CTOS Q4 Deep Dive: Soft Sales Growth, Healthy Rental Demand, and New Segment Strategy

Heavy equipment distributor Custom Truck One Source (NYSE:CTOS) missed Wall Street’s revenue expectations in Q4 CY2025 as sales only rose 1.4% year on year to $528.2 million. The company’s full-year revenue guidance of $2.06 billion at the midpoint came in 1.9% below analysts’ estimates. Its non-GAAP profit of $0.13 per share was significantly above analysts’ consensus estimates.

Is now the time to buy CTOS? Find out in our full research report (it’s free for active Edge members).

StockStory’s Take

Custom Truck One Source’s fourth quarter was met with a negative market reaction as its sales growth lagged Wall Street’s expectations. Management pointed to continued strength in the rental business, highlighting record utilization rates and ongoing demand in transmission and distribution (T&D) markets. CEO Ryan McMonagle described customer activity in the rental segment as “the highest in almost three years,” with the fleet utilization peaking at nearly 84%. However, management acknowledged that equipment sales (TES) faced headwinds from customers pulling forward purchases earlier in the year, as well as some deferred deliveries.

Looking ahead, management’s guidance is underpinned by optimism for sustained demand in core end markets and a shift in segment reporting to better align with business operations. The company expects its rental segment to remain a growth driver, supported by ongoing investments in fleet and partnerships like the recent agreement with HyAV. CFO Christopher Eperjesy emphasized that reduced maintenance capital spending and inventory levels should help generate more free cash flow, stating the business is “well positioned to improve leverage and cash generation in 2026.”

Key Insights from Management’s Remarks

Management attributed the quarter’s performance to strong rental activity and strategic investments, while noting order timing and inventory dynamics impacted equipment sales.

• Rental fleet utilization highs: The rental business achieved nearly 84% utilization, a multi-year peak, reflecting robust demand in transmission and distribution as well as strong fleet management. Management noted that fleet age fell below three years, supporting higher efficiency and customer service levels.
• TES segment pressured by timing: The equipment sales business saw lower year-over-year revenue in Q4 as customers accelerated purchases earlier in the year to avoid anticipated tariffs and price increases. Some deliveries were also deferred into the following year, which management sees as a temporary effect.
• Backlog and orders recovering: Despite a year-over-year decline in backlog, new sales order activity rose 21% over Q4 of the prior year, led by local and regional customer demand. Management highlighted that backlog rebounded above $370 million early in 2026, providing a solid foundation for upcoming sales.
• Partnership with HyAV: The new partnership with HyAV, a truck-mounted crane and forklift manufacturer, is expected to expand product offerings and strengthen the company’s position in key end markets such as building supply and forestry.
• Aftermarket service investment: The company is launching an initiative to expand aftermarket service capacity within TES, aiming to boost parts and service revenue and improve customer retention by enhancing post-sale support.

Drivers of Future Performance

Custom Truck One Source’s outlook is shaped by ongoing rental demand, operational efficiency, and a shift to more transparent segment reporting.

• Rental segment momentum: Management expects sustained high demand in the rental segment, especially in T&D markets, to drive revenue and margin stability. The company plans only moderate fleet growth, with a younger average fleet age supporting efficient operations and reduced maintenance spending.
• Reduced capital and inventory levels: The company aims to lower maintenance capital expenditures and further reduce inventory, improving free cash flow and reducing working capital needs. These steps are expected to support a lower net leverage ratio and more flexibility in the balance sheet.
• Segment realignment for clarity: From Q1 2026, results will be reported under two new segments—Specialty Equipment Rentals and Specialty Truck Equipment and Manufacturing—providing clearer insight into each business’s growth drivers and margin profiles, which management believes will aid investor understanding and support future strategy.

Catalysts in Upcoming Quarters

In the coming quarters, the StockStory team will closely monitor (1) progress on inventory and working capital reductions to support free cash flow, (2) the impact of the HyAV partnership and expanded aftermarket services on TES segment growth, and (3) the transition to the new two-segment reporting for improved transparency. Execution on these initiatives and sustained rental demand will be key areas to watch.

Custom Truck One Source currently trades at $5.74, down from $6.38 just before the earnings. Is there an opportunity in the stock?Find out in our full research report (it’s free).

Our Favorite Stocks Right Now

WHILE YOU’RE HERE: Top 9 Market-Beating Stocks. The best stocks don't just beat the market once. They do it again. And again. Robust revenue growth, rising free cash flow, returns on capital that leave their competition in the dust. The market has already rewarded these businesses.

But our AI platform says the party isn't over. Find out which 9 stocks made the cut this week — FREE. Get Our Top 9 Market-Beating Stocks for Free HERE.

Stocks that have made our list include now familiar names such as Nvidia (+1,326% between June 2020 and June 2025) as well as under-the-radar businesses like the once-small-cap company Exlservice (+354% five-year return). Find your next big winner with StockStory today.