Fastenal Q4 2025 Fastenal Co Earnings Call | AllMind AI Earnings | AllMind AI
Q4 2025 Fastenal Co Earnings Call
Speaker #1: Greetings, and welcome to the Fastenal fourth quarter and annual 2025 earnings results conference call and webcast. At this time, all participants are in a listen-only mode.
Operator: Greetings, and welcome to the Fastenal Q4 Annual 2025 Earnings Results Conference Call and Webcast. At this time, all participants are in listen-only mode. A Q&A session will follow the formal presentation. You may be placed into the Q&A queue at any time by pressing *1 on your telephone keypad, and we ask that you please ask one question and one follow-up, then return to the queue. If anyone should require operator assistance, please press *0 on your telephone keypad. As a reminder, this conference is being recorded. It's now my pleasure to turn the call over to Dray Schreiber. Please go ahead.
Operator: Greetings, and welcome to the Fastenal Q4 Annual 2025 Earnings Results Conference Call and Webcast. At this time, all participants are in listen-only mode. A Q&A session will follow the formal presentation. You may be placed into the Q&A queue at any time by pressing *1 on your telephone keypad, and we ask that you please ask one question and one follow-up, then return to the queue. If anyone should require operator assistance, please press *0 on your telephone keypad. As a reminder, this conference is being recorded. It's now my pleasure to turn the call over to Dray Schreiber. Please go ahead.
Speaker #1: A question-and-answer session will follow the formal presentation. You may be placed into the question queue at any time by pressing star one on your telephone keypad, and we ask that you please ask one question and one follow-up, then return to the queue.
Speaker #1: If anyone wants to require operator assistance, please press star zero on your telephone keypad. As a reminder, this conference is being recorded. It's now my pleasure to turn the call over to Dray Schreiber.
Speaker #1: Please go
Speaker #1: Go ahead. Welcome to the FASTENAL Company.
Dray Schreiber: Welcome to the Fastenal Company 2025 Annual Q4 Earnings Conference Call. This call will be hosted by Dan Florness, our Chief Executive Officer, Jeff Watts, our President and Chief Sales Officer, and Max Tunnicliffe, our Chief Financial Officer. This call will last for up to one hour and will start with a general overview of our annual and quarterly results and operations, with the remainder of the time being open for questions and answers. Today's conference call is a proprietary Fastenal presentation and is being recorded by Fastenal. No recording, reproduction, transmission, or distribution of today's call is permitted without Fastenal's consent. This call is being audio simulcast on the internet via the Fastenal Investor Relations homepage, investor.fastenal.com. A replay of the webcast will be available on the website until 1 March 2026, at midnight Central Time.
Dray Schreiber: Welcome to the Fastenal Company 2025 Annual Q4 Earnings Conference Call. This call will be hosted by Dan Florness, our Chief Executive Officer, Jeff Watts, our President and Chief Sales Officer, and Max Tunnicliffe, our Chief Financial Officer. This call will last for up to one hour and will start with a general overview of our annual and quarterly results and operations, with the remainder of the time being open for questions and answers.
Speaker #2: 2025 annual and fourth quarter earnings conference call. This call will be hosted by Dan Florness, our Chief Executive Officer; Jeffery Watts, our President and Chief Sales Officer; and Max Tunnicliffe, our Chief Financial Officer.
Speaker #2: This call will last for up to one hour and will start with a general overview of our annual and quarterly results and operations, with the remainder of the time being open for questions and answers.
Today's conference call is a proprietary Fastenal presentation and is being recorded by Fastenal. No recording, reproduction, transmission, or distribution of today's call is permitted without Fastenal's consent. This call is being audio simulcast on the internet via the Fastenal Investor Relations homepage, investor.fastenal.com. A replay of the webcast will be available on the website until 1 March 2026, at midnight Central Time.
Speaker #2: Today's conference call is a proprietary FASTENAL presentation and is being recorded by FASTENAL. No recording, reproduction, transmission, or distribution of today's call is permitted without FASTENAL's consent.
Speaker #2: This call is being audio simulcast on the internet via the FASTENAL Investor Relations homepage, investor.fastenal.com. A replay of the webcast will be available on the website until March 1, 2026, at midnight Central Time.
Speaker #2: As a reminder, today's conference call may include statements regarding the company's future plans and prospects. These statements are based on our current expectations, and we undertake no duty to update them.
Dray Schreiber: As a reminder, today's conference call may include statements regarding the company's future plans and prospects. These statements are based on our current expectations, and we undertake no duty to update them. It is important to note that the company's actual results may differ materially from those anticipated. Factors that could cause actual results to differ from anticipated results are contained in the company's latest earnings release and periodic filings with the Securities and Exchange Commission, and we encourage you to review those factors carefully. I would now like to turn the call over to Mr. Jeff Watts.
As a reminder, today's conference call may include statements regarding the company's future plans and prospects. These statements are based on our current expectations, and we undertake no duty to update them. It is important to note that the company's actual results may differ materially from those anticipated. Factors that could cause actual results to differ from anticipated results are contained in the company's latest earnings release and periodic filings with the Securities and Exchange Commission, and we encourage you to review those factors carefully. I would now like to turn the call over to Mr. Jeff Watts.
Speaker #2: It is important to note that the company's actual results may differ materially from those anticipated. Factors that could cause actual results to differ from anticipated results are contained in the company's latest earnings release and periodic filings with the Securities and Exchange Commission, and we encourage you to review those factors carefully.
Speaker #2: I would now like to turn the call over to Mr. Jeff Watts.
Speaker #3: Good morning, everyone, and thank you for joining Fastenal's fourth quarter 2025 earnings call. Now, before I get started, I do want to take a moment to thank the Fastenal Blue Team and our employees across the world for their performance and dedication both this quarter and throughout the year.
Jeff Watts: Good morning, everyone, and thank you for joining Fastenal's Q4 2025 earnings call. Now, before we get started, I do want to take a moment to thank the Fastenal Blue Team and our employees across the world for their performance and dedication both this quarter and throughout the year. Your commitment and attention to customer needs have played a major role in making 2025 such an exceptionally successful year for Fastenal. So, for that, thank you very much. Now, let's jump into our results. Now, Fastenal delivered a strong Q4, capping an impressive 2025 recovery. We achieved double-digit growth in Q4, with daily sales up just over 11%, and we continue to gain market share despite a sluggish industrial economy. This marks our second consecutive quarter of double-digit growth, but our success is not just about favorable comparisons.
Jeff Watts: Good morning, everyone, and thank you for joining Fastenal's Q4 2025 earnings call. Now, before we get started, I do want to take a moment to thank the Fastenal Blue Team and our employees across the world for their performance and dedication both this quarter and throughout the year. Your commitment and attention to customer needs have played a major role in making 2025 such an exceptionally successful year for Fastenal.
Speaker #3: Your commitment and attention to customer needs have played a major role in making 2025 such an exceptionally successful year for Fastenal. So, for that, thank you very much.
So, for that, thank you very much. Now, let's jump into our results. Now, Fastenal delivered a strong Q4, capping an impressive 2025 recovery. We achieved double-digit growth in Q4, with daily sales up just over 11%, and we continue to gain market share despite a sluggish industrial economy. This marks our second consecutive quarter of double-digit growth, but our success is not just about favorable comparisons.
Speaker #3: Now, let's jump into our results. Fastenal delivered a strong fourth quarter, capping an impressive 2025 recovery. We achieved double-digit growth in Q4 with daily sales up just over 11%, and we continue to gain market share despite a sluggish industrial economy.
Speaker #3: This marks our second consecutive quarter of double-digit growth, but our success is not just about favorable comparisons. It's driven by continued progress on our strategic objectives, and they start with increasing our sales effectiveness.
Jeff Watts: It's driven by continued progress on our strategic objectives, and they start with increasing our sales effectiveness. We're winning with key accounts and new contracts. Our focused sales strategy is yielding share gains. We're signing more national and global contracts, and we're deepening relationships with existing large customers. In 2025, our total contract customer count grew by 241, or just over 7%, reflecting solid new customer signings and expansions. These partnerships with big customers are a core driver of our growth. When we think about enhancing our services, we've continued to expand our suite of value-added services, particularly our digital insight solutions. In 2025, we significantly grew our installed base of FMI devices and strengthened our digital footprint, which combines our e-commerce, industrial vending, and BIN programs. But by focusing and investing in these platforms, we're improving the customer experience and increasing retention.
It's driven by continued progress on our strategic objectives, and they start with increasing our sales effectiveness. We're winning with key accounts and new contracts. Our focused sales strategy is yielding share gains. We're signing more national and global contracts, and we're deepening relationships with existing large customers. In 2025, our total contract customer count grew by 241, or just over 7%, reflecting solid new customer signings and expansions.
Speaker #3: We're winning with key accounts and new contracts. Our focused sales strategy is yielding share gains, we're signing more national and global contracts, and we're deepening relationships with existing large customers.
Speaker #3: In 2025, our total contract customer count grew by 241, or just over 7%, reflecting solid new customer signings and expansions. These partnerships with big customers are a core driver of our growth.
These partnerships with big customers are a core driver of our growth. When we think about enhancing our services, we've continued to expand our suite of value-added services, particularly our digital insight solutions. In 2025, we significantly grew our installed base of FMI devices and strengthened our digital footprint, which combines our e-commerce, industrial vending, and BIN programs. But by focusing and investing in these platforms, we're improving the customer experience and increasing retention.
Speaker #3: When we think about enhancing our services, we've continued to expand our suite of value-added services, particularly our digital insight solutions. In 2025, we significantly grew our installed base of FMI devices and strengthened our digital footprint, which combines our e-commerce and industrial vending and BIM programs.
Speaker #3: But by focusing and investing in these platforms, we're improving the customer experience and increasing retention. In fact, nearly half of our Q4 sales were transacted through FMI technology or other digital channels, really underlying how crucial these services have become to our customers.
Jeff Watts: In fact, nearly half of our Q4 sales were transacted through FMI technology or other digital channels, really underlining how crucial these services have become to our customers. This is a key competitive advantage for Fastenal, and it makes us stickier with our customers and more operationally efficient. It also provides our customers with ongoing insight regarding product consumption, insight we're uniquely able to provide in a wide range of locations. Lastly, expanding our market reach. During Q4 and really over the course of the year, we continue to win new sites and new markets, and we strengthen our presence in manufacturing, construction, government, and the transportation sectors. We've also continued to grow the range of services and products we deliver through our solution suite. Thanks to these strategic efforts, Fastenal's Q4 financial performance was strong.
In fact, nearly half of our Q4 sales were transacted through FMI technology or other digital channels, really underlining how crucial these services have become to our customers. This is a key competitive advantage for Fastenal, and it makes us stickier with our customers and more operationally efficient. It also provides our customers with ongoing insight regarding product consumption, insight we're uniquely able to provide in a wide range of locations.
Speaker #3: This is a key competitive advantage for Fastenal, and it makes us stickier with our customers and more operationally efficient. It also provides our customers with ongoing insight regarding product consumption—insight we're uniquely able to provide in a wide range of locations.
Lastly, expanding our market reach. During Q4 and really over the course of the year, we continue to win new sites and new markets, and we strengthen our presence in manufacturing, construction, government, and the transportation sectors. We've also continued to grow the range of services and products we deliver through our solution suite. Thanks to these strategic efforts, Fastenal's Q4 financial performance was strong.
Speaker #3: Then lastly, expanding our market reach. During Q4, and really over the course of the year, we continued to win new sites, new markets, and we strengthened our presence in manufacturing, construction, government, and the transportation sectors.
Speaker #3: We've also continued to grow the range of services and products we deliver through our solutions suite. Thanks to these strategic efforts, Fastenal's Q4 financial performance was strong.
Speaker #3: We grew net sales to $2.03 billion in the quarter, like I said, an increase of 11% from Q4 of last year. The top-line growth, combined with disciplined cost management, led to strong bottom-line results.
Jeff Watts: We grew net sales to $2.03 billion in the quarter, like I said, an increase of 11% from Q4 of last year. The top-line growth, combined with disciplined cost management, led to strong bottom-line results. Q4 net income increased 12.2% year-over-year to $294.1 million, with earnings per share of $0.26. For the full year of 2025, we achieved record annual sales of $8.2 billion, up close to 9% versus 2024, and net income of $1.26 billion, up 9.4%. We also generated robust cash flow and improved our operating margin slightly in 2025, even as we invested in growth and technology. Even more important, we accomplished this while maintaining a balanced approach to pricing and cost. In Q4, we saw pricing contribute roughly 310 to 340 basis points of our sales growth. Pricing actions that helped offset inflationary pressures but still kept us essentially neutral on price costs for the year.
We grew net sales to $2.03 billion in the quarter, like I said, an increase of 11% from Q4 of last year. The top-line growth, combined with disciplined cost management, led to strong bottom-line results. Q4 net income increased 12.2% year-over-year to $294.1 million, with earnings per share of $0.26. For the full year of 2025, we achieved record annual sales of $8.2 billion, up close to 9% versus 2024, and net income of $1.26 billion, up 9.4%.
Speaker #3: Q4 net income increased 12.2% year over year to $294.1 million, with earnings per share of $0.26. For the full year 2025, we achieved record annual sales of $8.2 billion, up close to 9% versus '24, and net income of $1.26 billion, up 9.4%.
We also generated robust cash flow and improved our operating margin slightly in 2025, even as we invested in growth and technology. Even more important, we accomplished this while maintaining a balanced approach to pricing and cost. In Q4, we saw pricing contribute roughly 310 to 340 basis points of our sales growth. Pricing actions that helped offset inflationary pressures but still kept us essentially neutral on price costs for the year.
Speaker #3: We also generated robust cash flow and improved our operating margin slightly in 2025, even as we invested in growth and technology. Even more important, we accomplished this while maintaining a balanced approach to pricing and cost.
Speaker #3: In Q4, we saw pricing contribute roughly 310 to 340 basis points of our sales growth. Pricing actions helped offset inflationary pressures but still kept us essentially neutral on price costs that year.
Speaker #3: But Max, we touched a little bit more on this later in the deck. We also leveraged our operating expenses, and, for example, SG&A as a percentage of sales declined to 25.4% in Q4 from 25.9% a year ago.
Jeff Watts: But Max, we'll be touching a little bit more on this later in the deck. We also leveraged our operating expenses. For example, SG&A, as a percentage of sales, declined to 25.4% in Q4 from 25.9% a year ago. This cost discipline, along with volume growth, allowed us to improve our operating margin year-over-year, despite a different gross margin due primarily to timing factors. The bottom line is that we're controlling what we can control: pricing, costs, capital allocation, to deliver more profitable growth. Now, turning to slide four. Now, this momentum with our customers is clearly reflected in our site growth, our site growth metrics for Q4. The number of active 50,000+ sites rose 14% year-over-year, and those ultra-high-spend sites now account for just over half our revenues.
But Max, we'll be touching a little bit more on this later in the deck. We also leveraged our operating expenses. For example, SG&A, as a percentage of sales, declined to 25.4% in Q4 from 25.9% a year ago. This cost discipline, along with volume growth, allowed us to improve our operating margin year-over-year, despite a different gross margin due primarily to timing factors.
Speaker #3: This cost discipline, along with volume growth, allowed us to improve our operating margin year over year despite a dip in gross margin due primarily to timing factors.
