Custom Truck One Source (NYSE:CTOS) released second-quarter financial results and hosted an earnings call on Tuesday. Read the complete transcript below.
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Summary
Full Transcript
OPERATOR
Ladies and gentlemen, thank you for standing by, and welcome to Custom Truck One Source's Second Quarter 2026 Earnings Conference Call. Please note this conference call is being recorded. I would now like to hand the conference call over to your host today, Brian Perman, Vice President of Investor Relations for Custom Truck One Source.
Brian Perman, Vice President of Investor Relations
Thank you, operator, and good morning. Before we begin, we would like to remind you that management's commentary and responses to questions on today's call may include forward-looking statements, which by their nature are uncertain and outside of the company's control. Although these forward-looking statements are based on management's current expectations and beliefs, actual results may differ materially. For a discussion of some of the factors that could cause actual results to differ, please refer to the Risk Factors section of the company's filings with the SEC.
Additionally, please note that you can find reconciliations of the historical non-GAAP financial measures discussed during the call in the press release we issued yesterday after the market closed. That press release and our second quarter investor presentation are posted on the Investor Relations section of our website. Yesterday afternoon we also filed our second quarter 2026 10-Q with the SEC. Today's discussion of our results of operations for Custom Truck One Source, Inc., or Custom Truck, is presented on a historical basis as of, or for, the three months ended June 30, 2026 and prior periods.
Also, a reminder that beginning last quarter, our financial reporting now reflects our two new reportable segments: Specialty Equipment Rentals, or SER, and Specialty Truck Equipment and Manufacturing, or STEM. While our 2026 results in our earnings press release and SEC filing reflect the application of intersegment pricing and margins as per accounting requirements for intersegment sales, the segment results for 2025 reflect the intersegment sales with no margin, as no intersegment agreement was in place in the period.
For an illustrative comparison of what the 2025 results would have been had intersegment sales been reflected with the appropriate gross margin and had other internal accounting policies been in place at the time, please see the appendix of the Q2 investor presentation posted on our Investor Relations website. Joining me today are Ryan McMonagle, CEO, and Chris Eperjesi, CFO. I will now turn the call over to Ryan.
Ryan McMonagle, CEO
Thanks, Brian, and good morning, everyone. We delivered record revenue in the second quarter, capping a strong first half driven by continued strong momentum in our core end markets and outstanding execution by our team. In the second quarter we generated revenue of $563 million and Adjusted EBITDA of $117 million, up 10% and 25% year over year, respectively. Our Specialty Equipment Rentals segment continues to deliver consistently strong performance driven by sustained and growing demand in the transmission and distribution, or T&D, markets.
Our rental fleet averaged 81.6% utilization during the quarter, up 400 basis points from Q2 of last year. This was supported by continued robust levels of OEC on rent, which averaged $1.37 billion in Q2, up 13% year over year. So far in Q3, both measures have continued to show year-over-year growth. We believe that we are in the early stages of what could be a once-in-a-generation transmission-demand super cycle. We ended the quarter with total OEC of $1.68 billion, the highest quarter-end level in our history, which will support our expected continued growth in SER revenues in the second half of this year.
Also, our average fleet age is just over three years old, which we believe is one of the youngest fleets in the industry and positions us well to support our customers' needs across the country. Our trucks and equipment continue to power the people who strengthen and build critical infrastructure in the U.S. and Canada. The market has been focused on the durability of demand in T&D and our ability to convert improving rental KPIs into earnings and cash flow, and we believe our trending results over recent quarters speak directly to that.
Bidding activity and ongoing conversations with our customers lead us to believe that these conditions will persist through the remainder of 2026 and beyond. Our Specialty Truck, Equipment and Manufacturing segment had record performance in the second quarter, with equipment sales reaching an all-time quarterly high for the company and reflecting continued healthy in-market demand and order flow. For Q2, STEM revenue excluding sales to our SER segment was up 5% versus Q2 of 2025, which at the time was a record for non-fourth-quarter equipment sales.
