Q4 2025 National Storage Affiliates Trust Earnings Call

February 26, 2026

Operator: Greetings. Welcome to National Storage Affiliates' Q4 2025 Conference Call. At this time, all participants are in a listen-only mode. A brief question-and-answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press star 0 on your telephone keypad. As a reminder, this conference is being recorded. It is now my pleasure to introduce your host, George Hoglund, Vice President of Investor Relations for National Storage Affiliates. Thank you, Mr. Hoglund. You may begin.

Speaker #2: If anyone should require operator assistance during the conference, please press star zero on your telephone keypad. As a reminder, this conference is being recorded.

Speaker #2: It is now my pleasure to introduce your host, George Hoglund, Vice President of Investor Relations for National Storage Affiliates. Thank you, Mr. Hoglund. You may begin.

Speaker #2: We'd like to thank you for joining us today for the fourth quarter 2025 earnings conference call of National Storage Affiliates Trust. On the line with me here today are NSA's President and CEO, Dave Cramer, and CFO, Brandon Togashi.

George Hoglund: We'd like to thank you for joining us today for the Q4 2025 Earnings Conference Call of National Storage Affiliates Trust. On the line with me here today are NSA's President and CEO, Dave Cramer, and CFO, Brandon Togashi. Following prepared remarks, management will accept questions from registered financial analysts. Please limit your questions to one question and one follow-up, and then return to the queue if you have more questions. In addition to the press release distributed yesterday afternoon, we furnished our supplemental package with additional detail on our results, which may be found in the investor relations section on our website at nsastorage.com. On today's call, management's prepared remarks and answers to your questions may contain forward-looking statements that are subject to risks and uncertainties and represent management's estimates as of today, 26 February 2026.

Speaker #2: Following prepared remarks, management will accept questions from registered financial analysts. Please limit your questions to one question and one follow-up, and then return to the queue if you have more questions.

Speaker #2: In addition to the press release distributed yesterday afternoon, we furnished our supplemental package with additional detail on our results, which may be found in the Investor Relations section on our website at nsastorage.com.

Speaker #2: On today's call, management's prepared remarks and answers to your questions may contain forward-looking statements that are subject to risks and uncertainties and represent management's estimates as of today, February 26, 2026.

Speaker #2: The company assumes no obligation to revise or update any forward-looking statement because of changing market conditions or other circumstances, after the date of this conference call.

George Hoglund: The company assumes no obligation to revise or update any forward-looking statement because of changing market conditions or other circumstances after the date of this conference call. The company cautions that actual results may differ materially from those projected in any forward-looking statement. For additional details concerning our forward-looking statements, please refer to our public filings with the SEC. We also encourage listeners to review the definitions and reconciliations of non-GAAP financial measures such as FFO, core FFO, and net operating income, contained in the supplemental information package available in the Investor Relations section on our website and in our SEC filings. I'll now turn the call over to Dave. Thanks, George, and thanks everyone for joining our call today. The Q4 provided further confirmation that our portfolio performance has inflected in a positive direction.

Speaker #2: The company cautions that actual results may differ materially from those projected in any forward-looking statement. For additional details concerning our forward-looking statements, please refer to our public filings with the SEC.

Speaker #2: We also encourage listeners to review the definitions and reconciliations of non-GAAP financial measures, such as FFO, Core FFO, and net operating income, contained in the supplemental information package available in the Investor Relations section on our website and in our SEC filings.

Speaker #2: I'll now turn the call over to Dave. Thanks, George. And thanks, everyone, for joining our call today. The fourth quarter provided further confirmation that our portfolio performance has inflected in a positive direction.

Dave Cramer: Thanks, George, and thanks everyone for joining our call today. The Q4 provided further confirmation that our portfolio performance has inflected in a positive direction.

Speaker #2: We are benefiting from the significant operational efforts executed by our team over the past few years to position NSA for outsized growth. We produced solid results for the quarter and delivered wins in several areas, including: all but one of our 21 reported MSAs saw improvement in same-store revenue growth versus what we reported in Q3.

George Hoglund: We are benefiting from the significant operational efforts executed by our team over the past few years to position NSA for outsized growth. We produced solid results for the quarter and delivered wins in several areas, including all but one of our 21 reported MSAs, saw improvement in same-store revenue growth versus what we reported in Q3. Same-store revenue growth was down 70 basis points in Q4, compared to down 260 basis points in Q3, a substantial improvement. We experienced sequential improvement each month of the quarter. Year-over-year occupancy also continued to improve, finishing the year down 70 basis points. Remember, we were down 140 basis points at the end of Q3.

Dave Cramer: We are benefiting from the significant operational efforts executed by our team over the past few years to position NSA for outsized growth. We produced solid results for the quarter and delivered wins in several areas, including all but one of our 21 reported MSAs, saw improvement in same-store revenue growth versus what we reported in Q3. Same-store revenue growth was down 70 basis points in Q4, compared to down 260 basis points in Q3, a substantial improvement. We experienced sequential improvement each month of the quarter. Year-over-year occupancy also continued to improve, finishing the year down 70 basis points. Remember, we were down 140 basis points at the end of Q3.

Speaker #2: Same-store revenue growth was down 70 basis points in the fourth quarter, compared to down 260 basis points in the third quarter. A substantial improvement.

Speaker #2: We experienced sequential improvement each month of the quarter. Year-over-year occupancy also continued to improve. Finishing the year down 70 basis points—remember, we were down 140 basis points at the end of the third quarter.

Speaker #2: Our Core FFO per share results came in at the top end of our guidance range, beating consensus. Looking at the full year, we delivered a handful of notable accomplishments, including: we consolidated another brand, reducing the number of remaining brands to 6; we added an additional growth driver with the formation of our preferred equity investments platform; we continued to execute on our portfolio optimization program by exiting 5 states and selling 15 properties totaling 97 million dollars; we also acquired 10 properties totaling 75 million dollars across our joint ventures and on balance sheet.

Dave Cramer: Our Core FFO per share results came in at the top end of our guidance range, beating consensus. Looking at the full year, we delivered a handful of notable accomplishments, including: we consolidated another brand, reducing the number of remaining brands to six, and an additional growth driver with the formation of our preferred equity investments platform. We continued to execute on our portfolio optimization program by exiting five states and selling 15 properties, totaling $97 million. We also acquired 10 properties totaling $75 million across our joint ventures and on balance sheet. Most importantly, we exited the year on solid footing, with positive momentum that has carried into 2026, as January end-of-month occupancy was up 20 basis points year-over-year. We've clearly turned the corner.

Speaker #2: And most importantly, we exited the year on solid footing with positive momentum that has carried into 2026, as January end-of-month occupancy was up 20 basis points year-over-year.

Speaker #2: We've clearly turned the corner. The tremendous efforts undertaken by our team to internalize the PRO structure, dispose of non-core assets, upgrade and centralize our marketing, revenue management, and operations platforms, along with a consolidation of brands and the move to one web domain, are paying off.

Dave Cramer: The tremendous efforts undertaken by our team to internalize the PRO structure, dispose of non-core assets, upgrade and centralize our marketing, revenue management, and operations platforms, along with the consolidation of brands and the move to one web domain, are paying off. Looking at 2026 and beyond, the backdrop for self-storage is improving. First, new supply is currently stable and is projected to decline over the next few years to levels well below long-term historical averages, with the impact becoming more meaningful in 2027. Second, there is momentum in the current administration to address home affordability, which could provide a boost to the housing transaction market and self-storage demand. Lastly, increased stability in self-storage pricing practices could lead to rising street rates, providing a near-term lift to revenue growth. Now, let me comment on our relative position within the sector.

Speaker #2: Looking at 2026 and beyond, the backdrop for self-storage is improving. First, new supply is currently stable, and is projected to decline over the next few years to levels well below long-term historical averages.

Speaker #2: With the impact becoming more meaningful in 2027. Second, there is momentum in the current administration to address home affordability. Which could provide a boost to the housing transaction market and self-storage demand.

Speaker #2: Lastly, increased stability in self-storage pricing practices could lead to rising street rates, providing a near-term lift to revenue growth. Now, let me comment on our relative position within the sector.

Speaker #2: Our portfolio fundamentals have inflected positively, and we have the most to gain from a recovery in the level of housing turnover. Our enthusiasm is supported by the fact that we're starting the year with strong rental volume, an inflection from negative to positive year-over-year occupancy, and an encouraging trajectory of same-store revenue growth.

Dave Cramer: Our portfolio fundamentals have inflected positively. We have the most to gain from a recovery in the level of housing turnover. Our enthusiasm is supported by the fact that we're starting the year with strong rental volume, inflection from negative to positive year-over-year occupancy, and an encouraging trajectory of same-store revenue growth, while we remain focused on disciplined expense controls. As we enter the spring leasing season, we will continue to focus on driving internal growth with increased marketing spend, competitive position in terms of rate and promotion, solid execution from the sales process, and remaining assertive with our ECRI strategies. Meanwhile, we continue to improve our portfolio through capital recycling and reinvesting in our properties, while also growing our portfolio through expansions and acquisitions. I'll now turn the call over to Brandon to discuss our financial results.

Speaker #2: While we remain focused on disciplined expense controls, as we enter the spring leasing season, we will continue to focus on driving internal growth with increased marketing spend, competitive positioning in terms of rate and promotion, solid execution from the sales process, and remaining assertive with our ECRI strategies.

Speaker #2: Meanwhile, we continue to improve our portfolio through capital recycling and reinvesting in our properties, while also growing our portfolio through expansions and acquisitions. I'll now turn the call over to Brandon to discuss our financial results.

Speaker #3: Thank you, Dave. Yesterday afternoon, we reported Core FFO per share of 57 cents for the fourth quarter, and $2.23 for the full year. At the high end of our guidance range, as our focus on operational improvements is starting to be reflected in our results.

Brandon Togashi: Thank you, Dave. Yesterday afternoon, we reported Core FFO per share of $0.57 for Q4 and $2.23 for the full year, at the high end of our guidance range, as our focus on operational improvements is starting to be reflected in our results, with same-store revenue and NOI coming in for the high end of the full year guidance ranges. For the quarter, same-store revenues declined 70 basis points, driven by lower average occupancy of 120 basis points, partially offset by year-over-year growth in average revenue per square foot of 100 basis points. This is meaningful improvement from the 2.6% revenue decline in Q3, with nine of our reported 21 markets delivering positive revenue growth. For the full year, same-store revenues declined 2.3%.

Speaker #3: With same-store revenue and NOI coming in at the high end of the full-year guidance ranges. For the quarter, same-store revenues declined 70 basis points, driven by lower average occupancy of 120 basis points, partially offset by year-over-year growth in average revenue per square foot of 100 basis points.

