Q3 2026 Copart Inc Earnings Call

May 21, 2026

Speaker #1: Please stand by. Good day, everyone, and welcome to the COPART INC third quarter fiscal 2026 earnings call. Just a reminder, today's conference is being recorded.

Operator: Good day, everyone. Welcome to the Copart, Inc. Q3 fiscal 2026 Earnings Call. Just a reminder, today's conference is being recorded. Before turning the call over to management, I will share Copart's safe harbor statement. The company's comments today include forward-looking statements within the meaning of the federal securities laws, including management's current views with respect to trends, opportunities, and uncertainties in the company's industry. These forward-looking statements involve substantial risks and uncertainties. For more detail on the risks associated with the company's business, we refer you to the section titled Risk Factors in the company's annual report on Form 10-K for the year ended July 31, 2025, and each of the company's subsequent quarterly reports on Form 10-Q. Any forward-looking statements are made as of today, and the company has no obligation to update or revise any forward-looking statements.

Operator: Good day, everyone. Welcome to the Copart, Inc. Q3 fiscal 2026 Earnings Call. Just a reminder, today's conference is being recorded. Before turning the call over to management, I will share Copart's safe harbor statement. The company's comments today include forward-looking statements within the meaning of the federal securities laws, including management's current views with respect to trends, opportunities, and uncertainties in the company's industry. These forward-looking statements involve substantial risks and uncertainties. For more detail on the risks associated with the company's business, we refer you to the section titled Risk Factors in the company's annual report on Form 10-K for the year ended 31 July 2025, and each of the company's subsequent quarterly reports on Form 10-Q. Any forward-looking statements are made as of today, and the company has no obligation to update or revise any forward-looking statements.

Speaker #1: Before turning the call over to management, I will share Copart's Safe Harbor statement. The company's comments today include forward-looking statements within the meaning of the federal securities laws, including management's current views with respect to trends, opportunities, and uncertainties in the company's industry.

Speaker #1: These forward-looking statements involve substantial risks and uncertainties. For more detail on the risks associated with the company's business, we refer you to the section titled 'Risk Factors' and the company's annual report on Form 10-K for the year ended July 31, 2025, and each of the company's subsequent quarterly reports on Form 10-Q.

Speaker #1: Any forward-looking statements are made as of today, and the company has no obligation to update or revise any forward-looking statements. I will now turn the call over to the company's CEO, Jeffrey Liaw.

Operator: I will now turn the call over to the company's CEO, Jeff Liaw.

Speaker #2: Welcome, and thank you for joining us for our call today. We're pleased to report the results of our third quarter, fiscal year 2026. I'll begin with some brief remarks on our insurance business before passing the call to Leah to provide a summary of our financial results.

Jeff Liaw: Welcome, thank you for joining us for our call today. We're pleased to report the results of our Q3 fiscal year 2026. I'll begin with some brief remarks on our insurance business before passing the call to Leah to provide a summary of our financial results. We'll take your questions. On our insurance business, first, for Q3 2026, our global insurance unit sales declined 2.7%, or 1.9%, excluding the effect of catastrophic volumes from a year ago. Our US insurance unit volume for the same period declined 4.2%, or just over 3%, excluding the effect of those same catastrophic units. We believe the long-term growth algorithm for our insurance business remains very much intact, that over many years we've observed modest gradual declines in accident frequency, which are then more than offset by increases in total loss frequency.

Speaker #2: We'll then take your questions. On our insurance business—first, for the third quarter of 2026, our global insurance unit sales declined 2.7%, or 1.9% excluding the effect of catastrophic volumes from a year ago.

Speaker #2: Our U.S. insurance unit volume for the same period declined 4.2%, or just over 3% excluding the effect of those same catastrophic units. We believe the long-term growth algorithm for our insurance business remains very much intact.

Speaker #2: Over many years, we've observed modest, gradual declines in accident frequency, which are then more than offset by increases in total loss frequency. Total loss frequency is, in turn, a function of ever-rising repair costs, but more importantly, the differentiated returns that Copart generates by finding the highest and best use for a car globally.

Jeff Liaw: Total loss frequency is, in turn, a function of ever-rising repair costs, but more importantly, the differentiated returns that Copart generates by finding the highest and best use for a car globally, which is often full restoration back to roadworthiness. Nevertheless, the underlying drivers of near-term volume trends remain consistent with those we've discussed with you in prior quarters. A portion of this volume variance reflects shifts in policy and force mix among insurance carriers. As we indicated previously, these trends tend to have been cyclical historically, and we have observed moderation in some of these trends among large US insurance carriers in recent quarters. Claims activity also remains somewhat softer as consumers continue adjusting their insurance purchasing behavior in response to rising premiums.

Speaker #2: Which is often full restoration back to road-worthiness. Nevertheless, the underlying drivers of near-term volume trends remain consistent with those we've discussed with you in prior quarters.

Speaker #2: A portion of this volume variance reflects shifts in policy and force mix among insurance carriers. And as we indicated previously, these trends tend to have been cyclical historically.

Speaker #2: And we have observed moderation in some of these trends among large U.S. insurance carriers in recent quarters. Claims activity also remains somewhat softer, as consumers continue adjusting their insurance purchasing behavior in response to rising premiums.

Speaker #2: As one indicator of this trend from a macro level, earned car years, according to ISS Fast Track, have declined 4% year-over-year in the fourth calendar quarter of 2025, while vehicles in operation grew 1.4%.

Jeff Liaw: As one indicator of this trend from a macro level, earned car years, according to ISS Fast Track, have declined 4% year over year in Q4 2025, while vehicles in operation grew 1.4%. We believe this divergence, declining insurance coverage against a growing vehicle fleet, is clear evidence of the consumer pullback on insurance coverage. As one other strong indication of consumers absorbing ever more of the financial burdens of their claims, CCC has published data indicating that 25% of repairs are now self-pay, and that in response, they've actually created a buy now, pay later product to support those consumers. Long-term historical data, though, indicates that this consumer retrenchment phenomenon regarding insurance coverage is cyclical and likely counter-inflationary. When consumers feel pocketbook pressure, especially on a lagged basis regarding their auto insurance rates, they dial back their coverage. The same has been true in reverse.

Speaker #2: We believe this divergence—declining insurance coverage against a growing vehicle fleet—is clear evidence of the consumer pullback on insurance coverage. As one other strong indication of consumers absorbing ever more of the financial burdens of their claims, CCC has published data indicating that 25% of repairs are now self-pay, and that in response, they've actually created a buy now, pay later product to support those consumers.

Jeff Liaw: As one other strong indication of consumers absorbing ever more of the financial burdens of their claims, CCC has published data indicating that 25% of repairs are now self-pay, and that in response, they've actually created a buy now, pay later product to support those consumers. Long-term historical data, though, indicates that this consumer retrenchment phenomenon regarding insurance coverage is cyclical and likely counter-inflationary. When consumers feel pocketbook pressure, especially on a lagged basis regarding their auto insurance rates, they dial back their coverage. The same has been true in reverse.

Speaker #2: Long-term historical data, though, indicates that this consumer retrenchment phenomenon regarding insurance coverage is cyclical and likely counter-inflationary. When consumers feel pocketbook pressure, especially on a lagged basis regarding their auto insurance rates, they dial back their coverage.

Speaker #2: The same has been true in reverse. This softness in claims activity has been partially offset by continued increases in total loss frequency, consistent with the very long-term industry trend.

Jeff Liaw: This softness in claims activity has been partially offset by continued increases in total loss frequency, consistent with the very long-term industry trend. The underlying forces here have been remarkably consistent, rising repair costs on the one hand, and on the other, increasing auction returns at Copart. Total loss frequency for Q1 2026 reached 23.6%, an increase of almost 5 full percentage points over the past 4 years. Although we always report this metric, it sounds like we describe it as an industry metric. We are very much not passive beneficiaries of an increase in total loss frequency. We have helped drive it upwards, and we view it as our ongoing responsibility to drive ever-better auction returns, which then increases the attractiveness of the total loss pathway to insurance carriers who are considering various possibilities for resolving their claims.

Speaker #2: The underlying forces here have been remarkably consistent: rising repair costs on the one hand, and on the other, increasing auction returns at Copart. Total loss frequency for the first calendar quarter 2026 reached 23.6%, an increase of almost five full percentage points over the past four years.

Speaker #2: Although we always report this metric, it sounds like we describe it as an industry metric. We are very much not passive beneficiaries of an increase in total loss frequency.

Speaker #2: We have helped drive it upwards, and we view it as our ongoing responsibility to drive ever-better auction returns, which then increases the attractiveness of the total loss pathway to insurance carriers who are considering various possibilities for resolving their claims.

Speaker #2: We are focused, as always, on delivering superior outcomes for our clients—first and foremost through auction returns, but also, of course, through our differentiated service offerings, from vehicle retrieval to title processing.

