Saia Inc (SAIA)

Margin Improvement in 2025
Q: Can margins improve next year without macro help?
A: Management expects to expand operating ratios next year even without macroeconomic improvement. They anticipate a potential 100 to 150 basis points of OR improvement, driven by capturing value from investments in new facilities and focusing on pricing and mix management. -

Realizing Price Increases in Yields
Q: Will pricing gains translate to higher yields in 2025?
A: Management is confident that their high single-digit contractual renewals and recent 7.9% General Rate Increase will enhance yields, especially as the macro environment improves. They remain focused on mix management and expect to realize gains from their pricing initiatives. ** - , - **

2025 CapEx Expectations
Q: What are the early thoughts on 2025 CapEx?
A: While finalizing plans, management indicated that 2025 capital expenditures will normalize. Excluding a one-time transaction this year, they expect next year's CapEx to be in a similar range to the current adjusted $1 billion spend, acknowledging that as a larger company, maintenance capital will remain elevated. ** - , - **

Impact of New Terminals on Margins
Q: How will moderating terminal growth affect expenses and margins?
A: With no plans to open 21 terminals again soon, management expects expense growth to moderate next year. The focus will shift to capturing value from the existing 214 facilities, improving utilization, and enhancing incremental margins, leading to better operating leverage. They anticipate that scaling these investments will drive returns. ** - , - **

Volume Trends and Growth Expectations
Q: What are the shipment and tonnage trends for October?
A: October shipments are up 4%, and tonnage is up 6.5% to date. However, management notes that comparisons are influenced by last year's peer cyber issue and recent hurricanes, making comps unusual. They emphasize they are not chasing volume but focused on delivering value through their expanded network. ** - , - , - **

Operating Ratio Seasonality
Q: What is the expected OR change from 3Q to 4Q?
A: Historically, the sequential degradation in OR from 3Q to 4Q is around 250 basis points. With current momentum, management believes they can outperform that average this year, despite seasonal challenges and costs from new openings. They remain cautious due to the seasonally slower period and embedded costs from facility openings. ** - , - **

Mastio Survey and Customer Satisfaction
Q: How does the Mastio survey affect perceptions and pricing?
A: Management acknowledges the survey showing industry-wide improvements but notes that their relative decline is due to rapid growth and onboarding new customers and employees. They are committed to enhancing service levels and believe customers value their expanding network, which supports their pricing strategy. ** - , - , - **

Mix Management Strategies
Q: Can mix improvements return to boost margins?
A: Management plans to refocus on pricing and mix management, engaging with customers about their expanded national network. By offering direct service to more markets, they see opportunities to optimize business mix and improve margins over time. ** - , - **

Future Terminal Openings and Network Expansion
Q: Will there be more terminal acquisitions or openings?
A: While not planning large-scale expansions like this year's 21 openings, management remains opportunistic about adding facilities that enhance the network. They believe the current 214 terminals position them well, but they may consider additional strategic acquisitions to improve service and coverage. ** - , - **

Employee Productivity and Culture
Q: How is employee productivity and engagement impacting operations?
A: Management emphasizes that with approximately 1,500 to 2,000 new employees added over the past year, focusing on culture and engagement is crucial. They expect productivity to improve as new employees gain experience, which should enhance service levels and operational efficiency. ** - , - **