Saia, Inc. (SAIA) Q4 2025 Earnings Call Transcript
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Overview
The earnings call shows mixed signals: strong network optimization and market expansion efforts contrast with challenges like tonnage decline and increased costs. The Q&A reveals cautious optimism but lacks clarity on key metrics and timelines. While there are positive aspects like potential shareholder returns and improving OR, uncertainties around market conditions and cost pressures balance the sentiment. Without a clear market cap, the overall impact on stock price is expected to be neutral, as positive and negative factors offset each other.
Key Financial Performance
Fourth Quarter Operating Ratio 91.9%, reflects increased self-insurance costs. Sequential deterioration from third quarter's adjusted operating ratio was impacted by unexpected adverse developments on a few cases arising from accidents that occurred in prior years, requiring reserve increases of approximately $4.7 million.
Shipments Per Day Down 0.5% compared to the fourth quarter of 2024, reflecting muted demand environment.
Tonnage Per Day Down 1.5% compared to the same period last year, due to muted demand environment.
Fourth Quarter Revenue $790 million, a record for any quarter in the company's history. Mix headwinds and volume decline in Southern California region caused an estimated $4 million revenue reduction for the quarter.
Revenue Per Shipment (Excluding Fuel Surcharge) Decreased 0.5% compared to last year, due to mix headwinds and volume decline in Southern California region.
Fuel Surcharge Revenue Increased by 6.1% and was 15% of total revenue compared to 14.1% a year ago.
Salaries, Wages, and Benefits Increased 6.1% compared to the fourth quarter of 2024, driven by increased employee-related costs, including a company-wide wage increase of approximately 3% on October 1, partially offset by a 5.1% reduction in headcount.
Purchase Transportation Expense Decreased by 0.8% compared to the fourth quarter last year, due to network expansion and continued investments in technology allowing in-sourcing of miles.
Fuel Expense Increased by 0.2% compared to the prior year, primarily due to a 4.8% increase in national average diesel prices.
Claims and Insurance Expense Increased by 12.3% year-over-year, primarily due to adverse claim development on a few accident cases late in the fourth quarter of 2025 related to accidents that happened in prior years.
Depreciation and Amortization Expense $62.9 million in the quarter, 16.4% higher year-over-year, primarily due to ongoing investments in revenue equipment, real estate, and technology.
Cost Per Shipment Increased 6.1%, largely due to increases in self-insurance related costs and depreciation. Group health insurance alone accounts for more than 30% of the year-over-year cost per shipment increase.
Total Operating Expenses Increased by 5.6% in the quarter, with the year-over-year revenue increase of 0.1%, leading to an operating ratio increase to 91.9% compared to 87.1% a year ago.
Diluted Earnings Per Share $1.77 compared to $2.84 in the fourth quarter a year ago, reflecting increased costs and muted demand environment.
Full Year Revenue 2025 Increased 0.8% compared to 2024, a record for Saia.
Full Year Operating Ratio 2025 Deteriorated by 410 basis points to 89.1%, while adjusted operating ratio was 89.6% for 2025.
Total Debt Outstanding Approximately $164 million at the end of the year, down from $200 million at the end of 2024.
Preventable Accident Frequency Declined 21% year-over-year in 2025, reflecting benefits of ongoing investments in safety.
Lost Time Injuries Declined 10% year-over-year in 2025, reflecting benefits of ongoing investments in safety.
Cargo Claims Ratio 0.47% in the fourth quarter, a company record for any quarter, reflecting improved service quality.
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Operating Highlights
National Network Completion: Saia completed its first full year of operating a national network, enabling expanded reach and service in more markets.
Safety Investments: Investments in safety training and technology led to a 21% reduction in preventable accident frequency and a 10% decline in lost time injuries in 2025.
Market Share Growth: The national network expansion contributed to record market share gains, with new and existing customers benefiting from the expanded service.
