Beazer Homes USA Q1 2026 Beazer Homes USA Inc Earnings Call | AllMind AI Earnings | AllMind AI
Q1 2026 Beazer Homes USA Inc Earnings Call
Speaker #3: Hello, and thank you for standing by. Please continue to stand by. The conference will begin momentarily. Please continue to stand by. The conference will begin momentarily.
Operator: Hello, and thank you for standing by. Please continue to stand by. The conference will begin momentarily. Please continue to stand by. The conference will begin momentarily. Thank you. Good afternoon, and welcome to the Beazer Homes Q1 Earnings Conference Call for the first quarter ended December 31, 2025. Today's call is being recorded, and a replay will be available on the company's website later today. In addition, PowerPoint slides intended to accompany this call are available in the investor relations section of the company's website at www.beazer.com. At this point, I will turn the call over to David Goldberg, Senior Vice President and Chief Financial Officer.
Speaker #3: Thank
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Speaker #4: afternoon and welcome to the Beazer Homes earnings conference call for the first quarter ended December 31st, 2025. Today's call is being recorded and a replay will be available on the company's website later today.
Speaker #4: In addition, PowerPoint slides intended to accompany this call are available in the investor relations section of the company's website at www.beazer.com. At this point, I will turn the call over to David Goldberg, Senior Vice President and Chief Financial Officer.
Speaker #4: In addition, PowerPoint slides intended to accompany this call are available in the Investor Relations section of the company's website at www.beazer.com. At this point, I will turn the call over to David Goldberg, Senior Vice President and Chief Financial Officer.
Speaker #5: Thank you. Good afternoon and welcome to the Beazer Homes conference call discussing our results for the first quarter of fiscal '26. Joining me today is Allan Merrill, our Chairman and Chief Executive Officer.
David Goldberg: Thank you. Good afternoon and welcome to the Beazer Homes conference call discussing our results for Q1 of fiscal 2026. Joining me today is Allan Merrill, our Chairman and Chief Executive Officer. After our prepared commentary, we will open up the line, and Allan and I will be happy to take your questions. Before we begin, you should be aware that during this call, we will be making forward-looking statements. Such statements involve known and unknown risks, uncertainties, and other factors described in our SEC filings, which may cause actual results to differ materially from our projections. Any forward-looking statement speaks only as of the date this statement is made. We do not undertake any obligation to update or revise any forward-looking statement, whether as a result of new information, future events, or otherwise.
David Goldberg: Thank you. Good afternoon and welcome to the Beazer Homes conference call discussing our results for Q1 of fiscal 2026. Joining me today is Allan Merrill, our Chairman and Chief Executive Officer. After our prepared commentary, we will open up the line, and Allan and I will be happy to take your questions. Before we begin, you should be aware that during this call, we will be making forward-looking statements. Such statements involve known and unknown risks, uncertainties, and other factors described in our SEC filings, which may cause actual results to differ materially from our projections. Any forward-looking statement speaks only as of the date this statement is made. We do not undertake any obligation to update or revise any forward-looking statement, whether as a result of new information, future events, or otherwise.
Speaker #5: After our prepared commentary, we will open up the line, and Allan and I will be happy to take your questions. Before we begin, you should be aware that during this call we will be making forward-looking statements.
Speaker #5: Such statements involve known and unknown risks, uncertainties, and other factors described in our SEC filings, which may cause actual results to differ materially from our projections.
Speaker #5: Any forward-looking statement speaks only as of the date this statement is made. We do not undertake any obligation to update or revise any forward-looking statement, whether as a result of new information, future events, or otherwise.
Speaker #5: New factors emerge from time to time, and it is simply not possible to predict all such factors. I will now turn the call over.
David Goldberg: New factors emerge from time to time, and it is simply not possible to predict all such factors. I will now turn the call over to Allan.
New factors emerge from time to time, and it is simply not possible to predict all such factors. I will now turn the call over to Allan.
Speaker #5: over to Allan. Thank you,
Allan Merrill: Thank you, Dave, and thank you for joining us on our call this afternoon. We began fiscal 2026 in a stubbornly soft demand environment but stayed focused on actions within our control that can drive timely and measurable progress toward our 2026 and multi-year goals. Our efforts were concentrated on proving the value of our differentiation, reducing direct construction costs, and enhancing balance sheet efficiency. While most metrics came in at or below our expectations, the December quarter is always our slowest, and we have plenty of time to make up for the shortfall. While caution is certainly warranted, we have paths to grow both full-year EBITDA and book value per share. Here's how. First, since mid-December, we've seen better traffic in buyer engagement. In fact, January sales pace has been in line with the prior year after 8 quarters of year-over-year pace compression.
Allan Merrill: Thank you, Dave, and thank you for joining us on our call this afternoon. We began fiscal 2026 in a stubbornly soft demand environment but stayed focused on actions within our control that can drive timely and measurable progress toward our 2026 and multi-year goals. Our efforts were concentrated on proving the value of our differentiation, reducing direct construction costs, and enhancing balance sheet efficiency. While most metrics came in at or below our expectations, the December quarter is always our slowest, and we have plenty of time to make up for the shortfall. While caution is certainly warranted, we have paths to grow both full-year EBITDA and book value per share. Here's how. First, since mid-December, we've seen better traffic in buyer engagement. In fact, January sales pace has been in line with the prior year after 8 quarters of year-over-year pace compression.
Speaker #6: Dave, and thank you for joining us on our call this afternoon. We began fiscal '26 in a stubbornly soft demand environment, but stayed focused on actions within our control that can drive timely and measurable progress toward our 2026 and multi-year goals.
Speaker #6: Our efforts were concentrated on proving the value of our differentiation, reducing, direct construction costs, and enhancing balance sheet efficiency. While most metrics came in at or below our expectations, the December quarter is always our slowest, and we have plenty of time to make up for the shortfall.
Speaker #6: While caution is certainly warranted, we have paths to grow both full-year EBITDA and book value per share. Here's how. First, since mid-December, we've seen better traffic in buyer engagement.
Speaker #6: In fact, January sales pace has been in line with the prior year, after eight quarters of year-over-year pace compression. Second, we have tangible catalysts in place that will drive higher year.
Allan Merrill: Second, we have tangible catalysts in place that will drive higher home building margins in the back half of the year. And third, we're managing our balance sheet and land spend to accelerate highly accretive share repurchases. Let's take these one at a time. On sales, we're not just hoping market conditions continue to improve. We're also benefiting from the new branding and lead generation efforts we launched in the fall. The focus of our "Enjoy the Great Indoors" message is a more comfortable and healthier home and dramatically lower utility bills. This is a message other builders can't deliver, and it amounts to thousands of dollars in savings per year for most customers. We're also extending our leadership in utility savings by introducing Solar-Included Homes in many communities. This makes the full potential of Zero-Energy-Ready Homes an easy reality for our buyers.
Second, we have tangible catalysts in place that will drive higher home building margins in the back half of the year. And third, we're managing our balance sheet and land spend to accelerate highly accretive share repurchases. Let's take these one at a time. On sales, we're not just hoping market conditions continue to improve. We're also benefiting from the new branding and lead generation efforts we launched in the fall. The focus of our "Enjoy the Great Indoors" message is a more comfortable and healthier home and dramatically lower utility bills. This is a message other builders can't deliver, and it amounts to thousands of dollars in savings per year for most customers. We're also extending our leadership in utility savings by introducing Solar-Included Homes in many communities. This makes the full potential of Zero-Energy-Ready Homes an easy reality for our buyers.
Speaker #6: Home-building margins in the back half of the year—and third, we're managing our balance sheet and land spend to accelerate highly accretive share repurchases. Let's take these one at a time.
Speaker #6: On sales, we're not just hoping market conditions continue to improve. We're also benefiting from the new branding and lead generation efforts we launched in the fall.
Speaker #6: The focus of our Enjoy the Great Indoors message is a more comfortable and healthier home, and dramatically lower utility bills. This is a message other builders can't deliver, and it amounts to thousands of dollars in savings per year for most customers.
Speaker #6: We're also extending our leadership in utility savings by introducing solar-included homes in many communities. This makes the full potential of zero energy-ready homes and easy reality for our buyers.
Speaker #6: No complicated sizing decisions, no cumbersome leases, or guessing at payback periods. From day one, our solar-included homes reduce monthly utility bills to little more than a basic service charge.
Allan Merrill: No complicated sizing decisions, no cumbersome leases, or guessing at payback periods. From day one, our solar-included homes reduce monthly utility bills to little more than a basic service charge. Now, there are two keys for making solar work for homeowners without tax credits or incentives. First, you must significantly reduce a home's energy consumption in order to shrink the size of the system. All of our homes do this. Second, you have to eliminate the many inefficiencies that have existed in residential solar business models. Working with our partners, we've been able to reduce installation costs from more than $4 per kWh to less than $2, and we know we can drive it even lower. Results thus far are promising. Homebuyer enthusiasm has been strong, and margins in our fully solar communities are among the very best in the company.
No complicated sizing decisions, no cumbersome leases, or guessing at payback periods. From day one, our solar-included homes reduce monthly utility bills to little more than a basic service charge. Now, there are two keys for making solar work for homeowners without tax credits or incentives. First, you must significantly reduce a home's energy consumption in order to shrink the size of the system. All of our homes do this. Second, you have to eliminate the many inefficiencies that have existed in residential solar business models. Working with our partners, we've been able to reduce installation costs from more than $4 per kWh to less than $2, and we know we can drive it even lower. Results thus far are promising. Homebuyer enthusiasm has been strong, and margins in our fully solar communities are among the very best in the company.
Speaker #6: Now, there are two keys for making solar work for homeowners without tax credits or incentives. First, you must significantly reduce a home's energy consumption in order to shrink the size of the system.
