Q3 2025 Sonic Automotive Inc Earnings Call

Speaker #3: Good morning . Welcome to Sonic Automotive third quarter 2020 Earnings Conference call . This conference call is being recorded today , Thursday , October 23rd , 2025 .

Operator: Good morning. Welcome to Sonic Automotive Third Quarter 2025 Earnings Conference Call. This conference call is being recorded today, Thursday, October 23, 2025. Presentation materials which accompany management's discussion on the conference call can be accessed on the company's website at ir.sonicautomotive.com. At this time, I would like to refer to the Safe Harbor Statement under the Private Securities Litigation Reform Act of 1995. During this conference call, management may discuss financial projections, information, or expectations about the company's products or market, or otherwise make statements about the future. Such statements are forward-looking and are subject to a number of risks and uncertainties that could cause actual results to differ materially from the statements made. These risks and uncertainties are detailed in the company's filings with the Securities and Exchange Commission. In addition, management may discuss certain non-GAAP financial measures as defined by Securities and Exchange Commission.

Speaker #3: Presentation materials , which accompany management's discussion on the conference call can be accessed on the company's website at . At this time , I would like to refer to the Safe Harbor statement under the Private Securities Litigation Reform Act of 1995 .

Speaker #3: During this conference call , management may discuss financial projections , information or expectations about the company's products or market or otherwise make statements about the future , such statements are forward looking and are subject to a number of risks and uncertainties that could cause actual results to differ materially from the statements made .

Speaker #3: These risks and uncertainties are detailed in the company's filings with the Securities and Exchange Commission . In addition , management may discuss certain non-GAAP financial measures as defined by Securities and Exchange Commission .

Speaker #3: Please refer to the non-GAAP reconciliation tables in the company's current report on form 8-K , filed with the Securities and Exchange Commission earlier today .

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

Speaker #3: I would now like to introduce Mr. David Smith , Chairman and Chief Executive Officer of Sonic Automotive . Mr. Smith , you may begin your conference .

Speaker #4: Thank you very much . And good morning , everyone . As she said , welcome to the Sonic Automotive third quarter 2020 earnings call .

David Smith: Thank you very much, and good morning, everyone. As she said, welcome to the Sonic Automotive Third Quarter 2025 Earnings Call. Again, I'm David Smith, the company's Chairman and CEO. Joining me on today's call is our President, Jeff Dyke, our CFO, Heath Byrd, our EchoPark Chief Operating Officer, Tim Keen, and our Vice President of Investor Relations, Danny Wieland. I would like to open the call by sincerely thanking our amazing teammates for continuing to deliver a world-class guest experience for our customers. We believe our strong relationships with our teammates, guests, and manufacturer and lending partners are key to our future success. I would like to thank them all for their continued support and loyalty to the Sonic Automotive team. Turning now to our third quarter results, reported GAAP EPS was $1.33 per share, excluding the effect of certain items as detailed in our press release this morning.

Speaker #4: Again , I'm David Smith , the company's chairman and CEO . Joining me on today's call is our president , Jeff Dyke . Our CFO .

Speaker #4: Heath bird . Our Echopark chief operating officer Tim Keane . And our vice president of Investor Relations , Danny Weiland . I would like to open the call by sincerely thanking our amazing teammates for continuing to deliver a world class guest experience for our customers .

Speaker #4: We believe our strong relationships with our teammates , guests , and manufacturer and lending partners . Are key to future success . And as always , I would like to thank them all for their continued support and loyalty to the Sonic Automotive team .

Speaker #4: Turning now to our third quarter results. Reported GAAP EPS was $1.33 per share; excluding the effect of certain items, as detailed in our press release this morning, adjusted EPS for the third quarter was $1.41 per share.

David Smith: Adjusted EPS for the third quarter was $1.41 per share, a 12% increase year over year. Consolidated total revenues were an all-time quarterly record of $4 billion, up 14% year over year. All-time record quarterly consolidated gross profit grew 13%, and consolidated adjusted EBITDA increased 11%. Our third quarter earnings were negatively affected by a significant increase in medical expenses and a higher than expected effective income tax rate, which partially offset the strength of our operating performance. Moving now to our franchise dealership segment results, we generated all-time record quarterly franchise revenues of $3.4 billion, up 17% year over year, and up 11% on a same-store basis. This revenue growth was driven by a 7% increase in same-store new retail volume, a 3% increase in same-store used retail volume, and a 6% increase in same-store fixed operations revenues.

Speaker #4: A 12% increase year over year . Consolidated total revenues were in all time record of $4 billion , up 14% year over year .

Speaker #4: All time record . Quarterly consolidated gross profit grew 13% and consolidated adjusted EBITDA increased 11% . Our third quarter earnings were negatively affected by a significant increase in medical expenses and a higher than expected effective income tax rate , which partially offset the strength of our operating performance .

Speaker #4: Moving now to our franchise dealership segment results . We generated all time record , quarterly franchise revenues of $3.4 billion , up 17% year over year and up 11% on a same store basis .

Speaker #4: This revenue growth was driven by a 7% increase in same store , new retail volume , a 3% increase in same store , used retail volume , and a 6% increase in same store fixed operations revenues .

Speaker #4: Third quarter new vehicle volume benefited from an increase in consumer demand for electric vehicles ahead of the expiration of the federal tax credit , which increased our retail sales volume and average selling price , but pressured new vehicle and gross profit per unit .

David Smith: Third quarter new vehicle volume benefited from an increase in consumer demand for electric vehicles ahead of the expiration of the federal tax credit, which increased our retail sales volume and average selling price, but pressured new vehicle and F&I gross profit per unit. Our fixed operations gross profit and F&I gross profit set all-time quarterly records, up 8% and 13% year over year, respectively, on a same-store basis. These two high-margin business lines continue to increase their share of our total gross profit pool, eclipsing 75% of total gross profit for the third quarter, mitigating the potential tariff impact on vehicle pricing and margin to our overall profitability, while also leveraging our SG&A expenses more efficiently than incremental vehicle-related gross profit.

Speaker #4: Our fixed operations gross profit and fee gross profit set all time quarterly records up 8% and 13% year over year , respectively , on a same store basis .

Speaker #4: These two high margin business lines continue to increase their share of our total gross profit pool , eclipsing 75% of total gross profit for the third quarter .

Speaker #4: Mitigating the potential tariff impact on vehicle pricing and margin to our overall profitability , while also leveraging our G&A expenses more efficiently than incremental vehicle related gross profit .

Speaker #4: Same store . New vehicle GPU was $2,852 , down 7% year over year , and 16% sequentially due to a surge in pre tariff consumer demand that drove an increase in GPU in the second quarter of 2025 .

David Smith: Same-store new vehicle GPU was $2,852, down 7% year over year and 16% sequentially due to a surge in pre-tariff consumer demand that drove an increase in GPU in the second quarter of 2025. Additionally, a higher mix of electric vehicle sales in the third quarter reduced our franchised average new vehicle GPUs by approximately $300 per unit. On the used vehicle side of the franchise business, same-store used volume increased 3% year over year, and same-store used GPU increased 10% year over year and decreased 4% sequentially from the second quarter to $1,530 per unit. Our F&I performance continues to be a strength, with third quarter record franchised F&I GPU of $2,597 per unit, up 11% year over year, and down 5% sequentially, due in part to the elevated electric vehicle sales mix in the third quarter, which reduced average F&I GPU by approximately $100 per unit.

Speaker #4: Additionally , a higher mix of electric vehicle sales in the third quarter reduced our franchised average new vehicle GPUs by approximately $300 per unit on the vehicle side of the franchise business .