The bottom line is that we're controlling what we can control: pricing, costs, capital allocation, to deliver more profitable growth. Now, turning to slide four. Now, this momentum with our customers is clearly reflected in our site growth, our site growth metrics for Q4. The number of active 50,000+ sites rose 14% year-over-year, and those ultra-high-spend sites now account for just over half our revenues.
Speaker #3: The bottom line is that we're controlling what we can control: pricing, costs, capital allocation, to deliver more profitable growth. Now, turning to slide four.
Speaker #3: Now, this momentum with our customers is clearly reflected in our site growth. Our site growth metrics for Q4: the number of active $50K-plus sites rose 14% year over year, and those ultra high spend sites now account for just over half our revenues.
Speaker #3: We also saw solid growth in the 10K-plus customer category, which was up roughly 8% to just over 11,700 sites in the quarter. Now, these figures demonstrate that we're growing with our largest and most strategic customers.
Jeff Watts: We also saw solid growth in the 10K+ customer category, which was up roughly 8% to just over 11,700 sites in the quarter. Now, these figures demonstrate that we're growing with our largest and most strategic customers, exactly what we're focusing our efforts on. At the same time, though, we did see a decline in the count of the smaller customer sites, the under 5K, which was not unexpected. But I do think it's important to point out that we did see growth in our 2 to 5K customer sites, but 94% of the under 5K decline was in the under $500 per month customer sites, and almost 55% came from the under $100 customer sites for the year. Our strategy deliberately emphasizes key account growth and driving deeper engagement at large accounts with significant spend potential rather than chasing low-volume transactional business.
We also saw solid growth in the 10K+ customer category, which was up roughly 8% to just over 11,700 sites in the quarter. Now, these figures demonstrate that we're growing with our largest and most strategic customers, exactly what we're focusing our efforts on. At the same time, though, we did see a decline in the count of the smaller customer sites, the under 5K, which was not unexpected.
Speaker #3: Exactly what we're focusing our efforts on. At the same time, though, we did see a decline in the count of the smaller customer sites, the under $5K, which was not unexpected, but I do think it's important to point out that we did see growth in our $2K to $5K customer sites. But 94% of the under $5K decline was in the under $500 per month customer sites, and almost 55% came from the under $100 customer sites for the year.
But I do think it's important to point out that we did see growth in our 2 to 5K customer sites, but 94% of the under 5K decline was in the under $500 per month customer sites, and almost 55% came from the under $100 customer sites for the year. Our strategy deliberately emphasizes key account growth and driving deeper engagement at large accounts with significant spend potential rather than chasing low-volume transactional business.
Speaker #3: Our strategy deliberately emphasizes key account growth, and driving deeper engagement at large accounts with significant spend potential, rather than chasing low-volume transactional business.
Speaker #3: And this strategy is paying off in higher growth, more resilient performance against a weak backdrop, and really more efficient focus on our sales talent.
Jeff Watts: This strategy is paying off in higher growth, more resilient performance against a weak backdrop, and really more efficient focus on our sales talent. In manufacturing and markets, for instance, our heavy and other manufacturing customers. They grew at double-digit rates in Q4, far outpacing general industrial production. We're winning with big manufacturers because of our service model, including the FMI technology and on-site service, and our extensive product range. It really creates value for them. Likewise, in construction and other segments, our focused approach has led to share gains where competitors are just more constrained. Now, we're going to continue to develop these customer partnerships and expand the Fastenal footprint and customer sites as it's a proven formula for sustainable growth. Now, on to slide five. This slide highlights how our investments in technology are contributing to our performance. Fastenal has long been a leader in industrial vending.
This strategy is paying off in higher growth, more resilient performance against a weak backdrop, and really more efficient focus on our sales talent. In manufacturing and markets, for instance, our heavy and other manufacturing customers. They grew at double-digit rates in Q4, far outpacing general industrial production. We're winning with big manufacturers because of our service model, including the FMI technology and on-site service, and our extensive product range. It really creates value for them.
Speaker #3: In manufacturing and markets—for instance, our heavy and other manufacturing customers—they grew at double-digit rates in Q4, far outpacing general industrial production. We're winning with big manufacturers because of our service model, including the FMI technology, onsite service, and our extensive product range.
Speaker #3: It really creates value for them. Likewise, in construction and other segments, our focused approach has led to share gains where competitors are just more constrained.
Likewise, in construction and other segments, our focused approach has led to share gains where competitors are just more constrained. Now, we're going to continue to develop these customer partnerships and expand the Fastenal footprint and customer sites as it's a proven formula for sustainable growth. Now, on to slide five. This slide highlights how our investments in technology are contributing to our performance. Fastenal has long been a leader in industrial vending.
Speaker #3: Now, we're going to continue to develop these customer partnerships and expand the Fastenal footprint and customer sites, as it's a proven formula for sustainable growth.
Speaker #3: Now, on to slide five. Now, this slide highlights how our investments in technology are contributing to our performance. Fastenal has long been a leader in industrial vending.
Speaker #3: We continue to expand those capabilities, while also showing great progress on our new business, further strengthening our bonds with customers and also enhancing our efficiency.
Jeff Watts: We continue to expand those capabilities while also showing great progress on our business, further strengthening our bonds with customers and also enhancing our efficiency. In Q4, we installed thousands more FMI technology devices at customer locations. We signed over 5,900 weighted FMI devices in the quarter, and that signing pace was slightly below the exceptionally strong Q4 of last year, but was still roughly 14% above our five-year average signing rate. For the full year of 2025, we signed approximately 25,900 devices. As a result, our installed base of active FMI devices grew 7.6% year-over-year to about 136,600 units. We have a great team leading these initiatives, and our capabilities keep getting stronger. The impact on our sales is significant, though. In Q4, 46.1% of our sales were dispensed or managed through FMI technology, and that's up from 43.9% in Q4 of last year.
We continue to expand those capabilities while also showing great progress on our business, further strengthening our bonds with customers and also enhancing our efficiency. In Q4, we installed thousands more FMI technology devices at customer locations. We signed over 5,900 weighted FMI devices in the quarter, and that signing pace was slightly below the exceptionally strong Q4 of last year, but was still roughly 14% above our five-year average signing rate.
Speaker #3: In Q4, we installed thousands more FMI technology devices at customer locations, with over 5,900 weighted FMI devices signed in the quarter. That signing phase was slightly below the exceptionally strong Q4 of last year, but was still roughly 14% above our five-year average signing rate.
For the full year of 2025, we signed approximately 25,900 devices. As a result, our installed base of active FMI devices grew 7.6% year-over-year to about 136,600 units. We have a great team leading these initiatives, and our capabilities keep getting stronger. The impact on our sales is significant, though. In Q4, 46.1% of our sales were dispensed or managed through FMI technology, and that's up from 43.9% in Q4 of last year.
Speaker #3: For the full year of '25, we signed approximately 25,900 devices, and as a result, our install base of active FMI devices grew 7.6% year over year to about 136,600 units.
Speaker #3: We have a great team leading this initiative, and our capabilities keep getting stronger. The impact on our sales is significant, though. In Q4, 46.1% of our sales were dispensed or managed through FMI technology.
Speaker #3: And that's up from 43.9% in Q4 of last year. Nearly half of our Q4 revenue flowed through FASTENAL vending or bin devices at a customer site.
Jeff Watts: Nearly half of our Q4 revenue flowed through Fastenal vending or bin device at a customer site. This is a powerful indicator of really how deeply embedded Fastenal has become in our customers' daily operations. It creates a sticky relationship, and this is a key part of our long-term growth model. The more we integrate with customers through on-site and digital solutions, the more indispensable we become. Our digital footprint extends beyond physical devices as well. We offer a robust suite of e-business solutions from EDI integrations with large enterprise customers to our e-commerce web platform. In Q4, our e-business sales grew at 6.4% year-over-year. E-business now accounts for about 30% of our sales, 29.6% actually in Q4, to be exact. But when you combine e-business and FMI, which together form what we call our digital footprint, these digitally enabled channels represent 62.1% of total Q4 sales.
Nearly half of our Q4 revenue flowed through Fastenal vending or bin device at a customer site. This is a powerful indicator of really how deeply embedded Fastenal has become in our customers' daily operations. It creates a sticky relationship, and this is a key part of our long-term growth model. The more we integrate with customers through on-site and digital solutions, the more indispensable we become. Our digital footprint extends beyond physical devices as well.
Speaker #3: This is a powerful indicator of really how deeply embedded Fastenal has become in our customers' daily operations. And it creates a sticky relationship, and this is a key part of our long-term growth model.
Speaker #3: The more we integrate with customers through onsite and digital solutions, the more indispensable we become. Our digital footprint extends beyond physical devices as well.
Speaker #3: We offer a robust suite of e-business solutions, from EDI integrations with large enterprise customers to our e-commerce web platform. And in Q4, our e-business sales grew at 6.4% year over year.
We offer a robust suite of e-business solutions from EDI integrations with large enterprise customers to our e-commerce web platform. In Q4, our e-business sales grew at 6.4% year-over-year. E-business now accounts for about 30% of our sales, 29.6% actually in Q4, to be exact. But when you combine e-business and FMI, which together form what we call our digital footprint, these digitally enabled channels represent 62.1% of total Q4 sales.
Speaker #3: E-business now accounts for about 30% of our sales—29.6%, actually, in Q4 to be exact. But when you combine e-business and FMI, which together form what we call our digital footprint, these digitally enabled channels represent 62.1% of total Q4 sales.
Speaker #3: And over the past decade, we've steadily grown this number, and now roughly two-thirds of our business comes through this high-tech, efficient channel. And the remaining one-third is really through traditional branch and direct sales, which are still very important, but the trend is clearly toward a more digital and connected service model.
Jeff Watts: Over the past decade, we've steadily grown this number, and now roughly 2/3 of our business comes through this high-tech, efficient channel. The remaining 1/3 is really through traditional branch and direct sales, which are still very important, but the trend is clearly toward a more digital and connected service model. Overall, for the year, Fastenal gained market share. We grew much faster than the industrial sector, and we strengthened our foundation for years ahead. We closed out the year aligned as an organization with strong momentum, thanks to our focus on customers and the hard work of our people. I'm really incredibly proud of our team's dedication and the trust we build with our customers. Now, with all that said, I'm pleased to introduce our new Chief Financial Officer, Max Tunnicliffe.
Over the past decade, we've steadily grown this number, and now roughly 2/3 of our business comes through this high-tech, efficient channel. The remaining 1/3 is really through traditional branch and direct sales, which are still very important, but the trend is clearly toward a more digital and connected service model. Overall, for the year, Fastenal gained market share. We grew much faster than the industrial sector, and we strengthened our foundation for years ahead.
Speaker #3: Overall, for the year, Fastenal gained market share. We grew much faster than the industrial sector, and we strengthened our foundation for years ahead. And we closed out the year aligned as an organization with strong momentum, thanks to our focus on customers and the hard work of our people.
We closed out the year aligned as an organization with strong momentum, thanks to our focus on customers and the hard work of our people. I'm really incredibly proud of our team's dedication and the trust we build with our customers. Now, with all that said, I'm pleased to introduce our new Chief Financial Officer, Max Tunnicliffe.
Speaker #3: And I'm really incredibly proud of our team's dedication and the trust we build with our customers. Now, with all that said, I'm pleased to introduce our new Chief Financial Officer, Max Tindicliffe.
Speaker #3: As many of you know, Max joined Fastenal in November, and this is his first earnings call as CFO. Max brings a tremendous amount of experience and a fresh perspective to our finance and leadership team.
Jeff Watts: As many of you know, Max joined Fastenal in November, and this is his first earnings call as a CFO. Max, he brings a tremendous amount of experience and fresh perspective to our finance and leadership team. With that said, Max, welcome aboard, and the floor is yours.
As many of you know, Max joined Fastenal in November, and this is his first earnings call as a CFO. Max, he brings a tremendous amount of experience and fresh perspective to our finance and leadership team. With that said, Max, welcome aboard, and the floor is yours.
Speaker #3: And with that said, Max, welcome aboard, and the floor is yours.
Speaker #2: Thank you very much, Jeff. And I'm excited and thankful to be part of this team. Good morning, everyone. Today, I'll cover our business and market trends, our fourth-quarter results, as well as a few points about where we're thinking on 2026.
Max Tunnicliffe: Thank you very much, Jeff, and I'm excited and thankful to be part of this team. Good morning, everyone. Today, I'll cover our business and market trends, our Q4 results, as well as a few points about where we're thinking on 2026. Let's start with the business trends and market drivers slide. Looking at the broader operating environment in the Q4, the US economy continued to send mixed signals, especially in the industrial sector. While some areas showed resilience, others faced continued headwinds that impacted demand and supply chains. US PMI and industrial production remained mixed in Q4, with heavier manufacturing segments showing relative weakness. PMI average was in the low 48s for the quarter, while industrial production was close to flat compared to last year, although with some improvement late in the quarter.
Max Tunnicliff: Thank you very much, Jeff, and I'm excited and thankful to be part of this team. Good morning, everyone. Today, I'll cover our business and market trends, our Q4 results, as well as a few points about where we're thinking on 2026. Let's start with the business trends and market drivers slide. Looking at the broader operating environment in the Q4, the US economy continued to send mixed signals, especially in the industrial sector.
Speaker #2: Let's start with the business trends and market drivers slide. Looking at the broader operating environment in the fourth quarter, the US economy continued to send mixed signals.
Speaker #2: Especially in the industrial sector. While some areas showed resilience, others faced continued headwinds that impacted demand and supply chains. U.S. PMI and industrial production remained mixed in Q4, with heavier manufacturing segments showing relative weakness.
While some areas showed resilience, others faced continued headwinds that impacted demand and supply chains. US PMI and industrial production remained mixed in Q4, with heavier manufacturing segments showing relative weakness. PMI average was in the low 48s for the quarter, while industrial production was close to flat compared to last year, although with some improvement late in the quarter.
Speaker #2: PMI average was in the low 48s for the quarter, while industrial production was close to flat compared to last year, although with some improvement late in the quarter.
Speaker #2: Despite this softness, as Jeff mentioned, our daily sales rate remained strong in Q4, up slightly over 11%. This growth was driven by several factors.
Max Tunnicliffe: Despite the softness, as Jeff mentioned, our daily sales rate remained strong in Q4, up slightly over 11%. This growth was driven by several factors: new customer wins, increased share of wallet with existing customers, and our continued focus on operating more effectively overall. Importantly, customer sentiment remained favorable, even against the backdrop of trade and tariff uncertainty that has characterized much of 2025. As in prior years, the timing of the December holidays had a meaningful impact on our Q4 results. Just like last year, Christmas and New Year's fell midweek, resulting in a similar pattern of extended customer shutdowns and compressed shipping windows. This led to, for a second year in a row, below-normal sequential growth in December, as many industrial customers paused operations for longer stretches around the holidays.
Despite the softness, as Jeff mentioned, our daily sales rate remained strong in Q4, up slightly over 11%. This growth was driven by several factors: new customer wins, increased share of wallet with existing customers, and our continued focus on operating more effectively overall. Importantly, customer sentiment remained favorable, even against the backdrop of trade and tariff uncertainty that has characterized much of 2025.
Speaker #2: New customer wins, increased share of wallet with existing customers, and our continued focus on operating more effectively overall. Importantly, customer sentiment remained favorable, even against the backdrop of trade and tariff uncertainty that has characterized much of 2025.
