Q2 2026 Shenandoah Telecommunications Co Earnings Call

July 29, 2026

Operator: Good morning, everyone. Welcome to Shenandoah Telecommunications Q2 2026 earnings conference call. Today's conference is being recorded. At this time, I would like to turn the conference over to Mr. Lucas Binder, Vice President of Corporate Finance for Shentel. Please go ahead.

Speaker #2: ahead.

Lucas Binder: Good morning, and thank you for joining us. The purpose of today's call is to review Shentel's results for the Q2 2026. Our results were announced in a press release distributed this morning. In addition, we filed our Form 10-Q with the SEC. The presentation we will be reviewing is included on the investor page on our investor.shentel.com website. Please note that an audio replay of this call will be made available later today. The details are set forth in the press release announcing this call. With us on the call today are Ed McKay, President and Chief Executive Officer, and Jim Volk, Senior Vice President and Chief Financial Officer. After the prepared remarks, we will conduct a question and answer session.

Speaker #3: addition, we filed our Form 10-Q with the SEC. The presentation we will be reviewing is included on the investor page on our investor.shantelle.com website.

Speaker #3: addition, we filed our Form 10-Q with the SEC. The presentation we will be reviewing is included on the investor page on our investor.shantelle.com website. that an audio replay of this call will be made available later today. details are set forth in the press release announcing this call. joining us. the second quarter of call is to review Shantelle's results for 2026.

Speaker #3: available later today. The announcing this call. With us on the joining us. The purpose of today's Jim Volk, Senior Vice President and Chief Financial Officer.

Speaker #3: After the prepared remarks, we will conduct a question-and-answer session. I refer you to slide 2 of the presentation, which contains our Safe Harbor Disclaimer and reminds you that this conference call may include forward-looking statements, subject to certain risks and uncertainties, that may cause our actual results to differ materially from these forward-looking statements.

Lucas Binder: I refer you to slide two of the presentation, which contains our safe harbor disclaimer, and remind you that this conference call may include forward-looking statements subject to certain risks and uncertainties that may cause our actual results to differ materially from these forward-looking statements. Additionally, we have provided a detailed discussion of various risk factors in our SEC filings, which you are encouraged to review. You are cautioned not to place undue reliance on these forward-looking statements. Except as required by law, we undertake no obligation to publicly update or revise any forward-looking statements. With that, I will now turn the call over to Ed. Go ahead, Ed.

Speaker #3: Additionally, we have provided a detailed discussion of various risk factors in our SEC filings, which you are encouraged to review. You are cautioned not to place undue reliance on these forward-looking statements.

Speaker #3: Except as required by law, we undertake no obligation to update to publicly update or revise any forward-looking statements. With that, I will now turn the call over to Ed.

Speaker #3: Go ahead, Ed.

Speaker #4: Thanks, Lucas. Good morning, everyone, and thank you for joining us today. Starting on slide 4, I'll share some of our second quarter highlights. The quarter included several important milestones for Shantelle and our GloFiber business.

Ed McKay: Thanks, Lucas. Good morning, everyone, and thank you for joining us today. Starting on slide four, I'll share some of our Q2 highlights. The quarter included several important milestones for Shentel and our Glo Fiber business. We achieved a record 6,200 Glo Fiber net additions during the quarter, demonstrating continued strong demand for our service. We also surpassed 100,000 Glo Fiber data customers, representing 31.3% year-over-year growth and underscoring the success of our seven-year investment in fiber to the home. Fiber revenue, which includes both Glo Fiber and commercial fiber, grew 21.4% year-over-year in the Q2, reflecting the strong momentum we continue to see across both fiber businesses. For the first time, our fast-growing fiber businesses represented 51% of consolidated revenue in the Q2, exceeding the combined revenue for our incumbent broadband and RLEC businesses.

Speaker #4: We achieved a record 6,200 GloFiber net additions during the quarter, demonstrating continued strong demand for our service. We also surpassed 100,000 GloFiber data customers, representing 31.3% year-over-year growth and underscoring the success of our seven-year investment in fiber to the home.

Speaker #4: Fiber revenue, which includes both GloFiber and commercial fiber, grew 21.4% year-over-year in the second quarter, reflecting the strong momentum we continue to see across both fiber businesses.