Jeff Liaw: We are focused, as always, on delivering superior outcomes for our clients, first and foremost through auction returns, but also, of course, through our differentiated service offerings from vehicle retrieval to title processing. We continue to invest heavily in our technology platforms, our physical infrastructure, and our global buyer network to enable those outcomes, representing absolute investment levels that substantially exceed the balance of the industry collectively. We do so proudly as stewards of the industry. On returns specifically, despite the logistical and economic disruptions of global conflict, US insurance ASPs increased 4.1% year over year for the quarter, reaching a seasonally adjusted all-time record high for Copart insurance ASPs in the Q3.

Speaker #2: We continue to invest heavily in our technology platforms, our physical infrastructure, and our global buyer network to enable those outcomes. Representing absolute investment levels, they substantially exceed the balance of the industry collectively.

Speaker #2: We do so proudly as stewards of the industry. On returns specifically, despite the logistical and economic disruptions of global conflict, US insurance ASPs increased 4.1% year over year for the quarter, reaching a seasonally adjusted all-time record high for Copart insurance ASPs in the third quarter.

Speaker #2: Consistent with our prior discussions, international buyers are a critical driver of these auction returns, and today represent more than a third of the volume sold at US COPART auctions and nearly half of our auction proceeds.

Jeff Liaw: Consistent with our prior discussions, international buyers are a critical driver of these auction returns, and today represent more than a third of the volume sold at US Copart auctions and nearly half of our auction proceeds. In any given month or quarter, the precise mix of participating countries can surely vary. For example, given recent conflicts, direct participation in US auctions from certain Middle Eastern markets has declined year over year. What has sustained overall demand has been the breadth and diversification of this buyer base. As certain corridors moderated, others expanded to fill the gap, including parts of Central Europe, West Africa, Central America, and the Caribbean. The virtue of robust auction liquidity is that no single seller or buyer, and in fact, no single region, country, or currency unduly influences the auction outcomes we deliver to our sellers.

Speaker #2: In any given month or quarter, the precise mix of participating countries can surely vary. For example, given recent conflicts, direct participation in US auctions from certain Middle Eastern markets has declined year over year.

Speaker #2: What has sustained overall demand has been the breadth and diversification of this buyer base. As certain corridors moderated, others expanded to fill the gap, including parts of Central Europe, West Africa, Central America, and the Caribbean.

Jeff Liaw: What has sustained overall demand has been the breadth and diversification of this buyer base. As certain corridors moderated, others expanded to fill the gap, including parts of Central Europe, West Africa, Central America, and the Caribbean. The virtue of robust auction liquidity is that no single seller or buyer, and in fact, no single region, country, or currency unduly influences the auction outcomes we deliver to our sellers.

Speaker #2: The virtue of robust auction liquidity is that no single seller or buyer, and in fact, no single region, country, or currency unduly influences the auction outcomes we deliver to our sellers.

Speaker #2: The resilience of our marketplace comes from the depth and diversity of a buyer network we have spent decades cultivating, now spanning more than 160 countries worldwide.

Jeff Liaw: The resilience of our marketplace comes from the depth and diversity of a buyer network we have spent decades cultivating, now spanning more than 160 countries worldwide. That network breadth is a meaningful driver of returns for our insurance clients. Our analysis also shows that international buyers, finance buyers, new buyers, and particularly crossover buyers, which I will describe in greater detail, are critical enablers of the higher auction returns that we generate for our sellers. We call crossover buyers those members who first discover Copart and engage with us in search of a vehicle sold by rental car companies, financial institutions, dealers, and the like, who then discover the wealth of products available from insurance sellers and then engage as buyers there as well.

Speaker #2: That network breadth is a meaningful driver of returns for our insurance clients. Our analysis also shows that international buyers finance to buyers, new buyers, and particularly crossover buyers, which I'll describe in greater detail.

Speaker #2: Are critical enablers of the higher auction returns that we generate for our sellers. We call crossover buyers those members who first discover Copart and engage with us in search of a vehicle sold by rental car companies.

Speaker #2: Financial institutions, dealers, and the like, who then discover the wealth of product available from insurance sellers and then engage as buyers there as well.

Speaker #2: Looking back over the past three years, of the more than 30,000 buyers who first entered the Copart ecosystem by virtue of those non-insurance vehicles, a strong majority would bid on an insurance vehicle within the first 90 days of their engagement.

Jeff Liaw: Looking back over the past 3 years, of the more than 30,000 buyers who first entered the Copart ecosystem by virtue of those non-insurance vehicles, a strong majority would bid on an insurance vehicle within the first 90 days of their engagement. Whatever we or anyone else asserts about their auction liquidity, the best testimony for auction liquidity is your seller participation. Our sellers vote with their feet by entrusting ever more of their volume to us on a pure sale basis. They know that by virtue of Copart's buyer recruitmentproduct discovery and auction management practices that we will yield the highest and best value the first time through our auction. In fact, today, for US insurance sellers at Copart, the mix of pure sale units is at all-time highs.

Speaker #2: Whatever we or anyone else asserts about their auction liquidity, the best testimony for auction liquidity is your seller participation. Our sellers vote with their feet by entrusting ever more of their volume to us on a pure sale basis.

Speaker #2: They know that, by virtue of Copart's buyer recruitment, product discovery, and auction management practices, we will yield the highest and best value the first time through our auction.

Speaker #2: And in fact, today, for US insurance sellers at Copart, the mix of pure sale units is at all-time highs. We estimate that our pure sale insurance volume is literally an order of magnitude higher than what is available at other similar platforms.

Jeff Liaw: We estimate that our Pure Sale insurance volume is literally an order of magnitude higher than what is available at other similar platforms. We recently completed our 2026 Insurance Advisory Board meeting, a gathering of our largest US insurance clients together to discuss current and future catalysts of change in our industry, including, of course, very notably, artificial intelligence deployment. It marks, though, just one visible moment in our ongoing day-to-day engagement with our clients to extend and expand our commercial relationships as we handle ever more of the claims processes for them, including providing them the AI-enabled tools to make front-end total loss decisions more quickly and more accurately through to title procurement, loan settlement, and ultimately auction as well. With that, I'll turn the call over to Leah Stearns.

Speaker #2: We recently completed our 2026 Insurance Advisory Board meeting—a gathering of our largest U.S. insurance clients to discuss current and future catalysts of change in our industry.

Speaker #2: Including, of course, very notably, artificial intelligence—one visible moment in our ongoing day-to-day engagement with our clients to extend and expand our commercial relationships, as we handle ever more of the claims processes for them.

Speaker #2: Including providing them the AI-enabled tools to make front-end total loss decisions more quickly and more accurately, through to title procurement, loan settlement, and ultimately auction as well.

Speaker #2: With that, I'll turn the call over to Leah Stearns.

Speaker #1: Thank you, Jeff, and good afternoon to everyone on the call. I'll begin by walking through our financial results for the quarter, beginning with our consolidated performance, followed by a review of our US and international segments.

Leah Stearns: Thank you, Jeff. Good afternoon to everyone on the call. I'll begin by walking through our financial results for the quarter, beginning with our consolidated performance, followed by a review of our US and international segments. For Q3, consolidated revenue grew to $1.24 billion, up 2.1% year over year, driven by strength in both service and purchased vehicle sales. During the quarter, we continued to see expansion in average selling prices, which rose 4.6% and more than offset a modest decline in unit volumes of 2.4%. On the insurance side, global units were down 2.7%, consistent with the industry dynamics Jeff outlined, while global non-insurance units decreased 1.4%. Notably, while global inventory was down 2% from the prior year, global assignment volumes grew at a low single-digit pace. From a profitability standpoint, the quarter was strong.

Speaker #1: For the third quarter, consolidated revenue grew to $1.24 billion, up 2.1% year over year, driven by strength in both service and purchased vehicle sales.

Speaker #1: During the quarter, we continued to see expansion in average selling prices, which rose 4.6% and more than offset a modest decline in unit volumes of 2.4%.

Speaker #1: On the insurance side, global units were down 2.7%, consistent with the industry dynamics Jeff outlined, while global non-insurance units decreased 1.4%. Notably, while global inventory was down 2% from the prior year, global assignment volumes grew at a low single-digit pace.

Speaker #1: From a profitability standpoint, the quarter was strong. Global gross profit increased 3.7% to $572.6 million, with global gross margins increasing 71 basis points to 46.3%.

Leah Stearns: Global gross profit increased 3.7% to $572.6 million, with global gross margins increasing 71 basis points to 46.3%. During the quarter, we continued to invest across our platform to enhance the products and services we offer to participants across our global marketplace. This includes the recent launch of our domestic long-haul delivery services in the US. Operating income grew 2.8% to $464.3 million. Net income was $402.4 million, and earnings per diluted share increased 2.4% to $0.43, benefiting in part from our ongoing share repurchase activity. Turning to our US segment, total units declined 4.2%, or 3.3% excluding Copart Direct units. Insurance volumes decreased 4.2%, which are consistent with the claims frequency trends Jeff described a few moments ago. Beyond insurance, we are seeing encouraging momentum across our diversified seller base.

