Wabash National Corporation ($WNC)

Hello, everyone. Thank you for joining us, and welcome to Wabash First Quarter 2026 Earnings Call. [Operator Instructions] I will now hand the conference over to John Cummings, Senior Director of FP&A and Investor Relations. Please go ahead.

Thank you, and good afternoon, everyone. We appreciate you joining us on this call. With me today are Matthew Lanigan, President and Chief Executive Officer; and Pat Keslin, Chief Financial Officer. Before we get started, please note that this call is being recorded. I'd also like to point out that our earnings release, the slide presentation supplementing today's call and any non-GAAP reconciliations are available at ir.onewabash.com. Please refer to Slide 2 in our earnings deck for the company's Arbor disclosure addressing forward-looking statements. I'll now hand it off to Brent.

Thanks, John. Before we begin, I want to recognize Mike [indiscernible] who as of April 8 is transitioning out of Wabash. Mike has been a meaningful contributor to Wabash for 14 years and playerd an important role in shaping our [indiscernible] and our strategy. This impact on the organization is lasting, and we are grateful for his leadership and commitment to Wabash. We wish him all the best as he enters this new chapter of his life. . As we entered the first quarter, we did show a clear-eyed view of the environment in front of us. Freight markets were uncertain and customers continue to act cautiously. Order patterns were uneven, asset utilization inconsistent and capital decisions across the industry were being evaluated carefully. At the same time, we were encouraged by early signs of stabilization and improving fundamentals that typically perceive a broader recovery. Now as we move into the second quarter of 2026, both our customers and our visibility continues to improve. And it shows an environment that is building the set up for a constructive 2027 as spot rates contract rates, capacity and demand, all are coming together and drive back to replacements per equipment and possibly beyond as [indiscernible] begin to plan more confidently. Against that backdrop, our priorities have not changed. We are focused on controlling what we control, protecting margins through the cycle and executing against our long-term strategy. That means the winding cost to demand, maintaining pricing discipline and continuing to invest in areas that differentiate Wabash, particularly parts and services, digital enablement and our manufacturing operations. The actions we have taken positions us favorably for the market's return versus prior downsizes. We are deploying capital more effectively, more efficiently and at levels above what has been historically possible, managing liquidity with discipline and building a business that will emerge from this cycle stronger, more insulin and better positioned to perform as market growth accelerates. Execution remained a focus in Q1. Key operating metrics including on-time to promise, first-line quality and total recordable incident rates continue to improve and set new benchmarks. That performance reflects the experience, commitment and capability of our team, I want to recognize our employees for their continued focus and discipline. Market conditions in the first quarter were largely consistent with what we saw exiting last year. We are encouraged by the progress being to take shape across all underlying indicators. It brings us in spikes in manufacturing activity, for example, or increasing visibility into recovery. As evidenced by the 19% increase in backlog versus prior quarter to $837 million, while geopolitical uncertainty continues to influence customer behavior at present, with fleets remaining conservative, extending asset wise and prioritizing flexibility of expansion. The [indiscernible] is shifting quickly and customers are increasingly engaging to discuss their future needs. As expected, the early stages of this recovery continue to be supply driven. Capacity continues to contract as enhanced driver eligibility enforcement, designed to improve safety across the industry, improved freight rates and begin to restore carrier profitability. At the same time, key freight indicators are exhibiting some strongest year-over-year performance, including the ATA [ for-hire truck tonnage ] index having its largest year-over-year increase since October of 2022. And Logistics Managers Index increasing 4.2 points sequentially, the fastest level of expansion since May of 2022. As this recovery builds, so spending will follow. Wabash is well positioned to respond with the capabilities, capacity and customer relationships to support increased demand and increased market share. Looking ahead, our near-term demand outlook remains balanced as customers convert improving profitability and capital spending decisions. Beyond that, the outlook is increasingly constructive as we move into 2027. Multiple leading indicators continue to trend positively. Customer conversations are becoming more optimistic and the very positive impact of the recent change in Section 232 tariffs and the forthcoming positive progression of the antidumping and countervailing duty process further supports our confidence as we approach the Q3 and Q4 this season for 2027. While we prepare to exit this stage of the market cycle, Operational discipline and cost management remains rational to how we run the business for both near-term assuredness and long-term improved profitability. That means stay disciplined on costs, protecting liquidity and remaining ready for multiple scenarios. The plant idling actions announced in our January 2026 goal are progressing as planned, with $3 million of the costs [indiscernible] in a prior call recognized in Q1 2026 and in line with projections. Beyond those actions, we continue to evaluate opportunities to rationalize our portfolio and rightsize fixed costs while remaining committed to our strategy of delivering industry-leading supply chain solutions from first to final line. Our objective is straightforward, renew cost in a sustainable way that protects margins and liquidity today and create leverage for improved profitability and cash generation as volumes recover. We remain agile and prepared to adjust spending, including capital expenditures [indiscernible] evolve. At this time, we have been deliberate about what we do not get. Investments