As in prior years, the timing of the December holidays had a meaningful impact on our Q4 results. Just like last year, Christmas and New Year's fell midweek, resulting in a similar pattern of extended customer shutdowns and compressed shipping windows. This led to, for a second year in a row, below-normal sequential growth in December, as many industrial customers paused operations for longer stretches around the holidays.
Speaker #2: As in prior years, the timing of the December holidays had a meaningful impact on our Q4 results. Just like last year, Christmas and New Year's fell midweek, resulting in a similar pattern of extended customer shutdowns.
Speaker #2: And compressed shipping windows. This led to, for a second year in a row, below-normal sequential growth in December, as many industrial customers paused operations for longer stretches around the holidays.
Speaker #2: Sales to our manufacturing end markets outperformed other markets on a relative basis, led by growth in key accounts. Other segments, such as construction, education, healthcare, transportation, and data centers, also saw positive momentum.
Max Tunnicliffe: Sales to our manufacturing and markets outperformed other markets on a relative basis, led by growth in key accounts. Other segments, such as construction, education, healthcare, transportation, and data centers, also saw positive momentum. Our Fastenal product line growth outpaced non-Fastenal categories again this quarter. This was driven by several factors: successful signings of large customers, improved product availability due to strategic and thoughtful inventory investments, and targeted pricing actions that balanced competitiveness with profitability. Turning now to pricing, our approach during the Q4 remained disciplined and responsive to the market. We implemented targeted price adjustments across select product categories, bringing our year-over-year price increase impact to approximately 3% for the quarter on matched product. These actions were designed to offset higher input costs, which they did, while remaining competitive in a challenging environment.
Sales to our manufacturing and markets outperformed other markets on a relative basis, led by growth in key accounts. Other segments, such as construction, education, healthcare, transportation, and data centers, also saw positive momentum. Our Fastenal product line growth outpaced non-Fastenal categories again this quarter. This was driven by several factors: successful signings of large customers, improved product availability due to strategic and thoughtful inventory investments, and targeted pricing actions that balanced competitiveness with profitability.
Speaker #2: Our FASTENAL product line growth outpaced non-FASTENAL categories again this quarter. This was driven by several factors: successful signings of large customers, improved product availability due to strategic and thoughtful inventory investments, and targeted pricing actions that balanced competitiveness with profitability.
Turning now to pricing, our approach during the Q4 remained disciplined and responsive to the market. We implemented targeted price adjustments across select product categories, bringing our year-over-year price increase impact to approximately 3% for the quarter on matched product. These actions were designed to offset higher input costs, which they did, while remaining competitive in a challenging environment.
Speaker #2: Turning now to pricing. Our approach during the fourth quarter remained disciplined and responsive to the market. We implemented targeted price adjustments across select product categories, bringing our year-over-year price increase impact to approximately 3% for the quarter.
Speaker #2: On matched product, these actions were designed to offset higher input costs, which they did, while remaining competitive in a challenging environment. We also continued to use data-driven pricing tools to identify opportunities for tailored increases.
Max Tunnicliffe: We also continued to use data-driven pricing tools to identify opportunities for tailored increases, ensuring we maintained customer loyalty and minimized volume attrition. To summarize this slide, while the macro environment remained unpredictable, our diverse customer base, our focus on key accounts, and specific strategic initiatives allowed us to capture growth opportunities and strengthen our market position. Now, I'll move to our margin performance and drivers slide to talk about profitability. Gross margin decreased 50 basis points in the Q4 of 2025 compared to last year, driven by timing elements within our cost of goods sold. These timing factors included the relief of certain inventory-related working capital, which caused related costs to move through the P&L more heavily in the Q4. Additionally, the timing of supplier rebates negatively impacted gross margins. It's important to note that these effects do not indicate a change in our underlying cost structure.
We also continued to use data-driven pricing tools to identify opportunities for tailored increases, ensuring we maintained customer loyalty and minimized volume attrition. To summarize this slide, while the macro environment remained unpredictable, our diverse customer base, our focus on key accounts, and specific strategic initiatives allowed us to capture growth opportunities and strengthen our market position.
Speaker #2: Ensuring we maintained customer loyalty and minimized volume attrition. To summarize this slide, while the macro environment remained unpredictable, our diverse customer base, our focus on key accounts, and specific strategic initiatives allowed us to capture growth opportunities and strengthen our market position.
Now, I'll move to our margin performance and drivers slide to talk about profitability. Gross margin decreased 50 basis points in the Q4 of 2025 compared to last year, driven by timing elements within our cost of goods sold. These timing factors included the relief of certain inventory-related working capital, which caused related costs to move through the P&L more heavily in the Q4. Additionally, the timing of supplier rebates negatively impacted gross margins. It's important to note that these effects do not indicate a change in our underlying cost structure.
Speaker #2: Now I'll move to our margin performance and drivers slide to talk about profitability. Gross margin decreased 50 basis points in the fourth quarter of 2025 compared to last year.
Speaker #2: Driven by timing elements within our cost of goods sold. These timing factors included the relief of certain inventory-related working capital, which caused related cost to move through the P&L more heavily in the fourth quarter.
Speaker #2: Additionally, the timing of supplier rebates negatively impacted gross margins. It's important to note that these effects do not indicate a change in our underlying cost structure.
Speaker #2: Related to tariffs and pricing, our net price/cost impact was nearly neutral for the quarter, coming in at 10 basis points negative. Our team has actively managed tariffs and input costs to defend profitability.
Max Tunnicliffe: Related to tariffs and pricing, our net price cost impact was nearly neutral for the quarter, coming in at 10 basis points negative. Our teams actively managed tariffs and input costs to defend profitability, using a combination of data analytics and sourcing strategies. Throughout the year, our Fastenal expansion project was our largest positive contributor to gross margin, allowing us to maintain flat gross margin levels year-over-year on a full-year basis. This project will anniversary in the Q2 of 2026. As a reminder, this project did a number of things. It helped us capture higher-margin business, and it drove cost savings initiatives, such as price negotiations, consolidating purchases with preferred partners, and optimizing sourcing. These actions directly reduced costs and increased efficiency. The benefits from the Fastenal expansion project mitigated the dilutive effect on gross margin of the ongoing shift toward larger customers.
Related to tariffs and pricing, our net price cost impact was nearly neutral for the quarter, coming in at 10 basis points negative. Our teams actively managed tariffs and input costs to defend profitability, using a combination of data analytics and sourcing strategies. Throughout the year, our Fastenal expansion project was our largest positive contributor to gross margin, allowing us to maintain flat gross margin levels year-over-year on a full-year basis.
Speaker #2: Using a combination of data analytics and sourcing strategies, throughout the year, our FASTENAL expansion project was our largest positive contributor to gross margin, allowing us to maintain flat gross margin levels year over year on a full-year basis.
This project will anniversary in the Q2 of 2026. As a reminder, this project did a number of things. It helped us capture higher-margin business, and it drove cost savings initiatives, such as price negotiations, consolidating purchases with preferred partners, and optimizing sourcing. These actions directly reduced costs and increased efficiency. The benefits from the Fastenal expansion project mitigated the dilutive effect on gross margin of the ongoing shift toward larger customers.
Speaker #2: This project will anniversary in the second quarter of 2026. As a reminder, this project did a number of things. It helped us capture higher margin business, and it drove cost savings initiatives.
Speaker #2: Such as price negotiations, consolidating purchases with preferred partners, and optimizing sourcing. These actions directly reduced costs and increased efficiency. The benefits from the FASTENAL expansion project mitigated the dilutive effect on gross margin of the ongoing shift toward larger customers.
Speaker #2: As discussed in the past, these accounts tend to generate higher volumes, but at lower gross margin rates. We're comfortable with this trade-off, as these relationships provide long-term stability and open doors for cross-selling and deeper integration.
Max Tunnicliffe: As discussed in the past, these accounts tend to generate higher volumes but at lower gross margin rates. We're comfortable with this trade-off, as these relationships provide long-term stability and open doors for cross-selling and deeper integration. The negative impact of the gross margin level is offset at the operating margin level through efficiency gains and cost leverage. Regarding 2026 gross margin, please remember that our Fastenal expansion project will anniversary after Q1, and so the modest annual gross margin contraction that we've seen historically should be considered in thinking about our 2026 performance. However, we believe this modest contraction will be offset within SG&A as we find efficiencies and further leverage our fixed costs. Now, back to 2025. SG&A was 25.4% of net sales in Q4 of 2025 compared to 25.9% in the previous period.
As discussed in the past, these accounts tend to generate higher volumes but at lower gross margin rates. We're comfortable with this trade-off, as these relationships provide long-term stability and open doors for cross-selling and deeper integration. The negative impact of the gross margin level is offset at the operating margin level through efficiency gains and cost leverage.
Speaker #2: And the negative impact of the gross margin level is offset at the operating margin level, through efficiency gains and cost leverage. Regarding 2026 gross margin, please remember that our FASTENAL expansion project will anniversary after Q1.
Regarding 2026 gross margin, please remember that our Fastenal expansion project will anniversary after Q1, and so the modest annual gross margin contraction that we've seen historically should be considered in thinking about our 2026 performance. However, we believe this modest contraction will be offset within SG&A as we find efficiencies and further leverage our fixed costs. Now, back to 2025. SG&A was 25.4% of net sales in Q4 of 2025 compared to 25.9% in the previous period.
Speaker #2: And so, the modest annual gross margin contraction that we've seen historically should be considered in thinking about our 2026 performance. However, we believe this modest contraction will be offset within SG&A as we find efficiencies and further leverage our fixed costs.
Speaker #2: Now back to 2025. SG&A was 25.4% of net sales in Q4 of '25 compared to 25.9% in the previous period. This demonstrates strong ongoing cost discipline as we more than offset the reload of incentive compensation and our ongoing investments in technology, analytics, and sales support.
Max Tunnicliffe: This demonstrates strong ongoing cost discipline as we more than offset the reload of incentive compensation and our ongoing investments in technology, analytics, and sales support. In addition to our strong sales growth and disciplined expense management, we increased our return on invested capital by 90 basis points on a trailing 12-month basis, reflecting our approach to capital allocation and our commitment to maximizing asset productivity. In total, our performance demonstrates that we can invest for growth while maintaining a sharp focus on profitability, even as our mix involves, and we pursue larger, more complex accounts. Turning to the cash flow and capital allocation slide, operating cash flow is approximately $370 million, representing 125% of net income. Cash generation remains strong, even as we added working capital to support growth, but on a more efficient basis year-over-year.
This demonstrates strong ongoing cost discipline as we more than offset the reload of incentive compensation and our ongoing investments in technology, analytics, and sales support. In addition to our strong sales growth and disciplined expense management, we increased our return on invested capital by 90 basis points on a trailing 12-month basis, reflecting our approach to capital allocation and our commitment to maximizing asset productivity.
Speaker #2: In addition to our strong sales growth and disciplined expense management, we increased our return on invested capital by 90 basis points, on a trailing 12-month basis.
Speaker #2: Reflecting our approach to capital allocation and our commitment to maximizing asset productivity, in total, our performance demonstrates that we can invest for growth while maintaining a sharp focus on profitability.
In total, our performance demonstrates that we can invest for growth while maintaining a sharp focus on profitability, even as our mix involves, and we pursue larger, more complex accounts. Turning to the cash flow and capital allocation slide, operating cash flow is approximately $370 million, representing 125% of net income. Cash generation remains strong, even as we added working capital to support growth, but on a more efficient basis year-over-year.
Speaker #2: Even as our mix evolves and we pursue larger, more complex accounts. Turning to the cash flow and capital allocation slide, operating cash flow is approximately $370 million.
Speaker #2: Representing 125% of net income. Cash generation remains strong, even as we added working capital to support growth, but on a more efficient basis year over year.
Speaker #2: Accounts receivable and inventory rose 8.7% from last year, reflecting our expanding customer base, growth with existing customers, and our FASTENAL expansion project. Accounts payable increased primarily due to inventory growth.
Max Tunnicliffe: Accounts receivable and inventory rose 8.7% from last year, reflecting our expanding customer base, growth with existing customers, and our Fastenal expansion project. Accounts payable increased primarily due to inventory growth. Net capital spending for 2025 was $230 million, which was 2.8% of sales, with investments focused on strengthening our Fastenal managed inventory, or FMI, hardware capabilities, upgrading facilities, advancing IT infrastructure, and expanding our vehicle fleet to support field operations and deliver efficiency. Regarding CAPEX for 2026, we will increase our investments to support our growth expectation of net sales. These investments are designed to drive efficiency, scalability, and customer value. During 2025, we returned just over $1 billion in dividends for the full year, accounting for approximately 80% of net income, reflecting our confidence in cash generation and our commitment to returning value to shareholders. Overall, our capital allocation follows the same framework you've seen from us.
Accounts receivable and inventory rose 8.7% from last year, reflecting our expanding customer base, growth with existing customers, and our Fastenal expansion project. Accounts payable increased primarily due to inventory growth. Net capital spending for 2025 was $230 million, which was 2.8% of sales, with investments focused on strengthening our Fastenal managed inventory, or FMI, hardware capabilities, upgrading facilities, advancing IT infrastructure, and expanding our vehicle fleet to support field operations and deliver efficiency.
Speaker #2: Net capital spending for 2025 was $230 million. Which was 2.8% of sales within investments focused on strengthening our FASTENAL managed inventory, or FMI, hardware capabilities, upgrading facilities, advancing IT infrastructure, and expanding our vehicle fleet to support field operations and deliver efficiency.
Regarding CAPEX for 2026, we will increase our investments to support our growth expectation of net sales. These investments are designed to drive efficiency, scalability, and customer value. During 2025, we returned just over $1 billion in dividends for the full year, accounting for approximately 80% of net income, reflecting our confidence in cash generation and our commitment to returning value to shareholders. Overall, our capital allocation follows the same framework you've seen from us.
Speaker #2: Regarding CAPEX for 2026, we will increase our investments to support our growth expectations of net sales. These investments are designed to drive efficiency, scalability, and customer value.
Speaker #2: During 2025, we returned just over $1 billion in dividends for the full year, accounting for approximately 80% of net income, reflecting our confidence in cash generation and our commitment to returning value to shareholders.
Speaker #2: Overall, our capital allocation follows the same framework you've seen from us. We invest in FMI hardware and hub automation to drive throughput and accuracy.
Max Tunnicliffe: We invest in FMI hardware and hub automation to drive throughput and accuracy. We invest in IT and digital capabilities to improve customer experience and sales productivity, and we invest in fleet and facilities to sustain service levels. We return cash through a consistent dividend, and we remain opportunistic on buybacks. Our balance sheet remains conservatively capitalized, preserving flexibility to continue investing in growth. So, in closing, I'll just summarize my portion before turning it over to Dan. In 2025, we delivered continued share gains through our key account strategy and new contracts, expanded our FMI technology and digital footprint, and deepened our business in manufacturing and non-manufacturing segments. Gross margin was protected, mainly due to our Fastenal expansion and supplier initiatives, while operating margin benefited from disciplined SG&A management. We generated strong cash flow with capital allocation focused on growth, technology, and shareholder returns.
We invest in FMI hardware and hub automation to drive throughput and accuracy. We invest in IT and digital capabilities to improve customer experience and sales productivity, and we invest in fleet and facilities to sustain service levels. We return cash through a consistent dividend, and we remain opportunistic on buybacks. Our balance sheet remains conservatively capitalized, preserving flexibility to continue investing in growth.
Speaker #2: We invest in IT and digital capabilities to improve customer experience and sales productivity. And we invest in fleet and facilities to sustain service levels.