Speaker #4: Same store used volume increased 3% year over year , and same store used GPU increased 10% year over year , and decreased 4% sequentially from the second quarter to $1,530 per unit .

Speaker #4: Our performance continues to be a strength , with third quarter record franchised FNI GPU of $2,597 per unit , up 11% year over year and down 5% sequentially , due in part to the elevated electric vehicle sales mix in the third quarter , which reduced average FNI GPU by approximately $100 per unit .

Speaker #4: Absent the transitory third quarter EV headwinds , continued strength in FNI per unit supports our view that FNI will remain structurally higher than pre-pandemic levels , even in a challenging consumer affordability environment .

David Smith: Absent the transitory third quarter EV headwinds, continued strength in F&I per unit supports our view that F&I will remain structurally higher than pre-pandemic levels, even in a challenging consumer affordability environment, as we continue to fine-tune our F&I product offerings and cost structure. Our parts and service or fixed operations business remains very strong, with an 8% increase in same-store fixed operations gross profit in the third quarter. Same-store warranty gross profit continued to be a tailwind in the third quarter, up 13% year over year, despite strong warranty performance in the prior year period. Same-store customer pay gross profit grew 6% year over year. We believe this continued strength in customer pay revenue is attributable to the increase in technician headcount we achieved in 2024 and our efforts to not only retain these technicians but to continue to grow our technician capacity in 2025.

Speaker #4: As we continue to fine tune our FNI product offerings and cost structure . Our parts and service or fixed operations business remains very strong , with an 8% increase in same store , fixed operations , gross profit in the third quarter , same store warranty , gross profit continued to be a tailwind in the third quarter , up 13% year over year despite strong warranty performance in the prior year period and same store customer pay gross profit grew 6% year over year .

Speaker #4: We believe this continued strength in customer pay revenue is attributable attributable to the increase in technician headcount we achieved in 2024 , and our efforts to not only retain these technicians , but to continue to grow our technician capacity in 2025 .

Speaker #4: Turning now to the Echopark segment. Third quarter adjusted segment income was $2.7 million, and adjusted EBITDA was $8.2 million, down 8% year over year.

David Smith: Turning now to the EchoPark segment, third quarter adjusted segment income was $2.7 million, and adjusted EBITDA was $8.2 million, down 8% year over year. For the third quarter, we reported EchoPark revenues of $523 million, down 4% year over year, and gross profit of $54 million, down 1% year over year. EchoPark segment retail unit sales volume for the quarter decreased 8% year over year, and EchoPark segment total GPU was a third quarter record of $3,359 per unit, up 8% per unit year over year, but down 10% sequentially from the second quarter. While we expected EchoPark used GPU pressure in the third quarter, our ability to acquire quality used vehicle inventory at attractive prices was challenged by unexpected off-rental supply headwinds, contributing to approximately 2,000 fewer retail unit sales than we forecast in our July guidance.

Speaker #4: For the third quarter , we reported Echopark revenues of $523 million , down 4% year over year , and gross profit profit of $54 million , down 1% year over year .

Speaker #4: Echopark segment retail unit sales volume for the quarter decreased 8% year over year , and Echopark segment total GPU was a third quarter record of $3,359 per unit , up 8% per unit year over year , but down 10% sequentially from the second quarter .

Speaker #4: While we expected Echopark used GPU pressure in the third quarter , our ability to acquire quality used vehicle inventory at attractive prices was challenged by unexpected off rental supply headwinds contributing to approximately 2000 fewer retail unit sales than we forecast in our July guidance .

Speaker #4: While these headwinds persisted through September, we remain focused on increasing our mix of non-auction sourced inventory going forward to benefit more affordability and retail sales volume.

David Smith: While these headwinds persisted through September, we remain focused on increasing our mix of non-auction sourced inventory going forward to benefit consumer affordability in retail sales volume. When combined with the strategic adjustments we have made to our EchoPark business model, we believe we are well-positioned to resume a disciplined store opening cadence for EchoPark in 2026, assuming used vehicle market conditions sufficiently improve. Turning now to our Power Sports segment, we generated all-time record quarterly revenues of $84 million, up 42% year over year, and all-time record quarterly gross profit of $23 million, up 32% year over year. Power Sports segment adjusted EBITDA was an all-time record quarterly record of $10.1 million, up 74% year over year, driven by record sales volume at this year's 85th Sturgis Motorcycle Rally.

Speaker #4: When combined with the strategic adjustments we have made to our Echo business model, we believe we are well positioned to resume a disciplined store opening cadence for EchoPark in 2026.

Speaker #4: Assuming we use vehicle market conditions sufficiently , approve . Turning now to our powersports segment , we generated all time record quarterly revenues of $84 million , up 42% year over year , and all time record quarterly gross profit of $23 million , up 32% year over year .

Speaker #4: Powersports segment adjusted EBITDA was an all time record quarterly record of $10.1 million , up 74% year over year , driven by record sales volume .

Speaker #4: At this year's 85th . Motorcycle Rally . We are beginning to see the benefits of our investment in modernizing the powersports business , and we remain focused on identifying operational synergies within our current network .

David Smith: We are beginning to see the benefits of our investment in modernizing the Power Sports business, and we remain focused on identifying operational synergies within our current network before deploying capital to further expand our Power Sports footprint. Finally, turning to our balance sheet, we entered the quarter with $815 million in available liquidity, including $264 million in combined cash and floor plan deposits on hand. Our focus on maintaining a strong balance sheet and liquidity position allowed us to complete the acquisition of Jaguar Land Rover Santa Monica in the third quarter, following our previously announced acquisition of four Jaguar Land Rover dealerships in California at the end of the second quarter, cementing Sonic Automotive as the largest Jaguar Land Rover retailer in the U.S. and further enhancing our luxury brand portfolio.

Speaker #4: Before deploying capital to further expand our powersports footprint . Finally , turning to our balance sheet , we ended the quarter with $815 million in available liquidity , including $264 million in combined cash and floor plan deposits on hand .

Speaker #4: Our focus on maintaining a strong balance sheet and Sturgis liquidity position allowed us to complete the acquisition of Jaguar Land Rover Santa Monica in the third quarter , following our previously announced acquisition of four Jaguar Jaguar Land Rover dealerships in California .

Speaker #4: At the end of the second quarter, cementing Sonic Automotive as the largest Jaguar Land Rover retailer in the U.S. and further enhancing our luxury brand portfolio.

Speaker #4: Going forward , we remain focused on deploying capital via diversified growth strategy across our franchise dealerships Echo Park and Powersports segments to grow our revenue base .

David Smith: Going forward, we remain focused on deploying capital via a diversified growth strategy across our franchise dealerships, EchoPark, and Power Sports segments to grow our revenue base and enhance shareholder returns. In addition, I'm pleased to report today that our Board of Directors approved a quarterly cash dividend of $0.38 per share, payable on January 15, 2026, to all stockholders of record on December 15, 2025. We continue to work closely with our manufacturer partners to understand the potential impact of tariffs on manufacturer production and pricing decisions and the resulting impact tariffs may have on vehicle affordability and consumer demand going forward. To date, we have not seen a material impact on vehicle pricing as a result of tariffs, but our team remains focused on executing our strategy and adapting to ongoing changes in the automotive retail environment and macroeconomic backdrop while making strategic decisions to maximize long-term returns.

Speaker #4: And enhance shareholder returns . In addition , I'm pleased to report today that our Board of Directors approved a quarterly cash dividend of $0.38 per share , payable on January 15th , 2026 , to all stockholders of record on December 15th , 2025 .