Speaker #3: This is a meaningful improvement from the 2.6% revenue decline in the third quarter, with 9 of our reported 21 markets delivering positive revenue growth. For the full year, same-store revenues declined 2.3%.

Speaker #3: Expenses declined 80 basis points in the fourth quarter, while growing 3.1% for the year, slightly below the low end of our full-year guidance range.

Brandon Togashi: Expenses declined 80 basis points in Q4, while growing 3.1% for the year, slightly below the low end of our full year guidance range, benefiting from our meaningful expense control efforts. Most notable savings came from payroll costs that were down 4.1% in the quarter and 2.8% for the year, as we continue to find efficiencies with hours of operations and staffing. Meanwhile, marketing was up 37% for the quarter and 31% for the year, as we continue to invest in customer acquisition spend in markets where we clearly see the benefits. Outside of same-store operations, a lighter tropical storm season led to favorable results within our insurance captive, where we retain a portion of the property casualty coverage for our stores.

Speaker #3: We are benefiting from our meaningful expense control efforts. Most notable savings came from payroll costs, which were down 4.1% in the quarter and 2.8% for the year, as we continue to find deficiencies with hours of operations and staffing.

Speaker #3: Meanwhile, marketing was up 37% for the quarter, and 31% for the year, as we continue to invest in customer acquisition spend in markets where we clearly see the benefits.

Speaker #3: Outside of same-store operations, the lighter tropical storm season led to favorable results within our insurance captive, where we retain a portion of the property casualty coverage for our stores.

Speaker #3: This resulted in lower expense in the other line item within operating expenses, compared to the run rate from the first three quarters. Moving to the transaction environment, we completed the sale of three assets during the quarter for $24 million, and subsequent to quarter end, we sold three additional properties for $21 million and acquired one wholly owned property for $10 million.

Brandon Togashi: This resulted in lower expense in the other line item within operating expenses compared to the run rate from Q1, Q2, and Q3. Moving to the transaction environment, we completed the sale of three assets during the quarter for $24 million, and subsequent to quarter end, we sold three additional properties for $21 million and acquired one wholly owned property for $10 million. Our portfolio optimization program will remain active in 2026 as we prioritize scaling in markets while generating proceeds for deleveraging and funding attractive investments through our JV and preferred equity programs. Our on-balance sheet investments will largely be to fulfill 1031 requirements. Now, speaking to the balance sheet, we have ample liquidity and maintain healthy access to various sources of capital.

Speaker #3: Our portfolio optimization program will remain active in 2026, as we prioritize scaling in markets while generating proceeds for deleveraging and funding attractive investments through our JV and preferred equity programs.

Speaker #3: Our on-balance sheet investments will largely be to fulfill 1031 requirements. Now, speaking to the balance sheet, we have ample liquidity and maintain healthy access to various sources of capital.

Speaker #3: We have $375 million of maturities this year, consisting of a $275 million term loan that is due in July, and a $100 million of unsecured notes, due in May and October.

Brandon Togashi: We have $375 million of maturities this year, consisting of a $275 million dollar term loan that is due in July, and $100 million of unsecured notes due in May and October. We have optionality and will most likely address these maturities with a new term loan. Our current revolver balance is approximately $400 million, giving us $550 million of availability. Our leverage continues to come down, with net debt to EBITDA of 6.6x at quarter end, just slightly above our 5.5x to 6.5x target range. Now, moving to 2026 guidance, which we introduced yesterday, and the full details of which are in our earnings release.

Speaker #3: We have optionality and will most likely address these maturities with a new term loan. Our current revolver balance is approximately $400 million. Giving us $550 million of availability.

Speaker #3: Our leverage continues to come down, with net debt to EBITDA of 6.6 times at quarter end, just slightly above our 5.5 to 6.5 times target range.

Speaker #3: Now, moving to 2026 guidance, which we introduced yesterday, and the full details of which are in our earnings release. The midpoints of key items of our guidance are as follows.

Brandon Togashi: The midpoints of key items of our guidance are as follows: same-store revenue growth of 90 basis points, same-store operating expense growth of 3%,

Speaker #3: Same-store revenue growth of 90 basis points, same-store operating expense growth of 3%, flat same-store NOI growth, and Core FFO per share of $2.19. We have also guided the acquisition and disposition ranges of $50 to $150 million.

Dave Cramer: ... flat same-store NOI growth and core FFO per share of $2.19. We have also guided the acquisition and disposition ranges of $50 to $150 million. In both cases, these amounts represent NSA share. With regard to same-store revenue, we foresee the year-over-year growth steadily improving as we progress through these next couple of quarters. As Dave mentioned, our occupancy is slightly positive year-over-year at the end of January, and that spread has continued into February. At the midpoint of our guidance range, a 4 penny decline in core FFO per share is due to growth in G&A of approximately 2 pennies. This growth primarily comes from assuming target level cash incentive comp, as the same expense in 2025 for our corporate team was below target levels given company performance.

Brandon Togashi: ... flat same-store NOI growth and core FFO per share of $2.19. We have also guided the acquisition and disposition ranges of $50 to $150 million. In both cases, these amounts represent NSA share. With regard to same-store revenue, we foresee the year-over-year growth steadily improving as we progress through these next couple of quarters. As Dave mentioned, our occupancy is slightly positive year-over-year at the end of January, and that spread has continued into February. At the midpoint of our guidance range, a 4 penny decline in core FFO per share is due to growth in G&A of approximately 2 pennies. This growth primarily comes from assuming target level cash incentive comp, as the same expense in 2025 for our corporate team was below target levels given company performance.

Speaker #3: In both cases, these amounts represent NSA share. With regard to same-store revenue, we foresee the year-over-year growth steadily improving as we progress through these next couple of quarters.

Speaker #3: As Dave mentioned, our occupancy is slightly positive year-over-year at the end of January, and that spread has continued into February. At the midpoint of our guidance range, the 4-penny decline in Core FFO per share is due to growth in G&A of approximately 2 pennies.

Speaker #3: This growth primarily comes from assuming target-level cash incentive compensation. The same expense in 2025 for our corporate team was below target levels, given company performance.

Speaker #3: The remaining 2 pennies is attributable to a combination of headwinds from debt refinancings and the tough comp for our insurance captive, based on my earlier comments regarding the favorable results in the fourth quarter of 2025.

Dave Cramer: The remaining $0.02 is attributable to a combination of headwinds from debt refinancings and the tough comp for our insurance captive, based on my earlier comments regarding the favorable results in the Q4 of 2025. Thanks again for joining our call today. Let's now turn it back to the operator to take your questions. Operator?

Brandon Togashi: The remaining $0.02 is attributable to a combination of headwinds from debt refinancings and the tough comp for our insurance captive, based on my earlier comments regarding the favorable results in the Q4 of 2025. Thanks again for joining our call today. Let's now turn it back to the operator to take your questions. Operator?

Speaker #3: Thanks again for joining our call today. Let's now turn it back to the operator to take your questions. Operator?

Speaker #4: Thank you. If you would like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue.

Operator: Thank you. 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 would like to remove your question from the queue, and for participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. As a reminder, please ask one question and one follow-up question. Requeue for additional questions. Our first question is from Samir Khanal with Bank of America. Please proceed.

Speaker #4: You may press star 2 if you would like to remove your question from the queue. And for participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys.

Speaker #4: As a reminder, please ask one question and one follow-up question. Requeue for additional questions. Our first question is from Sameer Kanal with Bank of America.

Speaker #4: Please proceed.

Speaker #5: Good afternoon, everybody. I guess, Dave, when I look at your guidance, you're calling for a healthy improvement here in revenue growth. You were down about 70 basis points in Q4, getting to about 1% at the midpoint.

Samir Khanal: Good afternoon, everybody. I guess, Dave, when I look at your guidance, you're calling for a healthy improvement here in revenue growth, and you're down about 70 basis points in Q4, getting to about 1% at the midpoint. I think this sort of puts you even above the peers here. Maybe help us kind of walk through kind of how you get there. Talk about the breakdown of, let's call it, occupancy through the year, rate growth, move-in rate growth, and even ECRIs, how you think about all that. Thanks.

Speaker #5: I think this sort of puts you even above the peers here. So maybe help us kind of walk through kind of how you get there.

Speaker #5: Talk about the breakdown of, let's call it, occupancy through the year, rate growth, move-in rate growth. And even ECRIs, how are you thinking about all that?

Speaker #5: Thanks.

Speaker #3: Yeah, Sameer, thanks for joining, and thanks for the question. I'll start off, and then I'll have Brandon walk us through a little bit of the cadence.

Dave Cramer: Yeah, Samir, thanks for joining. Thanks for the question. I'll start off, and then I'll have Brandon talk us a little bit of the cadence. I think where I would start is, you know, what's different today versus where we were a year ago when we were given guidance is, you know, our transitioning is done. Our platform is working very, very well. Our synergies and our strategies are working very, very well. All the work we put into our people, process, and platforms is complete. There's no distraction or no moving pieces right now. As we sit here in 2026 versus where we were a year ago, we just came off a PRO-internalization and had a lot of moving pieces. You know, right now, we're no longer chasing occupancy.

Speaker #3: I think where I would start is, what's different today versus where we were a year ago when we were giving guidance is our transitioning is done.

Speaker #3: Our platform is working very, very well. Our synergies and our strategies are working very, very well. All the work we put into our people process and platforms is complete, and so there's no distraction or no moving pieces right now.

Speaker #3: So, as we sit here in '26 versus where we were a year ago, we just came off a pro-internalization and had a lot of moving pieces.

Speaker #3: Right now, we're no longer chasing occupancy. You heard us say that occupancy in January was up 20 basis points year over year. That's something we haven't seen for a couple of years, and so that gives us a high level of confidence that we'll continue to work on those occupancy gains throughout the year.

Dave Cramer: You heard us say that occupancy in January was 20 basis points up year-over-year. That's something we haven't seen for a couple of years. That gives us high level of confidence that we'll continue to work on that occupancy gains throughout the year. The rate environment is stable. We have seen good contract rate growth through the back half of 2025. We expect to have solid contract rate growth through the year of 2026, and that comes from also the strength in the ECRI program. You know, we're now more assertive than we have been historically. That's because we have a high confidence level in our marketing program and our customer acquisitions platforms. We're seeing very, very high levels of rental volume.

Speaker #3: The rate environment is stable. We have seen good contract rate growth through the back half of 2025. We expect to have solid contract rate growth through the year of 2026.