Regional Performance: Southern California region saw an 18% volume decline, impacting revenue by approximately $4 million in Q4 2025.
Revenue Performance: Q4 2025 revenue reached $790 million, a record for any quarter, despite a muted demand environment.
Cost Management: Efforts to optimize the network and insource miles reduced purchase transportation expenses by 0.8% year-over-year.
Efficiency Gains: Handling metrics improved sequentially throughout 2025, exiting the year 1.5% below the first quarter peak.
Capital Investments: Over $2 billion invested in the last three years in real estate, revenue equipment, and technology to support long-term growth.
Technology Deployment: Advanced analytics and process automation were implemented to optimize network performance and enhance customer experience.
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Risk or Challenges
Self-Insurance Costs: Unexpected adverse developments on a few cases arising from accidents that occurred in prior years required reserve increases of approximately $4.7 million. Rising accident-related costs due to increased litigation, settlement values, and general inflation remain a challenge.
Muted Demand Environment: Volumes reflected a muted demand environment throughout the year, with shipments per day down 0.5% and tonnage per day down 1.5% compared to the prior year.
Southern California Volume Decline: Volume in the Southern California region declined by about 18% compared to the prior year, causing an estimated $4 million revenue reduction for the quarter. This region is typically the highest revenue per bill market.
Inflationary Costs: Rising costs in areas such as self-insurance, group health insurance, and general inflation have increased operating expenses. Group health insurance alone accounted for more than 30% of the year-over-year cost per shipment increase.
Revenue Mix Headwinds: Slight decreases in weight per shipment and length of haul, along with a 0.5% decrease in revenue per shipment (excluding fuel surcharge), impacted results.
Macroeconomic Uncertainty: Uncertainty surrounding volumes and the broader macroeconomic environment in 2025 posed challenges to operations and financial performance.
Network Expansion Costs: The rapid expansion of the network, including opening 39 terminals since 2022, has weighed on the company's operating ratio despite contributing incremental operating income.
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Guidance & Outlook
Revenue and Market Share: The company expects to drive incremental improvements in performance in 2026, even if the macroeconomic environment remains soft. The national network is poised to scale as macroeconomic conditions improve. The company has seen record levels of market share gain and expects to continue leveraging its expanded network to strengthen customer relationships and increase market share.
Capital Investments: Over the past three years, the company has invested more than $2 billion in real estate, revenue equipment, and technology. The focus in 2026 will be on ensuring returns on these investments while continuing to reinvest in the network to support long-term profitable growth.
Technology and Efficiency: The company plans to continue leveraging technology for network optimization, operational efficiency, and customer satisfaction. Advanced analytics, process automation, and employee training are expected to enhance operational performance and profitability.
Customer Compensation: The company emphasizes the need to be fairly compensated for its investments in network expansion and quality improvements. This includes ensuring appropriate returns for shareholders while maintaining high service standards for customers.
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Shareholder Return Plan
The selected topic was not discussed during the call.
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Key Q&A
Q:Can you provide monthly tonnage data for the quarter and January, and how does it tie into sequential margin seasonality from Q4 to Q1?
A:October shipments per day were down 3.4%, tonnage per day down 3.3%. November shipments per day up 2.6%, tonnage up 1.8%. December shipments up 0.6%, tonnage down 2.2%. January shipments per day down 2.1%, tonnage per day down 7%. If normalized for weather, January shipments would have been slightly positive. Sequential margin seasonality typically deteriorates 30-50 basis points from Q4 to Q1, but management believes they can outperform this if February and March are normal or stronger.
Q:What is the tonnage backdrop for the 100-200 basis points OR improvement mentioned?
A:Management expects a positive tonnage backdrop based on ISM data and other macro trends. If the market trends positively, they anticipate tonnage growth, which would support OR improvement. If the market does not improve, they still expect to improve OR but at the lower end of the range.
Q:What is the expected pricing yield or revenue per shipment growth for the year?
