Earnings call transcript: Tegma Q3 2025 sees mixed results amid market stability

Tegma Gestao Logistica (TGMA3) reported its Q3 2025 earnings with a mixed financial performance. The company achieved a net revenue of €634 million, marking a 5% year-over-year increase. However, Tegma’s EBITDA margin declined to 18.4% from 20.8% the previous year, and net income fell by 5% to €80 million. In response, Tegma’s stock price rose by 2.18% to €37.09, reflecting a positive investor sentiment despite the mixed results.

Key Takeaways

• Tegma’s net revenue increased by 5% YoY, driven by growth in the automotive logistics division.
• EBITDA margin decreased to 18.4%, indicating higher operational costs or pricing pressures.
• The company’s stock price rose 2.18%, suggesting confidence in strategic initiatives.
• Tegma’s market share in vehicle transportation dropped by 1.8 percentage points.

Company Performance

Tegma’s overall performance in Q3 2025 showed resilience in net revenue growth, particularly in its automotive logistics division, which saw a 7% increase. However, the integrated logistics division faced challenges, with an 18% decline in net revenue. The company’s market share in vehicle transportation decreased slightly, but Tegma maintained a stable presence in the Brazilian vehicle market, which has remained flat due to high interest rates.

Financial Highlights

• Revenue: €634 million, up 5% YoY
• EBITDA Margin: 18.4%, down from 20.8% YoY
• Net Income: €80 million, down 5% YoY
• Net Margin: 12.6%, a reduction of 1.4 percentage points

Market Reaction

Tegma’s stock price increased by 2.18% to €37.09 following the earnings announcement. This positive movement suggests investor optimism, likely driven by strategic initiatives such as the conversion of diesel trucks to hybrid models and new partnerships with automakers like Omoda & Jaecoo. The stock’s performance remains within its 52-week range, with a high of €38.08 and a low of €27.57.

Outlook & Guidance

Looking forward, Tegma expects a gradual recovery in market share and plans to continue its aggressive dividend payout strategy, targeting a payout between 60-80% depending on operational performance. The company remains focused on expanding logistics services for new automotive entrants and capitalizing on strategic land acquisitions near major facilities.

Executive Commentary

• "We are the official logistics operator for Omoda & Jaecoo, a Chinese automaker that arrived in Brazil in 2024." - Nivaldo
• "We expect to regain market share." - Ramon Perez
• "Fastline has been surprising us. It has had a very positive performance." - Nivaldo

Risks and Challenges

• Declining EBITDA margin suggests potential cost pressures or pricing challenges.
• Market share reduction in vehicle transportation could impact future revenue.
• High interest rates in Brazil may continue to suppress domestic vehicle sales.
• Dependence on automotive logistics could expose Tegma to sector-specific downturns.
• Global economic uncertainties might affect export and import dynamics.

Q&A

During the earnings call, analysts inquired about Tegma’s market share dynamics and strategic initiatives. Executives addressed the strategic land purchase near BYD’s facility and highlighted the growth of their GDL joint venture. The performance of Fastline, Tegma’s used vehicle logistics service, was also discussed, emphasizing its significant 28% year-over-year growth.

Full transcript - Tegma Gestao Logistica (TGMA3) Q3 2025:

Nivaldo, Primary Speaker/Executive, Tegma: The damage caused a halt in Toyota’s vehicle production throughout October. At the beginning of this month, production gradually resumed with imported engines. In addition, imported vehicles maintained their normal flow. As a result, Toyota’s sales declined in October. In order to mitigate the effects on Tegma’s results, the company decided to grant collective vacations to the operation and to reassign the team that was dedicated to serving the two Toyota factories. The fourth highlight of the quarter refers to an initiative with a positive environmental impact on Tegma’s operations. As is widely known, decarbonization of long-distance road transport faces many challenges due to operational and economic issues. Given these limitations, Tegma decided to go for an intermediate option, which was to convert diesel-powered vehicles to a hybrid model that consumes diesel and compressed natural gas (CNG).

This option has proven effective for Tegma’s own truck operations, which involve very long haul trips to Mercosur. The results are promising, pointing to a 35% reduction in greenhouse gas emissions and also a competitive cost per kilometer traveled. In fact, these trucks are on their way to COP30, along with Chevrolet’s electric cars, to support the event. I would also like to highlight that we are the official logistics operator for Omoda & Jaecoo, a Chinese automaker that arrived in Brazil in 2024. In just a few months, they have already risen in the sales rankings with the success of two electrified models, and they will begin selling two more models in the coming months.

