Good day, and welcome to the Herrick Holdings Second Quarter 2021 Earnings Conference Call. All participants will be in a listen only mode. After today's presentation, there will be an opportunity to ask questions. Please note that this event is being recorded. I would now like to turn the conference over to Elizabeth Igasci, Vice President of Investor Relations.
Please go ahead.
Thank you, Cole, and thank you all for joining us this morning, and welcome, everyone, to our Q2 2021 earnings conference call. Earlier today, our press release, presentation slides and 10 Q were filed with the SEC and are all posted on our IR website at ir.kercrentals.com. This morning, I'm joined by Larry Silver, President and Chief Executive Officer Aaron Birbbaum, Senior Vice President and Chief Operating Officer and Mark Arian, Senior Vice President and Chief Financial Officer will review the Q2, our view of the industry and our strategic outlook. The prepared remarks will be followed by an open Q and A. Before I turn the call over to Larry, there are a few items I'd like to cover.
First, Today's conference call will include forward looking statements. These statements are based on the environment as we see it today and therefore involve risks and uncertainties. I would caution you that our actual results could differ materially from the forward looking statements made on this call. Please refer to Slide 3 of the presentation for our complete Safe Harbor statement as well as the Risk Factors section of our Annual Report on Form 10 ks for the year ended December 31, 2020. In addition to the financial results presented on a GAAP basis, we will be discussing non GAAP information that we believe is useful in evaluating the company's operating performance.
Reconciliations for these non GAAP measures to the closest GAAP equivalent can be found in the conference call material. Finally, a replay of this call can be accessed via dial in or through a webcast on our website. Replay instructions were included in our earnings release this morning. We have not given permission for any other recording of this call and do not approve or sanction any transcribing of the call. I'll now turn the call over to Larry.
Thank you, Elizabeth, and good morning, everyone. Our quarter results continued to demonstrate outstanding operational execution. Our industry leading rate management delivered strong results in a favorable operating environment, which benefited from tight equipment supply and steady rental demand. Given the current operating environment, we also decided to invest in additional fleet before the end of the year And I've raised our 2021 net fleet capital expenditure guidance by $100,000,000 to $500,000,000 to $550,000,000 Our year to date momentum is expected to drive a year of record performance. Given the indications for the rest of the year, we've raised Full year adjusted EBITDA guidance for the 2nd time this year to $840,000,000 to $870,000,000 Now please turn to Slide number 5.
We recently celebrated our 5th anniversary as a public company on July 1st. With a history of over 56 years in the equipment rental industry, our 4,800 plus member team works hard to ensure our customers Achieve optimal performance safely, efficiently and effectively every day. Our employees spoke of our vision, values and mission in our We produced 5th year anniversary video, which is posted on our corporate website. Everything we do is built on our promise and commitment to help our customers and communities Build a brighter future. In the fall, on September 20, we are hosting an in person investor meeting in New York City.
We'll be sending out more details closer to the event date, but please mark your calendars to attend either in person or virtually. Now that we have successfully executed our 1st 5 years, we'll be sharing with you the next stages of our journey at that event. We integrated 6 branches via acquisitions and opened 3 greenfield locations in our network this year. As of today, we are now operating 280 locations across the United States and Canada in 39 states and 5 Canadian provinces. We're excited about the momentum we are generating and in developing our M and A pipeline.
Now please turn to Slide number 6 for a brief overview of our 2nd Quarter financial results. Given the unusual performance in 2020 due to the impact of COVID-nineteen, We share here a comparison with not only 2020, but 2019. As you can see, our performance in 2021 clearly returned to a trajectory of growth over the last 2 years. Equipment rental revenue was $448,000,000 in the 2nd quarter, an increase of 36.8 percent We're $120,400,000 compared to the prior year and 9.9% over 2019. This increase was driven by solid performance in our core business, growing market share from our Pro Solutions business And investments in our entertainment business, which are now outpacing our pre pandemic performance in 2019.
Adjusted EBITDA grew by 39% over the prior year and 18.8% over 2019. Our focus on operating leverage improved year over year adjusted EBITDA margin 170 basis points to 42.3% in the Q2 of 2021. We reported net income of $47,100,000 We're $1.55 per diluted share in the 2nd quarter compared with $2,000,000 or $0.07 per diluted share last year. As you can see from our results, we are indeed off to a strong start in 2021. This is an exciting time for Teamwork and we look forward to breaking more records as the year progresses.