Speaker #3: And that comes from also the strength in the ECRI program. We're now more assertive than we have been historically, and that's because we have a high confidence level in our marketing program and our customer acquisitions platforms.

Speaker #3: We're seeing very, very high levels of rental volume. We finished, on a square footage basis, about 11% up year over year in the fourth quarter.

Dave Cramer: You know, we finished on a square footage basis, about 11% up year-over-year in Q4. Keep in mind, that was muted because we were down about 10% in October because of a hurricane comp. Thus far in January and February, those numbers are even stronger. We're just very, very pleased with the rental output we're getting at the top, you know, through the top of the funnel, all the way through to the rentals themselves. I think for us, looking at all the things we're thinking about, RevPAF is positive, occupancy is positive, contract rate is going in the right direction, and our platforms are really working. I think for us, where we're coming from, where we've been, we just feel very, very confident on how 2026 will play out.

Speaker #3: Keep in mind that was muted because we were down about 10% in October due to a hurricane comp, and thus far in January and February, those numbers are even stronger.

Speaker #3: So we're just very, very pleased with the rental output we're getting at the top through the top of the funnel all the way through to the rentals themselves.

Speaker #3: And so I think for us, looking at all the things we're thinking about, rep path is positive. Occupancy is positive. Contract rate is going in the right direction.

Speaker #3: And our platforms are really working. I think for us, where we're coming from, where we've been, we just feel very, very confident on how 2026 will play out.

Speaker #3: And I'll let Brandon kind of walk you through the cadence of the year.

Dave Cramer: I'll let Brandon kind of walk you through the cadence of the year.

Speaker #6: Yeah, I think the main thing I would add, Sameer, and you touched on it in your question, the negative 70 basis points that we delivered in the fourth quarter Dave remarked in the opening about how that improved.

Brandon Togashi: I think the main thing I would add, Samir, and you touched on it in your question, the -70 basis points that we delivered in Q4, Dave remarked in the opening about how that improved. It was more negative to start Q4, and it got less negative, trending towards flattish as we got to the end of Q4. Based on the data points that we've given for end of month, January occupancy, my remarks about how that's continued into February, you know, we just feel comfortable that we're starting the year within a -30 to +210 revenue range, whereas, you know, a year ago, we were delivering a quarter and starting the year, that was, you know, frankly, well below, the low end.

Speaker #6: So it was more negative to start the fourth quarter, and it got less negative trending towards flattish as we got to the end of the fourth quarter.

Speaker #6: And then, based on the data points that we've given for end-of-month January occupancy, my remarks about how that's continued into February, we just feel comfortable that we're starting the year within the negative $30 to positive $210 revenue range, whereas a year ago we were delivering a quarter and starting the year that was, frankly, well below.

Speaker #6: The low end. So it required a much more of an improvement than what's required now.

Brandon Togashi: It required a much more of an improvement than what's required now.

Speaker #5: No, thank you for that. And I guess just as a follow-up, maybe as we're talking about the guidance, maybe you can hit on expense growth here, right?

Samir Khanal: No, that's thank you for that. I guess just as a follow-up, maybe as we're talking about the guidance, maybe you can hit on expense growth here, right? I mean, you have about 3%, for this year. Maybe talk kind of the components to kind of get there as we think about 2026. Thanks.

Speaker #5: I mean, you have about 3% for this year. Maybe talk through some of the components to kind of get there as we think about ’26.

Speaker #5: Thanks.

Speaker #6: Yeah, Sameer, I'll go most significant line item is property taxes so we'll start there. We're assuming a range of 3 to 5%. That's consistent with kind of multi-year averages for our portfolio.

Brandon Togashi: Yeah, Samir, I'll go, you know, most significant line item is property taxes. We'll start there. You know, we're assuming a range of 3% to 5%. That's consistent with kind of multi-year averages for our portfolio. Personnel, you saw the good success that we had in that line item, both in Q4 as well as for the full year of 2025. We're expecting, you know, similar successes. I expect that line item to be flattish in 2026 over 2025. Outside of those two line items, I would say the largest percentage increase is going to continue to be marketing expense, not to the tune of the 30%+ that we saw this year, but still probably in the teens on a year-over-year growth rate.

Speaker #6: Personnel, you saw the good success that we had in that line item both in the fourth quarter as well as for the full year of '25.

Speaker #6: We're expecting similar successes, except that line item to be flattish in 2026 over '25. And then, outside of those two line items, I would say the largest percentage increase is going to continue to be marketing expense.

Speaker #6: Not to the tune of the 30-plus percent that we saw this year, but still probably in the teens on a year-over-year growth rate. And after that, a lot of the other line items fall generally in that low to mid-single-digit range that we have for the total OPEX guide.

Dave Cramer: After that, a lot of the other line items fall generally in that low to mid-single digit range that we have for the total OpEx guide. The one exception being insurance. We do believe we're in a better market. Our renewal was in April 1, so we are forecasting that line item to be a year-over-year decrease in the cost.

Speaker #6: The one exception being insurance. We do believe we're in a better market. Our renewal was in April 1, and so we are forecasting that line item to be a year-over-year decrease in the cost.

Speaker #5: Okay. Thank you.

Juan Sanabria: Okay. Thank you.

Speaker #6: Thanks, Sameer.

Dave Cramer: Thanks, Samir.

Speaker #4: Our next question is from Michael Goldsmith with UBS. Please proceed.

Operator: Our next question is from Michael Goldsmith with UBS. Please proceed.

Speaker #7: Good afternoon. Thanks a lot for taking my question. First question is on the January occupancy being up 20 basis points. Can you talk a little bit about what's driving that?

Michael Goldsmith: Good afternoon. Thanks for taking my question. For questions on the January occupancy being up 20 basis points, can you talk a little bit about what's driving that? I think you talked a little bit about strong rental volumes. It seems like marketing spend is up, but, you know, can you walk through some of the moving pieces? Are you cutting rate to drive that occupancy higher during the slower season? Just trying to understand the moving pieces and context around the occupancy improvement. Thanks.

Speaker #7: I think you talked a little bit about strong rental volumes. It seems like marketing spend is up, but can you walk through some of the moving pieces?

Speaker #7: Are you cutting rate to drive that occupancy higher during the slower season? Just trying to understand the moving pieces and context around the occupancy improvement.

Speaker #7: Thanks.

Speaker #3: Yeah, sure, Michael. Thanks for the question. Thanks for being here. I think it's a combination of all those things. Clearly, we committed to a higher marketing spend related to the back half of 2025, and that was based upon our conviction that we were seeing the activity at the top of the funnel and our ability to convert those into rentals.

Dave Cramer: Yeah, sure, Michael. Thanks for the question. Thanks for being here. I think it's a combination of all those things. You know, clearly, we committed to a higher marketing spend really through the back half of 2025, and that was based upon our conviction that we were seeing the activity at the top of the funnel and our ability to convert those into rentals. We've done a really good job looking at the sales process all the way through the funnel and our conversion rates. That would include how you use discounting, where you're priced in the markets, the amount of marketing spend, and when you're spending that money.

Speaker #3: And so we've done a really good job looking at the sales process all the way through the funnel and our conversion rates. And so that would include how you use discounting, where you're priced in the markets, the amount of marketing spend, and when you're spending that money.

Speaker #3: This is where AI and some of the AI technologies in the modeling we have are really starting to pay off and the fact that the teams are doing a really, really good job as we model our marketing spend and model our dynamic pricing and use of discounts to really work on that closure within that funnel.

Dave Cramer: This is where AI and some of the AI technologies and the modeling we have are really starting to pay off, and the fact that the teams are doing a really, really good job as we model our marketing spend and model our dynamic pricing and use of discounts to really work on that closure within that funnel. We've seen a significant improvement in our ability to really work the conversion rates through that funnel. I would tell you from a pricing standpoint, we're keeping the same competitive position we've kept through the back half of the year.

Speaker #3: And so we've seen a significant improvement in our ability to really work the conversion rates through that funnel. So I would tell you from a pricing standpoint, we're keeping the same competitive position we've kept through the back half of the year.

Speaker #3: We did a good job holding occupancy and not having the seasonal trough that you normally would have. And that's a function of marketing spend, pricing, discounting, and then use of call center and staffing hours and those things.

Dave Cramer: We did a good job holding occupancy and not having the seasonal trough that you normally would have, and that's a function of marketing spend, pricing, discounting, and then, you know, use of call center and staffing hours and those things. I think all those things in place. We're not undercutting markets. We're not trying to go out and try to move markets one way or the other. We're just staying within the appropriate competitor set to get the results we want.

Speaker #3: So I think all those things are in place. We're not undercutting markets. We're not trying to go out and try to move markets one way or the other.

Speaker #3: We're just staying within the appropriate competitor set to get the results we want.

Speaker #7: Thanks for that, Dave. And as a follow-up, where do you see yourself to the point of actually having pricing power, right? Occupancy is occupancy, is improving.

Michael Goldsmith: Thanks for that, Dave. As a follow-up, like, where do you see yourself, to the point of, you know, actually having pricing power, right? Occupancy is improving, you know, you're improving operationally, you're talking about strong rental and volume. Is there a certain level of occupancy where you think you would have pricing power?

Speaker #7: You're improving operationally. You're talking about strong rental and volume. So, is there a certain level of occupancy where you think you would have pricing power?

Speaker #3: It's a really good question. And it really varies by market and by store. So we do have markets that are having some good success, like a couple of the ones that jumped off the page, Wichita, Colorado Springs.

Dave Cramer: It's a really good question, and it really varies by market and by store. We do have markets that are having some good success, like, you know, a couple of the ones that jump off page, Wichita, Colorado Springs, even Portland. If you look at Portland, where supply and demand are in check, and those markets are responding well to, you know, not only, you know, street rate or market pricing, but the ECRI programs and what you're able to drive through the ECRI programs are working very effectively. That's really, I think, as you look at our portfolio, we do have a lot of stable markets where they are benefiting very much from all of the changes we've made within the company. All of the adaptation that we've done within the company is helping those markets.

Speaker #3: Even Portland, if you look at Portland, where supply and demand are in check and those markets are responding well to not only street rate or market pricing, but the ECRI programs and what you're able to drive through the ECRI programs are working very effectively.

Speaker #3: And that's really, I think, as you look at our portfolio, we do have a lot of stable markets where they are benefiting very much from all of the changes we've made within the company, and all of the adaption that we've done within the company is helping those markets.

Dave Cramer: The other markets, Michael, like Phoenix and Atlanta and Gulf Coast of Florida and stuff, it's really a supply issue, where until you really get that balance and get a better demand profile to get these stores filled up, it's gonna be harder to get pricing power. The one thing I would add into that, too, is We've noticed it, you got to get granular enough down to the unit size. It's one thing to scrape overall properties and look at overall occupancies and overall pricing power, but there are, you know, subsets of unit types that are seeing pricing power within some of our markets because, you know, supply and demand is in check on that particular demand for that unit.