Speaker #6: All of our homes do this. Second, you have to eliminate the many inefficiencies that have existed in residential solar business models. Working with our partners, we've been able to reduce installation costs from more than $4 per kilowatt-hour to less than $2, and we know we can drive it even lower.
Speaker #6: Results thus far are promising. Homebuyer enthusiasm has been strong, and margins in our fully solar communities are among the very best in the company.
Speaker #6: This is exactly the kind of offering that separates us from other builders in meeting the affordability challenge. On profitability, last quarter we laid out a series of specific catalysts for about $300 basis points of margin expansion between the first quarter and year-end.
Allan Merrill: This is exactly the kind of offering that separates us from other builders in meeting the affordability challenge. On profitability, last quarter, we laid out a series of specific catalysts for about 300 basis points of margin expansion between Q1 and year-end, and these remain firmly intact. So far, we've reduced labor and material construction costs by more than $10,000 per home, or nearly 200 basis points, which should be reflected in our Q3 and Q4 results. By Q4, we expect another 100 basis points of margin expansion from the combination of positive mix shifts within our existing communities and the increase in contributions of new communities. These newer communities, which we have defined as those that started selling in or after April 2025, were just over 10% of Q1 revenue but are projected to account for about 50% of Q4 revenue.
This is exactly the kind of offering that separates us from other builders in meeting the affordability challenge. On profitability, last quarter, we laid out a series of specific catalysts for about 300 basis points of margin expansion between Q1 and year-end, and these remain firmly intact. So far, we've reduced labor and material construction costs by more than $10,000 per home, or nearly 200 basis points, which should be reflected in our Q3 and Q4 results. By Q4, we expect another 100 basis points of margin expansion from the combination of positive mix shifts within our existing communities and the increase in contributions of new communities. These newer communities, which we have defined as those that started selling in or after April 2025, were just over 10% of Q1 revenue but are projected to account for about 50% of Q4 revenue.
Speaker #6: And these remain firmly intact. So far, we've reduced labor and material construction costs by more than $10,000 per home or nearly $200 basis points, which should be reflected in our third and fourth quarter results.
Speaker #6: By the fourth quarter, we expect another 100 basis points of margin expansion, from the combination of positive mix shifts within our existing communities and the increase in contributions of new communities.
Speaker #6: These newer communities, which we have defined as those that started selling in or after April 2025, were just over 10% of first quarter revenue, but are projected to account for about 50% of fourth quarter revenue.
Speaker #6: ASPs and margins on sales in these communities are both substantially above existing communities. Finally, we're seeing a modest shift toward to-be-built sales so far this year, which have sustained would be another margin catalyst.
Allan Merrill: ASPs and margins on sales in these communities are both substantially above existing communities. Finally, we're seeing a modest shift toward to-be-built sales so far this year, which, if sustained, would be another margin catalyst. Turning to capital allocation, our strategy remains disciplined and aligned with our multi-year goals. Within our portfolio, we continue to sell non-strategic assets in sub-markets that no longer match our differentiated product strategy or were intended for sale when we bought them. We now expect around $150 million in proceeds, increasing balance sheet efficiency and freeing up capital for higher return uses, particularly share repurchases. During Q1, we bought back $15 million of stock, bringing our trailing 12-month total to $48 million, or about 7% of our shares. We have $72 million remaining on our share repurchase authorization, and we expect to fully execute it this year.
ASPs and margins on sales in these communities are both substantially above existing communities. Finally, we're seeing a modest shift toward to-be-built sales so far this year, which, if sustained, would be another margin catalyst. Turning to capital allocation, our strategy remains disciplined and aligned with our multi-year goals. Within our portfolio, we continue to sell non-strategic assets in sub-markets that no longer match our differentiated product strategy or were intended for sale when we bought them. We now expect around $150 million in proceeds, increasing balance sheet efficiency and freeing up capital for higher return uses, particularly share repurchases. During Q1, we bought back $15 million of stock, bringing our trailing 12-month total to $48 million, or about 7% of our shares. We have $72 million remaining on our share repurchase authorization, and we expect to fully execute it this year.
Speaker #6: Turning to capital allocation, our strategy remains disciplined and aligned with our multi-year goals. Within our portfolio, we continue to sell non-strategic assets and submarkets that no longer match our differentiated product strategy or were intended for sale when we bought them.
Speaker #6: We now expect around $150 million in proceeds, increasing balance sheet efficiency and freeing up capital for higher-return uses, particularly share repurchases. During the first quarter, we bought back $15 million of stock, bringing our trailing 12-month total to $48 million, or about 7% of our shares.
Speaker #6: We have $72 million remaining on our share repurchase authorization, and we expect to fully execute it this year. Selling land above book value to fund share buybacks below book value is obviously highly accretive for shareholders.
Allan Merrill: Selling land above book value to fund share buybacks below book value is obviously highly accretive for shareholders. Of course, we evaluate all of our actions through the lens of achieving our multi-year goals for growth, deleveraging, and book value per share accretion. With 168 communities at quarter-end and 23,500 active lots under control, we remain on track to reach our greater than 200 community count goal by the end of fiscal 2027, even accounting for the impact of our planned asset sales. We are committed to deleveraging to the low 30% range by the end of fiscal 2027. With our plan to accelerate share repurchase activity, however, net leverage is likely to be flat year-over-year, at or just under 40% at our fiscal year-end. Finally, book value per share finished the quarter above $41, up versus last year.
Selling land above book value to fund share buybacks below book value is obviously highly accretive for shareholders. Of course, we evaluate all of our actions through the lens of achieving our multi-year goals for growth, deleveraging, and book value per share accretion. With 168 communities at quarter-end and 23,500 active lots under control, we remain on track to reach our greater than 200 community count goal by the end of fiscal 2027, even accounting for the impact of our planned asset sales. We are committed to deleveraging to the low 30% range by the end of fiscal 2027. With our plan to accelerate share repurchase activity, however, net leverage is likely to be flat year-over-year, at or just under 40% at our fiscal year-end. Finally, book value per share finished the quarter above $41, up versus last year.
Speaker #6: Of course, we evaluate all of our actions through the lens of achieving our multi-year goals for growth, deleveraging, and book value per share accretion.
Speaker #6: With 168 communities at quarter-end and 23,500 active lots under control, we remain on track to reach our greater than 200 community count goal by the end of fiscal '27, even accounting for the impact of our planned asset sales.
Speaker #6: We are committed to deleveraging to the low-30% range by the end of fiscal '27. With our plan to accelerate share repurchase activity, however, net leverage is likely to be flat year over year, at or just under 40% at our fiscal year-end.
Speaker #6: Finally, book value per share finished the quarter above $41, up versus last year. Our goal remains to generate a double-digit CAGR in book value, allocating $72 million to share repurchases through FY '27, through both profitability and share repurchases.
Allan Merrill: Our goal remains to generate a double-digit CAGR and Book Value Per Share through the end of fiscal 2027 through both profitability and share repurchases. Allocating $72 million to share repurchases through the rest of this year will certainly drive book value growth, book value per share growth. Even in a challenging market, we're determined to move profitability and returns higher by capitalizing on our differentiated product strategy, reducing labor and material costs, driving toward a higher margin community mix, and allocating capital to maximize shareholder value. With that, I'll turn the call to Dave.
Our goal remains to generate a double-digit CAGR and Book Value Per Share through the end of fiscal 2027 through both profitability and share repurchases. Allocating $72 million to share repurchases through the rest of this year will certainly drive book value growth, book value per share growth. Even in a challenging market, we're determined to move profitability and returns higher by capitalizing on our differentiated product strategy, reducing labor and material costs, driving toward a higher margin community mix, and allocating capital to maximize shareholder value. With that, I'll turn the call to Dave.
Speaker #6: repurchases through the rest of this year will certainly drive book value growth. growth. Book value per share Even in a challenging market, we're
David Goldberg: Thanks, Allan. During the first quarter, we sold 763 homes with a pace of 1.5 sales per community per month. While part of this weakness reflected a continued tough market, we also chose not to chase volume as many of our peers discounted homes into their year-end. Our average active community count continued to grow, reaching 167 at 4% year-over-year. Our home building revenue was $359.7 million, with 700 homes closed at an average selling price of $514,000. Home building gross margin was reported at 14%, though this included a litigation-related charge arising from an attached product community that began in 2014. Excluding the charge, which represented about 180 basis points, our home building gross margin would have been about 15.8% in line with our guidance. Looking at our mix, specs represented 70% of our closings but only 61% of our sales.
David Goldberg: Thanks, Allan. During the first quarter, we sold 763 homes with a pace of 1.5 sales per community per month. While part of this weakness reflected a continued tough market, we also chose not to chase volume as many of our peers discounted homes into their year-end. Our average active community count continued to grow, reaching 167 at 4% year-over-year. Our home building revenue was $359.7 million, with 700 homes closed at an average selling price of $514,000. Home building gross margin was reported at 14%, though this included a litigation-related charge arising from an attached product community that began in 2014. Excluding the charge, which represented about 180 basis points, our home building gross margin would have been about 15.8% in line with our guidance. Looking at our mix, specs represented 70% of our closings but only 61% of our sales.
Speaker #1: Would have been 15.8% in line with our guidance . Looking specs at our mix represented 70% of our closings , but only 61% of our sales .
Speaker #1: If the if the trend toward more to be built , homes continues , it would add to in the back margins half of the year CA was , expectations Taxes .