New sales order backlog ended the second quarter at $322 million, down $89 million from the end of Q1 on record Q2 deliveries. Despite the decrease in our backlog in Q2, intra-quarter order flow remains strong and our backlog has grown so far in Q3. We continue to see strong sales demand in the utility end market, especially focused on transmission equipment. In the infrastructure end market we have seen less growth, but our ongoing conversations with our customers and the pace of bidding and our order activity combine to provide us with the confidence to expect another year of growth in third-party customer revenue for STEM.
With respect to the EPA 2027 NOx emission regulations, the EPA introduced its proposed changes to the rules in early July, which maintain the 2027 NOx standards while adding non-conformance penalty provisions. The regulations are expected to be finalized later this year. Given our current inventory position, the chassis pre-buy actions we have already taken, and our strong relationships with our chassis OEM partners, we believe CTOS is well positioned to navigate the impact of the upcoming emission standards changes.
Given our strong year-to-date performance, robust conditions in the T&D end markets, and our outlook for the rest of the year, we are increasing our previous full-year 2026 consolidated revenue and Adjusted EBITDA outlook. We expect consolidated revenue in the range of $2.1 to $2.2 billion and Adjusted EBITDA in the range of $437.5 to $455 million. Long-term sustained in-market demand buoyed by secular megatrends, combined with our ability to provide exceptional execution on behalf of our customers, sets us apart from our competition.
Our long-standing relationships with our strategic suppliers and customers continue to be keys to our success. I continue to have the highest degree of confidence in the Custom Truck team and want to thank everyone for their hard work and dedication that helped achieve our extraordinary results in the second quarter. We look forward to updating everyone soon. With that, I'll turn it over to Chris to walk through the numbers in more detail.
Chris Epergesi, CFO
Thanks, Ryan, and good morning, everyone. I'll start with the consolidated results for the quarter, then discuss segment performance, our balance sheet, liquidity and leverage, and finally our updated 2026 outlook. Our second quarter 2026 results reflect stronger operating performance across the business and improved rental fundamentals, particularly in our T&D markets. For the second quarter, total revenue was $563 million and adjusted EBITDA was $117 million, representing 10% and 25% growth, respectively, versus Q2 2025.
On a GAAP basis, second quarter net income was $10 million, or $0.05 per diluted share, compared with a net loss of $28 million a year ago, bringing first half net income to $6 million. About $19 million of that year-over-year improvement reflects a favorable income tax swing, as the prior year quarter carried a tax expense related to an adjustment in our estimated effective tax rate. The balance was driven by higher operating income. Turning to our segments, in SER, second quarter third-party revenue excluding intersegment sales was $219 million, up 20% year over year, driven by strong double-digit growth in both rental revenue and rental equipment sales activity. Rental sales activity benefited from an increase in RPO activity in Q2 versus the same period last year. Segment adjusted EBITDA of $117 million was up 26% year over year, with segment adjusted EBITDA margin of 53%, up more than 700 basis points versus Q2 2025. Our key rental KPIs in SER remained quite strong in Q2, continuing the momentum we've experienced in recent quarters. In Q2, utilization averaged 81.6%, up 400 basis points versus Q2 2025.
Average OEC on rent in the quarter was $1.37 billion, up almost $160 million, or 13%, versus the same period in 2025. On-rent yield in the second quarter was 39.4%, reflecting both sequential and year-over-year increases for the quarter. On-rent yield remained within our targeted upper-30s to low-40s percent range, and we continue to see opportunities for rate improvement as transmission mix grows and pricing discipline holds. Our historically strong rental KPIs reflect both increased rental activity and the continued scaling of our fleet to meet demand.