Speaker #2: We return cash through a consistent dividend, and we remain opportunistic on buybacks. Our balance sheet remains conservatively capitalized, preserving flexibility to continue investing in growth.
So, in closing, I'll just summarize my portion before turning it over to Dan. In 2025, we delivered continued share gains through our key account strategy and new contracts, expanded our FMI technology and digital footprint, and deepened our business in manufacturing and non-manufacturing segments. Gross margin was protected, mainly due to our Fastenal expansion and supplier initiatives, while operating margin benefited from disciplined SG&A management.
Speaker #2: So in closing, I'll just summarize my portion before turning it over to Dan. In 2025, we delivered continued share gains through our key account strategy and new contracts.
Speaker #2: Expanded our FMI technology and digital footprint, and deepened our business in manufacturing and non-manufacturing segments. Gross margin was protected, mainly due to our Fastenal expansion and supplier initiatives, while operating margin benefited from disciplined SG&A management.
We generated strong cash flow with capital allocation focused on growth, technology, and shareholder returns. These accomplishments put us in a good position for continued success in 2026. Thank you, and with that, I'll turn it to Dan.
Speaker #2: We generated strong cash flow, with capital allocation focused on growth, technology, and shareholder returns. These accomplishments put us in a good position for continued success in 2026.
Max Tunnicliffe: These accomplishments put us in a good position for continued success in 2026. Thank you, and with that, I'll turn it to Dan.
Speaker #2: Thank you, and with that, I'll turn it to Dan. Thanks, Max, and good morning, everybody. Thanks for joining our call. Before I run through the EO summary and recap on page nine, I just wanted to share a couple of thoughts.
Dan Florness: Thanks, Max, and good morning, everybody, and thanks for joining our call. Before I run through the EO summary and recap on page nine, just wanted to share a couple of thoughts. First off, for Jeff Watts, I suspect all of you saw the announcement we made in late December. I want to say congratulations to Jeff on being named our next CEO, taking effect in July. Max, who you just heard from, congrats on being named Fastenal CFO, and welcome to the Blue Team. Just to let Max get off to a calm start on his first earnings call and for Jeff to be CEO-elect, we decided to do a different type of call. Some of you may have noticed that our scheduled earnings release date was yesterday, Monday.
Dan Florness: Thanks, Max, and good morning, everybody, and thanks for joining our call. Before I run through the EO summary and recap on page nine, just wanted to share a couple of thoughts. First off, for Jeff Watts, I suspect all of you saw the announcement we made in late December. I want to say congratulations to Jeff on being named our next CEO, taking effect in July.
Speaker #2: First off, for Jeff Watts, I suspect all of you saw the announcement we made in late December. I want to say congratulations to Jeff on being named our next CEO, taking effect in July.
Max, who you just heard from, congrats on being named Fastenal CFO, and welcome to the Blue Team. Just to let Max get off to a calm start on his first earnings call and for Jeff to be CEO-elect, we decided to do a different type of call. Some of you may have noticed that our scheduled earnings release date was yesterday, Monday.
Speaker #2: Max, who you just heard from, congrats on being named FASTENAL CFO and welcome to the blue team. Just to let Max get off to a calm start on his first earnings call, and for Jeff to be CEO-elect, we decided to do a different type of call.
Speaker #2: Some of you may have noticed that our scheduled earnings release date was yesterday, Monday. About 10 days ago, using that keen tool called the calendar, we realized we were releasing earnings that we had set up a year and a half ago.
Dan Florness: About 10 days ago, using that keen tool called the calendar, we realized we were releasing earnings that we had set up a year and a half ago. We realized we had selected Martin Luther King Jr. Day and the market would not be open, so we delayed it a day. The problem is that means Jeff is on his way to Europe, so he's sitting in Kitchener in Ontario. Dan had a commitment, and he's sitting down in Southeastern United States, and Max is by himself in Winona. So we hope the Q&A is not too jagged because we're not sitting in a room together. With that said, from a market outlook standpoint, as Max touched on and Jeff touched on, the broader market conditions remain mixed. We see ongoing challenges in industrial production. Max did note possible uptick in industrial production during the quarter.
About 10 days ago, using that keen tool called the calendar, we realized we were releasing earnings that we had set up a year and a half ago. We realized we had selected Martin Luther King Jr. Day and the market would not be open, so we delayed it a day. The problem is that means Jeff is on his way to Europe, so he's sitting in Kitchener in Ontario. Dan had a commitment, and he's sitting down in Southeastern United States, and Max is by himself in Winona.
Speaker #2: We realized we had selected Martin Luther King Jr. Day and the market would not be open, so we delayed it a day. The problem is that means Jeff is on his way to Europe, so he's sitting in Kitchener, Ontario; Dan had a commitment, and he's sitting down in the southeastern United States; and Max is by himself in Winona.
So we hope the Q&A is not too jagged because we're not sitting in a room together. With that said, from a market outlook standpoint, as Max touched on and Jeff touched on, the broader market conditions remain mixed. We see ongoing challenges in industrial production. Max did note possible uptick in industrial production during the quarter.
Speaker #2: So, we hope the Q&A is not too jagged because we're not sitting in a room together. With that said, from a market outlook standpoint, as Max touched on and Jeff touched on, the broader market conditions remain mixed.
Speaker #2: We see ongoing challenges in industrial production. Max did note possible uptick in industrial production during the quarter in all candor. We haven't seen it in our numbers; however, we did see some signs of positive just from discipline by some of our suppliers.
Dan Florness: In all candor, we haven't seen it in our numbers. However, we did see some signs of positive just from discipline by some of our suppliers. I'll touch on that in a few minutes. But if there's a green shoot or two that's popping up, we would welcome it. It'd be nice to have the market give us a little lift as opposed to the Fastenal organization doing it solo. If I look at pricing neutrality and managed tariff impacts, we've continued to defend profitability through the year. Struggled a little bit with that in the Q4, and you see that in our numbers. It's really in the non-Fastenal part of our business.
In all candor, we haven't seen it in our numbers. However, we did see some signs of positive just from discipline by some of our suppliers. I'll touch on that in a few minutes. But if there's a green shoot or two that's popping up, we would welcome it. It'd be nice to have the market give us a little lift as opposed to the Fastenal organization doing it solo. If I look at pricing neutrality and managed tariff impacts, we've continued to defend profitability through the year. Struggled a little bit with that in the Q4, and you see that in our numbers. It's really in the non-Fastenal part of our business.
Speaker #2: I'll touch on that in a few minutes. But if there's a green shoot or two that's popping up, we would welcome it. It'd be nice to have the market give us a little lift, as opposed to the Fastenal organization doing it solo.
Speaker #2: If I look at pricing, neutrality, and managed tariff impacts, we've continued to defend profitability through the year struggling a little bit with that in the fourth quarter, and you see that in our numbers.
Speaker #2: It's really in the non-FASTENAL part of our business. As we've talked earlier in the year, and we were talking about how we're managing through the tariffs and the price-cost perspective, our covenant with our customer is we provide them a great, resilient supply chain, great products, and visibility to price, to cost, in that supply chain.
Dan Florness: As we talked earlier in the year and we were talking about how we're managing through the tariffs and the price-cost perspective, our covenant with our customer is we provide them a great resilient supply chain, great products, visibility to price, to cost in that supply chain. When there are things that drive costs up, our obligation to our customer is to let them know what we're seeing in their pipeline to help them plan for the future. With fasteners, we are sourcing from the ultimate manufacturers, and it gives us a tremendous amount of visibility to manage that with our customer. As we touched on in our October earnings call, with the non-fasteners, there's a piece where we have that same kind of visibility.
As we talked earlier in the year and we were talking about how we're managing through the tariffs and the price-cost perspective, our covenant with our customer is we provide them a great resilient supply chain, great products, visibility to price, to cost in that supply chain. When there are things that drive costs up, our obligation to our customer is to let them know what we're seeing in their pipeline to help them plan for the future.
Speaker #2: When there are things that drive costs up, our obligation to our customer is to let them know what we're seeing in their pipeline, to help them plan for the future.
Speaker #2: With FASTENAL, we are sourcing from the ultimate manufacturers. And it gives us a tremendous amount of visibility to manage that with our customer. As we touched on in our October earnings call, with the non-FASTENAL, there's a piece where we have that same kind of visibility; however, there's a big piece where we don't.
With fasteners, we are sourcing from the ultimate manufacturers, and it gives us a tremendous amount of visibility to manage that with our customer. As we touched on in our October earnings call, with the non-fasteners, there's a piece where we have that same kind of visibility.
Dan Florness: However, there's a big piece where we don't, and that's where branded suppliers come into play, particularly in the fastener and cutting tool arena, where there's a much different dynamic in the marketplace. There was a question asked on the call last quarter about how we react to that and how we see that, where suppliers really focus on SKU by SKU what they're seeing based on the source supply of that part. The relationship works really well. Where suppliers try to smooth that across their landscape of products, that's where it becomes more problematic, and our lead time is different. So, in the Q4, we did feel a bit of a squeeze on that. What I can tell you, as we exit the quarter and move into the new quarter, a lot of things have been in motion in the latter half of the quarter.
However, there's a big piece where we don't, and that's where branded suppliers come into play, particularly in the fastener and cutting tool arena, where there's a much different dynamic in the marketplace. There was a question asked on the call last quarter about how we react to that and how we see that, where suppliers really focus on SKU by SKU what they're seeing based on the source supply of that part.
Speaker #2: And that's where branded suppliers come into play, particularly in the FASTENAL and cutting tool arena. Where there's a much different dynamic in the marketplace, and there was a question asked on the call last quarter about how we react to that and how we see that.
Speaker #2: Where suppliers really focus on cube by SKU, what they're seeing based on the source supply of that part, the relationship works really well. Where customers, where suppliers try to smooth that across their landscape of products, that's where it becomes more problematic.
The relationship works really well. Where suppliers try to smooth that across their landscape of products, that's where it becomes more problematic, and our lead time is different. So, in the Q4, we did feel a bit of a squeeze on that. What I can tell you, as we exit the quarter and move into the new quarter, a lot of things have been in motion in the latter half of the quarter.
Speaker #2: And our lead time is different. So, in the fourth quarter, we did feel a bit of a squeeze on that. And what I can tell you, as we exit the quarter and move into the new quarter, is that a lot of things have been in motion in the latter half of the quarter.
Speaker #2: Things are in motion currently. And they really center on a few things. One, from our supplier perspective, push back like crazy, especially when the increase in cost we're seeing isn't intuitive to the known source of supply by geography.
Dan Florness: Things are in motion currently, and they really center on a few things. One, from our supplier perspective, push back like crazy, especially when the increase in cost we're seeing isn't intuitive to the known source of supply by geography. In other words, don't blend it across everything when you have products that aren't as tariff-impacted as others. That's one. So, push back on the supplier base really hard. Second is have frank conversations with our customers. And in that, we talk about this brand just raised their price X and having that frank conversation. And the third component is a really firm push towards product substitution where there's not willingness to move on price and the supplier is not willing to move on cost. So, it's really balancing that. We have our work cut out for us.
Things are in motion currently, and they really center on a few things. One, from our supplier perspective, push back like crazy, especially when the increase in cost we're seeing isn't intuitive to the known source of supply by geography. In other words, don't blend it across everything when you have products that aren't as tariff-impacted as others. That's one. So, push back on the supplier base really hard. Second is have frank conversations with our customers.
Speaker #2: In other words, don't blend it across everything when you have products that aren't as tariff impacted as others. That's one. So, push back on the supplier base really hard.
Speaker #2: Second is have frank conversations with our customers. And in that, we talk about this brand just raised their price X. And having that frank conversation and the third component is a really firm push towards product substitution where there's not willingness to move on price and the supplier is not willing to move on cost.
And in that, we talk about this brand just raised their price X and having that frank conversation. And the third component is a really firm push towards product substitution where there's not willingness to move on price and the supplier is not willing to move on cost. So, it's really balancing that. We have our work cut out for us.
Speaker #2: So it's really balancing that. We have our work cut out for us. What I found in my 30-year career with Fastenal is I always bet on the blue team.
Dan Florness: What I found in my 30-year career with Fastenal is I always bet on the Blue Team to perform in circumstances like this. As Max and Jeff also touched on, we have great momentum as we exit 2025, and we anticipate double-digit net sales growth in 2026, supported by FMI technology and digital solutions, and feel really good about momentum. I know there's probably some consternation about some of the sequential patterns in the November and December. What I would tell you, regardless of the November and December sequentials being strong or weak, 30 years of experience in Fastenal has told me November and December don't matter. It's all about where were we in January, what did we grow to in the September, October timeframe, because that really tells me where we're going to start off the new year in January.
What I found in my 30-year career with Fastenal is I always bet on the Blue Team to perform in circumstances like this. As Max and Jeff also touched on, we have great momentum as we exit 2025, and we anticipate double-digit net sales growth in 2026, supported by FMI technology and digital solutions, and feel really good about momentum. I know there's probably some consternation about some of the sequential patterns in the November and December.
Speaker #2: To perform in circumstances like this. As Max and Jeff also touched on, we have great momentum as we exit 2025, and we anticipate double-digit net sales growth in 2026.
Speaker #2: Supported by FMI technology and digital solutions, and feel really good about momentum. And I know there's probably some consternation about some of the sequential patterns in November and December.
Speaker #2: What I would tell you, regardless of the November and December sequentials being strong or weak, is that 30 years of experience at Fastenal has told me November and December don't matter.
What I would tell you, regardless of the November and December sequentials being strong or weak, 30 years of experience in Fastenal has told me November and December don't matter. It's all about where were we in January, what did we grow to in the September, October timeframe, because that really tells me where we're going to start off the new year in January.
Speaker #2: It's all about where were we in January? What did we grow to in the September, October, timeframe? Because that really tells me where we're going to start off the new year in January.
Speaker #2: And, in that regard, we had incredibly strong progress throughout the year. October—September, October—was up double digits from where we were in January. Frankly, they were in the low teens from where we were in January, but January was a softer number.
Dan Florness: And in that regard, we had incredibly strong progress throughout the year. September, October was up double-digit from where we were in January. Frankly, they were in the low teens from where we were in January, but January was a softer number. And I feel really good about momentum coming into the new year. From a financial discipline standpoint, really pleased with the way the organization managed our SG&A. And I'll say it this way, and this is how I shared it with the board. A few of the analysts have talked about our shock absorbers in our SG&A, the incentive comp, and how we reward for earnings growth. And that thought process works throughout the organization.
And in that regard, we had incredibly strong progress throughout the year. September, October was up double-digit from where we were in January. Frankly, they were in the low teens from where we were in January, but January was a softer number. And I feel really good about momentum coming into the new year. From a financial discipline standpoint, really pleased with the way the organization managed our SG&A.
Speaker #2: And feel really good about momentum coming into the new year. From a financial discipline standpoint, really pleased with the way the organization managed our SG&A.
And I'll say it this way, and this is how I shared it with the board. A few of the analysts have talked about our shock absorbers in our SG&A, the incentive comp, and how we reward for earnings growth. And that thought process works throughout the organization.
Speaker #2: And I'll say it this way, and this is how I shared it with the board: a few of the analysts have talked about our shock absorbers in our SG&A.
Speaker #2: The incentive comp and how we reward for earnings growth. And if you read through our proxy, you can really see how that story works.
Speaker #2: And that thought process works throughout the organization. And so, when I look at a year like 2024, our financial statements show that earnings were down $18 million.
