'll, I'll turn it back.

Rusty Rush: Thank you.

Operator 1: Thank you. I'm not showing any further questions in the queue. I would now like to turn it back over to Rusty for any closing remarks.

Operator: Thank you. I'm not showing any further questions in the queue. I would now like to turn it back over to Rusty for any closing remarks.

Rusty Rush: Hey, we appreciate everybody's participation this morning. And short time before we talk again. We'll talk in February, only a couple of months away, so look forward to... Excuse me, I mean, not February. I was looking at everybody. April, my bad. Two months from February to April. We'll talk in April, so thank you.

Operator 1: Thank you for your participation in today's conference. This does conclude the program. You may now disconnect. Everyone, have a great day.

Operator: Thank you for your participation in today's conference. This does conclude the program. You may now disconnect. Everyone, have a great day.

Q4 2025 Rush Enterprises Inc Earnings Call

Request a DemoDemo

RUS

Rush Enterprises

Earnings