Speaker #4: We continue to work closely with our manufacturer partners to understand the potential impact of tariffs on manufacturer production and pricing decisions and the resulting impact .

Speaker #4: Tariffs may have on vehicle affordability and consumer demand . Going forward . To date , we have not seen a material impact on vehicle pricing as a result of tariffs , but our team remains focused on executing our strategy and adapting to ongoing changes in the automotive retail environment and macroeconomic backdrop while making strategic decisions to maximize long term returns .

Speaker #4: Furthermore , we remain confident that we have the right strategy and the right people and the right culture to continue to grow our business and create long term value for our shareholders .

David Smith: Furthermore, we remain confident that we have the right strategy and the right people and the right culture to continue to grow our business and create long-term value for our shareholders. This concludes our opening remarks, and we look forward to answering any questions you have. Thank you.

Speaker #4: This concludes our opening remarks , and we look forward to answering any questions you have . Thank you .

Speaker #3: 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 .

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. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. Our first question is from Jeff Lick with Stephens Inc. Please proceed.

Speaker #3: You may press star two . If you would like to remove your question from the queue . And for participants using speaker equipment may be necessary to pick up your handset before pressing the star keys .

Speaker #3: Our first question is from Jeff Licht with Stephens . Please proceed .

Speaker #5: Good morning . Thanks for taking my question . Morning , I was curious , you guys have an interesting little used car market test tube in your business model .

Jeff Lick: Good morning. Thanks for taking my question.

David Smith: Morning.

Jeff Lick: Guys, I was curious. You guys have an interesting little used car market test tube in your business model, with the franchised business and EchoPark. You looked like you kind of outperformed your peers and did pretty well in the franchise, and then EchoPark had some issues. Obviously, you mentioned the rental supply headwinds. I was just wondering if you could elaborate even more on what's the saying about where the used car market is in general, and any specifics you could give.

Speaker #5: Given the franchised business and the Echo and Echo Park, you look like you kind of outperformed your peers and did pretty well in the franchise.

Speaker #5: And Echo Park , you know , had some issues . Obviously you mentioned the rental supply headwinds . I was just wondering if you could elaborate even more .

Speaker #5: Just kind of on what's the saying about where the used car market is in general. And any specifics you could give?

Speaker #6: This is Jeff . From a franchise perspective . Obviously , we trade for a lot more cars on the franchise side because of the new car business .

David Smith: This is Jeff. From a franchise perspective, obviously, we trade for a lot more cars on the franchise side because of the new car business. We have really focused on dropping our average cost of sale. We're trading, we're being more aggressive on our trades. I think our average cost of sale has moved from $37,000 over the last four or five months, down into the $33,000 range, $34,000. That makes a big difference. We're focused on bringing it even down further. We'd like to get below $30,000. It's a little harder to do on the EchoPark side, because we're acquiring most of those vehicles out of the auctions, although we've been focused on buying more cars off the street. As you said, the rental car company issue that David talked about in his opening comments, it dried up for us. That cost us about 2,000 units during the quarter.

Speaker #6: And so we have really focused on dropping our average cost of sale . So we're trading we're being more aggressive on our trades .

Speaker #6: I think our average cost of sales moved from $37,000 over the last 4 or 5 months , down into the $33,000 range , 34,000 .

Speaker #6: That makes a big difference . We're focused on bringing it even down further . We'd like to get below 30 a little harder to do on the Echo side because we're acquiring most of those vehicles out of the auctions .

Speaker #6: Although we've been focused on buying more cars off the street . And as you said , the rental car company issue and David talked about in his opening comments that dried up for us .

Speaker #6: That cost us about 2000 units , you know , during the quarter , a little bit of a surprise to us . We're offsetting that working with our new car franchises and our buying team .

David Smith: It was a little bit of a surprise to us. We're offsetting that, working with our new car franchises and our buying team, getting more aggressive on buying vehicles for EchoPark under the $24,000 price target. You'll see us improve that as we move through the fourth quarter.

Speaker #6: You know , buying , getting more aggressive on buying vehicles really for for for echopark under the $24,000 price target . And you'll see us improve that as we move through the fourth quarter .

Speaker #7: And this is one more thing we started an initiative with the franchise , really focusing on a good process and putting in technology for buying off the service lane .

Heath Byrd: This is Heath. I have one more thing. We started an initiative with the franchise of really focusing on a good process and putting in technology for buying off the service lane. That's really helped that side of the business as well.

Speaker #7: So that's really helped that side of the business as well .

Speaker #5: And then just a quick follow up on the 31 million in incremental comp , which I think a good chunk of that was medical expenses , could you just elaborate .

Jeff Lick: Just a quick follow-up on the $31 million in incremental comp, which I think a good chunk of that was medical expenses. Could you elaborate and where does that stand going forward?

Speaker #5: And where does that stand going forward ?

Speaker #7: Yeah , sure . This is Heath . First of all , we're guiding , you know , as you know , for the full year in the low 70s , if you look at medical , which was driving that , it was five pennies worth sequentially from Q2 to Q3 , ten pennies worse year over year .

Heath Byrd: Yeah, sure. This is Heath. First of all, we're guiding, you know, as you know, for the full year in the low 70s. If you look at medical, which was driving that, it was $0.05 worse sequentially from Q2 to Q3, $0.10 worse year over year. We expect medical to be flat from Q3 to Q4. Total SG&A for Q4 is expected to be $72.8 million. It is driven by the medical, and that is utilization as well as increased cost. We are self-insured. Obviously, everyone is getting an increase in medical premiums going forward. We're addressing it, as every other company will be increasing the premiums collected, which should handle that issue that we saw in Q3 and expect it to be similar in Q4.

Speaker #7: We expect medical to be flat from Q3 to Q4 . So total for Q4 is expected to be the 72.8 , but it is driven by the medical , and that is utilization as well as increased cost .

Speaker #7: We are self-insured , and so obviously everyone is getting an increase in medical premiums going forward . And so we're addressing it as every other company will be increasing the premiums collected , which should handle that issue that we saw in the in Q3 and expect to be similar in Q4 .

Speaker #5: Great . Thanks very much and best of luck in the fourth quarter .

Jeff Lick: Great. Thanks very much, and the best of luck in the fourth quarter.

Speaker #6: Thank you . Thank you .

Heath Byrd: Thank you.

David Smith: Thank you.

Speaker #3: Our next question is from Michael Ward with Citi Research . Please proceed .

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

Speaker #8: Thanks very much . Good morning everyone . Morning . I wonder if you can . Good morning . I wonder if you can provide any color on a walk in the franchise .

Michael Ward: Thanks very much. Good morning, everyone.

David Smith: Morning.

Michael Ward: Good morning. I wonder if you can provide any color on a walk in the franchise gross from Q3 to Q4 in the midst of 2026 because it sounds like you have a $100 impact from BEVs, and it sounds like there are some other unusual events. How do we look out? It sounds like Q4 is higher and then maybe even relatively flat on a variable gross basis for over a year. Is that what we're looking at, like kind of more consistency, ups and downs, but kind of moving to the same range?

Speaker #8: Growths from Q3 to Q4 and then into 2026 , because it sounds like you had $100 impact from BEVs , and it it sounds like there are some other unusual events .

Speaker #8: So how do we look out ? It sounds like for Shire , and then maybe even relatively flat on a variable gross basis for over a year .

Speaker #8: Is that what we're looking at ? Like kind of more consistency , ups and downs . But kind of moving to the same range ?