in safety, quality and customer support remain nonnegotiable. We continue to fund initiatives that expand recurring revenue and strengthen customer relationships, particularly within Parts and Services. The result of a cost structure that is more flexible, more resilient and better aligned with current market realities, while preserving our ability to scale efficiently as demand improves. Recent developments related to Section 232 tariffs and the pending antidumping and countervailing duty rulings are expected to provide meaningful relief for the domestic industry. Wabash is proud of the [indiscernible] manufacturing footprint and workforce. And as these measures take effect and the playing field begins to level in late 2026 and into 2027. We are confident in our ability to continue grow share and benefit from greater pricing stability. We are also well positioned operationally. The additional dry van capacity from our Lafayette South plant completed in late 2023, provide scalable and efficient capability to produce approximately 10,000 incremental trailers versus prior up cycles. That flexibility allows us to support customer effectively as conditions normalize. As the market recovery continues to solidly take hold over the next few quarters, uncertainty across the industry will continue to subside. But until then, we will continue to provide quarterly guidance only as we navigate this transition [indiscernible]. This approach allows us to deliver more accurate and relevant outlooks while acknowledging limited visibility on timing. Customer engagement is increasing and our sales team remains active. As mentioned earlier, backlog improved 19% sequentially, which is a historic high rate of growth for the first quarter. For the second quarter, we expect revenue in the range of $380 million to $400 million and adjusted EPS in the range of negative $0.40 per share and negative $0.60 per share. This outlook is consistent with our expectation of Q1 2026 represented the low point for the year, with the sequential improvement expected in each subsequent quarter. We remain focused on execution, liquidity and readiness to capture profitable growth as market conditions continue to improve. I would now like to highlight some of our strategic initiatives. Digital enablement continues to be a key differentiator for Wabash. At the recent NTEA event, which showcased [indiscernible] we significantly reduced friction from the quoting and product configuration process for our customers. The response exceeded expectations, and we are focused on scaling these capabilities across our network as we create greater advances in both speed and quality of the customer experience. Key enablers to capture an additional market share in a broad coming expanding market. Across the organization, we are using digital tools to improve selling, tracking and supporting our products, enhancing fleet visibility, enabling smarter maintenance decisions, improving inventory efficiency and elevating the customer experience through data-driven AI insights. These capabilities are particularly critical within Parts and Services where they support more predictable revenue streams and reinforce our shift from products to solutions. What is coming into focus for Wabash are clear opportunities through the recent advancement in AI technology to lead forward in operations, supply chain, working capital efficiency and the customer experience. I am very excited to share in the future what we will look to accomplish over the next 36 months and beyond in terms of growth of profitability and customer satisfaction. The synergies from these initiatives lead us to target dry van share of more than 25% in the first half of the cycle. I also want to touch on upfit business, which remains an important component of our strategy and a clear example of how we are expanding beyond traditional equipment manufacturing. Demand for vocational body-based solutions remains attractive, particularly across utilities, telecom, landscaping, highway construction and solid waste, where fleet complexity and uptime requirements create a strong need for local, fast-turn customization. New site openings are progressing in 3 of the largest using metroplexes designed to serve the Chicago, Atlanta and Phoenix areas. These markets set within the state concentration that drives many units and new locations are intended to improve proximity, reduce lead times and increase win rates by bringing install and customization capability closer to where customers operate. We are already supporting major national accounts out of our Atlanta location and we're confident the growth we have seen in our existing [indiscernible] locations will translate to the same new sites as volumes ramp and capacity utilization improves. At peak, we expect the additional upfit sites to generate incremental revenue in the range of $10 million to $20 million per site and gross margins approaching 20%. There is more we can do with these assets over time and into the future. I will describe how we will bring the addressable markets of each of these and future locations on additional calls. Over time, our work to deploy digital tools, AI insight and upfit capabilities strengthens our Parts and Service platform, deepens customer relationships across our products and creates a natural pull-through for additional offerings. They also strengthened our Transportation Products business in addition to recurring revenue. Together, they help reduce cyclicality and improve our margins. I'm going to end my comments discussing Workplace Safety. I want to recognize the organization's continued drive for safety excellence. In Q1 2026, our overall [indiscernible] rate improved 7% versus Q4 of 2025 and 19% versus Q1 of 2025. Total injury declined 9% sequentially and 42% year-over-year. The injury rate of less than 1 is attainable and Wabash is on a mission to achieve it. It reflects the level of operational discipline we are driving today on our shop floor and the readiness we have to perform as the market moves upwards. I am very proud of our people on the manufacturing floor and I'm eager to have them show what they are truly capable of when they rise to meet the challenges and the opportunities contained within the acceleration of demand at the start of a new industry period of expansion. With that, I'll turn it over to Pat for his comments.