Now please turn to Slide number 7. We recently published our 2021 Corporate Citizens Report, Which aligns to the Global Reporting Initiative Standards for the first time. Located on our Investor Relations website, We hope you find the additional transparency of interest. We established 3 major goals for 2,030 using 2019 as a base year. 1st, reducing our greenhouse gas emissions intensity by 20% 25% second, reducing our nontoxic Waste to landfill by 25% and finally, continuing to improve our safety annually with a target TRIR of 0 point 49 or lower.
We intend to report annually on our progress and look forward to discussing our ESG program with you. Now for more about the details of our operations in the quarter, here is Aaron Birnbaum, our Chief Operating Officer. Aaron?
Thank you, Larry. Our second quarter results reflect the exceptional professionalism and commitment of our entire Herc Rentals team. The team deserves a huge thank you and congratulations A job well done, coming off a really tough 2020. We greatly appreciate the contributions of each and every one of our team members, And I would like to personally thank all of you. Congratulations, Team Herc.
Now please turn to Slide 9. Our Q2 results Showed exceptional performance compared to 2020, but also compared to the strong Q2 of 2019. Business activity was solid and all of our end markets are showing Positive momentum. The strategic investments we made to diversify our customer base and our industry verticals provided a solid foundation for growth as we successfully built upon Our urban market strategy and deepened and widened our market segments throughout North America. Our Pro Solutions business increased year over year by Approximately 30% in the Q2 of 2021 as we continue to expand our market share.
Our focus on the power generation, climate control and remediation needs of our Customers has contributed to the double digit annual revenue growth in ProSolutions over the last 4 years. In the Q2, our entertainment business continued to benefit from Tailwind of demand for entertainment content and the investments we made in 2020. Our entertainment business was practically 0 in last year's Q2, So the return to production activity contributed meaningfully to this year's results. Our entertainment strategy and operating leverage will continue to to rental activity this summer and fall, particularly as activity from live music and sporting events continues to recover. Our core business showed the normal upturn of demand in the Q2 and we benefited from solid operating performance in our regional operations.
The integration of our acquisitions is on track and we are developing an M and A pipeline. Our HURC operating model continued to drive operational Performance in fleet efficiencies and margin improvement, offsetting increases in year over year personnel related costs in the quarter. Our scale and leverage will support further margin improvement during the year as our revenue growth remains robust. Now please turn to Slide 10. As a provider of essential services, our most important commitment focuses on health and safety.
We will continue to enhance the well-being of our team by investing in training and operating a Safe environment for our employees, customers and communities. We've also implemented a new health and safety management system this year, which will help contribute To our ability to work safely, the new management system helps us improve the way we approach working safely by providing a solid An easy to understand foundation of our system programs and processes. It also provides a methodology to correct any safety issues and streamlines our external reviews and Safety audits. As you've heard us talk in the past about various safety initiatives, one of our major internal safety programs Focus is on perfect days, that is days with no OSHA reportable incidents, no at fault motor vehicle accidents and no DOT violations. In the Q2, on our branch by branch measurement, our branch operations achieved 98% of days as perfect.
We are always striving for 100 percent perfect days and our commitment to safety means continuous focus through communications and training. It also means supplying a team with the equipment that will help them perform efficiently and safely, particularly in their driving and daily equipment servicing and maintenance At all of our branches, our rental days are best when they're done safely 7 days a week. Now please turn to Slide 11. Our fleet composition at OEC is on the left hand side of this slide. Total fleet was $3,760,000,000 as of the end of the second quarter, About 0.3% higher than OEC at the end of Q2 2020.
We continue to invest in our specialty fleet, which includes ProSolutions and ProContractor, now accounts for about 24% of our total fleet as of the end of Q2 2021. On the right hand chart, you can see OEC fleet expenditures in Q2 2021 were $188,000,000 an increase from our Q2 in 2020. Fleet disposals were $71,000,000 in the 2nd quarter to be a tight supply market for new construction equipment from the OEMs. We have added $100,000,000 to our 2021 Net fleet CapEx have not experienced any material increases in costs this year. The average age of our disposals was 86 months in the 2nd quarter.
Equipment sales proceeds as a percentage of OEC returned to pre pandemic levels at approximately 41%. We benefited from tight supplies of equipment and higher pricing for used equipment as well as a higher percentage contribution of the Total from retail and wholesale channels of disposal. Now please turn to Slide 12. Our diverse customer mix Our base of large national customers operating in essential business sectors and our expanded specialty business continues to drive our sales strategy. Specialty continues to be the growth driver in Q2.
