MarineMax - Q4 2023
October 26, 2023
Transcript
Operator (participant)
Good morning, and welcome to the MarineMax, Inc. Fiscal 2023 Fourth Quarter and Full Year Conference call. Today's call is being recorded. At this time, all participants are in a listen-only mode. A brief question-and-answer session will follow the formal presentation. At this time, I would like to turn the call over to Scott Solomon of the company's investor relations firm, Sharon Merrill. Please go ahead, sir.
Scott Solomon (SVP)
Good morning, and thank you for joining us. Hosting today's call are Brett McGill, MarineMax's President and Chief Executive Officer, and Mike McLamb, the company's Chief Financial Officer. Brett will begin the call by discussing MarineMax's operating highlights. Mike will review the financial results, and then management will be happy to take your questions. The earnings release and supplemental presentation can be found at investor.marinemax.com. With that, I'll turn the call over to Mike.
Mike McLamb (EVP, CFO and Secretary)
Thank you, Scott. Good morning, everyone, and thank you for joining this call. I'd like to start by reminding you that certain of our comments are forward-looking statements as defined by the Private Securities Litigation Reform Act of 1995. Any forward-looking statements speak only as of today. These statements involve risks and uncertainties that could cause actual results to differ materially from expectations. These risks include, but are not limited to, the impact of seasonality and weather, global economic conditions and the level of consumer spending, the company's ability to capitalize on opportunities or grow its market share, and numerous other factors identified in our Form 10-K and other filings with the Securities and Exchange Commission. Also, on today's call, we will make comments referring to non-GAAP financial measures.
We believe that the inclusion of these financial measures helps investors gain a meaningful understanding of the changes in the company's core operating results. These metrics can also help investors who wish to make comparisons between MarineMax and other companies on both a GAAP and a non-GAAP basis. A reconciliation of non-GAAP financial measures to the most directly comparable GAAP measures is available in today's earnings release. With that, let me turn the call over to Brett. Brett?
Brett McGill (CEO and President)
Thank you, Mike. Good morning, everyone, and thank you for joining us. I want to begin by thanking the entire MarineMax team, whose outstanding customer service contributed to strong top-line growth in fiscal 2023. As evidenced by our record fourth quarter and full year revenue, demand for the boating lifestyle remains strong. From our 81 retail locations to our manufacturing facilities, marinas, and superyacht operations worldwide, our team is focused on one mission: to provide the world's best pleasure boating experience. Through strategic acquisitions, we are broadening our presence well beyond retail dealerships to higher-margin segments of the industry that encompasses all aspects of the boat ownership lifecycle and enables us to build deep customer relationships. Today, Mike and I are speaking to you from the Fort Lauderdale International Boat Show.
We're here representing all of our premium product lines, as well as large displays for Fraser Yachts, Northrop & Johnson, and IGY Marinas. We anticipate robust attendance, and we are particularly excited about the demand we continue to see in the premium segment, one of the critical drivers of our long-term growth strategy. Turning to our fourth quarter performance, we saw continued momentum from our strategic marketing and customer engagement initiatives, which drove an 8% increase in same-store sales. New and used boat sales were up in dollars and units, with the premium categories again performing well. However, we also saw better strength in categories that were lagging earlier in the year, like pontoons and towboats. Solid revenue gains in our higher-margin businesses, like service and finance and insurance, contributed to the same-store sales increase.
IGY Marinas, which we acquired last October, contributed meaningfully to our revenue growth for the quarter and full year. From a cadence perspective, as we noted on our July call, the quarter started strong and generally stayed active through the entire quarter, with a strong close to September. Although our full-year Adjusted EPS and Adjusted EBITDA were in line with our most recent guidance, there's some additional work we need to do. We are looking specifically at SG&A expenses to evaluate more fully the latitude we have to reduce costs in areas that do not impact the customer experience. Clearly, inflation has affected operating costs, but we believe cost synergies do exist, and we will work to offset some of that inflation going forward. Given rising inventory levels across the industry and a return to seasonality, we had anticipated some retail margin erosion in the quarter.
