Financial Data and Key Metrics Changes - Total revenue for the second quarter grew by 9.3% to $2.8 billion, with an organic growth rate of 8.6% [4][6] - Gross margin as a percentage of revenue increased to 50.4%, a 60 basis point increase from the prior year [4][5] - Operating income rose to $655.7 million, reflecting a 10.9% increase year-over-year [4][11] - Diluted EPS increased by 11% to $1.21 compared to the prior year [5][12] - Free cash flow for the quarter was $425 million, a 23.8% increase over the prior year [12] Business Line Data and Key Metrics Changes - Organic growth by business segments: - Uniform rental facility services: 7.8% - First aid and safety services: 14.1% - Fire protection services: 11.5% - Uniform direct sale: 2% [7][8] - Gross margin percentages by business: - Uniform rental facility services: 49.8% - First aid and safety services: 57.7% - Fire protection services: 48.2% - Uniform direct sale: 41.9% [8] Market Data and Key Metrics Changes - The company continues to see strong growth in key verticals such as healthcare, hospitality, education, and state and local governments, with retention rates at all-time highs [9][10] - The services providing sector shows growth, while the goods producing sector is underperforming [25] Company Strategy and Development Direction - The company is focused on leveraging investments to sustain positive momentum and deliver exceptional customer service [15] - The strategy includes expanding offerings and superior service to strengthen relationships with existing customers [7] - The company aims for mid to high single-digit organic growth, with a focus on cross-selling and new business opportunities [30][31] Management's Comments on Operating Environment and Future Outlook - Management acknowledges the uncertain economic environment but emphasizes the company's ability to grow regardless of employment trends [24][70] - The company raised its Fiscal 2026 financial guidance, expecting revenue between $11.15 billion and $11.22 billion, and diluted EPS between $4.81 and $4.88 [6][71] - Management remains optimistic about the future, citing strong execution and a commitment to customer needs [15][70] Other Important Information - The company returned $1.24 billion in capital to shareholders through dividends and share buybacks in the first six months of Fiscal 2026 [12][13] - The company is actively engaged in M&A, with a focus on tuck-in acquisitions and geographic expansion [65][66] Q&A Session Summary Question: Changes in employment levels across customer base - Management noted that while there are job losses in white-collar sectors, key verticals like healthcare and hospitality remain positive, allowing the company to grow [24][25] Question: Downturn playbook for maintaining growth - Management highlighted the flexibility in their service offerings and the importance of cross-selling to existing customers as key strategies to maintain growth during downturns [30][31] Question: Year-over-year ad stops and acquisition impact - Management indicated that growth from current customers is stable and slightly positive, with acquisitions contributing about 70 basis points to growth in the second quarter [37][38] Question: Retention rates and pricing strategy - Management attributed high retention rates to strong execution and value provided to customers, emphasizing a long-term approach to pricing rather than short-term adjustments [42][90] Question: Competitive environment and pricing realization - Management acknowledged the competitive landscape but emphasized their focus on signing new customers and providing value rather than competing solely on price [61][62] Question: Technology initiatives and returns on investments - Management confirmed ongoing investments in technology, including AI, and noted positive impacts on cost and efficiency [85][86] Question: Sourcing costs and tariffs - Management stated that while tariffs have impacted costs, their supply chain flexibility allows them to mitigate these effects [51][52] Question: Timing of ERP implementation costs - Management indicated that while there are current costs associated with ERP implementation, they expect more costs in the future but view it as a valuable long-term investment [80][82]