Speaker #4: For the first time, our fast-growing fiber businesses represented 51% of consolidated revenue in the second quarter, exceeding the combined revenue for our incumbent broadband and Arlec businesses.

Speaker #4: Consolidated revenue for the quarter was 93.5 million, and annual increase of 5.5%, and adjusted EBITDA was 32 million, up 12.9% year-over-year. This growth reflects the success in our fiber-first strategy we put in place years ago, including our early investment in fiber to the home starting in 2019, the expansion of our commercial fiber business through the Horizon acquisition, and our continued focus on driving sustained residential and commercial growth.

Ed McKay: Consolidated revenue for the quarter was $93.5 million, an annual increase of 5.5%, and adjusted EBITDA was $32 million, up 12.9% year over year. This growth reflects the success in our fiber-first strategy we put in place years ago, including our early investment in fiber to the home starting in 2019, the expansion of our commercial fiber business through the Horizon acquisition, and our continued focus on driving sustained residential and commercial growth. Our operating footprint also provides a strategic advantage, with close proximity to major data center hubs in Ashburn, Virginia, and Columbus, Ohio. I would like to thank our team members for their dedication and execution in achieving these results. As we complete our fiber to the home build and position our business to return to positive free cash flow beginning in 2027, I'm excited about the opportunities ahead to continue building on the momentum.

Speaker #4: Our operating footprint also provides a strategic advantage with close proximity to major data center hubs in Ashburn, Virginia, and Columbus, Ohio. I would like to thank our team members for their dedication and execution in achieving these results.

Speaker #4: As we complete our fiber to the home build and position our business to return to positive free cash flow beginning in 2027, I'm excited about the opportunities ahead to continue building on the momentum.

Speaker #4: Turning to slide 5, we highlight our scaled integrated broadband network that spans more than 19,800 fiber route miles, across 8 states, with approximately 730,000 total broadband passes.

Ed McKay: Turning to slide five, we highlight our scaled integrated broadband network that spans more than 19,800 fiber route miles across eight states, with approximately 730,000 total broadband passings. As shown on the map, all planned Glo Fiber markets have now been launched, and we've added nearly 97,000 fiber passings over the past 12 months. We remain on track to substantially complete our Glo Fiber expansion in 2026, reaching 510,000 passings. On slide six, our sales and marketing team continues to drive strong growth across our Glo Fiber expansion markets. During Q2, we added over 6,000 new customers, a record for quarterly net additions, and nearly 7,000 total data, video, and voice revenue generating units. Our five-year price guarantee card, introduced in H2 2025, continues to drive interest and is supported by the expansion of our door-to-door sales channel.

Speaker #4: As shown on the map, all planned GloFiber markets have now been launched, and we've added nearly 97,000 fiber passings over the past 12 months.

Speaker #4: We remain on track to substantially complete our GloFiber expansion in 2026, reaching 510,000 passings. On slide 6, our sales and marketing team continues to drive strong growth across our GloFiber expansion markets.

Speaker #4: During the second quarter, we added over 6,000 new customers, a record for quarterly net additions, and nearly 7,000 total data/video and voice revenue-generating units.

Speaker #4: Our 5-year price guarantee card introduced in the second half of 2025 continues to drive interest and is supported by the expansion of our door-to-door sales channel.

Speaker #4: Over the past 12 months, we've added approximately 24,000 new data customers, and more than 26,000 total RGUs. Total GloFiber revenue-generating units surpassed 117,000 in the second quarter, up 30% compared to the prior year.

Ed McKay: Over the past 12 months, we've added approximately 24,000 new data customers and more than 26,000 total RGUs. Total Glo Fiber revenue-generating units surpassed 117,000 in Q2, up 30% compared to the prior year. Moving to slide seven, Q2 construction was strong, with more than 26,000 passings added, bringing the total to more than 475,000. Penetration rose to 21.1%, a 20-basis-point increase over Q1, and a 93-basis-point increase year over year. Penetration trends across our Glo Fiber cohorts are shown on slide eight and reflect blended penetration rates for both residential and small and medium business passings. We are expecting data penetration rates of approximately 37%, five to seven years after launch in a market.

Speaker #4: Moving to slide 7, second quarter construction was strong, with more than 26,000 passings added. Bringing the total to more than 475,000. Penetration rose to 21.1%, 20 basis point increase over the first quarter, and a 93 basis point increase year-over-year.