However, we were pleased to see gross margins remain in the mid-30s. Plus, for the full year, our gross margins are flat at about 35%. That speaks to our business's increasing diversification and resilience across market cycles, as well as our strategy of adding higher-margin businesses. Sophisticated data and analytics are adding more precision to our marketing initiatives. For example, we are using intelligent customer and inventory tools to monitor demand in real time. These tools enable us to drive marketing demand and inventory alignment.... Our expanded strategic marketing capabilities are clearly driving improved retail results and driving market share growth. We're also gaining momentum with new wave innovation. More and more marine dealerships are registering to use boatzon.com, our digital retailing marine platform. In much the same way technology has streamlined the process of buying a car, Boatzon is simplifying the customer experience of purchasing a boat.
While still in the startup phase, we expect a bright future for Boatzon. Turning to other recent highlights, this month, Fraser Yachts completed the previously announced very strategic acquisition of Atalanta Golden Yachts or AGY. Based in Athens, AGY is one of Greece's leading charter management companies. The addition of AGY is consistent with our strategy of adding high-quality businesses that enhance our margin profile. AGY complements and greatly expands our superyacht services business in Greece, a major charter destination and home to one of the largest superyacht fleets in the world. Our M&A pipeline remains active, and we continue to evaluate potential opportunities that align with our strategic priorities. A number of investors have asked us about the near-term industry outlook in light of the current economic environment. From a macro perspective, we are approaching fiscal 2024 with appropriate caution, but are encouraged by how 2023 ended.
Nonetheless, we realize much uncertainty faces the world. That said, we continue to focus on the areas within our control by reviewing expenses, deploying our capital wisely, and capturing revenue synergies. As we look ahead to 2024, we are excited to build upon this foundation and deliver on our commitment to providing unparalleled boating and yachting experiences to a growing number of customers worldwide. With that update, let me turn the call over to Mike for a financial recap. Mike?
Mike McLamb (EVP, CFO and Secretary)
Thank you, Brett. I also want to thank our team for their efforts, which produced a strong fourth quarter and record revenue in fiscal 2023. In the quarter, we grew revenue 11% to $595 million, driven by an 8% increase in same-store sales. The same-store improvement was driven roughly 50/50 by units and average unit selling price growth. Consistent with our commentary all year, our premium brands continue to outshine any price point categories. However, as Brett noted, we did see additional strength this quarter from traditional seasonal boats like pontoons and towboats, two categories that lagged earlier in the year. Geographically, we saw positive trends in most markets, with particular strength in Florida and the Midwest.
Gross profit of $204 million was up $7 million from last year, while gross margin was down year-over-year to 34.3%. As expected, product margins moderated as inventory levels in the industry have increased. Generally, product margins approached pre-pandemic levels, while our consolidated margins remained in the mid-thirties. As Brett said, the strength of our consolidated margins is a testament to our strategy of adding higher-margin businesses. SG&A expenses were up 16% to $169 million. Well over half the dollar increase was from the IGY, Midcoast, Boatzon, and C&C acquisitions we completed this year. However, we did see increases from various categories such as health insurance, property insurance, inventory maintenance, and marketing, to name a few.
Clearly, some of the costs drove top-line growth, but as Brett mentioned, we are exploring various opportunities to improve synergies internally, as well as areas for cost savings while not impacting the experience of the customer. Interest expense increased by $14.8 million, reflecting rising interest rates, increased inventory, and higher long-term debt associated with IGY. Given the increase in rates, floorplan interest was incrementally higher than we expected. On the bottom line, we generated GAAP net income of more than $15 million, or 67 cents per diluted share, compared with net income of $38.4 million, or $1.73 per diluted share last year. Our Adjusted EBITDA for the quarter was $43 million, compared with $68 million last year, primarily due to lower net income and higher floorplan interest expense, which accounted for nearly $8 million of the difference.
For the full year, GAAP net income was $109 million, or $4.87 per diluted share, and we generated adjusted net income of $117 million, or $5.21 per diluted share, in line with our guidance. Our full-year Adjusted EBITDA was in line with guidance at $239 million, compared with $310 million last year, with floorplan interest expense accounting for roughly $25 million of the difference. Our balance sheet remains healthy as we ended the year with more than $200 million in cash. Inventories at year-end increased to $813 million, which, as expected, was up sequentially from June. On a same-store basis, unit inventories are in the neighborhood of down a little over 30% compared with September 2019 levels.