Thanks, Brent. I'll begin with a review of our first quarter results. For the first quarter of 2026, consolidated revenue was $303 million, coming in slightly below the low end of our prior guidance range. During the quarter, we shipped 5,338 new trailers and 1,527 truck bodies. As expected, challenging market conditions persisted throughout the quarter. While we did see sequential top line growth in truck bodies from Q4 2025, that improvement was more modest than anticipated. The truck body business entered the down cycle later than traditional trailers. Based on current visibility, we now expect this segment to remain soft through the first half of 2026, with a recovery profile that trails dry vans by approximately 6 to 9 months. Lower production volumes continue to pressure operating efficiency. As a result, adjusted non-GAAP gross margin was negative 2.6% of sales and adjusted non-GAAP operating margin was negative 18.3%. As a reminder, these adjusted results exclude costs associated with the item of our Little Falls and [indiscernible] facilities as well as favorable purchase accounting impact from the acquisition of our Marketplace joint venture. Adjusted non-GAAP EBITDA for the quarter was negative $38 million or negative 12.5% of sales. Adjusted non-GAAP net income attributable to common shareholders was negative $47.5 million or negative $1.17 per diluted share. These results were below expectations, driven primarily by lower than planned volumes. While results were below our prior guidance, our view that Q1 represents the low point of the year remains unchanged, and we continue to expect sequential improvement as we move forward. Turning to our segments. Transportation Solutions generated $250 million in revenue and reported an operating loss of $34.5 million on a non-GAAP basis. Results reflect lower demand across core markets and the inefficiencies associated with reduced production levels. Parts and Services delivered $54 million in revenue and negative $2 million of operating income on a non-GAAP basis. Segment profitability was adversely affected during the quarter as we incurred stock costs for newly established upfit sites that have not yet begun generating revenue, resulting in a heavier cost burden, while volumes are still ramping. While upfit operations were breakeven in the quarter, we have clear line of sight to growth in the coming quarters and expect strong profitability as capacity utilization improves and we meet customers where they operate. Turning to cash flow. Operating cash flow for the quarter was negative $33.7 million resulting in negative free cash flow of negative $37.3 million. As of March 31, total liquidity, including cash and available borrowings was $165 million. Throughout the ongoing market softness, we have remained focused on preserving liquidity and maintaining financial flexibility. This disciplined approach positions us to manage near-term headwinds, while continuing to support our strategic priorities and longer-term initiatives. During the first quarter, we invested approximately $4 million in traditional capital expenditures and returned $3.5 million to shareholders through our quarterly dividend. As we navigate uncertain market conditions, we are maintaining a prudent and conservative approach to cash management in 2026. Preserving liquidity and strengthening balance sheet resiliency remains central priorities. Working capital management continues to be an area of strong execution and we are preparing the organization for an efficient working capital ramp as markets recover. In support of this effort, we are engaged in discussions with our banking partners and we intend to address our [indiscernible] ABL facility ahead of September 2026 when the ABL would turn current. Looking ahead to the second quarter, we expect revenue in the range of $380 million to $400 million, and operating margin of approximately negative 5% and adjusted earnings per share in the range of negative $0.40 to negative $0.60. Capital expenditures remain under close review. While we are prepared to adjust timing based on market conditions, we currently expect a modest sequential growth in Q2 spending following disciplined deferral actions in the first quarter. As we communicated on our prior call, Q1 was expected to be the weakest quarter of the year, and that expectation is reflected in our Q2 guidance. We anticipate continued improvement as we progress through the second half of 2026 with positive adjusted EBITDA expected in the second half of 2026. In summary, the first quarter reflected continued change and uneven demand conditions across the transportation industry. At the same time, it reinforced the resilience of our organization and our ability to actively manage liquidity and costs in real time. We remain focused on disciplined execution, maintaining financial flexibility, and positioning the business to respond quickly and decisively as underlying market indicators continue to improve. Our priorities remain unchanged and we are committed to building long-term value while navigating near-term uncertainty with clarity in control. I'll now turn the call back to the operator, and we'll open it up for questions.

