Q4 2025 Sonic Automotive Inc Earnings Call

February 18, 2026

Speaker #2: Presentation materials which accompany management's discussion on the conference call can be accessed at the company's website at ir.sonicautomotive.com. At this time, I would like to refer to the Safe Harbor Statement under the Private Securities and Litigation Reform Act of 1995.

Speaker #2: During this conference call, management may discuss financial projections information or expectations about the company's products or market or otherwise make statements about the future.

Speaker #2: Such statements are forward-looking and subject to a number of risks and uncertainties that could cause actual results to differ materially from the statements made.

Speaker #2: These risks and uncertainties are detailed in the company's filings with the Securities and Exchange Commission. In addition, management may discuss certain non-GAAP financial measures as defined by the Securities and Exchange Commission.

Operator: In addition, management may discuss certain non-GAAP financial measures as defined by the Securities and Exchange Commission. Please refer to the non-GAAP reconciliation tables in the company's current report on Form 8-K, filed with the Securities and Exchange Commission earlier today. I would now like to introduce Mr. David Bruton Smith, Chairman and Chief Executive Officer of Sonic Automotive. Mr. Smith, you may begin your conference.

Speaker #2: Please refer to the non-GAAP reconciliation tables in the company's current report on Form 8K filed with the Securities and Exchange Commission earlier today. I would now like to introduce Mr. David Smith, Chairman and Chief Executive Officer of Sonic Automotive.

Speaker #2: Mr. Smith, you may begin your conference. Thank you very much, and good morning, everyone. Welcome to the Sonic Automotive 4th Quarter 2025 earnings call.

David Bruton Smith: Thank you very much, and good morning, everyone. Welcome to the Sonic Automotive Fourth Quarter 2025 Earnings Call. Again, I'm David Bruton Smith, the company's Chairman and CEO. Joining me on today's call is our President, Jeff Dyke, our CFO, Heath Byrd, our EchoPark Chief Operating Officer, Tim Keen, and our VP of Investor Relations, Danny Wieland. I would like to open the call by thanking our amazing teammates for continuing to deliver a world-class guest experience for our customers. 2025 marked the third consecutive year of delivering all-time record customer satisfaction scores for our franchise dealership guests. EchoPark, once again, retained the highest guest satisfaction rating among pre-owned vehicle retailers. We believe our strong relationships with our teammates, guests, and manufacturer and lending partners are key to our future success.

David Bruton Smith: Thank you very much, and good morning, everyone. Welcome to the Sonic Automotive Q4 2025 Earnings Call. Again, I'm David Bruton Smith, the company's Chairman and CEO. Joining me on today's call is our President, Jeff Dyke, our CFO, Heath Byrd, our EchoPark Chief Operating Officer, Tim Keen, and our VP of Investor Relations, Danny Wieland. I would like to open the call by thanking our amazing teammates for continuing to deliver a world-class guest experience for our customers. 2025 marked the third consecutive year of delivering all-time record customer satisfaction scores for our franchise dealership guests. EchoPark, once again, retained the highest guest satisfaction rating among pre-owned vehicle retailers. We believe our strong relationships with our teammates, guests, and manufacturer and lending partners are key to our future success.

Speaker #2: Again, I'm David Smith, the company's Chairman and CEO. Joining me on today's call is our President, Jeff Dyke. Our CFO, Heath Bird. Our Echo Part, Chief Operating Officer, Tim Keene.

Speaker #2: And our VP of Investor Relations, Danny Wyland. I would like to open the call by thanking our amazing teammates. For continuing to deliver a world-class guest experience for our customers.

Speaker #2: 2025 marked the third consecutive year of delivering all-time record customer satisfaction scores for our franchise dealership guests. And EchoPark once again retained the highest guest satisfaction rating among pre-owned vehicle retailers.

Speaker #2: We believe our strong relationships with our teammates, guests, and manufacturer and lending partners are key to our future success and, as always, I would like to thank them all for their continued support and loyalty to the Sonic Automotive team.

David Bruton Smith: As always, I would like to thank them all for their continued support and loyalty to the Sonic Automotive team. Turning now to our fourth quarter results. Reported GAAP EPS was $1.36 per share, excluding the effect of certain items as detailed in our press release this morning. Adjusted EPS for the fourth quarter was $1.52 per share, a 1% increase year-over-year. Consolidated total revenues were $3.9 billion, down 1% year-over-year. Fourth quarter record consolidated gross profit grew 4%, and consolidated adjusted EBITDA was flat compared to the prior year fourth quarter. For the full year, reported GAAP EPS was $3.42 per share, and adjusted EPS was $6.60 per share, an 18% increase from 2024.

Speaker #2: Turning now to our 4th Quarter results, reported GAAP EPS was $1.36 per share. Excluding the effect of certain items as detailed in our press release this morning, adjusted EPS for the 4th Quarter was $1.52 per share.

Speaker #2: A 1% increase year over year. Consolidated total revenues were $3.9 billion, down 1% year over year. Fourth quarter record consolidated gross profit grew 4%, and consolidated adjusted EBITDA was flat compared to the prior year, fourth quarter.

Speaker #2: For the full year, reported GAAP EPS was $3.42 per share. And adjusted EPS was $6.60 per share. In 18% increase from 2024. Consolidated total revenues were an all-time annual record of $15.2 billion.

David Bruton Smith: Consolidated total revenues were an all-time annual record of $15.2 billion, up 7% year-over-year, and consolidated total gross profit was an all-time annual record of $2.4 billion, up 9% year-over-year. For 2025, consolidated adjusted EBITDA grew 10% to $615 million. Moving now to our Q4 franchise dealership segment results. We generated reported revenues of $3.4 billion, flat year-over-year and down 5% on a same-store basis, driven by an 11% decrease in same-store new vehicle retail volume, offset partially by a 5% increase in the same-store used vehicle retail volume year-over-year.

Speaker #2: Up 7% year over year. And consolidated total gross profit was an all-time annual record of $2.4 billion. Up 9% year over year. For 2025, consolidated adjusted EBITDA grew 10% to $615 million.

Speaker #2: Moving now to our 4th Quarter franchise dealership segment results. We generated reported revenues of $3.4 billion. Flat year over year and down 5% on a same-store basis.

Speaker #2: Driven by an 11% decrease in same-store new vehicle retail volume. Offset partially by a 5% increase in the same-store used vehicle retail volume year over year.

Speaker #2: 4th Quarter new vehicle volume faced headwinds from pull-forward consumer demand for electric vehicles ahead of the expiration of the federal tax credit in the 3rd Quarter combined with strong luxury demand in the prior year 4th Quarter.

David Bruton Smith: Fourth quarter new vehicle volume faced headwinds from pull-forward consumer demand for electric vehicles ahead of the expiration of the federal tax credit in the third quarter, combined with strong luxury demand in the prior year fourth quarter. Reported franchised total gross profit was a fourth quarter record, up 4% and declined 2% on a same-store basis. Our fixed operations gross profit was a fourth quarter record, and F&I gross profit set an all-time quarterly record, up 8% and 6% year-over-year, respectively, on a reported basis. These two high-margin business lines continue to increase their share of our total gross profit pool, once again, contributing over 75% of total gross profit for the fourth quarter, mitigating the tariff headwinds on new vehicle volume and margin to our overall profitability, while also leveraging our SG&A expenses more efficiently than incremental vehicle-related gross profit.

Speaker #2: Reported franchised total gross profit was a 4th Quarter record. Up 4% and declined 2% on a same-store basis. Our fixed operations gross profit was a 4th Quarter record.

Speaker #2: And F&I gross profit set an all-time quarterly record, up 8% and 6% year over year, respectively, on a reported basis. These two high-margin business lines continue to increase their share of our total gross profit pool.

Speaker #2: Once again, contributing over 75% of total gross.

Speaker #1: Profit for the fourth quarter . Mitigating the tariff headwinds on new vehicle volume and margin to our overall profitability , while also leveraging our SGA expenses more efficiently than incremental vehicle related gross profit .

Speaker #1: Same store new . Excuse me , same store , new vehicle , GPU was $3,033 per unit , down 7% year over year , but up 6% sequentially due to a higher luxury mix in the fourth quarter .

David Bruton Smith: Same-store new, excuse me, same-store new vehicle GPU was $3,033 per unit, down 7% year-over-year, but up 6% sequentially due to a higher luxury mix in Q4. On a reported basis, new vehicle GPU was $3,209 per unit, down 1% year-over-year, and up $208 or 7% sequentially from Q3. On the used vehicle side of the franchise business, same-store used GPU decreased 2% year-over-year and decreased 10% sequentially from Q3 to $1,379 per unit. Our F&I performance continues to be a strength, with Q4 record franchised F&I GPU of $2,624 per unit, up 8% year-over-year and up 1% sequentially. Turning now to EchoPark.

Speaker #1: On a reported basis , new vehicle GPU was $3,209 per unit , down 1% year over year and up $208 , or 7% sequentially from the third quarter .

Speaker #1: On the used vehicle side of the franchise business , same store used GPU decreased 2% year over year , and decreased 10% sequentially from the third quarter to $1,379 per unit .

Speaker #1: Our performance continues to be a strength , with fourth quarter record franchised FNI , GPU of $2,624 per unit , up 8% year over year and up 1% sequentially Turning now to Echopark adjusted segment income was a fourth quarter record $3.6 million , up 300% year over year , and adjusted EBITDA was a fourth quarter record $8.8 million , up 110% year over year For the fourth quarter , we reported Echopark revenues of $481 million , down 5% year over year , and fourth quarter record gross profit of $54 million , up 9% year over year Echopark segment retail unit sales volume for the fourth .

David Bruton Smith: Adjusted segment income was a Q4 record, $3.6 million, up 300% year-over-year, and adjusted EBITDA was a Q4 record, $8.8 million, up 110% year-over-year. For the Q4, we reported EchoPark revenues of $481 million, down 5% year-over-year, and Q4 record gross profit of $54 million, up 9% year-over-year. EchoPark segment retail unit sales volume for the quarter decreased 6% year-over-year, and EchoPark segment total GPU was a Q4 record, $3,420 per unit, up 15% per unit year-over-year, and up 2% sequentially from the Q3. For the full year, EchoPark segment adjusted EBITDA was an all-time record, $49.2 million, up 78% year-over-year.

Speaker #1: For the quarter , decreased 6% year over year , and Echopark segment total GPU was a fourth quarter record $3,420 per unit , up 15% per unit year over year , and up 2% sequentially from the third quarter .

Speaker #1: For the full year , Echopark segment adjusted EBITDA was an all time record $49.2 million , up 78% year over year Going forward , we remain focused on increasing our mix of non auction sourced inventory to benefit consumer affordability and retail sales volume and GPU .