Looking at liabilities, our short-term borrowings, which is our floorplan financing, rose largely due to increased inventories and the timing of payments. As expected, customer deposits declined sequentially from June to $82 million, reflecting our ability to better meet demand as inventory becomes available. Our liquidity position remains strong. At year-end, debt to EBITDA net of cash was less than 1. We have additional liquidity in the form of unlevered inventory, plus available lines of credit that totaled approximately $200 million. Starting with the guidance, I will comment first on our thoughts regarding the industry unit trends for our fiscal year 2024. For many months of the upcoming year, the year-over-year unit trends are relatively easy comparisons in terms of the industry's ability to post either unit growth or a minimal decline.
Assuming no significant economic downturn, but also no major improvements, we believe the industry will be flattish to up slightly in our fiscal year. We also believe that the premium end will continue to outperform price point segments. We expect the industry to be back in full seasonal mode for all of fiscal 2024. This means the December quarter will be by far the smallest quarter of the year, followed by seasonally stronger quarters through the selling season. We also expect inventory to modestly build seasonally as it has historically. Based on our industry unit expectations, we expect low- to mid-single-digit same-store sales growth in 2024. At the same time, we do expect product margins to moderate as we continue to reap the long-term benefits of the higher margin strategy we have successfully executed.
It's also worth noting that in the December 2022 and March 2023 quarters, we had lower interest costs, driven by lower rates and lower inventory than we will have in the same quarters this fiscal year. Factoring all this in, we expect our adjusted net income per share to be in the range of $4.50-$5 per diluted share for fiscal 2024, with adjusted EBITDA to be in the range of $225 million-$250 million. Higher depreciation and stock-based compensation, as well as additional shares in the denominator, adversely impacts EPS versus Adjusted EBITDA. We are using an expected tax rate of approximately 27% and a share count of 23.1 million shares in our assumptions. Looking at current trends, October last year was aided by boats that pushed from September due to Hurricane Ian.
This year, October currently looks to be flattish to that strong comparison as people continue to seek the boating lifestyle. With that, I'll turn the call back over to Brett for closing comments. Brett?
Brett McGill (CEO and President)
Thanks, Mike. Despite a challenging market environment, we executed well in fiscal 2023, delivering record revenue and strong gross margins. While the retail boating industry continues to see a return to historical seasonality, our diversified revenue stream and our position in the premium segment of the retail market creates a sustainable competitive advantage for MarineMax. Our strategic initiatives over the past several years continues to improve our long-term margin profile and generate new growth opportunities. MarineMax is a diversified global marine company, providing an international customer base with the products, services, and experiences to enrich their journey on the water. We remain committed to maintaining MarineMax's financial strength and building long-term shareholder value by pursuing opportunities to drive profitable growth. And with that, operator, let's open up the call for questions.
Operator (participant)
Ladies and gentlemen, we will now be conducting a question-and-answer session. If you would like to ask a question, please press star and one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star and two if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. Ladies and gentlemen, in the interest of time, please limit yourself to one question and a follow-up. Our first question comes from James Hardiman with Citi. Please go ahead.
James Hardiman (SVP and Leisure Analyst)
Hey, good morning. Thanks for taking my call. So Mike, you talked about the comparisons. Maybe walk us through. It seems like maybe the December quarter should, you know, should see maybe the best growth of the year. Maybe that's it, it's easiest to predict because it's most current. But that full year low- to mid-single-digit same-store sales, how do we think about that progression over the course of the year?
Mike McLamb (EVP, CFO and Secretary)
Yeah, great question, James. The yeah, for sure, from an industry perspective, the December quarter does appear to be the easiest comparison with the unit declines on a year-over-year basis. But even if you go all the way into January, February, March, April, and even into May, the comparisons are relatively easy. Then they're mixed when you go through the rest of our fiscal year, June, July, August, and September. So I, you know, as I said on the call, it sure seems like, you know, absent a recession, many of those months have the ability to post positive unit gains. And, you know, historically, if the industry has unit growth, we traditionally outperform the industry. And then you get a migration of-...
average unit selling price, which is, you know, kind of the basis of our, you know, same-store sales growth for 2024.