David Goldberg: If the trend toward more to-be-built homes continues, it would add to margins in the back half of the year. SG&A was $65 million in line with our expectations. Taxes represented a $1.5 million expense despite our pre-tax loss. This reflected our projected annual effective tax rate applied to our quarterly results. All told, Q1 adjusted EBITDA was negative $11.2 million, and the diluted loss per share was $1.13, which again included a $6.4 million pre-tax or $0.23 per share impact on the litigation-related charge. Now let's walk through our Q2 expectations. We expect to sell approximately 1,100 homes comparable to last year. We expect to finish Q2 with about 165 active communities, another quarter with a year-over-year increase. We anticipate closing about 800 homes with an ASP around $520,000 to $525,000.
If the trend toward more to-be-built homes continues, it would add to margins in the back half of the year. SG&A was $65 million in line with our expectations. Taxes represented a $1.5 million expense despite our pre-tax loss. This reflected our projected annual effective tax rate applied to our quarterly results. All told, Q1 adjusted EBITDA was negative $11.2 million, and the diluted loss per share was $1.13, which again included a $6.4 million pre-tax or $0.23 per share impact on the litigation-related charge. Now let's walk through our Q2 expectations. We expect to sell approximately 1,100 homes comparable to last year. We expect to finish Q2 with about 165 active communities, another quarter with a year-over-year increase. We anticipate closing about 800 homes with an ASP around $520,000 to $525,000.
Speaker #1: represented a $1.5 million expense pre-tax despite our This our reflected projected annual effective taxes represented a Despite our expense . $1.5 million our This loss .
Speaker #1: represented a $1.5 million expense pre-tax despite our This our reflected projected annual effective taxes represented a Despite our expense . $1.5 million our This effective tax projected annual applied to quarterly reflected our rate results .
Speaker #1: told , All first quarter adjusted EBITDA was -$11.2 million and a per share was $1.13 , which again diluted loss included a $6.4 million pre-tax , or $0.23 per share .
Speaker #1: on Impact related charge . Now , let's walk through our second quarter expectations . We expect we expect to sell approximately 1100 homes , comparable to last year .
Speaker #1: expect We to finish Q2 with about 165 active communities . Another quarter with a year over year increase . We anticipate closing about 800 homes with an ASP around 520 to $525,000 .
David Goldberg: Adjusted Home Building Gross Margin should be relatively flat sequentially, excluding the impact of the litigation-related charge. SG&A total dollar spend should be about flat versus the prior year quarter. From a land sale perspective, we expect to generate about $30 million of revenue. This should result in total Adjusted EBITDA of around $5 million, including gains from land sales. Interest amortized as a percent of home building revenue should be about 3%. Taxes are projected to be an expense of approximately $1 million, similar to Q1. This should result in a net loss of about $0.75 per diluted share. Depending on the prices paid for repurchased shares, we ought to be able to offset most, if not all, of the loss in Book Value Per Share by quarter-end. Last quarter, we established the goal of generating growth in EBITDA for the full year.
Adjusted Home Building Gross Margin should be relatively flat sequentially, excluding the impact of the litigation-related charge. SG&A total dollar spend should be about flat versus the prior year quarter. From a land sale perspective, we expect to generate about $30 million of revenue. This should result in total Adjusted EBITDA of around $5 million, including gains from land sales. Interest amortized as a percent of home building revenue should be about 3%. Taxes are projected to be an expense of approximately $1 million, similar to Q1. This should result in a net loss of about $0.75 per diluted share. Depending on the prices paid for repurchased shares, we ought to be able to offset most, if not all, of the loss in Book Value Per Share by quarter-end. Last quarter, we established the goal of generating growth in EBITDA for the full year.
Speaker #1: Adjusted home gross margin should be relatively flat sequentially , excluding the impact of the litigation related charge . CA . Total dollar spend should be about flat versus the prior year quarter .
Speaker #1: From a land sale perspective, we expect to generate about $30 million of revenue. This should result in total adjusted EBITDA of around $5 million, including gains from land sales. Interest amortized as a percentage of homebuilding revenue should be about 3%.
Speaker #1: Taxes are projected to be an expense of approximately $1 million, similar to Q1. This should result in a net loss of about $0.75 per diluted share, depending on the prices paid for repurchased shares.
Speaker #1: We ought to be able to offset most , if not all , of the loss in book value per share by quarter end .
David Goldberg: While the sales miss in our seasonally slowest Q1 certainly didn't help, we are still working to achieve this goal, excluding the impact of the litigation-related charge. Operationally, here's what needs to happen in the back half of the year. I'll start with the factors where we have higher visibility and more control of our outcomes. First, our average selling price will need to reach $565,000 in the second half, which is in line with our current backlog ASP propelled by our newer communities. Second, the direct cost actions and positive mix shifts Allan outlined will need to materialize and drive three points of adjusted home building gross margin expansion by Q4. Third, we need to keep growth in SG&A under $25 million for the full year. And fourth, we'll need to execute the $150 million of land sales we've discussed.
While the sales miss in our seasonally slowest Q1 certainly didn't help, we are still working to achieve this goal, excluding the impact of the litigation-related charge. Operationally, here's what needs to happen in the back half of the year. I'll start with the factors where we have higher visibility and more control of our outcomes. First, our average selling price will need to reach $565,000 in the second half, which is in line with our current backlog ASP propelled by our newer communities. Second, the direct cost actions and positive mix shifts Allan outlined will need to materialize and drive three points of adjusted home building gross margin expansion by Q4. Third, we need to keep growth in SG&A under $25 million for the full year. And fourth, we'll need to execute the $150 million of land sales we've discussed.
Speaker #1: Last quarter, we established the goal of generating growth in EBITDA for the full year. While the sales mix in our seasonally slowest first quarter certainly didn't help, we are still working to achieve this goal.
Speaker #1: Excluding the impact of litigation related charge operationally , here's what needs to happen in the back half of the year . I'll start with the factors where we have higher visibility and more control of our outcomes .
Speaker #1: First, our average selling price will need to reach $565,000 in the second half, which is in line with our current backlog.
Speaker #1: ASP propelled by our new our newer communities . Second , the direct cost actions and positive mix shifts , Allen outlined will need to materialize and drive three points of adjusted homebuilding gross margin expansion by the fourth quarter , third , we need to keep growth in SG&A under $25 million for the full year .
David Goldberg: We have very good visibility on these transactions and anticipate they will generate a double-digit EBITDA margin in the aggregate. There are two other factors that will determine whether we can achieve EBITDA growth, both of which depend on market conditions and competitive activity. Incentives will need to remain consistent with current levels for each community type. We need to deliver a sales pace above 2.5 in Q3 and Q4 on a gradually increasing community count. Admittedly, we have not achieved this pace in the last two years, but it's a level well below historical trends. It's not going to be easy, but we do have a path to achieving EBITDA growth this year.
We have very good visibility on these transactions and anticipate they will generate a double-digit EBITDA margin in the aggregate. There are two other factors that will determine whether we can achieve EBITDA growth, both of which depend on market conditions and competitive activity. Incentives will need to remain consistent with current levels for each community type. We need to deliver a sales pace above 2.5 in Q3 and Q4 on a gradually increasing community count. Admittedly, we have not achieved this pace in the last two years, but it's a level well below historical trends. It's not going to be easy, but we do have a path to achieving EBITDA growth this year.
Speaker #1: And fourth , we'll need to execute the $150 million land sales we've discussed . We very good have visibility on these transactions and anticipate they will generate a double digit EBITDA margin in the aggregate .
Speaker #1: There are two other factors that will determine whether we can achieve EBITDA growth , both of which depend on market conditions and competitive activity .
Speaker #1: Incentives will need to remain consistent with current levels for each community type , and we need to deliver a sales pace above two and a half in Q3 and Q4 .
Speaker #1: On a gradually increasing community count . Admittedly , we have not achieved this pace in the last two years , but it's a level well below historical trends .
David Goldberg: Independent of whether we reach our EBITDA growth goal in 2026, we still expect to grow book value per share at year-end by 5 to 10% as we execute the remaining $72 million of our buyback authorization. At current prices, our full repurchase capacity represents more than 10% of the company, which will bring our total buyback to nearly 20% over an 18-month period. Because of the strength of our land position, we expect to do this and still finish fiscal 2026 with a net leverage at or below 40%. We are focused on maintaining a strong balance sheet. At quarter-end, we had more than $340 million of total liquidity, including $121 million of unrestricted cash, $222 million of revolver availability, and no maturities until October 2027. As we said, net leverage will be flat this year as we balance our allocation of capital against our multi-year goals.
Independent of whether we reach our EBITDA growth goal in 2026, we still expect to grow book value per share at year-end by 5 to 10% as we execute the remaining $72 million of our buyback authorization. At current prices, our full repurchase capacity represents more than 10% of the company, which will bring our total buyback to nearly 20% over an 18-month period. Because of the strength of our land position, we expect to do this and still finish fiscal 2026 with a net leverage at or below 40%. We are focused on maintaining a strong balance sheet. At quarter-end, we had more than $340 million of total liquidity, including $121 million of unrestricted cash, $222 million of revolver availability, and no maturities until October 2027. As we said, net leverage will be flat this year as we balance our allocation of capital against our multi-year goals.
Speaker #1: It's not going to be easy , but we do have a path to achieving EBITDA growth this year , independent of whether we reach our EBITDA growth goal in 2026 .
Speaker #1: We still expect to grow book per value share at year end by 5 to 10% . As we execute the remaining $72 million of our buyback authorization at current prices , our full capacity repurchase represents more than 10% of the company , which will bring our total buyback to nearly 20% over an 18 month period .
Speaker #1: Because of the strength of our land position, we expect to do this and still finish fiscal '26 with net leverage at or below 40%.
Speaker #1: We are focused on maintaining a strong balance sheet at quarter end. We had more than $340 million of total liquidity, including $121 million of unrestricted cash and $222 million of revolver availability.