[Operator Instructions] Our first question comes from the line of Mike Shlisky with D.A Davidson.

First, on the guidance you put out there for next quarter. Do you have the -- are your backlogs that we've already passed well past order season well past in March? Are your backlogs at this point? Do you still you have that both for the quarter, do you think? Or are you still kind of waiting on new orders?

Yes. Good question. We have complete visibility on the backlog that went into our guidance.

Okay. Great. I also wanted to ask about the truck body business. I assume some of the very largest truck buyers that you make or some of the [ weaker areas ], I'm long correct me there. And kind of what your looking for macro-wise in truck bosy to really feel good that things will in fact get better as next quarter or two.

Yes. So I would say that truck bodies are really being impacted both, I'd say, Class 3 all the way up to predominantly Class 6. As we sit here today, that's the majority of truck bodies that we're going to produce. So I wouldn't say there's a tremendous difference in the classes at this point. And it kind of goes to the second part of your question, we really need to see some of the discretionary spending related areas pick up, which is really going to reflect in the overall sentiment of the consumer as we go forward. I think the other part of it is that the consumption and -- well, I'll say, generation and consumption of some of the more consumable discretionary products that we're starting to see some movement in manufacturing, need to continue and hold as we move into 2027. . Housing is a substantial part of the equation expect especially when you think about some of the largest consumers of truck bodies to support their rental businesses, which is really predicated on the movement of people into those new homes. So the housing market is a market that we're really paying attention to right now.

Got it. Maybe can you also update us on -- maybe another 2-part question. What is your current guidance and plan for reefers. And do you think you have to hire or get a ramp-up period to get that started again, get that rolling? And I guess also, the other part of it would be if you see improvement in demand generally dry vans, you have the people that you need to ramp that up too, once that arrives.

Yes. We'll start with the dry van piece. As we approach, I'll say the first quarter of 2027, we're in a good place in terms of installed capacity, sitting here midyear approaching midyear of 2026 with the shifts that we have running and our ability to flex those to meet initial demand. Couple that with the efficiencies that we've gained with our south plant, the relative hiring needs that we'll have on the early stages of the ramp are somewhat muted for us based on all those actions. Now as the ramp continues into the later half of 2027, there will be additional hiring that will have to be done to add additional shifts, which would be expected as we meet that demand. Specifically with refrigerated, refrigerated, we are still going down the process of development of a repositioned refrigerated van product. We've done low-level capital purchases in order to address long lead time areas and we've been committed to working through a deployment schedule for that to be a material addition to Wabash as the cycle progresses.

There are no further questions at this time. I will now turn the call back to John Cummings for closing remarks.

Thank you, everyone, for joining us today. We look forward to connecting with you throughout the quarter. Have a wonderful day.

This concludes today's call. Thank you for attending. You may now disconnect.