Speaker #6: I think this is Jeff . I think with the increase in the Bev volume at the end of the quarter , that really drove , I think it was 100 bucks down in front , per and 50 in back in PR sequentially , sequentially .

David Smith: I think this is Jeff. I think with the increase in the bed volume at the end of the quarter, that really drove, I think it was $100 down in front PUR and $50 in back-end PUR.

Jeff Lick: Sequentially.

David Smith: Sequentially, I expect a return to normal margins and maybe even improving margins as we move into the fourth quarter. We're seeing that already, because of the lack of BEPs. We really pressed hard to move all our BEPs out. We're about 4% of our total inventory today, are BEP units. I think that's about 800 units on the ground. We have significantly reduced our exposure to that product, which has been obviously a drag for everybody from a front PUR perspective. I would expect fourth quarter margins to improve sequentially, and I would expect them to continue to improve as we move into 2026, or at least be flat with where we are in Q4.

Speaker #6: But I expect return to normal margins and maybe even improving margins as we move into the fourth quarter . We're seeing that already up .

Speaker #6: But because of the lack of BEVs, we really pressed hard to move all our BEVs out. We're about 4% of our total inventory today.

Speaker #6: Our Bev units . I think that's about 800 units on the ground . We have significantly reduced our exposure to that product , which has been obviously a drag for everybody from a front PR perspective .

Speaker #6: So I would expect fourth quarter margins to improve sequentially , and I would expect them to continue to improve as we as we move into 2026 , or at least be flat with where we are in Q4 .

Speaker #6: So a little hit at the end of the third quarter . But smart because we reduced our exposure to all those Bev units that we had on the ground .

David Smith: A little hit at the end of the third quarter, but smart, because we reduced our exposure to all those BEP units that we had on the ground, and that was just the right thing to do from our perspective.

Speaker #6: And that was just the right thing to do from our perspective.

Speaker #7: And this is just a little bit of color . If you if you look at a in total , you know , the EV , we make less gross by $3,275 in the mix in Q3 went from 8.3 and Q2 to 11.9 , and Q3 .

Heath Byrd: This is Heath, just a little bit of color. If you look at it in total, you know, an EV, we make less gross by $3,275. The mix in Q3 went from 8.3% in Q2 to 11.9% in Q3. That's what created the $100 headwind in front and a $50 headwind in F&I.

Speaker #7: So that's what created the $100 headwind in front . And a $50 headwind in fact .

Speaker #9: And just rounding that out , this is Danny . I mean , that's a 54% volume increase from Q2 to Q3 , which is in line with what the industry saw from an EV penetration .

David Smith: Just rounding that out, this is Danny. I mean, that's a 54% volume increase from Q2 to Q3, which is in line with what the industry saw from an EV penetration. As you think about that, you know, we sold 3,600 EVs in the third quarter, and we would expect that volume to be much lower in the fourth quarter now that the federal tax credit is not available. The normal seasonality we would expect from a volume perspective may not hold where we typically see a 10% uptick from Q3 to Q4 in new vehicle volume. Last year was even more of an anomaly, closer to 20% because of the BMW stop sale issue we saw in the third quarter of last year where we pushed sales into Q4.

Speaker #9: But as you think about that , you know , we sold 3600 EVs in the in the third quarter . And we would expect that volume to be much lower in the fourth quarter .

Speaker #9: Now that the federal tax credit is not available . So the normal seasonality , we would expect from a volume perspective may not hold where we typically see a 10% uptick from 3 to 4 .

Speaker #9: Q in new vehicle volume . You know , last year was even more of an anomaly , closer to 20% because of the BMW stop sale issue .

Speaker #9: We saw in the third quarter of last year where we pushed sales into four . Q but as we think about it , you know , it could be more of a mid-single digit volume growth sequentially from three Q to four Q because of the lack of EV , that should obviously benefit GPU , given what Heath said about the relatively lower margins .

David Smith: As we think about it, you know, it could be more of a mid-single-digit volume growth sequentially from Q3 to Q4 because of the lack of EV. That should obviously benefit GPU, given what Heath said about the relatively lower margins. From a total volume perspective, it's something to be mindful of.

Speaker #9: But from a total volume perspective , is something to be mindful of .

Speaker #8: And and as you look at the JLR business , is it fair to say that that had a bigger impact on parts and service than it did on the new vehicle side ?

Michael Ward: As you looked at the Jaguar Land Rover business, is it fair to say that that had a bigger impact on parts and service than it did on the new vehicle side?

Speaker #6: Yeah , this is Jeff . We had plenty plenty of new vehicle inventory supply that wasn't an issue at all . And it is a drag on the parts and service business .

David Smith: Yeah. This is Jeff. We had plenty of new vehicle inventory supply. That wasn't an issue at all. It is a drag on the parts and service business, but that's slowly going to get corrected and come back. The drag's in parts and service, not on the volume side.

Speaker #6: But that's slowly going to get corrected and come back and but definitely the drags in parts and service not on the not on the volume side ,

Speaker #4: But I will say this , David , I will say that , you know , we've we've benefited from , you know , scale in our , you know , being the largest dealer now for JLR has been really fantastic that we've had inventory when others haven't .

Heath Byrd: I will say that, you know, we've benefited from, you know, scale in our, you know, being the largest dealer now for Jaguar Land Rover has been really fantastic. We've had inventory when others haven't. I think going forward, I think that those acquisitions are going to prove to be some of our best, you know, because those are, you mentioned, you know, that your previous question with GPU, those are some of our greatest, you know, highest GPU stores in the company.

Speaker #4: And I think going forward , I think that there's acquisitions are going to prove to be some of our best because those are you mentioned , you know , the your previous question with GPU , those are some of the greatest , you know , highest GPU stores in the company .

Speaker #8: Makes sense to sneak in one more just on the power sports side , you've had great performance there . And do you have any data that how big this industry is and is there a better consolidation opportunity in powersports than you would see in the new vehicle ?

Jeff Lick: Makes sense. Bringing sneak in one more, just on the Power Sports side, you've had great performance there. Do you have any data on how big this industry is? Is there a better consolidation opportunity in Power Sports than you would see in the new vehicle/used vehicle side?

Speaker #8: Used vehicle side ?

Speaker #6: I don't know if there's a better , but there's certainly a big opportunity and we're learning how to operate the powersports business . You can see we sold 105 new and used motorcycles or Harley's during the rally that beat the all time record of 718 .

David Smith: I don't know if there's a better, but there's certainly a big opportunity. We're learning how to operate the Power Sports business. You can see we sold 1,105 new and used motorcycles or Harleys during the rally. That beat the all-time record of 718 that was set years ago. That's just training, technology, pricing, inventory management, and bringing things in our skill sets that we have on the franchise side of the business and EchoPark side of the business into Power Sports. As David said in his opening comments, we have great opportunity to continue to grow the footprint that we have. There are certainly consolidated, we're getting deals every day coming across our desks with great opportunities to buy. As we get better and better at operating, I think you'll see us expand that footprint. Great money in it, great opportunity, great customer base.

Speaker #6: That was set years ago . And that's just training technology , pricing , inventory management and bringing things in our skill sets that we have on the franchise side of the business and Echo Park side of the business into powersports .

Speaker #6: And as David said in his opening comments , we have great opportunity to continue to grow the footprint that we have . But but there are certainly we're getting deals every day coming across our desks with great opportunities to buy .

Speaker #6: And as we get better and better at operating , I think you'll see us expand that footprint . Great money and a great opportunity , great customer base .

Speaker #6: So bringing our technology and our processes is making a big difference .

David Smith: Bringing our technology and our processes is making a big difference.