Speaker #4: Penetration trends across our GloFiber cohorts are shown on slide 8 and reflect a blended penetration rates for both residential and small and medium business passings.

Speaker #4: We are expecting data penetration rates of approximately 37% five to seven years after launching to market. Our most mature cohorts, launched during the two years ending in the third quarter of 2021, have surpassed the five-year mark and currently average 35% penetration, providing confidence in our ability to reach our objective.

Ed McKay: Our most mature cohorts, launched during the two years ending in Q3 2021, have surpassed the five-year mark and currently average 35% penetration, providing confidence in our ability to reach our objective. In addition to providing the fastest speeds in our markets, we continue to focus on providing outstanding local customer service. As shown on slide nine, our average monthly churn was 1.21% in Q2, which continues to be among the best in the industry. As expected, seasonal customer move activity was elevated during the quarter. Almost half of our churn, or approximately 59 basis points, was driven by customers relocating. Included in that figure are 13 basis points associated with customers who transferred their Glo Fiber service to a new address. We saw virtually no Glo Fiber churn to satellite providers during the quarter.

Speaker #4: In addition to providing the fastest speeds in our markets, we continue to focus on providing outstanding local customer service. As shown on slide 9, our average monthly churn was 1.21% in the second quarter, which continues to be among the best in the industry.

Speaker #4: As expected, seasonal customer move activity was elevated during the quarter. Almost half of our churn, or approximately 59 basis points, was driven by customers relocating.

Speaker #4: Included in that figure are 13 basis points associated with customers who transferred their GloFiber service to a new address. We saw virtually no GloFiber churn to satellite providers during the quarter.

Speaker #4: Broadband data average revenue per user was just under $77, both sequentially and year-over-year. We continue to have success selling up the rate card and differentiating our offerings through faster speeds than our cable competitors.

Ed McKay: Broadband data average revenue per user for Q2 was down slightly sequentially year over year to just under $77. We continue to have success selling up the rate card and differentiating our offerings through faster speeds than our cable competitors. Customer demand for higher speed products remains strong, with more than 80% of new residential customers in Q2 selecting speeds of 1 gig or higher, including nearly 19% choosing 2 gig service and almost 5% choosing 5 gig service. Our commercial fiber business is highlighted on slide 10. In Q2, incremental monthly sales bookings exceeded 180,000, driven by strong demand across commercial and enterprise customers, including wireless carriers, wholesale customers, and school systems.

Speaker #4: Customer demand for higher-speed products remains strong, with more than 80% of new residential customers in the second quarter selecting speeds of 1 gig or higher, including nearly 19% choosing 2 gig service, and almost 5% choosing 5 gig service.

Speaker #4: Our commercial fiber business is highlighted on slide 10. In the second quarter, incremental monthly sales bookings exceeded 180,000, driven by strong demand across commercial and enterprise customers, including wireless carriers, wholesale customers, and school systems.

Speaker #4: Our service delivery team had a strong quarter installing 209,000 in new monthly revenue, and the exceptional customer support from our sales and network operations teams kept average monthly compression and disconnect churn very low, at 0.4%.

Ed McKay: Our service delivery team had a strong quarter installing 209,000 in new monthly revenue, and the exceptional customer support from our sales and network operations teams kept average monthly compression and disconnect churn very low at 0.4%. Turning to slide 11, we ended Q2 with more than 110,000 broadband data customers in our incumbent broadband markets, a modest decline of less than 1% year over year. While total RGUs declined at a faster rate, the decrease was largely attributable to expected video subscriber losses as consumers continued the industry-wide shift towards streaming services. Total broadband passings in our incumbent markets increased slightly quarter over quarter, and we expect to complete approximately 1,100 additional government-subsidized fiber passings in H2 2026, primarily in West Virginia.

Speaker #4: Turning to Slide 11, we ended the second quarter with more than 110,000 broadband data customers in our incumbent broadband markets, a modest decline of less than 1% year-over-year.

Speaker #4: While total RGUs declined at a faster rate, the decrease was largely attributable to expected video subscriber losses as consumers continued the industry-wide shift toward streaming services.

Speaker #4: Total broadband passings in our incumbent markets increased slightly quarter over quarter, and we expect to complete approximately 1,100 additional government-subsidized fiber passings in the second half of 2026, primarily in West Virginia.