David Bruton Smith: Going forward, we remain focused on increasing our mix of non-auction sourced inventory to benefit consumer affordability, retail sales volume, and GPU. When combined with the strategic adjustments we have made to our EchoPark business model, we believe we are well-positioned to resume a disciplined store opening cadence for EchoPark beginning in late 2026, assuming used vehicle market conditions continue to improve. In the long term, we intend to expand our EchoPark platform to reach 90% of US car buyers, selling over 1 million vehicles annually, while continuing to provide a superior guest experience. We believe investment in brand marketing will be key to our long-term EchoPark growth plan, and we expect to begin to invest in this effort during 2026, potentially increasing advertising expense by $10 to 20 million this year. Turning now to our Powersports segment.

Speaker #1: When combined with the strategic adjustments , we have made to our Echopark business model , we believe we are well positioned to resume a disciplined store opening cadence for Echopark beginning in late 2026 .

Speaker #1: Assuming used vehicle market conditions continue to improve in the long term, we intend to expand our EchoPark platform to reach 90% of U.S. car buyers, selling over a million vehicles annually, while continuing to provide a superior guest experience.

Speaker #1: We believe investment in brand marketing will be key to our long term echopark growth plan , and we expect to begin to invest in this effort during 2026 , potentially increasing advertising expense by 10 to $20 million this year Turning now to our powersports segment , we generated fourth quarter record revenues of $36 million , up 19% year over year , and fourth quarter record gross profit of $9 million , up 25% year over year .

David Bruton Smith: We generated fourth quarter record revenues of $36 million, up 19% year-over-year, and fourth quarter record gross profit of $9 million, up 25% year-over-year. Fourth quarter combined new and used retail volume was up 18% year-over-year, and we are beginning to see the benefits of our investment in modernizing the Powersports business and the future growth opportunities it may provide. Finally, turning to our balance sheet. We ended the quarter with $702 million in available liquidity, including $306 million in combined cash and floor plan deposits on hand. Our focus on maintaining a strong balance sheet and liquidity position allows us to strategically deploy capital in a variety of ways to deliver value to our shareholders.

Speaker #1: Fourth quarter combined new and used retail volume was up 18% year over year. And we are beginning to see the benefits of our investment in modernizing the powersports business and the future growth opportunities.

Speaker #1: It may provide . Finally , turning to our balance sheet . We ended the quarter with 702 million in available liquidity , including 306 million in combined cash and floor plan deposits on hand .

Speaker #1: Our focus on maintaining a strong balance sheet and liquidity position allows us to strategically deploy capital in a variety of ways to deliver value to our shareholders. During the fourth quarter, we repurchased approximately 600,000 shares of our common stock for approximately $38 million, bringing the full year share repurchase to 1.3 million shares for approximately $82 million.

David Bruton Smith: During the fourth quarter, we repurchased approximately 600,000 shares of our common stock for approximately $38 million, bringing the full-year share repurchase to 1.3 million shares for approximately $82 million. In addition, I'm pleased to report today that our board of directors approved a quarterly cash dividend of $0.38 per share, payable on 15 April 2026, to all stockholders of record on 13 March 2026. We continue to work closely with our manufacturer partners to understand the potential impact of tariffs on vehicle production, pricing and volume forecasts, vehicle affordability, and consumer demand going forward. The full year 2026 outlook and guidance on page 13 of our investor presentation considers these uncertainties and represents our current expectations for 2026 financial results.

Speaker #1: In addition , I'm pleased to report today that our Board of directors approved a quarterly cash dividend of $0.38 per share , payable on April 15th , 2026 , to all stockholders of record on March 13th , 2026 .

Speaker #1: We continue to work closely with our manufacturer partners to understand the potential impact of tariffs on vehicle production , pricing and volume forecasts , vehicle affordability and consumer demand going forward , the full year 2026 outlook and guidance on page 13 of our Investor presentation considers the considers these uncertainties and represents our current expectations for 2026 financial results .

Speaker #1: As always , our team remains focused on executing our strategy and adapting to ongoing changes in the automotive retail environment while making strategic decisions to maximize long term returns .

David Bruton Smith: As always, our team remains focused on executing our strategy and adapting to ongoing changes in the automotive retail environment, while making strategic decisions to maximize long-term returns. This concludes our opening remarks, and we look forward to answering any questions you may have. Thank you very much!

Speaker #1: This concludes our opening remarks , and we look forward to answering any questions you may have . Thank you very much

Speaker #2: We'll now be conducting a question and answer session . If you would like to ask a question , please press star one on your telephone keypad .

Operator: ... We'll now be conducting a question and answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two if you'd like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we poll for questions. Thank you. Our first question is from Jeff Wick with Stephens Inc.

Operator: We'll now be conducting a question and answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two if you'd like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we poll for questions. Thank you. Our first question is from Jeff Lick with Stephens Inc.

Speaker #2: A confirmation tone will indicate your line is in the question queue . You may press star two . If you'd like to remove your question from the queue for participants using speaker equipment and may be necessary to pick up your handset before pressing the star keys , one moment please .

Speaker #2: While we poll for questions, thank you. Our first question is from Jeff Lick with Stephens Inc.

Speaker #3: Good morning . Can you guys hear me ?

Operator: Good morning. Can you guys hear me?

Jeff Lick: Good morning. Can you guys hear me?

Speaker #1: Yes , sir .

Heath Byrd: Yes, sir.

Speaker #3: We can . Oh , great . Congrats on a standout quarter . It's impressive results relative to the others in Q4 . Thank you .

Jeff Dyke: We can.

Operator: Oh, great. Congrats on a standout quarter. It's pretty impressive results relative to the others in Q4.

Jeff Lick: Oh, great. Congrats on a standout quarter. It's pretty impressive results relative to the others in Q4.

Jeff Dyke: Thank you.

Speaker #3: I was wondering if you could talk a little bit about Echo Park . I was just curious if you think about , you know , the the used car options that are out there right now and there's obviously big players like Carvana , CarMax , drive time .

Operator: I was wondering if you could talk a little bit about EchoPark. I was just curious, if you think about, you know, the option-- the used car options that are out there right now, and there's obviously big players like Carvana, CarMax, around the time. I'm just wondering, as you're starting to understand the EchoPark business, you know, better, where do you guys see how you fit into the used car ecosystem in terms of when someone's looking to buy a new car, a used car, you know, where do you guys view as, like, where you really kind of overindex and, you know, solve a problem for a customer? Like, where do you fit in the used car ecosystem?

Jeff Lick: I was wondering if you could talk a little bit about EchoPark. I was just curious, if you think about, you know, the option-- the used car options that are out there right now, and there's obviously big players like Carvana, CarMax, around the time. I'm just wondering, as you're starting to understand the EchoPark business, you know, better, where do you guys see how you fit into the used car ecosystem in terms of when someone's looking to buy a new car, a used car, you know, where do you guys view as, like, where you really kind of overindex and, you know, solve a problem for a customer? Like, where do you fit in the used car ecosystem?

Speaker #3: I'm just wondering is you're starting to understand the Echo Park business . You know , better . Where do you guys see how how you fit into the used car ecosystem in terms of when someone's looking to buy a new car a used car , you know , where do you guys view as like where you really kind of overindex and , you know , solve a problem for a customer , like where do you fit in the used car ecosystem ?

Speaker #4: This is Jeff . We've always kind of looked at Echo Park as the Costco sort of of the of the pre-owned world . There are 35 to 40 million pre-owned cars sold every year in this country .

Jeff Dyke: This is Jeff. We've always kind of looked at EchoPark as the Costco, sort of, of the pre-owned world. There are 35 to 40 million pre-owned cars sold every year in this country, and, you know, if you look at what Carvana is doing, 500,000 to 600,000. You looked at CarMax in the 800,000 to 900,000 range; there's a lot of room for us. And prior to COVID, we said we'd, you know, be at 90% coverage of the country and sell over 1 million vehicles. We feel very comfortable; over the last 3 or 4 years, we've worked very hard on the model. We can slowly and accurately build stores. Like we said, we're going to open 1 or 2 in Q4 of this year.

Speaker #4: And you know , if you look at what Carvana is doing , five , 600,000 , you look at CarMax and the 800 , 900,000 range .

Speaker #4: There's a lot of room for us . And prior to Covid , we said we'd , you know , be at 90% coverage of the country .

Speaker #4: And sell over a million vehicles . We feel very comfortable over the last 3 or 4 years , we've worked very hard on the model .

Speaker #4: We can slowly and accurately build stores. Like we said, we're going to open one or two in the fourth quarter of this year.

Speaker #4: We'll open more in 27 , and we will methodically grow the Echo Park business . But we're the low cost provider in this arena .

Jeff Dyke: We'll open more in 27, and we will methodically grow the EchoPark business. But we're the low-cost provider in this arena. And when you look at how we price our vehicles and you compare to those two competitors, we're anywhere from $3,000 to $6,000 cheaper than those guys, and it gives us the ability to sell, you know, a lot of vehicles on a per rooftop basis versus our competitive set. And we're seeing that. We see it in the 17 stores that we have open now.

Speaker #4: And when you look at what how we price our vehicles and you compare to those two competitors , we're anywhere from 3 to $6000 cheaper than those guys .

Speaker #4: And it gives us the ability to sell, you know, a lot of vehicles on a per-rooftop basis versus our competitive set.

Speaker #4: And we're seeing that . We see it in the 17 stores that we have open now . And we believe that being that low cost provider and really taking care of our guests like we do with our with our great guest satisfaction scores , which are industry leading that combination is just going to be really hard to beat as we slowly begin to grow this brand .

Jeff Dyke: And we believe that being that low-cost provider, and really taking care of our guests like we do with our great guest satisfaction scores, which are industry leading, that combination is just gonna be really hard to beat, as we slowly begin to grow this brand.

Speaker #1: And Jeff , this is

Heath Byrd: And Jeff, this is Steve. I'll add one point is exactly what Jeff was alluding to, is that objectively, we are the lowest cost provider. You can look at the data, and the facts are there. Objectively, we have the best customer experience. We've won for the last 16 quarters with Reputation.com, comparing to Carvana, CarMax, and others. And now that we are starting the expansion again in a disciplined way, where we still have profitability going forward, you combine that with our brand initiative, which we mentioned earlier in the press release and in the statements. Now people know.

Heath Byrd: And Jeff, this is Heath. I'll add one point is exactly what Jeff was alluding to, is that objectively, we are the lowest cost provider. You can look at the data, and the facts are there. Objectively, we have the best customer experience. We've won for the last 16 quarters with Reputation.com, comparing to Carvana, CarMax, and others. And now that we are starting the expansion again in a disciplined way, where we still have profitability going forward, you combine that with our brand initiative, which we mentioned earlier in the press release and in the statements. Now people know.

Speaker #5: I'll add one . One point is exactly what Jeff was alluding to is that that objectively , we are the lowest cost provider .