Financial Data and Key Metrics Changes - In Q4 FY2025, total revenues increased to $55 million from $49.3 million in the prior year, representing a 12% increase [18] - The net loss attributable to common stockholders decreased to $30.7 million from $42.2 million in Q4 FY2024, resulting in a net loss per share of $0.85 compared to $2.21 [20][21] - For FY2025, total revenues were $158.2 million, up from $112.1 million in FY2024, a 41% increase [21] - The net loss attributable to common stockholders for FY2025 was $191.1 million compared to $129.2 million in FY2024, with a net loss per share of $7.42 compared to $7.83 [22][23] - Adjusted EBITDA improved to negative $74.4 million in FY2025 from negative $101.1 million in FY2024, reflecting a 26% reduction [23] Business Line Data and Key Metrics Changes - Product revenues in Q4 FY2025 were $30 million, up from $25.4 million in the prior year, driven by long-term service agreements [24] - Service agreement revenues increased to $7.3 million from $5.6 million, primarily due to the GGE agreement [24] - Generation revenues slightly increased to $12.2 million from $12 million, reflecting higher output from the generation portfolio [24] - Advanced technology contract revenues decreased to $5.5 million from $6.4 million [24] Market Data and Key Metrics Changes - The backlog increased by approximately 2.6% to $1.19 billion compared to $1.16 billion as of October 31, 2024, due to new projects and service agreements [27] - The company has over 100 megawatts of power projects in South Korea in its backlog, with another 100 megawatts under MOU [14] Company Strategy and Development Direction - The company is focused on scaling manufacturing capacity and aims to achieve positive Adjusted EBITDA at an annualized production rate of 100 megawatts per year [8][16] - The strategy includes leveraging partnerships, such as the $25 million financing from Exxon for projects in Korea, to support growth [9][28] - The company is committed to addressing the growing demand for clean, reliable power driven by data centers and digital infrastructure [6][10] Management's Comments on Operating Environment and Future Outlook - Management believes the demand for power is accelerating due to the growth of AI and data centers, presenting significant business opportunities [5][6] - The company is optimistic about entering FY2026 with strong momentum, focusing on converting its pipeline into executed contracts [10][18] - Management highlighted the importance of policy certainty and the investment tax credit in improving project economics and supporting long-term adoption [9][68] Other Important Information - The company ended FY2025 with cash, restricted cash, and cash equivalents of $341.8 million, providing a strong liquidity position [28] - The company plans to spend between $20 million and $30 million on capital expenditures in FY2026 to support expansion efforts [73] Q&A Session Summary Question: What is the growth outlook for 2026? - Management indicated that there are hundreds of megawatts of pricing proposals across the digital infrastructure ecosystem, with opportunities expected to materialize in 2026 [31] Question: How long will it take to scale capacity to 350 megawatts? - Management expects that scaling to 350 megawatts can happen in a timeframe of less than 18 months with modest capital investment [34] Question: What is the status of data center traction and potential bottlenecks? - Management reported strong interest in their distributed generation platform and modularity, with no significant constraints in delivering power solutions [40] Question: What is the update on ExxonMobil and carbon capture opportunities? - Management confirmed that they are set to demonstrate technology for capturing CO2 while producing power and hydrogen at Exxon's Rotterdam refinery in late 2026 [45] Question: What changes have been observed in the South Korean market? - Management noted strong momentum in repowering existing installations and ongoing partnerships, indicating a positive outlook for the South Korean market [49] Question: Are there any carbon capture opportunities with other players? - Management is engaged in discussions for carbon recovery with various industrial customers, emphasizing the low emission profile of their technology [51][52] Question: What are the main hurdles for securing data center customers? - Management clarified that the main challenge is the shift in procurement models rather than customer readiness, as data centers increasingly require on-site generation [57]

Financial Data and Key Metrics Changes - Total revenue for Q2 2026 grew by 9.3% to $2.8 billion, with an organic growth rate of 8.6% [3][4] - Gross margin as a percentage of revenue increased to 50.4%, a 60 basis point improvement from the previous year [3] - Operating income rose to $655.7 million, reflecting a 10.9% increase year-over-year [4][10] - Diluted EPS increased by 11% to $1.21 compared to the prior year [4][11] - Free cash flow for the quarter was $425 million, a 23.8% increase over the previous year [11] Business Line Data and Key Metrics Changes - Organic growth by business segments: - Uniform rental facility services: 7.8% - First aid and safety services: 14.1% - Fire protection services: 11.5% - Uniform direct sale: 2% [5][6] - Gross margin percentages by business: - Uniform rental facility services: 49.8% - First aid and safety services: 57.7% - Fire protection services: 48.2% - Uniform direct sale: 41.9% [6] Market Data and Key Metrics Changes - The company continues to experience strong growth in key verticals such as