Speaker #1: During the quarter, we continued to invest across our platform to enhance the products and services we offer to participants across our global marketplace. This includes the recent launch of our domestic long-haul delivery services in the U.S.

Speaker #1: Operating income grew 2.8% to $464.3 million, net income was $402.4 million, and earnings per diluted share increased 2.4% to $0.43. Benefiting in part from our ongoing share repurchase activity.

Speaker #1: Turning to our US segment, total units declined 4.2%, or 3.3% excluding Copart Direct units. Insurance volumes decreased 4.2%, which is consistent with the claims frequency trends Jeff described a few moments ago.

Speaker #1: Beyond insurance, we are seeing encouraging momentum across our diversified seller base. Our dealer services and powersports businesses grew units by 1%, and our Blue Car commercial consignment channel expanded by over 4% over the prior year.

Leah Stearns: Our dealer services and powersports businesses grew units by 1%, and our Blue Car commercial consignment channel expanded by over 4% over the prior year. Combined fleet and finance seller volume grew at a healthy double-digit pace, which was partially offset by the continued impact of higher repair activity we've seen among our rental customers. Our Copart Direct unit volume declined 26.3% as we have continued to strategically shift lower-value units to our direct buy channel. On the inventory side, US inventory was down 4.7% year over year, and US assignments declined at a low single-digit pace during the quarter. Shifting to Purple Wave, our focus on organic territory sales expansion continues to yield strong gross transaction value growth, which was more than 25% for the last 12 months.

Speaker #1: Combined fleet and finance seller grew at a double-digit pace, which was partially offset by the continued impact of higher repair activity we've seen among our rental customers.

Speaker #1: Our COPART direct unit volume declined 26.3% as we have continued to strategically shift lower-value units to our direct buy channel. On the inventory side, U.S. inventory was down 4.7% year over year, and U.S. assignments declined at a low single-digit pace during the quarter.

Speaker #1: Shifting to Purple Wave, our focus on organic territory sales expansion continues to yield strong gross transaction value growth, which was more than 25% for the last 12 months.

Speaker #1: The momentum we are experiencing is being fueled by strong traction in our expansion markets and deepening relationships with select enterprise accounts, which is a real testament to the progress our team is making to scale their platform.

Leah Stearns: The momentum we are experiencing is being fueled by strong traction in our expansion markets and deepening relationships with select enterprise accounts, which is a real testament to the progress our team is making to scale their platform. On revenue, the US segment was essentially flat, down 0.4%, as higher revenue per unit largely was offset by volume headwinds. Insurance ASPs increased 4.1%, non-insurance ASPs increased 3.7%, and purchased unit ASPs increased 23%. US gross profit grew to $484.1 million, up 0.9%, and gross profit margin was 48.3%. Operating income is $390.4 million, reflecting a 38.9% operating margin. Internationally, the story is one of continued momentum. Total units sold increased 5.9%, with insurance units up 4.6% and non-insurance units growing at an impressive 11.2% in the quarter. Inventory in our international segment increased over 10% from a year ago period, and international assignments increased at a low teens pace.

Speaker #1: On revenue, the US segment was essentially flat, down 0.4%, as higher revenue per unit was largely offset by volume headwinds. Insurance ASPs increased 4.1%, non-insurance ASPs increased 3.7%, and purchased unit ASPs increased 23%.

Speaker #1: US gross profit grew to $484.1 million, up 0.9%, and gross profit margin was 48.3%. Operating income is $390.4 million, reflecting a 38.9% operating margin.

Leah Stearns: US gross profit grew to $484.1 million, up 0.9%, and gross profit margin was 48.3%. Operating income is $390.4 million, reflecting a 38.9% operating margin. Internationally, the story is one of continued momentum. Total units sold increased 5.9%, with insurance units up 4.6% and non-insurance units growing at an impressive 11.2% in the quarter. Inventory in our international segment increased over 10% from a year ago period, and international assignments increased at a low teens pace.

Speaker #1: Internationally, the story is one of continued momentum. Total units sold increased 5.9%, with insurance units up 4.6% and non-insurance units growing at an impressive 11.2% in the quarter.

Speaker #1: Inventory in our international segment increased over 10% from the year-ago period, and international assignments increased at a low-teens pace. These trends reflect the broad-based growth that we are seeing across our diversified international footprint, with particularly strong contributions from the UK, Germany, and Canada.

Leah Stearns: These trends reflect the broad-based growth that we are seeing across our diversified international footprint, with particularly strong contributions from the UK, Germany, and Canada. For the quarter, international revenue grew 14.1%, or 7.9% excluding the positive impact of foreign currency fluctuations, to $234.2 million. The primary source of growth internationally came from service revenues, which were up 17.9%, which was driven by a 10.5% increase in fee revenue per unit and strong volume growth. Revenue per unit was positively impacted by strong ASP growth, with insurance ASPs increasing 8.4% and non-insurance ASPs growing 16.7%. The profit picture was equally compelling, with gross profit increasing 21.9% and operating income reaching $73.8 million, representing a 31.5% operating margin. Turning to our capital structure and liquidity. Copart remains in an exceptionally strong financial position.

Speaker #1: For the quarter, international revenue grew 14.1%, or 7.9% excluding the positive impact of foreign currency fluctuations, to $234.2 million. The primary source of growth internationally came from service revenues, which were up 17.9%. This was driven by a 10.5% increase in fee revenue per unit and strong volume growth.

Speaker #1: Revenue per unit was positively impacted by strong ASP growth, with insurance ASPs increasing 8.4% and non-insurance ASPs growing 16.7%. The profit picture was equally compelling.

Speaker #1: With gross profit increasing 21.9% and operating income reaching $73.8 million, representing a 31.5% operating margin. Finally, turning to our capital structure and liquidity, Copart remains in an exceptionally strong financial position.

Speaker #1: We ended the quarter with liquidity of approximately $5.5 billion, which includes $4.2 billion in cash and equivalents in held-to-maturity securities, and no debt. Our balance sheet gives us tremendous flexibility to be opportunistic investors throughout business and credit cycles.

Leah Stearns: We ended the quarter with liquidity of approximately $5.5 billion, which includes $4.2 billion in cash and equivalents in held to maturity securities and no debt. Our balance sheet gives us tremendous flexibility to be opportunistic investors throughout business and credit cycles. We continue to generate robust free cash flow, which has increased 12% year to date, supported by disciplined capital allocation into land, facilities, and technology, which positions us to efficiently serve both insurance and non-insurance clients while delivering strong operating efficiency. On the capital return front, we continued to repurchase shares during Q3 through a combination of 10b5-1 and open market transactions. Fiscal year to date, we have repurchased over 43.4 million shares for an aggregate amount of over $1.6 billion, underscoring our confidence in the future growth prospects for Copart and the long-term value of our business.

Speaker #1: We continue to generate robust free cash flow, which has increased 12% year to date. Supported by disciplined capital allocation into land, facilities, and technology, which positions us to efficiently serve both insurance and non-insurance clients while delivering strong operating efficiency.

Speaker #1: On the capital return front, we continued to repurchase shares during the third quarter through a combination of 10b5-1 and open market transactions. Fiscal year to date, we have repurchased over 43.4 million shares for an aggregate amount of over $1.6 billion, underscoring our confidence in the future growth prospects for Copart and the long-term value of our business.

Speaker #1: Thank you, and with that, we'll open up the call for questions.

Leah Stearns: Thank you, and with that, we'll open up the call for questions.

Speaker #2: Thank you. Ladies and gentlemen, if you would like to ask a question, please press star one on your telephone keypad, and the confirmation tone will indicate your line is in the question queue.

Operator: Thank you. Ladies and gentlemen, if you would like to ask a question, please press star one on your telephone keypad, and a confirmation tone will indicate your line is in the question queue. You may press star two if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment please while we poll for questions. The first question comes from the line of Bob Labick with CJS Securities. Please proceed.

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

Speaker #2: One moment, please, while we pull for questions. And the first question comes from the line of Bob Labick with CJS Securities. Please proceed.

Speaker #3: Good afternoon. Thanks for taking our questions.

Bob Labick: Good afternoon, and thanks for taking our questions.

Speaker #4: Hi, Bob.

Jeff Liaw: Hey, Bob.

Speaker #3: Hey, so I wanted to start on fuel. Fuel prices and transportation costs are up across the economy and talked about a lot in general, and I was wondering if you could remind us how it flows through for Copart now.

Bob Labick: Hey. I wanted to start on fuel. Fuel prices, transportation costs are up across the economy and talked about a lot in general. I was wondering if you could remind us how it flows through for Copart now. I think years ago it was all company fleet, then you outsourced your fleet. I think you kind of have a hybrid towing fleet now. If you could give us color on the impact and do you charge surcharges pricing to your customers, or how do you mitigate fuel as well?

Speaker #3: I think years ago, it was all company fleet. Then you outsourced your fleet. I think you kind of have a hybrid towing fleet now.