Speaker #5: You can look at the data and the facts . Are there . Objectively . We have the best customer experience we've won for the last 16 quarters with Reputation.com comparing to Carvana , CarMax and others .

Speaker #5: And now that we are starting the expansion again in a disciplined way, where we still have profitability going forward, you combine that with our brand initiative, which we mentioned earlier in the press release and in the statements.

Speaker #5: Now , people know . I mean , I think the biggest thing is that we get our name out there and you've got the two main things that people are looking for , and that's just going to give , you no additional tailwinds to Echo Park , especially as the inventory is returning .

Heath Byrd: I mean, I think the biggest thing is that we get our name out there, and you've got the two main things that people are looking for, and that's just gonna give, you know, additional tailwinds to EchoPark, especially as the inventory is returning. It's gonna be a really nice situation for growth for EchoPark.

Speaker #5: It's going to be a really nice situation for growth for Echo Park .

Speaker #3: Yeah . Just a quick follow up . You talked about Non-oxygen sourcing . I'm just curious , you had a little bit of a , you know , a hiccup with the with the commercial rental car fleet returns and that gumming up sourcing a little bit .

Operator: Yeah, just a quick follow-up. You talked about non-auction sourcing. I'm just curious, like, you had a little bit of a, you know, a hiccup with the commercial rental car fleet returns, and that gumming up sourcing a little bit. Just any updates on, you know, where you're sourcing non-auction related, and then how you see the sourcing, you know, unit availability for your business model in 2026?

Jeff Lick: Yeah, just a quick follow-up. You talked about non-auction sourcing. I'm just curious, like, you had a little bit of a, you know, a hiccup with the commercial rental car fleet returns, and that gumming up sourcing a little bit. Just any updates on, you know, where you're sourcing non-auction related, and then how you see the sourcing, you know, unit availability for your business model in 2026?

Speaker #3: Just any updates on where you're sourcing non auction related and then how you see the sourcing , you know , unit availability for your your business model in 2026 .

Speaker #4: Yeah . You know we are we're incentivizing our team to buy vehicles all over the country . And we're finally beginning to leverage our new car franchise dealerships for inventory .

Jeff Dyke: Yeah, you know, we are. We're incentivizing our team to buy vehicles all over the country, and we're finally beginning to leverage our new car franchise dealerships for inventory. We've always kind of kept that separate, and we have found a way, we believe, to leverage the heck out of that as lease returns begin to come back, as we can trade for more cars out of those 111 franchise stores. And we'll begin to see the beginnings of all this and the inventory sort of feeding into EchoPark will start in March and April timeframe of this year. And so we're very excited about that in reducing, you know, our dependence on the auction lanes.

Speaker #4: We've always kind of kept that separate, and we have found a way, we believe, to leverage the heck out of that.

Speaker #4: As lease returns begin to come back as we can trade for more cars . Out of those 111 franchise stores . And we'll begin to see the the beginnings of all this and the inventory sort of feeding into Echo Park will start in March and April .

Speaker #4: Time frame of this year . And so we're very excited about that in reducing , you know , our dependence on on the auction lanes .

Speaker #4: And that's , that's happening . But it's methodically happening with a very strategic plan around that and buying more cars off the street certainly is happening .

Jeff Dyke: And that's happening, but it's methodically happening with a very strategic plan around that. And buying more cars off the street certainly is happening, and engaging our experienced guides in that kind of model is gonna make a big difference for EchoPark as we go forward. It's a very important part of our growth plan.

Speaker #4: And engaging our experienced guides in that kind of model—it's going to make a big difference for EchoPark as we go forward.

Speaker #4: It's a very important part of our growth plan.

Speaker #3: Well , thanks for taking my questions and best of luck in 2026 .

Operator: Well, thanks for taking my questions, and best of luck in 2026.

Jeff Lick: Well, thanks for taking my questions, and best of luck in 2026.

Speaker #4: Yes, sir. Thank you.

Jeff Dyke: Yes, sir. Thank you.

Speaker #3: Thank you

Heath Byrd: Thank you.

Operator: Thank you.

Jeff Lick: Thank you.

Speaker #2: Our next question is from John Babcock with Barclays .

Operator: Our next question is from John Babcock with Barclays.

Speaker #6: Hey , good morning . I guess just first question while we're on Echo Park , when do you plan to do the advertising spend ?

[Analyst] (Barclays): Hey, good morning. I guess, just the first question while we're on EchoPark. When do you plan to do the advertising spend? And then also, is that going to be more focused on building the brand or driving trade-ins? How are you thinking about that? And then also, if you could just talk regionally about, you know, whether you're going to target certain regions or if this is going to be more of a broad-based, you know, nationwide type advertising.

John Babcock: Hey, good morning. I guess, just the first question while we're on EchoPark. When do you plan to do the advertising spend? And then also, is that going to be more focused on building the brand or driving trade-ins? How are you thinking about that? And then also, if you could just talk regionally about, you know, whether you're going to target certain regions or if this is going to be more of a broad-based, you know, nationwide type advertising.

Speaker #6: And then also , is that going to be more focused on building the brand or driving trade ins ? How are you thinking about thinking about that ?

Speaker #6: And then also, if you could just talk regionally about whether you're going to target certain regions or if this is going to be more of a broad-based, nationwide type of advertising.

Speaker #4: Yeah , that 10 to 20 million is a brand based and focused on that , strategically focused on that . We'll start spending that money , call it now , beginning of second quarter .

Jeff Dyke: ... Yeah, that $10 to 20 million is brand based and focused on that, strategically focused on that. We'll start spending that money, call it now, beginning of Q2, somewhere in that time frame. And we've got to build, you know, commercials and do different things. We've got a lot of fun ideas that we'll present to the public. But I wouldn't expect any of that to be put into action for the public and you guys to see until Q4 as we begin to launch stores again. So that'll all kind of come together. Unfortunately, you got to start spending some money now, so the return doesn't come until Q4 or 2027. And then that'll be focused on our markets.

Jeff Dyke: Yeah, that $10 to 20 million is brand based and focused on that, strategically focused on that. We'll start spending that money, call it now, beginning of Q2, somewhere in that time frame. And we've got to build, you know, commercials and do different things. We've got a lot of fun ideas that we'll present to the public. But I wouldn't expect any of that to be put into action for the public and you guys to see until Q4 as we begin to launch stores again. So that'll all kind of come together. Unfortunately, you got to start spending some money now, so the return doesn't come until Q4 or 2027. And then that'll be focused on our markets.

Speaker #4: Somewhere in that time frame . And we've got to build , you know , commercials and do different things . We've got a lot of fun ideas that we'll we'll present to the public .

Speaker #4: But I wouldn't expect any of that to be put into action for the public. Can you guys see until the fourth quarter, as we begin to launch stores again?

Speaker #4: So that'll all kind of come together. Unfortunately, you guys start spending some money now, so the return doesn't come until the fourth quarter of '27.

Speaker #4: And then that'll be , you know , focused on our markets . But then as we move into 27 , we'll even start marketing our brand in markets we don't exist in .

Jeff Dyke: But then as we move into 2027, we'll even start marketing our brand in markets that we don't exist in. We've seen some of our competitors do that, and they've done a great job with that. So, you know, we're the EchoPark, as Heath was saying earlier, we're going to bring the EchoPark brand to life, and we're going to start sharing with the world, you know, what our pricing model is and how great our guest experience is. And that's a one-two punch that's going to be very difficult to deal with, on top of an amazing selection of inventory. So put all that together, and we think we're sitting in the catbird seat, and, you know, we've got a lot of runway in front of us.

Speaker #4: We've seen some of our competitors do that . And they've done a great job with that . So , you know , the echo , as Heath was saying earlier , we're going to bring the Echo Park brand to life and we're going to start sharing with the world .

Speaker #4: You know what our pricing model is and how great our guest experience is. And that's a one-two punch. It's going to be very difficult for us to deal with, on top of an amazing selection of inventory.

Speaker #4: So put all that together and we think we're sitting in the catbird seat and you know , we've got a lot of runway in front of us .

Speaker #4: And there's a lot of pre-owned cars being sold in this country . So we're very excited about it .

Jeff Dyke: There's a lot of pre-owned cars being sold in this country, so we're very excited about it.

Speaker #1: And this is David . And something to note is that remember the first Echo Park store opened in 2014 . So the this is , you know , something that factually we know that when people know us like in markets like Denver , that , you know , we get a far higher market share , we get more for our cars .

David Bruton Smith: This is David. Something to note is that, remember, the first EchoPark store opened in 2014. So this is a, you know, something that factually we know that when people know us, like in markets like Denver, that, you know, we get a far higher market share. We get more for our cars. We, you know, they, they know about us. They refer their friends and family to us. We've got a lot of people who have bought from us over and over again. So it's not something that we're wondering, Well, what if we advertise, will it work? It absolutely works. They just need to know about us.

Speaker #1: We , you know , they know about us . They they refer their friends and family to us . We've got a lot of people who've bought from us over and over again .

Speaker #1: So it's not something that we're wondering . Well , what if we advertise ? Will it work ? It absolutely works . They just need to know about us .

[Analyst] (Barclays): All right. That's very helpful. Thank you. And my last question, just on GPUs, fared pretty well in Q4. Just kind of curious how you're thinking about the cadence of that in 2026.

John Babcock: All right. That's very helpful. Thank you. And my last question, just on GPUs, fared pretty well in Q4. Just kind of curious how you're thinking about the cadence of that in 2026.

Speaker #6: That's very helpful, thank you. And then my last question, just on GPUs, fared pretty well in the fourth quarter. Just kind of curious how you're thinking about the cadence of that in '26.

Speaker #4: Yeah . From us , Jeff , from a new car perspective . We put it out there in our franchise segment of 2700 to $3000 , a copy could , you know , be a little stronger than that in the in the first quarter of the year , maybe April tax return season , all the good things we're going to see what happens with tariffs .

Jeff Dyke: Yeah, from a Jeff, from a new car perspective, we put it out there, in our franchise segment of $2,700 to 3,000 a copy. Probably could, yeah, be a little stronger than that in the, in Q1 of the year, maybe April, tax return season, all the good things. We're going to see what happens with tariffs. I mean, thank God for our manufacturer partners last year in 2025. They made up... You saw their balance sheets and what they all lost and what they've done for our industry. They are going to pass those expenses on. Our average retail selling price just got to $60,000 in Q3, over $62,000 in Q4. These are all-time record high prices.

Speaker #4: I mean, thank God for our manufacturer partners. Last year, in '25, they made up—you saw their balance sheets and what they all lost.

Speaker #4: And what they've done for our industry . They are going to pass those expenses on our average retail selling price . Just got to 60,000 in the third quarter over 62,000 .

Speaker #4: In the fourth quarter . These are all time record high prices . So the affordability issue , while maybe not being felt in 25 , we believe as you get into May , June , July , August , you're going to start feeling it as as new car prices have nowhere to go but up .