Dan Florness: So, when I look at a year like 2024, our financial statements say our earnings were down $18 million. That's really not the case. We delevered in 2024, and our earnings were down about 40. But our incentive comp compressed, and we funded 55% of that and only reported 18 down. This year, if you look at the leverage in our business, our earnings on the financial statements say we grew about 145. That's actually not true. Our earnings grew just over 200 million, and we shared about 29% of that as our incentive comp expanded. So, it really ate into our ability to get incremental margin in 2025. We only have one quarter of that as we move into 2026. So, I feel really good about our ability. But my compliments to the Blue Team on managing SG&A, despite the fact we had a reload of incentive comp.
So, when I look at a year like 2024, our financial statements say our earnings were down $18 million. That's really not the case. We delevered in 2024, and our earnings were down about 40. But our incentive comp compressed, and we funded 55% of that and only reported 18 down. This year, if you look at the leverage in our business, our earnings on the financial statements say we grew about 145. That's actually not true.
Speaker #2: That's really not the case. We de-levered in 2024, and our earnings were down about 40. But our incentive comp compressed, and we funded 55% of that and only reported 18 down.
Speaker #2: This year, if you look at the leverage in our business, our earnings on the financial statements say we grew about 145. That's actually not true.
Our earnings grew just over 200 million, and we shared about 29% of that as our incentive comp expanded. So, it really ate into our ability to get incremental margin in 2025. We only have one quarter of that as we move into 2026. So, I feel really good about our ability. But my compliments to the Blue Team on managing SG&A, despite the fact we had a reload of incentive comp.
Speaker #2: Our earnings grew just over $200 million, and we shared about 29% of that as our incentive comp expanded. So it really ate into our ability to get incremental margin in '25.
Speaker #2: We only have one quarter of that as we move into '26. So I feel really good about our ability but my compliments to the blue team on managing SG&A.
Speaker #2: Despite the fact we had a reload of incentive comp, as Max pointed out, strong cash generation and our capital allocation is focused on growth, technology, and returning to shareholders.
Dan Florness: As Max pointed out, strong cash generation and our capital allocation is focused on growth, technology, and returning to shareholders cash that we don't need today in the business because our cash generation capability is so strong. I'm pleased to say our return on invested capital increased year over year by 90 basis points, coming in at around 31%. From a priority standpoint, continued investment in tools, technology, and analytics, focusing on operational excellence, our customer's experience, and the innovation and employee engagement we can bring to the marketplace. Finally, from a strategic progress standpoint, I think one thing Fastenal does really well, and Jeff does particularly well, is to our internal teams, we point out the possible. If you think about Fastenal, we're really not an $8.2 billion organization. There's 240 districts within Fastenal that average around 34 million a year.
As Max pointed out, strong cash generation and our capital allocation is focused on growth, technology, and returning to shareholders cash that we don't need today in the business because our cash generation capability is so strong. I'm pleased to say our return on invested capital increased year over year by 90 basis points, coming in at around 31%. From a priority standpoint, continued investment in tools, technology, and analytics, focusing on operational excellence, our customer's experience, and the innovation and employee engagement we can bring to the marketplace.
Speaker #2: Cash that we don't need today in the business because our cash generation capability is so strong. And I'm pleased to say our return on invested capital increased year over year by 90 basis points coming in at around 31%.
Speaker #2: From a priority standpoint, continued investment in tools, technology, and analytics. Focusing on operational excellence. Our customers' experience in the innovation and employee engagement we can bring to the marketplace.
Finally, from a strategic progress standpoint, I think one thing Fastenal does really well, and Jeff does particularly well, is to our internal teams, we point out the possible. If you think about Fastenal, we're really not an $8.2 billion organization. There's 240 districts within Fastenal that average around 34 million a year.
Speaker #2: And finally, from a strategic progress standpoint, I think one thing FASTENAL does really well, and Jeff does particularly well, is to our internal teams we point out the possible.
Speaker #2: If you think about Fastenal, we're really not an $8.2 billion organization. There are 240 districts within Fastenal that average around $34 million a year.
Speaker #2: We look at the business from the standpoint of those 240 business units, and we see excellence and strength in that group, and we share the story with all that we see.
Dan Florness: We look at the business from the standpoint of those 240 business units, and we see excellence and strength in that group, and we share the story with all that we see. What always is the growth differentiator from district to district is who has the best key account strategy. We impress upon everybody, and that's why our bucket reporting is so key. We impress upon everybody the importance of that. I'm really excited about the new customer site wins that Jeff talked about earlier in his talk. Finally, you see a sheet in there you've never seen before. This is an internal document, and you know Fastenal, we're transparent. We share internal documents with our investors. This is how we think about the future.
We look at the business from the standpoint of those 240 business units, and we see excellence and strength in that group, and we share the story with all that we see. What always is the growth differentiator from district to district is who has the best key account strategy. We impress upon everybody, and that's why our bucket reporting is so key.
Speaker #2: And what always is the growth differentiator from district to district is who has the best key account strategy. And we impress upon everybody, that's why our bucket reporting is so key.
We impress upon everybody the importance of that. I'm really excited about the new customer site wins that Jeff talked about earlier in his talk. Finally, you see a sheet in there you've never seen before. This is an internal document, and you know Fastenal, we're transparent. We share internal documents with our investors. This is how we think about the future.
Speaker #2: We impress upon everybody the importance of that. And I'm really excited about the new customer site wins that Jeff talked about earlier in his talk.
Speaker #2: Finally, you see a sheet in there you've never seen before. This is an internal document, and you know Fastenal—we're transparent. We share internal documents.
Speaker #2: With our investors, this is how we think about the future. And as Jeff leads this next chapter of Fastenal, his challenge to the group is: what do we look like when we're a $15 billion organization?
Dan Florness: And as Jeff leads this next chapter of Fastenal, his challenge to the group is, what do we look like when we're a $15 billion organization? And what do we need to do to achieve double-digit market share gains in the marketplace? So, regardless of what the market is doing to push us, how do we push ourselves into the future? And it really centers on three key objectives: increasing our sales effectiveness every day, enhancing our service, and expanding the total addressable market. Most of that is through geography and products. We'll see what possible things like services might influence in that. You see a thing on there, Blue Ops/FAST Crib. We're not going to touch on that today, but look for us talking about in the months and years to come. We see that as another leg growth driver for Fastenal in the future.
And as Jeff leads this next chapter of Fastenal, his challenge to the group is, what do we look like when we're a $15 billion organization? And what do we need to do to achieve double-digit market share gains in the marketplace? So, regardless of what the market is doing to push us, how do we push ourselves into the future? And it really centers on three key objectives: increasing our sales effectiveness every day, enhancing our service, and expanding the total addressable market.
Speaker #2: And what do we need to do to achieve double-digit market share gains in the marketplace? So regardless of what the market is doing to push us, how do we push ourselves into the future?
Speaker #2: And it really centers on three key objectives. Increasing our sales effectiveness every day. Enhancing our service. And expanding the total addressable market. Most of that is through geography and products.
Most of that is through geography and products. We'll see what possible things like services might influence in that. You see a thing on there, Blue Ops/FAST Crib. We're not going to touch on that today, but look for us talking about in the months and years to come. We see that as another leg growth driver for Fastenal in the future. With that, we'll turn it over to Q&A.
Speaker #2: We'll see what possible things, like services, might influence that. You see a thing on there, Blue Ops slash FAST CRIB. We're not going to touch on that today.
Speaker #2: But look for us talking about in the months and years to come. We see that as another leg. Growth driver for FASTENAL into the future.
Speaker #2: With that, we'll turn it over to Q&A. Thanks. We'll now be conducting a question and answer session. If you'd like to be placed into the question queue, please press star one on your telephone keypad. And as a reminder, we ask that you please ask one question or one follow-up, then return to the queue.
Dan Florness: With that, we'll turn it over to Q&A.
Operator: Thank you. We'll now be conducting a question-and-answer session. If you'd like to be placed in the question queue, please press star one on your telephone keypad. And as a reminder, we ask you to please ask one question and one follow-up, then return to the queue. Once again, that's star one to be placed in the question queue. One moment, please, while we pull for questions. Our first question is coming from David Manthey from Baird. Is that live?
Operator: Thank you. We'll now be conducting a question-and-answer session. If you'd like to be placed in the question queue, please press star one on your telephone keypad. And as a reminder, we ask you to please ask one question and one follow-up, then return to the queue. Once again, that's star one to be placed in the question queue. One moment, please, while we pull for questions. Our first question is coming from David Manthey from Baird. Is that live?
Speaker #2: Once again, that’s Star One to be placed into the question queue. One moment, please, while we pull for questions. Our first question is coming from David Mathey from Baird Airlines, now live.
Speaker #3: Yeah, thank you. Good morning, guys.
Dray Schreiber: Yeah. Thank you. Good morning, guys.
David Manthey: Yeah. Thank you. Good morning, guys.
Speaker #2: Hey,
Speaker #2: Dave. First off,
Operator: Hey, Dave.
Dan Florness: Hey, Dave.
Dray Schreiber: First off, double-digit net sales growth in 2026. That looks an awful lot like guidance. I'm just wondering, are you guys feeling okay up there?
David Manthey: First off, double-digit net sales growth in 2026. That looks an awful lot like guidance. I'm just wondering, are you guys feeling okay up there?
Speaker #3: Double-digit net sales growth in 2026. That looks an awful lot like guidance. I'm just wondering, are you guys feeling okay up there?
Speaker #2: It's not guidance, Dave. It is we look at momentum and that's what that's how we're thinking about the
Operator: It's not guidance, Dave. We look at momentum, and that's how we're thinking about the year.
Dan Florness: It's not guidance, Dave. We look at momentum, and that's how we're thinking about the year.
Speaker #2: year. Well, so along those
Dray Schreiber: Well, so along those lines, Dan, let me peel that back a bit. You've given us, of course, you're looking for large customer wins. You've given us this machine-equivalent unit goal that you have. But I guess when we see that type of target, I guess putting it together with the 10% share gain and the price you're getting, could you just sort of peel it back for us and talk about just the broader economic assumption that underpins that, as well as what type of price contribution you're expecting? I hope that's not going too far. That's sort of fundamental to what you're talking about here.
David Manthey: Well, so along those lines, Dan, let me peel that back a bit. You've given us, of course, you're looking for large customer wins. You've given us this machine-equivalent unit goal that you have. But I guess when we see that type of target, I guess putting it together with the 10% share gain and the price you're getting, could you just sort of peel it back for us and talk about just the broader economic assumption that underpins that, as well as what type of price contribution you're expecting? I hope that's not going too far. That's sort of fundamental to what you're talking about here.
Speaker #3: lines, Dan, let me peel that back a bit. You've given us, of course, you're looking for large customer wins. You've given us this machine equivalent unit goal that you that type of target, I guess have.
Speaker #3: putting it together with the 10% But I guess when we see share gain and the price you're getting, could you just sort of peel it back for us and talk about just the broader economic assumption that underpins that as well as what type of price contribution you're expecting?
Speaker #3: I hope that's not going too far. That's sort of fundamental to what you're talking about here.
Speaker #2: Yeah. As we move I'm not going to get too deep into the pricing piece, Dave. Because we've done such an excellent job of being wrong every time we talk about it in 2025.
Operator: Yeah. As we move, I'm not going to get too deep into the pricing piece, Dave, because we've done such an excellent job of being wrong every time we talk about it in 2025 that at some point you learn the wisdom of not talking about it. With that said, there are cost increases that are flowing through the P&L. There are discussions we're having with our customer every day about price. And once as we move through the year, that piece will normalize. But the piece we laid out there on that company strategy is really about gross margin, and revenue growth is about having a great plan, but it's also about having the attitude that this is what we're going to do. And feel really good when I look at the pieces of alignment with our sales team of our ability. The market is big.
Dan Florness: Yeah. As we move, I'm not going to get too deep into the pricing piece, Dave, because we've done such an excellent job of being wrong every time we talk about it in 2025 that at some point you learn the wisdom of not talking about it. With that said, there are cost increases that are flowing through the P&L. There are discussions we're having with our customer every day about price.
Speaker #2: At some point, you learn the wisdom of not talking about it. With that said, there are cost increases that are flowing through the P&L.
Speaker #2: There are discussions we're having with our customers every day about price. And once, as we move through the year, that piece will normalize. But the piece we laid out there on that company strategy is really about gross margin and revenue growth. It's about having a great plan, but it's also about having the attitude that this is what we're going to do.
And once as we move through the year, that piece will normalize. But the piece we laid out there on that company strategy is really about gross margin, and revenue growth is about having a great plan, but it's also about having the attitude that this is what we're going to do. And feel really good when I look at the pieces of alignment with our sales team of our ability. The market is big.
Speaker #2: I feel really good when I look at the pieces of alignment with our sales team and our ability. The market is big. We've talked about that in the past.
Operator: We've talked about that in the past, but feel really good about our ability to execute. We really have aligned the pieces, I believe, to execute well in 2026. We're probably, like anything, you get a little bit after going through 2023 and 2024, I mean, it's stunk. We were struggling to get our traction. We have our traction now, and we feel really good about momentum coming into the new year. In fact, I was startled this morning because I had an email from Casey Miller that scared me. I was actually searching for something Kevin Fitzgerald had sent me because I was preparing for the call and not being in the room. You were feeling a little naked.
We've talked about that in the past, but feel really good about our ability to execute. We really have aligned the pieces, I believe, to execute well in 2026. We're probably, like anything, you get a little bit after going through 2023 and 2024, I mean, it's stunk. We were struggling to get our traction. We have our traction now, and we feel really good about momentum coming into the new year.
Speaker #2: But feel really good about our ability to execute. And we really have aligned the pieces. I believe to execute well in 2026. And we're probably like anything you get a little bit you'll have to go on through '23 and '24.
Speaker #2: I mean, it’s stunk. We were struggling to get our traction. We have our traction now, and we feel really good about momentum coming into the new year.
Speaker #2: In fact, I was startled this morning because I had an email from Casey Miller that scared me. And I was actually searching for something Kevin Fitzgerald had sent me because I was preparing for the call and not being in the room.
In fact, I was startled this morning because I had an email from Casey Miller that scared me. I was actually searching for something Kevin Fitzgerald had sent me because I was preparing for the call and not being in the room. You were feeling a little naked.
Speaker #2: You were feeling a little naked. And I was reading this message from Casey, and it had one sentence. Whether it's killing us this month — now we have snow in Houston and New Orleans — and all of a sudden I looked at it, and it was an email I saved from January 20, 2025.
Operator: I was reading this message from Casey, and it had one sentence: whether it's killing us this month, now we have snow in Houston and New Orleans. All of a sudden, I looked at it, and it was an email I saved from 20 January 2025. I just saved it. Sometimes you have these things you save for weird reasons. I'm glad to say we're not seeing that kind of weather issue. There's still time left in the month, but we'll feel good about our momentum. Now I'm going to stop talking before I dig my hole any deeper.
I was reading this message from Casey, and it had one sentence: whether it's killing us this month, now we have snow in Houston and New Orleans. All of a sudden, I looked at it, and it was an email I saved from 20 January 2025. I just saved it. Sometimes you have these things you save for weird reasons. I'm glad to say we're not seeing that kind of weather issue. There's still time left in the month, but we'll feel good about our momentum. Now I'm going to stop talking before I dig my hole any deeper.
