Q3 2026 Construction Partners Inc Earnings Call

August 7, 2026

Operator: Greetings, welcome to the Construction Partners Third Quarter Earnings Conference Call. At this time, all participants are in a listen-only mode. A brief question-and-answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press star zero on your telephone keypad. As a reminder, this conference is being recorded. It is now my pleasure to introduce your host, Rick Black with Investor Relations. Please go ahead, sir.

Speaker #1: If anyone should require operator assistance during the conference, please press star zero on your telephone keypad. As a reminder, this conference is being recorded.

Speaker #1: It is now my pleasure to introduce your host, Rick Black with Investor Relations. Please go ahead, sir.

Speaker #2: Thank you, operator, and good morning, everyone. We appreciate you joining us for the Construction Partners conference call to review third quarter fiscal 2026 results.

Rick Black: Thank you, operator, good morning, everyone. We appreciate you joining us for the Construction Partners conference call to review Q3 fiscal 2026 results. This call is also being webcast and can be accessed through the audio link on the Events and Presentations page of the Investor Relations section of constructionpartners.net. Information recorded on this call speaks only as of today, which is 7 August 2026. Please be advised that any time-sensitive information may no longer be accurate as of the date of any replay listening or transcript reading. I would also like to remind you that the statements made in today's discussion that are not historical facts, including statements of expectations or future events or future financial performance, are considered forward-looking statements made pursuant to the safe harbor provision of the Private Securities Litigation Reform Act of 1995.

Speaker #2: This call is also being webcast and can be accessed through the audio link on the Events and Presentations page of the Investor Relations section of constructionpartners.net.

Speaker #2: Information recorded on this call speaks only as of today, which is August 7th, 2026. Please be advised at any time sensitive information may no longer be accurate as of the date of any replay listening or transcript reading.

Speaker #2: I would also like to remind you that the statements made in today's discussion that are not historical facts including statements of expectations or future events or future financial performance are considered forward-looking statements made pursuant to the Safe Harbor Provision of the Private Securities Litigation Reform Act of 1995.

Speaker #2: We will be making forward-looking statements as a part of today's call that, by their nature, are uncertain and outside of the company's control. Actual results may differ materially.

Rick Black: We will be making forward-looking statements as a part of today's call that, by their nature, are uncertain and outside of the company's control. Actual results may differ materially. Please refer to our earnings press release for our disclosure on forward-looking statements. These factors, as well as other risks and uncertainties, are described in detail in the company's filings with the Securities and Exchange Commission. Management will also refer to non-GAAP measures, including adjusted net income, adjusted EBITDA, and adjusted EBITDA margin. Reconciliations to the nearest GAAP measures can be found at the end of today's earnings press release. Construction Partners assumes no obligation to publicly update or revise any forward-looking statements. Now I would like to turn the call over to Construction Partners CEO, Jule Smith. Jule?

Speaker #2: Please refer to our earnings press release for our disclosure on forward-looking statements. These factors as well as other risks and uncertainties are described in detail in the company's filings with the Securities and Exchange Commission.

Speaker #2: Management will also revert to non-GAAP measures including adjusted net income, adjusted EBITDA, and adjusted EBITDA margin. Reconciliations to the nearest GAAP measures can be found at the end of today's earnings press release.

Speaker #2: Construction Partners assumes no obligation to publicly update or revise any forward-looking statements. And now, I would like to turn the call over to Construction Partners CEO, Jules Smith.

Speaker #2: Jules?

Speaker #3: Thank you, Rick, and good morning, everyone. We appreciate you joining us for today's call. With me this morning are Greg Hoffman, our Chief Financial Officer, and Ned Fleming, our Executive Chairman.

Jule Smith: Thank you, Rick, and good morning, everyone. We appreciate you joining us for today's call. With me this morning are Greg Hoffman, our Chief Financial Officer, and Ned Fleming, our Executive Chairman. I'd like to start today's call by addressing the approximately 7,200 employees of the CPI family of companies. Thank you all for daily bringing excellence to our operations. Your hard work, talent, and unwavering commitment to work safely drove another outstanding quarter, building a record backlog and once again allowing us to raise our fiscal 2026 outlook. Simply put, CPI's success begins with our people and the culture of a close-knit family of companies that we cultivate and maintain daily. Our core values, family, opportunity, respect, and excellence are more than words. They guide how we operate every day. We are a family of companies, but more importantly, a company of families.

Speaker #3: I'd like to start today's call by addressing the approximately 7,200 employees of the CPI family of companies. Thank you all for daily bringing excellence to our operations.

Speaker #3: Your hard work, talent, and unwavering commitment to work safely drove another outstanding quarter building a record backlog and once again allowing us to raise our fiscal 2026 outlook.

Speaker #3: Simply put, CPI success begins with our people and the culture of a close-knit family of companies that we cultivate and maintain daily. Our core values: family, opportunity, respect, and excellence are more than words.

Speaker #3: They guide how we operate every day. We are a family of companies, but more importantly, a company of families. We create opportunities for our employees to build better lives.

Jule Smith: We create opportunities for our employees to build better lives. We treat one another, our customers, and our communities with respect. Finally, we strive daily to do ordinary things extraordinarily well for all of the communities that we serve. Our culture has become a meaningful competitive advantage. It enables us to attract, develop, and retain exceptional people across our more than 115 individual markets, and also positions us as the acquirer of choice for sellers that want to take care of their employees. In Q3, we delivered another period of strong execution, growing revenue, net income, adjusted EBITDA, and backlog consistent with the momentum we've built throughout fiscal 2026. During the quarter, our business remained resilient despite continued energy cost inflation and unusually wet weather across many of our markets in May.

Speaker #3: We treat one another our customers and our communities with respect. And finally, we strive daily to do ordinary things extraordinarily well for all of the communities that we serve.

Speaker #3: Our culture has become a meaningful competitive advantage. It enables us to attract, develop, and retain exceptional people across our more than 115 individual markets, and also positions us as the acquirer of choice for sellers that want to take care of their employees.

Speaker #3: In the third quarter, we delivered another period of strong execution growing revenue net income adjusted EBITDA and backlog consistent with the momentum we've built throughout fiscal 2026.

Speaker #3: During the quarter, our business remained resilient despite continued energy cost inflation and unusually wet weather across many of our markets in May. Our cost pass-through model and strong local market operating teams together with our disciplined operating strategy enabled us to execute at a high level and deliver another quarter of profitable growth.

Jule Smith: Our cost pass-through model and strong local market operating teams, together with our disciplined operating strategy, enabled us to execute at a high level and deliver another quarter of profitable growth. Before turning to the current demand environment, I'd like to briefly address federal transportation funding, a topic that has understandably raised questions among investors. As many of you know, a 5-year federal surface transportation funding bill is moving through the congressional authorization process. Let me begin with three key points. First, we believe that Congress will ultimately approve and increase the funding level of a new multi-year surface transportation bill that continues to support much needed long-term investment in our nation's road and bridges. Second, while the timing of final passage remains uncertain, the possibility of operating under a continuing resolution is neither new nor concerning for our industry.

Speaker #3: Before turning to the current demand environment, I'd like to briefly address federal transportation funding. A topic that has understandably raised questions among investors. As many of you know, a five-year federal surface transportation funding bill is moving through the congressional authorization process.

Speaker #3: Let me begin with three key points. First, we believe that Congress will ultimately approve and increase the funding level of a new multi-year surface transportation bill that continues to support much-needed long-term investment in our nation's road and bridges.

Speaker #3: Second, while the timing of final passage remains uncertain, the possibility of operating under a continuing resolution is neither new nor concerning for our industry.

Speaker #3: Finally, based upon what we know today, we do not expect any disruption to federal funding or project activity in either fiscal 2027. Now, let's discuss where things stand today.