healthcare, hospitality, education, and state and local governments, which are positively impacting retention rates [8][24] - The services providing sector shows growth, while the goods producing sector is underperforming [24] Company Strategy and Development Direction - The company is focused on leveraging investments to sustain positive momentum and deliver exceptional customer service [14] - The strategy includes expanding offerings and enhancing customer engagement to strengthen relationships with existing customers [5] - The company aims to grow in multiples of job growth and GDP, indicating resilience across economic cycles [8] Management's Comments on Operating Environment and Future Outlook - Management acknowledges a softening trend in hiring activity but emphasizes the company's ability to grow regardless of employment levels [23] - The company remains committed to its growth targets, with guidance for revenue in the range of $11.15-$11.22 billion and diluted EPS between $4.81-$4.88 for Fiscal 2026 [4][12] - Management expresses confidence in the company's operational execution and culture as key competitive advantages [43][90] Other Important Information - The company has returned $1.24 billion in capital to shareholders through dividends and share buybacks in the first half of Fiscal 2026 [11] - The company is actively engaged in M&A, with $85.6 million spent on acquisitions in Q2 2026 [11][65] Q&A Session Summary Question: Changes in employment levels across customer base - Management noted that while there are job losses in white-collar sectors, key verticals like healthcare and education are performing well, allowing the company to grow despite broader employment trends [23][24] Question: Downturn playbook for maintaining growth - The company highlighted its diverse product offerings and customer base, which provide flexibility to maintain mid to high single-digit organic growth even in downturns [30][31] Question: Ad stops year-over-year and acquisition impact on revenue - Management indicated that growth from current customers is stable and slightly positive, with acquisitions contributing about 70 basis points to revenue growth in Q2 [39] Question: Retention rates and pricing strategy - Management attributed high retention rates to strong execution and value provided to customers, emphasizing a long-term approach to pricing rather than short-term adjustments [43][90] Question: Competitive environment and pricing realization - The company operates in a competitive market but focuses on signing new customers and providing value rather than solely competing on price [61][62] Question: Timing of tariff costs and industry reaction - Management confirmed that while tariffs impact costs, the company is actively working to mitigate these effects and is not solely reliant on passing costs to customers [76][77] Question: Technology initiatives and their returns - The company is investing in technology, including AI, to improve efficiency and service delivery, with positive returns expected from these investments [85] Question: Long-term growth drivers - Management sees growth coming from key verticals, new products, and geographic expansion, with a focus on maintaining high growth levels [110]

Financial Data and Key Metrics Changes - In Q4 fiscal year 2025, total revenues increased to $55 million from $49.3 million in the prior year, representing a 12% increase [17] - The net loss attributable to common stockholders decreased to $30.7 million from $42.2 million in Q4 fiscal year 2024, resulting in a net loss per share of $0.85 compared to $2.21 [18] - For the full fiscal year 2025, total revenues were $158.2 million, up from $112.1 million in the previous year, marking a 41% increase [19] - The net loss attributable to common stockholders for the year was $191.1 million, compared to $129.2 million in fiscal year 2024, with a net loss per share of $7.42 compared to $7.83 [21] Business Line Data and Key Metrics Changes - Product revenues in Q4 fiscal year 2025 were $30 million, up from $25.4 million, primarily driven by long-term service agreements with GGE [23] - Service agreement revenues increased to $7.3 million from $5.6 million, reflecting revenue recognized under the service agreement with GGE [23] - Generation revenues slightly increased to $12.2 million from $12 million, due to higher output from the generation operating portfolio [23] - Advanced technology contract revenues decreased to $5.5 million from $6.4 million [23] Market Data and Key Metrics Changes - The backlog increased by approximately 2.6% to $1.19 billion compared to $1.16 billion as of October 31, 2024, driven by new projects and service agreements [26] - The company has established itself as a leading partner in South Korea's fuel cell energy market, with over 100 megawatts of power projects in backlog and another 100 megawatts under MOU [14] Company Strategy and Development Direction - The company is