Summary of Wheels Up Experience FY Conference Call Company Overview - **Company**: Wheels Up Experience (NYSE: UP) - **Industry**: Private Aviation - **Business Model**: Membership-based and global charter brokerage Key Points Business Evolution - Wheels Up has evolved from a U.S.-based membership business to a global company with two main segments: programmatic membership in the U.S. and a global charter business, being the largest global charter broker [4][5] - The company has a strategic partnership with Delta Air Lines, integrating private and commercial aviation offerings [5] Fleet Transition - The fleet is transitioning from legacy Citation jets to a modern fleet of Phenom 300s and Bombardier Challenger 300s and 350s, with 40% of the transition completed and expected to finish by the end of 2026 [7][8] - This transition aims to reposition the company towards a more premium and corporate-centric market [8] Revenue Model - Membership revenue is approximately $600 million annually, with a membership fee of $500 per month or $6,000 per year [10][12] - The charter business also generates around $600 million in net revenue, leading to a total revenue of approximately $1.2 billion [14][15] Financial Performance - The U.S. operations currently have a gross margin of 19%, with a goal of achieving 30%+ contribution margins post-fleet transition [16][20] - The company reported a positive EBITDA for the first time, reversing a previous loss of over $200 million annually [19][68] Cost Management - Inflation impacts various costs, including labor and fuel, but the company has been able to pass these costs through to customers due to strong demand [22] - The company does not have a pilots' union, which may provide flexibility in managing labor costs [21] Strategic Partnership with Delta - The partnership with Delta allows Wheels Up to market to Delta's 40,000 corporate customers, enhancing their corporate sales segment, which has grown at a compound rate of 25% [24] - Delta's SkyMiles loyalty program presents additional opportunities for customer acquisition [25] Market Position and Competition - Wheels Up positions itself uniquely in the market, combining membership and charter services, unlike competitors who operate in silos [52] - Major competitors include NetJets, FlexJet, and VistaJet, but Wheels Up aims to capture market share from the fractional ownership model by offering more flexible solutions [53] Future Growth and Goals - The company aims to increase operational efficiency, targeting 70+ hours of revenue per month per plane, which could significantly enhance profitability [66] - Long-term goals include transitioning to a more traditional public equity base and attracting new investors as the company matures [71] Customer-Centric Approach - The company emphasizes a customer-centric model, tailoring aviation solutions to meet specific customer needs, which is expected to enhance customer experience and retention [46][48] Operational Strategy - The company is balancing its customer base between corporate and leisure clients to optimize fleet utilization [41][42] - The charter business operates globally, with a presence in major markets including the U.S., Europe, and Asia [44] Additional Insights - The integration of sales teams from membership and charter services aims to streamline customer interactions and improve service delivery [49][51] - The company is focused on creating a flexible and accessible private aviation experience, addressing historical barriers to entry in the market [36]

Financial Data and Key Metrics Changes - Total company revenue for Q3 2025 rose 20% year over year to $92 million, with year-to-date revenue expanding 15% to $272 million compared to the same period last year [9][19] - Adjusted EBITDA improved 72%, with a near break-even adjusted EBITDA loss of $1.9 million in Q3 2025 compared to a $13 million loss in Q3 2024, reflecting significant progress towards profitability [13][24] - Gross profit increased 82% year over year, with gross margin expanding by roughly 500 basis points [12][13] Business Line Data and Key Metrics Changes - MRO revenue grew 103% year over year in Q3, reaching $3.1 million, surpassing 2024's full-year revenue in the first nine months of 2025 [10][22] - Retail membership grew 51% year over year, with Jet Club sales increasing 17% and fractional sales up 68% year-to-date compared to last year [12][21] - Flight revenue in Q3 grew 17% year over year, driven by stronger aircraft performance and higher utilization [19][20] Market Data and Key Metrics Changes - The wholesale flight revenue totaled $47.5 million in Q3 2025, a 15% growth compared to Q3 of last year, with year-to-date wholesale revenue growing 4% to over $134 million [21] - Contractually committed hours grew 30% compared to Q3 2024, enhancing revenue visibility and predictability [9][20] Company Strategy and Development Direction - The company is focused on fleet modernization, having eliminated 26 non-performing aircraft over the past year, which has significantly improved operational efficiency and financial performance [5][26] - The strategy includes increasing the number of high-performing aircraft, with plans to reduce non-performing aircraft to mid-single digits by the end of 2025 and fully eliminate them in 2026 [6][26] - The company aims to leverage its MRO operations as a revenue driver and competitive advantage, expanding its internal capabilities to support fleet uptime and customer satisfaction [11][23] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in sustaining positive adjusted EBITDA going forward into 2026 and beyond, citing record demand and operational improvements [15][16] - The company anticipates continued growth in the fourth quarter, traditionally its busiest, with strong demand across all business segments [16][18] - Management highlighted the transformation achieved over the past year, emphasizing a more efficient, profitable, and reliable business model [28][29] Other Important Information - The company has a merger agreement with JetAI, which is expected to provide operational synergies and capital for growth [27] - An amendment to the Aircraft Management Services Agreement with Volado was announced, expected to generate $6 million-$8 million in profit in Q4 2025 [28] Q&A Session Summary Question: What are the expectations for future profitability? - Management indicated that they expect to generate positive adjusted EBITDA in the near term, with significant improvements in operational efficiency and fleet performance [24] Question: How is the company addressing the non-performing aircraft issue? - The company has reduced non-performing aircraft from 37 in 2024 to 11 in Q3 2025, with plans to further decrease this number [26] Question: What is the outlook for the MRO business? - The MRO business is expected to continue growing, with external demand driving significant revenue increases and supporting fleet operations [10][22]