Speaker #4: And this is David . I just add that it's a real compliment to our team that we're now the manufacturers are coming to us .

Heath Byrd: This is David. I'd just add that it's a real compliment to our team that we're now, you know, the manufacturers are coming to us, you know, wanting us to buy more and, you know, coming to us with some opportunities. That's how we bought Sturgis, actually, those deals. It's great to see. We're really proud of the progress our team has made. Just to see a little bit of color, we view it, it looks like 1990 retail automotive, very fragmented, not a lot of technology, not a lot of sophistication in marketing, understanding how to make money in used and service. We think there's a huge opportunity to create the same kind of formality in that industry as many have done in the automotive retail.

Speaker #4: You know , wanting us to buy more . And , you know , coming to us with some opportunities . So that's and that's that's how we bought , you know , Sturgis actually those deals .

Speaker #4: And so it's it's great to see we're really proud of the progress our team has made .

Speaker #7: And just to see a little bit more color , we view it . It looks like 1990 retail automotive very fragmented . Not a lot of technology not a lot of sophistication in marketing .

Speaker #7: Understanding how to make money and used and service . So we think there's a huge opportunity to create the same kind of formality in that industry as many have done in the automotive , retail .

Speaker #8: And as you pointed out , a lower multiple . Right . So .

Michael Ward: As you pointed out, a lower multiple, right?

Speaker #6: The way , way lower . Yeah .

David Smith: Exactly.

Jeff Lick: Way lower.

Heath Byrd: Yeah. We hear where you're going with that.

Speaker #8: Yeah .

Speaker #6: Yeah .

Speaker #4: We we . we we hear where you're going with that . We you're right . There's great opportunity which is why we got into it .

David Smith: Yeah, you're right.

Heath Byrd: There's great opportunity, which is why we got into it. You got to remember the people who, a lot of our customers there are super passionate about the products that we sell. They'd rather have that than a car in many cases. It's a great business to be in.

Speaker #4: And you gotta remember the people who a lot of our customers , they're super passionate about about the products that we sell . They'd rather have that than , than than a car in many , in many cases .

Speaker #4: So it's a it's a great business to be in . .

Speaker #6: There were over there were over 800,000 guests at the at the rally this year . So if you think about it , we sold 1105 .

David Smith: There were over 800,000 guests at the rally this year. If you think about it, we sold 1,105. Just think about the upside opportunity just at the rally alone. That closing ratio is not where we want it to be. We can do a lot more. We need more motorcycles and more process and more technology, but we're slowly bringing that on. It's starting to make a difference. We've really increased the used vehicle, the used side of the business too. That business is up 70% or so for the year, and that's going to continue to grow as that's not something that industry has been focused on.

Speaker #6: Just think about the upside opportunity . Just at the rally alone . That closing ratio is not where we want it to be .

Speaker #6: We can do a lot more . We need more motorcycles and more process and more technology . But we're slowly bringing that on and it's starting to make a difference .

Speaker #6: And we've really increased the use vehicle . The used side of the business to that . That business is up 70% or so for the year , and that's going to continue to grow as that's not something that that , that industry is , has been focused on .

Speaker #8: It sounds like a similar playbook . So thank you very much . I really appreciate it .

Michael Ward: sounds like a similar playbook. Thank you very much. I really appreciate it.

Speaker #6: Thank you sir .

David Smith: Thank you, sir.

Speaker #3: Our next question is from Rajat Gupta with JP Morgan Chase . Please proceed .

Operator: Our next question is from Rajat Gupta with JPMorgan. Please proceed.

Speaker #10: Great . Thanks for taking the questions . Just had a couple follow ups on the GPU comments . I'm curious , in the third quarter , outside of the electric vehicle headwind to GPUs , was there anything that surprised you in the performance there ?

Michael Ward: Great. Thanks for taking the questions. I just had a couple of follow-ups on the GPU comments. I'm curious that in the third quarter, outside of, you know, the electric vehicle headwind to GPUs, was there anything that surprised you in the performance there? Perhaps, you know, with respect to how the OEMs are managing the dealer margin or the invoice margin? You know, Automation talked about some different ways in which the OEM might tackle this, like maybe in the form of lower back-end incentives or volume incentives, etc. I'm just curious if there was any change there that you observed, and if anything was at one time or would you expect that to continue? Relatedly, I was a little surprised by your comment that you would expect 2026 new vehicle GPUs to be similar to the fourth quarter.

Speaker #10: You know , perhaps , you know , with respect to like how the OEMs are managing the dealer margin or the invoice margin automation talked about , you know , some different ways in which the OEM might tackle this .

Speaker #10: You know , like maybe in the form of lower back end incentives or volume incentives , etc. . I'm just curious if there was any change there that you observed and if anything was at one time , or would you expect that to continue ?

Speaker #10: Relatedly , I was a little surprised by your comment that you would expect 2026 new vehicle GPUs to be similar to the fourth quarter ?

Speaker #10: I mean , our understanding is always that fourth quarter is seasonally higher due to the luxury mix . So are you taking into account like even a lower electric vehicle mix in 2026 versus the fourth quarter ?

Michael Ward: I mean, our understanding is always that fourth quarter is seasonally higher due to the luxury mix. Are you taking into account even a lower electric vehicle mix in 2026 versus the fourth quarter that's maybe driving that assumption? Just curious if you could tie those comments. Thanks.

Speaker #10: That's maybe driving that assumption . Just curious if you could tie those comments . Thanks .

Speaker #6: Yeah , that's exactly right . You know , Bev is going to be , you know , way , way lower as a percentage of our overall volume than it has been over the last couple of years , which has driven the the margin driven the margin down .

David Smith: Yeah, that's exactly right. You know, BEV is going to be, you know, way, way lower as a percentage of our overall volume than it has been over the last couple of years, which has driven the margin down. No real surprises, I don't think, from ex-BEV, for the first nine months of the year or for the quarter, in terms of margin. I think that there are going to be some surprises as we move into the fourth quarter, because there's an inherent, you look at October, October slowing, in particular from a luxury perspective. I think that the manufacturers are going to have to get super aggressive with incentives in order to move inventory. Our inventory is at the highest level from a new car perspective that it's been all year, and our competitors are the same as we watch it.

Speaker #6: And then no real surprises . I don't think from Bev for the first nine months of the year , for the quarter , in terms of margin , I think that they're going to be some surprises as we move into the fourth quarter , because there's been there's an inherent you look at October , October slowing in particular from a luxury perspective .

Speaker #6: And I think that the manufacturers are going to have to get super aggressive with incentives in order to move inventory . Our inventories at the highest level from a new car perspective , that it's been all year , and our competitors are the same as we watch it .

Speaker #6: And I and I think you're going to find that BMW , Mercedes , they're going to have to be super aggressive . Right now .

David Smith: I think you're going to find that BMW and Mercedes, they're going to have to be super aggressive. Right now, we're seeing some double-digit decreases in those brands' volumes, year over year. We're not alone in that category. I do think you're going to start seeing some super aggressive pricing. It needs to come. Those brands need to step up and bring more incentives in order to engage the fourth quarter, or it's going to be a more difficult fourth quarter from a luxury perspective than many are projecting.

Speaker #6: We're seeing some double digit decreases in those brands volumes year over year . And we're not alone in that category . And so I do think you're going to start seeing some some super aggressive pricing .

Speaker #6: It needs to come . Those brands need to step up and and bring more incentives in order to engage the fourth quarter , or it's going to be a more difficult fourth quarter from a luxury perspective than many are projecting .

Speaker #10: Got it , got it . Okay , that's helpful .