focused on scaling manufacturing capacity at its Torrington facility to achieve profitability, targeting an annualized production rate of 100 megawatts [9] - The strategy emphasizes the data center market, driven by AI and digital infrastructure demands, with a commitment to providing reliable, clean power solutions [8] - The company aims to leverage financing partnerships, such as the $25 million financing from Exxon, to support growth and project development [10] Management's Comments on Operating Environment and Future Outlook - Management believes the demand for power is accelerating due to the growth of AI and data centers, presenting significant business opportunities [6] - The company is optimistic about entering fiscal year 2026 with strong momentum, driven by commercial opportunities and policy clarity [11] - Management highlighted the importance of converting the pipeline into executed contracts and backlog into revenue as key to success in fiscal year 2026 [11] Other Important Information - The company reported a gross loss of $6.6 million in Q4 fiscal year 2025, down from $10.9 million in the prior year [24] - Operating expenses decreased to $21.7 million from $30.1 million, primarily due to reduced research and development expenses [25] - The company ended the fiscal year with cash, restricted cash, and cash equivalents of $341.8 million [26] Q&A Session Summary Question: What is the growth outlook for 2026? - Management indicated that there are hundreds of megawatts of pricing proposals across the digital infrastructure ecosystem, with expectations for opportunities to materialize in 2026 [30] Question: How long will it take to scale capacity to 350 megawatts? - Management stated that scaling to 350 megawatts could be achieved in less than 18 months with modest capital investment [31] Question: What is the status of data center traction and potential bottlenecks? - Management reported strong interest in their distributed generation platform and modularity, with no significant constraints in delivering power solutions [33] Question: What are the changes seen in the South Korean market? - Management noted strong momentum in repowering existing installations and ongoing partnerships, with expectations for continued growth in the Korean market [37] Question: What are the carbon capture opportunities being pursued? - Management highlighted ongoing work with ExxonMobil for carbon capture technology and discussions with data center customers for carbon recovery solutions [39][40]

Financial Data and Key Metrics Changes - Fourth quarter revenue increased by 45% year over year to $22 million, with full year revenue reaching $84 million, up nearly 80% from the previous year [5][24] - Fourth quarter net income was $7.1 million or $0.39 per diluted share, compared to $3.2 million or $0.18 per diluted share in the prior year [5][24] - Adjusted EBITDA for the fourth quarter was $9.6 million, a 71% increase from the previous year, with full year adjusted EBITDA at $25 million, up just over 80% [5][6][24] Business Line Data and Key Metrics Changes - Product sales in the fourth quarter were $14.3 million, up from $9.8 million, driven by strong demand in the air transport sector [21] - Service revenue was $7.9 million, including $300,000 from the F-16 program and an increase of $1.3 million in non-recurring engineering services [22] - Gross profit for the fourth quarter was $14.1 million, a 65% increase from $8.5 million in the same period last year, with a gross margin of 63.2%, up from 55.4% [22][23] Market Data and Key Metrics Changes - New orders in the fourth quarter were approximately $27 million, with a backlog of about $77 million as of September 30, 2025 [24][25] - The company expects to return to normal production levels for the F-16 in the first half of Fiscal 2026, following a pause in production [20] Company Strategy and Development Direction - The company rebranded to Innovative Aerosystems to reflect its focus on advanced avionics solutions for various aviation markets [4] - The strategic framework includes a long-term target of $250 million in revenue and adjusted EBITDA margins of 25% to 30% [7][19] - Key growth initiatives include new product development, expansion of military capabilities, and enhancements to integrated avionics solutions [8][15] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to deliver profitable growth, supported by a solid financial position and favorable end-market trends [19] - The company anticipates organic revenue growth to be more modest in Fiscal 2026 due to the pull forward of revenues related to the F-16 platform [27][28] Other Important Information - The company completed a new five-year $100 million credit agreement, providing additional liquidity to support growth and acquisitions [17] - Significant investments were made in engineering and infrastructure to support future growth, including a 50% increase in the engineering