James Hardiman (SVP and Leisure Analyst)
Got it. That's helpful. And then on the inventory question, I think you touched on a little bit of this in the prepared remarks, but can you just bridge last year's inventory number and this year's inventory number, specifically as we think about sort of acquired inventory, but then also units versus dollars? And as we think about how you're thinking about ordering patterns and inventory going forward, are we at a place where you would generally think about a unit in and a unit out, right? Wholesale equaling retail, or do you anticipate lowering inventories on a like-for-like basis or building inventories on a like-for-like basis?
Mike McLamb (EVP, CFO and Secretary)
So let me try to take all those questions, if I can remember them. On a year-over-year basis, there really isn't a whole lot of acquired growth in terms of acquisitions. The C&C acquisition was a smaller one, so there's some from that. A little bit, I guess, from, you know, in terms of the balance sheet inventory from, you know, IGY that has fuel and stuff like that. But the bulk of the growth is just building of inventories from last year, which was a relatively low level, skewed by dollar growth, quite frankly. So as I said, the units on a same-store basis are still down 30% from 2019 levels. You know, it's probably not surprising that we have some categories and some areas that are heavier in inventory than we necessarily need.
You've seen what's gone on in the industry with pontoons and tows, towboats. We're working very closely with all of our manufacturers in those categories, and they're all very receptive to the dialogue about, you know, products that we need and how we're trying to get inventories in line. But likewise, there's categories where we're still, you know, pretty far below and where we need product and some of the real premium, larger center console outboards and even some of the larger product that we sell. So it's an interesting time right now, as the industry is rebuilding to some level of healthy inventory, that all the dealers are trying to stay at a very healthy inventory. Actually, I think all the manufacturers are recognizing that it's important to stay at that level, too.
So, while we'll probably have some seasonal build, I think we'll be in a pretty good place overall from a unit inventory perspective as we go through 2024.
James Hardiman (SVP and Leisure Analyst)
Got it. So your base case is effectively, wholesale equals retail from a unit perspective over the next year?
Mike McLamb (EVP, CFO and Secretary)
You know, I actually think in some categories it's probably not the case where we need product. But certainly, and not to speak out of both sides of my mouth, there's other categories where, yeah, we need to retail, you know, more than we're bringing in in time periods, in some of the categories that have been softer during the year.
James Hardiman (SVP and Leisure Analyst)
Got it. That's helpful. Appreciate it.
Mike McLamb (EVP, CFO and Secretary)
Thanks, James.
Brett McGill (CEO and President)
Thanks, James.
Operator (participant)
Thank you. Our next question comes from Drew Crum with Stifel. Please go ahead.
Drew Crum (Managing Director)
Okay, thanks. Hey, guys. Good morning.
Mike McLamb (EVP, CFO and Secretary)
Good morning.
Drew Crum (Managing Director)
On your fiscal 2024 guidance, just at a high level, can you comment on what type of macroeconomic outlook you're assuming? In other words, does your forecast embed a recession scenario or any other incremental macro headwinds? And then I have a follow-up.
Mike McLamb (EVP, CFO and Secretary)
No, Drew, that's actually a good question. We're not embedding a recession in our forecast. We commented that, you know, generally status quo to what we've been experiencing, you know, over the last couple of quarters on a go-forward basis. You know, you look at how we ended fiscal 2024, which was a real strong close to the year, and we were up against pretty tough comparisons in the September quarter. Last year, we had 11% same-store sales growth, and we posted 8% same-store sales growth this quarter. So you know, it's clear the number of people that are still seeking the boating lifestyle is fairly active out there, you know, through our fourth quarter.
Drew Crum (Managing Director)
Got it. Okay. And then just maybe a housekeeping item. Can you tell us where maintenance, repair, storage, and P&A revenue ended up for the quarter and the year? And, you know, on a related note, as you think about adjusted gross margin and its impact on fiscal 2024, do you see this line sustaining in the mid-thirties range, or is it reasonable to assume that it slips a little bit year-on-year? Thanks.
Mike McLamb (EVP, CFO and Secretary)
Yeah, good questions. Yeah, so on a revenue mix perspective, so new and used boat sales were around 75% of our mix for Q4, but for the full year, they're down to around 72%. So the higher margin businesses actually have grown, as we expected they would, to around 28% for all of fiscal 2023. And then on your last point about margins, you know, I did not comment as to what we really think margin is going to do for 2024, but we do think product margins on the full year basis will moderate some, as they did in the fourth quarter, the quarter we just ended. But we think overall, we'd still say consolidated margins are going to be in that mid-30 range.