Michael Ward: Got it. Okay, that's helpful.

Speaker #6: That's something that's something that I would encourage you to watch real closely . Is what's going on on the luxury new vehicle side of the business .

David Smith: That's something that I would encourage you to watch real closely, right, is what's going on on the luxury new vehicle side of the business. You know, exchanging a BMW for a Ford exchanges a lot of margin one way versus the other. I think that's something that we all need to watch as the industry, from a luxury perspective, slows down in the fourth quarter. Usually, it speeds up. I'm hopeful that the manufacturers will see that and start to get really aggressive on incentives.

Speaker #6: You know , exchanging a BMW for a Ford exchanges . A lot of margin one way versus the other . And I think that's something that we all need to watch as , as the , as the industry from a luxury perspective , slows down in the fourth quarter .

Speaker #6: Usually it speeds up . And so I'm we're hopeful that the manufacturers will see that and bring start to get really aggressive on incentives .

Speaker #10: Understood . Understood . We'll keep an eye on that . And a follow up was on just the warranty penetration . Looks like it dropped , you know , from the second quarter by a couple hundred basis points .

Michael Ward: Understood. We'll keep an eye on that. A follow-up was on just the warranty penetration. Looks like it dropped from the second quarter by a couple hundred basis points. I'm curious, was that just, again, like mix-driven because of electric vehicles and those are leased? Your guide implies a further step down in the fourth quarter. I'm just curious what's driving that and what's a normalized number we should assume when we head into 2026?

Speaker #10: I'm curious was that just again like mix driven because , you know , electric vehicles and those are leaves and your guide implies like a further step down fourth quarter .

Speaker #10: I'm just curious what's driving that and what's like a normalized number . We should assume when we head into 26 .

Speaker #6: Yeah , it's it's Bev and you know , X that out . It would have been normal normal normal numbers . Yeah .

David Smith: Yeah, it's EV. To X that out, it would have been normal numbers. Yeah.

Speaker #9: And to that point you know that's with the sequential headwinds we saw in F . And I primarily the warranty penetration . You got a higher lease mix on Bev .

Jeff Lick: To that point, that's with the sequential headwinds we saw in F&I, primarily the warranty penetration. You've got a higher lease mix on BEV. As we go into the fourth quarter, typically, our fourth quarter F&I is actually a bit lower because of that higher luxury lease mix that we see in Q4 in normal years. As we go forward, we talked about, I think it was the last call, that $2,700 or so is an achievable consistent run rate in a normalized powertrain mix and brand mix for us, particularly when you think about the benefits of the new Jaguar Land Rover stores that we've added in their F&I performance.

Speaker #9: And then again as we go into the fourth quarter , typically our fourth quarter F and I is actually a bit lower because of that higher luxury lease mix that we see in for Q in normal years .

Speaker #9: But as we go forward , we talked about , I think it was the last call that , you know , 2700 or so is an achievable , consistent run rate in a normalized powertrain mix .

Speaker #9: And brand mix for us , particularly when you think about the benefits of the new JLR stores that we've added in their F and performance .

Speaker #10: Sure got it . Got it . Understood . Okay , that's helpful . I'll get back in queue .

Michael Ward: Got it. Understood. Okay. That's helpful. I'll get back in here.

Speaker #6: Thank you , thank you .

David Smith: Thank you.

Jeff Lick: Thank you.

Speaker #3: Our next question is from Brett Jordan with Jefferies . Please proceed .

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

Speaker #11: Hey , good morning guys . This is Patrick Buckley on for Bret . Thanks for taking our questions .

Patrick Buckley: Hey, good morning, guys. This is Patrick Buckley on for Brett. Thanks for taking our questions.

Speaker #6: Hey , Patrick .

David Smith: Hi, Patrick.

Speaker #4: Hello .

[Analyst]: Hi.

Michael Ward: Hello.

Speaker #11: Circling back on on Echo Park . You know , it sounds like there were some unique headwinds this quarter with the off rental slowdown .

Patrick Buckley: Circling back on EchoPark, it sounds like there were some unique headwinds this quarter with the off-rental slowdown. Should we expect any of that to persist into next year? Should we still be thinking about an acceleration in EchoPark next year as well?

Speaker #11: Should we expect any of that to persist into next year ? And I guess , should we still be thinking about an acceleration in Echo Park next year as well ?

Speaker #6: You know , I think it'll it no , I don't think it'll persist in the next year . And I think we'll find ways to overcome that by buying more cars off the street .

David Smith: I don't think it'll persist into next year. I think we'll find ways to overcome that by buying more cars off the street. We're excited, as David talked about in his opening comments, we're going to start to grow EchoPark again next year. How many stores we open? Probably more tailored towards the end of the third and the fourth quarter next year. With more off-lease vehicles coming back, inventory getting right, prices are going to continue to drop. That's going to be a big help. '26 should be a good, good year for EchoPark and then beyond. We'll open a few stores next year, like I said, in the last six months, and then really start growing in 2027.

Speaker #6: And , you know , we're excited , as David talked about in his opening comments , we're going to start to grow Echo Park again next year .

Speaker #6: So how many stores we open ? It probably more tailored towards the end of the third and the fourth quarter next year . But with more off lease vehicles coming back , inventory getting right , prices are going to continue to drop .

Speaker #6: That's going to be a big help . And so 26 should be a good , good year for for Echo Park . And then and then beyond .

Speaker #6: And we'll we'll open a few stores next year . Like I said in the last six months . And then really start growing in 27 .

Speaker #4: And this is David , I think it's really important to to mention that we're we're building the Echo Park business just as we've built our , our core business , you know , not quarter to quarter , but we are building it for the long building it for the long haul .

Heath Byrd: This is David. I think it's really important to mention that we're building the EchoPark business just as we built our core business, not quarter to quarter, but we're building it for the long haul. Keeping that in mind, we're going to grow the EchoPark business just as soon as we can and grow it efficiently and smartly. Our team has gotten a lot better about where we build and how much we spend on building and our training processes and all of that. I'm just very excited about the future of EchoPark and what we can do once we really do step on the gas of growth. There's more to come in the future.

Speaker #4: And so , you know , we're , you know , keeping that in mind , we're going to grow the Echo Park business just as soon as , as we can and grow it efficiently .

Speaker #4: And smartly . Our team has gotten a lot better about about where we build and how much we spend on on building and our training processes and all of that .

Speaker #4: I just very excited about the future of Echo Park and what we can do once we really do . You know , step on the gas of growth .

Speaker #4: So it's more more to come in the future .

Speaker #11: Got it . That's helpful . And then looking at the Q4 outlook for 10 to 11% . Growth in fixed operation growth , gross profit , I guess .

Patrick Buckley: Got it. That's helpful. I'm looking at the Q4 outlook for 10% to 11% growth in fixed operations gross profit. I guess, could you talk about the drivers moving forward there, price versus volume? Is there any tariff inflation going on there? Maybe the warranty pipeline, you know, how does that look from today?

Speaker #11: Could you talk about the drivers moving forward , their price versus volume ? Is there any tariff inflation going on there ? And maybe the warranty pipeline ?

Speaker #11: How does that look from today ?

Speaker #6: Warranty pipeline looks good . Lots lots going on . Look what's driving this for us is our additional headcount and tech count from March of 24 , when we really started focusing on growing our techs , training our techs , maturing our techs .

