Good day and welcome to the Trinity Industries Third Quarter Ended September 30, 2024 Results Conference Call. All participants will be in listen-only mode. [Operator Instructions]. Please note this event is being recorded. Before we get started, let me remind you that today's conference call contains forward-looking statements as defined by the Private Securities Litigation Reform Act of 1995 and includes statements as to estimates, expectations, intentions, and predictions of future financial performance. The statements that are not historical facts are forward-looking. Participants are directed to Trinity's Form 10-K and other SEC filings for a description of certain of the business issues and risks. A change in any of which could cause actual results or outcomes to differ materially from those expressed in the forward-looking statements. I would now like to turn the conference over to Leigh Anne Mann, Vice President and Vestal Relations. Please go ahead.

Thank you, operator. Good morning, everyone. We appreciate you joining us for the company's third quarter 2024 Financial Results Conference Call. Our prepared remarks will include comments from Jean Savage, Trinity's Chief Executive Officer and President and Eric Marchetto, the Company's Chief Financial Officer. We will hold a Q&A session following the prepared remarks from our leader. During the call today, we will reference certain non-GAAP financial metrics. The reconciliations of the non-GAAP metrics to comparable GAAP measures are provided in the appendix of the quarterly investor slides, which are accessible on our investor relations website at www.trin.net. These slides are under the events and presentations portion of the website, along with the third quarter earnings conference call event link. A replay of today's call will be available after 10.30 a.m. Eastern Time, third midnight on November 7th, 2024. Replay information is available under the events and presentations page on our investor relations website. It is now my pleasure to turn the call over to Jean.

Thank you, Leigh Ann, and good morning, everyone. Trinity's third quarter results once again demonstrate strong performance across our business. Our quarterly adjusted EPS of $0.43 represents a $0.17 increase year-over-year, and operating profit has risen by 22% compared to the previous year. These impressive results are driven by steady progress and consistent performance throughout 2024, which we expect to continue in the fourth quarter. Consequently, we are raising and tightening our full year EPS guidance to a range of $1.70 to $1.80. Eric will provide more details on fourth quarter expectations in his prepared remarks. Before talking about Trinity's segment results, I'd like to provide an overview of the current market conditions. With just two months remaining in the year, we are confident in our forecast of roughly 40,000 industry deliveries in 2024. Carloads increased in the third quarter as compared to the third quarter of the previous year, primarily driven by the agriculture and chemical end markets. We expect a large corn and soybean crop harvest, which is also contributing to this carload growth. Weight expansion and improvements in railroad service have been key themes in 2024. Rail service continues to trend positively, and as the railroad sustain this type of performance, it should encourage shippers to incorporate more rail shipments in their supply chain management. And now let's pivot to the performance of our business in the third quarter. Trinity's business consists of two main segments, the Railcar Leasing and Services Group and the Rail Products Group. I'll start my comments in the Leasing and Services segment, which includes our leasing, maintenance, and logistics services businesses. I'd like to note that we are particularly pleased with the benefits of aligning our leasing and maintenance businesses into the same segment. This move has resulted in better performance with…

Thank you, Jean, and good morning, everyone. In the third quarter, our last 12-month adjusted ROE was 18.3%, above our target range introduced at our Investor Day in June. This reflects consistent operations driving strong net income balanced with a disciplined approach to managing our balance sheet. I will begin my quarterly comments with the income statement. In the quarter, we earned revenues of $799 million. External deliveries were slightly lower, both sequentially and year-over-year, but this was partially offset by favorable pricing and mix of maintenance work, improved lease rates, fleet growth, and a favorable mix of railcar deliveries. Quarterly GAAP EPS was 44% and adjusted EPS was $0.43. We maintain a positive outlook on our balance sheet position. Our loan to value ratio stands at 68.2% within our target range of 60% to 70%. Additionally, we benefit from a favorable average cost of debt with our next debt maturity scheduled for late 2025. This strategic positioning allows us to increase the spread of our cost of capital as we continue to reprice our leased assets. Moving to the cash flow statement, year to date cash flow from continued operations was $384 million, and we currently have liquidity of $924 million. Trinity's ability to generate significant cash flow is evident in our 2024 cash performance. Year-to-date, we've returned $77 million through dividends paid and share repurchases, reflecting our commitment to returning capital to shareholders. We continue to believe that our best use of cash is the investment in and optimization of our lease fleet. Year-to-date, we have added $340 million of new railcar builds, secondary market additions and modifications to our lease fleet. Conversely, we have taken advantage of a strong secondary market to optimize our fleet and have sold $254 million out of our fleet to improve its…