Our other verticals and major industrial customers and utilities and energy, Healthcare, warehousing and manufacturing and general construction are gearing up and look to support growth in the upcoming quarter where we experienced strong seasonal demand. We are also focused on high growth segments of the economy and our end markets are showing the momentum to generate a strong recovery in 2021. We expect to drive additional fleet efficiencies and operate a lean cost structure to continue margin expansion. Now I'll pass the call on to Mark.
Thanks, Aaron, and good morning, everyone. We continue to be really pleased with our performance and delivered another excellent quarter in Q2. We took a positive handoff from Q1 and built momentum in volume and rate throughout Q2. The seasonality of the business is such The Q3 is better than Q2 in almost all circumstances. So the positive momentum out of Q2 into the back half of twenty twenty one Sets us up for a record year and we have raised guidance for the 2nd time this year.
We continue to expand our margins and our fleet utilization We're executing on our strategy to provide excellent customer service and premium equipment to our customers throughout North America for both large and small projects. As we continue to progress through the next economic cycle, we have the capital available to accelerate growth and have a track record of utilizing operating leverage accelerate profitability. Slide 14 shows a summary of our 2nd quarter results compared with 2020 2019. The comps for 2020 are obviously impacted by a weak base quarter with Q2 2020 being the depth of the COVID economic shutdown. I'll refer to them occasionally, but the real comparison and the real measurement of our CCS in Q2 of 2021 Other comparisons to the Q2 of 2019.
2019 was the peak of the last cycle in our previous record year and a decent comparisons. The fact that we are beating all of our Q2 2019 comps in Q2 2021, only a couple of quarters away from COVID shutdowns, Speaks to the resilience of our business model and our ability to adapt and execute in all sorts of operating environments. Equipment rental revenue increased 36.8 percent from $327,600,000 in 2020 to $448,000,000 in the Q2 of 2021, primarily due to improved volume and continued momentum in pricing. Compared with 2019, equipment rental revenue increased 9.9%. We continue to deliver solid profitability with adjusted net income in the Q2 of 2021 of 47,600,000 Or $1.57 per diluted share, compared with adjusted net income of $16,000,000 or $0.55 per diluted share in 2019.
Adjusted EBITDA increased 39% in comparison to Q2 2020 and was up by 18.8% in comparison to our previous cycle peak second quarter in 2019. Adjusted EBITDA margins were also a record for the Q2 at 42.3% in 2021, improving from 40.6% in 2020 and by 550 basis points from 36.8% in 2019. As we have previously discussed, rolling over the low base effect of the cost side of the business in the COVID impacted quarters of 2020 was likely to impact our ability to maintain our historic flow through and would slow down our margin expansion. ReBITDA margins for Q2 2021 remained strong at 44%, down by 20 basis points from 2020, But up by 2 40 basis points from 41.6 percent in 2019. Flow through of 43.4% was in line with our expectations And should return to our targeted range of 60% to 70% in 2022.
On Slide 15, we highlight pricing and utilization trends by quarter. The graph on the upper left illustrates our 2021 year over year pricing with the latest quarter Reflecting average rates up 190 basis points compared to last year. We continue to be happy with our rate execution and have decent momentum building for 2021. The current market environment of tight equipment supplies and steady demand have supported our focus on rate And our team continues to deliver rate lift. We believe we are leading the market as we continue to benefit from our excellent pricing tools And the discipline and professionalism of our sales team.
We've got momentum back into our pricing and you can see from our 2019 results, The performance we can deliver in a favorable environment. Dollar utilization was a post spin record 42.1% in the 2nd quarter, A solid improvement of 4 10 basis points from pre pandemic 2019. You can see from the charts that we have real momentum in dollar utilization Q1 and Q2, and this positive momentum changes our fleet efficiency going forward and sets up a record year in terms of fleet utilization and returns. Fleet size remains down year over year and in comparison to 2019. We have our 2021 purchases rolling in and should begin to see flow Great growth in the Q3.
Compared to 2020, rental volume was up by 19.7% and rates were up by 1.9%. Rental revenue grew 36.8%, so we had a big contribution from mix of 12.7% in the quarter. Approximately 3 quarters of this mix change came from the entertainment business, which has a lot of bulk fleet assets as part of their rental mix. The rest came from improved fleet mix and customer mix, which have also improved from the depths of COVID shutdowns. In addition, we got a 2.5% revenue growth from improved ancillary revenues.