Jule Smith: Finally, based upon what we know today, we do not expect any disruption to federal funding or project activity in either fiscal 2026 or fiscal 2027. Let's discuss where things stand today. Earlier this year, the Build America 2.0 SPIC was introduced in the House of Representatives and subsequently advanced out of committee with an overwhelming bipartisan support of a 62 to two vote, positioning the legislation for consideration by the full House. While the bill must still pass both chambers of Congress and be signed by the president before becoming law, the House bill represents an important milestone in the reauthorization process. As currently drafted, Build America 2.0 SPIC provides approximately 7.2% more funding over the life of the bill than the highway and public transportation funding included in the IIJA.

Speaker #3: Earlier this year, the Build America 250 Act was introduced in the House of Representatives and subsequently advanced out of committee with an overwhelming bipartisan support of a 62 to 2 vote.

Speaker #3: Positioning the legislation for consideration by the full House. While the bill must still pass both chambers of Congress and be signed by the President before becoming law, the House bill represents an important milestone in the reauthorization process.

Speaker #3: As currently drafted, the Build America 250 Act provides approximately 7.2% more funding over the life of the bill than the highway and public transportation funding included in the IIJA.

Speaker #3: And when you dig into the details of the actual programs funded and compare where the money will be spent, the dollars targeted to hard infrastructure projects will have an even greater increase than the past five years.

Jule Smith: When you dig into the details of the actual programs funded and compare where the money will be spent, the dollars targeted to hard infrastructure projects will have an even greater increase than the past five years. It's also worth noting that for two decades, in each of the last three surface transportation reauthorizations, including IIJA, the FAST Act, and MAP-21, the final enacted legislation ultimately provided higher funding levels than the initial House proposal. Given the longstanding bipartisan support for investing in America's transportation infrastructure, we are confident that Congress will ultimately approve a new bill. That said, the legislative calendar continues to tighten as the midterm elections approach, increasing the likelihood of a continuing resolution, or CR, to temporarily extend current funding. Should that occur, federal highway funding would remain at fiscal 2026 levels, the highest annual funding levels in the program's history.

Speaker #3: It's also worth noting that for two decades, in each of the last three surface transportation reauthorizations—including IIJA, the FAST Act, and MAP-21—the final enacted legislation ultimately provided higher funding levels than the initial House proposal.

Speaker #3: Given the long-standing bipartisan support for investing in America's transportation infrastructure, we are confident that Congress will ultimately approve a new bill. That said, the legislative calendar continues to tighten as the midterm elections approach, increasing the likelihood of a continuing resolution or CR.

Speaker #3: To temporarily extend current funding. Should that occur, federal highway funding would remain at fiscal 2026 levels, the highest annual funding levels in the program's history.

Speaker #3: Importantly, we do not believe a CR would have a meaningful impact on our business or industry activity in fiscal 2027. Approximately 45% of IIJA funding has yet to be deployed, and we continue to see very healthy bid activity, project lettings, and contract awards across our markets, as reflected in our record backlog.

Jule Smith: Importantly, we do not believe a CR would have a meaningful impact on our business or industry activity in fiscal 2027. Approximately 45% of IIJA funding has yet to be deployed, and we continue to see very healthy bid activity, project lettings, and contract awards across our markets, as reflected in our record backlog. Turning now to the demand for commercial development as it relates to one of today's fastest-growing end markets, AI data centers. We have been serving data center projects across our footprint for many years. While activity in this segment has accelerated meaningfully, our strategy remains unchanged. We will continue to pursue attractive opportunities in the local markets and states where we already operate.

Speaker #3: Turning now to the demand for commercial development. As it relates to one of today's fastest-growing markets, AI data centers, we have been serving data center projects across our footprint for many years.

Speaker #3: While activity in this segment has accelerated meaningfully, our strategy remains unchanged. We will continue to pursue attractive opportunities in the local markets and states where we already operate.

Speaker #3: With an estimated 70 to 75 percent of new data center construction nationally expected to occur in our existing states, we believe CPI is well positioned to participate in this growth through disciplined bidding, established relationships with general contractors, and a focus on projects that meet our commercial margin objectives.

Jule Smith: With an estimated 70% to 75% of new data center construction nationally expected to occur in our existing states, we believe CPI is well-positioned to participate in this growth through disciplined bidding, established relationships with general contractors, and a focus on projects that meet our commercial margin objectives. Today, our teams are actively bidding and building data center projects, including several notable examples. In Texas, Lone Star Paving is actively working on a portfolio of data center projects in Central Texas and has a pipeline of opportunities exceeding $100 million in contract value. In Oklahoma, where we recently expanded our overland platform through the addition of Ellsworth, we're building AI data center projects totaling approximately $100 million, with a current pipeline of opportunities exceeding $130 million. Other newly won commercial projects range for construction for national retailers, to hospitals, to corporate campuses, and manufacturing facilities.

Speaker #3: Today, our teams are actively bidding and building data center projects including several notable examples. In Texas, Lone Star Paving is actively working on a portfolio of data center projects in central Texas and has a pipeline of opportunities exceeding $100 million in contract value.

Speaker #3: In Oklahoma, where we recently expanded our overland platform through the addition of Ellsworth, we're building AI data center projects totaling approximately $100 million with a current pipeline of opportunities exceeding $130 million.

Speaker #3: Other newly won commercial projects range for construction for national retailers, to hospitals, to corporate campuses, and manufacturing facilities. These examples represent only a portion of the more than 1,000 commercial sector projects we expect to build this year across our eight states and over 115 local markets.

Jule Smith: These examples represent only a portion of the more than 1,000 commercial sector projects we expect to build this year across our eight states and over 115 local markets. On the public side, federal and state governments continue to invest in infrastructure to support the growing economies across the Sun Belt. From large market-specific projects to recurring repair and maintenance work for state DOTs, cities, and counties, as well as lane widenings and road expansion projects, publicly funded work remains robust. As examples of some of our recent public wins in just one of our states, Florida, we won a contract to reconstruct the existing airfield pavement apron at the main passenger terminal of Pensacola International Airport, involving demolition of existing pavements, new storm drainage, and installation of subgrade and base courses, a multifaceted project that will begin in September and run through the fall of 2027.

Speaker #3: On the public side, federal and state governments continue to invest in infrastructure to support the growing economies across the Sun Belt. From large market-specific projects to recurring repair and maintenance work for state DOTs cities and counties, as well as lane widenings and road expansion projects, publicly funded work remains robust.

Speaker #3: As examples from some of our recent public wins in just one of our states, Florida, we want to contract a reconstruct the existing airfield pavement apron at the main passenger terminal of Pensacola International Airport.

Speaker #3: Involving demolition of existing pavements, new storm drainage, and installation of subgrade and base courses. It's a multifaceted project that will begin in September and run through the fall of 2027.

Speaker #3: For the Florida DOT, we were recently awarded two contracts totaling over $80 million to build new rest stop areas along the I-4 corridor. These projects also strengthen our presence with a key transportation client, while showcasing our ability to efficiently deliver large, complex infrastructure projects.

Jule Smith: For the Florida DOT, we recently were awarded two contracts totaling over $80 million to build new rest stop areas along the I-4 corridor. These projects also strengthen our presence with a key transportation client while showcasing our ability to efficiently deliver large, complex infrastructure projects. In addition to these projects, we continue to win project awards across our eight states for resurfacing and repair projects. This is our typical and sustainable work that drives our company forward quarter after quarter and year after year. Overall, at the state funding level, we continue to see increased budgets and healthy project letting activity across our states. Turning to our growth strategy. Last month, we completed another strategic acquisition with the purchase of Ellsworth Construction, a leading asphalt manufacturing and construction company in Oklahoma.