Passando agora para o slide four.

On slide 4, we will address the key data for the market of new vehicles in Brazil. As expected, as a result of high interest rates, we can see in the top chart that domestic sales in the third quarter of 2025 were stable year on year. This performance reduced the growth in the year-to-date period, which advanced 3% compared to 2024. On the bottom left, we show that production in Q3 2025 also stabilized compared to Q3 2024 due to the performance of domestic sales and high inventories. However, it can be noted that exports from Brazil grew 30% in Q3 2025. This was a consequence, in turn, of higher demand from Argentina. Year-to-date, of note is that exports grew by almost 50%. On slide 5, we presented the main operating indicators of the Automotive Logistics Division.

The number of vehicles transported in the third quarter of 2025 was 198,000 units. In other words, down 2.6% year on year. This decline reflects stable domestic sales and a reduction in market share, which fell 1.8 percentage points compared to Q3 2024, reaching 24% in the third quarter of 2025. This year-on-year decline in market share was due to the below-average performance of OEMs, to which we have significant exposure. It is important to note, however, that this is the highest market share level in 2025, demonstrating a recovery in this indicator. Lastly, average distance traveled in Q3 2025 was 4.6% higher year on year, on the back of increased vehicle sales in the north and northeast regions of Brazil. After these initial highlights, I will now hand over to our Chief Financial Officer, Ramon Perez. He will talk about our results, cash flow, and other indicators.

Ramon, over to you. Good afternoon, everyone. Moving on to slide 6, let’s talk about the results of the Automotive Logistics Division. We can see in the top chart that there was a 7% growth in the division’s net revenue in the third quarter, which stemmed from an increase in average distance traveled and tariff adjustments. The positive performance of Fastline, our logistics unit for pre-owned vehicles and new motorcycles, also contributed positively to this growth. This quarter, we had some non-recurring events, which negatively affected deductions in gross revenue by EUR 5.2 million, such as changes in the company’s interpretation regarding ICMS tax credits and commercial discounts. As detailed in our earnings release, the bottom chart shows that EBITDA in the third quarter was approximately EUR 112 million, with EBITDA margin of 18.7%, down 2.2 percentage points.

This decline is due to the factors explained, which impacted net revenue, plus some additional costs resulting from peaks in vehicle handling in regions that required additional support, such as the north region and the operation in Espírito Santo for imported vehicles. On slide 7, we show the results of the Integrated Logistics Division. We can see that the division’s net revenue in the third quarter decreased by 18% year on year. This drop is due to the decline in volume faced by some customers in our portfolio and the non-renewal of one inbound transport contract for soda ash and sulfate for one of the main customers in this segment. Q3 EBITDA totaled EUR 5 million, resulting in an EBITDA margin of 14%, down from 19.1% in the yearly comparison.

This result is explained by lower dilution of fixed costs that cannot be adjusted given the loss of the inbound contract. Moving on to slide 8, we show GDL’s financial highlights. We can see in the top bar chart that net revenue in the third quarter grew 9% year on year, reaching EUR 81 million. This growth is the result of the increased demand for bonded warehouse services, which has seen an increase in imports of heavy machinery, as well as an increased demand for storage and handling services for imported light vehicles. In the two graphs below, on the left, we see the joint venture’s net income, which was EUR 16 million in Q3, with a drop in margins compared to Q3 24.

Despite the expansion in revenue, this decline is due to rent adjustments for the main areas used by GDL in September 2024, as explained in the previous earnings calls. In the chart on the right next to it, we see that GDL’s dividends for 2025 were substantially lower than those for 2024 due to the payment in 2024 of accumulated profits from previous periods. Moving on to slide 9, we present the company’s consolidated results. Net revenue in Q3 was EUR 634 million, up 5% year on year. This revenue growth results from the growth reported by the Automotive Logistics Division. Below, we see that in Q3, EBITDA margin declined from 20.8% to 18.4% in the yearly comparison due to one, non-recurring events in gross revenue deductions and additional operating costs in the Automotive Logistics Division, and two, increased expenses.