Speaker #4: As shown on slide 12, our recently constructed subsidized passings represent a strong growth opportunity for our incumbent markets and data penetration has exceeded 40% within 18 months of a neighborhood launch.

Ed McKay: As shown on slide 12, our recently constructed subsidized passings represent a strong growth opportunity for our incumbent markets, and data penetration has exceeded 40% within 18 months of a neighborhood launch. The average penetration of our 2023 cohorts is over 59%, with the oldest cohort reaching more than 72%. We've already achieved an aggregate penetration of 40% across 23,000 subsidized passings. Moving to slide 13, broadband data monthly churn increased modestly in Q2 to 1.73%. The increase was driven by a combination of normal seasonal move activity, wired broadband competition across roughly 35% of our passings, and softer demand in rural markets with weaker demographics as inflation continues to pressure household budgets. Customer moves contributed 65 basis points of churn, including 23 basis points associated with customer transfers to another Shentel service address.

Speaker #4: The average penetration of our 2023 cohorts is over 59%, with the oldest cohort reaching more than 72%. We've already achieved an aggregate penetration of 40% across 23,000 subsidized passings.

Speaker #4: Moving to slide 13, broadband data monthly churn increased modestly in the second quarter to 1.73%. The increase was driven by a combination of normal seasonal move activity, wired broadband competition across roughly 35% of our passings, and softer demand in rural markets with weaker demographics as inflation continues to pressure household budgets.

Speaker #4: Customer moves contributed 65 basis points of churn, including 23 basis points associated with customer transfers to another Shentel service address. The impact from satellite competition decline from the first quarter and remained a relatively small contributor to churn.

Ed McKay: The impact from satellite competition declined from Q1 and remained a relatively small contributor to churn. We saw further improvement in June and will continue to monitor competitive activity across all technologies. Broadband data ARPU declined 2.6% year over year to $81. As we previously disclosed, we introduced a more competitive rate card a few years ago in markets where we face wired broadband competition. Those markets drove about a 1% decline in ARPU, consistent with recent quarters. Late in Q1, we introduced a new rate card in our rural markets where demographics are weaker and demand was softer. The pricing change reduced ARPU by an additional 1.6%, but it has already improved the satellite-related churn we saw in Q1. We expect the new pricing strategy to drive higher gross adds and further churn improvement over the coming quarters.

Speaker #4: We saw further improvement in June and will continue to monitor competitive activity across all technologies. Broadband data RPU declined 2.6% year-over-year to 81 dollars.

Speaker #4: As we previously disclosed, we introduced a more competitive rate card a few years ago in markets where we face wired broadband competition. Those markets drove about a 1% decline in RPU, consistent with recent quarters.

Speaker #4: Late in the first quarter, we introduced a new rate card in our rural markets where demographics are weaker, and demand was softer. The pricing change reduced RPU by an additional 1.6%, but it is already improved the satellite-related churn we saw in the first quarter.

Speaker #4: We expect the new pricing strategy to drive higher gross ads, and further churn improvement over the coming quarters. Overall, we believe these changes will maximize long-term revenue by balancing subscriber growth, retention, and RPU.

Ed McKay: Overall, we believe these changes will maximize long-term revenue by balancing subscriber growth, retention, and ARPU. I'll now turn the call over to Jim to walk you through our Q2 2026 financial results.

Speaker #4: I'll now turn the call over to Jim to walk you through our second quarter 2026 financial results.

Speaker #2: Thank you, Wade, and good morning, everyone. I'll start on slide 15 with the financial results for the second quarter. Revenue grew 5.5% to $93.5 million.

Jim Volk: Thank you, Ed. Good morning, everyone. I'll start on slide 15 with the financial results for Q2. Revenue grew 5.5% to $93.5 million, driven by another quarter of strong Glo Fiber expansion market revenue growth of $6.5 million, or 32.8%, due to a 31.3% increase in data subscribers and stable year-over-year data ARPU. Commercial fiber revenue grew $1.9 million, or 9.8% year-over-year. This growth was driven by a combination of recurring revenue growth in the enterprise and carrier verticals, a non-cash sales type lease of customer equipment in Q2 2026, and a negative non-cash deferred revenue adjustment for one of our national wireless carrier customers in Q2 2025. Fiber revenue, the combination of our fast growing Glo Fiber and commercial fiber revenue, grew 21.4% to 51% of total revenue in Q2.