Speaker #3: In addition to these projects, we continue to win project awards across our eight states for resurfacing and repair projects. This is our typical and sustainable work that drives our company forward quarter after quarter and year after year.

Speaker #3: Overall, at the state funding level, we continue to see increased budgets and healthy project letting activity across our states. Turning to our growth strategy.

Speaker #3: Last month, we completed another strategic acquisition with a purchase of Ellsworth Construction, a leading asphalt manufacturing and construction company in Oklahoma. I'd like to welcome Nathan Ellsworth and his group of talented construction professionals to the CPI family of companies.

Jule Smith: I'd like to welcome Nathan Ellsworth and his group of talented construction professionals to the CPI family of companies. Under our Oklahoma platform company, Overland Corporation, Ellsworth expands our footprint in the state and significantly strengthens our presence in the rapidly growing Tulsa and Oklahoma City metropolitan areas. The acquisition adds experienced employees, strategically located facilities, and a strong reputation for execution, while further expanding our capabilities in the fast-growing data center construction market. Ellsworth's established position in Oklahoma complements Overland's extensive data center portfolio in North Texas, creating additional opportunities to service this attractive and expanding end market. We continue to benefit from the ongoing generational transition occurring across our industry and maintain a robust pipeline of high-quality acquisition opportunities throughout our existing footprint and adjacent Sun Belt states. We remain actively engaged in discussions with prospective sellers and encouraged by the opportunities ahead.

Speaker #3: Under our Oklahoma platform company, Overland Construction, Ellsworth expands our footprint in the state in significantly strengthens our presence in the rapidly growing Tulsa, and Oklahoma City metropolitan areas.

Speaker #3: The acquisition adds experienced employees, strategically located facilities, and a strong reputation for execution while further expanding our capabilities in the fast growing data center construction market.

Speaker #3: Ellsworth is established position in Oklahoma complements Overland's extensive data center portfolio in North Texas. Creating additional opportunities to serve as this attractive and expanding in-market.

Speaker #3: We continue to benefit from the ongoing generational transition occurring across our industry and maintain a robust pipeline of high-quality acquisition opportunities throughout our existing footprint and adjacent Sun Belt states.

Speaker #3: We remain actively engaged in discussions with prospective sellers and encouraged by the opportunities ahead. Organic growth remains an equally important component of our long-term strategy as evidenced by our strong organic growth both in this quarter and for our entire fiscal year 2026.

Jule Smith: Organic growth remains an equally important component of our long-term strategy, as evidenced by our strong organic growth both in this quarter and for our entire fiscal year 2026. We continue to invest in our existing business by increasing capacity, broadening our geographic reach, and enhancing our vertical integration network. As part of these efforts, we expect to bring several greenfield facilities online later this year, extending our reach into attractive high-growth markets that are currently underserved. Finally, I'd like to say that we're excited not only for the results of this quarter and expected for this fiscal year, but also for the outlook ahead for fiscal year 2027 that begins October 1. At CPI, our leadership team annually reads a book together, and several of these books we studied are by the renowned business author Jim Collins.

Speaker #3: We continue to invest increasing capacity, broadening our geographic reach, and enhancing our vertical integration network. As part of these efforts, we expect to bring several greenfield facilities online later this year extending our reach into attractive high-growth markets that are currently underserved.

Speaker #3: Finally, I'd like to say that we're excited not only for the results of this quarter and expected for this fiscal year, but also for the outlook ahead for fiscal year 2027 that begins October 1st.

Speaker #3: At CPI, our leadership team annually reads a book together and several of these books we studied are by the renowned business author Jim Collins.

Speaker #3: An important concept that we learned from Collins is the idea that 20 mile march. Having the discipline and planning to make consistent and steady progress towards your goal.

Jule Smith: An important concept that we learned from Collins is the idea of the 20-Mile March: having the discipline and planning to make consistent and steady progress toward your goal. Our Road 2035 year plan outlines our strategy to each year have a consistent march of controlled, profitable growth as we execute on our strategy. Today, we are raising our fiscal 2026 guidance to reflect over 30% growth on both top-line revenue and bottom-line margins. Looking forward to fiscal year 2027, we anticipate strong organic growth again, we already have approximately $140 million of acquisitive revenue carrying over from this year. Another typical CPI year of growth is developing, we will continue to march forward with discipline to deliver long-term strategic value for our shareholders. With that, I'd like now to turn the call over to Greg.

Speaker #3: Our Road 2030 five-year plan outlines our strategy to each year have a consistent march of controlled profitable growth as we execute on our fiscal 2026 guidance to reflect over 30% growth on both top line revenue and bottom line margins.

Speaker #3: And looking forward to fiscal year 2027, we anticipate strong organic growth again. And we already have approximately $140 million of acquisitive revenue carrying over from this year.

Speaker #3: So another typical CPI year of growth is developing. And we will continue to march forward with discipline to deliver long-term strategic value for our shareholders.

Speaker #3: And with that, I'd like now to turn the call over to Greg.

Speaker #2: Thank you, Joel. Good morning, everyone. As Joel mentioned, we reported a strong third quarter, maintaining the outperformance we experienced in the first six months of the year.

Greg Hoffman: Thank you, Jule. Good morning, everyone. As Jule mentioned, we reported a strong Q3, maintaining the outperformance we experienced in the H1 of the year. I will review the quarter in more detail before discussing our raised outlook. I'll start with a review of our key performance metrics for the Q3 of fiscal 2026. Revenue was $999.4 million, an increase of 28.2% compared to last year. The breakdown of this revenue growth was 8.9% organic and 19.3% acquisitive. Gross profit in the Q3 was $168.4 million, an increase of approximately 28% compared to last year. As a percentage of total revenues, gross profit was 16.8% compared to 16.9% last year. General and administrative expenses as a percentage of total revenue in the Q3 decreased to 6.3% from 6.5% in Q3 2025. Net income was $59.6 million, and adjusted net income was $60.6 million.

Speaker #2: I will review the quarter in more detail before discussing our raised outlook. I'll start with a review of our key performance metrics for the third quarter of fiscal 2026.

Speaker #2: Revenue was $999.4 million and increase of 28.2% compared to last year. The breakdown of this revenue growth was 8.9% organic and 19.3% acquisitive. Gross profit in the third quarter was $168.4 million.

Speaker #2: An increase of approximately 28% compared to last year. As a percentage of total revenues gross profit was 16.8% compared to 16.9% last year. General and administrative expenses as a percentage of total revenue in the third quarter decreased to 6.3% from 6.5% in Q3 2025.

Speaker #2: Net income was $59.6 million and adjusted net income was $60.6 million. Earnings per diluted share for adjusted net income was $1.08. Adjusted EBITDA was 163 million.

Greg Hoffman: Earnings per diluted share for adjusted net income was $1.08. Adjusted EBITDA was $163 million, an increase of 24% compared to last year. Adjusted EBITDA margin for the quarter was 16.3%. You can find GAAP to non-GAAP reconciliations at the end of today's earnings release. Turning now to the balance sheet. We had $95 million of cash and cash equivalents and $599 million available under our credit facility at 30 June, net of a reduction for outstanding letters of credit. During the quarter, we amended our Term Loan A and Revolver Credit Agreement, as well as our Term Loan B Credit Agreement. First, we amended the existing revolving credit facility under the Term Loan A Revolver Credit Agreement from $500 million to $700 million.

Speaker #2: An increase of 24% compared to last year. Adjusted EBITDA margin for the quarter was 16.3%. You can find GAAP to non-GAAP reconciliations at the end of today's earnings release.

Speaker #2: Turning now to the balance sheet, we had $95 million of cash and cash equivalents. And $599 million available under our credit facility at June 30th, net of a reduction for outstanding letters of credit.