This outsized contribution To revenue growth from mix will reduce in Q3 and Q4 as we roll over the rest of the COVID impacted quarters from 2020. Please turn to Slide 16. Adjusted EBITDA for the Q2 was $207,700,000 An increase of 39 percent or $58,300,000 compared to $149,400,000 in 2020 And an increase of 18.8% compared with 2019. A keen focus on operating leverage and improved profits on the sale of rental equipment Contributed to the improvement. Adjusted EBITDA margin was a record for the Q2 of 42.3%, an increase of 170 basis points year over year.
DOE increased $58,300,000 compared with the Q2 of 2020. Increases in personnel related expenses, freight and delivery, maintenance and re rent costs related to higher volume were the primary contributors. The cost comparisons are obviously skewed by the cost controls in place during the COVID shutdowns, such as furloughs and overtime controls. Our 2021 DOE are at a more normal level for the volume of the business we are currently transacting and should run at a similar percentage of rental revenues in the next Couple of quarters to what we ran in the back half of twenty nineteen. 2nd quarter SG and A expenses increased by $17,200,000 compared with 2020, primarily due to higher sales expense, including commissions and bonus incentives, management stock incentives and travel expenses, offset by lower bad debt related to improved collections.
Similarly to DOE, SG and A comps to 2020 are skewed by COVID And back half twenty nineteen percentages of rental revenues are a better way to think about how these costs will run out for the rest of 2021. This chart highlights an impressive change to our margin profile over the last few years. We made big strides in terms of margin in 2020 during COVID And holding on to those margins in 2021 despite the base effect comparisons from the unusual level of cost controls in place last year. On Slide 17, we generated $141,000,000 of free cash flow with net rental CapEx of $168,000,000 in the first half. We are guiding to $500,000,000 to $550,000,000 of net fleet CapEx for the full year.
So the 2nd quarter is not fully reflective of the cash expenditures that we will incur in the 3rd and 4th quarters when we pay for much of the fleet received in Q2. Strong results from operations also contributed to the reduction in net leverage, which decreased to 1.9 times as of June 30, 2021, Compared with 2.6 times a year ago, we are now below our targeted net leverage range of 2 times to 3 times. Total debt was $1,500,000,000 as of June 30, 2021, a reduction of about $114,000,000 from December 31, 2020. We had total liquidity of over $1,500,000,000 as of June 30, 2021, comprised primarily of availability on our ABL Credit facility and cash and cash equivalents of $34,600,000 With no near term maturities, we have ample liquidity for 2021 And into the future, an ample capital to invest in our business to support future fleet growth into the new cycle. On Slide 18, we share the latest industry forecasts.
Looking at the macro market forecast, there's not been a lot of change year to date. ARA is still forecasting the North American rental market to grow by only 4.1% in 2021 and does not forecast to return 2019 levels until 2023. Now our actual rental revenues are up year to date on 2020 by 18.8% And are up year to date on 2019 by 8%. Our growth rates imply we are either gaining share or the forecasts are off, And I think it's likely to be a combination of the 2. This is consistent with past experience.
Rental companies of scale with broad rental fleets a well diversified customer base, we've consistently grown faster than the rental industry in general. And as we have seen in 2021, Herc is a company of scale with a well diversified mix of customers. We are clearly in the early stages of the next construction upcycle With steady demand, even before we get into any potential benefit from any future boost to infrastructure spending. Equipment suppliers are tight with our OEMs struggling to manufacture and deliver new equipment due to worldwide supply chain bottlenecks. This is a very favorable environment to own $3,800,000,000 of rental fleet as our customers really appreciate our fleet availability and commitments to service.
It should also remain a favorable environment for increasing rates as everyone is facing cost inflation to a certain extent. In addition, the majority of our business is not directly connected to non residential construction. Our Pro Solutions business is a real strategic benefit And we will look to continue to gain share and grow that business. Entertainment
looks to be
a growth engine for at least the next couple of years With our investments in supporting content production, paying dividends and the live event business likely to rebound later this year. There is pent up demand for maintenance and turnarounds and a lot of our industrial plants in this segment should also rebound in 2021. There's plenty of demand in most of our end markets to support growth for the remainder of 2021 and into 2022 And we have the balance sheet and liquidity to be able to fuel that growth by investing in our fleet and our market share and that is what we intend to do. Turning to Slide 19 for our updated guidance. The Herc team continues to execute on our strategy To exceed our own expectations, with strong momentum out of Q2 heading into the seasonally strongest demand quarter in Q3, We are now forecasting a record year and are taking our guidance for fiscal year 2021 adjusted EBITDA up to a range of $870,000,000 Our purchasing department continues to excel and has been able to source additional fleet in an incredibly tight market As a result, we're taking up our net rental equipment CapEx guidance to $500,000,000 to $550,000,000 We are pleased with the performance we have reported for the quarter and are excited about the performance we anticipate over the next couple of years.