team [12][16] Q&A Session Summary Question: Is the strength in sales driven by the F-16 or other military programs? - Management clarified that the strength is not solely related to the F-16, with contributions from the C-130 and other Boeing programs [29][30] Question: What are the assumptions underpinning the $250 million revenue target? - The target assumes high single-digit organic growth, supplemented by a disciplined acquisition strategy [30] Question: What is the outlook for gross margins? - Management projected EBITDA margins in the range of 25% to 30%, driven by growth and operating expense management [31] Question: What feedback was received on the Liberty Flight Deck? - Customers appreciated the customization options and the ability to meet specific needs without significant non-recurring engineering costs [32][33] Question: What contributed to the strong Q4 results? - Increased demand in the retrofit market and a comeback in business aviation were noted as key contributors [35] Question: What is the expected revenue trajectory for the next year? - Management did not provide specific forward-looking guidance but emphasized the focus on achieving the $250 million revenue target [42]

Financial Data and Key Metrics Changes - Total sales for the third quarter were $5.8 billion, down 6.9% year-over-year, reflecting lower volume [15] - Retail unit sales declined by 8%, with used unit comps down 9% [15] - Average selling price increased to $26,400, a year-over-year increase of $230 per unit [15] - Net earnings per diluted share were $0.43, down from $0.81 a year ago, impacted by $0.08 of restructuring expenses [16] - Total gross profit was $590 million, down 13% from the previous year [16] - SG&A expenses were $581 million, up 1% from the prior year [17] Business Line Data and Key Metrics Changes - Used retail margin decreased by 11% to $379 million, with profit per used unit at $2,235, down approximately $70 from last year's record high [16] - Wholesale vehicle margin decreased by 17% to $115 million, with gross profit per unit down to $899 [17] - CarMax Auto Finance (CAF) income was $175 million, up 9% year-over-year [17] Market Data and Key Metrics Changes - The company purchased approximately 238,000 vehicles during the quarter, down 12% from last year [16] - The average wholesale selling price declined by $40 per unit to $8,100 [15] Company Strategy and Development Direction - The company is focused on narrowing the price gap with the marketplace and enhancing customer experience [10] - Plans to reduce SG&A by at least $150 million by the end of fiscal year 2027 [18] - Emphasis on improving digital shopping experience and enhancing profitability through better customer engagement [11][12] - The company aims to reignite its entrepreneurial spirit and operate more efficiently [14] Management's Comments on Operating Environment and Future Outlook - Management acknowledges recent performance has been unacceptable and emphasizes the need for immediate change [6][7] - There is optimism that pricing and marketing actions will improve sales performance, although they may pressure near-term earnings [14][19] - The company is committed to transparency about progress and strengthening performance while searching for a permanent CEO [25] Other Important Information - The company is undergoing leadership changes, with an urgent search for a permanent CEO [7] - The board is focused on finding a leader who can drive sales and maximize the benefits of the omnichannel experience [7] Q&A Session Summary Question: What is the magnitude of the GPU reset expected in the February quarter? - Management indicated that margin reductions will be meaningful and are optimistic about improving retail sales trends [31] Question: Are there customer cohorts where CarMax has become less competitive? - Management identified the higher FICO segments as an area for improvement and plans to recapture lost volume [32][33] Question: What is the baseline SG&A for the $150 million reduction goal? - The baseline SG&A is approximately $2.5 billion, with reductions compared to last year [49] Question: What is the strategy for reducing COGS? - The company is focused on COGS reduction through initiatives like regional reconditioning centers and improved parts selection tools [81][82] Question: How is the company addressing the time to turn vehicles? - Management is focused on reconditioning speed and has seen improvements in sellable inventory despite lower overall inventory [88] Question: What is the outlook for service margins? - Service margins are under pressure, but the team has made strides in improving service margin over the past years [96][97]