David Smith: Warranty pipeline looks good. Lots going on. Look, what's driving this for us is our additional headcount and tech count from March of 2024, where we really started focusing on growing our techs, training our techs, maturing our techs. That's making a big difference. We've got the stall count, we've got the headcount, and that's making a huge difference for us in delivering. The thing is, the pipeline's long. We see growth year after year after year. I don't see it slowing down. I see it speeding up. We're very, very excited about the efforts we're putting in there to grow our share from a fixed operations perspective across all of our markets.

Speaker #6: That's making a big difference . We've got the stall count , we've got the headcount , and that's that's making a huge difference for us .

Speaker #6: And delivering . And the thing is , is that the pipelines long , there's just we we see growth year after year after year .

Speaker #6: And I don't see it slowing down . I see it speeding up . And so we're very , very excited about the efforts we're putting in there to grow our share from a fixed operations perspective across all of our markets .

Speaker #4: And I tell you this , David , I'll tell you that our team has just done an outstanding job retaining , as I mentioned in my comments , retaining and growing those texts that we , you know , we really changed the game and changed the attitude of of how we hire techs and retain them .

Heath Byrd: Yeah, I tell you this, David, our team has just done an outstanding job retaining, as I mentioned in my comments, retaining and growing those techs that we've really changed the game and changed the attitude of how we hire techs and retain them.

Speaker #7: Yeah , great .

Speaker #11: That's all for us . Thanks , guys .

David Smith: Yeah.

Patrick Buckley: Great. That's all for us. Thanks, guys.

Speaker #6: Yes , sir .

Heath Byrd: Thank you.

David Smith: Yes, sir.

Speaker #3: Our next question is from Chris Pearce with Needham and Company . Please proceed .

Operator: Our next question is from Chris Pierce with Needham & Company. Please proceed.

Speaker #12: Hey , good morning everyone .

Heath Byrd: Hey, good morning, everyone.

Speaker #6: Good morning .

Speaker #13: Good morning . On on the franchise side of the business . I just want to make sure I'm following . Was there a demand pull forward in power ?

David Smith: Morning. Morning.

Heath Byrd: On the franchise side of the business, I just want to make sure I'm following. Was there a demand pull forward in Power Sports, like maybe people switching powertrain choices in the third quarter, and that's leading to inventories being elevated in luxury in the fourth quarter? Are those not related, and are we still expecting typical seasonality, and we're expecting the OEMs to step up? How does that all sort of fit together, if it fits together at all?

Speaker #13: Like , maybe people switching powertrain choices in the third quarter , and that's leading to inventories being elevated in luxury in the fourth quarter .

Speaker #13: Or are those not related ? And are we still expecting typical seasonality ? And we're expecting the OEMs to step up . Like how does that all sort of fit together if it fits together at all ?

Speaker #6: Well , it's definitely a pull forward from a Bev perspective because the incentives ended and at least for most brands , and that definitely happened in inventory is growing from a luxury perspective .

David Smith: It is definitely a pull forward from a BEP perspective because the incentives ended, at least for most brands, and that definitely happened. Inventory is growing from a luxury perspective. We're at our highest inventory levels of the year. Incentives are going to have to grow in order to speed up the volume. We are not seeing that in October. Like I said, BMW, Mercedes, those brands for us, and I was doing industry checks yesterday, and we're talking 15% to 20% reduction so far in this calendar month. I have seen that in some of our competitors as well. That is tough. The manufacturers need to step up, or inventory is going to grow. I think you're going to see the same seasonality, but our growth is usually 10% third quarter to fourth quarter. This year, we're expecting that to be in the 5% range.

Speaker #6: We're at our highest inventory levels of the year . Incentives are going to have to grow in order to speed up the volume , and we are not seeing that in October .

Speaker #6: Like I said , BMW , Mercedes , those brands for us and I , you know , was doing industry checks yesterday and we're talking 15 , 20% reduction so far in this in this calendar month .

Speaker #6: And I've seen that , you know , in some of our competitors as well , that's that's tough . The manufacturers need to step up or inventory is going to grow .

Speaker #6: I think you're going to see the same seasonality , but our growth is usually 10% . Third quarter to fourth quarter this year .

Speaker #6: We're expecting that to be in the 5% range . And like Danny said earlier last year , it was 20% . So you can do the math .

David Smith: Like Danny said earlier, last year it was 20%. You can do the math. The manufacturers are going to have to step up, or inventories are going to grow, and margins are going to start coming down. The BEP not having BEVs is going to help margin, but inventory growth can pull margin back if they do not step up and put some incentives out there. That is a real serious situation. I said it earlier, you have to watch that. Watch what happens in luxury during October, and then we will see if that spills over into November and December.

Speaker #6: The manufacturers are going to have to step up or inventories are going to grow and margins are going to start coming down . The not having BEVs is going to help margin , but inventory growth can pull margin back if they don't step up and put some incentives out there .

Speaker #6: And that that's a real serious situation . I said it earlier , you got to watch that , watch what happens in luxury during October , and then we'll see if that spills over into November and December .

Speaker #6: .

Speaker #13: And have we seen a situation like this where the OEMs wait and wait to pull the trigger on this? Or is it just that the market is so kind of weird because of all the incentives that this is uncharted territory?

Heath Byrd: Have we seen a situation like this where the OEMs wait and wait to pull the trigger on this, or is it just the market is so kind of weird because of all the incentives that this is uncharted territory?

Speaker #6: Yeah , I think the market is weird with the shutdown and the of the government shutdown . There's some strange things going on here .

David Smith: Yeah, I think the market is weird with the shutdown and the government shutdown. There are some strange things going on here.

Speaker #6: The tariffs certainly are playing a role , but we , you know , that's a big , pretty big drop off in in luxury volume in October year over year in particular around BMW and Mercedes .

Heath Byrd: And tariffs.

David Smith: The tariffs certainly are playing a role. That's a pretty big drop-off in luxury volume in October, year over year, in particular around BMW and Mercedes. Land Rover is a little bit the same too. Now our business is growing because we've got stores that we didn't have last year, but in our numbers. The luxury business has slowed down in October, and the first nine months of the year were weird. Pull-aheads, tariffs, all kinds of crazy news. This is just sort of a normal month, October and November. We'll see what happens. Like I encouraged Rajat earlier, you need to watch that and watch what happens from a new car, luxury perspective. That's an important mix change, you know, bottom lines, right? That's important to watch as we move through this quarter.

Speaker #6: Land Rover is a little bit the same too . Now our business is growing because we've got stores that we didn't have last year , but in our numbers .

Speaker #6: But , you know , the luxury business has slowed down . In October and the first nine months of the year were weird .

Speaker #6: Pull Aheads tariffs , all kinds of crazy news . This is just sort of , you know , a normal month , October and November .

Speaker #6: And we'll see . We'll see what happens . But like I encouraged earlier , you need to watch that and watch what happens from a new car .

Speaker #6: Luxury perspective . That's an important mix . Changes . You know , bottom lines . Right . And that's important to watch as we move through this quarter okay .

Speaker #13: And then just one on Echo Park. Can you just sort of help me understand? Is it typical industry seasonality that rental car companies bring cars to auction at a higher rate in the third quarter, after summer travel?

Heath Byrd: Okay. Just one on EchoPark. Can you help me understand, is it typical industry seasonality that rental car companies bring cars to auction at a higher rate in the third quarter after summer travel? That sort of didn't happen this year. Is it something going back to industry weirdness, is it something unexpected that happened? I just want to flesh that out a little bit.

Speaker #13: And that's where it didn't happen this year ? Or is it something going back to industry weirdness ? Is it something that unexpected that happened ?

Speaker #13: Or I just kind of want to flesh that out a little bit ?