We will now begin the question and answer session. [Operator Instructions]. The first question comes from Bascome Majors with Susquehanna. Please go ahead.

Thanks and good morning. On the OEM margin guidance that you gave, you talked about, I believe, ending the year at the high end of your range. Was that specific to the fourth quarter or was that suggesting your full year margin would be at close to 8%, which would imply maybe above 8% in the fourth quarter?

We're talking about tying to the range for the year. So it'll be in that 60% and closer to the eight.

Okay. And that would put you in the fourth quarter above where you've sort of suggested the margin range for next year could fall out in that 7% to 9% from your Investor Day. Can we walk through how you've maybe lifted the margin faster than you thought you could earlier this year and shared at your Investor Day? And maybe what risks, be it mix, production rates, other things that we can't see on the call side that suggest that could pull back a little bit before it continues to move forward to the range you set for 2026?

Sure. So when you look at it, first the team has done a great job getting the labor efficiency and operating efficiency up. Some of the things they've done is worked on fixtures to help us with families of cars that go through a plant and lessen the set up time that has to occur during that. Other things is just we're getting, the workforce is getting much more experience, so over a year. And so before we had a lot of younger employees which tends to lead to lower efficiencies. So all of that plays into within the mix of cars and how many setups that you're going to do within a month or within a quarter will also affect those. So you will vary, vary won't be a linear number that you're going to see depending on the mix, depending on the number of setups we're doing in that term or in that timeframe.

And last question on the manufacturing side, but you did have another quarter below book-to-bill orders, but you also said that there was some slippage into 4Q and the order quarter, sorry, the orders this quarter are going to be much stronger. I mean, do you think -- will they be strong enough to support a stable to growing backlog from where you sit today one month in the quarter? And what's the management strategy around managing the production schedule if orders remain at a rate that doesn't necessarily support the current production rate for you guys in the industry? Thank you.

Thanks, Bascome. So we still firmly believe in our 120,000 industry deliveries over the three year time period that we introduced at the Investor Day. And when you look at that, we talked about having higher floors. And as we look at 253,000 cars left in the network that are over 40 years old, we're still looking at replacement demand driving the demand for the new railcars. The other thing I'm going to point out there is scrappage rates. So far through the third quarter, about 28,000 cars have been scrapped. We're expecting just under 40,000 for the full year, which is very much in line with the new car production that we talked about for this year at 40,000. And I guess the last thing I'm going to say there is railcars and storage has dropped and it's the normal seasonal rate. It's down to 19% right now in storage. So all those combining together still say that we have a tight market. It's supply driven demand that we're seeing and we expect that to continue.

And to that point, the market structure and supply demand dynamics that you're discussing make a ton of sense. I'm curious, how do we reconcile that with your customers just being a bit skittish to place a more significant amount of orders that support that replacement rate in recent quarters? I mean, when you talk to your customers, is there a common thread or a theme as to why there's been a bit of a pause in the last few quarters? And do you see anything in their psychology or access to capital or view of the rail market or the economy that could unlock this in the next two to three quarters?