A:Management expects to price ahead of inflation and develop margins on that. Weight per shipment is a headwind in Q1 but is expected to normalize later. Revenue per shipment improved 1.1% sequentially from Q3 to Q4. They are focused on maintaining pricing discipline and achieving returns on their $2 billion investment over the last three years.
Q:What is the profitability and OR contribution of the new terminals?
A:New terminals are currently a drag on company-wide OR, ranging from sub-95% to mid-to-upper 90s. Management expects these terminals to improve over time, similar to the Northeast expansion, and contribute positively to the national network. Incremental opportunities and customer discussions are expected to drive further improvements.
Q:What is the current pricing environment and Saia's approach to pricing?
A:The pricing environment remains rational. Saia continues its initiatives to push rates and focus on key opportunities using analytical tools. The national network and consistent service make pricing discussions more palatable. Management emphasizes the importance of being paid for the value they provide.
Q:What are the volume trends and customer sentiment for the year?
A:Volume trends show sequential improvement in recent months. Customer sentiment appears slightly more optimistic, but management is cautious and wants to see this reflected in volumes. They believe factors are more positive year-over-year but are waiting for further development.
Q:What is the Q1 OR outlook and its assumptions?
A:If normalized for Q4 items, Q1 OR typically deteriorates 30-50 basis points sequentially. Management believes they can beat this if February and March are normal or stronger. A stronger March could lead to further outperformance and potentially a better OR than Q1 last year.
Q:When will yield or revenue per shipment trends catch up to renewal trends?
A:Weight per shipment is a headwind in Q1 but is expected to normalize in Q2 and Q3. Revenue per shipment trends are expected to align with renewal trends as the environment tightens and weight per shipment stabilizes.
Q:What is the impact of in-sourcing linehaul on purchase transportation costs?
A:Purchase transportation as a percentage of total miles has decreased from over 18% in 2021 to 12.1% in 2025. The national network allows for better balance and efficiency, reducing reliance on purchase transportation. Management expects further opportunities as the network scales and volumes return.
Q:What is the January tonnage excluding weather impacts?
A:Excluding weather impacts, January shipments were slightly positive, and tonnage was down about 4-4.5%.
Q:What is the cost per shipment trend and excess capacity in the system?
A:Cost per shipment increased due to fewer workdays, shipment deterioration, and a wage increase in Q4. Headcount is down 6.4% year-over-year. The network has 20-25% excess capacity overall, with new markets having up to 50% excess capacity.
Q:What is the tonnage decline in January compared to peers, and what is driving it?
A:Saia's tonnage was down 7% in January, partly due to weather impacts in Texas, which is a significant market for them. Weight per shipment is also a headwind, and management does not see any irrational pricing behavior in the market.
Q:What is the outlook for Saia in a flat freight market?
A:In a flat market, Saia expects growth in new and developing markets while legacy markets normalize. They aim to gain share through strong execution and pricing discipline. Shipment growth is expected to be modest, with a focus on returns.
Q:What is the low-end assumption for the 100-200 basis points OR improvement?
A:The low-end assumption includes modest revenue growth, driven by pricing and shipment growth. Management believes they can achieve this even in a steady-state environment without significant macro improvement.
Q:What is the impact of technology on in-sourcing linehaul and network optimization?
A:Saia uses optimization technology to plan and manage its linehaul network, reducing costs and improving efficiency. This technology is continuously refined and scaled as the network grows, contributing to a competitive cost structure.
Q:What is the status of restocking at retailers?
A:Management does not see meaningful restocking at retailers but notes that supply chain management appears to be stabilizing, with less volatility than six months ago.
Q:What are the incremental margins and long-term OR targets for Saia?
A:Incremental margins are expected to be 30-40% in a growing tonnage environment. Long-term OR targets are sub-80%, with some parts of the network already operating in the upper 70s.
Q:What is the outlook for salaries, wages, and benefits costs?