And as we take advantage of a hot start into what looks to be an exciting new industry upcycle. With that, I'll turn the call back to Larry.
Thanks, Mark. Now everyone, please turn to Slide number 20. This slide shows how far we've come over the last 5 years In closing the gaps of our industry peers, our latest 12 months results show adjusted EBITDA margin has increased to 40.8 percent for the period ending June 30, 2021. And our 2nd quarter adjusted EBITDA margin Was 42.3 percent in 2021 with expectations for improvement in Q3. Diversity of customers, geographic regions and end markets will drive solid market opportunities.
We're focused on increased scale in high growth urban markets through new greenfields and M and A opportunities. Operating leverage is expected to improve margins longer term. 2021 is likely to be a record year in revenues and net income as implied by our updated adjusted EBITDA guidance. And our strong free cash flow provides liquidity For long term growth initiatives and the foundation for a review of our capital allocation plan over the long term. We plan to discuss those future plans with you at our upcoming investor meeting on September 20.
So again, please mark your calendars. And now, operator, please open the lines.
Thank you. And we will now begin the question and answer session. And our first question today will come from Ross Gilardi with Bank of America. Please go ahead.
Good morning,
Ross. How are you?
I'm doing great, Larry. Thank you. So not to steal any of your thunder from September 20, but you just talked about you just alluded to The changes in your thoughts on capital allocation, I mean, certainly, Herc's approach for the last 5 years has been about Turning the company around, sustaining fleet on OEC, getting the debt down, you're now below your leverage target. So what should we expect the company to grow fleet more in line with the market going forward? And just what are your thoughts On M and A and appetite for a larger transaction if one presented itself that made sense?
Yes. Great question, Ross. I'll answer as much of that as I can, again, without stealing thunder from September. We are in discussions with our Board about what we do considering where we are relative to our performance Our liquidity and our balance sheet that exists today. Obviously, we'll continue with our first priority as investments in the business, Investments in fleet, investments in greenfield, investments in our people, in training and technology.
And then we'll certainly Continue to look and we are developing a fairly strong M and A pipeline, which will be A greater focus certainly than it's been in the past, but we've been on that track now for better than 6 or 7 months, Beginning with our acquisition in late December and we'll then Meet with our Board and discuss what we might do around either dividend or buybacks or other things relative to capital allocation.
Got it. Thank you. And then can you provide any granularity on the 1.9% rate on how market broken down GenRent versus your specialty business and if you want to provide the conversion, can you say which side it was more Probably, we did too.
I think, Ross, it was pretty much across the board. So it's coming from all layers of the business. We had obviously strong Sequential momentum in the stock market and the spot rates that tends to be a little bit more volatile than the contract rates. So getting really good results in spot and working on the contract rates to sort of build momentum up through that channel.
Okay. Just lastly, Mark, if you assume normal seasonality for the rest of the year and you just certainly were pretty confident that the rate environment is going to remain favorable What would you expect the exit rate on from year on year perspective to be by the end of the year?
It should continue to build. So it's a favorable environment, as I mentioned, tight equipment supply and steady demand. We're running at high utilization levels. So everything is in place for a favorable rate environment and we'll continue to stay focused and look To continue to build on the momentum that we've got going in the first half of the year.
Okay. That's true. Thanks so much.
Thanks, Ross.
And our next question will come from Jerry Revich with Goldman Sachs. Please go ahead.
Good morning, Jerry.
Yes. Hi, good morning, everyone. I'm wondering if you could Talk about how you're thinking about your pricing philosophy at this point between long term And relative to short term opportunities, I mean, this is the strongest rate environment that you folks as a management team have seen. And I'm wondering What's your approach going to be over the next couple of quarters and how that might differ versus The way your predecessors ran the business previously, can you give us a bit of context how you're making The decision that you just alluded to, Mark, a moment ago on the difference between spot versus longer term work? Thanks.
Yes. I mean, I think it's the same or similar response there, Jerry. So I mean contracts come up annually. They provided us with protection last year, less volatile than the local spot market and I think protected us from rate decreases last year and this year it takes a little bit more time in this environment to get them turned around and start getting lift. So we're working the spot market as aggressively as we can.
We've got the tools in place to really take advantage and get pricing As we sort of face this tight sort of equipment supply environment, and we're executing on that and also focused on just Managing our contracts and getting the lift that we need out of that segment of the business also.
And in terms of the sequential cadence of pricing, can you talk to that? How did pricing evolve over the course of the quarter sequentially and into July?