I realize mid is a range of numbers, but we'll be in the mid-30 range for 2024.
Drew Crum (Managing Director)
Okay.
Mike McLamb (EVP, CFO and Secretary)
We do expect, you know, you know, growth in finance and insurance, service, other higher margin categories that we have, within our numbers, which is traditionally what's happened over time.
Drew Crum (Managing Director)
Yep. Okay. Very helpful. Thanks, guys.
Mike McLamb (EVP, CFO and Secretary)
Thanks, Drew.
Operator (participant)
Thank you. Our next question comes from Joe Altobello with Raymond James. Please go ahead.
Joseph Altobello (Managing Director and Senior Analyst covering Leisure Product Suppliers)
... Hey, guys, good morning. Appreciate the question. I guess first, I wanted to follow up, Mike, on your commentary there regarding margins. With respect to promotional activity, you know, where do we stand today versus 2019? I mean, it seemed like things heated up quite a bit during the summer. So, would you expect that to continue, or has your premium categories been a little bit more immune to some of those promotional pressures?
Mike McLamb (EVP, CFO and Secretary)
I would comment that the promotional activity seems to be back in the industry at reasonable levels. Probably still not quite as aggressive overall. There are some categories that are, you know, certainly back to historic times. But I'd say in general, promotional activities have been back now for sure the last, you know, two quarters, starting maybe in the March quarter, and
Brett McGill (CEO and President)
Joe, Mike, jump in.
Mike McLamb (EVP, CFO and Secretary)
Yeah, a lot of new model innovations continue Yeah to come out by all these different manufacturers, and that really helps preserve margin as well, because you're introducing new products and new innovations. That's really helped as well.
Joseph Altobello (Managing Director and Senior Analyst covering Leisure Product Suppliers)
Got it. And maybe just to follow up on that, in terms of the credit environment, are you seeing lenders getting, you know, a little more cautious with respect to, you know, consumer loans? And have you seen the, you know, percentage of cash buyers in your business pick up at all?
Mike McLamb (EVP, CFO and Secretary)
Good, good question, Joe. We get that, you know, several times a year, and really, the way the banks look at the creditworthiness of the buyers really hasn't changed. Obviously, the rate environment has changed. You know, there was a period in this year where we certainly saw, the percentage of cash buyers ticking up, but really, the last couple of quarters, it seems like, I don't know, the public maybe is getting a little... They don't like the rates, but a little more accustomed to the rates, perhaps, and the percentage of cash buyers is receding. You know, still a little higher than it would have otherwise been, but receding.
Joseph Altobello (Managing Director and Senior Analyst covering Leisure Product Suppliers)
Got it. Thank you.
Mike McLamb (EVP, CFO and Secretary)
Thanks, Joe.
Operator (participant)
Thank you. Our next question comes from Brandon Rolle with D.A. Davidson. Please go ahead.
Brandon Rolle (Managing Director and Senior Research Analyst)
Good morning. Thank you for taking my question. Just a quick one on your higher margin businesses: could you talk about your outlook for growth in some of your higher margin categories, throughout fiscal year 2024?
Mike McLamb (EVP, CFO and Secretary)
The outlook for growth, so generally, when you have relatively lower same-store sales growth, which is what our forecast is, it gives those higher margin businesses a chance to catch up, quite frankly. And, you know, over the last three or four years, we've had some pretty good same-store sales growth in different periods, where the base of the revenue got to a certain level, where those other businesses have been trying to catch up. And when you have back-to-back years like 2023 and 2024, with relatively low same-store sales growth, finance and insurance, service, brokerage, other portions of our store operations that are in the higher margin businesses have a chance to catch up.
Not to mention the ability of Northrop & Johnson and Fraser and IGY and the other businesses we own to also continue to grow in 2024. Demand in the service side of the business seems really strong still. A lot of people, parts and accessories, and then, you know, marina revenue and marina slips at all of our locations, it's, it's hard to find a slip, and rates are holding strong.
Brandon Rolle (Managing Director and Senior Research Analyst)
Great. Just one follow-up. You guys are reporting from the Fort Lauderdale Show. Any early takeaways from what you've seen in terms of demand? I know it just started yesterday, but any early takeaways? Thank you.