Speaker #2: During the quarter, we amended our term loan A and revolver credit agreement as well as our term loan B credit agreement. First, we amended the existing revolving credit facility under the term loan A revolver credit agreement from $500 million to $700 million.

Speaker #2: In addition, we refinanced and replaced in full all outstanding term loans under the term loan B credit agreement to reduce the interest rate margins payable.

Greg Hoffman: In addition, we refinanced and replaced in full all outstanding term loans under the Term Loan B Credit Agreement to reduce the interest rate margins payable and provided for incremental term loans in the amount of $300 million. As of the end of the quarter, our debt to trailing 12 months EBITDA ratio decreased to 3.17x. We remain committed to our strategy of reducing the leverage ratio to approximately 2.5x to support sustained profitable growth. In the Q3 of fiscal 2026, cash flow from operations was $93.1 million, up from $83 million in Q3 of fiscal 2025. We expect to convert 75% to 85% of EBITDA to cash flow from operations in fiscal year 2026. Turning now to our outlook. We are raising our fiscal 2026 outlook to reflect the outperformance of Q3 and to include the contribution of our newest acquisition, Ellsworth Construction.

Speaker #2: And provided for incremental term loans in the amount of $300 million. As of the end of the quarter, our debt to trailing 12 months EBITDA ratio decreased to 3.17 times.

Speaker #2: We remain committed to our strategy of reducing the leverage ratio to approximately 2.5 times to support sustained profitable growth. In the third quarter of fiscal 2026, cash flow from operations was $93.1 million.

Speaker #2: Up from $83 million in Q3 of fiscal 2025. We expect to convert 75 to 85 percent of EBITDA to cash flow from operations in fiscal year 2026.

Speaker #2: Turning now to our outlook, we are raising our fiscal 2026 outlet to reflect the outperformance of Q3 and to include the contribution of our newest acquisition, Ellsworth Construction.

Speaker #2: Our new ranges are revenue in the range of 3.64 to 3.68 billion dollars. Net income in the range of $165 to $168 million. Adjusted net income in the range of $177.6 to $181.4 million.

Greg Hoffman: Our new ranges are: revenue in the range of $3.64 to $3.68 billion, net income in the range of $165 to $168 million, adjusted net income in the range of $177.6 to $181.4 million, adjusted EBITDA in the range of $559 to $569 million, and adjusted EBITDA margin in the range of 15.35% to 15.46%. Lastly, we had a record project backlog of $3.36 billion at 30 June 2026. We have approximately 80% to 85% of the next 12 months contract revenue covered in backlog. With that, we will open the call to questions. Operator?

Speaker #2: Adjusted EBITDA in the range of $559 to $569 million. And adjusted EBITDA margin in the range of 15.35 to 15.46 percent. Lastly, we had a record project backlog of 3.36 billion dollars at June 30th, 2026.

Speaker #2: We have approximately 80 to 85 percent of the next 12 months contract revenue covered in backlog. And with that, we will open the call to questions.

Speaker #2: Operator?

Speaker #3: Thank you. We will now be conducting a question-and-answer session. If you would like to ask a question, please press star one on your telephone keypad.

Operator: Thank you. We will now be conducting a question and answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate that 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 pull for questions. Our first question comes from Tyler Brown with Raymond James. Please proceed with your question.

Speaker #3: A confirmation tone will indicate that your line is in the question queue. You may press star two if you would like to remove your question from the queue.

Speaker #3: For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we pull for questions.

Speaker #3: Our first question comes from Tyler Brown with Raymond James. Please proceed with your question.

Speaker #4: Hey, good morning, guys. Hey, Tyler.

Patrick Tyler Brown: Hey, good morning, guys.

Tyler Brown: Hey, good morning, guys.

Speaker #2: Good morning. Hey, Tyler.

Greg Hoffman: Morning.

Jule Smith: Hey, Tyler.

Speaker #4: Hey, Greg, couple of quick modeling clarifications, if I could. So one, can you kind of size what the asphalt pass-through revenue impact to growth was?

Patrick Tyler Brown: Hey, Greg, couple of quick modeling clarifications if I could. One, can you kind of size what the asphalt pass-through revenue impact to growth was? Is that in organic growth? Two, what is the expected total M&A contribution in the 2026 guidance? Three, did I hear it right, Jewel, that $140 million rolls into next year? Sorry, I know there's a lot there, appreciate that.

Tyler Brown: Hey, Greg, couple of quick modeling clarifications if I could. One, can you kind of size what the asphalt pass-through revenue impact to growth was? Is that in organic growth? Two, what is the expected total M&A contribution in the 2026 guidance? Three, did I hear it right, Jewel, that $140 million rolls into next year? Sorry, I know there's a lot there, appreciate that.

Speaker #4: And is that in organic growth? Two, what is the expected total M&A contribution in the 26 guidance? And then three, did I hear it right, Joel, that 140 million rolls into next year?

Speaker #4: Sorry, I know there's a lot there, but appreciate that.

Speaker #2: Yeah, no problem. Yeah, so as you know, we're indexed on liquid AC. And certainly, there was an impact there in this fiscal quarter. We're probably 8 to 10 million dollars of additional revenue for the quarter.

Greg Hoffman: Yeah, no problem. As you know, we're indexed on liquid AC, certainly, there was an impact there in this fiscal quarter, where probably $8 to $10 million of additional-

Patrick Tyler Brown: Okay

Tyler Brown: Okay

Greg Hoffman: revenue for the quarter. That spread kind of both on the acquisitive side and the organic side, right? Because it depends where in the geographical footprint it came. I think your next question was, what's the acquisitive in the next quarter? Is that

Speaker #2: And but that spread kind of both on the acquisitive side and the organic side, right? Because it depends where in the geographical footprint it came.

Speaker #2: So I think your next question was what's the acquisitive in the next quarter? Is that for the year.

Jule Smith: For the year. Tyler.

Jule Smith: For the year. Yeah.

Speaker #4: Tyler, I think the midpoint of our guidance growth is around 30% now for overall growth for the year. And if you take out 8% organic, growth, then that leaves about 22% from acquisitive, which I think at the midpoint of our guidance is somewhere around 780 to 790 million dollars, if I'm doing my math right.

Patrick Tyler Brown: Yeah

Greg Hoffman: Tyler-

Jule Smith: I think the midpoint of our guidance growth is around 30% now.

Jule Smith: I think the midpoint of our guidance growth is around 30% now. Overall growth for the year. If you take out 8% organic growth, that leaves about 22% from acquisitive. I think at the midpoint of our guidance is somewhere around $780 to $790 million.

Jule Smith: Overall growth for the year. If you take out 8% organic growth, that leaves about 22% from acquisitive.

Patrick Tyler Brown: Yeah

Jule Smith: I think at the midpoint of our guidance is somewhere around $780 to $790 million.

Patrick Tyler Brown: Okay

Tyler Brown: Okay

Jule Smith: My math right.

Speaker #4: And you're right. Yeah.

Patrick Tyler Brown: Okay.

Tyler Brown: Okay.

Greg Hoffman: You're right.

Speaker #2: Okay. Go ahead.

Patrick Tyler Brown: Yeah.

Tyler Brown: Yeah.

Greg Hoffman: Go ahead.

Speaker #4: Well, I was just going to say you're right. We've got about 140 million of those acquisitions of that revenue carrying over now into FY 27.

Jule Smith: Well, I was just going to say you're right. We've got about $140 million of those acquisitions of that revenue carrying over now into FY27.

Speaker #2: Okay, perfect. Okay, so Joel, obviously, it's a really strong quarter. You called out May. It was very wet. So maybe you can help us just understand a bit how the business works a little bit better.