Expenses, in turn, grew 14% due to higher legal fees, partly related to the dismissal of lawsuits, increased personal costs resulting from headcount adjustments, and increased amortization related to the new ERP system, as detailed in our earnings release. Lastly, net income for the third quarter totaled EUR 80 million, down 5% in the yearly comparison with a 1.4 percentage point reduction in net margin, which stood at 12.6%. This reduction can be explained by a decline in operating margins and a slight reduction in equity income. On slide 10, the graph on the left shows the company’s cash-to-cash cycle at the end of Q3, which was 37 days practically flat compared to the past quarter. CapEx in the third quarter totaled EUR 19 million, or 2.9% of net revenue.

Among the most significant investments, we highlight the acquisition of trucks and semi-trailers for the vehicle operation in the amount of EUR 11 million, as well as improvements to yards. Lastly, on the right, we show the free cash flow of the company, which in the third quarter was positive, EUR 15 million. This cash generation, lower than Q3 2024, was the result of higher capex, the advance payment for the land in Bahia amounting to EUR 10 million, and higher income tax paid due to the end of DTAs that existed last year. On slide 11, we present details of our capital structure. In the chart on the left, we can see the current cash of EUR 246 million, which is significantly higher than the debt amortizations for the upcoming years. In this quarter, Tegma repaid EUR 23 million of a bank loan.

In the table below, we see that our net cash position in September was EUR 160 million, EUR 76 million lower than the June balance due to the payment of dividends and interest on equity, as well as the advance payment for the purchase of land in Bahia and the disbursement for the purchase of Buskar.Me. Lastly, on the top right, we present the history of our cost of debt, which currently remains at CDI + 1.6%. Moving on to slide 12, we show the company’s profitability indicators. Return on invested capital for the third quarter, in gray, was 37.1%, therefore lower than in the previous quarter due to the recent loss of market share in the vehicle transportation operation over the last 12 months and the negative performance of the Integrated Logistics Division.

Also, in the case of ROE, shown in orange, ROE was 28.6%, slightly below that of the last quarter. This was due to lower operating performance more recently. In the graph on the bottom left, we see that the company’s EVA showed a decline related to lower ROIC. On the right, we show the history of dividends and interest on equity paid by the company. This chart already includes the proceeds mentioned at the beginning of the call, approved yesterday, of EUR 64 million, referring to the advance payment of the third quarter results scheduled for payment on November 18. The dividend yield for distributions over the last 12 months was 8.2%. In the last slide, as shown in the top chart, we see our share performance, the orange line, compared to the IBOVESPA index in black and the small caps index in red, taking last year’s closing prices.

Tegma’s shares performed in line with the IBOVESPA and small caps indices due to the resilience of our results. Finally, in the chart below, we present the history of the multiples at which Tegma’s shares have been traded. Despite our robust indicators and results, our shares continue to trade at multiples below their historical average. With that, I would like to thank everyone once again for your participation and your interest in our company. We will now begin the question and answer session. Thank you, Ramon. We will now start the Q&A session for investors and analysts. If you would like to ask a question, please press the raise hand button. If your question has been answered, you can leave the queue by clicking lower hand. If you would like to ask a question in writing, please type your question into the Q&A field at the bottom of the screen.

We have a question from Lucas Esteves with Santander. Lucas, go ahead. Boa tarde, pessoal. Obrigado aí pela convidada de hoje. Good afternoon. Thank you for the opportunity. I have two questions. Uma pergunta é sobre market share. About market share. Vendo que está reduzindo em decorrência da perda de capital. We’re seeing market share reducing given that some relevant customers were lost, and you mentioned Toyota. I’d like to understand how the new contract with Omoda Geico, and the new investment in Camaçari that you mentioned that will meet the local production of BYD. How can this influence Tegma’s market share in the upcoming months? Can we expect a gradual gain in market share related to these facts? And the second question, even with volumes under pressure, you have managed to sequentially increase revenue, helped by an expansion of average distance traveled and also increasing prices of these services.