Speaker #3: So if you could give us color on the impact, and do you charge surcharges or pricing to your customers, or how do you mitigate fuel as well?

Speaker #4: Great. Thanks for your question, Bob. The fuel we use, as you noted, is a hybrid. We do manage our own in-house truck fleet. We do have a substantial program that we call 'truck in a box.'

Jeff Liaw: Great. Thanks for your question, Bob Labick. The fuel, we are, as you noted, a hybrid. We do manage our own in-house truck fleet. We do have a substantial program that we call Truck in a Box, in which we help contractors and help support their businesses with a structured lease program and a structured tow program with us as well. We have cultivated liquidity on the towing side with some mix of our owned assets as well as the supported third parties as well. As you know, for many years, we have leveraged a large third-party subcontractor network as well. All three of the above. Not surprisingly, fuel is very relevant to all of them.

Speaker #4: In which we help contractors and help support their businesses with a structured lease program and a structured tow program with us as well. So we have cultivated liquidity on the towing side with some mix of our owned assets as well as the supported third parties as well.

Speaker #4: And then, as you know, for many years we have leveraged the large third-party subcontractor network as well. So, all three of the above. And, not surprisingly, fuel is very relevant to all of them.

Speaker #4: And so we have been thoughtfully responsive with them, as necessary, to adjust rates to ensure ongoing service and to ensure that they also can, long term, prosperously support us—our business, as well as the business of our clients.

Jeff Liaw: We have been thoughtfully responsive with them as necessary to adjust rates to ensure ongoing service and to ensure that they also can long-term prosperously support us, our business, as well as the business of our clients. It's a microeconomic decision market by market, but we do have to account, of course, for that input cost in our business.

Speaker #4: So it's a microeconomic decision, market by market, but we do have to account, of course, for that input cost in our business.

Speaker #3: Okay, understood. Great. And then I guess one bigger picture question—in terms of the decline in new car sales in SAR that kind of started in 2020 from COVID—how do you see that? Is there an impact on expected salvage volumes in 2027 and beyond, as those cohorts start hitting the sweet spot for total loss frequency?

Bob Labick: Okay. Understood. Great. Then, I guess one bigger picture question in terms of the decline in new car sales and SAR kind of started in 2020 from COVID. How do you see that, is there an impact on expected salvage volumes in 2027 and beyond as those cohorts start hitting the sweet spot for total loss frequency? I know there's lots of other variables. You talked about insurance affordability claims or in car years, et cetera, which can be offsetting. I guess if I drive it down to one thing, you talk about the kind of the macro drivers and that one in particular, the decline in SAR, and then more so just the biggest Copart specific growth drivers over the next five years, noting that macro is a little bit tough.

Speaker #3: I know there are lots of other variables—you talked about insurance affordability, claims, and car years, etc.—which can be offsetting. But I guess if I drive it down to one thing, can you talk about the macro drivers in that one in particular, the decline in SAR, and then, more so, just the biggest Copart-specific growth drivers over the next five years?

Speaker #3: Noting that macro is a little bit tough.

Speaker #4: Yeah, a very good question. And Bob, if I just conjecture on my part, I think in your mind, you may be thinking there are some auction houses, for example, who sell vehicles on behalf of OEMs at the end of a lease.

Jeff Liaw: Yeah, that's a very good question. Bob, if I just conjecture on my part, but I think in your mind you may be thinking there's some auction houses, for example, who sell vehicles on behalf of OEMs at the end of a lease. If in 1 year there are very few lease originations, then 3, 5, 7 years hence, perhaps there are fewer vehicles to sell then. For us, the catalyst is much less when the cars enter the ecosystem in the first place. Whether the car was sold originally in 2018, 2019, 2020, or 2021 is not especially of consequence to us. What really matters to us is that the vehicles are on the road, period. That there are cars being driven, miles being traversed in the cars themselves. Of course, collision rates, total loss rates as well.

Speaker #4: And so, if in one year there are very few lease originations, then three, five, seven years hence, perhaps there are fewer vehicles to sell then.

Speaker #4: For us, the catalyst is much less when the cars enter the ecosystem in the first place. So, whether the car was sold originally in ’18, ’19, ’20, or ’21 is not especially of consequence to us.

Speaker #4: What really matters to us is that the vehicles are on the road, period. That there are cars being driven miles, being traversed, and the cars themselves.

Speaker #4: And then, of course, collision rates, total loss rates as well. So at least in theory, even at the extremes, if you completely eliminated all new cars sold in 2021 altogether—which is not that far from the truth, given what we now know of the semiconductor crisis at the time—that doesn't have any real pronounced effects, given the way our supply is a layered cake of more than a decade’s worth of new car shipments.

Jeff Liaw: At least in theory, even at the extremes, if you completely eliminated all new cars sold in 2021 altogether, which is not that far from the truth given what we now know of the semiconductor crisis at the time, that doesn't have any real pronounced effects given the way our supply is a layer cake of more than a decade's worth of new car shipments. Right? Any given 1 or 2 or 3 years of disruption, so long as it doesn't coincide with a dramatic decline in miles driven, which in turn would really be the independent variable of consequence, not the new cars to begin with.

Speaker #4: So, any given one-off disruption—so long as it doesn't coincide with a dramatic decline in miles driven, which, in turn, would really be the independent variable of consequence, not the new cars to begin with.

Bob Labick: Got it. Understood. Just the primary drivers, I guess would be my last one, I'll get back in queue, 4-year growth over the next 5 years.

Speaker #3: Got it. Understood. And then, just the primary drivers—that, I guess, would be my last one. I'll get back in queue. Four-year growth over the next five years.

Speaker #4: Sure. I think you heard me walk through principally the insurance side of the house, which is to say that the insurance industry has been a strong growth lever for us for decades, even on a same-client basis, so to speak, as accident frequency has historically been very much more than offset by rising total loss frequency.

Jeff Liaw: Sure. I think you heard me walk through principally the insurance side of the house, which is to say that the insurance industry has been a strong growth lever for us for decades, even on a same client basis, so to speak, as accident frequency has historically been very much more than offset by rising total loss frequency. The catalysts for that phenomenon, we think, largely remain true. That's the insurance business part one in all the markets in which we already do business today. Lever 2, you heard Lee and I both talk about some, which is the liquidity that we are pursuing and succeeding in obtaining in non-insurance markets. These are the rental car companies, dealers, corporate fleets, and financial institutions who are increasingly entrusting us with their vehicles as well.

Speaker #4: The catalysts for that phenomenon, we think, largely remain true. So that's the insurance business, part one. In all the markets in which we already do business today.

Speaker #4: Lever number two—you heard Lee and I both talk about some—is the liquidity that we are pursuing and succeeding in obtaining in non-insurance markets.

Speaker #4: These are the rental car companies, dealers, corporate fleets, and financial institutions who are increasingly entrusting us with their vehicles as well. As you know from our prior discussions, Bob, the nature of rising total loss frequency means that we are ever more selling actual cars and not selling baskets of parts or not selling baskets of raw materials.

Jeff Liaw: As you know from our prior discussions, Bob, the nature of rising total loss frequency means that we are ever more selling actual cars and not selling baskets of parts, or not selling baskets of raw materials. To the extent that we're selling vehicles that are drivable, that are worth $5,000, $10,000, $15,000, $20,000 plus, we become with each passing day and year, the more appropriate forum for a growing variety of vehicles, including those vehicles from the aforementioned institutions. That has been a meaningful growth lever for the past 5 years. With the confluence of total loss frequency and the natural flywheel effect of earning more of those cars, we expect more liquidity to come from those sources as well. We have expanded globally, as you know, perhaps most notably in 2007, so almost 20 years ago.

Speaker #4: And to the extent that we're selling vehicles that are drivable, that are worth $5,000, $10,000, $15,000, become with each passing day and year the more appropriate forum for a growing variety of vehicles, including those vehicles from the aforementioned institutions.

Speaker #4: So, that's a big lever that has been a meaningful growth driver for the past five years. And with the confluence of total loss frequency and the natural flywheel effect of earning more of those cars, we expect more liquidity to come from those sources as well.

Speaker #4: We have expanded globally—as you know—perhaps most notably in 2007. So, almost 20 years ago. We're approaching the anniversary soon of our entry into the United Kingdom.

Jeff Liaw: We're approaching the anniversary soon of our entry into the United Kingdom. We now also operate, and operate profitably in Spain, Germany, Finland, the Middle East, Canada, Brazil, et cetera. International expansion has historically been a part of our playbook as well. There are some countries that still share many of the characteristics that make total loss so compelling in the markets I just mentioned. There are other markets that will no doubt emerge over the course of the next 20 years, 10 or 20 years as well. International expansion, also relevant. The one thing I skipped over, I glossed over briefly, is the total loss frequency. When I mentioned at the outset that we view it as our responsibility to help drive total loss frequency upwards, right?