Net rental capex in Q2 was $36 million, and our fleet age at quarter end was just over three years, a modest increase from the end of last quarter, which is consistent with our plan to reduce maintenance capex and age the fleet somewhat this year. Our OEC in the rental fleet ended the quarter at almost $1.68 billion, up approximately $120 million versus the end of Q2 2025 and by almost $24 million sequentially. The increase reflects disciplined fleet investment in the face of strong demand, particularly in T&D. While we expect to continue to invest in the fleet in 2026, our planned decrease in maintenance capex in 2026 compared to 2025 should contribute to increased free cash flow generation this year versus last year. In STEM, second quarter third-party revenue was $345 million, a quarterly record and up 5% versus Q2 of 2025, which previously represented our highest non-fourth-quarter revenue in our history. STEM segment adjusted EBITDA was $37 million, and segment adjusted EBITDA margin was 8.5% in the quarter.
Recall that our 2025 segment adjusted EBITDA does not include any margin on intersegment sales, while 2026 segment adjusted EBITDA does. STEM gross margins in the quarter were slightly lower as a result of increased sales to national accounts, which tend to carry modestly lower margins. Our new sales backlog ended Q2 at $322 million, down $89 million sequentially on record Q2 deliveries and at approximately three and a half months, just below our targeted range of four to six months of new sales.
June quoting activity increased 26% year over year, supporting expected growth in our order intake in the second half. We've seen strong order growth so far in Q3, and our backlog currently stands at more than $340 million. Turning to the balance sheet and liquidity, with LTM adjusted EBITDA of more than $431 million and net debt of $1.66 billion, we finished Q2 with net leverage of 3.85 times. This represents a sequential quarterly improvement of 0.17 turns and more than a 0.8-turn improvement versus the end of Q2 2025.
Availability under our ABL was $229 million as of June 30th, and based on our borrowing base, we have more than $240 million of additional availability that we can potentially access via our existing facility. Free cash flow generation and deleveraging remain key focus areas for us. The increase in our inventory during the first half was largely planned, reflecting chassis and whole goods positioning ahead of scheduled second half deliveries, together with the chassis pre-buy actions Ryan discussed.
Even with that increase, we expect to reduce inventory and floor plan balances during the second half of 2026, which should support improved free cash flow generation. Through the first half of the year, levered free cash flow improved by approximately $40 million versus the prior-year period. With respect to our 2026 guidance, the demand environment across our key end markets remains very strong. We expect the STEM segment to continue to benefit from an overall favorable macro demand environment as well as our strong relationship with our key customers and chassis and attachment suppliers.
Our order backlog supports this. In our SER segment, OEC on rent and utilization reached historically high levels in the second half of fiscal 2025, and consistent with our year-to-date results, we expect those levels to continue building sequentially in the second half of 2026. Demand for our equipment that serves the T&D utility markets continues at record levels, and we expect the vocational rental market to provide incremental growth as we further penetrate this expanding end market.
Given our young fleet age, we continue to expect to be able to significantly reduce our overall investment in our rental fleet in 2026 versus 2025 while continuing to generate growth. The small increase in our fleet age to just over three years in the second quarter reflects this; however, given demand trends in our T&D end markets, we plan to modestly increase our net investment in our rental fleet from our previous estimate and now expect a range of $170 million to $200 million, which supports mid-single-digit net OEC growth this year.
This represents a meaningful reduction from over $250 million in net fleet capex in 2025 after prior year's investments in inventory driven by the strong demand environment. We expect to continue making progress on further net working capital improvements in 2026 as we continue on our path of reducing inventory levels on hand for a target level of below six months. As a result, we continue to expect to generate more than $50 million of levered free cash flow and reduce our net leverage ratio to meaningfully below 4 times by year end 2026, while progressing towards our 3 times net leverage target in 2027.
Our increased 2026 revenue guidance reflects consolidated revenue in the range of $2.1 to $2.2 billion, or year-over-year growth of 8% to 13%. Given the strong environment in the T&D end markets and overall strength across both of our segments, we are also raising both the bottom and top ends of our adjusted EBITDA guidance and now project a range of $437.5 to $455 million, resulting in year-over-year growth of 14% to 19%. We still expect non-rental capex of $40 million to $50 million.