It was up sequentially throughout the quarter. So that's what we'd expect and that's what we'd expect to see going through Enter Q3 and Q4.
And in terms of the 60% to 70% incremental margin targets, Mark, that you Can you just expand on the drivers of that level of operating leverage? Because looking at our own estimates and consensus estimates, We're all well below those numbers for 2022. So can you just build our comfort level of what's driving that level of operating leverage in terms of the existing investments. Any way you could build on that for us?
I mean, I think we've been very consistent in terms of the operating leverage and we've exceeded That range pretty consistently for the last couple of years. 2021, as we expected, is a bit weird just given the COVID based effect And the comps, but as we run into 2022 and clear off of that, just the growth of rental revenues, it becomes easy to flow through the more Volume you've got and the more growth and the sort of actual dollars of rental revenue flow through. So kind of becomes a little bit easier Into 2022 than it was back in 2019 and 2018 when we weren't dealing with the same level of rental revenue growth that we anticipate in 20
So it sounds like you're comfortable with that range even if CapEx flexes to the high end of expectations In 2022 and you have greater allocation of growth driven by volume versus price, you're still comfortable of being well within that range it sounds like?
Yes. No, I mean CapEx is almost neutral in terms of the flow through, right? It's not reflected in EBITDA. But you get 60% to 7% from fleet growth and time utilization improvement, Obviously, rates, a lot higher than that, but that's not really been the key driver here in 2021 and we'll be Able to run 60% to 70% in 2022 with fleet growth and utilization improvement.
I appreciate the discussion. Thanks.
Thanks, Jerry.
And our next question will come from
I have some questions focused around CapEx. You talked about the equipment shortage, seen that in channel checks and you're able to raise your net CapEx guide significantly. How are you able to do this given the manufacturing challenges of equipment makers? And would you prefer to take it up even higher than this, if you could?
Hi, Steven. This is Aaron. We got in earlier towards the end of last year and got Our fleet plan in for this year, suspect that there might be some supply chain delays. And as we Got into the first, second quarter, we our business was strong enough. We liked our revenue trends and we went out and got some more capital as we alluded to in the call.
And we feel pretty confident with our net CapEx as it sits right now. The equipment does Show up a little bit later than we typically would see in a normal year, maybe up to 2 months late. But we got a pretty good cadence right now of equipment, new equipment showing up every
Excellent job in communicating with our key vendors on availability of manufacturing slots. And that's really what's enabled Our decision to add additional capital for this year and working very closely with our vendors. So kudos to our fleet department Excellent work in generating the opportunities for us.
Okay. And then thinking about this CapEx raise and the delayed lead times Versus normal, does this signal a positive outlook on 2022, both demand and the fleet shortage Lasting to that time and you guys investing behind the ongoing opportunity beyond this calendar year.
Yes, it does signal our confidence going into 2022 on the supply and demand dynamics in the business and our ability to capture more share in the marketplace.
Great. Thank
you. Thanks, Nate. Thank you.
And our next question will come from Mig Dobre with Baird. Please go ahead.
Thanks. Good morning, everyone. So on this CapEx point, It's a material increase and it's coming halfway through the year. I know we had this discussion last quarter as well relative to some of your What some of your peers were doing, they were, I think, a little more aggressive in raising CapEx earlier in the year. So I guess from my perspective, I'm trying to understand what changed in terms of what you're seeing in the market or how you're thinking about the business through the year to lead to this Decision to increase CapEx, is it that you are trying to manage this pricing dynamic more carefully maybe than in prior Cycles, is it that you've simply seen the end markets progress differently than maybe your original planning assumptions were?
I mean, something is different, right? So I want to make sure that we understand exactly kind of how your strategy has evolved through the year.
This is Aaron again, Mig. I think it's kind of a Bag of all the above, we do participate in a lot of different end markets, a lot of different segments. We mentioned them In our notes on the call, and they're all performing very well and even a segment like industrial, Which has really been kind of still steady off of last year's level. They haven't really picked up yet, but we do See that picking up in the back half of this year and the first half of next year quite a bit with scheduled turnaround. So And then you also have just the it is a tight equipment marketplace.
So we want to make sure that we've got The fleet available for our customers has our entire sales strategy with our customers is maturing and we're developing our relationships further and further And touching more and more customers. So we're real confident about what we're doing with the fleet CapEx.
I think it's a combination of market demand, Mig, as well as market share gains. And we're feeding those hot hands In our organization to take advantage of both that activity as it develops.