Speaker #4: We now also operate, and operate profitably, in Spain and Germany, Finland, the Middle East, Canada, Brazil, etc. So international expansion has historically been part of our playbook as well.

Speaker #4: There are some countries that still share many of the characteristics that make total loss so compelling in the markets I just mentioned. There are other markets that will no doubt emerge over the course of the next 10 or 20 years as well.

Speaker #4: So, international expansion is also relevant. The one thing I skipped over, or glossed over briefly, is the total loss frequency. When I mentioned at the outset that we view it as our responsibility to help drive total loss frequency upwards, right?

Speaker #4: Insofar as we play an affirmative role in enhancing the economics of total loss, we can help insurance carriers literally save money, right? Every time they choose to total a car instead of repairing it because we could generate a better return by selling the car to Poland or to Central America.

Jeff Liaw: Insofar as we play an affirmative role in enhancing the economics of total loss, we can help insurance carriers literally save money every time they choose to total a car instead of repairing it, because we could generate a better return by selling the car to Poland or to Central America. We are helping them. We're helping preserve their P&Ls. We're helping them keep their rates lower to their policyholders as well. That sounds esoteric, but it's a very real part of what we do day to day, is to build the tools to enable them to make that decision, partner with them to incorporate it more and more upstream. The earlier the better, right? As you know, in the United States, at the scene of the accident, those tows typically are directed not by the insurance carriers or even by the policyholders. Those typically happen on police rotation.

Speaker #4: We are helping them; we're helping preserve their P&Ls; we're helping them keep their rates lower to their policyholders as well. So that sounds esoteric, but it's a very real part of what we do day to day—to build the tools to enable them to make that decision, partner with them to incorporate it more and more upstream.

Jeff Liaw: That sounds esoteric, but it's a very real part of what we do day to day, is to build the tools to enable them to make that decision, partner with them to incorporate it more and more upstream. The earlier the better, right? As you know, in the United States, at the scene of the accident, those tows typically are directed not by the insurance carriers or even by the policyholders. Those typically happen on police rotation.

Speaker #4: The earlier, the better, right? As you know, in the United States, at the scene of the accident, those tows typically are directed not by the insurance carriers or even by the policyholders.

Speaker #4: Those typically happen on police rotation. So that's a difficult moment at which to intercept the vehicle, but we are moving upstream. The closer to that moment, the better in terms of arresting depreciation or arresting the accumulation of advanced charges and equipping the insurance carriers to make a better and faster total loss decision.

Jeff Liaw: That's a difficult moment in which to intercept the vehicle. We are moving upstream. The closer to that moment, the better in terms of arresting depreciation or arresting the accumulation of advanced charges, and equipping the insurance carriers to make a better and faster total loss decision. Those are the big levers. You've heard us also talk about the ecosystem that we serve. You heard Leah talk today some about logistics and long-haul towing. We are pursuing those initiatives both because they can be profit streams for us, but also because they reduce friction, right? The better that logistics and financing and warranty and so forth can be for our buyers, the greater the breadth of buyers who can reasonably participate on any given car that is sold at a Copart auction.

Speaker #4: So those are the big levers. You've also heard talk about the ecosystem that we serve. You heard Leah talk today, some about logistics and long-haul towing.

Speaker #4: We are pursuing those initiatives both because they can be profit streams for us, but also because they reduce friction, right? The better that logistics and financing and warranty and so forth can be for our buyers, the greater the breadth of buyers who can reasonably participate on any given car that is sold at a Copart auction.

Speaker #3: Wonderful. That's great. Thank you so much for all the detail.

Bob Labick: Wonderful. That's great. Thank you so much for all the detail.

Speaker #4: Yeah.

Jeff Liaw: Yeah.

Speaker #3: The next question comes from the line of Craig Tennyson with Baird. Please proceed.

Operator: The next question comes from the line of Craig Kennison with Baird. Please proceed.

Speaker #5: Hey, good afternoon. Thanks for taking my questions as well. Jeff, it sounds like you hosted a forum for your insurance partners. I'm just curious, first, what are those insurance partners saying about the outlook for claims in 2026, 2027?

Craig Kennison: Hey, good afternoon. Thanks for taking my questions as well. Jeff, it sounds like you hosted a forum for your insurance partners. I'm just curious, first, what are those insurance partners saying about the outlook for claims in 2026, 2027? You had also mentioned some catalysts for change in the industry, and I wondered if you would elaborate on some of those catalysts.

Speaker #5: And then you had also mentioned some catalysts for change in the industry, and I wondered if you would elaborate on some of those catalysts.

Speaker #4: Sure. Appreciate the question, Craig. This is an annual gathering we have of our major insurance clients here in the US. In some respects, it's a big deal because we're gathered face-to-face for several days in a row and talking about some really meaty matters together.

Jeff Liaw: Sure. Appreciate the question, Craig. This is an annual gathering we have of our major insurance clients here in the US. In some respects, it's a big deal because we're gathered face to face for several days in a row and talking about some really meaty matters together. Then, on the other hand, it's also overstating it a bit because we talk to these clients all the time, day to day, week to week. It does become a forum to tackle issues that beyond the day to day, beyond resolving individual claims, beyond figuring out how to succeed in X geography or Y geography. In this case, when it comes to claims frequency, I think we'll hear a variety of perspectives on it.

Speaker #4: And then, on the other hand, it's also overstating it a bit, because we talk to these clients all the time—day to day, week to week.

Speaker #4: But it does become a forum to tackle issues that go beyond the day-to-day, beyond resolving individual claims, beyond figuring out how to succeed in X geography or Y geography.

Speaker #4: In this case, when it comes to claims frequency, I think we'll hear a variety of perspectives on it. I think everyone recognizes that, yes, many consumers—we've seen some research that indicates as many as one in every six policyholders in the auto space has pulled back on their insurance coverage in one way or another, meaning they've moved from collision to liability only, or they have increased their deductibles, etc., etc., right?

Jeff Liaw: I think everyone recognizes that, yes, many consumers, we've seen some research that indicates as many as one in every six policyholders in the auto space has pulled back on their insurance coverage in one way or the other, meaning they've moved from collision to liability only, or they have increased their deductibles, et cetera. That's a survey done in the middle of 2025 or so. We do hear insurance carriers echoing those statements. They see claims frequency down. They know that consumers are swallowing hard in some cases and eating minor repairs on their own, either because economically they wouldn't clear the deductible or even if they did, that they fear the rate increase that might come with an actual economic claim as well. That's what we're hearing from the insurance industry. I think they also recognize these trends tend to be cyclical, not secular, right?

Speaker #4: That's a survey done in the middle of 2025 or so. And we do hear insurance carriers echoing those statements. So they see claims frequency down.

Speaker #4: They know that consumers are swallowing a hard, in some cases, and eating minor repairs on their own, either because economically they wouldn't clear the deductible or, even if they did, that they fear the rate increase that might come with an actual economic claim as well.

Jeff Liaw: They know that consumers are swallowing hard in some cases and eating minor repairs on their own, either because economically they wouldn't clear the deductible or even if they did, that they fear the rate increase that might come with an actual economic claim as well. That's what we're hearing from the insurance industry. I think they also recognize these trends tend to be cyclical, not secular, right?

Speaker #4: So that's what we're hearing from the insurance industry. I think they also recognize these trends tend to be cyclical, not secular, right? That eventually folks are rational about the coverage they need and want to pay for.

Jeff Liaw: That eventually folks are rational about the coverage they need and want to pay for, and folks who ultimately pay for the insurance that they need. That has proven true over a multiple decade long horizon. When it comes to catalysts for change in the future, definitely some discussion of near-term trends like the conflict that we in the world find ourselves in. We do talk about artificial intelligence and what it means for claims, what it means for insurance companies. As you might imagine, they are both excited and terrified of it, right? An insurance company, by its nature, has to be very thoughtful and rigorous about new tools that it deploys. In many cases, the decisions they make or their service providers make have to be thoughtful and auditable and trackable and accountable, right? It can't be black box decision-making either.

Speaker #4: And folks who ultimately pay for the insurance that they need. And that has proven true over multiple decades-long horizons. When it comes to catalysts for change in the future, definitely some discussion of near-term trends—like the conflict that we in the world find ourselves in.

Speaker #4: We do talk about artificial intelligence and what it means for claims, what it means for insurance companies. As you might imagine, they are both excited and terrified of it, right?

Jeff Liaw: As you might imagine, they are both excited and terrified of it, right? An insurance company, by its nature, has to be very thoughtful and rigorous about new tools that it deploys. In many cases, the decisions they make or their service providers make have to be thoughtful and auditable and trackable and accountable, right? It can't be black box decision-making either.

Speaker #4: An insurance company, by its nature, has to be very thoughtful and rigorous about new tools that it deploys. In many cases, the decisions they make—or their service providers make—have to be thoughtful, auditable, trackable, and accountable, right?

Speaker #4: It can't be black box decision-making either. So, we talked at great length about artificial intelligence, how we're deploying it at Copart in support of their outcomes, and how we can support them in deploying it as well.