Speaker #6: Yeah . Typically they deplete . And so we pick up inventory . They did not do that this year . And I think it's just the unknown of the tariff .

David Smith: Yeah. Typically, they defleet, and so we pick up inventory. They did not do that this year, and I think it's just the unknown of the tariff and whether they were going to be able to buy new cars or not. We're seeing a little more inventory come in, but not at the levels that they normally do. We typically have 1,500, 1,000 vehicles in our mix from them, and I think I looked at it the other day. We were down to 133 units on the ground, and so that's just not normal. We're having to replenish that. It did catch us a little off guard in the third quarter, but still nicely EBITDA positive. We're very excited about the year for EchoPark. I mean, it's just, it'd be a great year in comparison to the last few, as you know.

Speaker #6: And whether they were going to be able to buy new cars or not . And so we're seeing a little more inventory come in .

Speaker #6: But not at the levels that they normally do . We typically have 1500 , 1000 vehicles in our mix from them . And I think I looked at it the other day , we were down to 133 units on the ground , and so that's just not normal .

Speaker #6: And so we're having to replenish that . It did catch us a little off guard . And in the third quarter , but still nicely EBITDA positive and we're very excited about the year for Echo Park .

Speaker #6: I mean it's just be a great year in comparison to the last few . As you know . And then really excited about 26 and 27 and moving forward with our growth plans .

David Smith: We're really excited about 2026 and 2027 and moving forward with our growth plans.

Speaker #7: Yeah . And thinking to add to that , I think it is interesting that we can handle those kind of bumps . Now .

Heath Byrd: Yeah, I think it is interesting that we can handle those kind of bumps now. We're built to be more efficient.

Speaker #7: We're built to be more efficient . And so when you have something that comes like this . We've we've got the scale and we can handle it .

David Smith: That's so cool.

Heath Byrd: When you have something that comes like this, we've got the scale, and we can handle it. In the past, it was more difficult.

Speaker #7: When in the past it was more difficult .

Speaker #6: It didn't blow up the PNL . But .

David Smith: It didn't blow up the P&L.

Speaker #13: Thank you very much . Appreciate it . And good luck .

Heath Byrd: Thank you very much. Appreciate it. Good luck.

Speaker #14: Thank you . Thank you .

David Smith: Thank you.

Jeff Lick: Thank you.

Speaker #3: As a reminder to Star One on your telephone keypad , if you would like to ask a question , we will pause for a brief moment to see if there's any final questions .

Operator: As a reminder, just star one on your telephone keypad if you would like to ask a question. We will pause for a brief moment and see if there's any final questions. Our next question is from Mike Albanese with The Benchmark Company. Please proceed.

Speaker #3: Our next question is from Mike . Albany is with the benchmark company . Please proceed .

Speaker #15: Yeah . Hey , guys . Good morning . Thanks for taking my question .

Heath Byrd: Yeah. Hey, guys. Good morning. Thanks for taking my question.

Speaker #6: Good morning . Yes , sir . Good morning .

David Smith: Good morning.

Jeff Lick: Yes, sir. Good morning.

Speaker #15: I'm just going to squeeze in a quick one here . As you think about I guess Echo Park . Right . And this was built to kind of compete with , you know , the CarMax model and coming out of the quarter , you know , CarMax had hit a situation where depreciation essentially had picked up pretty significantly .

Heath Byrd: I'm just going to squeeze in a quick one here as I think about, I guess, EchoPark, right? This was built to kind of compete with, you know, the CarMax model. Coming out of the quarter, you know, CarMax had hit a situation where depreciation essentially had picked up pretty significantly. I think kind of a fallout of the pull forward in demand seen kind of in the first half of the year. I'm just wondering if that heightened depreciation that I think hit over the course of like six to eight weeks, it was like two-thirds of the typical annual depreciation curve, if that had an impact on your business, how you think about that and kind of what that impact was.

Speaker #15: I think kind of a fallout of the pull forward in demand , seeing kind of in the first half of the year . And I'm just wondering if that , you know , heightened depreciation that I think hit over the course of like 6 to 8 weeks .

Speaker #15: It was like two thirds of the typical annual depreciation curve , if that had an impact on your business , how you think about that and and kind of what that impact was .

Speaker #16: Yeah , I think we felt the same thing . You know , MMR increases in the second quarter , 106 to 107% drove our average cost of sale up .

David Smith: Yeah. I think we felt the same thing. You know, MMR increases in the second quarter, 106% to 107%, drove our average cost to sale up. We tried to pivot to the rental sector. It wasn't available, and we made the decision to, you know, cost us the 2,000 units in volume. Yeah, we saw the same thing.

Speaker #16: We tried to pivot to the rental sector . It wasn't available . And so we made the decision to , you know , cost us the 2000 units and volume .

Speaker #16: So yeah , we saw the same thing .

Speaker #15: Yeah . Right . I guess the takeaway there being that , you know , generally you're sourcing mix being a little bit different kind of protects you against against that situation a little bit .

Heath Byrd: Yeah, right. I guess the takeaway there being that, you know, generally, your sourcing mix being a little bit different kind of protects you against that situation a little bit. Does that make sense?

Speaker #15: Does that make sense .

Speaker #6: Yes .

David Smith: Yes.

Speaker #15: Yeah .

Speaker #9: And if you remember Mike , if you recall we guided to back in July . We expected a little bit of front end GPU compression .

Heath Byrd: Yeah.

Jeff Lick: If you recall, Mike, we guided to, back in July, we expected a little bit of front-end GPU compression, you know, a couple hundred dollars, from 2Q to 3Q as a result of this, you know, kind of what we were seeing in the wholesale markets and wholesale and retail pricing spreads. What really was the headwind for us and that was unanticipated was the volume impact. We didn't have alternate sources. That's what put pressure on the performance. If you think about those 2,000 units at our normal GPU, you know, really, that's the shortfall in 3Q that caused us to pull down our full-year EchoPark EBITDA guide.

Speaker #9: You know , a couple hundred dollars from , from 2 to 3 Q as a result of this , you know , kind of what we were seeing in the wholesale markets and wholesale and retail pricing spreads , you know , what really was the headwind for us ?

Speaker #9: And that was unanticipated was the volume impact . You know , we didn't have alternate sources . And that's what put pressure on the , you know , the performance .

Speaker #9: If you think about those 2000 units that our normal GPU , you know , really that's the shortfall in three Q that caused us to pull down our full year echopark EBITDA guide .

Speaker #6: But smart not to go out and try to replenish that volume . Buying a bunch of cars at auction . They're going to bring the margin even down further .

David Smith: is smart not to go out and try to replenish that volume buying a bunch of cars at auction. They're going to bring the margin even down further. Good decisions made. We need to be more aggressive in buying cheaper cars off the street, and that's something we're focused on for the fourth quarter and moving forward.

Speaker #6: So good decisions made . We need to be more aggressive in buying cheaper cars off the street . And that's something we're focused on for the fourth quarter and moving forward .

Speaker #15: Yeah. Got it. Thanks, guys.

Heath Byrd: Yeah. Got it. Thanks, guys.

Speaker #6: Thank you . Thank you .

David Smith: Thank you.

Jeff Lick: Thank you.

Speaker #3: With no further questions, I would like to turn the conference back over to Mr. David Smith for some closing remarks.

Operator: With no further questions, I would like to turn the conference back over to Mr. David Smith for some closing remarks.

Speaker #4: Well , thank you very much . Thank you everyone . We will speak to you next quarter . Have a great day .

Heath Byrd: Thank you very much. Thank you, everyone. We will speak to you next quarter. Have a great day.

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