Speaker #3: The other markets, Michael, like Phoenix and Atlanta and the Gulf Coast of Florida and stuff, it's really a supply issue where, until you really get that balance and get a better demand profile to get these stores filled up, it's going to be harder to get pricing power.

Speaker #3: The one thing I would add into that too is it's also we've noticed you got to get granular down to the unit size. It's one thing to scrape overall properties and look at overall occupancies and overall pricing power, but there are subsets of unit types that are seeing pricing power within some of our markets because supply and demand is in check on that particular demand for that unit.

Speaker #7: Thank you very much. Good luck in 2026.

Michael Goldsmith: Thank you very much. Good luck in 2026.

Speaker #3: Thank you. Appreciate it.

Dave Cramer: Thank you. Appreciate it.

Speaker #4: Our next question is from Juan Sinabrio with BMO Capital Markets. Please proceed.

Operator: Our next question is from Juan Sanabria with BMO Capital Markets. Please proceed.

Juan Sanabria: Good morning, congrats on the successes on the post PRO internalization. Just hoping out for a little bit more color on kind of the move-in rate trends throughout the Q4 and into January, as well as kind of how the quantum and or cadence of ECRI has changed maybe year-over-year or however you could help us contextualize that?

Speaker #7: Good morning and congrats on the successes on the post-Pro internalization. Just hoping out for a little bit more color on kind of the moving rate trends throughout the fourth quarter.

Speaker #7: And into January, as well as kind of how the quantum and/or cadence of ECRIs has changed, maybe year over year or however you could help us contextualize that.

Speaker #3: Sure. I'll start. And if Brandon wants to jump in here, I think what you have seen—and you will see—from us is our moving rates, as they went through the fourth quarter, narrowed on a year-over-year spread.

Dave Cramer: Sure. I'll start, and if Brandon wants to jump in here. You know, I think what you have seen and you will see from us is our move-in rates as they went through the Q4, narrowed on a year-over-year spread. That's because if you, if you think about a few years ago in 2024, when we were internalizing the PROs, we reset street rates pretty hard in the back, you know, really the Q4 of 2024 and left them elevated, outside of the competition range, probably till April or May of 2025. Our comps on a year-over-year basis are tougher the first five, six months of this year, just on the move-in rents. Now, you know, for us, we're getting the rental volume we want.

Speaker #3: And that's because, if you think about a few years ago in '24 when we were internalizing the Pros, we reset street rates pretty hard in the back, really the fourth quarter of 2024, and left them elevated—outside of the competition range—probably till April or May of 2025.

Speaker #3: And so, our comps on a year-over-year basis are tougher the first five, six months of this year, just on the move-in rents. Now, for us, we're getting the rental volume we want.

Speaker #3: We're effectively priced where we want to be priced in the markets. But I think you guys will see us go negative on move-in rates probably the first four or five months of the year, and then get back to more of a neutral to positive position from June, July on.

Dave Cramer: We're effectively priced where we want to be priced in the markets. I think you guys will see us go negative on move-in rates probably the first four or five months of the year and then get back to more of a neutral to positive position from June, July on. We are seeing significant rental volume. Again, I'll reiterate, we're not undercutting the market. We just adjusted our competitive position to really work on customer count and do it as smart as we can to get to a better revenue output. The back half of that question was? I'm sorry, I've drawn a blank now. I've drawn a blank.

Speaker #3: But we are seeing significant rental volume. Again, I'll reiterate, we're not undercutting the market. We just adjusted our competitive position to really work on customer count and doing as smart as we can to get to a better revenue output.

Speaker #3: The back half of that question was—I'm sorry, I'm drawing a blank now.

Speaker #7: ECRIs and how that's changed the quantum and/or cadence.

Juan Sanabria: ECRI and how that's changed the quantum and or cadence.

Speaker #3: Yeah, thanks. Thanks, Juan. Sorry about that. The cadence hasn't changed. So we're still hitting the ECRIs around the same timing that we have been hitting them.

Dave Cramer: Yeah, thanks. Thanks, Juan. Sorry about that. You know, the, the cadence hasn't changed, so we're still hitting the ECRIs around, you know, the same timing that we have been hitting them. I do know our magnitude of rate increases has increased on a year-over-year basis. All of the testing and the things that we're doing and our confidence in the ability to attract new customers and drive additional rental volumes is allowing us to be more assertive on the rate increases through all of the steps, whether it be first, second, third, fourth, across the board. That's also helpful as we look at our revenue projections this year.

Speaker #3: I do know our magnitude of rate increases has increased on a year-over-year basis. All of the testing and the things that we're doing, and our confidence and ability to attract new customers and drive additional rental volumes, is allowing us to be more assertive on the rate increases through all of the steps, whether it be first, second, third, fourth, across the board.

Speaker #3: And so that's also helpful as we look at our revenue projections this year.

Speaker #7: Great. And then I was just hoping you could comment on, when you're leasing units, if the size or the number of square feet that is being taken up has changed.

Juan Sanabria: Great. Then I was just hoping you could comment on when you're leasing units, if the size or the number of square feet that is being taken up has changed. I know at one point, I think it was last year, that had gone down for a bit. Curious on kind of the latest thoughts around how many square feet people are actually leasing today and how that's trending.

Speaker #7: I know at one point, I think it was last year that had gone down for a bit. But curious on kind of the latest thoughts around how many square feet people are actually leasing today and how that's trending.

Speaker #3: Yeah, good question and good memory. We certainly this time last year were facing probably about a five to six square foot per rental square footage roll down.

Dave Cramer: Yeah, good question, and good memory. We certainly, this time last year, were facing probably about a 5 to 6 sq ft per rental rent, you know, square footage roll down. We've since closed that back up. We're back up to where most of our rentals are either at the same level or a little bit bigger in square footage. That's also very much helping in stabilizing occupancy and making sure we're attracting the customers for the units that we're vacating. Feeling good about that progress we made. That really flipped for us, really, you know, starting September 2023. We've been able to hold it all the way through February 2024 thus far.

Speaker #3: We've since closed that back up. We're back up to where most of our rentals are either at the same level or a little bit bigger in square footage.

Speaker #3: And so that's also very much helping in stabilizing occupancy and making sure we're attracting the customers for the units that we're vacating. So, feeling good about that progress we made—that really flipped for us probably starting September of last year. We've been able to hold it all the way through February, thus far.

Speaker #7: Thank you.

Juan Sanabria: Thank you.

Speaker #3: Thank you.

Dave Cramer: Thank you.

Speaker #4: Our next question is from Todd Thomas with KeyBank Capital Markets. Please proceed.

Operator: Our next question is from Todd Thomas with KeyBanc Capital Markets. Please proceed.

Speaker #3: Yeah, hi. Thanks. Appreciate the detail on January and some February data with regards to occupancy and move-in rents. Seems you've recovered a lot of ground.

Todd Thomas: Hi, thanks. Appreciate the detail on January and some February data with regards to occupancy and move-in rents. Seems you've recovered a lot of ground. You described 2025 as sort of a tale of two halves, first half being a little weaker, followed by an improvement in trends in the second half. Is 2026, from, you know, sort of a revenue growth standpoint, also expected to be sort of a tale of two halves? Do you think you can continue to recover in the back half of the year when some of your comps begin to normalize?

Speaker #3: You described '25 as sort of a tale of two halves, first half being a little weaker, followed by an improvement in trends in the second half.

Speaker #3: Is 2026 from sort of a revenue growth standpoint also expected to be sort of a tale of two halves, or do you think you can continue to recover in the back half of the year when some of your comps begin to normalize?

Speaker #7: Yeah, Todd, and this is Brandon. I do think that we'll have the benefit of some easier comps in the first half of the year and partway through the third quarter as well.

Dave Cramer: Yeah, Todd, this is Brandon. I do think that we'll have the benefit of some easier comps in the first half of the year and partway through Q3 as well. The Q4 will be the tougher comp. We see the year-over-year same store revenue growth steadily increasing as we go throughout the year, until maybe we plateau a little bit because of what, you know, you touched on. It does get a little bit tougher of a comp, starting in the back half of Q3 and then really for the entirety of Q4.

Speaker #7: The fourth quarter will be the tougher comp. We see the year-over-year same-store revenue growth steadily increasing as we go throughout the year, until maybe we plateau a little bit—because of what you touched on, it does get a little bit tougher of a comp.

Speaker #7: Starting in the back half of the third quarter, and then really for the entirety of the fourth quarter.

Speaker #3: Okay. And then Brandon, Dave too, I think you both touched on reducing leverage as a priority. And I just wanted to ask whether the guidance includes any sort of deleveraging initiatives, really primarily, I guess, outside of organic EBITDA growth.

Todd Thomas: Okay. Then, you know, Brandon, you know, Dave, too, I think you both touched on, you know, reducing leverage as a priority. I just wanted to ask, you know, whether the guidance includes any sort of deleveraging initiatives, you know, really primarily, I guess, outside of, you know, organic EBITDA growth. Do you have a leverage target for year-end 2026?

Speaker #3: And do you have a leverage target for year-end '26?

Speaker #7: Yeah. So our five-and-a-half to six-and-a-half times range remains kind of the long-term target for us—just outside the top end of that at the end of 2025, based on the midpoint of the same-store NOI guide. Todd, as you know, flat on that metric.

Dave Cramer: Yeah. Our, our 5.5 to 6.5x range remains kind of the, you know, long-term target for us, and just outside the top end of that at the end of 2025. Based on the midpoint of the same store NOI guide, Todd, as you know, you're flat on that metric, and FFO being, you know, relatively flat, it's really calling for leverage to stay fairly neutral. You know, a little bit of seasonality, depending on which quarter you go through, because the metric is calculated on a annualization of the given quarter, as you know. Outside of that, I would say by the end of 2026, it's going to be fairly similar to the end of 2025. Capital deployment will affect that. You saw the guide on acquisitions and dispositions.

Speaker #7: And FFO being relatively flat. It's really calling for leverage to stay fairly neutral, a little bit of seasonality depending on which quarter you go through because the metric is calculated on an annualization of the given quarter, as you know.

Speaker #7: But outside of that, I would say by the end of '26, it's going to be fairly similar to the end of '25. Capital deployment will affect that.

Speaker #7: You saw the guide on acquisitions and dispositions—at the midpoint of each, we were saying that that would be neutral. Obviously, this changes month by month based on the deals that we're seeing and the success we're having on some of the disposition initiatives.