Mike McLamb (EVP, CFO and Secretary)
Yeah, great, great traffic at the show for a first day. A little breeze helped the weather, so that's good. But, yeah, generally seems good. That very first day is always hard to get a good, full read until you get deep into the weekend. But, generally, I think it's a good, good feel of the show.
Brandon Rolle (Managing Director and Senior Research Analyst)
Great. Thank you.
Mike McLamb (EVP, CFO and Secretary)
Thanks, Brandon.
Operator (participant)
Thank you. Our next question comes from Eric Wold with B. Riley Securities. Please go ahead.
Eric Wold (Senior Analyst)
Thanks. Good morning. Just a couple questions. I guess one, you talked about your M&A pipeline being robust. Maybe talk about where you're seeing opportunities. Obviously, you're not getting specific, you know, kind of what areas you're looking at. What is the competitive environment for those acquisitions? I know it's increased recently, but what are you seeing just competitive-wise when you're looking at targets and, you know, maybe who else is involved there? Is there a lot of other parties you tend to still be the only one at the table?
Mike McLamb (EVP, CFO and Secretary)
I can start off and make it a comment. I mean, the types of companies that we're looking at are consistent, really, with what we've looked at in the past. To a degree, there's dealerships. We're really focused on higher-margin dealerships, though, which would be those with a storage component, you know, good management, good brands, all of that. And so we're still in discussions with dealerships. We still are looking at the superyacht services sector. We, you know, acquired AGY to begin this fiscal year, which is a great business. Actually, an important business to help grow our overall business in Greece. Marinas, you know, in the U.S. and also internationally, where they make sense and where they have a reasonable return from a for a company like us.
And just other businesses that are involved in marine that have a higher margin profile with a good team and a good strategy that makes sense to kind of bring into our family.
Eric Wold (Senior Analyst)
Competitive environment for those?
Mike McLamb (EVP, CFO and Secretary)
You know, obviously, when you're talking about marinas, there's a lot of people around the world that are attracted to marinas. With the dealerships that we're looking at, in terms of the premium end and the relationships, usually it's not a very competitive environment. It's usually, you know, we've known the folks for a long, long time, and this is the case that it's always been this way. And same with some of the other businesses where we've developed a reputation as a good place to for a team and a company to belong and to become a part of, whereas in some of these acquisitions, where we're talking to companies, there's not a crowded field of people that we're talking to, or that are also talking to them.
Eric Wold (Senior Analyst)
then, and a follow-up question. Obviously, you noted a lot of pressure from higher interest rates and interest costs in the floor plan. If you think back to kind of where you were a couple of years ago in the midst of the pandemic, you actually got, you know, you used your cash balance to take the floor plan financing basically down, or floor plan balance basically down to zero. You're sitting on a healthy cash balance now, and you have been for the past few quarters, $200 million. What's the kind of the appropriate level of cash to keep on hand relative to what you want to have to leverage your floor plan on the inventory side?
Mike McLamb (EVP, CFO and Secretary)
Yeah, good question, Eric. I mean, obviously, you can imagine, I mean, we're a net debtor, and actually we have been for most of our 26 years that we've been public. And as a net debtor, you know, throughout the quarters, this is not a surprise probably to anybody on the phone, our cash is zero. We pay down our floor plan and save all the interest on that. And then at quarter end, like every other company does, we you know we add the cash to the balance sheet. So everybody realizes we have a lot of liquidity, which we do, but we're paying down debt every single day, all the time, except for right at quarter end. So, we're taking advantage of the cash that we've generated.
Eric Wold (Senior Analyst)
Got it. No, well, thanks, Mike.
Mike McLamb (EVP, CFO and Secretary)
Thank you, Eric.
Operator (participant)
Thank you. Our next question comes from the line of Michael Swartz with Truist Securities. Please go ahead.
Lucas Severa (VP of Equity Research, Transportation & Logistics)
Hey, guys, good morning. This is Lucas on from Mike. Could you talk a little bit about the—your expected cadence of average selling price in fiscal 2024?