Yes. So that's what I was trying to get at. I mean, you're not getting the sense that given that you've been maybe a little more careful with CapEx Then some of your peers, there would have been some share loss. You're still thinking that you're you've managed to gain share and you're going to do so this year?
Yes. No, I mean, look at our growth rate, it's pretty clear that we're growing well in excess of the market. I'm sure that will Play out over the next couple of weeks.
I see. And then I'm wondering based on the updated outlook here, How you're thinking about the exit rate on OEC relative to say 2019, so exit rate in 2021 relative to 2019 based on your updated CapEx plan?
I think look, generally we're going to grow our fleet over the back half of the year and we'll have a higher level of fleet In 2021 than we did certainly 2020 2019. So fleet will grow in the back half of the year.
Okay. And lastly for me, recognizing that you're not providing 2022 guidance, but I'm sort of wondering here, Obviously, the setup here is for 2022 to be a decent year or better. Where are you in terms of conversations with suppliers for 2022 CapEx? Are you securing production slots now? What are you seeing on the pricing side?
And are there any limitations visavis to what's available in 2022? Thank you. Yes.
So a lot of OEMs big this is Aaron. Again, a lot of OEMs actually are sold out until next year, but we have secured A good portion, call it, at least 60%, 70% of our planned buys for 2022. We've already secured those. So they're scheduled to come in next year. And as far as the pricing element, I mentioned that this year in the second quarter, Not material price increases, but nearly all the OEMs are looking for some price improvement just from What you what we all know about what's going on in the marketplace, pretty much all of them are looking for some price increases next year.
So we're negotiating with all of them At the moment. But we have secured our slots.
Thanks for the color.
And our next question will come from Neil Tyler with Redburn. Please go ahead.
Good morning, Neil.
Yes, good morning. One left for me really. The Well, and it's around the capital allocation again, but away from CapEx and towards the M and A pipeline that you I referred to in your introductory comments. Is the tight market buoyant conditions making it any more difficult To, I suppose, translate that pipeline into executed deals or do you still see that as Still fairly optimistic in terms of what's coming through there and what you're likely to be able to secure?
Yes. Look, I think The tight supply actually has probably helped encourage some M and A activity because some of the smaller Regional players or geographic players may not have the ability as we do to Go out and secure fleet well in advance and they may not want to make those investments coming off of a difficult COVID year. So in fact, I think what it's done is it's probably encouraged a few players to consider teaming up with someone like Herc to carry out their strategy and their business plans and invest in their business going forward.
Excellent. Thank you. So I mean, in terms of cadence sort of second half versus first half and sort of 'twenty two Versus 2021, we have a reasonably, obviously, M and A is by nature lumpy, but expect those numbers to step up As we move through the back half of this year and into next.
Yes, that's our expectation. And obviously, as you said, M and A is unpredictable and generally takes some time to consummate a deal And does come in lumps, but we are certainly optimistic about it stepping up.
Excellent. Thanks,
will come from Ken Newman with KeyBanc Capital Markets. Please go ahead.
Hey, good morning, everyone.
Good morning.
How are you, Ted?
Doing well. Thanks.
I was just curious if
you can give us any sense of How you look at the progression of dollar utilization into the back half? I think you mentioned an expectation for more normalized mix into the 3rd quarter. And I imagine you're still planning to take on a decent amount of fleet from your CapEx plans as well. So with all that said, I mean, would you expect a similar magnitude of Seasonal increase from Q2 to Q3 here?
Yes, I think you'll see the normal sort of Sequential improvement, I mean Q3 is the strongest quarter. We're rolling into it with tight utilization, so everything is set up For a good Q3, the improvements you've seen in dollar utilization are baked in. So there's no Just because we've had outstanding performance in the 1st couple of quarters, that doesn't mean we're not going to continue that momentum and move on through. So The normal seasonality should apply.
Right. And I know you don't want to give guidance on 'twenty two yet, but Obviously, the dollar utilization in the fleet has improved pretty linearly since you've become a standalone company. How do you expect fleet utilization could look like into 2022 and into the out years? I mean, Is a 40% low 40% type of utilization rate kind of a good run rate you think going forward if the market and The industry kind of progresses the way you think?
Since we've been a standalone company, we've been chasing mid-40s And dollar utilization and that's still our goal.
All right.
And then one more from me. Similarly for equipment rental gross margins, I mean just help us think about the cadence of margin expansion into the back half of the year. And I think you mentioned the 60% to 70% incremental margin target into 2022. Any puts and takes here as we kind of think about just Segment gross margins in the back half that we should be aware of?