Speaker #2: I just saved it. Sometimes you have these things you save for weird reasons. I'm glad to say we're not seeing that kind of weather issue now.
Speaker #2: There's still time left in the month, but we feel good about our momentum. Now I'm going to stop talking before I dig my hole any deeper.
Speaker #3: So, it's good to hear, Dan. All right, thank you. And then my follow-up: on the rebate timing factors, could you talk about what exactly that is, what was the impact you think on the fourth quarter, and then does that unwind in the first quarter?
Dray Schreiber: That's good to hear, Dan. All right. Thank you. Then my follow-up on the rebate timing factors. Could you talk about what exactly that is? What was the impact, you think, on the fourth quarter? And then does that unwind in the first quarter? Just the dynamics around that factor.
David Manthey: That's good to hear, Dan. All right. Thank you. Then my follow-up on the rebate timing factors. Could you talk about what exactly that is? What was the impact, you think, on the fourth quarter? And then does that unwind in the first quarter? Just the dynamics around that factor.
Speaker #3: Just the dynamics around
Speaker #3: that factor. Does
Speaker #2: Should we do a two-part? I'm going to help Max on this. I'll talk about what it is, and Max can tell about the impact. And if you think about what it is, obviously depending on growth, there are rebate programs that different suppliers have.
Operator: Let's do a two-part. I'm going to help Max on this. I'll talk about what it is. Max can tell about impact. And if you think about what it is, obviously, depending on growth, there's rebate programs that different suppliers have, and you estimate that as you go through the year. And in all honesty, it came in a little bit lower than we were expecting. Now, part of that is it's not an exact science. The other part is we saw something I don't want to say unique because we've seen it before, but usually it's more of a bad thing and maybe not an optimistic thing. Oftentimes, we get to the end of the year, and we'll have certain suppliers come to us because maybe a salesperson, maybe a division is trying to make a number.
Dan Florness: Let's do a two-part. I'm going to help Max on this. I'll talk about what it is. Max can tell about impact. And if you think about what it is, obviously, depending on growth, there's rebate programs that different suppliers have, and you estimate that as you go through the year. And in all honesty, it came in a little bit lower than we were expecting.
Speaker #2: And you estimate that as you go through the year, and in all honesty, it came in a little bit lower than we were expecting.
Now, part of that is it's not an exact science. The other part is we saw something I don't want to say unique because we've seen it before, but usually it's more of a bad thing and maybe not an optimistic thing. Oftentimes, we get to the end of the year, and we'll have certain suppliers come to us because maybe a salesperson, maybe a division is trying to make a number.
Speaker #2: Now, part of that is it's not an exact science. The other part is, we saw something—I don't want to say unique, because we've seen it before—but usually it's more of a bad thing.
Speaker #2: And maybe not an optimistic thing. Oftentimes we get to the end of the year and we'll have certain suppliers come to us because maybe a salesperson, maybe a division, is trying to make a number, and they come to us sometimes with a deal you just can't say no to.
Operator: And they come to us sometimes with a deal you just can't say no to. And I know we'll consider anything if we can get a return on it and we have the cash to do it. It was crickets this year. And I asked our supply chain folks. I said, "Why was it crickets?" Because in my mind, there's two reasons it's crickets. One is our suppliers are so far from hitting their numbers that they just throw in the towel and don't try to claw their way to a finish. The other is they've hit their numbers, and they're keeping their gunpowder dry for next year. The impression I received was more the latter than the former.
And they come to us sometimes with a deal you just can't say no to. And I know we'll consider anything if we can get a return on it and we have the cash to do it. It was crickets this year. And I asked our supply chain folks. I said, "Why was it crickets?" Because in my mind, there's two reasons it's crickets. One is our suppliers are so far from hitting their numbers that they just throw in the towel and don't try to claw their way to a finish. The other is they've hit their numbers, and they're keeping their gunpowder dry for next year. The impression I received was more the latter than the former.
Speaker #2: And they know we'll consider anything if we can get a return on it and we have the cash to do it. It was crickets this year.
Speaker #2: And I asked our product, our supply chain folks, I said, "Why was it crickets?" Because in my mind, there's two reasons it's crickets. One is our suppliers are so far from hitting their numbers.
Speaker #2: That they just throw in a towel and don't try to claw their way to a finish. The other is, they've hit their numbers and they're keeping their gunpowder dry for next year.
Speaker #2: The impression I received, it was more the latter than the former. Now, that's anecdotal, Dave. But I think part of it is we didn't see a few of the deals in the third and fourth quarter that maybe we would some years see.
Operator: Now, that's anecdotal, Dave, but I think part of the we didn't see a few of the deals in the Q3 and Q4 that maybe we would some years see. And that's probably a good thing for the health of our supply chain and the health of what our suppliers and customers are seeing. Max, do you want to touch on a little bit about the impact?
Now, that's anecdotal, Dave, but I think part of the we didn't see a few of the deals in the Q3 and Q4 that maybe we would some years see. And that's probably a good thing for the health of our supply chain and the health of what our suppliers and customers are seeing. Max, do you want to touch on a little bit about the impact?
Speaker #2: And that's probably a good thing for the health of our supply chain, and the health of what our suppliers and customers are seeing. Max, do you want to touch on a little bit about the
Speaker #2: impact? I will, yeah.
Dray Schreiber: I will. Yeah. So, Dave, there's a couple of things to consider. First of all, this supplier rebate was a positive true-up last year, and it was a negative true-up this year. And additionally, compared to the previous couple of quarters, this is typically, these are annual amounts that we estimate earlier on in the year, and we bake those into our run rates. And so we had a little bit of a, call it a slight overstatement in Q2 and Q3 as well. So this is, again, just a timing element. It's an estimate. But just to characterize the amount or the size for you, I mentioned in my talking points that the year-over-year drop of 50 basis points is made up of this as well as some inventory timing cost flows. The supplier rebate is the bigger of the two portion.
Max Tunnicliff: I will. Yeah. So, Dave, there's a couple of things to consider. First of all, this supplier rebate was a positive true-up last year, and it was a negative true-up this year. And additionally, compared to the previous couple of quarters, this is typically, these are annual amounts that we estimate earlier on in the year, and we bake those into our run rates. And so we had a little bit of a, call it a slight overstatement in Q2 and Q3 as well. So this is, again, just a timing element. It's an estimate.
Speaker #3: So Dave, there's a couple of things to consider. First of all, this supplier rebate was a positive true up last year and it was a negative true up this year.
Speaker #3: And additionally, compared to the previous couple of quarters, these are typically annual amounts that we estimate earlier on in the year, and we bake those into our run rates.
Speaker #3: And so we had a little bit of a call it little slight overstatement in Q2 and Q3 as well. So this is again just a tiny element, it's an estimate.
Speaker #3: But just to characterize the amount or the size for you, I mentioned in my talking points that the year-over-year drop of 50 basis points is made up of this as well as some inventory timing cost flows.
But just to characterize the amount or the size for you, I mentioned in my talking points that the year-over-year drop of 50 basis points is made up of this as well as some inventory timing cost flows. The supplier rebate is the bigger of the two portion. And so with that, we expect that this to completely normalize going forward.
Speaker #3: The supplier rebate is the bigger of the two portions. And so, with that, we expect this to completely normalize going forward.
Dray Schreiber: And so with that, we expect that this to completely normalize going forward. All right. Appreciate it. Thank you both.
David Manthey: All right. Appreciate it. Thank you both.
Speaker #1: All right, appreciate it. Thank you.
Speaker #1: both. You're
Speaker #3: welcome.
Operator: You're welcome.
Max Tunnicliff: You're welcome.
Jeff Watts: Thank you. Next question is coming from Ryan Merkel from William Blair. Your line is now live.
Operator: Thank you. Next question is coming from Ryan Merkel from William Blair. Your line is now live.
Speaker #4: Next question is coming now live. Hi,
Speaker #4: from Ryan Merkel from William Blair. Your line is Thank you.
Speaker #5: Everyone, thanks for the question. I wanted to start off on incremental margins for '26. I hate to lead the witness, but I was thinking high 20s with double-digit top line and then lapping the reload of incentive comp.
Max Tunnicliffe: Hey, everyone. Thanks for the question. I wanted to start off on incremental margins for 2026. I hate to lead the witness, but I was thinking high 20s with double-digit top line and then lapping the reload of incentive comp, but curious for any color.
Ryan Merkel: Hey, everyone. Thanks for the question. I wanted to start off on incremental margins for 2026. I hate to lead the witness, but I was thinking high 20s with double-digit top line and then lapping the reload of incentive comp, but curious for any color.
Speaker #5: But curious for any
Speaker #5: color. Ryan, from my
Operator: Ryan, from my perspective, that's not an unreasonable number. Once we get Q1, we still have the anniversary of our bonus ramp-up. And our incremental margin, obviously, it's predicated on top line doing what we're thinking about. It's also predicated on our ability to manage the gross profit side of the equation. And we felt some pain of that in Q4. But your number doesn't make me uncomfortable.
Dan Florness: Ryan, from my perspective, that's not an unreasonable number. Once we get Q1, we still have the anniversary of our bonus ramp-up. And our incremental margin, obviously, it's predicated on top line doing what we're thinking about. It's also predicated on our ability to manage the gross profit side of the equation. And we felt some pain of that in Q4. But your number doesn't make me uncomfortable.
Speaker #2: From a perspective, that's not an unreasonable number. Once we get to first quarter, we still have the anniversary of our bonus ramp-up. And our incremental margin, obviously, is predicated on the top line doing what we're thinking about.
Speaker #2: It's also predicated on our ability to manage the gross profit side of the equation, and we felt some pain from that in the fourth quarter.
Speaker #2: But your number doesn't make me uncomfortable.
Speaker #5: Okay, that's great to hear. And then my second question, just back to price. It has built slower than I think you and we expected.
Max Tunnicliffe: Okay. That's great to hear. And then my second question, just back to price, it has built slower than I think you and we expected. And I just want to be clear on why that's the case. Is it that the suppliers aren't raising as fast as you expected, or is there other reasons?
Ryan Merkel: Okay. That's great to hear. And then my second question, just back to price, it has built slower than I think you and we expected. And I just want to be clear on why that's the case. Is it that the suppliers aren't raising as fast as you expected, or is there other reasons?
Speaker #5: And I just want to be clear on why that's the case. Is it that the suppliers aren't raising as fast as you expected? Or is there another reason?
Speaker #5: reasons? Part of it, frankly,
Operator: Part of it's, frankly, fatigue. Part of it is this last piece of being a little bit more heavily skewed towards the non-fastener is problematic. And part of it is it's not an exact science. And the dangerous part about us sometimes being so candid and telling you exactly what we think is that we don't know. And we're speculating based on what we see and what we think is going to happen. And as you saw, some of the things we thought about in the July and October timeframe, we were just wrong.
Dan Florness: Part of it's, frankly, fatigue. Part of it is this last piece of being a little bit more heavily skewed towards the non-fastener is problematic. And part of it is it's not an exact science. And the dangerous part about us sometimes being so candid and telling you exactly what we think is that we don't know. And we're speculating based on what we see and what we think is going to happen. And as you saw, some of the things we thought about in the July and October timeframe, we were just wrong.
Speaker #2: Fatigue. Part of it is this last piece being a little bit more heavily skewed towards the non-fastener, which is problematic. And part of it is, it's not an exact science.
Speaker #2: And the danger is, part of us sometimes being so candid and telling you exactly what we think is that we don't know. And we're speculating based on what we see and what we think is going to happen.
Speaker #2: And as you saw, some of the things we thought about in the July and October timeframe, we were just wrong.
Speaker #5: Okay. All right. Thanks. I'll pass it
Max Tunnicliffe: Okay. All right. Thanks. I'll pass it on.
Ryan Merkel: Okay. All right. Thanks. I'll pass it on.
Speaker #5: on. Thank you.
Jeff Watts: Thank you. Next question is coming from Tommy Moll from Stephens. Your line is now live.
Operator: Thank you. Next question is coming from Tommy Moll from Stephens. Your line is now live.
Speaker #4: Next question is coming from Tommy Wall from Stevens. Your line is now
Speaker #4: Live. Good morning, and thanks for taking my
Speaker #4: Live. Good morning, and thanks for taking my
Dan Florness: Good morning, and thanks for taking my questions.
Tommy Moll: Good morning, and thanks for taking my questions.
Speaker #3: questions. Good
Speaker #3: questions. Good Dan, you made a morning. comment that you would welcome a green shooter to I think safe to say we all would, but let me ask the question a different way here.
Operator: Good morning.
Dan Florness: Good morning.
Dan Florness: Dan, you made a comment that you would welcome green shoots, too. I think it's safe to say we all would, but let me ask the question a different way here. Are you seeing any of your large heavy manufacturing markets, let's say, stabilizing or not getting worse? I'm just thinking auto machinery maybe would be worth unpacking, too.
Tommy Moll: Dan, you made a comment that you would welcome green shoots, too. I think it's safe to say we all would, but let me ask the question a different way here. Are you seeing any of your large heavy manufacturing markets, let's say, stabilizing or not getting worse? I'm just thinking auto machinery maybe would be worth unpacking, too.
Speaker #3: Are you seeing any of your large, heavy manufacturing markets—let's say, stabilizing or not getting worse? I'm just thinking auto, machinery; maybe it would be too much to unpack.
Speaker #2: I'm going to pivot that one—this one—over to Jeff. So I'm going to surprise him on the—
Operator: I'm going to pivot that one. This one over to Jeff, so I'm going to surprise him on the spot.
Dan Florness: I'm going to pivot that one. This one over to Jeff, so I'm going to surprise him on the spot.
Speaker #2: Spot. No, we're not seeing any real
Dan Florness: No, we're not seeing any real decline. It's really flat. We're not seeing a lot of, I mean, I did get the note that someone was mentioning that the economy was slightly improving. We're not really seeing that, but we're also not seeing any declines in our manufacturing as far as the year-over-year usage. Yeah. Max, welcome to the call. Appreciate your commentary on some of the capital allocation framework. What I heard sounds very similar, maybe identical to what we've heard previously from Fastenal, but I'm just curious to the extent you can comment on any different priorities or frameworks you might bring to the role. We appreciate hearing a little bit. Thank you.
Jeff Watts: No, we're not seeing any real decline. It's really flat. We're not seeing a lot of, I mean, I did get the note that someone was mentioning that the economy was slightly improving. We're not really seeing that, but we're also not seeing any declines in our manufacturing as far as the year-over-year usage.
Speaker #1: Decline that's really flat. We're not seeing a lot of—I mean, I did get the note that someone was mentioning that the economy was slightly improving.
Speaker #1: We're not really seeing that, but we're also not seeing any declines in our manufacturing, as far as the year-over-year usage.
Tommy Moll: Yeah. Max, welcome to the call. Appreciate your commentary on some of the capital allocation framework. What I heard sounds very similar, maybe identical to what we've heard previously from Fastenal, but I'm just curious to the extent you can comment on any different priorities or frameworks you might bring to the role. We appreciate hearing a little bit. Thank you.
Speaker #3: Yeah.
Speaker #4: Max, welcome to the call. Appreciate your commentary. On some of the capital allocation framework, what I heard sounds very similar—maybe identical—to what we've heard previously from Fastenal, but I'm just curious, to the extent you can comment on any different priorities or frameworks you might bring to the role, we'd appreciate hearing a little bit.
Speaker #4: Thank you.