Dave Cramer: At the midpoint of each, we're saying that that would be neutral. Obviously, changes month by month based on the deals that we're seeing, the success we're having on some of the disposition initiatives, any of the particular deals in front of us that we're underwriting for acquisition, largely through the joint ventures, as we said earlier. The timing and the success on those fronts could drive it and move it a little bit, but generally, at the midpoints, you're seeing it stay pretty constant.

Speaker #7: Any of the particular deals in front of us that we're underwriting for acquisition largely through the joint ventures, as we said earlier. So the timing and the success on those fronts could drive it and move it a little bit.

Speaker #7: But generally, at the midpoints, you're seeing it stay pretty constant.

Speaker #3: Okay. Thank you.

Todd Thomas: Okay. Thank you.

Speaker #7: Thanks, Todd.

Dave Cramer: Thanks, Todd.

Speaker #4: Our next question is from Celio Meta with Green Street Advisors. Please proceed.

Operator: Our next question is from Salil Mehta with Green Street Advisors. Please proceed.

Speaker #8: Hi. Good afternoon and thanks for taking my question. Just a quick one here to start off. Sorry if I missed this before. I know you guys mentioned January and February occupancy, but did you guys provide any color on where move-in rates are thus far and 1Q?

Salil Mehta: Hi, good afternoon, thanks for taking my question. Just a quick one here to start off. Sorry if I missed this before. I know you guys mentioned January and February occupancy, did you guys provide any color on where move-in rates are thus far into Q1?

Speaker #3: Yeah. Hey, thanks for joining us, Dave. What we talked about is our move-in rates will inflect negative for the first probably four or five months of the year.

Dave Cramer: Yeah. Hey, thanks for joining, Steve. You know, what we talked about is our move-in rates will inflect negative for the first probably four or five months of the year, and it's due to a little tougher comp from 2025. Where we're positioned in our markets to make sure that we're maximizing, you know, flow through the funnel and conversions in customer count, you know, working towards our revenue goal, because that's what we're trying to work towards. I think you will see some negative move-in rates for the next, you know, probably till about June, and then we think they'll inflect back to a more neutral positive for the back half of the year.

Speaker #3: And it's due to a little tougher comp from 2025. And where we're positioned in our markets to make sure that we're maximizing flow through the funnel and conversions and customer count, working towards our revenue goal, because that's what we're trying to work towards.

Speaker #3: But I think you will see some negative move-in rates for the next—probably till about June—and then we think they'll inflect back toward a more neutral, positive for the back half of the year.

Speaker #8: Great, thanks for that insight. And given the roughly, I guess, 1% move-in rate growth and overall rental rate growth in the quarter, how are you guys balancing the trade-off between occupancy and rate growth going forward?

Salil Mehta: Great. Thanks for that insight. You know, given the roughly, I guess, 1% move-in rate growth and overall rental rate growth in the quarter, you know, how are you guys balancing the trade-off between occupancy and rate growth going forward? You know, is one gonna be a bigger priority than the other? You guys kind of mentioned that you guys aren't chasing occupancy. Does that mean that you guys are happy with where occupancy levels are at currently?

Speaker #8: Is one going to be a bigger priority than the other? You guys kind of mentioned that you guys aren't chasing occupancy. Does that mean that you guys are happy with where occupancy levels are at currently?

Speaker #3: Yeah, I think you're touching on it. It's a balancing point of marketing spend and the use of price and discount to get better conversion, and really, occupancy can lead to revenue.

Dave Cramer: Yeah, I think you're touching on it. It's a, it's a balancing point of marketing spend and the use of price and discount to get better conversion. Really, you know, occupancy can lead to revenue. For us, we think we are at a point where we can use those as levers effectively and drive some more customer count, which will increase our occupancy. The fact that we're starting the year, coming out of January on a positive note on a year-over-year basis, as we look at our year, we think we'll be able to continue to work on the occupancy side of the house effectively, with that, and that's a nice revenue output for us.

Dave Cramer: Yeah, I think you're touching on it. It's a balancing point of marketing spend and the use of price and discount to get better conversion. Really, you know, occupancy can lead to revenue. For us, we think we are at a point where we can use those as levers effectively and drive some more customer count, which will increase our occupancy. The fact that we're starting the year, coming out of January on a positive note on a year-over-year basis, as we look at our year, we think we'll be able to continue to work on the occupancy side of the house effectively, with that, and that's a nice revenue output for us.

Speaker #3: And so for us, we think we are at a point where we can use those as leverage effectively and drive some more customer count, which will increase our occupancy.

Speaker #3: And so the fact that we're starting the year coming out of January on a positive note, on a year-over-year basis, as we look at our year, we think we'll be able to continue to work on the occupancy side of the house effectively, and that's a nice revenue output for us.

Speaker #3: So that is, as you think about our year, we think we'll be more occupied at the end of 2026 than we were in 2025.

Dave Cramer: That is, as you think about our year, we think we'll be more occupied at the end of, you know, 2026 than we were in 2025.

Speaker #8: Great. Thanks for the color. That's it for me.

Salil Mehta: Great. Thanks for the color. That's it for me.

Speaker #3: Thank you.

Dave Cramer: Thank you.

Speaker #4: Our next question is from Michael Griffin with Evercore ISI. Please proceed.

Operator: Our next question is from Michael Griffin with Evercore ISI. Please proceed.

Speaker #3: Great, thanks. Dave, I'm curious if you can touch a little bit on sort of organic customer demand. Obviously, I think it's a positive seeing the same-store revenue growth inflect into next year, but it feels like that's more an enhancement of marketing initiatives and capturing more of the top-of-funnel demand.

Michael Griffin: Great. Thanks. Dave, I'm curious if you can touch a little bit on sort of, you know, organic customer demand. Obviously, I think it's a positive seeing the same-store revenue growth inflect into next year, but it feels like that's more, you know, an enhancement of marketing initiatives and capturing more of the top-of-funnel demand as opposed to the pie maybe expanding a bit. Can you talk a little bit about organic customer trends? You know, How are new customers versus renewals? You know, really is the inflection driven by, I guess, capturing more of the pie of customers out there rather than expectations for, you know, more customers to come back to the market?

Speaker #3: As opposed to the pie maybe expanding a bit. So can you talk a little bit about organic customer trends, how are new customers versus renewals, and really is the inflection driven by, I guess, capturing more of the pie of customers out there rather than expectations for more customers to come back to the market?

Speaker #3: Yeah, good question. Thanks for being here. I would agree with your premise, and I think we're approaching 2026 with a mindset similar to what we faced in 2025.

Dave Cramer: Yeah. Good question. Thanks for being here. I would agree with your premise, and I think we're approaching 2026 with a mind frame that the competitive environment will be very similar to what we faced in 2025. You know, nationally, we know that new deliveries are coming down, you know, that number takes a while to be absorbed. I think, you know, as you think about our stores that are facing competitors in a three- and five-mile ring, we don't see a material change in the number of stores facing in that competitor set in 2026. You know, we're going to be very focused on just executing and trying to take more of the pie.

Speaker #3: Nationally, we know that new deliveries are coming down, but that number takes a while to be absorbed. And so I think as you think about our stores that are facing competitors in the three and five-mile ring, we don't see a material change in the number of stores facing that competitor set.

Speaker #3: In 2026, we're going to be very focused on just executing and trying to take more of the pie. Certainly, every month you go deeper into absorbing new supply, it helps, but we did not, in our guidance at our midpoint, really model in any catalysts or anything that's really materially different in the way we're thinking about how the competition is going to look for 2026.

Dave Cramer: You know, certainly every month you go deeper into absorbing new supply, it helps. We did not, in our guidance at our midpoint, really model in any catalysts or anything that's really materially different than the way we're thinking about how the competition is going to look for 2026.

Michael Griffin: That's, that's certainly some helpful context. Maybe just on the external growth opportunities, it seems that particularly the acquisitions, component of that might be more in kind of the JV structures that you've laid out. Can you give us a sense of what kind of, you know, product type you're targeting with those, whether it's, you know, going in cap rates, you know, your yield requirements? Just maybe give us a sense of kind of external growth priorities and the investment pipeline for the year ahead.

Speaker #3: That's certainly some helpful context. And then maybe just on the external growth opportunities, it seems that particularly the acquisitions component of that might be more in kind of the JV structures that you've laid out.

Speaker #3: But can you give us a sense of what kind of product type you're targeting with those? Whether it's going-in cap rates, your yield requirements—just maybe give us a sense of your external growth priorities and the investment pipeline for the year ahead.

Speaker #5: Yeah. Yeah. Really great question. First of all, we're targeting markets where we can densify our portfolio, get better synergies, get better operational efficiencies, and that's been part of our portfolio optimization program now for a couple of years.

Dave Cramer: Yeah. Yeah, a really great question. You know, First of all, we're targeting markets where we can densify our portfolio, get better synergies, get better operational efficiencies, and that's been part of our portfolio optimization program now for a couple of years. The markets we are targeting are really around where we think we can have good efficiencies and good success in buying properties. We're probably a little less attracted to the markets that are really struggling right now because we'll want those markets to improve before, you know, we want to step into them. We have a number of markets where we have had good success. We've seen the inflection points. We're seeing things go in a positive direction, and we're very actively working in those markets to come up with acquisitions.

Speaker #5: And so, the markets we are targeting are really around where we think we can have good efficiencies and good success in buying properties. We're probably a little less attracted to the markets that are really struggling right now, because we'll want those markets to improve before we want to step into them, but we have a number of markets where we have had good success.

Speaker #5: We've seen the inflection points. We're seeing things go in a positive direction, and we're very actively working in those markets to come up with acquisitions.

Dave Cramer: The best cost of capital right now for us is our JVs, and the new structure, the preferred equity structure, will lean into that this year as well. We will buy a balance sheet if needed, primarily used probably to fulfill 1031s, as we come across those through the dispositions. You know, We're willing and able and want to buy, but we're just being very diligent with our money right now because it's, you know, certainly there's, you got to be very smart, and you got to be very diligent on how you put your money out and deploy it.

Speaker #5: The best cost-to-capital right now for us is our JVs, and the new structure, the preferred equity structure, will lean into that this year as well.

Speaker #5: And then we will buy, and balance sheet if needed—primarily, probably to fulfill 1031s as we come across those through the dispositions. But we're willing and able and want to buy, but we're just being very diligent with our money right now because there's—certainly, you've got to be very smart, and you've got to be very diligent on how you put your money out and deploy it.

Speaker #3: Great. That's it for me. Thanks for the time.

Michael Griffin: Great. That's it for me. Thanks for the time.