Jeff Liaw: We talked at great length about artificial intelligence, how we're deploying it to Copart in support of their outcomes, and how we can support them in deploying it as well. I think the insurance industry, broadly speaking, I would say, is exploring AI, certainly across the multiple dimensions of its industry. If anything, we understand it on the claims side as well as anyone, right? They will consider it for marketing, certainly underwriting, certainly pricing, and the like, and CRM, and so forth. On the claims end, if anything, that's a language we may speak more fluently than they do as institutions.

Speaker #4: I think the insurance industry broadly speaking, I would say, is exploring AI, certainly across the multiple dimensions of its industry, but if anything, we understand it on the claims side as well as anyone, right?

Speaker #4: They will consider it for marketing, certainly underwriting, certainly pricing and the like, and CRM and so forth. On the claims end, if anything, that's a language we may speak more fluently than they do as institutions.

Speaker #5: Yeah, thank you. And then either Jeff or Leah, I'm just looking at that international service revenue line up, I think 18%. Maybe could you just shed some light on what exactly is driving that?

Craig Kennison: Yeah. Thank you. Either Jeff or Leah, I am just looking at that international service revenue line up, I think 18%. Maybe could you just shed some light on what exactly is driving that? To what extent is the market performing, the underlying markets in which you participate, is that performing well? To what extent is that a representation of traction you are getting? Especially I am curious about in Germany, as I know you are flipping that market towards a Copart style remarketing service.

Speaker #5: To what extent is the market performing? The underlying markets in which you participate—is that performing well? And to what extent is that a representation of the traction you're getting?

Speaker #5: Especially, I'm curious about in Germany, as I know you're flipping that market towards their Copart-style remarketing service. Thanks.

Speaker #6: Yeah, yeah, Craig. So the growth internationally that we saw on the revenue side was, as I mentioned in my prepared remarks, there was contribution across many markets.

Leah Stearns: Yeah.

Craig Kennison: Thank you.

Leah Stearns: Yeah, Craig. The growth internationally that we saw on the revenue side was, as I mentioned in my prepared remarks, there was contribution across many markets. The UK was particularly strong in the quarter. Germany followed it up as well as Canada. We've seen really strong demand across all three markets, both on the insurance side as well as the non-insurance business. Germany continues to perform incredibly well on a relative basis to where it was several years ago. We continue to see carriers be open-minded about how they're approaching the total loss process, and that's a market where we've seen some meaningful progress from a unit volume as well as a profitability perspective. We're really pleased with that performance.

Speaker #6: The UK was particularly strong in the quarter. Germany followed it up, as well as Canada, and so we've seen really strong demand across all three markets, both on the insurance side as well as the non-insurance business.

Speaker #6: Germany continues to perform incredibly well on a relative basis to where it was several years ago. We continue to see carriers be open-minded about how they're approaching the total loss process, and that's a market where we've seen some meaningful progress from both a unit volume as well as a profitability perspective.

Speaker #6: So we're really pleased with that performance.

Speaker #5: Thank you.

Craig Kennison: Thank you.

Speaker #4: Thanks, Craig.

Jeff Liaw: Thanks, Craig.

Speaker #3: The next question comes from the line of Josh Batwa with JPMorgan. Please proceed.

Operator: The next question comes from the line of Jash Patwa with JPMorgan. Please proceed.

Speaker #7: Hi. Good evening, and thanks for taking my questions. Could you just give us an update on the size of the non-insurance or whole car business?

Jash Patwa: Hi, good evening, and thanks for taking my questions. Could you just give us an update on the size of the non-insurance or whole car business? It would be really helpful to get a sense of the typical profile of a crossover buyer. How does their relationship with Copart tend to evolve over time? If possible, it would be helpful to hear an example or anecdote of how a dealer maybe initially engages with Copart and what that early exploration phase looks like, and how that activity typically ramps up as the relationship develops. Thanks. Have a follow-up.

Speaker #7: And it would be really helpful to get a sense of the typical profile of a crossover buyer. How does their wallet share with Copart tend to evolve over time?

Speaker #7: If possible, it would be helpful to hear an example or anecdote of how a dealer maybe initially engages with Copart and what that early exploration phase looks like, and how that activity typically ramps up as the relationship develops.

Speaker #7: Thanks and have a follow-up.

Speaker #4: Yeah, fair question. I'll start with your second question. On the nature of the crossover buyer, these are both domestic buyers and international buyers as well, who will first discover Copart through some mix of SEM or SEO.

Jeff Liaw: Fair question. I'll start with your second question on the nature of the crossover buyer. These are both domestic buyers and international buyers as well, who will first discover Copart through some mix of SEM or SEO. Literally a Google search for a given vehicle may lead them to Copart for the first time. It can also be via social media. If you will check us on the YouTubes and TikToks and Instagrams and such, not even just our content alone, but you'll find third parties posting about the vehicles they've bought and transformed from Copart. They'll discover us in a range of different ways. Naturally, it's often the first car you explore at Copart is one that could theoretically be driven off a Copart lot or close to it. Those are the cars that most intrigue them at the outset.

Speaker #4: So, literally, a Google search for a given vehicle may lead them to Copart for the first time. It can also be via social media. If you will check us on YouTube, TikTok, Instagram, and such—not even just our content alone, but you'll find third parties posting about the vehicles they've bought and transformed from Copart.

Jeff Liaw: If you will check us on the YouTubes and TikToks and Instagrams and such, not even just our content alone, but you'll find third parties posting about the vehicles they've bought and transformed from Copart. They'll discover us in a range of different ways. Naturally, it's often the first car you explore at Copart is one that could theoretically be driven off a Copart lot or close to it. Those are the cars that most intrigue them at the outset.

Speaker #4: So they'll discover us in a range of different ways. And naturally, it's often the first car you explore at Copart is one that could theoretically be driven off of Copart lot or close to it.

Speaker #4: Those are the cars that most intrigue them at the outset. Then, when they begin bidding, when they begin engaging on the platform, they discover that there is an insurance vehicle that was a theft recovery, right?

Jeff Liaw: When they begin bidding, when they begin engaging on the platform, they discover that there is an insurance vehicle that was a theft recovery, right? Perhaps it was never damaged at all. That might be in their sweet spot as well. Their business is in transforming Lexus SUVs, and they discover a Lexus SUV with hail damage or theft recovery. That wets their appetite for an insurance car. They discover that there's a vehicle with light flood damage or rear end damage, and it's just a camera that's knocked out. The car is otherwise intact and the drivetrain is fine, right?

Speaker #4: So perhaps it was never damaged at all. That might be in their sweet spot as well. Their business is in transforming Lexus SUVs, and they discover Lexus SUVs with hail damage or theft recovery.

Speaker #4: That begins, that wets their appetite for an insurance car. Then they discover that there's a vehicle with light flood damage or rear-end damage, and it's just a camera that's knocked out.

Speaker #4: The car is otherwise intact and the drivetrain is fine, right? So you can imagine that a given buyer comes for one type of car, and then, once he or she realizes the breadth of inventory available to him or her, they migrate outward in concentric circles, right?

Jeff Liaw: You can imagine that a given buyer comes for one type of car, and then once he or she realizes the breadth of inventory available to him or her, they migrate outward in concentric circles, right from that Lexus to other insurance Lexuses, then to Toyotas, then to BMWs, then to cars further away geographically from where they originated. That tends to be the discovery journey. The member universe for us is very dynamic, right? We have many tens of thousands of new members every year. There's tremendous creative destruction in the automotive rebuilding business, so to speak. In every country, there are new folks in business every year, folks who go out of business every year. Replenishing that buyer universe is critical.

Speaker #4: From that Lexus to other insurance Lexuses, then to Toyotas, then to BMWs, then to cars further away geographically from where they originated. So that tends to be the discovery journey. The member universe for us is very dynamic, right?

Speaker #4: So, we have many tens of thousands of new members every year. It's tremendous creative destruction in the automotive rebuilding business, so to speak. So, in every country, there are new folks in business every year and folks who go out of business every year.

Speaker #4: So replenishing that buyer universe is critical, but we have generally found that folks come to pursue very excellent conditioned vehicles, and then they tend to expand their aperture from there.

Jeff Liaw: We have generally found that folks come to pursue very excellent conditioned vehicles, and then they tend to expand their aperture from there.

Speaker #7: Got it. Thanks a lot, Jeff. That's very helpful. Just as a follow-up, could we double-click on the PureSale mix with U.S. insurance sellers? I just wanted to understand if this is more contractual in nature or something more dynamic that can be toggled up or down, and whether a higher mix of PureSale units has positive implications for COPART's earnings profile.

Jash Patwa: Got it. Thanks a lot, Jeff. That's very helpful. Just as a follow-up, could we double-click on the Pure Sale mix with US insurance sellers? I just wanted to understand if this is more contractual in nature or something more dynamic that can be toggled up or down, and whether a higher mix of Pure Sale units has positive implications for Copart's earnings profile. Thank you.