Speaker #1: No, I would say at this point you heard me exactly correct. There's not an adjustment in our thinking, but at the same time, I'm two months into the role, and so these are things that we'll look at. But I feel very comfortable, and we feel comfortable, with our approach to capital allocation.
Operator: No, I would say at this point, you heard me exactly correct. There's not an adjustment in our thinking, but at the same time, I'm two months into the role. And so these are things that we'll look at, but I feel very comfortable, and we feel comfortable with our approach to capital allocation. There will always be tweaks. If I wasn't here, there would still be tweaks. And so we would continuously monitor and assess as we go. And then we'll share. To the extent that those are material changes, we'd always want to share those.
Max Tunnicliff: No, I would say at this point, you heard me exactly correct. There's not an adjustment in our thinking, but at the same time, I'm two months into the role. And so these are things that we'll look at, but I feel very comfortable, and we feel comfortable with our approach to capital allocation. There will always be tweaks. If I wasn't here, there would still be tweaks. And so we would continuously monitor and assess as we go. And then we'll share. To the extent that those are material changes, we'd always want to share those.
Speaker #1: There will always be tweaks. If I wasn't here, there would still be tweaks. And so we would continuously monitor and assess as we go.
Speaker #1: And then we'll share—to the extent that those are material changes, we'd always want to share those. Thank you, I'll
Speaker #4: Sure.
Dan Florness: Sure. Thank you. I'll turn it back. Appreciate the time.
Tommy Moll: Sure. Thank you. I'll turn it back. Appreciate the time.
Speaker #1: turn it back. Appreciate the
Speaker #1: time. Thank you.
Jeff Watts: Thank you. Next question is coming from Ken Newman from KeyBank Capital Markets. Your line is now live.
Operator: Thank you. Next question is coming from Ken Newman from KeyBank Capital Markets. Your line is now live.
Speaker #4: Next question is coming from Ken Newman from KeyBanc Capital Markets. Your line is now open.
Speaker #4: live. Hey, good morning, guys.
Ken Newman: Hey, good morning, guys. Thanks for taking the question.
Ken Newman: Hey, good morning, guys. Thanks for taking the question.
Speaker #5: Thanks for taking the
Speaker #5: question. Good
Jeff Watts: Morning.
Dan Florness: Morning.
Speaker #5: Morning. Maybe first, Dan, I morning. think you made a touch on this a little bit in your prepared remarks, but I remember correctly last quarter, one of the takeaways there was you did give up maybe a little bit of price to support some stronger volume growth.
Ken Newman: Morning. Maybe first, Dan, I think you may have touched on this a little bit in your prepared remarks, but if I remember correctly, last quarter, one of the takeaways there was you did give up maybe a little bit of price to support some stronger volume growth and support some market share gains here. Just to clarify, is it correct to assume that you saw a similar dynamic this quarter as well? And if so, maybe just some help on quantifying what that impact was?
Ken Newman: Morning. Maybe first, Dan, I think you may have touched on this a little bit in your prepared remarks, but if I remember correctly, last quarter, one of the takeaways there was you did give up maybe a little bit of price to support some stronger volume growth and support some market share gains here. Just to clarify, is it correct to assume that you saw a similar dynamic this quarter as well? And if so, maybe just some help on quantifying what that impact was?
Speaker #5: And support some market share gains here. Just to clarify, is it correct to assume that you saw that similar dynamic this quarter as well?
Speaker #5: And if so, maybe just some help on quantifying what that impact
Speaker #5: was. I think we had struggled to
Operator: I think we'd struggle to quantify that. Max might have some insight on that, but I'm not going to. He can offer that if he chooses, but I don't want to put him on the spot. But I will tell you philosophically, we love to grow first and foremost. And we love to figure things out. And when we're taking on new business and growing, we'll take, in the short term, that we have to challenge ourselves to figure out the supply chain for that customer. And we'll take that opportunity on every day. Where you feel the frustration side sometimes is where you have existing business, and we get squeezed a little bit, and we need to step it up and push our team and push the market to readjust that. And I don't know, Max, if you want to add anything.
Dan Florness: I think we'd struggle to quantify that. Max might have some insight on that, but I'm not going to. He can offer that if he chooses, but I don't want to put him on the spot. But I will tell you philosophically, we love to grow first and foremost. And we love to figure things out. And when we're taking on new business and growing, we'll take, in the short term, that we have to challenge ourselves to figure out the supply chain for that customer. And we'll take that opportunity on every day.
Speaker #2: Quantify that. Max might have some insight on that, but I'm not going to—he can offer that if he chooses, but I don't want to put him on the spot.
Speaker #2: But I will tell you, philosophically, we love to grow first and foremost. And we love to figure things out. And when we're taking on new business and growing, we'll take, in the short term, that we have to challenge ourselves to figure out the supply chain for that customer.
Speaker #2: And we'll take that opportunity on every day. Where you feel the frustration side sometimes is where you have existing business and we get squeezed a little bit.
Where you feel the frustration side sometimes is where you have existing business, and we get squeezed a little bit, and we need to step it up and push our team and push the market to readjust that. And I don't know, Max, if you want to add anything. If you don't at this point, we'll have to punt on a little bit, Ken. Sorry about that.
Speaker #2: And we need to step it up and push our team and push the market to readjust that. And I don't know, Max, if you want to add anything. And if you don't, at this point we'll have to punt on that a little bit, Ken.
Operator: If you don't at this point, we'll have to punt on a little bit, Ken. Sorry about that.
Speaker #2: Sorry about that.
Speaker #1: No, maybe to the extent I’m just summarizing a little bit what Dan says, we don’t need to right now. So this is a time and place assessment for us as we create value.
Operator: No, maybe to the extent I'm just summarizing a little bit about what Dan says, we don't need to right now. So this is a time and place assessment for us as we create value. So we're feeling very good with our current approach and no need to get aggressive in that area.
Max Tunnicliff: No, maybe to the extent I'm just summarizing a little bit about what Dan says, we don't need to right now. So this is a time and place assessment for us as we create value. So we're feeling very good with our current approach and no need to get aggressive in that area.
Speaker #1: So, we're feeling very good with our current approach, and there's no need to get aggressive in that area.
Speaker #5: Okay. That's helpful. And then for my follow-up here, Max, just I think someone had mentioned a headwind to December sales just due to holiday timing.
Ken Newman: Okay. That's helpful. And then for my follow-up here, Max, just I think someone had mentioned a headwind to December sales just due to holiday timing. That's not too unsurprising since I think one of your other public peers had mentioned something similar. But I'm curious, Max, if you had any color on what that impact on holiday timing or extended shutdowns were to ADS in the month of December and how we should think about that maybe normalizing out in January.
Ken Newman: Okay. That's helpful. And then for my follow-up here, Max, just I think someone had mentioned a headwind to December sales just due to holiday timing. That's not too unsurprising since I think one of your other public peers had mentioned something similar. But I'm curious, Max, if you had any color on what that impact on holiday timing or extended shutdowns were to ADS in the month of December and how we should think about that maybe normalizing out in January.
Speaker #5: That's not too unsurprising, since I think one of your other public peers had mentioned something similar, but I'm curious, Max, if you had any color on what the impact of holiday timing or extended shutdowns was to ADS in the month of December, and how we should think about that maybe normalizing out in—
Speaker #5: January. Yeah, I wouldn't
Operator: Yeah. I wouldn't say we quantify it other than if you just take if you just take the sequentials, and Dan did a nice job of explaining why we don't get overly worked up, particularly with the sequentials in November and December. But if you just take those sequentials, last year was like an 8.7, and I think this year, sequentially, November and December is like a 9.3 in that ballpark. You can back into that potential element there. But we also just saw less activity in the very latter part of December. And so we feel like that will just come back into play in January. We don't look at this as a structural change or touching on our confidence on where our sales are heading.
Max Tunnicliff: Yeah. I wouldn't say we quantify it other than if you just take if you just take the sequentials, and Dan did a nice job of explaining why we don't get overly worked up, particularly with the sequentials in November and December. But if you just take those sequentials, last year was like an 8.7, and I think this year, sequentially, November and December is like a 9.3 in that ballpark.
Speaker #1: Say we quantified it, other than if you just take the sequentials. And Dan did a nice job of explaining why we don't get overly worked up, particularly with the sequentials in November and December.
Speaker #1: But if you just take those sequentials, last year was like an 8.7, and I think this year, sequentially, November to December is like a 9.3, in that ballpark. You can back into that potential element there.
You can back into that potential element there. But we also just saw less activity in the very latter part of December. And so we feel like that will just come back into play in January. We don't look at this as a structural change or touching on our confidence on where our sales are heading.
Speaker #1: But we also just saw less activity in the very latter part of December, and so we feel like that will just come back into play in January.
Speaker #1: We don't look at this as a structural change, or as touching on our confidence in where our sales are.
Speaker #1: heading. One
Speaker #2: One thing I'll add—and we did this analysis last year, and we did it again this year—we looked at the first two weeks of December and we looked at our vending activity. What we tried to understand is: what was our vending activity telling us?
Operator: One thing I'll add, and we did this analysis last year, and we did it again this year, where we looked at the first two weeks of December. And we looked at our vending activity. And what we tried to understand is what was our vending activity telling us? When you have a facility with 1,000 employees, 500 employees, you pick a number, we know on a given day and a given week how many swipes of a badge we expect to see that indicates there's activity in that facility. What we saw a year ago is we had Christmas and New Year falling midweek. So it wasn't touching on the weekend because it's on Monday or Tuesday. It wasn't touching on Friday. It was that Wednesday, Thursday, which is just purgatory for us because you have these partial weeks.
Dan Florness: One thing I'll add, and we did this analysis last year, and we did it again this year, where we looked at the first two weeks of December. And we looked at our vending activity. And what we tried to understand is what was our vending activity telling us? When you have a facility with 1,000 employees, 500 employees, you pick a number, we know on a given day and a given week how many swipes of a badge we expect to see that indicates there's activity in that facility.
Speaker #2: When you have a facility with 1,000 employees, 500 employees, you pick a number, we know on a given day and a given week how many swipes of a badge we expect to see that indicates there's activity in that facility.
What we saw a year ago is we had Christmas and New Year falling midweek. So it wasn't touching on the weekend because it's on Monday or Tuesday. It wasn't touching on Friday. It was that Wednesday, Thursday, which is just purgatory for us because you have these partial weeks.
Speaker #2: What we saw a year ago is we had Christmas and New Year falling midweek. So it wasn't touching on the weekend, because it's on Monday or Tuesday.
Speaker #2: It wasn't touching on Friday. It was that Wednesday, Thursday, which is just purgatory for us. Because you have these partial weeks. And what we saw this year is Christmas week was a little bit better as far as what percentage of customers were shut down Christmas week.
Operator: And what we saw this year is Christmas week was a little bit better as far as what percentage of customers were shut down Christmas week. And anecdotally, what we heard was a lot of companies that normally are shut down the 24th and 25th; they operated Monday, Tuesday, Wednesday, and shut down the 25th and 26th. The week of New Year's was totally different. We saw the number of customers that were shut down double from what it was in 2025 or 2024, excuse me. And when I say double, that's going from, say, 10% of customers shut down to 20% of customers shut down. That's the bad news. And that cursed the end of our month.
And what we saw this year is Christmas week was a little bit better as far as what percentage of customers were shut down Christmas week. And anecdotally, what we heard was a lot of companies that normally are shut down the 24th and 25th; they operated Monday, Tuesday, Wednesday, and shut down the 25th and 26th. The week of New Year's was totally different.
Speaker #2: And anecdotally, what we heard was a lot of companies that normally are shut down the 24th and 25th, they operated Monday, Tuesday, Wednesday, and shut down the 25th and 26th.
Speaker #2: The week of New Year's was totally different. We saw the number of customers that were shut down double from what it was in 2025—or 2024, excuse me.
We saw the number of customers that were shut down double from what it was in 2025 or 2024, excuse me. And when I say double, that's going from, say, 10% of customers shut down to 20% of customers shut down. That's the bad news. And that cursed the end of our month.
Speaker #2: And when I say double, that's going from, say, 10% of customers shut down to 20% of customers shut down. That's the bad news. And that cursed the end of our month.
Speaker #2: However, I'm pleased to say in the first two weeks of January, we've seen a complete normalization of shutdown facilities from what we saw in '22, '23, '24, and '25 back to low single digits.
Operator: However, I'm pleased to say in the first two weeks of January, we've seen a complete normalization of shutdown facilities from what we saw in 2022, 2023, 2024, and 2025, back to low single digits. So big shutdown over New Year's week. It's normalized.
However, I'm pleased to say in the first two weeks of January, we've seen a complete normalization of shutdown facilities from what we saw in 2022, 2023, 2024, and 2025, back to low single digits. So big shutdown over New Year's week. It's normalized.
Speaker #2: So, big shutdown over New Year's week. It's—
Speaker #2: normalized. Very
Speaker #5: helpful.
Ken Newman: Very helpful. Thanks.
Ken Newman: Very helpful. Thanks.
Speaker #5: Thanks. Thank
Speaker #4: You. Next question is coming from Chris Slatter from Morgan Stanley. Your line is now open.
Jeff Watts: Thank you. Next question is coming from Chris Snyder from Morgan Stanley. Your line is now live.
Operator: Thank you. Next question is coming from Chris Snyder from Morgan Stanley. Your line is now live.
Speaker #4: live. Thank
Speaker #5: You—I wanted to talk a little bit about price expectations in '26. It seems like there will be incremental price coming. And I know you guys maybe don't want to speak to specific numbers like the prior couple quarters, but could you provide some color just on how material this potential next round of price asks is?
Chris Snyder: Thank you. I wanted to talk a little bit about price expectations in 2026. It seems like there will be incremental price coming. I know you guys maybe don't want to speak to specific numbers like the prior couple of quarters, but could you provide some color just on how material this potential next round of pricing actions is? We'd obviously see metal prices pushing higher here. I mean, is it fair to think 2026 price for the full year average would be above 2025 levels? Thank you.
Chris Snyder: Thank you. I wanted to talk a little bit about price expectations in 2026. It seems like there will be incremental price coming. I know you guys maybe don't want to speak to specific numbers like the prior couple of quarters, but could you provide some color just on how material this potential next round of pricing actions is? We'd obviously see metal prices pushing higher here. I mean, is it fair to think 2026 price for the full year average would be above 2025 levels? Thank you.
Speaker #5: We obviously see metal prices pushing higher here. And, I mean, is it fair to think '26 price for the full-year average would be above $25 levels?
Speaker #5: Thank
Speaker #5: you. Yeah.
Dan Florness: Yeah. I'll take that one. Dan already said why we don't want to get very specific on this guidance, but I would just, I guess, invite you to look back at our 2025 trends. And just you can mathematically back into the fact that we will have some carryover pricing impacts. And yeah, will that be substantial? No. And then we can also just say that, and Dan alluded to this already, we will continue to go after pricing. But at this point, it's just such there's so many moving parts. And based on the way that we've talked about strategizing how we actually put price through the market, it depends on a lot of things. It's the input costs, and it's the customer behavior.
Max Tunnicliff: Yeah. I'll take that one. Dan already said why we don't want to get very specific on this guidance, but I would just, I guess, invite you to look back at our 2025 trends. And just you can mathematically back into the fact that we will have some carryover pricing impacts. And yeah, will that be substantial? No. And then we can also just say that, and Dan alluded to this already, we will continue to go after pricing.