Speaker #5: Yeah. Absolutely. Thank you.

Dave Cramer: Yeah, absolutely. Thank you.

Speaker #4: Our next question is from Ravi Vadia with Mizuho Securities. Please proceed.

Operator: Our next question is from Ravi Vaidya with Mizuho Securities. Please proceed.

Speaker #6: Hi there. Thank you for taking my question. I wanted to ask about the rent per occupied square foot. You've seen strong improvement there on both a year-over-year basis and a quarter-on-quarter basis.

Ravi Vaidya: Hi there. Thank you for taking my question. I wanted to ask about the rent per occupied square foot. You've seen strong improvement there on both a year-over-year basis and a quarter-on-quarter basis. How do you see this metric trending in Q1 2026 and throughout the balance of 2026 as well? Do you think it's going to be stable, accelerating, or decelerating?

Speaker #6: How do you see this metric trending in Q2 '26 and throughout the balance of '26 as well? Do you think it's going to be stable, accelerating, or decelerating?

Speaker #3: Great question. Thanks for joining. Yeah. We approached 2026 with continued improvement in the achieved rate. It becomes more challenging when you have bigger roll-downs like we're facing today.

Dave Cramer: Great question. Thanks for joining. Yeah, we approached 2026 with, you know, continued improvement in the achieved rate. It becomes more challenging when you have bigger rolldowns like we're facing today. Our rent rolldowns are in the low to mid-thirties at this point. The strength of our ECRI program and the improvements we've made around, you know, how we implement the ECRI program will help offset that rent rolldown. We, we did, you know, throughout the year, show modest improvement in the, in the achieved rate as we went through the year.

Speaker #3: So, our rent roll-downs are in the low to mid-30s at this point. And so, the strength of our ECRI program and the improvements we've made around how we implement the ECRI program will help offset that rent roll-down.

Speaker #3: But we did, throughout the year, show modest improvement in the achieved rate as we went through the year.

Speaker #6: Got it. That's helpful. I wanted to ask another question about the guide. I know that you mentioned that we don't have any housing-related catalysts or any other demand catalysts for achieving the same-store revenue guide.

Ravi Vaidya: Got it. That's helpful. I want to ask another question about the guide. I know that you mentioned that we don't have any housing-related catalysts or any other demand catalysts for achieving the same-store revenue guide, but what are some of the potential levers of maybe upside or elements of conservatism that might be baked in, given that the broader operating environment remains a bit choppy? Thanks.

Speaker #6: But what are some of the potential levers of maybe upside or elements of conservatism that might be baked in given that the broader operating environment remains a bit choppy?

Speaker #6: Thanks.

Speaker #5: Yeah, good question. I'll start in, Brandon, if you want to jump in. Certainly, things that can move the guide around, and one of the primary things is asking rents.

Dave Cramer: Yeah, good question. I'll start, and then, Brandon, if you want to jump in. You know, certainly things that can move the guide around, and one of the primary things is, you know, asking rents. You know, if we see good improvement in asking rents and we see a good spring leasing season, that's the hard part about sitting here today. It's February, if we were sitting here in May, I think we'd have a lot more light on, you know, how active the spring leasing season was. We're able to drive, you know, the street rate asking rents up, as historically, this industry does.

Speaker #5: If we see good improvement in asking rents, and we see a good spring leasing season, and that's the hard part about sitting here today.

Speaker #5: It's February, and if we were sitting here in May, I think we'd have a lot more light on how active the spring leasing season was.

Speaker #5: Did we have good rate? Were we able to drive the street rate asking rents up as historically this industry does? And so that's the one thing that we don't know, and that could push the guide up or it may push it to the low end if street rates don't cooperate and you get more volatile competitive environment.

Dave Cramer: That's the one thing that we don't know, and that could push the guide up, or it may push it to the low end if your street rates don't cooperate, and you get more volatile, competitive environment, as far as the revenue side of the house goes. That would affect, you know, occupancy, and it would affect, obviously, what you're driving home for the achieved rate if you're any movement on that street rate. Anything else?

Speaker #5: As far as the revenue side of the house goes, and that would affect how occupancy and it would affect obviously what you're driving home for the achieved rate if you're any moving on that street rate.

Speaker #5: Anything else?

Speaker #2: I'm Ravi. I mean, the one thing I might add is, that's outside of our control, obviously, is just the regulatory environment and any state of emergency declarations due to severe weather or other events.

Brandon Togashi: Ravi, I mean, the one thing I might add is just that's outside of our control, obviously, is just the regulatory environment and any, you know, state of emergency declarations due to, you know, severe weather or other events. Our portfolio's not currently in subject to, you know, significant restrictions there, but obviously, that could play a factor. There's always some elements of that, like, throughout in the portfolio as you go throughout the year. In the state of Oklahoma, we had some restrictions in 2025 that impacted our OKC and Tulsa markets. That's just one variable, but we try to, as much as you can, incorporate some element of that as we think about kind of the normal course revenue management program.

Speaker #2: Our portfolios not currently in subject to significant restrictions there, but obviously that could play a factor. There's always some elements of that. In the portfolio, as you go throughout the year, in the state of Oklahoma, we had some restrictions in 2025 that impacted our OKC and Tulsa markets.

Speaker #2: So that's just one variable. But we try to, as much as we can, incorporate some element of that as we think about, kind of, the normal course revenue management program.

Speaker #6: Got it. Thank you.

Ravi Vaidya: Got it. Thank you.

Speaker #3: Thank you.

Speaker #5: Thank you.

Dave Cramer: Thank you.

Brandon Togashi: Thank you.

Speaker #4: Our next question is from Ron Camden with Morgan Stanley. Please proceed.

Operator: Our next question is from Ron Kamdem with Morgan Stanley. Please proceed.

Speaker #3: Hey, just two quick ones. Can you just contextualize your dividend payout ratio for this year? And sort of, I think you talked about sort of an inflection.

Ron Kamdem: Hey, just two quick ones. Just can you just contextualize your dividend payout ratio for this year? Sort of I think you talked about sort of inflection. Is it sort of a 27 or 28? Like, when do you sort of anticipate getting that back to sort of even as this inflection sort of plays out? Thanks.

Speaker #3: Is it sort of a 27 or 28? When do you sort of anticipate getting that back to sort of even, as this inflection sort of plays out?

Speaker #3: Thanks.

Speaker #5: Yeah, Ron. Thanks to Steve. Thanks for the question. Yeah, guidance would imply we're not covering the dividend this year. We will be light on covering the total payout.

Dave Cramer: Hey, Ron, thanks. It's Dave. Thanks, thanks for the question. Yeah, certainly, you know, the guidance would imply we're not covering the dividend this year. We will be light on covering the total payout. Certainly, you know, as we think about it, we are in an inflection point. We are seeing fundamentals turn positive. We're seeing our organic growth turn positive, there are moving pieces that, you know, investment activity and things like that can move, you know, FFO around. We did come off of covering the dividend Q3 and Q4 of last year. You know, I think, you know, we have very good discussions with our board. Our board is very in tune to what, you know, the outlook of the company is.

Speaker #5: Certainly, as we think about it, we are in an inflection point. We are seeing fundamentals turn positive. We're seeing our organic growth turn positive, and there are moving pieces that investment activity and things like that that can move FFO around.

Speaker #5: We did come off of covering the dividend third quarter and fourth quarter of last year, and so I think we have very good discussions with our board.

Speaker #5: Our board is very in tune to what the outlook of the company is. And right now, I think, to your point, as we finish the end of the year, we probably will be back to where we're covering 100% of the dividend towards the back half, really the fourth quarter of the year.

Dave Cramer: Right now, you know, I think to your point, it's, you know, as we finish the end of the year, we probably be back to where we're covering 100% of the dividend, you know, towards the back half, really, the Q4 of the year. Then into 2027, if the fundamentals keep improving, we'll, you know, we'll certainly be in a much better position. We're certainly aware of where the payout ratio is, and we're, you know, working very hard to accomplish that to be lower.

Speaker #5: And then in the 2027, if the fundamentals keep improving, we'll certainly be in a much better position. But we're certainly aware where the payout ratio is, and we're working very hard to accomplish that to be lower, so.

Speaker #3: Great, that's helpful. And then my second question—I think the release sort of noted that all but one market saw sequential improvement, which I thought was interesting.

Ron Kamdem: Great. That's helpful. My second question, you know, I think the release sort of noted that all but one market saw sort of sequential improvement, which I thought was interesting. I mean, can you just double-click on, you know, whether the heavy supply markets versus maybe the lower supply, how those are sort of performing and what your expectations are in terms of that, the strength of the inflection? Thanks.

Speaker #3: I mean, can you just double-click on whether the heavy supply markets versus maybe the lower supply—how those are sort of performing, and what your expectations are in terms of that, the strength of the inflection?

Speaker #3: Thanks.

Speaker #5: Yeah, good question. I'll start on this. Brandon wants to come in here, but you're touching on it. The markets where we are still facing a tremendous amount of competition that needs to be absorbed are the ones that are really not inflecting positive.

Dave Cramer: Yeah, good question. I'll start, and if Brandon wants to come in here, but you're touching on it. The markets where we are still facing a tremendous amount of competition that needs to be absorbed are the ones that are really, you know, not inflecting positive, are gonna take time and, you know, and really, it's just time. In some markets, like Phoenix, they need to stop building because they're still building in Phoenix, and, you know, so you make two steps forward, and then you have to take three steps back as somebody adds some more product to the market.

Speaker #5: Are going to take time, and really, it's just time. And in some markets like Phoenix, they need to stop building because they're still building in Phoenix, and so you make two steps forward, and then you have to take three steps back as somebody adds some more product to the market.

Speaker #5: The markets that don't have that, and I mentioned a couple of them earlier, Colorado Springs, Wichita, Portland, we're seeing nice solid sequential growth in rate and occupancies have been steady, and we're seeing some pricing power in those markets, and we're having good success.

Dave Cramer: The markets that don't have that, and I mentioned a couple of them earlier, you know, Colorado Springs, Wichita, Portland, we're seeing nice, solid, you know, sequential growth in, you know, rate and occupancies have been steady, and we're seeing some pricing power in those markets, and we're having good success. Fortunately, we do have a diversified portfolio. We have a lot of our markets that are going in the right direction, that makes us feel very good as we, you know, we think we've hit that positive inflection point. You know, even a market like Atlanta, which is improving, it's still very much negative, but we are seeing some consistency and some stability in some of these markets, which is encouraging to us.

Speaker #5: And so fortunately, we do have a diversified portfolio. We have a lot of our markets that are going in the right direction, and so that makes us feel very good as we think we've hit that positive inflection point.