Patrick Tyler Brown: Okay, perfect. Okay. Jewel, obviously it's a really strong quarter. You called out May. It was very wet. Maybe you can help us just understand a bit how the business works a little bit better. When we see the weather data, what are some things that we should consider, let's call it regarding your operational flexibility? For example, does the timing of the rain matter? Because I think typically you're working late at night, early in the morning, so maybe afternoon showers don't impact you as much. Or do you push workdays into the weekend if you miss? Or do you just run double time when it's nice outside? Maybe you can just kind of help us understand how you navigate weather in what is clearly an outdoor sport.

Tyler Brown: Okay, perfect. Okay. Jewel, obviously it's a really strong quarter. You called out May. It was very wet. Maybe you can help us just understand a bit how the business works a little bit better. When we see the weather data, what are some things that we should consider, let's call it regarding your operational flexibility? For example, does the timing of the rain matter? Because I think typically you're working late at night, early in the morning, so maybe afternoon showers don't impact you as much. Or do you push workdays into the weekend if you miss? Or do you just run double time when it's nice outside? Maybe you can just kind of help us understand how you navigate weather in what is clearly an outdoor sport.

Speaker #2: So when we see the weather data, what are some things that we should consider? Let's call it regarding your operational flexibility. For example, does the timing of the rain matter?

Speaker #2: If you guys—because I think typically you're working late at night, early in the morning—so maybe afternoon showers don't impact you as much.

Speaker #2: Or do you push workdays into the weekend if you miss? Or do you just run double time when it's nice outside? Maybe you can just help us understand how you navigate weather in what is clearly an outdoor sport.

Speaker #4: Right. Well, that's a good question, Tyler. And you're right in some of what you said. Obviously, when it rains, we cannot work. When it's wet, in our work season, it's hot.

Greg Hoffman: Right. That's a good question, Tyler, and you're right in some of what you said. Obviously, when it rains, we cannot work when it's wet. In our work season, it's hot, it dries out pretty quick. Those days that we miss do create the need to be more productive to make up because our customers still want their projects delivered. When it rains during the one day, we might make up for it on the weekend. When it dries out, we can make a lot of time up. I would just continue to say, as you've heard me say before, weather for us almost always evens out. We had some good weather quarters in Q1 and Q2. Q3 was a little wetter than normal.

Jule Smith: Right. That's a good question, Tyler, and you're right in some of what you said. Obviously, when it rains, we cannot work when it's wet. In our work season, it's hot, it dries out pretty quick. Those days that we miss do create the need to be more productive to make up because our customers still want their projects delivered. When it rains during the one day, we might make up for it on the weekend. When it dries out, we can make a lot of time up. I would just continue to say, as you've heard me say before, weather for us almost always evens out. We had some good weather quarters in Q1 and Q2. Q3 was a little wetter than normal. It can be part of the narrative quarter to quarter, but for the year, it almost never is part of the story.

Speaker #4: And so it dries out pretty quick. But those days that we miss, do create the need to be more productive to make up because our customers still want their projects delivered.

Speaker #4: So when it rains, during the one day, we might make up for it on the weekend. And so when it dries out, we can make a lot of time up.

Speaker #4: I would just continue to say, as you've heard me say before, weather for us almost always evens out. We had some good weather quarters in the first and second quarters.

Speaker #4: This quarter was a little wetter than normal, so it can be part of the narrative quarter to quarter. But for the year, it almost never is part of the story.

Jule Smith: It can be part of the narrative quarter to quarter, but for the year, it almost never is part of the story.

Speaker #2: Okay, okay. Fair. Good. And then my last one here, I appreciate all the color on IIJA replacement. And obviously, continuing resolution, etc. But kind of a bigger picture question.

Patrick Tyler Brown: Okay. Fair. Good. My last one here I appreciate all the color on IIJA replacement and obviously continuing resolution, et cetera. A bigger picture question. Let's call it in times of more funding uncertainty, if we want to call it that, could there be more of a shift towards those $2 to 3 million dollar resurfacing projects versus, call it, larger multi-year projects? Is that what happens at the state DOT level, or am I just overthinking that? Thanks, guys.

Tyler Brown: Okay. Fair. Good. My last one here I appreciate all the color on IIJA replacement and obviously continuing resolution, et cetera. A bigger picture question. Let's call it in times of more funding uncertainty, if we want to call it that, could there be more of a shift towards those $2 to 3 million dollar resurfacing projects versus, call it, larger multi-year projects? Is that what happens at the state DOT level, or am I just overthinking that? Thanks, guys.

Speaker #2: But let's call it in times of more funding uncertainty, if we want to call it that. Could there be more of a shift towards those two to three million dollar resurfacing projects versus, call it, larger multi-year projects?

Speaker #2: Is that what happens at the state DOT level, or am I just kind of overthinking that? Thanks, guys.

Jule Smith: No, you're not overthinking it. We've been discussing that the last month or so. Ned's older than me. He's seen a lot more. I'm going to let him speak to the history of continuing resolutions and how that's affected the business.

Speaker #4: No, no, you're not overthinking it. We've been discussing that the last month or so. And Ned's older than me. He's seen a lot more so I'm going to let him speak to the history of continuing resolutions and how that's affected the business.

Speaker #2: I guess, Tyler, what we really just learned is experience does have its benefits from time to time. Thank you, Joel. I think the easy answer to your question is yes.

Ned N. Fleming III: I guess, Tyler, what we really just learned is experience does have its benefits from time to time. Thank you, Jewel. I think the easy answer to your question is yes. If we take a historical perspective, first and foremost, we're at an all-time funding high from a federal level. Number two is the states continue to find ways to create capital for their own projects as well as to match the federal funding. The third thing that we learned is it does not really affect operations. Capital continues to flow. During the Obama administration, about four and a half years of it, we lived through a continuing resolution. It's just a fact. You can go Google it, use any of the AI you want. What we learned is there were no disruptions.

Speaker #2: But if we take a historical perspective, first and foremost, we're at an all-time funding high from a federal level. Number two is the states continue to find ways to create capital for their own projects, as well as to match the federal funding.

Speaker #2: The third thing that we learned is it does not really affect operations. Capital continues to flow. During the Obama administration, about four and a half years of it, we lived through a continuing resolution.

Speaker #2: It's just a fact. You can go Google it, use any of the AI you want. And what we learned is there were no disruptions.

Speaker #2: There were more maintenance and short-term projects because people are waiting on the longer-term funding to make big projects. Number three is the states really stepped up and created funding.

Ned N. Fleming III: There were more maintenance and short-term projects because people are waiting on the longer-term funding to make big project decisions. Number three is, the states really stepped up and create funding, and I'm talking about local governments and municipalities. The last piece, which has always been really interesting to me that we figured out is, we continue to have very strong opportunities for acquisition growth. From a historical perspective, I would say those four and a half years were some of the best years the company has.

Speaker #2: And I'm talking about local governments and municipalities. The last piece, which has always been real interesting to me, that we figured out is we continue to have very strong opportunities for acquisition growth.

Speaker #2: So from a historical perspective, I would say those four and a half years were some of the best years the company had.

Speaker #4: All right, perfect. Thank you for the caller.

Patrick Tyler Brown: All right. Perfect. Thank you for the color.

Tyler Brown: All right. Perfect. Thank you for the color.

Speaker #2: All right, Tyler. Thank you.

Ned N. Fleming III: All right, Tyler. Thank you.

Speaker #1: Our next question comes from Andrew Whitman with Baird. Please proceed with your question.

Operator: Our next question comes from Andrew Wittmann with Baird. Please proceed with your question.

Speaker #4: Yeah, great. Good morning. Thanks for taking my questions. I guess—I don't know—I just want to talk about the fourth quarter implied margin here.