We are increasing our segment guidance for 2026 as well. We are projecting SER revenue of $850 to $875 million and STEM revenue of $1.63 to $1.7 billion, with STEM third-party new sales revenue growth of 3% to 10%. Overall, STEM sales are expected to be down marginally to up 3%, with the variance attributable solely to a year-over-year reduction in intersegment sales due to lower SER maintenance rental capex spending this year. For the third quarter, we expect consolidated revenue and adjusted EBITDA to be up year over year, though modestly below second quarter levels.
A portion of our second quarter new and used equipment deliveries, including RPO buyouts, had been planned for the second half. That timing shifted results between quarters but did not reduce the full-year expectations reflected in the ranges we raised today. Our rental business enters the third quarter with OEC on rent and utilization above prior-year levels. We expect both to grow sequentially, with year-over-year growth rates naturally moderating from here, as we lap a second half of 2025 that posted the largest increase in OEC on rent in our history.
The fourth quarter remains our historically strongest quarter. In closing, I want to echo Ryan's comments regarding our continued strong business outlook despite broader macroeconomic uncertainty. Recent results and end market fundamentals support our confidence in the long-term demand drivers and our ability to deliver meaningful adjusted EBITDA growth this year. With that, operator, we can open the line for questions.
OPERATOR
We will now begin the question and answer session. If you would like to ask a question, please press star-one to raise your hand. To withdraw your question, press star-one again. We ask that you pick up your handset when asking a question to allow for optimum sound quality. If you are muted locally, please remember to unmute your device. Please stand by while we compile the Q&A roster. Our first question is from Sweta Rahecha from Cantor Fitzgerald.
Your line is now open. Please go ahead.
Sweta Rahecha, Analyst at Cantor Fitzgerald
Hi, good morning, Ryan and Chris. Sweta here on behalf of Manish. Congrats on the great quarter. My first question on the quarterly cadence: Given that you've indicated that third-party new equipment sales and used equipment sales and RPO buyouts have shifted from the second half into Q2, can you help us quantify the revenue and the adjusted EBITDA that is being pulled forward and clarify how much of it came from Q3 versus Q4?
Chris Epergesi, CFO
I can repeat the question. Basically, she was asking—this is Chris—she was asking about the cadence Q2–Q3, first half–second half. And so I think the way I'd answer that, Sweta, is, you know, typically, especially in Q2 and Q3, we have seen historically some push-forwards and push-outs. So to quantify the net is a little more challenging. But maybe just to give you a little bit of color, what we're expecting in Q3: you know, if you look back last year, we saw Q3 growth of roughly 20% EBITDA year over year.
You know, what we're expecting this year is we're expecting both revenue and EBITDA to grow kind of high single-digit percentage range, you know, while coming in below the second quarter levels that we, as mentioned, really just reflects the delivery and RPO buyouts that shifted into Q2 from the second half. And then historically we've given guidance of the split first half, second half, which has been anywhere 45% to 47% first half and then 55% to kind of 57% in the second half of the year.
This year, you know, we think because of that pull-forward and just the timing of last year's ramp-up on OEC on rent in the second half of the year that it's likely to be more of a 48%, 52% kind of split—first half 48%, second half 52%. You know, and then looking at Q4, that typically is our seasonally strongest quarter, and we'd expect that to continue to be the same this year.
OPERATOR
Your next question comes from Michael Schliske with D.A. Davidson Company. Your line is now open. Please go ahead.
Michael Schliske, Analyst at D.A. Davidson
Good morning, thanks for taking my questions here. Can you hear me okay? Okay, good, because I couldn't hear you for a few moments there. Thank you. Okay, you had mentioned intra-quarter order flow was strong. Perhaps I missed this, but could you maybe just share with us how much were orders up year over year in the STEM segment—were they put in the backlog, or did they make it through within the quarter?