Speaker #1: And no until maturities October 2027 . As we've said , net leverage will be flat this year as we balance our allocation of capital against our multiyear goals .
David Goldberg: During Q1, we spent $181 million on land acquisition and development and generated $3 million in land sale proceeds. At quarter-end, our active controlled lot position was approximately 23,500, with 61% of our lots under option contracts. Over the last several years, we built a very strong land position, allowing us to maintain our growth posture even while selling non-strategic assets. We anticipate our land sales will be above book value in the aggregate, demonstrating that even assets that no longer fit our strategy are worth more than what we paid for them. With that, I'll now turn the call back over to Allan.
During Q1, we spent $181 million on land acquisition and development and generated $3 million in land sale proceeds. At quarter-end, our active controlled lot position was approximately 23,500, with 61% of our lots under option contracts. Over the last several years, we built a very strong land position, allowing us to maintain our growth posture even while selling non-strategic assets. We anticipate our land sales will be above book value in the aggregate, demonstrating that even assets that no longer fit our strategy are worth more than what we paid for them. With that, I'll now turn the call back over to Allan.
Speaker #1: During the first quarter, we spent $181 million on land acquisition and development and generated $3 million in land sale proceeds at quarter end.
Speaker #1: active , Our position controlled lot was approximately 23,500 , with 61% of our lots under option contracts over the last several years . We built a very strong land position , allowing us to maintain our growth posture even while selling non-strategic assets .
Speaker #1: We anticipate our land sales will be above book value in the aggregate, demonstrating that even assets that no longer fit our strategy are worth more than what we paid for them.
Allan Merrill: Thanks, Dave. To wrap up, I just want to reiterate two key takeaways. First, it was a slower start to fiscal 2026 than we would have liked. But the first quarter is a small piece of the picture, and we still have a path to full-year EBITDA growth. We're seeing green shoots for the spring selling season, and we've got very good visibility on margin catalysts, ASP growth, and profitable land sales into the back half of the year. Whether we're able to achieve our goal will depend on stability and normalization in market conditions, but we're working very hard to make it happen. Second, we're fully committed to driving book value per share growth this year, independent of EBITDA growth. By realigning our land portfolio to accelerate share repurchases, we know we can create significant shareholder value.
Allan Merrill: Thanks, Dave. To wrap up, I just want to reiterate two key takeaways. First, it was a slower start to fiscal 2026 than we would have liked. But the first quarter is a small piece of the picture, and we still have a path to full-year EBITDA growth. We're seeing green shoots for the spring selling season, and we've got very good visibility on margin catalysts, ASP growth, and profitable land sales into the back half of the year. Whether we're able to achieve our goal will depend on stability and normalization in market conditions, but we're working very hard to make it happen. Second, we're fully committed to driving book value per share growth this year, independent of EBITDA growth. By realigning our land portfolio to accelerate share repurchases, we know we can create significant shareholder value.
Speaker #1: With that , I'll now turn the call back over to Alan .
Speaker #2: Thanks , Dave . To wrap up , I just want to reiterate two key takeaways . First , it was a slower start to fiscal 26 than we would have liked .
Speaker #2: But the first quarter is a small piece of the picture . And we still have a path to full year EBITDA growth . We're seeing green shoots for the spring selling season , and we've got very good visibility on margin catalysts .
Speaker #2: ASP growth and profitable land sales into the back half of the year . Whether we're able to achieve our goal will depend on stability and normalization in in market conditions , but very hard to make it happen .
Speaker #2: Second , we're fully committed to driving book value per share growth this year . Independent of EBITDA growth . By realigning our land portfolio to accelerate share repurchases , we know we can create significant shareholder value .
Allan Merrill: Let me just finish by thanking our team for their ongoing efforts to create value for our customers, partners, shareholders, and, of course, each other. With that, I'll turn the call over to the operator to take us into Q&A.
Let me just finish by thanking our team for their ongoing efforts to create value for our customers, partners, shareholders, and, of course, each other. With that, I'll turn the call over to the operator to take us into Q&A.
Speaker #2: Let me just finish by thanking our team for their ongoing efforts to create value for our customers , partners , shareholders , and of course , each other .
Operator: Thank you. If you would like to ask a question, please unmute your phone, press star one, and record your name and company clearly when prompted. If you need to withdraw your question, press star two. Again, to ask a question, please press star one. It will take a few moments for questions to come through. Please stand by. Our first question is from Alex Rygiel of Texas Capital Securities. Your line is open.
Operator: Thank you. If you would like to ask a question, please unmute your phone, press star one, and record your name and company clearly when prompted. If you need to withdraw your question, press star two. Again, to ask a question, please press star one. It will take a few moments for questions to come through. Please stand by. Our first question is from Alex Rygiel of Texas Capital Securities. Your line is open.
Speaker #2: With that , I'll turn the call over to the operator to take us into Q&A .
Speaker #3: Thank you . If you would like to ask a question , please unmute your phone , press star one and record your name and company clearly when prompted .
Speaker #3: If you need to withdraw your question , press star two again to ask a question , please press star one . It will take a few moments for questions to come through .
Speaker #3: Please stand by. Our first question is from Alex Regal of Texas Capitol Securities. Your line is open.
[Analyst] (Texas Capital Securities): Thank you. Good evening, gentlemen.
Alex Rygiel: Thank you. Good evening, gentlemen.
[Company Representative] (Beazer Homes USA): Hey, Alex.
David Goldberg: Hey, Alex.
[Analyst] (Texas Capital Securities): Is your repurchase plan contingent on the timing of the $150 million profitable land sales?
Alex Rygiel: Is your repurchase plan contingent on the timing of the $150 million profitable land sales?
Speaker #4: Good evening. Thank you, gentlemen.
Speaker #5: Hey , Alex .
David Goldberg: I'm not saying no. I mean, not really, Alex. I mean, obviously, we're not going to do it all at once. We talked about that we would be over the timing of the year, but it's not contingent on specifically the timing of the land sales.
David Goldberg: I'm not saying no. I mean, not really, Alex. I mean, obviously, we're not going to do it all at once. We talked about that we would be over the timing of the year, but it's not contingent on specifically the timing of the land sales.
Speaker #4: Your repurchase plan , contingent on the timing of the 150 million profitable land sales .
Speaker #1: I'm happy to know . I mean , not not really , Alex . I mean , obviously , we're not going to do it all at once .
Speaker #1: We talked about that . We would be over the timing of the year , but it's not on contingent specifically the timing of the of the of the land sales .
[Analyst] (Texas Capital Securities): Awful. And then, generally speaking, sort of what is that gross margin spread between a build-to-order versus a spec home?
Alex Rygiel: Awful. And then, generally speaking, sort of what is that gross margin spread between a build-to-order versus a spec home?
Speaker #4: Helpful . And then , generally speaking , what is that gross margin spread between a build to order versus a spec home ?
David Goldberg: Gosh, it depends widely, but it has always been in the 4% or 5% range, and I would say that's probably gotten a little wider in the last year. I don't have the exact percentage because, of course, you're comparing apples and oranges between geographies and communities, but it's 400 or 500+.
David Goldberg: Gosh, it depends widely, but it has always been in the 4% or 5% range, and I would say that's probably gotten a little wider in the last year. I don't have the exact percentage because, of course, you're comparing apples and oranges between geographies and communities, but it's 400 or 500+.
Speaker #2: Gosh , it depends widely . But it has always been in the 4 or 5% range . And I would say that's probably gotten a little wider in the last year .
Speaker #2: I don't have the exact percentage because of course , you're comparing apples and oranges between geographies and communities , but it's it's 4 or 500 plus .
[Analyst] (Texas Capital Securities): And then lastly, as it relates to sort of the favorable commentary about traffic in kind of the latter half of December and January, do you see there is that kind of solely based upon interest rates sort of pulling back a little bit here, or is it just because of a better mix? What are some of the reasons that you believe are driving that improved traffic?
Alex Rygiel: And then lastly, as it relates to sort of the favorable commentary about traffic in kind of the latter half of December and January, do you see there is that kind of solely based upon interest rates sort of pulling back a little bit here, or is it just because of a better mix? What are some of the reasons that you believe are driving that improved traffic?
Speaker #4: And then as it relates to sort of lastly , the the favorable commentary about traffic in kind of the latter half of December and January , do you see there is that kind of solely based upon interest rates , sort of pulling back a little bit here , or is it just because of the better mix ?
David Goldberg: Well, I think there are a couple of things going on. The very last slide in the appendix of our slides is a chart that we've shown for years, which is the affordability math, looking at monthly mortgage payments as a percentage of income. And what's been happening slowly, I mean, imperceptibly looked at day to day, but it's very obvious when you look at it over years, is rates have moved down a little bit. Home prices have stabilized or, on a net basis, have come down. Incomes have kept moving forward. So we're a lot closer to that low 20% affordability band that has characterized really healthy housing demand. So I think that we shouldn't overlook that is going on in the background.
David Goldberg: Well, I think there are a couple of things going on. The very last slide in the appendix of our slides is a chart that we've shown for years, which is the affordability math, looking at monthly mortgage payments as a percentage of income. And what's been happening slowly, I mean, imperceptibly looked at day to day, but it's very obvious when you look at it over years, is rates have moved down a little bit. Home prices have stabilized or, on a net basis, have come down. Incomes have kept moving forward. So we're a lot closer to that low 20% affordability band that has characterized really healthy housing demand. So I think that we shouldn't overlook that is going on in the background.
Speaker #4: What are some of the reasons that you believe are driving that improved traffic ?
Speaker #2: Well, I think there are a couple of things going on. The very last slide in the appendix of our slides is a chart that we've shown for years, which is the affordability math.