So I mean, I think that flow through guide is for 22, not for 2021. So 'twenty back half of 'twenty one, we're still hampered by the base effects of 2020. So we're looking for EBITDA margin and REBITDA margin growth for the full year of 2021 Over 2020, but that's going to be less than what we've seen in previous years just given that base effect. But We should see an increase at the end of the year over 2020 nonetheless.
Got it. Thanks. Thank you.
Our next question is a follow-up from Ross Gilardi with Bank of America. Please go ahead.
Thanks guys for squeezing this in. I just want to get your perspective on this terrible building collapse that happened in Florida and potential for Much more much stricter building codes and just the whole sorts of regulation on the back of that, like What's your take and could that be a driver in any particular parts of your business?
Yes, Ross. I mean, I live in a condo in South Florida, so I appreciate the question. I think building codes have improved. I mean that building went up in the 80s. There was a significant increase in South Florida at least And post-nineteen ninety two with Andrew.
So I think there has been a steady improvement in building codes across Florida and even Northern Florida I think increased after they got exposed to some storms in the last couple of years. So there's been a steady improvement in building codes And commitment to structural integrity and safety over the 30 years since that building went up. So I think you're going to see a continued you're going to see a refocus on those older buildings in terms of how they are Engineered and their 40 year certifications, but the recent construction, I think, that we're involved with has significantly improved from those years.
Yes. And certainly since, I would say the early '90s and And through the 2000s as the hurricanes sort of became more prevalent and came through the region, The whole Gulf area, certainly there has been improvements, dramatic improvements in building codes as it relates to hurricane protection And the type of structures and requirements to properly build any kind of structure, whether it's A high rise condominium or a commercial facility or residential housing To withstand 170 mile hour winds and make its way through.
And just what about this drought and these forest fires out in California and you've got elements of your Specialty rental business that are focused on disaster relief and that type of thing like is that These are terrible things that are happening, but it's actually driving business for you guys in what seems like a more sustainable fashion.
Yes. Ross, this is Aaron. And before I move to Florida, I lived in California. So Lot, the cadence of those wildfires definitely has increased. And whenever those happen, We're always there to respond.
Our industry actually is there to respond, but we always respond. Some of it's contractual business, some of it's just spot needs of emergency equipment. And that seems to be an annual part of the business. I think over when you look out over the future to As they maybe change the way their infrastructure is, some of those big power lines that are up in the forest Might have to go underground. And if that's the case, that will trade a lot of rental equipment demand As it goes along with it.
So we're on the West Coast, up and down the coast, we're really situated well with a lot of locations in our network. So we're able to respond to those forest fires pretty regularly.
In fact, PG and E yesterday announced that They're going to be spending over the next 10 years $30,000,000,000 to bury power lines along the California coast.
Yes. You need a lot
of digging and trenching and a lot of other stuff, equipment to Carry that task out. So it's really interesting. But thanks very much. Appreciate it, guys.
Thank you. Thanks, Ross.
And our next question will come from David Raso with Evercore ISI. Please go ahead.
Hi. Thank you for squeezing me in. Can you clarify again what percent of your next year equipment needs that you've secured? I think you stated that earlier. And maybe compare that percentage versus normally where you are this time of year for next year's equipment needs?
I said about 60% and it's about normal with a normal year.
That's about normal, okay. Yes. And then on the used equipment channel selling, The channels that you're going through given the strength in used equipment, can you give us a sense of how you see that mix going forward, just thinking about the strength in the market and maybe lack of Need to use auction versus other channels?
Strategically, we really want to sell more through the retail wholesale channel and we've been able to do that Over the past 12, 15 months, so we want to continue to focus on those channels. We'll use auction if we have The fundamentals of the marketplace change dramatically, but really retail wholesale is where we want to spend most of our time.
But can you help quantify that a little bit, what you're seeing in the marketplace? How much of a shift can you see retail selling versus
Well, today We're probably close to 80% of our activity through our wholesale and retail channels and 20% through auction. I would say, if you go back 12 months to 18 months, we're probably in excess of 60% through auction And 40% through the wholesale retail channels more or less.
Okay. Very helpful. Thank you so much for the time.
And this will conclude our question and answer session. I'd like to turn the conference back over to Elizabeth for any closing remarks.
Thank you, Cole, and thank you all for joining us today. We'll be sending out details of our investor meeting to you all shortly. But obviously, if you have any further questions, As always, please don't hesitate to reach out and we look forward to seeing you in person very soon. Thanks a lot. Bye bye.
The conference is now concluded. Thank you for attending today's presentation. You may now disconnect your lines at this time.