Ryan McMonagle, CEO
Yeah, it's a good question, Mike. We saw converted orders up kind of in that low single digits range and then orders quotes were up, up in the double digit range. And so to us it's kind of a good, a good leading indicator for the back half of the year.
Michael Schliske, Analyst at D.A. Davidson
Gotcha, thanks for that. And I also wanted to ask about the emissions standard changes. I mean basically your customers aren't really hauling freight. They're not looking to be out on the road, you know, 12 hours a day driving around. Do you consider the recent changes really just an inflation item that you need to pass along? And if so, I mean have the customers had a really negative reaction to the fact that because of things that are out of your control you're going to have to raise prices a bit?
Ryan McMonagle, CEO
Yeah, it's an interesting one to work through and it still feels like some of the regulation is still being finalized. But I think the nonconformance penalties have been announced and we're estimating those are in kind of the $4,500 to $7,000 range depending on spec and obviously a few of the factors in there and that's to continue running on the same engines, right, that we're running on today. And so we've taken the position, like as you know, that let's buy forward a little bit.
Just the economics of the nonconformance penalty to us makes sense to carry more inventory heading into 2027. And then obviously for us the engine that is most impacted is the L9 engine which is shifting to the X10 engine from Cummins. And so we're watching that, we're watching that closely and Cummins is now saying they'll be in full production on the X10 later in Q3 of next year. So we're watching how that plays through. But yes, it's going to be a cost increase for our customers and we're obviously doing everything we can to mitigate that heading into '27.
Michael Schliske, Analyst at D.A. Davidson
Thanks for that, Ryan. And maybe lastly, just the map in the slide deck, how close are you to opening up some of those lesser served markets right now like the New York, New Jersey metro area, the Carolinas, et cetera, the other islands that you mentioned? On the slide deck, I did see an opening in the Northwest. What might be next on the calendar for you for downing your footprint here?
Ryan McMonagle, CEO
Yep, we're working on all those markets. So that's, you know, those are areas where there's clearly opportunity to grow. And so, you know, I don't, I don't, we're not expecting any other openings this year. And so those would be kind of in the years ahead and that would be fairly consistent with how we got into a couple locations, opening a couple locations each year.
Michael Schliske, Analyst at D.A. Davidson
Great. Thanks so much.
Ryan McMonagle, CEO
Thanks, Mike. Good to talk to you.
OPERATOR
Your next question is from Naim Kaplan with Deutsche Bank. Your line is now open. Please go ahead.
Naim Kaplan, Analyst at Deutsche Bank
Hi, good morning, this is Naim on for Nicole DeBlase. So my first question, you've consistently highlighted that your long term demand is underpinned by major federal funding packages including, you know, the IJA, the IRA and the CHIPS Act. So given that, you know, we're getting later into 2026, do you describe how these federal dollars are translating into actual order flow? You know, what percentage of the $2,322 million backlog or FDR booking pipeline directly tied to projects receiving federal subsidies or grants?
And in which fiscal year do you project the legislative tailwinds, you know, could reach their peak contribution to top line growth?
Ryan McMonagle, CEO
Yeah, good question. And I'll try to answer it with maybe kind of broad comments about our end market demand. So we're seeing right now, we're seeing really strong demand in transmission and distribution. I would argue that is less kind of backstopped by some of the federal funding programs. Obviously there are some grants and approvals that are going on out there. So I'd say those are less directly impacted by federal spending dollars. They are impacted by some of the regulatory improvements, right, that we're seeing on that side of the business.
And so I think that's where we're seeing really strong demand right now. You know, in some of our prepared comments we mentioned that the infrastructure side of things, which would be more directly impacted by some of those federal spending dollars, we have yet to see that pick up in a meaningful way. And so I would expect that, you know, as those dollars are released, it's kind of a future benefit later this year really into next year that we would begin to see some of those dollars really impact backlog and ultimately our revenue.