Speaker #5: And even though markets like Atlanta are improving, it's still very much negative, but we are seeing some consistency and some stability in some of these markets, which is encouraging to us.

Speaker #3: That's it for me. Thank you.

Ron Kamdem: That's it for me. Thank you.

Speaker #5: Yeah. Thank you.

Dave Cramer: Yeah, thank you.

Speaker #4: Our next question is from Eric Wolf with Citigroup. Please proceed.

Operator: Our next question is from Eric Wolfe with Citigroup. Please proceed.

Speaker #2: Hey, thanks. You mentioned the positive trends on occupancy year to date. I was just wondering if it was possible for you to update us on where RevPath has been trending, just to understand how average realized rents have been moving through the early part of the year, especially given your comment around seeing more success on these CRIs.

Eric Wolfe: Hey, thanks. You mentioned the positive trends on occupancy year to date. I was just wondering if it was possible for you to update us on where RevPAF has been trending, just to understand how average realized rents have been moving through the early part of the year, especially given your comment around seeing more success on ECRI's.

Speaker #5: Yeah, Eric, thanks for joining, and good question. RevPath is following similar trends. We are seeing improvement in RevPath that would be consistent with nice, solid ECRI gains and, obviously, the improvement in our stabilization and occupancy and slight improvement in occupancy.

Dave Cramer: Yeah, Eric, thanks for joining, and good question. RevPAF is following the similar trends. We are seeing improvement in RevPAF, that would be consistent with, you know, nice solid ECRI gains. Obviously, the improvement in, you know, or stabilization in occupancy and slight improvement in occupancy, but the RevPAF is growing, yes.

Speaker #5: But the RevPath is growing, yes.

Speaker #2: Okay. And it looks like your other property-related income or revenue was a 40-basis-point drag. On your same-store revenue growth this quarter, can you just talk about what's embedded in your guidance for that line item and where you see it trending throughout 2026?

Eric Wolfe: Okay. It looks like your other property-related income or revenue was a 40 bip drag, on your same store revenue growth this quarter. Can you just talk about what's embedded in your guidance for that line item and where you see it trending throughout 2026?

Speaker #5: Yeah, Eric, it's Brandon. That line item will continue to be a little bit of a drag. That includes our tenant insurance dollars that are retained at the store.

Brandon Togashi: Yeah, Eric, it's Brandon. That line item will continue to be a little bit of a drag. You know, that includes our the tenant insurance dollars that are retained at the store. We've always had some amount of tenant insurance dollars reported within the store level NOI, dating back to the PRO structure, so that's just remained. As we talk about all the things that Dave's hit on here, you know, the jockeying between street rates, you know, marketing spend, and our discounting and promotion initiatives.

Speaker #5: We've always had some amount of tenant insurance dollars reported within the store level NOI, dating back to the pro structure. So that's just remained, and as we talk about all the things that Dave's hit on here—the jockeying between street rates, marketing spend, our discounting and promotion initiatives.

Dave Cramer: At the time of rental, upsell on tenant insurance, you know, we have altered that over the past, you know, couple quarters in order to prioritize getting that rental. That's created a little bit of a drag in that line item. We expect that to continue in 2026, although it does, you know, that comp gets easier as we get to the middle part of the year.

Speaker #5: The at the time of rental upsell on tenant insurance, we have altered that over the past couple of quarters in order to prioritize getting that rental.

Speaker #5: And so, that's created a little bit of a drag in that line item. We expect that to continue in '26, although that comp gets easier as we get to the middle part of the year.

Speaker #2: Got it. That's helpful. Thank you.

[Company Representative] (Conference Center): Got it. That's helpful. Thank you.

Eric Wolfe: Got it. That's helpful. Thank you.

Speaker #5: Yeah. Thanks, Eric.

Dave Cramer: Yeah. Thanks, Eric.

Speaker #4: Our next question is from Omateo Oksunaya with Deutsche Bank. Please proceed.

Operator: Our next question is from Omotayo Okusanya with Deutsche Bank. Please proceed.

David Brown: Hi. Yes, good afternoon, everyone. First question I had was, again, while guidance does not really contemplate any real change in the housing market, just curious how you guys are thinking about, again, some of these affordability initiatives that are, you know, President Trump is trying to make happen. Just kind of take a look at all that. I mean, do you kind of feel like the housing market could get better, so this could potentially be a positive catalyst? Or do you kind of look at it and kind of say it's more, you'll see a whole bunch of refinancing activity because mortgage rates are now down to 6%, but it's still not low enough to really stimulate housing demand?

Omotayo Okusanya: Hi. Yes, good afternoon, everyone. First question I had was, again, while guidance does not really contemplate any real change in the housing market, just curious how you guys are thinking about, again, some of these affordability initiatives that are, you know, President Trump is trying to make happen. Just kind of take a look at all that. I mean, do you kind of feel like the housing market could get better, so this could potentially be a positive catalyst? Or do you kind of look at it and kind of say it's more, you'll see a whole bunch of refinancing activity because mortgage rates are now down to 6%, but it's still not low enough to really stimulate housing demand?

Speaker #2: Hi. Yes. Good afternoon, everyone. First question I had was, again, while guidance is not really contemplate any real change in the housing market, just curious how you guys are thinking about, again, some of these affordability initiatives that are in that President Trump is trying to make happen and maybe just kind of take a look at all of that.

Speaker #2: I mean, do you kind of feel like the housing market could get better? So this could potentially be a positive catalyst, or do you kind of look at it and say it's more, you'll see a whole bunch of refinancing activity because mortgage rates are now down to 6%, but it's still not low enough to really stimulate housing demand?

Speaker #3: Yeah. At this, Dave, thanks for joining the question. That's a hard one. I mean, we are encouraged by the fact that at least everybody's talking about it, and they're trying to find a solution, or some solutions, to get progress there.

Dave Cramer: Yeah, at this, Dave, thanks for joining the question. That's a hard one. I mean, we are encouraged at the fact that at least everybody's talking about it, and they're trying to find a solution or some solutions to get progress there. We did not look at 2026 of any type of track or, you know, or catalyst in that piece. Well, we just approached 2026, that would probably remain the same. Any improvement of that would be much welcome. We would be positioned for outsized impact should they crack any of that and open up the, you know, resale market or things like that. I think we see the same step, you know, data you do.

Speaker #3: We did not look at 2026 of any type of track or their catalyst in that piece. And when we just approached '26, that would probably remain the same.

Speaker #3: Any improvement of that would be much welcome. We would be positioned for outsized impact should they crack any of that and open up the resale market or things like that.

Speaker #3: But I think we see the same data you do. There's a lot of listings. There's a lot of stuff going on out there, but we've just not seen any significant improvement yet.

Dave Cramer: There's a lot of listings, there's a lot of stuff going on out there, but we've just not seen any significant improvement yet.

Speaker #2: Okay, that's helpful. And then, second question: the preferred equity platform. Could you talk a little bit? It's kind of like everything is now kind of in place.

David Brown: Great. That's helpful. The second question, the preferred equity platform. Could you just talk a little bit? It's kind of like everything is now kind of in place. Can you just talk a little bit about kind of how deployment is going to work there and how quickly you think you can kind of put out capital?

Omotayo Okusanya: Great. That's helpful. The second question, the preferred equity platform. Could you just talk a little bit? It's kind of like everything is now kind of in place. Can you just talk a little bit about kind of how deployment is going to work there and how quickly you think you can kind of put out capital?

Speaker #2: Could you just talk a little bit about kind of how deployment is going to work there and how quickly you think you can kind of put out capital?

Speaker #3: Yeah, sure. It's a two-year program that we'd set up, and we wanted to get the capital out in two years. Certainly, we are working very, very hard.

Dave Cramer: Yeah, sure. you know, it's a 2-year program that we'd set up that we wanted to get the capital out in 2 years. Certainly, we are working very, very hard. We do have 3 properties under contract today, totaling a little over $50 million. We're pleased that we've got that stood up, and we've got properties under contract. you know, we'd like to get that out as quick as possible, if we can find the right deals. you know, so it's hard to handicap those. You know, these transactions are lumpy, and timing is, you know, cannot be particularly seen. We are happy that we're off and running, and, you know, we're certainly looking at a lot of properties, and there are a lot of opportunities.

Speaker #3: We do have three properties under contract today, totaling a little over $50 million. So we're pleased that we've got that stood up and we've got properties under contract.

Speaker #3: We'd like to get that out as quickly as possible, if we can find the right deals. And so, it's hard to handicap those. These transactions are lumpy, and timing cannot be particularly seen, but we are happy that we're off and running with it. We're certainly looking at a lot of properties, and there are a lot of opportunities.

Speaker #2: Great. Thank you.

David Brown: Great. Thank you.

Omotayo Okusanya: Great. Thank you.

Speaker #3: Thank you.

Dave Cramer: Thank you.

Speaker #4: Our next question is from Wes Gulliday with Baird. Please proceed.

Operator: Our next question is from Wes Golladay with Baird. Please proceed.

Speaker #6: Hey, good afternoon, everyone. I just have a quick question on the portfolio optimization. When you get through this year's dispositions, will you be largely done with the program?

Wes Golladay: Hey, good afternoon, everyone. I just have a quick question on the portfolio optimization. When you get through this year's dispositions, will you be largely done with the program?

Speaker #5: Hey, Wes, it's Dave. Yeah. Yes, I think so. We've done the majority of the heavy lifting, and the larger work this year will wrap up a lot of that.

Dave Cramer: It was to stay, yeah. Yes, I think so. We've done the majority of the heavy lifting and the larger work this year. We'll wrap up a lot of that, then after that, it'll just be as things, you know, materialize and stuff. Yeah, most of the heavy lifting is done.

Speaker #5: And then after that, it'll just be as things materialize and stuff. But yeah, most of the heavy lifting is done.

Speaker #6: Okay. Thank you.

Wes Golladay: Okay. Thank you.

Speaker #5: Thank you.

Dave Cramer: Thank you.

Speaker #4: Our next question is from Annabelle Ager with Barclays. Please proceed.

Operator: Our next question is from Annabelle Ayer with Barclays. Please proceed.

[Company Representative] (Conference Center): Hi, thank you for taking my question. Can you remind us of your strategy for payroll and how you think about the trade-off between, like, lowering payroll costs versus potentially losing sales?

Operator: Hi, thank you for taking my question. Can you remind us of your strategy for payroll and how you think about the trade-off between, like, lowering payroll costs versus potentially losing sales?

Speaker #7: Hi, thank you for taking my question. Could you remind us of your strategy for payroll and how you think about the trade-off between lowering payroll costs versus potentially losing sales?