Jeff Dyke: So the affordability issue, while maybe not being felt in 2025, we believe as you get into May, June, July, August, you're going to start feeling it, as new car prices have nowhere to go but up. And that's a difficult situation. It's a great situation for us with EchoPark because it's going to put, you know, put us in the catbird seat with affordability from an EchoPark perspective and our used car business on the franchise side.

Speaker #4: And that's that's a difficult situation . It's a great situation for us with Echo Park because it's going to put , you know , put us in the catbird seat with affordability from an Echo Park perspective .

Speaker #4: And our used car business on the franchise side , that's exciting for us . But I think that everybody needs to keep a real close eye out on the inflationary effects and what's going to happen with new car pricing as we move into the early parts of the summer , late spring here and these are manufacturer partners , start moving that cost on to the consumer in a more in a way that we did not see in 2025 .

Jeff Dyke: That's exciting for us, but I think that everybody needs to keep a real close eye out on the inflationary effects and what's going to happen with new car pricing as we move into the early parts of the summer, late spring here, and our manufacturer partners start moving that cost on to the consumer in a more in a way that we did not see in 2025.

Speaker #6: Actually , as a quick follow on to that , are you are you starting to see indications that the OEMs are planning to push on more costs ?

[Analyst] (Barclays): Actually, as a quick follow-on to that, are you starting to see indications that the OEMs are planning to push on more costs? I don't know if you have any additional commentary there.

John Babcock: Actually, as a quick follow-on to that, are you starting to see indications that the OEMs are planning to push on more costs? I don't know if you have any additional commentary there.

Speaker #6: I don't know if you have any additional commentary there .

Speaker #4: Absolutely. They're lowering margin rebates that we get there. Pushing prices are going up. There's no question that you're going to see that they're not going to sit back and lose billions and billions of dollars.

Jeff Dyke: Absolutely. They're lowering margin, rebates that we get. They're pushing prices are going up. There's no question that you're going to see that. They're not going to sit back and lose billions and billions of dollars. They can't. It's just not going to happen. And so it, it's going to be really interesting to see the elasticity in new car pricing, as we move forward over the next six months. And, you know, look, January was a hell of a month. You know, without the snowstorms, it would have been a magnificent month. So we'll see. I don't know if it's the tax stuff that's helping that, but definitely prices are higher.

Speaker #4: They can't . It's just not going to happen . And so it's going to be really interesting to see the elasticity in new car pricing as we move forward over the next six months .

Speaker #4: And , you know , look , January was a hell of a month . You know , without the snowstorms , it would have been a magnificent month .

Speaker #4: So we'll see . I don't know if it's the tax stuff that's that's helping that , but definitely prices are higher . And so maybe there's some some great elasticity .

Jeff Dyke: So maybe there's some great elasticity, but it does bring in the affordability discussion, and it really rings a bell from a used car perspective. We're going to have that gap that we've been missing between new car and pre-owned cars again, and that's just going to be fantastic for the industry and really, really good for EchoPark.

Speaker #4: But it does bring in the affordability discussion . And it really rings a bell from used car perspective . We're going to have that gap that we've been missing between new car and pre-owned cars .

Speaker #4: Again . And that that's just going to be fantastic for for for the industry . And really , really good for Echo Park .

Speaker #6: All right. Thanks for the detail.

[Analyst] (Barclays): All right. Thanks for the detail.

John Babcock: All right. Thanks for the detail.

Speaker #4: You bet .

Jeff Dyke: You bet.

Speaker #1: Thank .

David Bruton Smith: Thank you.

Speaker #7: You

Operator: Our next question is from Rajiv Gupta with JP Morgan.

Speaker #2: Our next question is from Rajat Gupta with J.P. Morgan.

Speaker #8: Great . Thanks for taking the question . I just wanted to quickly follow up on the Echo Park commentary . You know , given , you know , the store openings later this year , you know , the the increase in advertising , it looks like , you know , the year over year growth should accelerate in the back half .

Rajat Gupta: Great. Thanks for taking the question. I just wanted to quickly follow up on, you know, the EchoPark commentary. You know, given, you know, the store openings later this year, you know, the increase in advertising, it looks like, you know, the year-over-year growth should accelerate in the back half. Are you setting up for 2027 to be an even stronger year from a growth rate perspective than the high single digits this year? Is that the right takeaway?

Speaker #8: And are you setting up for 2027 to be an even stronger year from a growth rate perspective than the high single digits this year?

Speaker #8: Is that is that the right takeaway ? Yeah . You know , from these investments okay .

Jeff Dyke: Yeah.

Rajat Gupta: You know, from these investments? Okay.

Speaker #4: 100% .

Jeff Dyke: 100%.

Speaker #8: Got it . Okay . That's helpful . Maybe I want to give it to like parts and services . You know understandably warranty costs were tough here in the fourth quarter .

Rajat Gupta: Got it. Okay, that, that's helpful. And maybe I want to look a bit to, like, parts and services. You know, understandably, warranty comps were tough here in Q4. Can you give us an update on, you know, where you ended up with respect to, you know, same-store technician growth and any targets for 2026 that you're going after there? I would be curious. Thanks.

Speaker #8: Could you give us an update on you know , where you ended up with respect to same store technician growth and any targets for 2026 that you're going after ?

Speaker #8: There would be curious . Thanks .

Speaker #4: I think since March of '24, where we started our technician focus, we're now plus 400 technicians from that original date that we started talking about this.

Jeff Dyke: I think since March 2024, where we started our technician focus, we're now +400 technicians from that original date that we started talking about this, and that's been a big part of our, you know, success since then from a fixed operations perspective. We're all in Houston right now at our annual meeting, and our whole annual meeting today is focused on fixed operations and our ability to grow this business significantly. We think we've got $100 million a month in fixed operations gross that we can do. That's $1.2 billion. We did a little over $1 billion in 2025. So we're really excited about the opportunity here.

Speaker #4: And that's been a big part of our , you know , success since then . From a fixed operations perspective , we're all in Houston right now at our annual meeting .

Speaker #4: And our whole annual meeting today is focused on fixed operations and our ability to grow this business significantly. We think we've got $100 million a month in fixed operations.

Speaker #4: Gross that we can do . That's 1.2 billion . We did a little over a billion in in 25 . So we're really excited about the opportunity here .

Speaker #4: There's just too many customers that that for the industry that don't come back to a new car store to have their vehicle serviced .

Jeff Dyke: There's just too many customers that, and for the industry, that don't come back to a new car store to have their vehicle serviced, and it's like 50/50. And we think we can attract a lot of customers. We've got the time to sell, we've got the base, we've got the technicians, and we're gonna take advantage of that as we move forward here over the next year or two.

Speaker #4: And it's like 5050 and we think we can attract a lot of customers . We've got the the time to sell , we've got the base , we've got the technicians and we're going to take advantage of that as we move here , forward here over the next year or two .

Speaker #8: Understood . And then just on your balance sheet , leverage just a question on capital allocation . It looks like the way you define it , it's 2.1 in terms of net debt to EBITDA based on , you know , the add backs are allowed from rating agencies .

Rajat Gupta: Understood. And then just on your balance sheet leverage, just, you know, a question on capital allocation. It looks like, you know, that we could define it, you know, it's 2.1, in terms of net debt to EBITDA, based on, you know, the add backs are allowed from rating agencies. I'm curious, you know, how, how much could you stretch, and would, would you plan to stretch that, you know, in 2026 or in the, in the medium term, to move to deploy more capital into either more M&A or, or buybacks? Thanks.

Speaker #8: I'm curious, how much could you stretch, and would you plan to stretch that? You know, in '26 or in the medium term?

Speaker #8: Do you need to deploy more capital into either more M&A or buybacks next?

Speaker #5: Yeah . If you if you look at that , at that rate , I think we are the first or number one or number two in leverage ratio .

Heath Byrd: Yeah, if you look at that rate, I think we are the first or number 1 or number 2 in leverage ratio, and we're comfortable with that. We wanna have a very strong balance sheet. We would be comfortable going to 3.5, but there's... We can actually execute our plans for next year and still maintain that low leverage ratio. If a nice acquisition shows up that requires some debt funding, then we could do that as well. We have plenty of room, but we've got enough dry powder to implement our plan for 2026. You can see we had the big acquisition in 2025. That was the majority of our capital spend.

Speaker #5: And we're comfortable with that. We want to have a very strong balance sheet. We would be comfortable going to a three and a half.

Speaker #5: But there's we can actually execute our plans for next year . And still maintain that low leverage ratio . If a nice acquisition shows up , that requires some debt funding , then we could do that as well .

Speaker #5: We have plenty of room, but we've got enough dry powder to implement our plan for '26. You can see we had the big acquisition in 2025.

Speaker #5: That was a majority of our capital spend . You can see that from a returning capital to shareholders dividend . You know , that's been increased by 200 plus over the last several years .

Heath Byrd: You can see that from a returning capital to shareholders, dividend, you know, that's been increased by 200+ over the last several years, and so that's always something. We wanna stay within 20 to 25% payout on the dividend. That's our target. And share repurchase, that's one of those things that when we see opportunity, you know, when we have a price that pencils out and it's the best return, we're gonna continue that as well. And then the last piece is returning, you know, basically investing back in the business. And as we start growing EchoPark, you'll see that bucket fill up a little bit more as we build new EchoPark stores. So very comfortable with our balance sheet, all of our covenants, and got the dry powder we need to execute for 2026 and forward into 2027.

Speaker #5: And so that's always something we want to stay within—20 to 25% payout on the dividend. That's our target. And share repurchase.

Speaker #5: That's one of the things, when we see opportunity, you know, when we have a price that pencils out and it's the best return.

Speaker #5: We're going to continue that as well . And then the last piece is returning basically investing back in the business . And as we start growing Echo Park , you'll see that bucket fill up a little bit more as we build new Echo Park stores .

Speaker #5: So very comfortable with our balance sheet . All of our covenants and got the dry powder we need to execute for 26 and forward into 27 .

Speaker #1: And Rajiv , this is David . I think just just an M&A just to note that you know , these opportunities in our industry .

Jeff Dyke: Rajiv, this is David. I think just to, just on M&A, just to note that, you know, these opportunities in our industry, you know, come along and, they can come along quickly. And we're, you know, excited so far about our big acquisition of the JLR stores last year. It's been a great acquisition, and that one came along pretty darn quickly, and it was a great one. So hopefully, we'll see some more like that and some great opportunities to grow the business and grow earnings.

Speaker #1: Come along, and they can come along quickly. And just, and we're, you know, we're excited so far about our big acquisition of the JLR stores last year.

Speaker #1: There's been a great acquisition And that one came along pretty darn quickly . And that was a a great one . So hopefully we'll see some more some more like that .