Naim Kaplan, Analyst at Deutsche Bank
Got it. That is helpful. And then one question on ERS, if I may. So yeah, ERS average fleet utilization reached 81.6%. So you know, this utilization is at the very high end of your historical target ranges with, you know, with a young average fleet of about three years. Is 81 to 82 a sustainable run rate in the supply environment, or should we model a normalization back down to the high 70s as your raised net rental capex brings new fleet online in the second half?
Ryan McMonagle, CEO
I think that low 80s is a good spot to live, right. You know, and I think a couple things are benefiting that, right. You mentioned the fleet age, which I think is positive. And then certainly as you're heading into a transmission cycle, those projects are generally longer duration projects, you know, which should benefit utilization kind of where it is or even climbing into the fall, which is generally what happens in our business.
Naim Kaplan, Analyst at Deutsche Bank
All right, thank you very much. I'll pass it on.
Ryan McMonagle, CEO
Good to talk to you.
OPERATOR
Your next question is from Justin Hawk from Baird. Your line is now open. Please go ahead.
Justin Hawk, Analyst at Baird
Oh great. Yes, I guess, Chris, you kind of answered this question with the seasonality, but I was just wondering if you could quantify pull forward of orders that you saw in 2Q that were expected in 3Q. And then I guess maybe a broader question is just is some of that people converting from what would otherwise have been a rental and they want to own equipment ahead of kind of, you know, long term visibility or what's driving that?
Ryan McMonagle, CEO
Yeah, I'll let Chris start maybe on seasonality, Justin, then I can give you some commentary on what's driving it.
Chris Epergesi, CFO
Yeah, Justin, it's hard to quantify because there would have been pull forward and push out last year as well. And so I don't want to give a gross number when it really should be a net number. But, you know, it was tens of millions I guess between both new sales and used sales. But again, last year there would have been a similar pull forward related to some of the pre-buy, pre-tariff to get ahead of the tariff pre-buy last year. And I'll let Ryan answer the second part.
Ryan McMonagle, CEO
Yeah. And then, Justin, we've talked about this in the past and certainly when, you know, several years ago when the business was performing well. But we see kind of that some of that pre-buy is just a good indicator of long term return. And so some of that showed up, and Chris mentioned things on both sides, but some of that showed up in our rental asset sales line. And that was customers who want to go ahead and have their equipment for the long term.
And so, you know, that's, we take that as a good indicator of future demand as well.
Justin Hawk, Analyst at Baird
Great. And I guess my second question. I apologize if you gave this number, I didn't hear it, but obviously the levered free cash flow guidance isn't changed. But you did talk about, you know, holding the inventories up or I guess investing a little bit more there; they were up sequentially. Are you still expecting kind of 100 million of inventory benefit for the year? And I think, you know, on a working capital basis I think it was supposed to be closer to 30 to 40 million.
Just trying to see if there was any change in kind of the inventory expectations sitting here today.
Chris Epergesi, CFO
That is still our target. I think more importantly we still feel comfortable we'll be above the $50 million of levered free cash flow. How that comes — EBITDA growth versus net working capital versus other potential cash flow triggers — they're kind of moving parts. But I think we still feel like there's a path to get the numbers that you just quoted.
Justin Hawk, Analyst at Baird
Great, thank you.
OPERATOR
Your next question is from Scott Schneeberger from Oppenheimer. Your line is now open. Please go ahead.
Scott Schneeberger, Analyst at Oppenheimer
Thank you very much. Good morning all and congratulations on the strong quarter. Ryan, I very much appreciate the transmission demand super cycle phrase coined. I'd like to dig in a little bit there. Could you maybe take us a little bit deeper about what is driving in transmission, you know, what you're seeing there, how sustainable is it, why coining it a super cycle, and then maybe some digging into just some other verticals that are very strong.
Are you seeing a lot of data center and obviously transmission-related enabling power tied to it? Just a bit digging in more to the end markets. Thanks.
