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Hagerty, Inc. (HGTY)·Q2 2025 Earnings Summary

Executive Summary

  • Q2 2025 delivered strong top-line and profit growth: revenue rose 18% to $368.7M and Adjusted EBITDA increased 20% to $63.7M; management raised full-year guidance for revenue, net income, and Adjusted EBITDA, citing momentum across insurance, membership, and marketplace .
  • Guidance was increased to Total Revenue growth of 13–14%, Net Income growth of 43–53% ($112–$120M), and Adjusted EBITDA growth of 30–38% ($162–$172M), versus prior targets (12–13%, $102–$110M, and 21–29%) set in Q1 .
  • Marketplace revenue surged 327% YoY to $26.8M on strong inventory sales and the inaugural European auction at Concorso d’Eleganza Villa d’Este; membership revenue rose 11% to $15.7M and HDC paid members reached ~908K (+6% YoY) .
  • Strategic catalyst: non-binding LOI with Markel to move to a fronting arrangement and allow Hagerty to control 100% of the premium starting Jan 1, 2026 (subject to regulatory approval), improving economics and operational control .
  • Operating income increased 25% to $47.7M; loss ratio of 42.3% (including 1.6% catastrophe impact) was slightly higher YoY, but margins expanded and the company ended Q2 with $140.3M unrestricted cash and $176.1M total debt .

What Went Well and What Went Wrong

What Went Well

  • Marketplace outperformance: Q2 marketplace revenue +327% YoY to $26.8M, propelled by higher inventory sales and the first European auction; membership, marketplace and other revenue +78% YoY to $47.6M .
  • Margin and profit expansion: Operating income +25% YoY to $47.7M and Adjusted EBITDA +20% to $63.7M; operating margin expanded by 70bps in Q2; management raised FY25 profit guidance .
  • Strategic evolution: LOI with Markel to move to a fronting arrangement positioning Hagerty to assume 100% underwriting and investment economics with an initial ~2% fronting fee, enhancing profitability with no policyholder disruption .
    • CEO quote: “We are well positioned for accelerating rates of top and bottom line growth as we move into 2026, including the recently announced evolution of our partnership with Markel that would result in Hagerty controlling 100% of the premium next year” .

What Went Wrong

  • Loss ratio drift: Q2 loss ratio rose to 42.3% from 41.1% YoY, including 1.6% catastrophe impact; year-to-date loss ratio 42.2% includes 4.1% catastrophe impact .
  • Growth cadence in insurance new business: Q2 new business count declined modestly (-1.3% YoY), with management noting growth will be back-half weighted as State Farm ramps across ~25 states .
  • Elevated cost base tied to investments: YTD G&A up 8.5% on software-related costs and salaries/benefits up 8.2% on merit increases/higher headcount; $20M elevated 2025 technology investments (Duck Creek/Apex) are a near-term margin drag as capacity is built ahead of revenue .

Financial Results

Summary vs Prior Year, Prior Quarter, and Consensus

Estimates marked with * are from S&P Global; Values retrieved from S&P Global.

MetricQ2 2024Q1 2025Q2 2025Consensus Q2 2025
Revenue ($USD Millions)$313.225 $319.593 $368.699 $347.154*
GAAP Diluted EPS ($)$0.09 $0.07 $0.09 N/A
Adjusted EPS ($)$0.12 $0.08 $0.13 $0.113*
Operating Income ($USD Millions)$38.067 $25.728 $47.699 N/A
Hagerty Re Loss Ratio (%)41.1% 42.0% 42.3% N/A
Adjusted EBITDA ($USD Millions)$53.113 $39.608 $63.744 N/A
Written Premium ($USD Millions)$321.173 $244.327 $355.985 N/A
  • Revenue and Adjusted EPS both beat consensus; revenue +$21.545M vs $347.154M*, Adjusted EPS $0.13 vs $0.113* (bold beat) .
  • GAAP EPS was flat YoY at $0.09; adjusted profits and operating income showed robust YoY increases .

Segment Revenue Breakdown

SegmentQ2 2024 ($MM)Q1 2025 ($MM)Q2 2025 ($MM)
Commission and Fee Revenue$128.816 $100.287 $143.287
Earned Premium$157.612 $169.355 $177.785
Membership, Marketplace & Other$26.797 $49.951 $47.627
Total Revenue$313.225 $319.593 $368.699

KPIs

Operational metrics (quarterly):

KPIQ2 2024Q1 2025Q2 2025
Total Written Premium ($MM)$321.173 $244.327 $355.985
Hagerty Re Loss Ratio (%)41.1% 42.0% 42.3%
Hagerty Re Combined Ratio (%)88.1% 88.5% 89.6%
New Business Count — Insurance89,049 55,309 87,872
Adjusted EBITDA ($MM)$53.113 $39.608 $63.744

“As-of” platform metrics:

KPIDec 31, 2024Jun 30, 2025
Policies in Force1,506,451 1,559,798
Policies in Force Retention (%)89.0% 88.7%
Vehicles in Force2,576,700 2,664,611
HDC Paid Member Count875,822 907,963
Net Promoter Score (NPS)82 82

Balance sheet highlights:

  • Unrestricted cash $140.3M; total debt $176.1M (incl. $38.9M back leverage for Broad Arrow Capital loans) .