Speaker #2: Driven by another quarter of strong GloFiber expansion, market revenue grew by $6.5 million, or 32.8%, due to a 31.3% increase in data subscribers and stable year-over-year data RPU.

Speaker #2: Commercial fiber revenue grew $1.9 million, or 9.8%, year over year. This growth was driven by a combination of recurring revenue growth in the enterprise and carrier verticals, a non-cash sales-type lease of customer equipment in the second quarter of '26, and a negative non-cash deferred revenue adjustment for one of our national wireless carrier customers in the second quarter of 2025.

Speaker #2: Fiber revenue: the combination of our fast-growing Glo and commercial fiber revenue grew 21.4% to 51% of total revenue in the second quarter. For the first time, fiber revenue exceeded incumbent broadband markets and Arlec revenue.

Jim Volk: For the first time, fiber revenue exceeded incumbent broadband markets and RLEC revenue. Incumbent broadband markets revenue declined $2.5 million, primarily due to lower video revenue from a 14.1% decline in video RGUs as customers continued to switch to streaming video services, and lower data revenues, due primarily to a 2.6% decline in data ARPU. RLEC revenue declined $1 million, primarily due to lower DSL revenue from a 31% decline in DSL RGUs, and lower government grant support revenues. Approximately half of the decline in DSL RGUs was due to transfers to our own broadband service. Adjusted EBITDA grew $3.6 million, or 12.9% to $32 million, driven by $4.9 million in revenue growth and offset by $1.3 million in higher operating expenses. Incremental Adjusted EBITDA margin was 73% in Q2.

Speaker #2: Incumbent broadband markets revenue declined 2.5 million, primarily due to lower video revenue from a 14.1% decline in video RGUs, as customers continued to switch to streaming video services, and lower data revenues due primarily to a 2.6% decline in data RPU.

Speaker #2: Arlec revenue declined 1 million, primarily due to lower DSL revenue from a 31% decline in DSL RGUs, and lower government grant support revenues. Approximately half of the decline in DSL RGUs was due to transfers to our own broadband service.

Speaker #2: Adjusted EPADOT grew 3.6 million or 12.9% to 32 million, driven by 4.9 million in revenue growth and offset by 1.3 million in higher operating expenses.

Speaker #2: Incremental adjusted EPADOT margin was 73% in the second quarter. Adjusted EPADOT margins increased 200 basis points to 34.3% in the second quarter of 2026 as compared to the second quarter of 2025.

Jim Volk: Adjusted EBITDA margins increased 200 basis points to 34.3% in Q2 2026 as compared to Q2 2025. Turning to slide 16, we reiterate our annual guidance for 2026. We expect revenues of $370 to $377 million, Adjusted EBITDA of $131 to $136 million, and CapEx net of government grant reimbursements to be $220 to $250 million. We expect H2 2026 revenue and Adjusted EBITDA to be favorably impacted by continued high margin Glo Fiber revenue growth, similar to recent quarterly trends, and lower operating expenses from the previously announced reduction in force. Moving to slide 17. We invested $146 million in capital expenditures in H1 2026 and collected $20 million in government grants for net CapEx of $126 million. Net CapEx declined 18% to H1 2025 due to decline in incumbent government subsidized construction.

Speaker #2: Returning to slide 16, we reiterate our annual guidance for 2026. We expect revenues of $370 to $377 million, adjusted EBITDA of $131 to $136 million, and capex, net of government grant reimbursements, to be $220 to $250 million.

Speaker #2: We expect second-half 2026 revenue and adjusted EBITDA to be favorably impacted by continued high-margin GloFiber revenue growth, similar to recent quarterly trends, and lower operating expenses from the previously announced reduction in force.

Speaker #2: Moving to slide 17, we invested 146 million in capital expenditures in the first half of '26 and collected 20 million in government grants for net capex of 126 million.

Speaker #2: Net capex declined 18% to the first half 2025 due to the decline in incumbent government subsidized construction. As of June 30th, construction was complete for 95% of the subsidized passings and 93% of our target GloFiber passings.