Speaker #2: Looking at monthly mortgage payments as a percentage of income and what's been happening—slowly, I mean, imperceptibly if you look at it day to day.
Speaker #2: it's very But obvious when you look at it over years is rates have have moved down a little bit . Home prices have stabilized or on a net basis have come down .
Speaker #2: have kept moving forward. Incomes, so we're a lot closer to the low 20% affordability band that has characterized really healthy housing demand.
David Goldberg: And we can get excited about rates doing this or that on a day-to-day basis, but the trend that has been underway over the last year has been very positive in improving affordability. It's still elevated, but it's getting a lot closer. And then I think the second part is just what you said. As we go from 10% of our revenue in Q1 to 50% of our revenue in our newest communities, just the demand patterns, and we talked about it before we launched them. We've talked about it since we've launched them. We've seen very good traction with communities that were purpose-built with our super high efficiency, our zero-energy-ready homes, and an increasing share with solar included.
And we can get excited about rates doing this or that on a day-to-day basis, but the trend that has been underway over the last year has been very positive in improving affordability. It's still elevated, but it's getting a lot closer. And then I think the second part is just what you said. As we go from 10% of our revenue in Q1 to 50% of our revenue in our newest communities, just the demand patterns, and we talked about it before we launched them. We've talked about it since we've launched them. We've seen very good traction with communities that were purpose-built with our super high efficiency, our zero-energy-ready homes, and an increasing share with solar included.
Speaker #2: So I think that we shouldn't overlook that is going on in the background . And , you know , we can get excited about rates doing this or that on a day to day basis .
Speaker #2: But the trend that has been underway over the last year has been very positive and improving . Affordability . It's still elevated , but it's getting a lot closer .
Speaker #2: And then I think the second part is just what you said is we go from 10% of our revenue in the first quarter to 50% of our revenue in our in our newest communities , just the demand patterns .
Speaker #2: And we talked about it before we launched them . We've talked about it since we've launched them . We've seen very good traction with communities that were purpose built with our super high , our zero energy ready homes and an increasing share with solar included .
David Goldberg: The combination of things I think we're doing in this improving affordability backdrop is, I think, what's contributing to what we've seen from a traffic and sales progression over the last month.
The combination of things I think we're doing in this improving affordability backdrop is, I think, what's contributing to what we've seen from a traffic and sales progression over the last month.
Speaker #2: The combination of things I think we're doing in this improving affordability backdrop is, I think, what's contributing to what we've seen from a traffic and sales standpoint.
[Analyst] (Texas Capital Securities): Very helpful. Thank you very much.
Alex Rygiel: Very helpful. Thank you very much.
David Goldberg: Thanks, Alex.
David Goldberg: Thanks, Alex.
Speaker #2: Progression over the last month .
Operator: Thank you. Our next question comes from Julio Romero of Sidoti & Company. Your line is open.
Operator: Thank you. Our next question comes from Julio Romero of Sidoti & Company. Your line is open.
Speaker #4: Very helpful. Thank you very much.
Speaker #5: Thanks , Alex .
Speaker #3: Thank you. Our next question comes from Julio Ramiro of Sidoti and Company. Your line is open.
Allan Merrill: Thanks. Hey, good afternoon. On your introduction of solar-included homes, when do you expect those homes to begin to flow through orders and closings, and then any color you can provide on how accretive those homes are expected to be to either sales or profitability?
Julio Romero: Thanks. Hey, good afternoon. On your introduction of solar-included homes, when do you expect those homes to begin to flow through orders and closings, and then any color you can provide on how accretive those homes are expected to be to either sales or profitability?
Speaker #6: Thanks . Hey . Good afternoon . On your introduction of solar included homes , when do you expect those homes to begin to flow through orders and closings ?
David Goldberg: Well, right now, they're not a huge percentage of our closings, but we've got a couple of markets, and I'd highlight Las Vegas. There is some risk I'll be wrong by a single community, but we've basically had solar included across our attached and detached product in Las Vegas for the last couple of years. And that's really where we've been able to get after the supply chain and the installation protocols and sort of wring out what I call some of the excesses from the traditional residential solar business models. We've expanded that into Phoenix, and of course, we've got our big Greenhouse community here in Georgia, the largest solar-included community in the state. We've got it in a very big community in South Carolina that we're launching next month.
David Goldberg: Well, right now, they're not a huge percentage of our closings, but we've got a couple of markets, and I'd highlight Las Vegas. There is some risk I'll be wrong by a single community, but we've basically had solar included across our attached and detached product in Las Vegas for the last couple of years. And that's really where we've been able to get after the supply chain and the installation protocols and sort of wring out what I call some of the excesses from the traditional residential solar business models. We've expanded that into Phoenix, and of course, we've got our big Greenhouse community here in Georgia, the largest solar-included community in the state. We've got it in a very big community in South Carolina that we're launching next month.
Speaker #6: And then any color you can provide on how creative those homes are expected to be to either sales or profitability .
Speaker #2: Well , right now , they're not a huge percentage of our closings , but we've got a couple of markets . And I'd highlight Las Vegas .
Speaker #2: There is some risk. I'll be wrong by a single community. But we've basically had solar included across our attached and detached product in Las Vegas for the last couple of years.
Speaker #2: And that's really where we've been able to get after the supply and the chain installation protocols, and sort of ring out what I call some of the excesses from the traditional residential solar business models.
Speaker #2: We've expanded that into Phoenix . And of course , we've got our big greenhouse community here in Georgia , the largest solar included community in the state .
David Goldberg: So I think we're trending toward 20% of our business at the end of the year will be in solar-included communities, but it's in our sales and closings now. In terms of the mix, all I would say is that solar-included communities definitely have higher margins than not just the average, but even of similar generation communities. They are accretive, but it's a small enough sample size that I think we start getting into basis points, and it could get dangerous, but this has helped. Now, I want to, having been enthused about this, and I am, I want to be a little cautious about the fact that this is also a function, the adoption of this is going to relate to utility providers and their posture vis-à-vis rooftop solar.
So I think we're trending toward 20% of our business at the end of the year will be in solar-included communities, but it's in our sales and closings now. In terms of the mix, all I would say is that solar-included communities definitely have higher margins than not just the average, but even of similar generation communities. They are accretive, but it's a small enough sample size that I think we start getting into basis points, and it could get dangerous, but this has helped. Now, I want to, having been enthused about this, and I am, I want to be a little cautious about the fact that this is also a function, the adoption of this is going to relate to utility providers and their posture vis-à-vis rooftop solar.
Speaker #2: We've got it in a in a very big community in South Carolina that we're launching next month . So I think we're we're trending toward 20% of our of our business at the end of the year will be in solar included communities , but it's in our sales and closings now in terms of of the mix , all I would say is that solar included communities definitely have higher margins than not just the average , but even of of , you know , similar generation communities like they are .
Speaker #2: They are accretive. But it's a small enough sample size that I think we start getting into basis points, and it could get dangerous.
Speaker #2: But this has helped . Now I want to having been enthused about this , and I am I want to be a little cautious about the fact that this also a is function .
Speaker #2: The of adoption this is going to relate to utility providers and and their posture vis a vis rooftop solar . What we've seen in the last year or two is kind of a 180 in some municipalities .
David Goldberg: What we've seen in the last year or two is kind of a 180 in some municipalities and with some public power companies where electricity demand has surged, and we've all heard about data centers. And as that's happened, it has changed the dialogue with these utility providers where all of a sudden what had looked like competition becomes a little bit of a savior for them because now they have an opportunity for new communities to be much more self-sufficient or closer to self-sufficient, which takes some of the pressure off of the demands that they're experiencing.
What we've seen in the last year or two is kind of a 180 in some municipalities and with some public power companies where electricity demand has surged, and we've all heard about data centers. And as that's happened, it has changed the dialogue with these utility providers where all of a sudden what had looked like competition becomes a little bit of a savior for them because now they have an opportunity for new communities to be much more self-sufficient or closer to self-sufficient, which takes some of the pressure off of the demands that they're experiencing.
Speaker #2: And with some public power companies where electricity demand has surged and we've all heard about data centers . And as that's happened , it has changed the dialogue with these utility providers , where all of a sudden , what had looked like competition becomes a little bit of a savior for them , because now they have an opportunity for new communities to be much more self-sufficient or closer to self-sufficient , which takes some of the pressure off of the demands that their experiencing .
David Goldberg: Now, we all know that the rate of growth in electricity demand is not evenly spread, but in markets where you're seeing significant growth in demands for power, and I would point out Western markets, including Arizona, we have definitely benefited from and are changing the conversation with utility providers because that's one of the bottlenecks, right? They have to be willing, and they're not just Net Metering things. We don't really worry about Net Metering, but what are the hookup charges? What are the barriers to getting your permits? And I think we are finding a more and more receptive environment, but it isn't going to be everything all at once.
Now, we all know that the rate of growth in electricity demand is not evenly spread, but in markets where you're seeing significant growth in demands for power, and I would point out Western markets, including Arizona, we have definitely benefited from and are changing the conversation with utility providers because that's one of the bottlenecks, right? They have to be willing, and they're not just Net Metering things. We don't really worry about Net Metering, but what are the hookup charges? What are the barriers to getting your permits? And I think we are finding a more and more receptive environment, but it isn't going to be everything all at once.
Speaker #2: Now , we all know that the rate of growth in electricity demand is not evenly spread , but in markets where you're saying significant growth in demands for power .
Speaker #2: And I would point out Western markets , including Arizona , we have benefited from and are changing the conversation with utility providers , because that's one of the that's one of the bottlenecks , right ?