A:Salaries, wages, and benefits costs increased due to a Q4 wage increase and fewer workdays. Headcount is down 6.4% year-over-year. Management continues to match hours with volume and expects to manage costs effectively.
Q:What is the capacity difference between new and legacy markets?
A:New markets have up to 50% excess capacity, while legacy markets have around 20% excess capacity. Overall, the network has 20-25% excess capacity, with flexibility to scale as needed.
Q:What is the timeline for new terminals to reach average profitability?
A:New terminals are expected to reach average profitability within three years, depending on the macro environment. Some terminals are already operating below the company average OR.
Q:What is the outlook for insurance costs?
A:The Q4 insurance cost increase was due to unexpected adverse developments from prior periods. Management does not expect this to be the new run rate but notes that the line remains inflationary. They emphasize safety investments to reduce incidents and costs.
Q:What is the expected free cash flow and capital allocation strategy?
A:Saia expects to be free cash flow generative in 2026. Management is considering shareholder returns, such as buybacks or dividends, while balancing investments in new terminals and other growth opportunities.
Q:Review of Unclear Management Responses
A:Management avoided providing specific details on the tonnage assumption for the low-end OR improvement range, stating only that modest revenue growth and shipment growth are expected. They also did not provide a clear timeline for when restocking at retailers might occur, noting only that supply chain management appears to be stabilizing.
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Earnings Word Cloud
The most frequently occurring keywords in this quarter's earning call
CFO Secretary
California region
Executive VP
GRI
Southern California
VP CFO
accident frequency
accident year
benefit investment
cargo
case accident
customer satisfaction
decrease weight
demand environment
effort
employee customer
expansion ability
gain
impairment
income
industry service
injury
investment safety
investment year
litigation
market share
network technology
quality service
ratio record
reduction
reserve increase
self insurance
settlement value
technology investment
training
volume decline
SAIA Transcript
Saia, Inc. (SAIA) Q4 2025 Earnings Call Transcript
Unknown2-10
The earnings call shows mixed signals: strong network optimization and market expansion efforts contrast with challenges like tonnage decline and increased costs. The Q&A reveals cautious optimism but lacks clarity on key metrics and timelines. While there are positive aspects like potential shareholder returns and improving OR, uncertainties around market conditions and cost pressures balance the sentiment. Without a clear market cap, the overall impact on stock price is expected to be neutral, as positive and negative factors offset each other.
Saia, Inc. (SAIA) Q3 2025 Earnings Call Transcript
Unknown10-30
The earnings call presents a mixed but overall negative picture. While there is investment in network expansion and technology, financial performance shows declining EPS, increased costs, and lower tonnage. The Q&A reveals concerns about lower shipments, degraded operating ratio, and management's vague responses on future trends. Despite disciplined pricing and AI optimization efforts, the lack of clear positive guidance and operational challenges suggest a negative stock reaction.
Saia, Inc. (SAIA) Q2 2025 Earnings Call Transcript
Unknown7-25
The earnings call presents a mixed picture. Financial performance shows modest revenue growth, but the operating ratio has deteriorated. Product development is positive with new terminals, but they are only at breakeven. Market strategy reflects cautious customer sentiment. Expenses show both short-term and long-term cost management plans. Shareholder returns and guidance were not specifically addressed. The Q&A reveals management's confidence in long-term prospects but hesitancy on near-term specifics, leading to a neutral sentiment overall.
Saia, Inc. (NASDAQ:SAIA) Q1 2025 Earnings Call Transcript
Unknown4-26
The earnings call highlights several concerns: increased expenses outpacing revenue growth, deteriorating operating ratio, and declining EPS. Despite record revenue, the lack of a share repurchase program and unclear guidance on profitability from new terminals weigh negatively. The Q&A reveals competitive pressures and uncertain market conditions, with management's vague responses further undermining confidence. Overall, the negative financial metrics and uncertainty suggest a negative stock price reaction.
SAIA Report
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