Speaker #1: And some great opportunities to grow the business and grow earnings.

Speaker #8: Great . Thanks for all the color . Good luck .

Rajat Gupta: Great. Thanks for all the color. Good luck.

Speaker #1: Thank you sir .

Heath Byrd: Thank you, sir.

Speaker #7: Thank you .

Jeff Dyke: Thank you.

Speaker #2: Our next question is from Brett Jordan with Jefferies .

Operator: Our next question is from Brett Jordan with Jefferies.

Speaker #9: Hey good morning guys .

Brett Jordan: Hey, good morning, guys.

Speaker #7: Good morning

Heath Byrd: Morning.

Speaker #9: Hey . Slide 13 I is I guess down in 26 roughly by the amount of your marketing advertising expense . Do you see that inflecting positively in 27 or is there sort of ongoing rollout expense as you start rebuilding the business ?

Jeff Dyke: Morning.

Brett Jordan: Hey, slide 13. It's, you know, I guess, down in 26, roughly by the amount of your marketing advertising expense. Do you see that inflecting positively in 27, or is there sort of ongoing rollout expense as you start rebuilding the business?

Speaker #4: But you broke up right there at the beginning ? Is that on Echo Park ?

Jeff Dyke: But you broke up right there at the beginning. Is that on EchoPark?

Speaker #5: Yes .

Heath Byrd: Yeah, slide 13.

Speaker #7: Yeah , yeah .

Brett Jordan: Yeah. Yeah, I was wondering, do you see that in 2027 accelerating as you're sort of passing this initial marketing expense?

Speaker #9: I was wondering, do you see that in '27 accelerating as you’re sort of passing this initial marketing expense?

Speaker #7: Yes .

Jeff Dyke: Yes, that's exactly how you should look at it. We're gonna have some initial spend here, while we get prepared for launch. That's really not gonna happen until Q4 as we begin to open a few stores, and then we'll have a cadence of stores that we can open next year and a different level of spend that we'll talk about, as we begin to grow the brand across the country, and focus on driving our 1 million-plus sales and our 90% coverage. And as we go through the quarters, we'll continue to update you guys on where we are in the progress that we're making.

Speaker #4: That's exactly how you should look at it . We're going to have some initial spend here while we , we get prepared for launch .

Speaker #4: That's really not going to happen until the fourth quarter, as we begin to open a few stores. And then we'll have a cadence of stores that we can open next year, with a different level of spend that we'll talk about as we begin to grow the brand across the country and focus on driving our million-plus sales and our 90% coverage.

Speaker #4: And as we go through the quarters, we'll continue to update you guys on where we are and the progress that we're making.

Speaker #4: You know, we gave you a $10 to $20 million range—kind of what we can—narrow that gap a little bit as we get towards the fourth quarter for you.

Jeff Dyke: You know, we gave you a $10 to 20 million range, kind of. We can narrow that gap a little bit as we get towards the Q4 for you, but that's exactly how you should look at it.

Speaker #4: But that's exactly how you should look at it . And just .

Rajat Gupta: Yeah.

Danny Wieland: And just to add to that, Brett, this is Danny. You know, we guided to high single-digit volume growth for EchoPark in 2026, but as Jeff said earlier, that really doesn't reflect any benefits from this brand investment. So you can look at that as accelerating in 2027 and beyond, as we get the benefits of the brand investment and increase our store base. So that'll, that'll help drive both the volume-based growth that we're projecting, as well as some EBITDA leverage, in 2027 and beyond.

Speaker #7: To add to that , Bret , this is Danny . You know , we guided to high single digit volume growth for Echo Park in 26 .

Speaker #7: But as Jeff said earlier, that really doesn't reflect any benefits from this brand investment. So you could look at that as accelerating in '27 and beyond as we get the benefits of the brand investment and increase our store base.

Speaker #7: So, that'll help drive both the volume-based growth that we're projecting, as well as some EBITDA leverage in '27 and beyond.

Speaker #9: Okay , great . And then a question on Q4 , some of your peers talked about luxury consumers acting a little softer than normal for that for that seasonal period .

Brett Jordan: Okay, great. And then a question on Q4, some of your peers talked about luxury consumers acting a little softer than normal for that, for that seasonal period, and you guys didn't mention that. Do you see any behavioral change, whether it's, you know, people pushing back on these high ASPs in luxury or in the parts and service, or is there any, you know, move to decline recommended services, anything at the consumer we should read through?

Speaker #9: And you guys didn't mention that . Do you see any behavioral change , whether it's , you know , people pushing back on these high ASPs in luxury or in the parts and service ?

Speaker #9: Or is there any , you know , move to decline recommended services , anything at the consumer ? We should read through ?

Speaker #4: Yeah . You know , that's what I was saying earlier . I concerned about the tariffs and from a pricing perspective , what's going to happen as we get into the early summer .

Jeff Dyke: ... Yeah, you know, that's what I was saying earlier. I'm concerned about the tariffs and from a pricing perspective, what's gonna happen as we get into the early summer. You know, if you'd have sat, been with us, and you were looking at October, November, and the cadence, you'd have gone, "Holy cow, you guys better have a big December. This is gonna be a rough fourth quarter." Then December came along, and it was just, it was one of those great Sonic Decembers that we always count on, and it was just amazing. We sold a lot of everything, in particular in our luxury segment. Surprisingly, you know, $62,000+ average selling price is that mix change to luxury, and you know, we were prepared.

Jeff Dyke: Yeah, you know, that's what I was saying earlier. I'm concerned about the tariffs and from a pricing perspective, what's gonna happen as we get into the early summer. You know, if you'd have sat, been with us, and you were looking at October, November, and the cadence, you'd have gone, "Holy cow, you guys better have a big December. This is gonna be a rough fourth quarter." Then December came along, and it was just, it was one of those great Sonic Decembers that we always count on, and it was just amazing. We sold a lot of everything, in particular in our luxury segment. Surprisingly, you know, $62,000+ average selling price is that mix change to luxury, and you know, we were prepared.

Speaker #4: You know , if you'd have been with us and you were looking at October and November and the cadence , you'd have gone , Holy cow , you better have a big December .

Speaker #4: This is going to be a rough fourth quarter. And then December came along, and it was just—it was one of those great Sonic Decembers that we always count on.

Speaker #4: And it was just amazing . We sold a lot of everything in particular , particular in our luxury segment . And surprisingly , you know , 62 plus thousand average selling price is that mix change to luxury and , you know , we were prepared .

Speaker #4: We've been doing this for so long together as a team . We had the right inventory mix . Our manufacturer partners stepped up .

Jeff Dyke: We've been doing this for so long together as a team. We had the right inventory mix. Our manufacturer partners stepped up, and so we had a great, you know, quarter. We think it was a great quarter and an amazing December. And then we came in and had a really good January. You know, when we report, we can talk about it on the Q1, but the snowstorm slowed things down a little bit, but it was still a great January, even with the damn snowstorm.

Speaker #4: And so we had a great , you know , quarter we think was a great quarter . And an amazing December . And then we came in and had a really good January .

Speaker #4: You know, when we report, we can talk about it in the first quarter. But the snowstorm slowed things down a little bit.

Speaker #4: But it was still a great January even with the the damn snowstorm .

Speaker #1: We've not had that .

[Company Representative] (Sonic Automotive): If we had not had that, right?

Speaker #4: No . Had we not had that , you know . Wow . And and so we'll we'll see . I am you know , cautioning and concerned about what is going to happen , how far , how much elasticity can we deal with or can the consumer deal with from a new car perspective .

Jeff Dyke: Now, had we not had that, you know, wow! And so we'll see. I am, you know, cautioning, you know, and concerned about what is going to happen, how much elasticity can we deal with or can the consumer deal with from a new car perspective? And something's gonna have to give here, that the prices are getting... are just getting too high. And now, didn't show up in January. It's, you know, really not showing up in February. We'll see. I think a lot of people are counting on big tax returns. We'll learn a lot this summer. Great news is, the service business is great and has lots of upside. The F&I business is great, and then the used car business should just be fantastic, as that gap widens.

Speaker #4: And something's going to have to give here . The prices are getting are just getting too high . And now didn't show up in January .

Speaker #4: It's , you know , really not showing up in February . We'll see . I think a lot of people are counting on big tax returns .

Speaker #4: We'll learn a lot this summer . Great news is , is the service business is great and has lots of upside . The business is great .

Speaker #4: And then the used car business should just be fantastic as that gap widens. You know, you really want your average retail selling price of a used car to be one-half that of a new car.

Jeff Dyke: You know, you really want your average retail selling price of a used car to be one half that of a new car, and we're beginning to see that gap come back. And, you know, during COVID, it got all the way to 80, 90 percent, sometimes 100 percent, depending on the brand. So a lot of great opportunities as we move into the year, but a big caution on exactly what's gonna happen from a pricing perspective on new.

Speaker #4: And we're beginning to see that gap come back . And , you know , during Covid , it got all the way to 80 , 90% .

Speaker #4: Sometimes 100% , depending on the on the brand . So a lot of great opportunities when we move into the year . But but a big caution on exactly what's going to happen from a from a pricing perspective on new .

Speaker #9: Do you have visibility as to what the O's are going to pass through in higher price ? Sort of . On a same skew basis ?

Brett Jordan: Do you have visibility as to what the OEs are gonna pass through in the higher price, sort of, on a same SKU basis? You know, if a BMW X series was 50, is it now 55 with the pass-through?

Speaker #9: You know, if BMW Series was 50, is it now 55 with the pass-through you?

Speaker #4: I don't , you know , I mean , I'm from based on what I've been seeing , we're seeing 3 to 5% increases and that , you know can be a 1 to 2% increase on a normalized basis .

Jeff Dyke: I don't, you know... I mean, I'm from based on what I've been seeing, we're seeing 3 to 5% increases, and that, you know, can be a 1 to 2% increase on a normalized basis, right? So they're definitely passing on, but they're also doing a great job of cutting spending where they don't need to spend, and cutting programs that, you know, were nice to haves. And so, I've spent a lot of time on a bunch of different dealer boards, and that's a great topic of conversation with the manufacturer partners. So they are making some really good decisions on spend so that they don't have to impact pricing, and they don't have to impact margin.

Speaker #4: Right. So they're definitely passing on, but they're also doing a great job of cutting spending where they don't need to spend.

Speaker #4: And cutting programs that , you know , are nice to haves . And so and I've spent a lot of time on a bunch of different dealer boards and , and that's a great topic of conversation with the manufacturer partners .

Speaker #4: So they are making some really good decisions on spend so that they don't have to impact pricing , and they don't have to impact margin .

Speaker #4: But the tariffs are too high , you know , on some of these brands . And you're going to they're going to pass pricing on .