Speaker #2: They have to be willing, and they're not just net metering things. We don't really worry about net metering. But what are the hookup charges?
Speaker #2: What are the what are the barriers to getting your permits . And I think we think I are finding a more and more receptive environment , but it isn't going to be everything all at once .
Allan Merrill: Very helpful. You noted that your 2B build mix was trending favorably in Q1 orders relative to the mix in your closings. Can you talk about the drivers of that positive mix trend and if that's expected to continue trending towards 2B?
Julio Romero: Very helpful. You noted that your 2B build mix was trending favorably in Q1 orders relative to the mix in your closings. Can you talk about the drivers of that positive mix trend and if that's expected to continue trending towards 2B?
Speaker #6: Very helpful . And you noted that your to be built mix was trending favorably in one key orders relative to the mix in your closings .
David Goldberg: Well, I think, A, it has to do with some of our newer communities that are drawing a lot of attention. I also think the fact that inventory is coming down is creating some buyers who are willing to wait because it's not everything about, "Get me the house immediately." I think it's probably a combination of those two factors more than anything else.
David Goldberg: Well, I think, A, it has to do with some of our newer communities that are drawing a lot of attention. I also think the fact that inventory is coming down is creating some buyers who are willing to wait because it's not everything about, "Get me the house immediately." I think it's probably a combination of those two factors more than anything else.
Speaker #6: Can you can you talk about the drivers of that positive mix trend ? And you know , if that's expected to continue trending towards .
Speaker #5: Two .
Speaker #1: I think a it has to do with some of our newer communities that are drawing a lot of attention . I also think the fact that inventory is coming down is creating some , you know , some buyers who are willing to wait because it's not everything about , you know , give me the house immediately .
Allan Merrill: Very good. I'll pass it on. Thanks.
Julio Romero: Very good. I'll pass it on. Thanks.
Speaker #1: I think it's probably a combination of anything else those two factors more than .
David Goldberg: Thanks, Julio.
David Goldberg: Thanks, Julio.
Operator: Thank you. The next question comes from Natalie Kulasekere of Zelman & Associates. Your line is open.
Operator: Thank you. The next question comes from Natalie Kulasekere of Zelman & Associates. Your line is open.
Speaker #6: Very good. I'll pass it on. Thanks.
Speaker #5: Thanks. Thanks, Julia.
Speaker #3: Thank you . The next question comes from Natalie Kulasekara of Zelman and Associates . Your line is open .
[Company Representative] (Beazer Homes USA): Hey, good evening. Thanks for taking my question. So last quarter, you mentioned that you're looking at a closings growth of 5% to 10% for fiscal 2026. And pardon me if I missed this on the call, but how exactly are you looking at it now? Are you still expecting to grow closings this year? And if so, what does it depend on?
Natalie Kulasekere: Hey, good evening. Thanks for taking my question. So last quarter, you mentioned that you're looking at a closings growth of 5% to 10% for fiscal 2026. And pardon me if I missed this on the call, but how exactly are you looking at it now? Are you still expecting to grow closings this year? And if so, what does it depend on?
Speaker #7: Good evening . Thanks for taking my Hey . question . last So quarter , you mentioned that you're looking at closings , growth of 5 to 10% for fiscal 2026 .
Speaker #7: And pardon me if I missed this on the call, but how exactly are you looking at it now? Are you still expecting to grow closings this year?
David Goldberg: Yeah. You know, Natalie, what I would say is, obviously, some of it will depend on what happens in the selling season and what happens in the next 90 days. But our focus is really about our path to executing growth in EBITDA and book value per share. And we know that we have a path to go do so. And as I said in my comments, kind of independent of what happens from the EBITDA growth perspective, we're going to go out and grow book value per share, and it's through increased land sales and a little less spend. And we think that's really accretive for our shareholders.
David Goldberg: Yeah. You know, Natalie, what I would say is, obviously, some of it will depend on what happens in the selling season and what happens in the next 90 days. But our focus is really about our path to executing growth in EBITDA and book value per share. And we know that we have a path to go do so. And as I said in my comments, kind of independent of what happens from the EBITDA growth perspective, we're going to go out and grow book value per share, and it's through increased land sales and a little less spend. And we think that's really accretive for our shareholders.
Speaker #7: And if so, you know, what does it depend on?
Speaker #5: Yeah, you know, Natalie, what I would say is...
Speaker #1: Obviously, some of it will depend on what happens in the selling season and what happens in the next 90 days. But our focus is really about our path to executing growth in EBITDA.
Speaker #1: And book value per share . And we know that we have a path to go do so . And as I said in my comments , we're kind of independent of what happened from the EBITDA perspective .
Speaker #1: growth going to go out value per We're and grow book share and it's your increased land sales and a little bit less spend .
[Company Representative] (Beazer Homes USA): Okay. Thank you. And I guess my next just one quick follow-up. I'm just trying to figure out what happened in Q1. Was it particular markets that were underperforming, or did you just see weakness across all your divisions as a whole?
Natalie Kulasekere: Okay. Thank you. And I guess my next just one quick follow-up. I'm just trying to figure out what happened in Q1. Was it particular markets that were underperforming, or did you just see weakness across all your divisions as a whole?
Speaker #1: And we think that's really created for our shareholders .
Speaker #7: Thank you Okay . . And I guess my next just one quick follow up . I'm just figure trying to out what happened in the first quarter .
David Goldberg: So we had 2 or 3 divisions where sales pace was up in Q1, but it means we had a dozen or more that sales pace was flatter down. So it was pretty broad-based. But I want to put it in a little bit of context. We're probably between 100 and 150 sales short of where we thought we would be, which is less than one home per community over the course of the quarter. The other thing, and it's why I said what I said about a path, Q1 normally represents about 15% of our order volume, and 10 or 15 or whatever percent miss on that, it's 2% or 3% of our total orders for the year. And we know that. We know this every December in particular. We get into this dynamic where people are discounting like crazy to hit their fiscal year-end goals.
David Goldberg: So we had 2 or 3 divisions where sales pace was up in Q1, but it means we had a dozen or more that sales pace was flatter down. So it was pretty broad-based. But I want to put it in a little bit of context. We're probably between 100 and 150 sales short of where we thought we would be, which is less than one home per community over the course of the quarter. The other thing, and it's why I said what I said about a path, Q1 normally represents about 15% of our order volume, and 10 or 15 or whatever percent miss on that, it's 2% or 3% of our total orders for the year. And we know that. We know this every December in particular. We get into this dynamic where people are discounting like crazy to hit their fiscal year-end goals.
Speaker #7: Was it markets that were underperforming, or did you just see weakness across all your divisions as a whole?
Speaker #5: So we had .
Speaker #2: 2 or 3 divisions where sales pace was up in the first quarter , but it means we had a dozen or more . That sales pace was was flat or down .
Speaker #2: So it was pretty broad based , but I want to put it in a little bit of context . You know , we're probably between 100 and 150 sales short of where we thought we would be , which is less than one home per community .
Speaker #2: Over the course of the quarter. The other thing, and it's why I said what I said about a path: the first quarter normally represents about, order of, 15% of volume.
Speaker #2: And 10 or 15 or whatever percent miss on that . It's 2 or 3% of our total orders for the year . And we know that we know this every December in particular , we get into this dynamic where people are discounting like crazy to hit their fiscal year end goals .
David Goldberg: I understand it, but this was a year where we just decided this was not the time to be particularly aggressive and go toe-to-toe. And honestly, based on how the December traffic and the sales environment has changed, I'm pretty glad we didn't go ultra low in December to try and get an extra 100 sales because the repercussion across communities over the balance of the year would have been pretty significant.
I understand it, but this was a year where we just decided this was not the time to be particularly aggressive and go toe-to-toe. And honestly, based on how the December traffic and the sales environment has changed, I'm pretty glad we didn't go ultra low in December to try and get an extra 100 sales because the repercussion across communities over the balance of the year would have been pretty significant.
Speaker #2: And I understand it. But this was a year where we just decided this was not the time to be particularly aggressive and go toe to toe.
Speaker #2: And honestly , based on how the December traffic and and the sales environment has changed . I'm pretty glad we didn't go ultra low in December to try and get an extra hundred sales , because the repercussions across communities over the balance of the year would have been pretty significant .
[Company Representative] (Beazer Homes USA): Got it. Thank you.
Natalie Kulasekere: Got it. Thank you.
David Goldberg: Thanks, Natalie.
David Goldberg: Thanks, Natalie.
Operator: Thank you. As a reminder, if you have a question, please unmute your phone and press star one. Please record your name and company when prompted. Our next question comes from Tyler Batory of Oppenheimer & Company. Your line is open.
Operator: Thank you. As a reminder, if you have a question, please unmute your phone and press star one. Please record your name and company when prompted. Our next question comes from Tyler Batory of Oppenheimer & Company. Your line is open.
Speaker #7: All right. Thank you.
Speaker #5: Thanks , Natalie .
Speaker #3: Thank you . As a reminder , if you have a question , please unmute your phone and press star one , please name and record your company when prompted .
Speaker #3: Our next question comes from Tyler Vettori of Oppenheimer. Your line is open.
[Analyst] (Oppenheimer): Hey, good afternoon, everyone. Thanks for taking my questions.
Tyler Batory: Hey, good afternoon, everyone. Thanks for taking my questions.
[Company Representative] (Beazer Homes USA): Hey, Tyler.
David Goldberg: Hey, Tyler.
[Analyst] (Oppenheimer): I wanted to circle back on the guide and really the commentary about sales pace in particular in the back half in terms of the 2.5 there. Do you think that's achievable in the current backdrop? Do you think there needs to be a little bit of an improvement in the macro to hit that? And just kind of remind us, what gives you confidence that there's going to be this ramp in the second half of the year versus the first half?