Andrew Wittmann: Yeah. Great. Good morning. Thanks for taking my questions. I guess, I don't know, I just want to talk about the Q4 implied margin here. Obviously, it's another step up. I guess implying around flat year-over-year despite some of the inflation in your commodities, so obviously you're getting that pass-through and discussed that already. Is there anything more to it than that, Greg Hoffman? Is it just really the seasonal cost leverage that gives you the Q3 to Q4 bump? Is there help from Ellsworth Construction in terms of the margin up or down in terms of the mix that that brings in with the backlog that they bring to you? Just kind of curious about some of the other puts and takes into that Q4.

Speaker #4: Obviously, it's another step up. I guess it's implying around flat year-over-year despite some of the inflationary commodities. So obviously, you're getting that passed through.

Speaker #4: And discuss that already. Is there anything more to it than that, Greg? Is it just really the seasonal cost leverage that gives you the three Q to four Q bump?

Speaker #4: Is there help from Ellsworth in terms of the margin up or down in terms of the mix that that brings in with the backlog that they bring to you?

Speaker #4: Just kind of curious about some of the other puts and takes into that fourth quarter.

Speaker #2: Yeah, certainly. Ellsworth is a help. Other acquisitions we've made throughout the year are a help and become fully integrated in the fourth quarter and start turning on the revenue and the margin.

Greg Hoffman: Yeah, certainly, Ellsworth Construction is a help. Other acquisitions we've made throughout the year are a help and become fully integrated, in the Q4 and start turning on the revenue and the margin. I would also say that, just like every Q4, as you start over absorbing all that fixed cost, that just really starts the engine moving and starts generating more profit and more EBITDA.

Speaker #2: I would also say that just like every fourth quarter, as you start over absorbing all that fixed cost, that just really starts the engine moving.

Speaker #2: And starts generating more profit. More and more EBITDA.

Speaker #4: Got it. And then I guess just. Bigger picture, besides the crude complex, are there any other inflationary or deflationary factors that you're seeing in your cost structure right now?

Andrew Wittmann: Got it. I guess just broader, bigger picture besides the crude complex, are there any other inflationary or deflationary factors that you're seeing in your cost structure right now? The one that I always like to check in on is on labor. But maybe anything else, Jule Smith, that you'd make a comment on there?

Speaker #4: The one that I always like to check in on is labor, but maybe there's anything else too that you'd make a comment on there?

Speaker #2: Andy, I can't think of anything that's out of the ordinary. We're experiencing normal cost adjustments with labor, concrete, pipe. And we have a pass-through model.

Jule Smith: Andy, I can't think of anything that's out of the ordinary. We're experiencing normal cost adjustments with labor, concrete, pipe, and we have a pass-through model. As you know, every day, our estimators are turning in bids, and they're putting the current input cost in with some contingency factors in there. There's really nothing that's affecting our business in an outsized way. Even the energy costs. We've started immediately putting that in our pass-through model, and that's what you're seeing now reflected in our guidance.

Speaker #2: And so, as you know, every day our estimators are turning in bids, and they're putting the current input cost in with some contingency factors in there.

Speaker #2: So there's really nothing that's affecting our business in an outsized way, and even the energy costs—we've started immediately putting that in our pass-through model.

Speaker #2: And that's what you're seeing now reflected in our guidance.

Speaker #4: Great. Just wanted to check. Thanks a lot.

Andrew Wittmann: Great. Just wanted to check. Thanks a lot.

Speaker #2: All right, Andy. Thank you.

Jule Smith: All right, Andy. Thank you.

Speaker #1: Our next question comes from Catherine Thompson with the Thompson Research Group. Please proceed with your question.

Operator: Our next question comes from Kathryn Thompson with the Thompson Research Group. Please proceed with your question.

Speaker #5: Hi, thank you for taking a question today. I know you focused a bit on the guidance and the raise. But even I guess stepping back and look at the forest for the trees, you have the obvious top line ad.

Kathryn Thompson: Hi. Thank you for taking the questions today.

Jule Smith: Good morning.

Jule Smith: I know you focused a bit on the guidance and the raise. Even just stepping back and look at the forest for the trees, you have the obvious top-line add. For the companies that you have acquired, let's just say, within the past six to 12 months, how much of overall margin improvement or operational improvement is adding to this raised momentum and earnings growth as we go into the balance of the year? It's understandable, you've acquired companies, but you're also seeing some margin improvement on top of it. Help us connect the dots on that, if you could.

Kathryn Thompson: I know you focused a bit on the guidance and the raise. Even just stepping back and look at the forest for the trees, you have the obvious top-line add. For the companies that you have acquired, let's just say, within the past six to 12 months, how much of overall margin improvement or operational improvement is adding to this raised momentum and earnings growth as we go into the balance of the year? It's understandable, you've acquired companies, but you're also seeing some margin improvement on top of it. Help us connect the dots on that, if you could.

Speaker #5: But for the companies that you have acquired, let's just say within this past 6 to 12 months, how much of overall margin improvement or operational improvement is adding to this raised momentum in earnings growth as we go into the balance of the year?

Speaker #5: Because it's understandable—like, you've acquired companies, but you're also seeing some margin improvement on top of it. That helps us connect the dots on that.

Speaker #2: Yeah. Thank you, Catherine. I think obviously, in 2025, when we added Lone Star Paving, that was a transformational acquisition. It took us from 12 to 15 percent EBITDA margins.

Jule Smith: Thank you, Kathryn. I think, obviously, in 2025, when we added Lone Star Paving, that was a transformational acquisition. It took us from 12% to 15% EBITDA margins. You've seen this year us take another step kind of along our path, and clearly, the new acquisitions we've made are helping that. Durwood Greene, GMJ, Four Star Paving in Tennessee, and now Ellsworth. They all are really good companies that have good margin in their backlogs. They're well-run operations. The acquisitions that we're adding are helping us become more profitable.

Speaker #2: And then you've seen this year us take another step kind of along our path and clearly, the new acquisitions we've made are helping that.

Speaker #2: Derwood Green, GMJ, Four Star Paving in Tennessee, and now Ellsworth, they all are really good companies that have good margin in their backlogs, they're well-run operations.

Speaker #2: And so the acquisitions that we're adding are helping us become more profitable.

Speaker #5: Okay. I know we focused a little bit on the federal side for the new highway bill reauthorization, but we hosted a meeting with tech stat in June and they were pretty optimistic.

Kathryn Thompson: Okay. I know we focused a little bit on the federal side for the new highway bill reauthorization. We hosted a meeting with TxDOT in June, and they were pretty optimistic, even with CRs. What are your other state DOTs telling you about what they are or are not doing, or their overall perspective on this federal highway bill reauthorization? Importantly, how they're planning in and around that journey. Thank you.

Speaker #5: I mean, even with CRs. What are your other state DOTs telling you about what they are or are not doing or their overall perspective on this federal highway bill reauthorization?

Speaker #5: And importantly, how they're planning in and around that journey. Thank you.

Speaker #2: Yeah. Catherine, I've heard what the Texas DOT said at that meeting in June. And I think the other states would largely say the same thing.

Jule Smith: Yeah. Kathryn, I've heard what the Texas DOT said at that meeting in June. I think the other states would largely say the same thing. They don't expect any interruption in their planning. Obviously, everybody would like to get the five-year bill passed. We think it'll happen late this fall. The DOTs may do a little more short-term projects at the very beginning. Once the five-year bill passes, they'll start planning longer-term projects. There should be really no interruption to the state's programs.

Speaker #2: They don't expect any interruption in their planning. Obviously, everybody would like to get the five-year bill passed, and we think that'll happen late this fall.

Speaker #2: And so the DOTs may do a little more short-term projects at the very beginning. But once the five-year bill passes, they'll start planning longer-term projects.