Jeff Dyke: But the tariffs are too high, you know, on some of these brands, and they're gonna pass pricing on. It's already happening. They're gonna cut margin. It's already happening. And they paid for it all in 2025, and that's a big point here. They really paid for it, and you can see it in their reported numbers and the amount of money that some of these manufacturers were losing in the $ billions. That's just not gonna. That's unaffordable. That's not gonna continue to happen, and something's gonna change as we move into this year. And we'll see. You know, we've got to really pay close attention. I was calling this out, if y'all remember, in the Q3 and Q4, watch these numbers. And I'm telling you, watch these numbers.

Speaker #4: It's already happening . They're going to cut margin . It's already happening . And they paid for it all in 25 . And that's a a big point here .

Speaker #4: They really paid for it . And you can see it in their reported numbers . And the amount of money that some of these manufacturers were losing in the billions of dollars .

Speaker #4: That's just not going to that's unaffordable . That's not going to continue to happen . And something's going to change as we move into this year .

Speaker #4: And we'll see , you know , it's we've got to really pay close attention . I was calling this out , if you all remember , in the third and fourth quarter , watch these numbers .

Speaker #4: And I'm telling you , watch these numbers . Watch new car pricing as we move forward . In particular on luxury , the luxury buyer will push back at some point .

Jeff Dyke: Watch new car pricing as we move forward, in particular, on luxury. The luxury buyer will push back at some point.

Speaker #9: Great . Thank you .

Brett Jordan: Great. Thank you.

Speaker #1: Thank you

[Company Representative] (Sonic Automotive): Thank you.

Speaker #2: Our next question is from Chris Pierce with Needham and Company.

Operator: Our next question is from Chris Pierce with Needham and Company.

Speaker #10: Hey, good morning, everyone. Just kind of looking at fixed ops. I was just wondering if maybe you could speak to possibly the subscription nature of this business, or—

Chris Pierce: Hey, good morning, everyone.

Jeff Dyke: Good morning.

Chris Pierce: Just kind of looking at fixed ops, I was just wondering if maybe you could speak to possibly, like, the subscription nature of this business or... I mean, I guess you're trying to bring people back into the funnel, but when people buy cars, I know there's a pre-buy option for three years of service, that type of thing. Is that something you're seeing and that gives you confidence in growing this business, or is that so small right now that it's not really a factor?

Speaker #10: I mean , I know I guess you're trying to bring people back into the funnel , but when people buy cars , I know there's a pre-buy option for three years of service .

Speaker #10: That type of thing. Is that something you’re seeing, and that gives you confidence in growing this business, or is that so small right now that it’s not really a factor?

Speaker #4: No . I mean , I think that , you know , we have an opportunity to sell more products like that for sure to bring the customer back .

Jeff Dyke: No, I mean, I think that, you know, we have an opportunity to sell more products like that for sure, to bring the customer back. But the industry as a whole is doing something wrong if, you know, 10 customers come in, buy cars, and 5 of them don't come back to a dealership to have their vehicle serviced. In some manufacturers, as high as 70%. This is something as an industry we must address. Why would you not come back to a dealership where you have ASE Certified Technicians, you've got the best equipment, the best parts, the best service you can get, and they're going to mom-and-pop store, or half of them are going to a mom-and-pop store down the street? That would indicate that there's a pricing opportunity from my perspective.

Speaker #4: But the industry as a whole is doing something wrong . If , you know , ten customers come in , buy cars and five of them don't come back to a dealership to have their vehicle serviced in some manufacturers as high as 70% .

Speaker #4: This is something, as an industry, we must address. Why would you not come back to a dealership where you have ASE-certified technicians?

Speaker #4: You've got the best equipment , the best parts , the best service you can get , and they're going to mom and pop store .

Speaker #4: Half of them are going to a mom and pop store down the street . That would indicate that there's a pricing opportunity from from my perspective , and there's an opportunity .

Jeff Dyke: And there's an opportunity. We filled the bucket up with technicians and the amount of hours that are available. Now we need to put that to work for us, and that's where we are at this point in time of our journey: is really sharpening our pencils, making sure that we've got the right pricing out there, and that we're bringing customers in the marketing, and we're bringing customers into our service drives. There's more out there to get, a lot more out there to get, a lot of upside, and we're just scratching the surface from my perspective.

Speaker #4: We filled the bucket up with technicians and , and the amount of hours that are available . Now , we need to put that to work for us .

Speaker #4: And that's where we are at this point in time of our journey . Is really sharpening our pencils , making sure that we've got the right pricing out there and that we're bringing customers in the marketing and we're bringing customers into our service drives .

Speaker #4: There's more out there to get a lot more out there to get a lot of upside . And we're just scratching the surface .

Speaker #4: From my perspective .

[Company Representative] (Sonic Automotive): Well, we've got to get the perception versus reality, where the customer knows that our prices are actually competitive or better than the independent down the street.

Speaker #1: We've got we've got to get the . Perception versus reality where the customer knows that our prices are actually competitive or better than the independent down the street .

Speaker #5: And and literally the marketing is a new concept from the sonic perspective . We have a focus to sales force . We have a focused campaign now , which we used to never have that on the service side .

Brett Jordan: And, and-

Heath Byrd: And, and say literally, the marketing is a new concept from the Sonic perspective. We have a focus through Salesforce. We have a focus campaign now, which we used to never have that on the service side. So that, coupled with having products, warranty products, that drive the consumer back to the franchise dealer, those two things are going to help our market share.

Jeff Dyke: That as well.

Heath Byrd: ... say literally, the marketing is a new concept from the Sonic perspective. We have a focus through Salesforce. We have a focus campaign now, which we used to never have that on the service side. So that, coupled with having products, warranty products, that drive the consumer back to the franchise dealer, those two things are going to help our market share.

Speaker #5: So that coupled with having products , warranty products that drive the consumer back to the franchise dealer , those two things are going to help our market share .

Speaker #7: And one other point there , you know , we guided to mid-single digit percent growth in fixed ops on a same store basis .

Danny Wieland: One other point there, you know, we guided the mid-single-digit % growth in fixed ops on the same-store basis. You know, Q4, our warranty was only up 2% year-over-year. You know, that had been growing 20, 30, 40% year-over-year for the last several quarters. So we're finally seeing kind of a normalized level there. But we think that these opportunities on the customer pay side are what's going to drive sustained, you know, mid-single-digit % growth above that long term, you know, 2 to 3% average. But continued opportunity with the additional technicians, the marketing efforts, the efficiency of selling the hours and loading the bays. You know, there's some real upside there in that piece of the business. But that just crested $1 billion in gross for the first time this year.

Speaker #7: You know , fourth quarter , our warranty was only up 2% year over year . You know , that had been growing 20 , 30 , 40% year over year for the last several quarters .

Speaker #7: So we're finally seeing kind of a normalized level there . But we think that these opportunities on the customer pay side are what's going to drive sustained , you know , mid-single digit growth above that long term .

Speaker #7: You know , two , 3% average . But continued opportunity with the additional technicians , the marketing efforts , the efficiency of selling the hours and loading the bays , you know , there's some real upside there in that piece of the business that just crested $1 billion in gross for the first time this year .

Speaker #7: So it's , you know , the larger numbers with a mid-single digit percentage is significant opportunity from a gross profit growth perspective .

Danny Wieland: So it's, you know, the larger numbers with a, you know, mid-single-digit percentage is a significant opportunity from a gross profit growth perspective.

Speaker #11: Okay .

Speaker #10: And just on that, is it something—I know you guys have to take the ball and run with it, but it's something the OEMs can help with as well.

Chris Pierce: Just on that, is it something... I know you guys have to take the ball and run with it, but it's something the OEMs can help with as well? I know the cars are getting smarter. You don't just see a check engine light. You can actually push a message, what needs to happen, maybe the price. Like, do the OEMs help on this front as well, with the cars getting smarter, or is it 100% you guys have to kind of take this and execute here?

Chris Pierce: Just on that, is it something, I know you guys have to take the ball and run with it, but it's something the OEMs can help with as well? I know the cars are getting smarter. You don't just see a check engine light. You can actually push a message, what needs to happen, maybe the price. Like, do the OEMs help on this front as well, with the cars getting smarter, or is it 100% you guys have to kind of take this and execute here?

Speaker #10: I know the cars are getting smarter . You don't just see a check engine light , you can actually push a message . What needs to happen ?

Speaker #10: Maybe the price , like do the OEMs help on this front as well ? With the cars getting smarter , or is it 100% ?

Speaker #10: You guys have to kind of take this and execute here .

Speaker #4: 100 well , yeah , 100% . You sit down and talk with many of our OEM partners . They see the exact same issue and it's at the top of discussion with all of them is how do we drive more customers into that ?

Jeff Dyke: Well, yeah, 100%. You sit down and talk with many of our OEM partners; they see the exact same issue, and it's at the top of discussion with all of them: how do we drive more customers and that we're selling cars to now back into our service drive, and what products do we need to use in order to make that happen? I've, you know, had this exact conversation with the leadership at Toyota and Lexus not too long ago. It is a big, big focus point, and we need to drive more customers that we're selling cars to back into our service drive, and we can do it. The industry needs to do it, but we're certainly going to make that happen, you know, at Sonic Automotive.

Speaker #4: We're selling cars too . Now back into our service drive . And what products do we need to use in order to make that happen ?

Speaker #4: I , you know , had this exact conversation with the leadership of Toyota and Lexus , not too long ago . It is a big , big focus point , and we need to drive more .

Speaker #4: We need to drive more customers that we're selling cars to back into our service drive . And we can do it . The industry needs to do it .

Speaker #4: But but we're certainly going to make that happen . You know , at Sonic Automotive and its awareness , as David was saying earlier , it's making sure that our our door rates and our pricing are in the , in the right , you know , areas in terms of being competitive with the mom and pops up and down the street .

Jeff Dyke: It's awareness, as David was saying earlier. It's making sure that our door rates and our pricing are in the right, you know, areas in terms of being competitive with the mom-and-pops up and down the street. That data is readily available for us all now, and I think you'll see us make a big impact as we move forward.

Speaker #4: That data is readily available for us all now . And I think you'll see us make a big impact as we move forward .

Speaker #1: And I think , you know , it sounds like you're sounds like you're also thinking of , you know , the technology side of it where the , you customers will have apps for their BMW and Mercedes , Porsche , etc.

Heath Byrd: And I think you know, it sounds like you're also thinking of, you know, the technology side of it, where you know, customers will have apps for their BMW and Mercedes, Porsche, et cetera, and you know, that's going to drive a lot of business for us.

Speaker #1: , and , and the app will tell them , okay , come on in . And that's going to drive a lot of business for us .

Speaker #10: Okay . So that's something that's not quite happening now . But can get better okay . Got it . Okay . And then just one on Echo Park you know , do you feel like you need like a buy button on Echo Park given what digitally only like what Carvana .