Speaker #7: Thank you.

Speaker #4: Yeah, it's a fair question. It's not contractual, so our insurance carrier maintained the discretion to manage the auctions as they see fit. Though, in comparison to, say, where we were even seven or eight years ago, many more insurance carriers have moved to effectively a nearly 100% PureSale approach, and a handful of carriers have moved from 100% down very meaningfully as well.

Jeff Liaw: It's not contractual. Our insurance carrier maintains the discretion to manage the auctions as they see fit. Though in comparison to say where we were even seven or eight years ago, many more insurance carriers have moved to effectively a nearly 100% Pure Sale approach, and a handful of carriers have moved from 100% down very meaningfully as well. Effectively, nobody has increased their portion of managed sale auctions at Copart. The reason that's true is because they know, and they can literally physically attend, and not physically, but virtually on their computers, attend a Copart auction, and they see the thousands of attendees at a given auction. They see the bidders. If you were to watch one car transact at Copart, you will see buyers in Poland bidding against buyers in Oklahoma, Maine, Canada, and Ecuador. You'll see it happen in real time.

Speaker #4: Effectively, nobody has increased their portion of managed sale auctions at Copart. The reason that's true is because they know, and they can literally physically attend—and not physically, but virtually on their computers—attend a Copart auction, and they see the thousands of attendees at a given auction.

Jeff Liaw: The reason that's true is because they know, and they can literally physically attend, and not physically, but virtually on their computers, attend a Copart auction, and they see the thousands of attendees at a given auction. They see the bidders. If you were to watch one car transact at Copart, you will see buyers in Poland bidding against buyers in Oklahoma, Maine, Canada, and Ecuador. You'll see it happen in real time.

Speaker #4: They see the bidders. If you were to watch one car transact on Copart, you'll see buyers in Poland bidding and getting bid against by buyers in Oklahoma, and then Maine, and then Canada, and then Ecuador.

Speaker #4: You'll see it happen in real time. So they recognize that there is no real way to escape the liquidity of Copart. A vehicle that is sold at Copart will find its highest and best use worldwide.

Jeff Liaw: They recognize that there is no real way to escape the liquidity at Copart, right? A vehicle that is sold at Copart will find its highest and best use worldwide. The insurance carriers have voted with their feet. They could, in theory, impose higher reserve prices on every car. I think they, at this point, recognize that that's counterproductive as well. That'll merely chill buyer participation. If you have ever bought anything at auction, and I myself have silly things, musical instruments or collectibles that I'll buy at the eBay and elsewhere. Buyers tend to gravitate to pure sale items, and you tend to generate better outcomes and faster outcomes when buyers are excited to participate. That pure sale mix has increased very steadily and very meaningfully, really through Copart's entire history, but in particular over the past 5 to 7 years.

Speaker #4: And so the insurance carriers have voted with their feet. They could, in theory, impose high reserve prices on every car. I think they, at this point, recognize that that's counterproductive as well, right?

Speaker #4: That'll merely chill buyer participation. If you have ever bought anything at auction—and I myself have, silly things, musical instruments or collectibles that I'll buy at the eBays and elsewhere—buyers tend to gravitate to PureSale.

Jeff Liaw: If you have ever bought anything at auction, and I myself have silly things, musical instruments or collectibles that I'll buy at the eBay and elsewhere. Buyers tend to gravitate to pure sale items, and you tend to generate better outcomes and faster outcomes when buyers are excited to participate. That pure sale mix has increased very steadily and very meaningfully, really through Copart's entire history, but in particular over the past 5 to 7 years.

Speaker #4: PureSale items—and you tend to generate better outcomes and faster outcomes when buyers are excited to participate. So that PureSale mix has increased very steadily and very meaningfully.

Speaker #4: Really, through Copart's entire history, but in particular over the past five to seven years.

Speaker #7: Understood. Great color. If I could just sneak one more in on RPU—continued strong growth here, despite having actions. Could you maybe unpack the drivers of the strength, maybe break it down between contribution from pure ESP expansion versus other vectors like mix and initiatives like Title Express?

Jash Patwa: Understood. Great color. If I could just sneak one more in on RPU, continued strong growth there despite having fully lapped prior pricing actions. Could you maybe unpack the drivers of the strength, maybe break it down between contribution from pure ASP expansion versus other vectors like mix and initiatives like Title Express? Thank you.

Speaker #7: Thank you.

Speaker #4: Just directionally speaking, we definitely, as I noted, have provided more services. So, the Title Express offering here at Copart, we would estimate we are processing volume six, seven, eight times more than anyone else in the industry.

Jeff Liaw: Just directionally speaking, we definitely, as I noted, have provided more services of the Title Express offering here at Copart. We would estimate we are processing volume 6, 7, 8X more than anyone else in the industry. That particular product offering has penetrated more accounts, so that's a portion of it. As you noted, a portion is simply by virtue of the higher selling prices we're sharing it, we're generating at auction. The mechanism of our economics are such that as we deliver higher sale prices to our sellers, we also share in a very small portion of that incremental proceed as well. Those are the big drivers. Certainly volume growth, certainly growth among those non-insurance sellers that we noted earlier. Those cars tend to sell for even more still than the average insurance car as well. Those are all the underlying drivers.

Speaker #4: So that particular product offering has penetrated more accounts, so that's a portion of it. As you noted, a portion is simply by virtue of the higher selling prices we're sharing, we're generating at auction.

Speaker #4: The mechanism of our economics are such that as we deliver higher sale prices to our sellers, we also share in a very small portion of that incremental proceed as well.

Jeff Liaw: The mechanism of our economics are such that as we deliver higher sale prices to our sellers, we also share in a very small portion of that incremental proceed as well. Those are the big drivers. Certainly volume growth, certainly growth among those non-insurance sellers that we noted earlier. Those cars tend to sell for even more still than the average insurance car as well. Those are all the underlying drivers.

Speaker #4: Those are the big drivers. Certainly, volume growth—certainly growth among those non-insurance sellers that we noted earlier. Those cars tend to sell for even more still than the average insurance car as well.

Speaker #4: Those are all the underlying drivers.

Speaker #7: Jeff, and good luck.

Jash Patwa: Jeff, good luck.

Speaker #4: Thank you.

Jeff Liaw: Thank you.

Speaker #1: The next question comes from the line of John Healy with North Coast Research. Please proceed.

Operator: The next question comes from the line of John Healy with Northcoast Research. Please proceed.

Speaker #8: Thanks for taking the question. Jeff, I appreciate the comments on the whole car side. And frankly, that's kind of one of the areas we're getting most questions about from investors.

John Healy: Thanks for taking the question. Jeff, I appreciate the comments on the whole car side, and frankly, that's kind of one of the areas we're getting most questions about from investors. Would love to spend a couple more minutes there. Can you just remind us again, the size of the business, maybe either in terms of dollars or units again. When you look at kind of the whole car business, I think there's different definitions that probably different folks in the industry use. When I talk to people in the industry, they seem to tell me that you guys are selling a lot of hail damage type vehicles.

Speaker #8: So, would love to spend a couple more minutes there. Can you just remind us again of the size of the business, maybe either in terms of dollars or units again?

Speaker #8: And when you look at kind of the whole car business, I think there are different definitions that probably different folks in the industry use. When I talk to people in the industry, they seem to tell me that you guys are selling a lot of hail-damaged type vehicles.

Speaker #8: So, would love to know from a consignor standpoint—not necessarily the demand side, which you talked about in the last question—but from a seller standpoint, where those whole car units are coming from.

John Healy: Would love to know from a consigner standpoint, not necessarily the demand side that you talked about in the last question, but from a seller standpoint, where those whole car units are coming from, and are they still largely attached to some sort of, what I would say, damaged vehicle, not necessarily a complete salvage. Would just kind of love for you to kind of dive in to help us think about your definition of whole car. Secondly, as you think about growing that business and aspirations to be more on the dealer side, I know you've had Copart Dealer Services for a number of years. Is that a strong enough presence brand to do what you want to accomplish there?

Speaker #8: And are they still largely attached to some sort of, what I would say, damaged vehicle—not necessarily a complete salvage—but would just kind of love for you to dive in to help us think about your definition of whole car.

Speaker #8: And secondly, as you think about growing that business and aspirations to be more on the dealer side, I know you've had Copart Dealer Services for a number of years.

Speaker #8: Is that a strong enough presence, brand-wise, to do what you want to accomplish there? And I know you've kind of toyed around with Blue Car for the last couple of years, but what's your level of satisfaction with Blue Car, and do you think you maybe need a different tool, different platform, or maybe just a brand that doesn't say Copart to be as successful there as you want it to be?

John Healy: I know you've kind of toyed around with Blue Car for the last couple of years, but what's your level of satisfaction with Blue Car, and do you think you maybe need a different tool, different platform, or maybe just a brand that doesn't say Copart to be as successful there as you want it to be? Thanks.

Speaker #8: Thanks.