This has been happening quarter after quarter. So how do you see the pricing landscape looking forward? How can the new Omoda-Geico contract play a role? Does this contribute to an average price, or was it a competitive process to win that contract? Thank you. Lucas, boa tarde. Hello, Lucas. Good afternoon, and thank you for the question. As regards to market share, you’re correct. There was a slight reduction. Isso representa pouco a estabilidade de algumas marcas. Represents the stability of some brands and the reduction of some brands to which Tegma has significant exposure. As for Omoda, também não divulgamos a nossa participação nesse novo contrato, mas efetivamente vamos participar positivamente. But it will definitely contribute positively in the land once a strategic acquisition. This was a plot of land of almost 200,000 square meters, located right next to the BYD facility.

And this will definitely be a logistics arm for BYD, not only in terms of forming loads and cargos, but also in terms of PDI and also storage of vehicles. So this will be another revenue stream that will add new gains for Tegma. Thank you. Perfeito. Em relação à precificação, outro ponto que eu tinha mencionado. Oh, what about pricing? There was another point that I mentioned. How do you see the pricing landscape looking forward? And whether the Omoda contract has contributed positively for the average price? O Lucas é o Ramon. Lucas, this is Ramon speaking. Good afternoon. Bom, com relação aos novos entrantes. As it relates to the new entrants, the new customers. A gente vê uma estabilidade aí de volumes. We see some stability in the margins in this new revenue stream. Indeed, we had a positive impact given the.

Increase in average distance traveled, as you yourself mentioned. But overall. Uma retomada do nosso. We expect to regain market share for the reasons explained here by Nivaldo. But in terms of margin. We expect greater dilution of fixed costs. And this should bring a positive result. What I would like to highlight here is that it’s kind of hard. For us to. Participação nesses novos clientes, mas acho que besides what will be our share in these new customers. But I would like to highlight how agile the company has been. E participando desses novos acontecimentos. In getting a share in the distribution of vehicles of these new entrants, because above all, this is a way for us to defend our market share. Se a gente tem uma participação importante nesses novos.

If we have a significant share with the new entrants, if they grow their own market share, this will benefit us eventually. So this is what I can comment regarding your second point. Perfect. Very clear, Ramon, Nivaldo. Obrigado, Lucas. Thank you, Lucas. Agora a gente vai passar a pergunta para o Gabriel, do Itaú. We have Gabriel Resende with Itaú BBA. Gabriel, go ahead. Oi, pessoal, boa tarde. Só ponto aqui do nosso lado. Hello, I have one question. Só queria entender, em linha com a pergunta do Lucas. I’d like to understand in line with the question whether the company has any investment on the radar for 2026 that could lead to a compression of payout. We see a payout of 80%. This is happening now in the third quarter. So is this level to remain flat? Thank you. Obrigado, Gabriel, pela sua.

Thank you, Gabriel, for your question. Bom, a gente está. No processo de discussão do orçamento para o ano que vem. In the process of discussing our budget for next year. A gente tem praticado, de fato, payout bastante elevado. We’ve had a very high payout this year, both in the first half. No terceiro tri. And in the third tri. Esse payout, obviamente, ele está ligado à capacidade de gasto. And this is obviously linked to the company’s capacity to generate cash. Our company. De capital. Is not very capital intensive. And. As initiatives. And this is also linked to our M&A initiatives. So we will be fine-tuning the payout. Que a gente tem uma evolução nesses dois itens. As we evolve on these two items. Capex. Nós não temos como antecipar agora.

We cannot really give you more on this at this point, but what we can say is that the company is known to have an aggressive payout. I’d like to remind you that our indicative payout is 50%, but we have been. Offering much higher levels than 50%. But there’s nothing really that I can tell you about next year. That could change our level of aggressiveness. Whether our payout will be 60%, 70%, or 80%. It will really depend on the tactical management of our day-to-day operations. But this will not change in any way the company’s strength to maintain an aggressive payout. That’s all I can say for now. Tá claro. Obrigado, pessoal. Thank you, Claire. Thank you very much. Obrigado, Gabriel. Have a good day. Agora a gente vai fazer compilado aqui das perguntas. Now we have a set of questions sent over the chat.

Nils from Set Investimentos sent a question. He wrote. The growth of sales in the north and northeast regions, does it continue in Q4 or was this a one-off event? If so, is it possible that we will see an impact on the margins given greater support as happened in Q3? Nivaldo. Tamara, obrigado pela pergunta. Aí sim, você tem razão. Tamara, thank you for the question. You’re correct. Para as vendas do norte e nordeste continuam. In Q4, in the north and northeast, continue above the average growth for the country. So we do expect a positive effect on the margins. All right. Uma segunda pergunta do Eduardo. A second question, this time by Eduardo Pillagi with Organon Capital. He says, "Good afternoon. What were the motivations to buy the land in Bahia?