Speaker #2: But there should be really no interruption to the state's programs.

Speaker #5: Okay, great. Thanks very much. I'll hop back in the queue.

Kathryn Thompson: Okay, great. Thanks very much. I'll hop back in the queue.

Speaker #2: Thanks. Thanks, Catherine.

Jule Smith: Thanks, Kathryn.

Speaker #1: Our next question comes from Michael Fenninger with Bank of America. Please proceed with your question.

Operator: Our next question comes from Michael Feniger with Bank of America. Please proceed with your question.

Speaker #6: Hey, guys. Thanks for letting me jump on. Gentlemen, just on the data centers, I mean, maybe for you, Jules, just is there anything different on how you guys are tackling this opportunity or going after it?

Michael Feniger: Hey, guys. Thanks for letting me jump on. Gentlemen, on the data centers, maybe for you, Jule, is there anything different on how you guys are tackling this opportunity or going after it? Is it more than just your normal type of work and services? Are there other ways you can deploy the team and get a couple more bites out of the apple? Is the pricing or project length a little different than what you normally look after? Kind of curious how, as you guys have built out in some of these geographies, and you look at this pipeline on data center work, is there other things that Road can do here that maybe we don't see you guys do on a typical project?

Speaker #6: Is it more than just your normal type of work and services? Are there other ways you can deploy the team and get a couple more bites out of the apple?

Speaker #6: Is the pricing or project length a little different than what you're normally look after? Just kind of curious how, as you guys have built out in some of these geographies, and you look at this pipeline on data center work, is there other things that ROAD can do here that maybe we don't see you guys do on a typical project?

Speaker #2: Yeah, good question, Michael. Obviously, data centers are a big topic in our economy these days. I would say, first of all, our model hasn't changed.

Jule Smith: Yeah. Good question, Michael. Obviously, data centers are a big topic in our economy these days. I would say, first of all, our model hasn't changed. We have 115 local markets. We're in eight states, and our teams pursue projects in their geography. Data centers are part of that ecosystem now. Our model hasn't changed, but clearly, they're great opportunities. We're doing more and more of them simply because we're building relationships with the people that are building them, and 70% to 75% of the data centers being built are in our eight states right now. They're a growing part of our business, but we're simply allocating people and equipment to the highest margin opportunities. I would say these projects are good projects. They're nice margin projects. Size varies.

Speaker #2: We have 115 local markets. We're in eight states. And our teams pursue projects in their geography. And so data centers are part of that ecosystem now.

Speaker #2: So our model hasn't changed. But clearly, there are great opportunities. And we're doing more and more of them simply because we're building relationships with the people that are building them and 70 to 75 percent of the data centers being built are in our eight states right now.

Speaker #2: So there are growing part of our business, but it's simply we're simply allocating people and equipment to the highest margin opportunities. I would say these projects are good projects.

Speaker #2: They're nice-margin projects. Size varies—there's some really large ones, and there are some where we're doing just a couple million dollars of paving, and others where we're doing $30 or $40 million worth of work.

Jule Smith: There's some really large ones, and there's some that we're doing just a couple million dollars of paving, and there's some we're doing $30 or $40 million worth of work. It varies. I would just say it's fitting to our overall business model, just like a normal commercial project would.

Speaker #2: So it varies. But I would just say it's fitting to our overall business model just like a normal commercial project would.

Speaker #6: Oh, that makes sense. And just given fuel and liquid asphalt, are you guys seeing I know there's the public side. But on the private side and maybe more open market biddings, are you seeing this cost inflation reflected in biddings?

Michael Feniger: That makes sense. Just given fuel and liquid asphalt, are you guys seeing-- I know there's the public side, but on the private side and maybe more open market biddings, are you seeing this cost inflation reflected in biddings with your work, but also what you see with others? How is that, you think, informing people's views on 2027? Are you thinking any differently, Jule, on your storage capabilities, and do you want more terminals? I'm just kind of curious with what we've seen this year, how you think that might impact people's bidding and also your own ability for internalization as we head into 2027.

Speaker #6: With your work, but also what you see with others. And how is that, you think, informing people's views on 2027? I mean, are you thinking any differently, Jules, on your storage capabilities and do you want more terminals?

Speaker #6: I'm just kind of curious what we've seen this year how you think that might impact people's bidding and also your own ability for internalization as we head into 2027.

Speaker #2: Yeah. Mike, I would say for us, it really hasn't affected our outlook. We continue to run our business passing through the costs. So it's a normal inflation environment from that standpoint.

Jule Smith: Yeah. Mike, I would say for us, it really hasn't affected our outlook. We continue to run our business passing through the costs. It's a normal inflation environment from that standpoint. We do love being in the terminal business. It's been very additive to have that as part of our vertical integration strategy. We will look for opportunities to expand that part of our business. I'm going to let Greg answer in terms of how it's affecting.

Speaker #2: We do love being in the terminal business. It's been very additive to have that as part of our vertical integration strategy. So, we will look for opportunities to expand that part of our business.

Speaker #2: I'm going to let Greg answer in terms of how it's affecting bidding.

Greg Hoffman: Yeah

Jule Smith: bidding.

Speaker #6: I think Mike, in the short term, we have the protections we've talked about. Hedging as well as the terminals as well as the indexes.

Greg Hoffman: I think, Mike, in the short term, we have the protections we've talked about, hedging as well as the terminals, as well as the indexes. Over time, the pass-through model kicks in, right? Six to nine months, from two or three months ago when this all kind of kicked off from an energy inflation standpoint, we immediately, as Jule said earlier, start putting it in those higher prices in the bids. There are already some jobs that we've bid with those new pricing mechanisms and completed the work. Some of the book and burn work that we do. Over the long term, I think all that settles out to be just a normal part of our cost makeup bidding process as we work through the jobs we have on the backlog now.

Speaker #6: But over time, I mean, the pass-through model kicks in, right? I mean, so six to nine months, I mean, from two or three months ago when this all kind of kicked off from an energy inflation standpoint, we immediately, as Jules said earlier, start putting it in those higher prices in the bids.

Speaker #6: And so there are already some jobs that we've bid. With that new pricing mechanism, those new pricing mechanisms and completed the work. I mean, some of the book and burn work that we do.

Speaker #6: So, over the long term, I think all that settles out to be just a normal part of our cost makeup and bidding process as we work through the jobs we have on the backlog now.

Speaker #1: Our next question comes from RapidStep with B. Riley, Securities. Please proceed with your question.

Operator: Our next question comes from Rohit Seth with B. Riley Securities. Please proceed with your question.

Speaker #7: Hi, thanks for taking my question. Just curious if you can go through the footprint? You talked about which markets are performing better, and which ones are maybe lagging.

Rohit Seth: Hey, thanks for taking my question. Just curious if you can go through the footprint and talk about which markets are performing better and which ones are maybe lagging.

Speaker #2: Yeah. Rohit, I would just say we're in a 115 local markets. They all have different competitive dynamics. They all don't have the same margin profile, but overall, most of the markets, almost all the markets are doing really well.

Jule Smith: Yeah, Rohit, I would just say, we're in 115 local markets. They all have different competitive dynamics. They all don't have the same margin profile, but overall, most of the markets, almost all the markets are doing really well. We don't really get into the specifics of each market, but generally you can tell by our guidance that our markets are growing. We're working steadily to make them more profitable. We expect that to continue into 2027.

Speaker #2: And so we don't really get into the specifics of each market, but generally, you can tell by our guidance that our markets are growing.

Speaker #2: We're working steadily to make them more profitable, and we expect that to continue into 2027.

Rohit Seth: All right. Thank you.

Speaker #7: All right. Thank you.

Speaker #2: Thank you.

Jule Smith: Thank you.