Non-GAAP details:

  • Adjusted EBITDA reconciliation shows “other unusual items” of $2.066M in Q2; share-based compensation $5.146M .

Guidance Changes

MetricPeriodPrevious Guidance (Q1)Current Guidance (Q2)Change
Total Written Premium ($)FY 2025$1,180M–$1,191M $1,180M–$1,191M Maintained
Total Revenue ($)FY 2025$1,344M–$1,356M (12–13%) $1,356M–$1,368M (13–14%) Raised
Net Income ($)FY 2025$102M–$110M (30–40%) $112M–$120M (43–53%) Raised
Adjusted EBITDA ($)FY 2025$150M–$160M (21–29%) $162M–$172M (30–38%) Raised
Technology InvestmentsFY 2025~$20M elevated spend (Duck Creek/Apex) ~$20M elevated spend Maintained
Catastrophe ImpactFY 2025~$10–11M pre-tax from Southern CA wildfires ~$10M pre-tax Maintained

Earnings Call Themes & Trends

TopicPrevious Mentions (Q1 2025)Current Period (Q2 2025)Trend
Technology platform (Duck Creek/Apex)Investing ~$20M in 2025; licenses already signed; expect efficiency benefits as revenue scales 2026–2027 Enthusiast+ launched on Duck Creek; tech spend to trend down as % of revenue as growth accelerates in 2026–2027 Consistent execution; platform go-live milestones progressing
State Farm program rolloutBack-half weighted growth; ~25 states by year-end; conversion letters sent for first states; ramp expected in H2 Reinforced as a key driver of H2 and 2026 acceleration; underpinning raised FY25 revenue and profit outlook Building momentum; larger contribution expected in H2
Marketplace expansion (Europe)First European auction scheduled at Villa d’Este; building team and capabilities; contribution margins 30–35% for live auctions Q2 marketplace revenue +327% YoY; inaugural European auction contributed significantly; calendar expanding Strengthening; international expansion accelerating
Tariffs/macro impactExpected muted direct impact given parts supply dispersion and classic vehicle tariff regime (25+ years at 2.5%) No new direct headwind noted; focus remained on internal growth drivers and efficiency Stable/muted risk
Regulatory/legal (Markel fronting)N/ALOI with Markel to move to fronting arrangement; Hagerty to control 100% of premium starting Jan 1, 2026 (subject to regulatory approvals) Positive structural change; future margin tailwind

Management Commentary

  • CEO on momentum and margin expansion: “We delivered solid results… Margins are expanding faster than expected… we now expect to deliver net income growth of 43–53% in 2025” — McKeel Hagerty .
  • CEO on Markel fronting arrangement: “Under the newly proposed fronting arrangement, Hagerty will control 100% of the premium… positioning us to deliver better profitability and operational control with no disruption to policyholders” .
  • Q1 context on efficiency and seasonality: Management emphasized seasonal loss dynamics and booking to annual loss ratio early in the year; H2 ramp driven by State Farm and marketplace schedule .

Q&A Highlights

  • Marketplace profitability and pacing: Management reiterated strong contribution margins (30–35% at the sale level) and an expanding auction calendar, now including Europe; private sales capability also being built .
  • Insurance growth cadence and State Farm rollout: New customer growth slower early in the year due to weather and catastrophe effects; back-half acceleration expected as State Farm conversion and state additions proceed .
  • Technology investment visibility: The ~$20M incremental spend (majority technology licenses/platform and remainder people for growth initiatives) is a baseline for scalable growth; leverage expected in 2026–2027 as revenue ramps .
  • Tariff exposure: Management views tariff impact as muted for Hagerty’s book given vehicle age mix and parts supply characteristics; classic vehicle import tariff regime unchanged (2.5% for >25 years) .

Estimates Context

  • Q2 2025 results vs S&P Global consensus: Revenue $368.699M vs $347.154M*; Adjusted/Primary EPS $0.13 vs $0.113*; both represent beats (bold beat) .
  • GAAP EPS was $0.09; management and external sources highlighted Adjusted EPS as primary comparable to consensus; continued momentum likely prompts upward estimate revisions for FY25 revenue, net income, and Adjusted EBITDA following guidance raises .
  • Note: Values marked with * are retrieved from S&P Global.

Key Takeaways for Investors

  • Raised FY25 guidance (revenue, net income, Adjusted EBITDA) is a clear positive catalyst; top-line growth and margin expansion tracking ahead of initial plan .
  • Marketplace is emerging as a growth and profitability engine, with international expansion adding runway; strength supported Q2 revenue beat .
  • The Markel fronting LOI (effective 2026, subject to approvals) should structurally improve underwriting and investment economics, expanding margins over time .
  • Back-half weighted insurance growth expected as State Farm rollout accelerates across ~25 states; supports FY25 trajectory and 2026 ramp .
  • Technology platform investments (Duck Creek/Apex) are a near-term drag but a medium-term efficiency lever; expect operating leverage as spend normalizes vs accelerating revenue .
  • Loss ratio modestly higher on catastrophe impact; watch seasonal dynamics through Q3/Q4 and any incremental cat events .
  • Balance sheet remains solid with $140.3M unrestricted cash; secondary offering by selling stockholders post-quarter does not impact company cash but may affect float/liquidity .