Speaker #1: I'll take that one. Dan already said why we don't want to get very specific on this guidance, but I guess I'd just invite you to look back at our '25 trends, and you can mathematically back into the fact that we will have some carryover pricing impacts.
Speaker #1: And yeah, will that be substantial? No. And then we can also just say that, and Dan alluded to this already, we will continue to go after pricing.
But at this point, it's just such there's so many moving parts. And based on the way that we've talked about strategizing how we actually put price through the market, it depends on a lot of things. It's the input costs, and it's the customer behavior.
Speaker #1: But at this point, it's just that there are so many moving parts. And based on the way that we've talked about strategizing how we actually put price through the market, it depends on a lot of things.
Speaker #1: It's the input costs, and it's the customer behavior. So I would just, again, suggest if you look mathematically, we are going to have a positive compare, and then we'll, of course, go for more pricing.
Dan Florness: So I would just, again, suggest if you look mathematically, we are going to have a positive compare, and then we'll, of course, go for more pricing as well. And so I think that's where we'll leave it for now. And as we go in through each quarter, I think we'll get a little bit better view of the world, and we'll try to share that as much as we can to the extent we have the confidence on the estimate.
So I would just, again, suggest if you look mathematically, we are going to have a positive compare, and then we'll, of course, go for more pricing as well. And so I think that's where we'll leave it for now. And as we go in through each quarter, I think we'll get a little bit better view of the world, and we'll try to share that as much as we can to the extent we have the confidence on the estimate.
Speaker #1: As well. And so at that, I think that's where we'll leave it for now. And as we go in through each quarter, I think we'll get a little bit better view of the world, and we'll try to share that as much as we can, to the extent that we have the confidence on the
Speaker #1: estimate. Thank you.
Chris Snyder: Thank you. I appreciate that. And then maybe if I could follow up just on the macro, obviously a lot of choppiness in the data, whether weather, holiday timing, channel dynamics, the last couple of quarters. But when you kind of think back and look at the macro or customer end demand, do you feel like things in January are materially better or worse than they were three to six months ago, or are we kind of still in this mostly sideways pattern looking through some of the monthly volatility? Thank you.
Chris Snyder: Thank you. I appreciate that. And then maybe if I could follow up just on the macro, obviously a lot of choppiness in the data, whether weather, holiday timing, channel dynamics, the last couple of quarters. But when you kind of think back and look at the macro or customer end demand, do you feel like things in January are materially better or worse than they were three to six months ago, or are we kind of still in this mostly sideways pattern looking through some of the monthly volatility? Thank you.
Speaker #5: I appreciate that. And then maybe if I could follow up just on the macro, obviously a lot of choppiness in the data, whether the weather, holiday timing, channel dynamics the last couple quarters.
Speaker #5: But when you kind of think back and look at the macro, or customer and demand, do you feel like things in January are materially better or worse than they were three to six months ago?
Speaker #5: Are we kind of still in this mostly sideways pattern, looking through some of the monthly volatility? Thank you.
Speaker #2: Yeah, I would tend toward sideways. I don't think we're seeing anything one direction or another. You're hearing some optimism from us probably because we internally beat ourselves up so much in '23 and '24 as we were struggling that it feels good to be achieving success.
Operator: I would tend towards sideways. I don't think we're seeing anything one direction or another. You're hearing some optimism from us probably because we internally beat ourselves up so much in 2023 and 2024 as we were struggling that it feels good to be achieving success. And frankly, it feels good to be paying bonuses to our employees again.
Dan Florness: I would tend towards sideways. I don't think we're seeing anything one direction or another. You're hearing some optimism from us probably because we internally beat ourselves up so much in 2023 and 2024 as we were struggling that it feels good to be achieving success. And frankly, it feels good to be paying bonuses to our employees again.
Speaker #2: And frankly, it feels good to be paying bonuses to our employees again.
Speaker #5: Thank you. I appreciate
Chris Snyder: Thank you. I appreciate that.
Chris Snyder: Thank you. I appreciate that.
Speaker #5: that. Thank you.
Jeff Watts: Thank you. Next question is coming from Stephen Volkmann from Jefferies. Your line is now live.
Operator: Thank you. Next question is coming from Stephen Volkmann from Jefferies. Your line is now live.
Speaker #4: Next question is coming from Stephen Volkner from Jeffrey. Your line is now live.
Speaker #6: Hi, good morning, guys. Maybe just a couple of quick follow-ups. I'm curious on slide five—as you look at your e-business, that trend has been decelerating now for a while, and I guess it's been fairly flat as a percent of total.
Dan Florness: Hi. Good morning, guys. Maybe just a couple of quick follow-ups. I'm curious on slide five as you look at your e-business. That trend has been decelerating now for a while, and I guess it's been fairly flat as a percent of total. Do you expect that to start to re-accelerate going forward?
Stephen Volkmann: Hi. Good morning, guys. Maybe just a couple of quick follow-ups. I'm curious on slide five as you look at your e-business. That trend has been decelerating now for a while, and I guess it's been fairly flat as a percent of total. Do you expect that to start to re-accelerate going forward?
Speaker #6: Do you expect that to start to re-accelerate going
Speaker #6: forward? Yeah.
Speaker #1: I mean, this is Jeff. Yeah, that's definitely our thought process. I mean, we've put a lot of time and resource into relaunching our website.
Dray Schreiber: Yeah. I mean, this is Jeff. Yeah, that's definitely our thought process. I mean, we put a lot of time and resource into relaunching our website. We've put a lot of time not only in the e-business, but how it actually relates to our FMI and our solution side. So I mean, it's a big focus for us next year, and we definitely see that becoming an increasing number as we move forward, especially in the latter half of 2026.
Jeff Watts: Yeah. I mean, this is Jeff. Yeah, that's definitely our thought process. I mean, we put a lot of time and resource into relaunching our website. We've put a lot of time not only in the e-business, but how it actually relates to our FMI and our solution side. So I mean, it's a big focus for us next year, and we definitely see that becoming an increasing number as we move forward, especially in the latter half of 2026.
Speaker #1: We've put a lot of time not only into the e-business, but how it actually relates to our FMI and our solution side. So I mean, it's a big focus for us next year, and we definitely see that becoming an increasing number as we move forward, especially in the latter half of '26.
Speaker #6: And how should I think about that impacting gross margin or EBIT margin going forward?
Dan Florness: How should I think about that impacting gross margin or EBIT margin going forward?
Stephen Volkmann: How should I think about that impacting gross margin or EBIT margin going forward?
Speaker #2: I'll help on that one. If so, within our e-business, the vast majority of it is what we call your e-book shipment, which is things like EDI, things punchout.
Operator: I'll help on that one. So within our e-business, the vast majority of it is what we call your e-procurement, which is things like EDI, things like punch-outs. It's where we have established larger customers that are sourcing it. It's really, in many cases, it's the extension of a great key account program. The piece that Jeff just touched on, though, is on the e-commerce piece of it, things like website. That's actually a pretty small piece of our business. That component, it's going to depend on which customer is using it. But even if that component starts, even when it starts accelerating, it's still a relatively small piece that it doesn't really have that much ability to move gross profit up or down.
Dan Florness: I'll help on that one. So within our e-business, the vast majority of it is what we call your e-procurement, which is things like EDI, things like punch-outs. It's where we have established larger customers that are sourcing it. It's really, in many cases, it's the extension of a great key account program. The piece that Jeff just touched on, though, is on the e-commerce piece of it, things like website.
Speaker #2: It's where we have established larger customers that are sourcing it. In many cases, it's really an extension of a great key account program.
Speaker #2: The piece that Jeff just touched on, though, is on the e-commerce piece of it—things like the website. That's actually a pretty small piece of our business.
That's actually a pretty small piece of our business. That component, it's going to depend on which customer is using it. But even if that component starts, even when it starts accelerating, it's still a relatively small piece that it doesn't really have that much ability to move gross profit up or down.
Speaker #2: That component is going to depend on which customer is using it, but even if that component starts—even when it starts accelerating—it's still a relatively small piece, so it doesn't really have that much ability to move gross profit up or down.
Speaker #6: Okay. Thank
Dan Florness: Okay. Thank you.
Stephen Volkmann: Okay. Thank you.
Speaker #6: you. Thank you.
Jeff Watts: Thank you. Next question is coming from Chris Dankert from Loop Capital Markets. Your line is now live.
Operator: Thank you. Next question is coming from Chris Dankert from Loop Capital Markets. Your line is now live.
Speaker #4: Next question is coming from Chris Tenckert from Loop Capital Markets. Your line is now live.
Speaker #2: Thank you, Chris.
Operator: Hey, Chris.
Dan Florness: Hey, Chris.
Speaker #5: And hey, morning. Thanks for taking the questions, guys. I guess first one here, I’d point more at Max. I guess just as we look at the first quarter gross margin, typically we see a slight seasonal step up.
Ken Newman: Hey. Hey. Morning. Thanks for taking the questions, guys. I guess first one here, I'd point more at Max, I guess, just as we look at the Q1 gross margin, typically we see a slight seasonal step up. Anything to keep in mind that would kind of nudge us off that typical seasonal movement in gross margin here?
Chris Dankert: Hey. Hey. Morning. Thanks for taking the questions, guys. I guess first one here, I'd point more at Max, I guess, just as we look at the Q1 gross margin, typically we see a slight seasonal step up. Anything to keep in mind that would kind of nudge us off that typical seasonal movement in gross margin here?
Speaker #5: Anything to keep in mind that would kind of nudge us off that typical seasonal move in gross margin?
Speaker #1: No, no. This is an important topic because there are a couple of things. So when you—just the step-up is fine. Just keep in mind that some of what we talked about in our Q4 margins were timing-related items.
Chris Snyder: No. No. This is an important topic because there are a couple of things. So the step up is fine. Just bear in mind that some of what we talked about in our Q4 margins, the timing-related items. So you take that as a factor in Q4 of 2025, and then you take your normal step up. And then you can also compare against the prior year Q1 as well. And so that all should triangulate fairly well for you to give you a general idea, at least where we're thinking. Because even the bonus reset, Chris, even the bonus reset, which can potentially be a little confusing, is only a year-over-year impact, but not a sequential. So I think you're thinking about it right.
Max Tunnicliff: No. No. This is an important topic because there are a couple of things. So the step up is fine. Just bear in mind that some of what we talked about in our Q4 margins, the timing-related items. So you take that as a factor in Q4 of 2025, and then you take your normal step up. And then you can also compare against the prior year Q1 as well.
Speaker #1: So you take that as a factor in Q4 of '25, and then you take your normal step-up. And then you can also compare against the prior year Q1 as well.
Speaker #1: And so that all should triangulate fairly well for you to give you a general idea, at least where we're thinking. Because even the bonus reset, Chris, even the bonus reset, which can be a little potentially be a little confusing, is only a year-over-year impact, but not a sequential.
And so that all should triangulate fairly well for you to give you a general idea, at least where we're thinking. Because even the bonus reset, Chris, even the bonus reset, which can potentially be a little confusing, is only a year-over-year impact, but not a sequential. So I think you're thinking about it right.
Speaker #1: So I think
Speaker #1: You're thinking about it right now. Got it.
Dan Florness: Got it. That's helpful. Then I'm not sure if it's more a Jeff or a Max question here, but thinking about some of the investment spending and investment into 2026, I guess anything one-time you need to call out, maybe is the fleet refresh in good shape. How do we think about vending? Just anything kind of in the Q&A line to think about for 2026 here?
Chris Dankert: Got it. That's helpful. Then I'm not sure if it's more a Jeff or a Max question here, but thinking about some of the investment spending and investment into 2026, I guess anything one-time you need to call out, maybe is the fleet refresh in good shape. How do we think about vending? Just anything kind of in the Q&A line to think about for 2026 here?
Speaker #6: That's helpful. And then I'm not sure if it's more a Jeff or a Max question here, but thinking about some of the investment spending and investment into 2026, I guess—anything one-time you need to call out? Maybe is the fleet refresh in good shape?
Speaker #6: How do we think about vending? Just anything kind of in the SP&A line to think about for '26 here?
Speaker #1: Some of our bigger investments will be in the distribution space, just as we increase both a bit the size of our footprint, but also the throughput.
Chris Snyder: Some of our bigger investments will be in the distribution space, just as we increase both a bit the size of our footprint, but also the throughput. We definitely have some truck fleet items that we need to push through as well, but that would be less in size. And of course, we distribute through a lot of tech areas like the FMI space. So I would just say, to answer your question, at the top side, it's getting distribution capacity and throughput ready for our future, which is here, so.
Max Tunnicliff: Some of our bigger investments will be in the distribution space, just as we increase both a bit the size of our footprint, but also the throughput. We definitely have some truck fleet items that we need to push through as well, but that would be less in size. And of course, we distribute through a lot of tech areas like the FMI space. So I would just say, to answer your question, at the top side, it's getting distribution capacity and throughput ready for our future, which is here, so.
Speaker #1: We definitely have some truck fleet items that we need to push through as well, but that would be less in size. And of course, we obviously distribute through a lot of tech areas like the FMI space.
Speaker #1: So, I would just say, to answer your question, at the top side, it's getting distribution capacity and throughput ready for our future, which is here.
Speaker #1: So got it.
Dan Florness: Got it. Well, thank you. Best of luck in 2026, fellows.
Chris Dankert: Got it. Well, thank you. Best of luck in 2026, fellows.
Speaker #6: Well, thank you.
Speaker #6: Best of luck in '26, fellas.
Speaker #1: Thanks. Thank you.
Chris Snyder: Thanks.
Max Tunnicliff: Thanks.
Operator: Thank you. So with that, we're four minutes before the hour. Thank you for tuning in on today's earnings call. I suspect a few of you might have watched the national championship game last night for football. I would like to give a call out, and that's to the University of Wisconsin-River Falls on 4 January. The University of Wisconsin-River Falls is my alma mater. On 4 January, they won the Division III national title in football. So my congratulations to them. Best of luck to the women's hockey team. They won the national title the last two years running, and good luck on a three-peat. Thanks, everybody. Have a great week.
Dan Florness: Thank you. So with that, we're four minutes before the hour. Thank you for tuning in on today's earnings call. I suspect a few of you might have watched the national championship game last night for football. I would like to give a call out, and that's to the University of Wisconsin-River Falls on 4 January. The University of Wisconsin-River Falls is my alma mater. On 4 January, they won the Division III national title in football. So my congratulations to them. Best of luck to the women's hockey team. They won the national title the last two years running, and good luck on a three-peat. Thanks, everybody. Have a great week.
Speaker #2: So with that, we're four minutes before the hour. Thank you for tuning in on today's earnings call. I suspect a few of you might have watched the national championship game last night for football.
Speaker #2: I would like to give a call out, and that's to the University of Wisconsin–River Falls. On January 4th, and the University of Wisconsin–River Falls is my alma mater.
Speaker #2: On January 4th, they won the Division III national title in football. So my congratulations to them. And best of luck to the women's hockey team.
Speaker #2: They won the national title the last two years running, and good luck on a three-peat. Thanks, everybody. Have a great week.
Speaker #6: Thank you. That does conclude today's teleconference and webcast. Give me just to connect your lines at this time and have a wonderful day. We thank you for your participation today.
Jeff Watts: Thank you. That does conclude today's teleconference and webcast. You may just connect your lines at this time and have a wonderful day. We thank you for your participation today.
Operator: Thank you. That does conclude today's teleconference and webcast. You may just connect your lines at this time and have a wonderful day. We thank you for your participation today.