Speaker #4: Yeah, a very fair question. And I think underlying it, John, you've got the intuition that every car is somewhere on a spectrum—from a total burn that's almost unrecognizable as a vehicle at all, all the way to a brand-new Bentley that is just off the dealer lot, right?

Jeff Liaw: Yeah, it's a very fair question, and I think underlying it, John, you've got the intuition that every car is somewhere on a spectrum from a total burn that's almost unrecognizable as a vehicle at all the way to a brand-new Bentley that is just off the dealer lot. Right? There's a spectrum of vehicles in between. Assuredly, when we talk about vehicles we are sourcing from institutions other than insurance companies, we start at one end of the spectrum. For sure, we are the obvious marketplace for a damaged rental car or a heavily beaten-up repo vehicle. From there, we earn the right to sell the 3-year-old car that is being de-fleeted by one of the major rental car companies. We earn the right to sell a repo vehicle that is actually in excellent condition.

Speaker #4: And there's the spectrum of vehicles in between. And assuredly, when we talk about vehicles, we are sourcing from institutions other than insurance companies. We start at one end of the spectrum for sure.

Speaker #4: We are the obvious marketplace for a damaged rental car or a heavily beaten-up repo vehicle. From there, we earn the right to sell the three-year-old car that is being defleeted by one of the major rental car companies.

Speaker #4: We earn the right to sell a repo vehicle that is actually in excellent condition, right? That was a voluntary repo of a car that's four years old with very light mileage on it.

Jeff Liaw: That was a voluntary repo of a car that's 4 years old with very light mileage on it. Just as we described the concentric circles earlier. We have our foot in the door and we earn the right to sell "better and better cars" over time. That is reflected in part in our average selling prices. We tend to talk about insurance in isolation, but it's reflected in the average selling prices of the cars we sell to financial institutions as well. Eventually, the TAM, when you consider all of the auction-mediated vehicles that are not from insurance companies in the United States, that's 15 million+. Not all of them are day 1 addressable for us.

Speaker #4: And so, just as we described the concentric circles earlier, we have our foot in the door and we earn the right to sell better and better cars over time. That is reflected in part in our average selling prices.

Speaker #4: We tend to talk about insurance and isolation, but it's reflected in the average selling prices of the cars we sell for financial institutions as well.

Speaker #4: So eventually, the TAM, when you consider all of the auction-mediated vehicles that are not from insurance companies in the United States, that's 15 million plus, right?

Speaker #4: And not all of them are day-one addressable for us, but as total loss frequency rises, as we earn the right to sell more of those cars from the non-insurance sellers with each passing year, we earn the right to sell more of those cars as well.

Jeff Liaw: As total loss frequency rises, as we earn the right to sell more of those cars from the non-insurance sellers with each passing year, we earn the right to sell more of those cars as well. I think you're right. It is a spectrum, and we are moving up into the right on that spectrum.

Speaker #4: So, I think you're right. It is a spectrum, and we are moving up and to the right on that spectrum.

Speaker #7: Great. And then—just, you might have mentioned it and I missed it—maybe talk a little bit about the industrial side of the business.

John Healy: Great. Then just, you might have mentioned it and I missed it. Maybe talk a little bit about the industrial side of the business. Maybe where you are at as you think about investments there. Maybe, I do not know if you mentioned how the GTV performed. Any call-outs for us to think about how Purple Wave is performing? Thanks.

Speaker #7: Maybe where you're at as you think about investments there—maybe, I don't know if you mentioned how the GTV performed. Any callouts for us to think about how Purple Wave's performing?

Speaker #7: Thanks.

Speaker #9: Sure, John, I'll take that. Just in terms of basis, and GTV has grown over 25% year over year, and so we're very pleased with that.

Leah Stearns: Sure, John, I'll take that. Just in terms of GTV, we look at it on an LTM basis, and GTV's grown over 25% year over year. We're very pleased with that. The majority of the growth is coming from territory expansion. We started out the business with a principally Central Time Zone-focused territory sales force and have expanded out to the coasts. The majority of our investment in Purple Wave has been in headcount in that territory sales force, as well as some very focused enterprise-level accounts that are focused on building relationships with large nationwide sellers. The GTV growth that we're seeing is a result of the success that we've had with that territory expansion and the enterprise relationships. We're pleased with that.

Speaker #9: The majority of the growth is coming from territory expansion. We started out the business with a principally Central Time Zone-focused territory sales force.

Speaker #9: And have expanded out to the coasts. The majority of our investment in Purple Wave has been in headcount in that territory sales force, as well as some very focused enterprise-level accounts that are focused on building relationships with large nationwide sellers.

Speaker #9: So, the GTV growth that we're seeing is a result of the success that we've had with that territory expansion and the enterprise relationships. We're pleased with that.

Speaker #9: I'd say we're probably about, in terms of overall size, the team is about two and a half to three times the size it was when we acquired Purple Wave.

Leah Stearns: I'd say we're probably about, in terms of overall size, the team is about two and a half to three X the size it was when we acquired Purple Wave. We still have some ways to go in terms of achieving full nationwide coverage, but we've certainly hit the top areas that are most important for Copart to penetrate from a territory presence perspective, and we're pleased with the progress we're seeing so far.

Speaker #9: And we still have some ways to go in terms of achieving full nationwide coverage, but we've certainly hit the top areas that are most important for Copart to penetrate from a territory presence perspective, and we're pleased with the progress we're seeing so far.

Speaker #7: Great. Thank you. Good luck.

John Healy: Great. Thank you. Good luck.

Speaker #10: As a reminder, if you would like to ask a question, please press star one on your telephone keypad. And the next question comes from the line of Jeff Lick with Stevens.

Operator: As a reminder, if you would like to ask a question, please press star one on your telephone keypad. The next question comes from the line of Jeff Lichter with Stephens. Please proceed.

Speaker #10: Please proceed.

Speaker #11: Great, thanks for taking my questions. Actually, I've got most of them—on the whole car side. But I was wondering if you could talk a little bit about the recent long haul that you referenced—what exactly you're doing there, and how is that impacting how you're adding that into your business?

Jeff Lichter: Great. Thanks for taking my questions. Actually, yeah, most of them on the whole car side. I was wondering if you could talk a little bit on the recent long haul that you referenced, what exactly you're doing there and how is that impacting how you're adding that into your business?

Jeff Lick: Great. Thanks for taking my questions. Actually, yeah, most of them on the whole car side. I was wondering if you could talk a little bit on the recent long haul that you referenced, what exactly you're doing there and how is that impacting how you're adding that into your business?

Speaker #9: Sure, Jeff. On the long-haul side, that's an additional product that we have really always offered to our members; however, we shifted our market product offering a little over 12 months ago.

Leah Stearns: Sure, Jeff, on the long haul side, that's an additional product that we have really always offered to our members. However, we shifted our product offering a little over 12 months ago. We've seen rapid adoption of it and are quite pleased with the level of buyer participation that we've seen effectively procure long haul delivery through the Copart Delivered product. We believe it reduces friction. It gives our buyers certainty in terms of cost up front. Like I said, we're pleased with how that's progressing. Just in terms of overall impact for the quarter, we saw about $15 million of year-over-year increase in cost on the facility ops line related to our long haul delivery product. That product is generating a nice margin for us as well at the revenue line.

Speaker #9: We've seen rapid adoption of it, and are quite pleased with the level of buyer participation that we've seen effectively procure long-haul delivery through the Copart Delivered product.

Speaker #9: So, we believe it reduces friction. It gives our buyers certainty in terms of cost upfront, and, like I said, we're pleased with how that's progressing.

Speaker #9: And just in terms of overall impact for the quarter, we saw about $15 million of year-over-year increase in cost on the facility ops line, related to our long-haul delivery product.

Speaker #9: And that product is generating a nice margin for us as well at the revenue line. So, yeah.

Jeff Lichter: Just a quick point of clarification. On Pure Sale units, is that just analogous to a non-reserve sale or is there any nuance there?

Speaker #11: And just a quick point of clarification on pure sale units—is that just analogous to non-reserve sale, or is there any nuance there?

Jeff Lick: Just a quick point of clarification. On Pure Sale units, is that just analogous to a non-reserve sale or is there any nuance there?

Speaker #4: That's it. That is correct.

Jeff Liaw: That's it. That is correct.

Speaker #11: Okay, thank you. Best of luck in the next quarter.

Jeff Lichter: Okay, thank you. Best of luck next quarter.

Jeff Lick: Okay, thank you. Best of luck next quarter.

Speaker #4: Thank you.

Jeff Liaw: Thank you.

Speaker #10: Thank you. This concludes the question and answer session. I’d like to turn the call back to Jeff Liaw for closing remarks.

Operator: Thank you. This concludes the question and answer session. I'd like to turn the call back to Jeff Liaw for closing remarks.

Speaker #4: Great. Thank you, everybody. We'll talk to you next quarter.

Jeff Liaw: Great. Thank you everybody. We'll talk to you next quarter.

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

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