Jim Volk: As of 30 June, construction was complete for 95% of the subsidized passings and 93% of our target Glo Fiber passings, with both projects expected to be substantially complete by the end of 2026. I'd now like to update you on our liquidity and debt maturities on slide 18. As of 30 June, we had $728 million in outstanding debt, $674 million of net debt. We have no debt maturities until 2029, and 78% of our debt is fixed rate, providing meaningful protection for potential increases in short-term interest rates. Total available liquidity was $159 million, consisting of $24 million of cash and cash equivalents, $31 million in restricted cash as required by the ABS Indenture, $2 million available under the VFN, $75 million available under the revolving credit facility, and $27 remaining reimbursements under government grants.

Speaker #2: With both projects expected to be substantially complete by the end of 2026, I'd now like to update you on our liquidity and debt maturities on slide 18.

Speaker #2: As of June 30th, we had 728 million in outstanding debt, 674 million of net debt. We have no debt maturities until 2029, and 78% of our debt is fixed rate.

Speaker #2: Providing meaningful protection for potential increases in short-term interest rates. Total available liquidity was $159 million, consisting of $24 million of cash and cash equivalents, $31 million in restricted cash as required by the ABS indenture, $2 million available under the VFN, $75 million available under the revolving credit facility, and $27 million in remaining reimbursements under government grants.

Speaker #2: In addition, the company has over 105 million of VFN commitments that are not available to draw as of June 30th. However, we expect the available VFN capacity to reach the commitment levels with continued growth in the secured fiber network revenues from the ABS entities.

Jim Volk: The company has over $105 million of VFN commitments that are not available to draw as of 30 June. However, we expect the available VFN capacity to reach the commitment levels with continued growth in the secured fiber network revenues from the ABS entities. In summary, as noted on slide 19, we have three catalysts converging that we expect will lead us to generating and growing positive free cash flow in 2027 and beyond. Low double-digit adjusted EBITDA growth rates driven by our fiber businesses, declining capital intensity as we exit the construction phase of our business plan, declining cost of capital after refinancing our debt in December 2025. Thank you, operator. We're now ready for questions.

Speaker #2: In summary, as noted on slide 19, we have three catalysts converging that we expect will lead us to generating and growing positive free cash flow in 2027 and beyond.

Speaker #2: Low double-digit adjusted EBITDA growth rates driven by our fiber businesses, declining capital intensity as we exit the construction phase of our business plan, and declining cost of capital after refinancing our debt in December 2025.

Speaker #2: Thank you, operator, and we're now ready for questions.

Speaker #1: Thank you. If you would like to ask a question, please press star 11 on your telephone. You will then hear an automated message advising your hand is raised.

Operator: Thank you. If you would like to ask a question, please press star one one on your telephone. You will then hear an automated message advising your hand is raised. If you would like to remove yourself from the queue, please press star one one again. We ask that you wait for your name and company to be announced before proceeding with your question. One moment while we compile the Q&A roster. Our first question will be coming from the line of Christian Schwab of Craig-Hallum. Please go ahead.

Speaker #1: If you would like to remove yourself from the queue, please press star 11 again. We ask that you wait for your name and company to be announced before proceeding with your question.

Speaker #1: One moment while we compile the Q&A roster. Our first question will be coming from the line of Christian Schwab of Craig Hellum. Please go ahead.

Speaker #3: Thank you. Congrats on the good quarter. I'm wondering if you could give us an update—we kind of talked about it a little bit last quarter—on the data center opportunity.

Christian Schwab: Thank you. Congrats on the good quarter. I'm wondering if you could give us an update. We kind of talked about it a little bit last quarter on the data center opportunity. I know in your geographical footprint, we got 20 data centers sitting in Ohio, and we have a lot in Virginia. I'm wondering if there's anything new to report there.

Speaker #3: I know in your geographical footprint, we've got 20 data centers sitting in Ohio, and we have a lot in Virginia. I'm wondering if there's anything new to report there.

Ed McKay: Hey, Christian. Good morning. This is Ed. No, we don't have anything specific to report at this time. I will state that we're making progress there. We do have a master service agreement in place with a major hyperscaler that will enable them to potentially buy services in the future. We're still confident in the opportunity going forward.

Speaker #4: Hey, Christian. Good morning. This is Ed. So, we don't have anything specific to report at this time. I will state that we're making progress there.

Speaker #4: We do have a master service agreement in place with a major hyperscaler, which allows them to potentially buy services in the future. So we're still confident in the opportunity going forward.