Speaker #1: Our next question. Our next question comes from Keith Hughes with True Securities. Please proceed with your question.

Operator: Our next question comes from Keith Hughes with Truist Securities. Please proceed with your question.

Speaker #4: Oh, thank you. The guidance implies some really good margins in the fourth quarter. You touched on this a little bit earlier, but is there anything specific or specifics that are driving the margins up year over year?

Keith Hughes: Oh, thank you. The guidance implies some really good margins in the Q4. You touched on this a little bit earlier, but is there anything specific or specifics that are driving the margins up year over year? A pretty strong clip here in the Q4.

Speaker #4: I'm pretty strong clip here in the fourth quarter.

Speaker #2: Yeah, Keith, I would just say that's part of what we expected this year. I mean, this quarter, we had good margins, but we had some impact from weather and diesel.

Jule Smith: Yeah, Keith, I would just say that's part of what we expected this year. I mean, this quarter we had good margins, and we had some impact from weather and diesel, and we feel like that our pass-through model starts to make that up in the Q4. Obviously we don't guide for any kind of weather impact. It's too early in the quarter to deal with that.

Speaker #2: And we feel like that our pass-through model starts to make that up in the fourth quarter. And obviously, we don't guide for any kind of weather impact.

Speaker #2: It's too early in the quarter to deal with that, either good or bad weather. So, largely, the fourth quarter's guide is what we kind of expected for this whole work season.

Keith Hughes: Right

Jule Smith: Either good or bad weather. Largely the Q4's guide is what we kind of expected for this whole work season. If you look at it annually, what we're guiding to is that 30 to 40 basis point increase in our margins annually. I know we talk about it quarterly, but what we really look at is are we making progress annually.

Speaker #2: And so if you look at it annually, what we're guiding to is that 30 to 40 basis point increase in our margins annually. And so I know we talk about it quarterly, but what we really look at is are we making progress annually?

Speaker #4: Okay. Thank you.

Keith Hughes: Okay, thank you.

Speaker #2: Thanks, Keith.

Jule Smith: Thanks, Keith.

Speaker #1: Our next question comes from Adam Fellhammer with Thomson Davidson Company. Please proceed with your question.

Operator: Our next question comes from Adam Thalhimer with Thompson Davis & Co.. Please proceed with your question.

Speaker #5: Hey, good morning, guys. Great quarter. Sorry you couldn't find an extra $600,000 of sales to have your first billion-dollar quarter, but it looks like you're going to get there in September.

Adam Thalhimer: Hey, good morning, guys. Great quarter.

Jule Smith: Morning, Adam.

Adam Thalhimer: Sorry you couldn't find an extra $600,000 of sales to have your first billion dollar quarter, looks like you're going to get there in September.

Speaker #2: I know. Greg, Greg is very accurate. Adam, it came in what it came in.

Jule Smith: I know. Greg.

Keith Hughes: Blame the weather.

Greg Hoffman: Blame the weather.

Jule Smith: Greg is very accurate, Adam. It came in what it came in.

Speaker #5: Hey, Jules, when you talk about state DOTs and budgets on the public side, is that uniformly good, or are there some good states, some bad states?

Adam Thalhimer: Hey, Jule, when you talk about state DOTs and budgets on the public side, is that uniformly good or are there some good states, some bad states?

Speaker #2: I would say there's a variety of state titles. I wouldn't characterize any as bad. Clearly, each state has their own funding profile. I would say all of our states have indexed their gas taxes; they have healthy programs.

Jule Smith: I would say of our eight states, Adam, I wouldn't characterize any as bad. Clearly, each state has their own funding profile. I would say all of our states have indexed their gas taxes. They have healthy programs. Clearly, if you look at what Florida and Texas have done, those are clearly outsized programs that stand out. All of our states have healthy programs. They're all a little different.

Speaker #2: But clearly, if you look at what Florida and Texas have done, those are clearly outsized programs. That stand out. But all of our states have healthy programs.

Speaker #2: But they're all a little different.

Speaker #5: And then oh, nobody's touched on the M&A pipeline. Hoping you could comment on that.

Adam Thalhimer: Nobody's touched on the M&A pipeline. Hoping you could comment on that.

Speaker #2: Yes. I say this often, but it's true. We're a very busy right now. And we're in discussions with a lot of sellers. So it's very active.

Jule Smith: Yes. I say this often, but it's true. We're very busy right now, and we're in discussions with a lot of sellers. It's very active. We're very encouraged by some of the opportunities we're looking at and talking about. I would expect it to be a quite busy fall. Ned, do you have any thoughts on that?

Speaker #2: We're very encouraged by some of the opportunities we're looking at and talking about, and so I would expect it to be a quite busy fall.

Speaker #2: So Ned, do you have any thoughts on that?

Speaker #6: Yeah. I think Adam, one of the things we just we just finished our quarterly board meeting, and I think one of the things that comes out in those meetings is what a terrific job Jules and Greg and the team are doing I think we're seeing a whole lot more things than we're actually acquiring.

Ned N. Fleming III: I think Adam, one of the things we just finished our quarterly board meeting, I think one of the things that comes out in those meetings is what a terrific job Jule and Greg and the team are doing. I think we're seeing a whole lot more things than we're actually acquiring. I think this is a company that even more today than ever before is becoming the acquirer of choice. We've become not only a bigger team, but more sophisticated. That pipeline is, I would say, strong. It's well thought out. They have plans as we move forward. We're excited about the future of the acquisition profile of this business.

Speaker #6: I think this is a company that, even more today than ever before, is becoming the acquirer of choice. We've become not only a bigger team, but a more sophisticated one.

Speaker #6: So that pipeline is, I would say, strong. It's well thought out. They have plans as we move forward. So we're excited about the future of the acquisition profile of this business.

Speaker #5: And is it still more on the tuck-in side, or do you also have some platform ideas kicking around?

Adam Thalhimer: Is it still more on the tuck-in side, or you also have some platform ideas kicking around?

Ned N. Fleming III: We're actually seeing both, that has always been the case.

Speaker #6: We're actually seeing both, and that has always been the case.

Speaker #5: And then, last one for me, Greg. I wanted to ask you about—and you touched on this—you basically gave us a Q4 guide for free cash flow.

Adam Thalhimer: Last one for me. Greg, wanted to ask you about, and you touched on this, you basically gave a soft Q4 guide for free cash flow, that looks like it's going to be your best quarter of the year for operating and free cash flow.

Speaker #5: But that looks like it's going to be your best quarter of the year for operating and free cash flow.

Speaker #2: Yeah, absolutely. It's kind of funny in Q3, the last month of the year was last month of the quarter, sorry. June was great. So a lot of billings.

Greg Hoffman: Yeah, absolutely. It's kind of funny. In Q3, the last month of the quarter, June, was great. A lot of billings. That comes on the heels of not a great month in May. The cash is going to flow through in Q4. That's very exciting. We're pleased about that.

Speaker #2: That comes on the heels of not a great month in May. So the cash is going to flow through in the fourth quarter, and that's very exciting.

Speaker #2: We're pleased about that.

Speaker #5: I'll leave it there. Thanks, guys.

Adam Thalhimer: I'll leave it there. Thanks, guys.

Speaker #6: All right, Adam. Thank you.

Jule Smith: All right, Adam, thank you.

Speaker #1: We've reached the end of our question and answer session. I would now like to turn the floor back over to management for closing comments.

Operator: We have reached the end of our question and answer session. I would now like to turn the floor back over to management for closing comments.

Speaker #2: We thank everyone for joining us today. We look forward to speaking again next quarter. Thank you.

Jule Smith: We thank everyone for joining us today. We look forward to speaking again next quarter. Thank you.

Operator: This concludes today's teleconference. You may disconnect your lines at this time. Thank you for your participation.

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