Financial Data and Key Metrics Changes - Total sales for the third quarter were $5.8 billion, down 6.9% year-over-year, reflecting lower volume [15] - Retail unit sales declined by 8%, with used unit comps down 9% [15] - Average selling price increased to $26,400, a year-over-year increase of $230 per unit [15] - Net earnings per diluted share were $0.43, down from $0.81 a year ago, impacted by $0.08 of restructuring expenses [16] - Total gross profit was $590 million, down 13% from the previous year [16] - SG&A expenses were $581 million, up 1% from the prior year [17] Business Line Data and Key Metrics Changes - Used retail margin decreased by 11% to $379 million, driven by lower volume and profit per used unit of $2,235 [16] - Wholesale vehicle margin decreased by 17% to $115 million, with gross profit per unit down approximately $120 year-over-year [17] - CarMax Auto Finance (CAF) income was $175 million, up 9% over last year [17] Market Data and Key Metrics Changes - The company purchased approximately 238,000 vehicles during the quarter, down 12% from last year [16] - The average wholesale selling price declined by $40 per unit to $8,100 [15] Company Strategy and Development Direction - The company is focused on narrowing the price gap with the broader marketplace by lowering margins and increasing marketing spend [10][12] - A renewed emphasis on customer experience and digital selling capabilities is being prioritized to drive conversion and improve customer satisfaction [11][25] - The company aims to reduce SG&A expenses by at least $150 million by the end of fiscal year 2027 [18] Management's Comments on Operating Environment and Future Outlook - Management acknowledges that recent results have been unacceptable and emphasizes the need for immediate change [5][10] - There is optimism that immediate pricing and marketing actions will improve sales performance, although they may pressure earnings in the near term [13][19] - The company believes it has the necessary attributes for a successful turnaround and is committed to strengthening performance [14][25] Other Important Information - The board is actively searching for a permanent CEO who can drive sales and maximize the benefits of the omnichannel experience [6][7] - The company is committed to leveraging technological platforms and process enhancements to reduce costs [12] Q&A Session Summary Question: Can you provide insight on the GPU reset expected in February? - Management indicated that margin reductions will be meaningful and are optimistic about improving retail sales trends [30] Question: Are there customer cohorts where CarMax has become less competitive? - Management noted a loss of volume in the higher FICO segments and is focused on recapturing that market [31][32] Question: What is the baseline SG&A for the $150 million reduction goal? - The baseline SG&A is approximately $2.5 billion, with reductions compared to last year [47][48] Question: What is the strategy for reducing COGS? - The company is focused on COGS reduction through initiatives like regional reconditioning centers and improved parts selection tools [79][80] Question: What is the outlook for service margins? - Service margins are under pressure, with expectations of being slightly profitable or unprofitable for the full year depending on sales performance [93][94]

Financial Data and Key Metrics Changes - The company reported a 6.9% year-over-year increase in revenues to $608 million, with organic growth of 6% excluding foreign exchange and M&A impacts [23][29] - Adjusted operating margin was 36.2%, and adjusted diluted EPS increased by 3% year on year to $4.51 [6][24] - Organic ASV growth accelerated to 5.9%, an increase of $6.6 million, driven by strong demand across various sectors [20][29] Business Line Data and Key Metrics Changes - In the Americas, organic ASV grew 6%, primarily driven by asset managers and wealth, with increased demand for portfolio lifecycle solutions and AI-ready data [20] - EMEA saw a 4% organic ASV growth, with higher expansion in performance solutions, offsetting some softness in asset owners [20] - Asia-Pacific experienced an 8% organic ASV growth, up from 7% last quarter, driven by middle office solutions and AI-ready data [21] - Wealth management delivered a 10% organic ASV growth, with significant wins in workstations and analytics [22] Market Data and Key Metrics Changes - Client count grew to over 9,000, a 9% year-over-year increase, with retention rates remaining healthy at 91% for clients and above 95% for ASV [23] - The user base approached 240,000, with wealth and asset managers leading user growth, up 10% compared to the prior year [23] Company Strategy and Development Direction - The company is increasing its share repurchase authorization from $400 million to $1 billion, reflecting confidence in its balance sheet and intrinsic share value [7][28] - Three strategic priorities were outlined: driving commercial excellence, improving productivity, and solidifying long-term strategy for sustainable growth [14][18] - The company is focusing on enhancing its data universe, deepening client workflows, and modernizing core infrastructure to drive operational