Christian Schwab: Great. I know, I think you kind of talked about before that you maybe would need multiple customers to really make a go at that, if you will. Since you do have an MSA with one, is one customer good enough if the terms and opportunity is right?

Speaker #3: Great. I know I think you kind of talked about before that you maybe would need multiple customers to really make a go at that, if you will.

Speaker #3: But since you do have an MSA with one is one customer good enough if the terms and opportunity is right?

Speaker #4: So the advantage we have, we have existing fiber and existing conduit in close proximity to some of these data centers. So that gives us an advantage where we can provide the service without having to make as significant a capital investment as other providers may.

Ed McKay: The advantage we have, we have existing fiber and existing conduit in close proximity to some of these data centers. That gives us an advantage where we can provide the service without having to make as significant a capital investment as other providers may.

Christian Schwab: Okay. Fantastic. Then, as we do transition the business models from heavy CapEx to CapEx light and free cash flow positive, I just wanted to confirm again that the target over the next couple of years is still kind of a 40% consolidated EBITDA margin target and 50% long term. That's still accurate, right?

Speaker #3: Okay. Fantastic. And then just as we do transition, the business models from heavy capex to capex light and free cash flow positive, I just wanted to confirm again that the target over the next couple of years is still kind of a 40% consolidated EBITDA margin target and 50% long-term that's still accurate, right?

Speaker #4: Yes, Christian, that is accurate. We expect to grow EBITDA margins by 300 to 400 basis points a year for the next couple of years, and we have clear visibility to get to 40% in a couple of years.

Jim Volk: Yes, Christian, that is accurate. We expect to grow EBITDA margins by 3 to 400 basis points a year for the next couple of years. We have a clear visibility to get to 40% in a couple of years.

Speaker #3: Excellent. No other questions. Thanks, guys.

Christian Schwab: Excellent. No other questions. Thanks, guys.

Speaker #1: Thank you. One moment for the next question, please. And our next question is coming from the line of correspondent of BWS Financial. Please go ahead.

Operator: Thank you. One moment for the next question, please. Our next question is coming from the line of Hamed Khorsand of BWS Financial. Please go ahead.

Speaker #5: Hey, good morning. So, first off, could you just talk a little bit more about the competitive landscape? I know you were talking about the pricing solves some of your issues with satellite.

Hamed Khorsand: Good morning. First off, could you just talk a little bit more about the competitive landscape? I know you were talking about the pricing solve some of your issues with satellite. Are you seeing any other encroachment in your markets, and is the pricing list that you have now solving that issue?

Speaker #5: Are you seeing any other encroachment in your market? And is the pricing list that you have now solving that issue?

Ed McKay: Good morning, Hamed. Appreciate the question. We mentioned in the script, we have about 35% of our incumbent broadband footprint that overlaps with a wired competitor. We believe we're priced competitively there. Our prices are typically lower than that wired competitor with similar bandwidth. As far as the satellite competition, I mentioned the impact has been minimal. Really, the only place we saw any impact at all was in our rural markets. We believe with our new rate card, we're well positioned there, because the bottom line is we have faster speeds, we have superior latency, and we believe we have superior customer service as well. We believe we are well positioned going forward.

Speaker #4: Good morning, Ahmed. You appreciate the question. We mentioned in the script we have about 35% of our incumbent broadband footprint that overlaps with a wired competitor.

Speaker #4: We believe we're priced competitively there. We our prices are typically lower than that wired competitor with similar bandwidth. And as far as the satellite competition, I mentioned the impact has been minimal.

Speaker #4: Really, the only place we saw any impact at all was in our rural markets. We believe, with our new rate card, we're well positioned there.

Speaker #4: Because the bottom line is, we have faster speeds, we have superior latency, and we believe we have superior customer service as well. So, we believe we are well-positioned going forward.

Speaker #5: Okay. And then could you just talk about if you're increasing your sales efforts on the commercial SMB side, and what's the growth opportunity is there for you?

Hamed Khorsand: Okay. Could you just talk about if you're increasing your sales efforts on the commercial SMB side, and what the growth opportunity is there for you?

Speaker #4: So we have added additional resources on the commercial side, and particularly on the SMB side as well. We are seeing good progress there. And we've mentioned previously, with the data center activity, we think this is a basically a new growth opportunity for us above and beyond what about the growth.