Tyler Batory: I wanted to circle back on the guide and really the commentary about sales pace in particular in the back half in terms of the 2.5 there. Do you think that's achievable in the current backdrop? Do you think there needs to be a little bit of an improvement in the macro to hit that? And just kind of remind us, what gives you confidence that there's going to be this ramp in the second half of the year versus the first half?
Speaker #8: , good Hey afternoon everyone . Thanks for taking my questions . I wanted to circle back on the guide and really the commentary about sales pace , in particular in the back half in terms of the two and a half , there .
Speaker #8: Do you think that's achievable in the current backdrop ? Do you think there needs to be a little bit of an improvement in the macro to hit that and just kind of remind us what gives you confidence that there's going to be this , this ramp in the second half of the year versus the first half ?
David Goldberg: Well, look, Tyler, we certainly think it's achievable. I mean, Allan kind of talked about what was happening in January and late December and improving buyer engagement, seeing more traffic, the receptivity to our Enjoy the Great Indoors messaging. Is it what we did in 2024 and 2025? No. You are absolutely correct. It would be the last years haven't shown that. But if you look at historical trends, that's actually below what we've done in Q3, Q4. So we think in a more normalized market with inventory levels coming down, some improvement in buyer demand that we've seen already into January, if that persists, it certainly is an achievable level. Look, I said in my remarks, and I think it's clear to say, we have a path. It's not easy. It's not an easy path, but we clearly have a path.
David Goldberg: Well, look, Tyler, we certainly think it's achievable. I mean, Allan kind of talked about what was happening in January and late December and improving buyer engagement, seeing more traffic, the receptivity to our Enjoy the Great Indoors messaging. Is it what we did in 2024 and 2025? No. You are absolutely correct. It would be the last years haven't shown that. But if you look at historical trends, that's actually below what we've done in Q3, Q4. So we think in a more normalized market with inventory levels coming down, some improvement in buyer demand that we've seen already into January, if that persists, it certainly is an achievable level. Look, I said in my remarks, and I think it's clear to say, we have a path. It's not easy. It's not an easy path, but we clearly have a path.
Speaker #5: Well , look .
Speaker #1: Tyler , we certainly think it's achievable . I think Alan kind of talked about what was happening in January and late December and improving buyer engagement seem more traffic .
Speaker #1: The receptivity to our enjoy the great outdoors messaging did is what we in 24 and 25 . No , you're absolutely correct . It would be , you know , last years haven't shown that .
Speaker #1: But if you look at historical trends , that's actually below what we used to , what we've in done Q3 , So Q4 .
Speaker #1: We more think in a normalized market with inventory down, improvement in levels coming, some buyer demand that we've seen already into January. If that persists, it certainly isn't unachievable.
Speaker #1: Level . Like I said in my remarks , and I think it's clear to say we have a path . It's not easy .
David Goldberg: But our focus is on how we grow book value per share and get that EBITDA growth.
But our focus is on how we grow book value per share and get that EBITDA growth.
[Analyst] (Oppenheimer): Okay. Okay. And then my follow-up, thinking about the gross margin progression here, you're flat quarter over quarter, Q2 versus Q1, and Q1 was a little short of what you had guided to previously. So just talk a little bit about the shortfall in Q1 and the moving pieces sequentially into Q2, and then just remind us and help us think about the progression in terms of the ramp in gross margin in the back half.
Tyler Batory: Okay. Okay. And then my follow-up, thinking about the gross margin progression here, you're flat quarter over quarter, Q2 versus Q1, and Q1 was a little short of what you had guided to previously. So just talk a little bit about the shortfall in Q1 and the moving pieces sequentially into Q2, and then just remind us and help us think about the progression in terms of the ramp in gross margin in the back half.
Speaker #1: It's not an easy path, but we clearly have a path. But our focus is on how we grow book value per share and get that EBITDA growth.
Speaker #8: Okay , okay . And then my follow up , thinking about the gross margin progression here , you're flat quarter over quarter , Q2 versus Q1 .
Speaker #8: And Q1 was a little short of what you had guided to previously . So just talk a little bit about the shortfall in Q1 and the moving pieces sequentially into Q2 .
David Goldberg: So let's talk about it. First, I don't mean to pick a bone, but I would tell you we said we'd be about 16.8. We'd be about 16%, excuse me. Extra litigation charge, it was 15.8. So it feels pretty close to about 16. I mean, that feels pretty close to me. In terms of Q, what's really happening in the back half of the year that's causing that change we tried to outline? And look, it's not about incentives going down or us assuming the market gets better. Incentives do go down because of mix shift, because we have newer communities coming online. We have some higher-priced existing communities that are delivering more homes, and we have those direct cost savings that we have very good visibility to in our new start.
David Goldberg: So let's talk about it. First, I don't mean to pick a bone, but I would tell you we said we'd be about 16.8. We'd be about 16%, excuse me. Extra litigation charge, it was 15.8. So it feels pretty close to about 16. I mean, that feels pretty close to me. In terms of Q, what's really happening in the back half of the year that's causing that change we tried to outline? And look, it's not about incentives going down or us assuming the market gets better. Incentives do go down because of mix shift, because we have newer communities coming online. We have some higher-priced existing communities that are delivering more homes, and we have those direct cost savings that we have very good visibility to in our new start.
Speaker #8: And then just remind us and help us think about the progression in terms of the ramp and gross margin in the back half.
Speaker #1: So so let's talk about it first . You know , I don't mean to pick a bone , but I would tell you we said we'd be about 16.8 .
Speaker #1: We've got 16% . Excuse me litigation . Extra It was 15.8 . So it feels pretty close to about 16 . I mean , that feels pretty close to me in terms of Q what's really happening in the back half of the year ?
Speaker #1: That's causing that change ? We tried to outline it and look , it's not about incentives going down or us assuming the market gets better .
Speaker #1: Incentives do go down because of mix shift , because we have newer communities coming online . We have some higher priced existing communities that are delivering more homes , and we have those direct cost savings that we have very good visibility to in our new start .
David Goldberg: So it's very similar to what we said last year, last quarter, excuse me, Tyler, last quarter, about the 300 basis points. We still have good visibility into it. We obviously aren't trying to make a prediction on incentives and what happens in the back half of the year, but if incentives on light products stay the same, we've got some good improvement coming through in the back half.
So it's very similar to what we said last year, last quarter, excuse me, Tyler, last quarter, about the 300 basis points. We still have good visibility into it. We obviously aren't trying to make a prediction on incentives and what happens in the back half of the year, but if incentives on light products stay the same, we've got some good improvement coming through in the back half.
Speaker #1: So it's very similar to what we said last year . Last quarter , last quarter , about the 300 basis points . We still have good visibility into it .
Speaker #1: We obviously aren't trying to make a prediction on on incentives of what happens in the back half of the year . But it's incentives .
[Analyst] (Oppenheimer): Okay. And then last one for me, in terms of some of these newer communities, 10% of revenue in Q1, just remind us the ASP or margin premium on those communities compared with the other 90% of revenue that was coming through in Q1?
Tyler Batory: Okay. And then last one for me, in terms of some of these newer communities, 10% of revenue in Q1, just remind us the ASP or margin premium on those communities compared with the other 90% of revenue that was coming through in Q1?
Speaker #1: On like products, stay the same. We've got some good improvement coming through in the back half.
Speaker #8: Okay . And then last one for me , in terms of some of these newer communities , 10% of revenue in Q1 just remind us the ASP or margin premium on those communities compared with the other 90% of revenue that was coming through in Q1 .
David Goldberg: Well, you're starting to see it in the backlog ASP. I think backlog ASP is around $560, and that backlog is 2 billion builds from those newer communities. So that's giving you a flavor for what is going to happen to ASP in the back half of the year as those newer communities represent 50% or more of our revenue. On the margin progression, it's a couple of hundred basis points. I mean, it is definitely material. And so moving from 10% to 50% on our revenue, picking up that kind of margin lift in addition to what we're seeing on the direct cost side, that's where our confidence in the movement of 300 basis points in margin comes from. I would just add to that, Tyler, we don't give out the specific ASP and backlog on new versus existing, but I can tell you it is significantly higher. Yeah.
David Goldberg: Well, you're starting to see it in the backlog ASP. I think backlog ASP is around $560, and that backlog is 2 billion builds from those newer communities. So that's giving you a flavor for what is going to happen to ASP in the back half of the year as those newer communities represent 50% or more of our revenue. On the margin progression, it's a couple of hundred basis points. I mean, it is definitely material. And so moving from 10% to 50% on our revenue, picking up that kind of margin lift in addition to what we're seeing on the direct cost side, that's where our confidence in the movement of 300 basis points in margin comes from. I would just add to that, Tyler, we don't give out the specific ASP and backlog on new versus existing, but I can tell you it is significantly higher.
Speaker #2: Well , you're starting to see it in the in the backlog . ASP I think backlog ASP is around 560 , and that backlog are to be built from those newer communities .
Speaker #2: So that's giving you a flavor for what is going to happen to ASP in the back half of the year , as those newer communities represent 50% or more of our , you revenue know , on the on the margin progression , it's it's a couple of hundred basis points .
Speaker #2: I mean , it's it is definitely material . And so moving from 10% to 50% on on a revenue , picking up that kind of margin lift , in addition to what we're seeing on the direct cost side , that's where our confidence in the in the movement of 300 basis points in comes from .
Speaker #1: I would I would just add to that , Tyler , we don't give out the specific ASP in backlog on new versus existing , but I can tell you it is it is significantly higher .
Yeah.Imean, and you can see.
David Goldberg: I mean, and you can see.
