RXO FY Conference Summary Company Overview - **Company**: RXO (NYSE: RXO) - **Event**: FY Conference held on February 18, 2026 Key Points Industry Context - RXO operates in the asset-light transportation sector, focusing on brokerage services for freight transportation - The company is experiencing a supply-driven market environment with significant changes in regulations impacting capacity and competition [4][35] Financial Performance - RXO's earnings have faced challenges in the last two quarters, particularly in Q4, with guidance for Q1 indicating adjusted EBITDA between $5 million and $12 million [8][9] - The company anticipates a volume decline of 5%-10% year-over-year in Q1, with truckload volumes expected to be down low double digits [12][12] - In Q4, LTL (Less Than Truckload) volumes were up 31% year-over-year, but tougher comparisons are expected in Q1 with LTL projected to be up 5% year-over-year [12][12] Business Model and Strategy - RXO's business model is heavily reliant on long-term relationships with large shippers, with top customers averaging 16 years of partnership [5] - The company is leveraging technology and AI to improve productivity and unlock new revenue opportunities, emphasizing the importance of exceptional customer service [4][5] - RXO's late-stage brokerage sales pipeline has increased by over 50% year-over-year, indicating strong potential for future growth [13][15] Market Dynamics - The company is currently facing a significant squeeze in gross margins due to a 15% month-on-month increase in industry-wide buy rates from November to December, the largest movement in 16 years [8][9] - RXO's brokerage gross profit per load was reported to be 30% below the five-year average, excluding COVID highs [45][46] - The company is optimistic about resuming truckload outperformance versus the market as early as mid-2026, driven by a strong pipeline and easing comparisons [14][17] Competitive Landscape - RXO has a network of approximately 120,000 carriers, which positions it well to capture market share as smaller, less compliant brokers exit the market due to regulatory pressures [25][30] - The company is focused on maintaining high-quality carrier partnerships, which is crucial for servicing complex freight needs [26][27] Cost Management and Efficiency - RXO has successfully realized $70 million in synergies from the Coyote acquisition, with $60 million in operating expenses and $10 million in CapEx [43][44] - The company has reduced its capital expenditure forecast for 2026 to $50 million-$55 million, reflecting a focus on efficient operations [55][56] Future Outlook - RXO is entering 2026 with significant momentum, aiming for profitable growth and improved cash flow generation [59] - The company is optimistic about the potential for demand recovery, citing lean inventories and positive economic indicators [20][21] - RXO's strategy emphasizes driving growth while maintaining a focus on margin improvement and operational efficiency [19][59] Conclusion - RXO is positioned to capitalize on market opportunities as it navigates current challenges, with a strong focus on technology, customer relationships, and operational efficiency [59]

Q3 2025 Performance Highlights - Fulfilled orders reached 6340万, a 22.3% year-over-year increase[7, 13] - Average Shipper MAUs were 335万, a 17.6% year-over-year increase[9, 14] - The platform covers 300+ cities with 100% coverage of prefecture-level cities in China[8] - 448万 active truckers fulfilled shipping orders[8] Revenue Growth and Diversification - Total revenue reached RMB 33.58242亿元[23] - Freight brokerage service revenue was RMB 10.94349亿元, accounting for 32.5% of revenue[17, 23] - Freight listing service revenue was RMB 2.47119亿元, accounting for 7.4% of revenue[17, 23] - Transaction service revenue was RMB 14.56087亿元, accounting for 43.4% of revenue[17, 23] - Value-added services revenue was RMB 5.60687亿元, accounting for 16.7% of revenue[17, 23] Profitability and Efficiency - Non-GAAP adjusted operating income for the first nine months of 2025 was RMB 33.97338亿元, a 64.2% increase year-over-year[20, 25] - Non-GAAP adjusted net income for the first nine months of 2025 was RMB 37.31588亿元, a 25.7% increase year-over-year[20, 25]

Core Insights - The company has decided to increase the freight brokerage service fee starting in August to reduce reliance on government subsidies, which may lead to higher costs for shippers and a significant decline in freight brokerage transaction volume beginning in Q3 2025 [2][32] - The company reported a total of 60,800,000 fulfilled orders in Q2 2025, representing a 23.8% year-over-year increase, outpacing the broader freight industry trend [3][20] - The average fulfillment rate reached 40.7% in Q2 2025, an improvement of about seven percentage points year-over-year, marking a record high for the platform [3][20] - The company achieved net revenues of RMB 3,239,100,000 in Q2 2025, up 17.2% year-over-year, driven by growth in freight matching services [5][26] - Non-GAAP adjusted operating income was RMB 1,230,100,000 in Q2 2025, reflecting a 76% increase compared to the same period in 2024 [7][30] Operational Highlights - The average monetization per order increased to RMB 25.2 in Q2 2025 from RMB 23.9 in Q2 2024, indicating a rise in per-order transaction service fees [4][23] - Active truckers fulfilling orders in the past twelve months reached 4,340,000, representing a 9% year-over-year increase [5][22] - Direct shipper orders contributed 53% of total fulfilled orders in Q2 2025, up four percentage points year-over-year, indicating a growing focus on high-value, full truckload transactions [4][21] Financial Performance - Revenues from transaction services in Q2 2025 were RMB 1,327,100,000, a 39.4% year-over-year increase, driven by higher order volumes and monetization per order [5][27] - Revenues from freight brokerage services were RMB 1,177,900,000 in Q2 2025, a 1.1% year-over-year increase, primarily due to higher service fee rates despite lower transaction volumes [6][27] - The company expects total net revenues for 2025 to range from RMB 3,000,000,000 to RMB 3,617,000,000, implying a year-over-year growth of 1.3% to 4.6% [8][33] Strategic Initiatives - The company has restructured its entrusted shipment offerings, eliminating carpooling and focusing on high-value, full truckload transactions to enhance margins [9][56] - New compliance initiatives include expanded rate protection and anti-fraud measures to respond to industry regulatory changes [10][48] - The company aims to strengthen the healthy development of both shipper and trucker ecosystems while expanding into new markets [19][24]

Q2 2025 Performance Highlights - Fulfilled orders reached 608 million, a 238% year-over-year increase[9] - Average Shipper MAUs were 316 million, up 193% year-over-year[9] - Net revenues totaled RMB 32391 million, representing a 172% year-over-year growth[9] - Net income amounted to RMB 12648 million, a 505% increase compared to the previous year[9] - Adjusted net income reached RMB 13521 million, showing a 393% year-over-year rise[9] Revenue Streams - Freight brokerage service revenue was RMB 11779 million in Q2 2025[30] - Freight listing service revenue reached RMB 2429 million in Q2 2025[30] - Transaction service revenue totaled RMB 13271 million in Q2 2025[30] - Value-added services generated RMB 4912 million in revenue during Q2 2025[30] Financial Position - Total assets as of June 30, 2025, were RMB 426001 million[36] - Long-term investments amounted to RMB 144583 million as of June 30, 2025[36] - Non-GAAP adjusted operating income increased by 437% year-over-year[25] - Non-GAAP adjusted net income increased by 393% year-over-year[25]