Chris Pierce: Okay, so that's something that's not quite happening now, but can get better. Okay, got it. 100%. Okay, and then just one on EchoPark. You know, do you feel like you need, like, a buy button on EchoPark, given what digitally only, like, what Carvana is seeing as far as growth in units? Or is it just about convey the value to customers, convey the price, and then, you know, versus peers, and from there, that should get the customers in the store, and that has consistently got the customers in the store in your older locations?

Speaker #10: Seeing as far as growth in units . Or is it just about convey the value to customers , convey the price , and then versus peers .

Speaker #10: And from there, that should get the customers in the store, and that has consistently got the customers in the store in your other locations.

Speaker #4: Part of that 10 to $20 million spend is what you will see a launch of the Echo Park app , which we're incredibly excited about , and we're building investing in a digital retail solution that we think will be industry leading once complete .

Jeff Dyke: Part of that $10 to 20 million spend is, well, you will see a launch of the EchoPark app, which we're incredibly excited about. We're building and investing in a digital retail solution that we think will be industry-leading once complete. We've got a great team that's dedicated to that, and we're very, very excited about that exact opportunity for EchoPark. Yeah, we need it. We need in an omni-channel environment, whether the customer wants to come in and test drive the car or, you know, sit at home in their underwear and buy a car, we need to be in a position where we can, you know, take care of that guest all the way through that buying journey. And it's great because at EchoPark, they can come, they can test drive a car.

Speaker #4: We've got a great team that's dedicated to that , and we're very , very excited about that exact opportunity for Echo Park . Yeah , we need it .

Speaker #4: We need in an omnichannel environment , whether the customer wants to come in and test drive the car or , you know , sit at home in their underwear and , and buy a car , we need to be in a position where we can , you know , take care of that guest all the way through that buying journey .

Speaker #4: And it's great because at Echo Park , they can come , they can test drive a car . Many of our competitors , you can't even test drive a car .

Jeff Dyke: Many of our competitors, you can't even test drive a car, you just got to buy it. And we want to, you know, put ourselves in a position where they can do all of that, and that is part of that spend. So great, great question. Much appreciated.

Speaker #4: You just got to buy it. And we want to, you know, put ourselves in a position where they can do all of that.

Speaker #4: And that is part of that spend so great , great question . Much appreciated .

Speaker #10: Okay. Thanks, and good luck.

Chris Pierce: Okay. Thanks, and good luck.

Speaker #7: Thanks , Chris .

Jeff Dyke: Thanks, Chris.

Speaker #4: Thank you .

Heath Byrd: Thank you.

Speaker #2: Our next question is from Michael Ward with Citi

Operator: Our next question is from Michael Ward with Citi.

Speaker #12: Thanks very much . Good morning everyone What are you mentioned some variables that are giving you confidence . I don't know if they're internal or external to to step up the growth again in Echo Park .

Danny Wieland: Thanks very much. Good morning, everyone. You mentioned some variables that are giving you confidence, I don't know if they're internal or external, to step up the growth again at EchoPark. Can you talk about some of those?

Michael Ward: Thanks very much. Good morning, everyone. You mentioned some variables that are giving you confidence, I don't know if they're internal or external, to step up the growth again at EchoPark. Can you talk about some of those?

Speaker #12: Can you talk about some of those?

Speaker #1: Yeah .

Heath Byrd: Yes.

Speaker #4: Go ahead .

Jeff Dyke: Go ahead.

Speaker #5: This is Heath . You know , one of them is obviously the external triggering is the inventory returning . That's going to be a big part of it .

Heath Byrd: It's the, you know, one of them is obvious, the external triggering is the inventory returning. That's going to be a big part of it, and we've said that from the beginning, that once that inventory starts returning, and I think we all believe it's going to take to 2028 to 2029 to get back to the 2019 number, but that's the external. And the other, the internal is the fact that we've seen we can actually make really good EBITDA even at these lower units that are being sold. And so a lot of the efficiencies that we have seen and done internally gives us confidence that now we can grow.

Speaker #5: And we've said that from the beginning that once that inventory starts returning . And I think we all believe it's going to take to 28 to 29 to get back to the 2019 number .

Speaker #5: But that's the external, and the other, the internal, is the fact that we've seen we can actually make really good EBITDA even at these lower units that are being sold.

Speaker #5: And so a lot of the efficiencies that we have seen and done internally gives us confidence that now we can grow and the branding that David was mentioning at our older locations , we can command a higher price and get a higher GPU because it's been there long enough that the word of mouth branding is working .

Heath Byrd: The branding that David was mentioning, at our older locations, we can command a higher price and get a higher GPU because it's been there long enough that the word-of-mouth branding is working. So that, coupled with the inventory coming back, coupled with the things we've learned with this lower unit environment, are the things that give us confidence that it's time to grow again.

Speaker #5: So that, coupled with the inventory coming back, coupled with the things we've learned with this lower unit environment, are the things that give us confidence that it's time to grow again.

Speaker #12: We said that number . Go ahead . I'm sorry .

Jeff Dyke: We've said-

Danny Wieland: Give you the number... Go ahead, I'm sorry.

Speaker #4: Well , we've said for the last two years , as soon as inventory begins to return , you're going to see us methodically start and strategically growing , inventories returning , and we're going to start methodically and strategically growing .

Jeff Dyke: Well, we've said the last few years, as soon as inventory begins to return, you're going to see us-

Jeff Dyke: Well, we've said the last few years, as soon as inventory begins to return, you're going to see us inventory is returning, and we're going to start methodically and strategically growing.

Danny Wieland: Yeah

Jeff Dyke: Inventory is returning, and we're going to start methodically and strategically growing.

Speaker #5: And one of the things that is most impressive, because of the environment we were in, we got a lot better at finding alternate sources to buy—better buying off the street.

Heath Byrd: And one of the things that's most impressive, because of the environment we were in, we got a lot better of finding alternate sources to buy.

Heath Byrd: And one of the things that's most impressive, because of the environment we were in, we got a lot better of finding alternate sources to buy, better buying off the street, and so all of that's going to help us as we grow as well.

[Company Representative] (Sonic Automotive): ... better buying off the street, and so all of that's going to help us as we grow as well.

Speaker #5: And so all of that's going to help us as we grow as well .

Speaker #1: Also , this is David . Also the the economics of what a new Echo Park location in the money . We're going to spend on on those is going to be far less than , than some of the locations we've had .

Danny Wieland: Also, this to David, also the economics of what a new EchoPark location and the money we're going to spend on those is going to be far less than some of the locations we've had, some of our current locations. So, you know, it's going to be a lot easier. We're going to have to sell a lot fewer cars at those locations to actually break even. So you're going to see those locations are going to be highly profitable.

Speaker #1: Some of our current locations—so it's going to be a lot easier to sell, and there will be a lot fewer cars at those locations to actually break even.

Speaker #1: So you're going to see those locations are going to be highly profitable.

Speaker #12: Did I hear the number right? Your goal is to get to 1 million units.

Operator: Did I hear the number right? Your goal is to get to a million units?

Michael Ward: Did I hear the number right? Your goal is to get to a million units?

Speaker #4: That is correct. It's 90%.

Jeff Dyke: That is correct. It's 90% coverage-

[Company Representative] (Sonic Automotive): We actually said over 1 million.

Speaker #1: Over a million .

Speaker #4: Yeah , it's a million plus units . And so that's not a new number . If you go back and you look at our growth trajectory from 1819 before Covid hit , we were we were saying this exact same thing .

Jeff Dyke: Yeah. It's a million plus units. And so that's not a new number. If you go back and you look at our growth trajectory, from 2018, 2019, before COVID hit, we were saying this exact same thing. We're on our way to making that happen, and we were well on our way, and the whole world changed. Now, methodically and strategically, we're on our way again, and we darn well believe that that is something that we can do. And we know we've got the pricing methodology, we've got the inventory management, and we've got the guest experience. We're adding technology, our branding. We've been doing this for a long time, and we're very excited about this day. It's a long time in coming.

Speaker #4: We're on our way to making that happen . And we were well on our way . In the whole world changed . Now methodically and strategically , we're on our way again and we darn well believe that that is something that that we can do .

Speaker #4: And we know we've got the pricing methodology, we've got the inventory management, and we've got the guest experience. We're adding technology.

Speaker #4: Our branding . We we've been doing this for a long time , and we've very excited about this day . It's a long time in coming .

Speaker #12: Yeah , it's a big deal . Second thing , the two of the headwinds that kind of hit you in three . Q or BEVs and JLR , you didn't mention you had JLR acquisition .

Operator: Yeah, it's a big deal. Secondly, the two of the headwinds that kind of hit you in Q3 were BEVs and JLR. You didn't mention. You had a JLR acquisition. What's the inventory situation like with JLR, and what's the latest trend on the BEV side?

Speaker #12: What's the inventory situation like with JLR, and what's the latest trend on the BEV side?

Speaker #4: Yeah, so, you know, we sold a lot of BEVs because of the tax credit going away in the third quarter. That significantly dropped.

Jeff Dyke: Yeah, so, you know, we sold a lot of BEVs because of the tax credit going away in the third quarter. That significantly dropped, and, you know, we'll see what happens in, you know, this upcoming calendar year, but maybe settle in the 5% to 7% range. Who knows? JLR's inventory was impacted by a multitude of things, but coming back now. And, yeah, we're right on plan with our acquisition there, which is great. You know, we were real green with those guys, really understand that brand. And, you know, the acquisitions that we made in California, I mean, JLR Beverly Hills, it all goes together. That's a great-

Speaker #4: And we'll see what happens . And you know , this upcoming calendar year . But maybe settle in in the 5 to 7% range .

Speaker #4: Who knows . JLR inventory was impacted by a multitude of things . But coming back now and we're right on plan with our with our acquisition there , which is great .

Speaker #4: You know , we we were real green with those guys really understand that brand . And you know the acquisitions that we made in California I mean LA Beverly Hills , it all goes together .

Speaker #4: That's a great that's a great Newport . That's a great fit for us . And so yeah , we're very excited about that acquisition .

Danny Wieland: Newport.

Jeff Dyke: That's a great... The Newport. That's a great fit for us. Yeah, we're very excited about that acquisition. Their inventory is returning, but they're another one that are going to be faced with a tariff issue, right? There's not a plant here, and they're faced with this, as is Porsche, as is Audi. These are all things that, you know, they're going to pass on expense to the consumer, but fantastic product, and, you know, our inventory is improving as every month goes on with them.

Speaker #4: Their inventory is returning . But there are another one that are going to be faced with a tariff issue . Right . There's not a plant here .

Speaker #4: And they're faced with this , as is Porsche , as is Audi . These are all things that , you know , they're going to pass on expense to the consumer .

Speaker #4: But fantastic product . And you know our our inventory is improving as every month goes on with them .

Speaker #1: And unfortunately the you know , the JLR customer is , you know , the you know , people love those cars . We've got , you know , multiple customers that have more than one in the garage .