efficiency [26][27] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the strength of the pipeline and positive sentiment from clients, indicating a strong demand for new data products [62] - There is a belief that AI will amplify the company's essential offerings rather than replace them, with AI product adoption growing over 45% sequentially [14][68] - Management remains prudent in guidance, emphasizing the importance of executing well in the market while maintaining a strong pipeline [78] Other Important Information - Operating expenses increased by 9% year over year, driven by higher people-related expenses and technology costs [24] - The company is committed to returning capital to shareholders, having returned $554 million over the last 12 months through dividends and buybacks [28] Q&A Session Summary Question: Competitive positioning against AI startups and Big Four data incumbents - Management expressed confidence in proprietary assets and the ability to partner with the AI ecosystem, emphasizing the demand for secure AI solutions [34][36] Question: Changes in sales incentives and early results - Management highlighted renewed vigor in new business development and faster sales motions due to aligned incentives and the resonance of AI products [41][42] Question: Impact of AI on customer headcount and desktop business - Management noted no significant reductions in headcount, with increased hiring in banking and strong demand for AI products [50][51] Question: Margin impact from investments - Management discussed balancing structural investments for operating leverage with growth investments aligned to client demand [71][74] Question: Organic ASV growth expectations - Management remains confident in the pipeline but is taking a prudent approach to guidance, acknowledging the significant business still to be acquired [78][79] Question: Proprietary versus non-proprietary products - Management provided a detailed breakdown of proprietary and enriched data, emphasizing the high quality and client loyalty associated with their offerings [81][84]

Financial Data and Key Metrics Changes - The company reported a 6.9% year-over-year increase in revenues to $608 million, with organic growth of 6% excluding foreign exchange and M&A impacts [21][27] - Adjusted operating margin was 36.2%, and adjusted diluted EPS increased by 3% year-over-year to $4.51 [4][21] - Organic ASV growth accelerated to 5.9%, an increase of $6.6 million, driven primarily by expansion with existing clients [17][21] Business Line Data and Key Metrics Changes - In the Americas, organic ASV grew 6%, driven by asset managers and wealth, with increased demand for portfolio lifecycle solutions and AI-ready data [18] - EMEA saw a 4% organic ASV growth, with higher expansion in performance solutions offsetting some softness in asset owners [18] - Asia-Pacific experienced an 8% organic ASV growth, up from 7% last quarter, driven by middle office solutions and AI-ready data [19] - Wealth management delivered a 10% organic ASV growth, with significant wins in workstations and analytics [20] Market Data and Key Metrics Changes - Client count grew to over 9,000, a 9% year-over-year increase, with retention rates remaining healthy at 91% for clients and above 95% for ASV [21] - The user base approached 240,000, with wealth and asset managers leading user growth, up 10% versus the prior year [21] Company Strategy and Development Direction - The company is increasing its share repurchase authorization from $400 million to $1 billion, reflecting confidence in its balance sheet and intrinsic value [6][26] - Three strategic priorities include driving commercial excellence, improving productivity, and solidifying long-term strategy for sustainable growth [12][15] - The company is focused on enhancing its data offerings, modernizing technology infrastructure, and improving client workflows to drive future growth [23][25] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the strength of the pipeline and positive client sentiment, indicating a strong demand for new data products [61] - The company is seeing increased hiring in banking, driven by a recovery in M&A activity, and is not currently observing reductions in headcount [49][60] - Management is maintaining a prudent approach to guidance, reaffirming previously issued FY26 guidance across all metrics [27][70] Other Important Information - Operating expenses increased by 9% year-over-year, driven by higher people-related expenses and technology costs [22] - The company is allocating roughly two-thirds of its investments to growth and one-third to internal infrastructure [23][25] - The company has returned $554 million to shareholders over the last 12 months through dividends and buybacks [26] Q&A Session Summary Question: Competitive positioning against AI startups and Big Four data incumbents - Management expressed confidence in proprietary assets and emphasized the