Could you detail the advantages that you will have in providing services to BYD with this new land?" Nivaldo. Obrigado, Eduardo. Thank you, Eduardo. The main motivation was strategic and logistics. Because we will be right next to the BYD factory. Consequently we will be the first logistics option available to them when they think about the need to storage vehicles, putting together certain cargo and PDI. It was a strategic purchase. I’d like to remind you that we have a land in Camaçari, which is about eight km away from BYD, and this will also be used and it will use to complement the logistics needs of BYD in that industrial hub. So that purchase was strategic in aiming to supply the logistics needs of BYD. Obrigado, Nivaldo. Thank you, Nivaldo. We received another question from an investor, an individual investor about GDL. Caio Souza.

Caio Souza, hoje não vemos mais os mesmos patamares. We no longer see the same growth levels da GDL que vimos em 2024. Quais perspectivas de curto, a longo prazo? What are the short-term prospects for GDL? Vou passar para Nivaldo. Nivaldo? Obrigado, Caio. Vamos lá. Thank you, Caio. De qualquer forma, o crescimento da GDL, lá vem seguindo. GDL growth e acompanha muito o crescimento de importes. Continues to be robust and it follows the a gente observou grande boom in the import market, we saw a great boom in 2024 in the imports of Chinese vehicles. Nos primeiros meses, as vendas de veículos importados cresceram 37%. In the first nine months, the sales of imported vehicles was 37%, and this year only 11%. This points to a slowdown in the sales of imported vehicles. On the other hand, GDL has offset that by expanding services.

Overall, and to other customers as it did in the past, but now with a modified infrastructure and improved one. Além dos veículos maquinários, que agora servem heavy machinery, farmacêuticos. Quanto para os parques de distribuição. Both for distribution. Então resumindo, a gente entende que embora. So we understand that although it is not easy to repeat the growth level of 2024, GDL will continue to seek diversification. A gente tem uma busca de novos importadores, as well as we will pursue the new entrants, the new automakers that are coming to Brazil. And that will take advantage of the tax benefit of the state of Espírito Santo. A gente tem que acrescentar isso que ocorreu uma pequena queda na rentabilidade. With that, there was a slight reduction in profitability of the company. This was due to a realignment of the rentals in that region.

Our areas have been, or had had, no adjustment in rentals for quite a while. And the rental adjustments took place that impacted our costs and consequently our profitability. Agora vamos agrupar mais algumas perguntas. Now we will group together some questions in the Q&A. Please hold. Eu vou ler agora uma pergunta aqui do Caio. A question. Dois Caio na sequência. From Caio, another Caio. Pergunta que eu vou fazer para o Nivaldo. A question to Nivaldo. What about the performance of the vehicle logistics? Nivaldo, por favor. In Fastline, the logistics of previously owned vehicles and motorcycles. Well, Fastline has been surprising us. It has had a very positive performance. I’d like to highlight that the previously owned vehicles is very different than a brand new vehicle market. And we are advancing a lot in that front.

We saw a positive performance driven by the logistics of motorcycles in the region of Manaus. As a reminder, these come. Semi-assembled. They come from India. They’re assembled in the free trade zone of Manaus, and then they are distributed all over Brazil. And I would like to highlight the acquisition that happened some months ago of Buskar.Me. And we are very confident. About this integration and the synergies with our platform that will support the results of Fastline. Fastline had. A revenue of 42 million BRL in the first nine months of 2025. Fastline grew 28% year on year. And this period, the profit was about 6 million BRL. Obrigado, Nivaldo. Fazendo uma última chamada, se alguém tem alguma. As a last call for questions. Uma outra pergunta para fazer. Do we have any other questions before we close? Nivaldo, por favor, suas considerações. Nivaldo, your final statements.

Obrigado a todos e todas por terem participado. Thank you very much for participating in our earnings conference call. Again, we would like to ratify our earnings releases with good results and an excellent payout in Q3. We will continue to work hard to maintain these good results and earnings in Q4 so that we can end 2025 with a lot of success. Have a good.

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