HRI Q2 Deep Dive: H&E Integration and Market Pressures Reshape Guidance

Equipment rental company Herc Holdings (NYSE:HRI) reported Q2 CY2025 results beating Wall Street’s revenue expectations, with sales up 18.2% year on year to $1.00 billion. On the other hand, the company’s full-year revenue guidance of $3.8 billion at the midpoint came in 15.2% below analysts’ estimates. Its non-GAAP profit of $1.87 per share was 14.6% above analysts’ consensus estimates.

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StockStory’s Take

Herc’s second quarter was marked by a significant disconnect between strong revenue growth and negative market sentiment. While the company’s sales exceeded Wall Street’s expectations, a steep decline in the share price followed management’s acknowledgment of ongoing pressures in local commercial construction and operational disruptions from the H&E Equipment Services acquisition. CEO Lawrence Silber emphasized that the integration process required stabilizing the workforce and addressing near-term weakness, particularly as local markets remained under pressure from higher interest rates and delayed project starts. As Silber noted, "local markets continue to see pressure as more commercial projects come to completion, while new projects remain on pause due to prolonged higher interest rates."

Looking ahead, management’s guidance reflects both the challenges and opportunities presented by the combined entity. The company expects revenue synergies from cross-selling specialty equipment and expanding its footprint into larger national accounts, but also highlights persistent headwinds in H&E’s legacy business and the need for further fleet optimization. CFO Mark Humphrey stated, “Our gross revenue synergy target remains the same at approximately $350 million over 3 years,” while cautioning that near-term EBITDA margins will be affected by integration costs and the timing of cost synergies. Management is pausing additional M&A to focus on the H&E integration and aims to achieve targeted leverage by 2027.

Key Insights from Management’s Remarks

Management credited the quarter’s revenue momentum to strong mega project activity, early cross-selling synergies from the H&E acquisition, and stable national account demand, while margin pressures were driven by local market weakness and integration-related costs.

• Mega projects drive growth: National account demand, particularly from large infrastructure, data center, and industrial projects, remained robust. Management reported that these mega projects allowed Herc to capture targeted share, supporting revenue despite local market softness.
• H&E integration underway: The completed acquisition led to immediate workforce, fleet, and operational changes. The integration management office was established, operating territories were remapped, and new management positions were filled with H&E leaders to accelerate revenue synergies and stabilize acquired branches.
• Local market headwinds persist: Local commercial construction slowed further due to prolonged higher interest rates, impacting H&E’s core business. This led to a double-digit decline in H&E rental revenue, with management attributing part of the weakness to employee turnover and project delays.
• Specialty fleet expansion: Herc increased investment in specialty equipment to capture higher-margin opportunities. The company emphasized that specialty fleet now represents a larger share of its overall offering, with cross-selling opportunities already materializing in both legacy and acquired branches.
• Margin compression from integration: Adjusted EBITDA margin was negatively impacted by lower-margin H&E business and a greater mix of used equipment sales. Management expects margin improvement over time as cost synergies are realized and the product mix shifts toward higher-margin specialty solutions.

Drivers of Future Performance

Herc’s outlook is shaped by its ability to execute on H&E integration, cross-sell specialty equipment, and adapt to continued local market uncertainty.

• Realizing acquisition synergies: Management is targeting $350 million in revenue synergies over three years, primarily through cross-selling specialty products to the expanded customer base. They expect half of $125 million in cost synergies to be realized by year-end as redundant positions and contracts are eliminated.
• Managing local market risks: Ongoing weakness in local commercial construction, driven by high interest rates and delayed new project starts, presents a headwind to revenue growth. Management is focusing efforts on markets with active infrastructure and public sector projects, but acknowledges that a full recovery will depend on broader economic and rate trends.
• Optimizing fleet and capital deployment: Herc is disposing of underutilized equipment and reinvesting in higher-margin specialty fleet. The company expects improved capital efficiency and free cash flow generation as integration progresses, but near-term results will be affected by transition costs and fleet right-sizing.

Catalysts in Upcoming Quarters

In upcoming quarters, the StockStory team will be monitoring (1) the pace of H&E integration and realization of both revenue and cost synergies, (2) the stabilization and potential recovery of local commercial construction markets, and (3) the growth of specialty equipment rental as a driver of higher margins. Execution on fleet optimization and updates on project pipeline wins will also be key signposts for progress.

Herc currently trades at $121.18, down from $150.03 just before the earnings. Is the company at an inflection point that warrants a buy or sell? Find out in our full research report (it’s free).

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