Mike McLamb (EVP, CFO and Secretary)
Yeah, in 2024, we, overall, in the guidance, we commented that we expect the industry to have, you know, call it modest unit growth, flattish to slight unit growth, and we would have low single-digit, you know, to maybe as much as mid single-digit same-store sales growth. You can assume that the same-store sales growth is roughly 50/50 between maybe units and AUP, or could lean more towards AUP. We've had nice AUP growth for a number of years, and with the new models that Brett talked about and with what our manufacturing partners are providing, there's great product. They tend to have more options and also maybe a little bit on the larger side and a more premium side, which does drive the AUP, you know, higher over time.
Lucas Severa (VP of Equity Research, Transportation & Logistics)
Okay, perfect. And then, just you also commented on driving savings in SG&A. Any additional colors to share there, maybe some quantification or where it's coming from? That's all I had. Thank you.
Mike McLamb (EVP, CFO and Secretary)
No, you know, the commentary in the script is we're digging in and analyzing opportunities for savings. I will comment, we did have in the quarter, you know, a handful of categories that increased slightly. One was up more than slightly. That was healthcare insurance, just a number of unfortunate claims that hit our stop-loss maximums. But, no, we're digging into things and trying to see where we can get some synergies in the organization and also some potential cost savings, but we don't have an answer today.
Lucas Severa (VP of Equity Research, Transportation & Logistics)
Okay, thank you. That's all I have.
Mike McLamb (EVP, CFO and Secretary)
Thank you.
Operator (participant)
Thank you. Our next question comes from the line of John Healy with Northcoast Research. Please go ahead.
John Healy (Managing Director and Research Analyst)
Thanks for taking my question, guys, and congrats on the strong close of the year. Just one question for me, just on the SG&A side. I think you mentioned during the prepared remarks that you're looking at some opportunities there to improve the customer experience, but, or you're looking at SG&A opportunities outside of things that would impact the customer experience. Is there a way you can maybe textualize that a bit for us, kind of maybe what some of the bigger opportunities are there? You know, how much runway there is on that, and is it more in the traditional business or is it more on the marina side and some of these kind of adjacencies that you've extended to recently?
Brett McGill (CEO and President)
Yeah, yeah. I'll comment first, just at a high level. There's clearly an opportunity with our super yacht, IGY, and that segment to create more synergy, which does, you know, cost-saving synergies in a lot of cases, which we're digging into, you know, aggressively right now. And then just from the day-to-day operations of all of our stores that have been around a long time, there's always things to dig into. But, you know, there is inflation in all of that, which is, you know, some of that can be mitigated and some can't. Mike, do you want to add?
Mike McLamb (EVP, CFO and Secretary)
No, you... That was good. You, there's, we don't have all the answers today, but generally, what Brett just said is what we're looking into.
John Healy (Managing Director and Research Analyst)
Great. Thank you.
Operator (participant)
Thank you. Our next question comes from the line of David MacGregor with Longbow Research. Please go ahead.
Joseph Nolan (Associate Analyst)
Good morning. This is Joe Nolan on for David. I just have one quick one for you guys. Just wondering about the used boat market. Just wondering what you guys are seeing in terms of values and in terms of demand there.
Mike McLamb (EVP, CFO and Secretary)
Yeah, you know, used boat market's strong, holding up well. You know, don't see any significant, you know, wild action on price changes. Pricing's holding up well, you know, in the marketplace. New boats are higher and higher in prices, so that helps. So but it's, it's been a good part of our business, and continue to focus on it.
Joseph Nolan (Associate Analyst)
Any notable trends within mix within the used boat market?
Mike McLamb (EVP, CFO and Secretary)
No, not that I can call out. You know, for us, our used boats are just the trades that we're taking. We don't speculatively buy a ton of used boats. And there was a time period over the last couple of years where there just wasn't a whole lot of people trading boats in, and it's nice that we're getting some additional trades now, and we expect that business is going to be, you know, sort of back to historical performance levels going forward.
Joseph Nolan (Associate Analyst)
Got it. All right. That's all for me. Thanks.
Mike McLamb (EVP, CFO and Secretary)
Thank you.
Operator (participant)
Thank you. As there are no further questions, I will now hand the conference over to Mr. Brett McGill for closing comments.
Brett McGill (CEO and President)
Well, thank you, everybody, for joining us today, and we'll update you on our next call. If you're in the Lauderdale area, please come on down to the show and take a look at some of the great products we have. We'll talk to you soon.
Operator (participant)
Thank you. The conference of MarineMax, Inc. has now concluded. Thank you for your participation. You may now disconnect your line.