Sure. And I'm going to start by saying that you're probably hearing a lot of companies talk about this. The election has caused many people to delay making some of the decisions in regards to capital. But we're having lots of really good conversations with customers about what their needs are. We're seeing inquiry levels come in, but they are delaying those decisions somewhat to see what happens during the election. The other thing I'm going to say, Bascome, is we've got 45% of the industry backlog sitting on our books right now. And the fact that the supply chain has improved allows us to go back to more normal big times for railcars and placing orders. You know, during COVID, it extended out, and you had about a year to get a car once you ordered it. We hit that down in that three to six months now, so you're going to see those dynamics change a little bit

And Bascome, I would just add. This is Eric. What we are seeing our customers do, especially the industrial shippers, is they're holding onto their railcars. As Jean mentioned in the prepared remarks, we had a 78% renewal success rate. So that gives you some idea that customers are confident. They're going to need these railcars, and they're preparing for growth while they're not ordering new railcars at the pace that we're delivering railcars. I think that does send a signal in terms of confidence and outlook going forward.

And to that point, you came into the year on the leasing side, but maybe a more conservative view on how the secondary market would play out. And clearly it's been persistently robust. I mean, you just raised the P&L gains guidance and the cash in from railcar sales guidance. How do you feel about that continuing to have some durability here? I mean, are you seeing any change in the makeup or depth or interest of clients that look either from your core RIV partners, or maybe more of a traditional putting books out and taking a number of other bids? Just any picture of how the secondary market looks today and your conviction and how long that can continue would be helpful? Thank you.

Yes, sure. This is Eric again. I think part of that's just the beauty of our platform. We play in the rail market in all aspects, whether it's building new railcars, leasing existing railcars, and certainly in the secondary market, we've been very active. To your point, the breadth and depth of the market have been quite good. We're seeing railcars remain an attractive investment for both operating lessors and for passive equity investors. And so we're seeing strong appetite. We're seeing that the market still expects lease rates to continue to improve based on their assumptions and their underwriting assumptions when they're bidding on deals. So yes, we've been very satisfied with the secondary market. But getting to our fleet investment, that's one of the drivers why we lowered our fleet investment. We haven't been as successful in buying secondary market railcars. We've been more successful in selling them. That just speaks to the pricing dynamics.

Last one, your FLRD measure remained pretty steady. That's consistent with some of the adjacent remetrics reported by your peers. I can't recall if you said this in prepared remarks, but I think you're about halfway through repricing your lease books since lease rates really took off two and a half, three years ago. Do you see anything on the horizon that changes that dynamic now? I mean, it seems like the drop in steel prices hasn't really had an impact. The drop in interest rates doesn't seem to be having an impact, although that's reversing a little bit here more recently. Any thoughts on the pricing power and supply dynamics that are really fueling your ability to drive greater returns from that lease fleet existing assets? And is this another two and a half, three years to get to the rest of the book, that will be a rising time for Trinity and your peers? Thank you.

So you were right. We repriced about 48% of our fleet in the last 10 quarters since the FLRD turned double digit positive. And so, when we look at that, we're still seeing sequential improvement in those lease rates. If you look at third quarter versus second quarter, we went up 26.9% on the rates. So it's still very strong dynamics. Why is that? It's a really balanced fleet, right? It's supply driven. We have the number of cars getting scrapped are really in line with the number of cars being built. So it's keeping those dynamics in the market tight, which allows us to continue to have room to work and raise those lease rates. So we're really happy for the position we're at with the lease fleet and the rates and where we can see that going.

Jean, Eric, Leigh Anne, thank you very much.

Thank you.

Thank you, Bascome.

This concludes our question and answer session. I would like to turn the conference back over to Jean Savage, Chief Executive Officer and President for any closing remarks.

Thank you. And I'd like to extend my gratitude to the Trinity team for their hard work and driving these outstanding results for our business. I am encouraged by our performance and I look forward to speaking with you again in February where we'll refer on our full year 2024 results and outline our plans and guidance for 2025. Thank you all for your continued support of Trinity.

The conference has now concluded. Thank you for attending today's presentation. You may now disconnect. Thank you.