[Analyst] (Oppenheimer): Yeah. Okay. That's all for me. Very helpful. Thank you.
Tyler Batory: Yeah. Okay. That's all for me. Very helpful. Thank you.
David Goldberg: You got it.
David Goldberg: You got it.
Speaker #1: Yeah . I mean .
Speaker #8: You yeah . Okay . That's all for me . Very helpful . Thank you .
Operator: Thank you. Our next question comes from Rohit Seth of B. Riley Securities. Your line is open.
Operator: Thank you. Our next question comes from Rohit Seth of B. Riley Securities. Your line is open.
Speaker #1: You got it .
Speaker #3: you . Thank Our next question comes from Rohit Seth of B Riley Securities . Your line is open .
David Goldberg: Hey, guys. Thanks for taking my question. Just on the litigation expense, was that a one-time charge or is it ongoing?
Rohit Seth: Hey, guys. Thanks for taking my question. Just on the litigation expense, was that a one-time charge or is it ongoing?
Speaker #9: Hey , guys . Thanks for taking my question . Just on the litigation expense , was that a one time charge ? Is that ongoing ?
David Goldberg: That is a one-time charge. As we mentioned in the remarks, it had to do with the community that we started construction in 2014. It's not our current product. It's not a repeating charge. It is a one-time charge.
David Goldberg: That is a one-time charge. As we mentioned in the remarks, it had to do with the community that we started construction in 2014. It's not our current product. It's not a repeating charge. It is a one-time charge.
Speaker #1: That is a one-time charge. As we mentioned in the remarks, it had to do with the community that we started construction in 2014.
David Goldberg: Okay. Where do you guys stand now on incentives? What was the change into the?
Rohit Seth: Okay. Where do you guys stand now on incentives? What was the change into the?
Speaker #1: It's not our current product . It's not a repeating charge . It is a it is a one time charge .
David Goldberg: Yeah. We don't give the exact incentive numbers out. It's not something we published, but I think it's safe to say that the margin degradation that you saw from Q4 to Q1 was in part because of higher incentives around mix.
David Goldberg: Yeah. We don't give the exact incentive numbers out. It's not something we published, but I think it's safe to say that the margin degradation that you saw from Q4 to Q1 was in part because of higher incentives around mix.
Speaker #9: Okay . And where do you guys stand now ? On on incentives . What was the change into into the . Yeah .
Speaker #1: We don't give the exact incentive numbers out. It's not going to be published. But I think it's safe to say that the margin degradation that you saw from Q4 to Q1 was because of, in part, higher incentives around mix.
David Goldberg: Okay. And with the industry looking to clear inventory in the December quarter, you guys opted not to go that route. How is your inventory positioning heading into the new year?
Rohit Seth: Okay. And with the industry looking to clear inventory in the December quarter, you guys opted not to go that route. How is your inventory positioning heading into the new year?
Speaker #9: Okay . And with the industry , you know , looking clear , inventory in the December quarter , you guys opted not to to to go that route .
David Goldberg: It's very healthy. We've got a combined spec position of in the sixes per community, down from in the sevens. So it's a little bit lighter like everybody else's. The finished inventory, I think, is in great spot for the spring selling season. So it's lower, but I think it gives us an opportunity. I mean, we really focus on what our production universe is as we think about tracking down profitability for the year. And I think the combination of better cycle times and the inventory position we have today gives us the unit inventory or the unit universe that can drive the EBITDA growth path that we described.
David Goldberg: It's very healthy. We've got a combined spec position of in the sixes per community, down from in the sevens. So it's a little bit lighter like everybody else's. The finished inventory, I think, is in great spot for the spring selling season. So it's lower, but I think it gives us an opportunity. I mean, we really focus on what our production universe is as we think about tracking down profitability for the year. And I think the combination of better cycle times and the inventory position we have today gives us the unit inventory or the unit universe that can drive the EBITDA growth path that we described.
Speaker #9: And how is your inventory positioning heading into the new year?
Speaker #2: It's it's very healthy . We've got a combined spec position of in the sixes per community down from in the sevens . So it's a little bit lighter like everybody else's .
Speaker #2: The finished inventory I think is in great spot for the the spring for selling season . So it's lower . But I think it gives us an opportunity .
Speaker #2: I mean we really focus on what our production universe is , is we think about tracking down profitability for the year . And I think the combination of better cycle times and the inventory position we have today give us the unit inventory that or the unit universe that that can drive the EBITDA growth path that we described .
David Goldberg: Okay. If demand were to snap back, what are your cycle times now? Are you guys well positioned to ramp back up pretty quickly?
Rohit Seth: Okay. If demand were to snap back, what are your cycle times now? Are you guys well positioned to ramp back up pretty quickly?
David Goldberg: Yeah. In the Q1, we added a little over two calendar weeks. We reduced our cycle time by about two calendar weeks. And I think in the starts in this next quarter, we'll get a little bit more. And when I think about that year-over-year, I really think about what's the last day of our fiscal year that we can sell a 2B built home and still get it started and closed by the end of our fiscal year. And gosh, in the middle of COVID, that cutoff day was like in January. And we've been slowly pushing it further out as we've been reducing cycle time. And in most of our markets now, we're in April or May. And that really helps, right?
David Goldberg: Yeah. In the Q1, we added a little over two calendar weeks. We reduced our cycle time by about two calendar weeks. And I think in the starts in this next quarter, we'll get a little bit more. And when I think about that year-over-year, I really think about what's the last day of our fiscal year that we can sell a 2B built home and still get it started and closed by the end of our fiscal year. And gosh, in the middle of COVID, that cutoff day was like in January. And we've been slowly pushing it further out as we've been reducing cycle time. And in most of our markets now, we're in April or May. And that really helps, right?
Speaker #9: demand , where to . If Okay snap back , what are your cycle times now you guys are well-positioned to to ramp back up pretty quickly .
Speaker #2: Yeah . In the first quarter we added a little over two calendar weeks were reduced . Our cycle time by about two calendar weeks .
Speaker #2: And I think in the in the starts in in this next quarter , we'll get a little bit more . And when I think about that year over year , I really think about what's the last day of our fiscal year that we can sell A to be built home and still get it started .
Speaker #2: And closed by the end of our fiscal year? And gosh, in the middle of COVID, that cutoff day was like in January.
Speaker #2: And we've been slowly pushing it further out as we've been reducing cycle time. And in most of our markets now, we're in April or May.
David Goldberg: That's the way it's maybe not a perfect way to think about it, but it's like adding 2 weeks to your fiscal year if you compress cycle time by 2 weeks because you've got the opportunity for that additional period to make those sales that you can get started and closed.
That's the way it's maybe not a perfect way to think about it, but it's like adding 2 weeks to your fiscal year if you compress cycle time by 2 weeks because you've got the opportunity for that additional period to make those sales that you can get started and closed.
Speaker #2: And that really helps . Right ? That's the way it's maybe not a perfect way to think about it , but it's like adding two weeks to your fiscal year if you compress cycle time by two weeks because you've got the opportunity for that additional period to those sales make that you can get started and closed .
David Goldberg: Okay. And then final question. With the government talking about intervening in the housing market, for you guys and your customers, what do you think would be more impactful, something on the rate side or the down payment side?
Rohit Seth: Okay. And then final question. With the government talking about intervening in the housing market, for you guys and your customers, what do you think would be more impactful, something on the rate side or the down payment side?
Speaker #9: Okay . And then final question , you know , with the government talking about intervening in the housing market for you guys in your customers , what do you think would be more impactful , something on the right side or do down payment side ?
David Goldberg: That's an interesting question. I mean, every buyer's got their own environment. We've been really focused on affordability, this math on the slide that I referred to. So I think a combination of wage growth and monthly payment reduction, and that's why we're so focused on utility savings, mortgage rate savings, and all of the things that we do. I think that's probably more important for our buyers than down payment assistance.
David Goldberg: That's an interesting question. I mean, every buyer's got their own environment. We've been really focused on affordability, this math on the slide that I referred to. So I think a combination of wage growth and monthly payment reduction, and that's why we're so focused on utility savings, mortgage rate savings, and all of the things that we do. I think that's probably more important for our buyers than down payment assistance.
Speaker #2: That's an interesting question . I mean , every buyer has got their own environment . We've been really focused on affordability . This math on the slide that I referred to .
Speaker #2: So, I think a combination of wage growth and monthly payment reduction, and that's why we're so focused on utility savings and mortgage rate savings and all of the things that we do.
David Goldberg: Okay. All right. That's all I got. Thank you.
Rohit Seth: Okay. All right. That's all I got. Thank you.
Speaker #2: I think that's probably more important for our buyers than the down payment assistance.
David Goldberg: Thanks, Rohit.
David Goldberg: Thanks, Rohit.
Operator: Thank you. I show no further questions.
Operator: Thank you. I show no further questions.
Speaker #9: Okay. All right. That's all I've got. Thank you.
David Goldberg: Okay. I want to thank everybody for joining us on our call this quarter, and we will talk to you in three months. Thank you very much. This concludes today's call.
David Goldberg: Okay. I want to thank everybody for joining us on our call this quarter, and we will talk to you in three months. Thank you very much. This concludes today's call.
Speaker #1: Thanks .
Speaker #3: Thank you. I show no further questions.
Speaker #1: Everybody, that concludes our quarter. We want to thank you for joining this call, and we will talk to you in three months. Thank you very much.
Operator: Thank you. This does conclude today's conference. You may disconnect at this time. Thank you and have a good day.
Operator: Thank you. This does conclude today's conference. You may disconnect at this time. Thank you and have a good day.
Speaker #1: This concludes today's call .
Speaker #3: Thank you . This does conclude today's conference . You may disconnect at this time . Thank you . And have a good day .