strength of their data and analytics capabilities, viewing partnerships with the AI ecosystem as complementary [30][32][35] Question: Changes in sales incentives and early results - Management highlighted renewed vigor in new business development and faster sales motions, aided by AI product resonance [38][40] Question: Future hiring picture and AI efficiencies - Management noted no current reductions in headcount, with increased hiring observed, particularly in banking, and strong growth in AI product usage [46][49] Question: Margin impact from investments - Management indicated that investments are aimed at foundational elements and targeted growth areas, expecting benefits to play out in future years [51][54] Question: Organic ASV growth expectations - Management remains confident in the strength of the pipeline but is taking a prudent approach to guidance, anticipating potential deceleration in growth [70] Question: Proprietary versus non-proprietary products - Management clarified that 40% of the business is linked to client proprietary data, with 50% classified as proprietary and enriched data and tools [72][74]

Financial Data and Key Metrics Changes - Total sales for the third quarter were $5.8 billion, down 6.9% year-over-year, reflecting lower volume [12] - Retail unit sales declined by 8%, with used unit comps down 9% [12] - Average selling price increased to $26,400, a year-over-year increase of $230 per unit [13] - Net earnings per diluted share were $0.43, down from $0.81 a year ago, impacted by $0.08 of restructuring expenses [14] - Total gross profit was $590 million, down 13% from the previous year [15] - SG&A expenses were $581 million, up 1% from the prior year, driven by marketing investments and restructuring expenses [15] Business Line Data and Key Metrics Changes - Used retail margin decreased by 11% to $379 million, with profit per used unit at $2,235, down approximately $70 from last year's record high [15] - Wholesale vehicle margin decreased by 17% to $115 million, with gross profit per unit declining by approximately $120 year-over-year [15] - CarMax Auto Finance income increased by 9% to $175 million, supported by underwriting and pricing adjustments [19] Market Data and Key Metrics Changes - The company purchased approximately 238,000 vehicles during the quarter, down 12% from last year [14] - The average wholesale selling price declined by $40 per unit to $8,100 [13] Company Strategy and Development Direction - The company is focused on narrowing the price gap between its offerings and the marketplace, lowering margins, and increasing marketing spend [8][10] - A renewed emphasis on customer experience and digital selling capabilities is being prioritized to drive conversion and improve customer satisfaction [9][10] - The company aims to reduce SG&A expenses by at least $150 million by the end of fiscal year 2027 [16] - The board is actively searching for a permanent CEO who can drive sales and strengthen the brand [5][6] Management's Comments on Operating Environment and Future Outlook - Management acknowledged that recent results have been unacceptable and emphasized the need for immediate change [4][5] - There is optimism that immediate pricing and marketing actions will improve sales performance, although they may pressure earnings in the near term [11] - The company believes it has the necessary attributes for a successful turnaround and is committed to strengthening performance [11][23] Other Important Information - The company is undergoing leadership changes, with an interim CEO and chair in place while searching for a permanent CEO [4][5] - The company is committed to transparency about its progress and performance [23] Q&A Session Summary Question: What is the magnitude of the GPU reset expected in the February quarter? - Management indicated that margin reductions will be meaningful and are optimistic about improving retail sales trends [28][29] Question: Are there specific customer cohorts where CarMax has become less competitive? - Management noted a loss of volume in the higher FICO segments and is focused on recapturing those customers [30][31] Question: Will CarMax adjust interest rates to be more competitive? - Management stated they monitor market rates and will adjust accordingly, focusing on the overall offering rather than just interest rates [32][33] Question: What is the baseline SG&A from which the company expects to cut $150 million? - The baseline SG&A is approximately $2.5 billion, with reductions compared to last year [46][47] Question: What is the strategy for reducing COGS? - The company is focused on COGS reduction through initiatives like regional reconditioning centers and improved parts selection tools [78][79] Question: How is the board approaching the search for a new CEO? - The board is looking for a leader with experience in complex businesses and digital transformation, with urgency in the search process [96]