Speaker #3: Yeah. Annabelle, thanks for joining. We've been working for a number of years on how to model payroll, and I can tell you with the data we have today, and much better tools that we have today, we certainly want to meet the customer when they want to meet us and how they want to shop with us.

Dave Cramer: Yes, Annabelle, thanks for joining. you know, we've been working for a number of years on how to model payroll, and I can tell you with the data we have today and much better tools that we have today, you know, we certainly want to meet the customer when they want to meet us and how they want to shop with us. There's no singular answer to, you know, perfect staffing levels. We have markets where we have to have more staffing with more hours and markets with less. What I do know is we have a much better line of sight. What we've been working on is hours of operation, you know, and that would be, you know, can we be open later? Can we be closed earlier?

Speaker #3: And so, there's no singular answer to perfect staffing levels. We have markets where we have to have more staffing with more hours, and markets where it's less.

Speaker #3: But what I do know is we have a much better line of sight. What we've been working on is hours of operation, and that would be, can we be open later?

Speaker #3: Can we be closed earlier? Do we need to be open eight hours, ten hours, twelve hours a day? Do we need to be open six hours a day?

Dave Cramer: Do we need to be open, you know, eight hours, 10 hours, 12 hours a day? Do we need to be open six hours a day? We've certainly put a lot of emphasis around our customer care center, and our call center teams are doing amazing things. Plus, we've implemented AI there, so we have a lot of automation built in there where we do not have to be around. We've, you know, put, obviously, the barcodes on the window. We have an app stood up. You know, for us, it's pretty fluid in markets and pretty fluid in stores, but we have seen payroll savings, and we do think there are more additional payroll savings for us as we go forward. We will not, you know, try to do that at the expense of the customer.

Speaker #3: We've certainly put a lot of emphasis around our customer care center, and our call center teams are doing amazing things. Plus, we've implemented AI there, so we have a lot of automation built in, where we do not have to be around.

Speaker #3: We've put, obviously, the barcodes on the window. We have an app stood up. But for us, it's pretty fluid in markets and pretty fluid in stores, but we have seen payroll savings.

Speaker #3: And we do think there are more additional payroll savings for us as we go forward. But we will not try to do that at the expense of the customer.

Speaker #3: But I do believe, clearly, the customer expectation—and when they want us around and how they want us—has changed. There's definitely that digital transformation is real, and it allows us to just be a little more flexible when we're at the store.

Dave Cramer: I do believe, clearly, the customer expectation of when they want us around and how they want us has changed. There's definitely that digital transformation is real, and it allows us to just be a little more flexible when we're at the store.

Speaker #7: That's really helpful. Thank you. And then one more: you guys have invested a lot in your website and platform over the last year or two.

[Company Representative] (Conference Center): That's really helpful. Thank you. One more. You guys have invested a lot in your website and platform over the last year or 2. How much more of a benefit do you see coming from improved search rankings and higher conversion rates?

Annabelle Ayer: That's really helpful. Thank you. One more. You guys have invested a lot in your website and platform over the last year or 2. How much more of a benefit do you see coming from improved search rankings and higher conversion rates?

Speaker #7: How much more of a benefit do you see coming from improved search rankings and higher conversion rates?

Speaker #5: Yeah. Another good question. We've certainly put a lot of effort there, and we've seen a lot of success. If you look at our visibility scores and our ranking scores, it's a true testament to the rental volumes.

Dave Cramer: Yeah, another good question. We've certainly put a lot of effort there, and we've seen a lot of success. If you look at our visibility scores and our outranking scores, and it's a true testament to the rental volumes. When we talk about rental volumes being up, you know, 20% and 30%, that's all of these things coming together and working very, very well. We're extremely happy. Obviously, you're never done. You're always working and trying to find another, you know, penny here and another rental there. The teams are working very hard with their modeling and how we're evolving our AI modeling.

Speaker #5: When we talk about rental volumes being up 20 and 30 percent, that's all of these things coming together and working very, very well. So we're extremely happy.

Speaker #5: Obviously, you're never done. You're always working and trying to find another penny here and another rental there. And so the teams are working very hard with their modeling and how we're evolving our AI modeling, and there's a lot of progress around what we're doing with Google and around how we're looking at our search and how we're looking at our paid search and our effectiveness around all of the channels that are available to us.

Dave Cramer: There's a lot of progress around what we're doing with Google and around our how we're looking at our search and how we're looking at our paid search and our effectiveness around all of the channels that are available to us. I'm very pleased with the progress, still more to come there.

Speaker #5: And so, I'm very pleased with the progress, but there's still more to come there.

Speaker #7: Great. Thank you.

[Company Representative] (Conference Center): Great. Thank you.

Annabelle Ayer: Great. Thank you.

Speaker #5: Thank you.

Dave Cramer: Thank you.

Speaker #4: Our final question is from Michael Goldsmith with UBS. Please proceed.

Operator: Our final question is from Michael Goldsmith with UBS. Please proceed.

Speaker #6: Hey, guys. Back for a couple of follow-ups. First, I think you mentioned some restrictions in Oklahoma, like including tolls. So, can you kind of clarify what you're referring to there?

Michael Goldsmith: Hey, guys, back for a couple of follow-ups. First, I think you mentioned some restrictions in Oklahoma, like including Tulsa. Can you kind of clarify what you were referring to there?

Speaker #5: Yeah, I'll jump in a little bit, Michael. What we had last year is they had high wind and fire danger restrictions around counties because it was so dry.

Dave Cramer: Yeah, I'll jump in a little bit, Michael. What we had last year is they had high wind and fire, danger restrictions around counties because it was so dry. What we faced for a number of months was a restriction on how much we could increase rates at a certain particular time. We sat a little calmer on Oklahoma through, you know, probably 5 or 6 months of that year. Then we had a pretty good lift in January around, you know, working back through the portfolio in Oklahoma and catching folks back up to where we wanted them to be. You know, like Brandon said, a lot of these state of emergencies, they're generally pretty short in nature, and they're not as widespread. You know, I mean, it'll be by county or by city sometimes.

Speaker #5: And so what we faced for a number of months was a restriction on how much we could increase rates at a certain particular time.

Speaker #5: And so we sat a little calmer on Oklahoma through probably five or six months of that year, and then we had a pretty good lift in January around working back through the portfolio in Oklahoma and catching folks back up to where we wanted them to be.

Speaker #5: Like Brandon said, a lot of these state of emergencies—they're generally pretty short in nature, and they're not as widespread. I mean, it would be by county or by city sometimes.

Dave Cramer: That one just happened to be a wildfire one that hung on because they had such dry conditions for such a long period of time.

Speaker #5: And that one just happened to be a wildfire, one that hung on because they had such dry conditions for such a long period of time.

Dave Cramer: That one just happened to be a wildfire one that hung on because they had such dry conditions for such a long period of time.

Speaker #6: Got it. Thanks for that. And then, Brandon, a follow-up just on the refinancing. Can you walk through what's on tap for this year, and just how you're thinking about it?

Michael Goldsmith: Got it. Thanks for that. Brandon, a follow-up just on the refinancing. Can you walk through, you know, what's untapped for this year and just how you're thinking, how you think about it?

Speaker #5: Yeah. The $375 million that we have coming due this year—concentrated $275 million on that term loan and then $100 million on the private placement notes.

Brandon Togashi: Yeah, the, you know, the $375 million that we have coming due this year, concentrated $275 million on that term loan and then $100 million on the private placement notes. As you can see on schedule 4 in the supplemental, blended rate on that $375 million is out of 4.25%. If we, as I said earlier, executed a refinancing of all of that through the term loan market, you know, again, depending on whether we take, you know, some of that floating or fix it all for the tenor, you're probably in the mid to high fours. That's, let's just say that's a half a percent of rate reset on that notional.

Speaker #5: As you can see on Schedule 4 and the supplemental, the blended rate on that $375 million is at four and a quarter percent. And so, if we, as I said earlier, executed a refinancing of all of that through the term loan market—again, depending on whether we take some of that floating or fix it all for the tenor—you're probably in the mid to high fours.

Speaker #5: And so that's, let's just say, that's half a percent of rate reset on that notional. And so that kind of—it's a partial year impact in 2026, Michael.

Brandon Togashi: That, that kind of, and, you know, it's a partial year impact in 2026, Michael. That kind of gets to some of that interest expense headwind that I mentioned earlier. You know, that's just kind of the plan A. There's obviously the private placement market, or the secured market. We feel comfortable with being able to address the maturities. That'll be the main focus for our finance team. I was also referring to, in my comments earlier, and you see it footnoted in our guidance table, one of our joint ventures has about $360 million of debt that comes due in October. Currently, the plan there would be to refinance that. That's a 3.5% in place interest rate.

Speaker #5: So that kind of gets to some of that interest expense headwind that I mentioned earlier. But that's just kind of the plan A. There's obviously the private placement market.

Speaker #5: Or the secured market. So we feel comfortable with being able to address the maturities. That'll be the main focus for our finance team. And then, I was also referring to in my comments earlier—and you see it footnoted in our guidance table—one of our joint ventures has about $360 million of debt that comes due in October.

Speaker #5: And so currently, the plan there would be to refinance that. And so that's a three and a half percent in place interest rate. So there would be a rate reset at the JV level, and then we would pick up our 25% share of that.

Brandon Togashi: There would be a rate reset at the JV level, then we would pick up our 25% share of that. That's all incorporated into the guide.

Speaker #5: So that's all incorporated into the guide.

Speaker #6: Thanks. I appreciate the extra time. Thank you.

Michael Goldsmith: Thanks. I appreciate the extra time.

Speaker #5: Of course. Thanks, Michael.

Brandon Togashi: Of course.

Dave Cramer: Thank you.

Brandon Togashi: Thanks, Michael.

Speaker #4: There are no further questions at this time. I would like to turn the call back over to Mr. Hoglund for closing comments.

Operator: There are no further questions at this time. I would like to turn the call back over to Mr. Hoglund for closing comments.

Speaker #8: Yeah. Thank you all for joining us today, and we appreciate your continued interest in NSA. We look forward to seeing many of you investors next week at the conference in Florida.

Dave Cramer: Yeah, thank you all for joining us today, we appreciate your continued interest in NSA. We look forward to seeing many of you investors next week at the Conference of Florida. Thank you.

George Hoglund: Yeah, thank you all for joining us today, we appreciate your continued interest in NSA. We look forward to seeing many of you investors next week at the Conference of Florida. Thank you.

Speaker #8: Thank you.

Operator: Thank you. This will conclude today's conference. You may disconnect at this time, and thank you for your participation.

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