Ed McKay: We have added additional resources on the commercial side, and particularly on the SMB side as well. We are seeing good progress there. We've mentioned previously with the data center activity, we think this is basically a new growth opportunity for us above and beyond what we've traditionally seen. We're optimistic about the growth.

Speaker #5: Okay. Great. Thank you.

Hamed Khorsand: Okay, great. Thank you.

Speaker #1: Thank you. One moment for the next question. And our next question is coming from the line of Vakeesh Harlada of New Street Research. Please go ahead.

Operator: Thank you. One moment for the next question. Our next question is coming from the line of Vikash Harlalka of New Street Research. Please go ahead.

Vikash Harlalka: Hi, it's Vikash Harlalka from New Street. Thanks for taking my question. I just wanted to go back to the satellite question. You mentioned that there was no impact on churn in Q2. What exactly changed from Q1 to Q2? Was it just your pricing? Did satellite pull back on marketing? Any color there would be very helpful. Then if we sort of flip that the other way around, do you see a lot of satellite customers switch to Glo Fiber when you build fiber in a market where satellite was the only viable option? Thank you.

Speaker #6: Hi. It's Vakeesh Harlada from New Street. Thanks for taking my question. I just wanted to go back to the satellite question. You mentioned that there was no impact on churn in Q2.

Speaker #6: What exactly changed from one Q to two Q? Was it just your pricing? Did satellite pull back on marketing? Any color there would be very helpful.

Speaker #6: And then if we sort of flip that the other way around, do you see a lot of satellite customers switch to GloFiber when you build fiber in a market where satellite was the only viable option?

Speaker #6: Thank you.

Speaker #4: Yeah. So as I mentioned, during the script, no impact that was material at all in GloFiber, just a minimal impact in the incumbent broadband markets in the rural areas.

Ed McKay: Yes. As I mentioned during the script, no impact that was material at all in Glo Fiber, just a minimal impact in the incumbents broadband markets in the rural areas. I think our new rate card helped bring satellite churn down in Q2. With our service, you can get double the speed for a lower price than satellite offers currently. That was certainly a factor, I think satellite also backed off some of their aggressive promotions. They were giving away free equipment, that's now gone to a lease. They also had some low introductory rates. They backed off those as well. I think the combination of those two certainly reduced churn in Q2, I mentioned we saw a significant reduction in June as well. We think we're on a good trajectory there.

Speaker #4: So, I think our new rate card helped bring satellite churn down in the second quarter. With our service, you can get double the speed for a lower price than satellite offers currently.

Speaker #4: That was certainly a factor, but I think satellite also backed off some of their aggressive promotions. They were giving away free equipment; that's now gone to a lease.

Speaker #4: They also had some low introductory rates; they backed off those as well. So, I think the combination of those two certainly reduced churn in the second quarter, and I mentioned we saw a significant reduction in June as well.

Speaker #4: So we think we're on a good trajectory there. And as far as our GloFiber markets with the satellite customers moving to GloFiber, I don't think we have good visibility into that.

Ed McKay: As far as our Glo Fiber markets with the satellite customers moving to Glo Fiber, I don't think we have good visibility into that. I think we're primarily gaining customers from the incumbent cable provider and then new customers moving into the area, I would say is probably less of an impact from migrations from Starlink or some other provider to our service.

Speaker #4: So I think we're primarily gaining customers from the incumbent cable provider and then new customers moving into the area. I would say it's probably less of an impact from migrations from Starlink or some other provider to our service.

Vikash Harlalka: Very helpful. Thanks so much.

Speaker #6: Very helpful. Thanks so much.

Speaker #4: You're welcome. Thank you.

Ed McKay: You're welcome. Thank you.

Speaker #1: Thank you. And there are no more questions in the queue. I would like to turn the call back over to Ed McKay for closing remarks.

Operator: Thank you. There are no more questions in the queue. I would like to turn the call back over to Ed McKay for closing remarks. Please go ahead.

Speaker #1: Please go ahead.

Speaker #4: Thank you. We appreciate your time today, and we look forward to updating you in future quarters.

Ed McKay: Thank you. We appreciate your time today, and we look forward to updating you in future quarters.

Operator: This concludes today's programming. Thank you so much for joining. You may now disconnect.

Q2 2026 Shenandoah Telecommunications Co Earnings Call

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