[Company Representative] (Sonic Automotive): Yeah, unfortunately, you know, the JLR customers, you know, people love those cars. We've got, you know, multiple customers that have more than one in the garage, you know. So it's a great, great brand. We're excited about that acquisition.

Speaker #1: You know . So it's a it's a great great brand . We're excited about that acquisition .

Speaker #7: And Mike, on the BEV mix—you know, we saw north of 12% of our sales mix in the third quarter was EV.

Danny Wieland: Mike, on the BEV mix, you know, we saw north of 12% of our sales mix in Q3 was EV, with the pull-forward demand from the federal tax credit expiration, but it was only about 4% of our mix in Q4. And you've seen our inventory mix of EV become more in line with that kind of 4 or 5%, so it's benefiting GPUs, relatively speaking. You know, BEVs are still a $100 headwind in Q4 to blended GPU, but that was down from $300 in Q3, you know. So as we go forward, if the OEMs can continue to produce the right BEVs for the right markets, as importantly, I think that becomes less of a headwind for us going forward.

Speaker #7: With the pull forward demand from the federal tax credit expiration . But it was only about 4% of our mix in the fourth quarter .

Speaker #7: And you've seen our inventory mix of EV become more in line with that kind of 4 or 5% . So it's benefiting GPUs , relatively speaking .

Speaker #7: You know , BEVs are still $100 headwind in the fourth quarter to blended GPU , but that was down 300 in the third quarter , you know , and so as we go forward , if the OEMs can continue to produce the right BEVs for the right markets , as importantly , I think that becomes less of a headwind for us going forward

Speaker #12: Really appreciate the color . Thank you everyone .

Operator: Really appreciate the color. Thank you, everyone.

Michael Ward: Really appreciate the color. Thank you, everyone.

Speaker #4: You bet .

Jeff Dyke: You bet.

Speaker #1: Thank you .

[Company Representative] (Sonic Automotive): Thank you.

Speaker #2: As a reminder , if you'd like to ask a question , please press Star One on your telephone keypad Our next question is from Glenn Chen with Seaport Research Partners .

Operator: As a reminder, if you'd like to ask a question, please press star one on your telephone keypad. Our next question is from Glenn Chin with Seaport Research Partners.

Speaker #13: Good morning. Wow. Thanks for squeezing me in.

Glenn Chin: Good morning. Wow, thanks for squeezing me in.

Speaker #4: Morning .

Jeff Dyke: Good morning, Glenn.

Speaker #13: Good morning . Just revisiting the pricing discussion , Jeff , you mentioned a few times OEMs cutting margins . Can you just clarify ?

Danny Wieland: Good morning.

Glenn Chin: Just revisiting the pricing discussion. Jeff, you mentioned a few times OEMs cutting margins. Can you just clarify, is that a reference to dealer margin?

Speaker #13: Is that a reference to dealer margin?

Jeff Dyke: Both. I mean, you've got dealer margin in some manufacturers being cut. You've got price increases, you know-

Jeff Dyke: Both. I mean, you've got dealer margin in some manufacturers being cut. You've got price increases, you know 1, 2, 3%. You've got all kinds of different things going. And then you've got manufacturer partners doing a great job, from my perspective, on their part, cutting spend where, you know, the dealer and the manufacturer got together and said, "We really didn't need this program." And so they're doing everything they can to fight this tariff battle. But again, if you go back to 25 and you look at some of the losses that some of our manufacturers took, it's a lot. And they did an amazing job fighting this battle. They're not going to fight that battle by themselves forever, but it's just not going to happen. They're going to have to pass on. And we'll see what happens from a pricing perspective, from a margin perspective.

Speaker #4: Both . I mean , you've got dealer margin in some manufacturers being cut . You've got price increases . You know , one , two , 3% , you've got all kinds of different things going on .

[Company Representative] (Sonic Automotive): Yes.

Jeff Dyke: 1, 2, 3%. You've got all kinds of different things going. And then you've got manufacturer partners doing a great job, from my perspective, on their part, cutting spend where, you know, the dealer and the manufacturer got together and said, "We really didn't need this program." And so they're doing everything they can to fight this tariff battle. But again, if you go back to 25 and you look at some of the losses that some of our manufacturers took, it's a lot. And they did an amazing job fighting this battle. They're not going to fight that battle by themselves forever, but it's just not going to happen. They're going to have to pass on. And we'll see what happens from a pricing perspective, from a margin perspective.

Speaker #4: And then you've got manufacturer partners doing a great job . From my perspective on their part , cutting spend where , you know , the dealer and the manufacturer got together and said , we really didn't need this program .

Speaker #4: And so they're doing everything they can to fight this tariff battle . But again , if you go back to 25 and you look at some of the losses that some of our manufacturers took , it's a lot And and they did an amazing job fighting this battle .

Speaker #4: They're not going to fight that battle by themselves forever. But it's just not going to happen. They're going to have to pass on.

Speaker #4: And I just we'll see what happens from a pricing perspective , from a margin perspective . You know , we're working incredibly close with all of them .

Jeff Dyke: You know, we're working incredibly close with all of them, and everybody's got the right mindset, everybody wants to do the right thing, but there's only so much, you know, room before you have to start passing on, you know, price increases to the consumer.

Speaker #4: And everybody's got the right mindset . Everybody wants to do the right thing . But there's only so much , you know , room before you have to start passing on .

Speaker #4: You know, price increases to the consumer.

Speaker #13: Yeah. And on a related note, are you seeing any signs of them contenting, taking out equipment?

Glenn Chin: Yeah. And on a related note, are you seeing any signs of them decontenting, taking out equipment?

Speaker #4: Absolutely . I mean , everybody's looking at it is what can we do to pare down the price of a vehicle , whether it's wheels , you name it .

Jeff Dyke: Absolutely. That, I mean, everybody's looking at it as what can we do to pare down the price of a vehicle, whether it's wheels, you name it. That's something that is a, that is a topic of conversation across the board.

Speaker #4: That's something that is a topic of conversation across the board.

Speaker #13: And the items in particular, Jeff, that stand out to you.

Glenn Chin: Any items in particular, Jeff, that stand out to you?

Jeff Dyke: ... No, I mean, I could probably go get you some detail, but not off the top of my head. I mean, wheels definitely are part of that. The infotainment systems are certainly changing, and really, we're heading in one direction when BEV, you know, first launched because of the amazing technology in those vehicles. I think that's being tightened up, and more to come. We're really, you know, sort of, you know, at a crossroads, an inflection point, as manufacturers put their arms up and say, "Enough is enough." Dealers, you know, certainly can't absorb those kinds of hits, and pricing is gonna have to change, or something's gonna have to change.

Speaker #4: No , I mean , I could probably go get you some detail , but not off the top of my head . I mean , wheels definitely are part of that .

Jeff Dyke: No, I mean, I could probably go get you some detail, but not off the top of my head. I mean, wheels definitely are part of that. The infotainment systems are certainly changing, and really, we're heading in one direction when BEV, you know, first launched because of the amazing technology in those vehicles. I think that's being tightened up, and more to come. We're really, you know, sort of, you know, at a crossroads, an inflection point, as manufacturers put their arms up and say, "Enough is enough." Dealers, you know, certainly can't absorb those kinds of hits, and pricing is gonna have to change, or something's gonna have to change.

Speaker #4: The end infotainment systems are certainly changing , and really we're heading in one direction when when Bev first launched , because of the amazing technology in those vehicles , I think that's being tightened up and more to come .

Speaker #4: We're really , you know , sort of , you know , at a at a crossroads , an inflection point as , as manufacturers put their arms up and say , enough is enough .

Speaker #4: Dealers, you know, certainly can't absorb those kinds of hits. And pricing is going to have to—it's going to have to change, or something's going to have to change.

Glenn Chin: Mm-hmm. Interesting times. Okay, and then just a question on the outlook. You're expecting a 10% increase in floorplan interest expense. Is this a function of higher store count? I know you guys acquired those JLR stores last year. Or is that a function of you expecting to carry higher inventory levels or both?

Speaker #13: Interesting times . Okay . And then just a question on the outlook . You're expecting a 10% increase in floor plan interest expense .

Speaker #13: Is this a function of higher store count? I know you guys acquired those JL JLR stores last year. Or is that a function of you expecting to carry higher inventory levels, or both?

Speaker #7: It's really on store count and brand mix , as well as the inflationary cost of of vehicles . You know , our floorplan is based on the dollar value of the invoice cost .

Danny Wieland: It's really on store count and brand mix, as well as the inflationary cost of vehicles. You know, our floorplan is based on the dollar value of the invoice cost. And if the OEMs are gonna pass along with the model year 2026 price increases we've seen as well as what we expect in 2027. And then compound that with, you know, we carried a higher floorplan offset balance for most of last year. Depending on what we do from a capital deployment perspective going forward, you could reduce the benefit that we see against floorplan somewhat. So it's a combination of factors.

Speaker #7: And if the OEMs are going to pass along with the model year 26 increases , we've seen , as well as what we expect in 27 , and then compound that with , you know , we carried a higher floorplan offset balance for most of last year depending on what we do from a capital deployment perspective going forward .

Speaker #7: You could reduce the benefit that we see against floorplan somewhat . So it's a combination of factors .

Speaker #13: Okay. Yeah, that makes sense. But just to confirm, your floor plan rates are variable now, so any reduction in rate, right?

Glenn Chin: Okay. Yeah, that makes sense. But just to confirm, your floorplan rates are variable, no? So any reduction in the rate, the rate to rate environment should be a favorable offset to that. Is that accounted for in your outlook?

Speaker #13: The rate should be a favorable offset to that. Is that accounted for in your outlook?

Speaker #11: Yes .

Jeff Dyke: Yes.

Jeff Dyke: Yes.and that's accurate.

Speaker #5: And that's accurate

Operator: Yes, and that's accurate.

Speaker #13: Okay. Very good. That's it for me. Thank you.

Glenn Chin: Okay. Very good. That's it for me. Thank you.

Speaker #4: Thank you .

Jeff Dyke: Thank you.

Speaker #7: Thank you .

Danny Wieland: Thank you.

Speaker #11: Thank you

Operator: Thank you.

Speaker #2: Thank you. There are no further questions at this time. I'd like to hand the floor back over to David Smith for any closing comments.

Operator: Thank you. There are no further questions at this time. I'd like to hand the floor back over to David Smith for any closing comments.

Speaker #1: Thank you very much, everyone. We'll speak to you next quarter.

Jeff Dyke: Thank you very much, everyone. We'll speak to you next quarter.

David Bruton Smith: Thank you very much, everyone. We'll speak to you next quarter.

Operator: This concludes today's conference. You may disconnect your lines at this time. Thank you for your participation.

Q4 2025 Sonic Automotive Inc Earnings Call

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