Ryan McMonagle, CEO
Yeah, no, good to talk to you, Scott. And happy to do that. There's a couple things I think that we're really lasered in on. One is obviously a lot of what our customers are saying. So both our public company customers and kind of what they've reported even in this quarter and how they're talking about it. But maybe more importantly for us is what our kind of day-to-day conversations are with those customers. And so there's a lot of planning going on for new lines that are being prepared, that are being designed and that the equipment is beginning to be staged.
And so for us that's really kind of that indicator of, hey, this is a long term cycle. So it's projects, you know, that don't begin until 2027 and going into 2028 as well. And so I think that's where, you know, the tone of the conversation has changed meaningfully. So obviously that's what we're listening to most closely. A lot of kind of the industry aggregators of what's going on with line miles and completes and expected starts obviously is strong and is encouraging there as well.
So I'd say that's kind of the fundamental thing, Scott, that really gives us comfort that this is the beginning, early innings beginnings of a very long cycle here, which generally is how transmission plays if you look back historically as well. So I'd say that's certainly where the strongest is. And then to ask about some of the other end markets, distribution is still good. It does feel like maybe there are some IOU dollars shifting from distribution and transmission to meet the demand that we're seeing in the short term. And then you're right, Scott. Things like data centers are a good tailwind for us, you know, but not fundamentally what's driving kind of the growth that we're seeing in the T&D end market.
Scott Schneeberger, Analyst at Oppenheimer
Thanks, appreciate that, Ryan. Then can we talk a little bit about pricing? Obviously a lot of dynamics impacting how pricing is right now, how it is going to be going forward. OEC yield on rent has been accelerating in each of the quarters of the first half, coming into some tougher comps and obviously engine changes into next year. Can you just speak about appetite of the customers on taking pricing? It seems like it's pretty good right now and there's understanding of cost pressure.
But just where you think that can go over, let's say, the next two to six quarters, please.
Ryan McMonagle, CEO
Thanks. I'll start, and Chris, you can kind of give some historical perspective too. But look, Scott, two things are going on right now. There's obviously when there's strong demand, you know, we obviously want to be competitive in price and take price kind of where we can. The other dynamic that we've talked about too is as transmission picks up, right, it's generally at a higher on-rent yield than distribution. And so you're seeing a little bit of that impact in our business today as we talk about this transmission super cycle or this period, right, that we're going into.
So I think we talked about on On the Q1 call, we took price up about 5%. And obviously, the way that gets applied is it's not just a peanut-butter spread, but we took price up about 5% at the very end of last year, beginning of this year. Chris, you don't have anything else? Probably the only other thing I would add, you know, is we've talked about kind of wanting to live in that 15% to 18% range on new sales. You know, we're at the lower end of that range right now, and largely that was driven in this quarter by really high volume with some mix to some larger customers and then some product mix. But, you know, we still feel comfortable that we can live in that range, you know, and get, you know, certainly towards the higher end of that range as demand continues to be strong in the next year.
Scott Schneeberger, Analyst at Oppenheimer
Thanks. And just following on that, how important a driver is it of margin expansion, and what do you see as the primary drivers of margin expansion in the SER segment? That's all. Thanks.
Chris Epergesi, CFO
I can start. You know, we've lived in that mid-70% kind of gross margin range, certainly on the rental side, which we think is a good spot. You know, we typically have said we want to be in the kind of low to mid-70s, and we're at the high end, or that higher end, of that range. You know, I guess the way to answer it is we think that's sustainable. You know, there could be some upside there, but we feel really comfortable kind of where we're living right now in that mid-70s percent range.
Scott Schneeberger, Analyst at Oppenheimer
Thank you.
OPERATOR
Thanks, Scott. There are no further questions at this time. I will now turn the call back to CEO Ryan McMonagle for closing remarks.
Ryan McMonagle, CEO
Thanks, everyone, for your time today and your interest in Custom Truck One Source. We appreciate the continued engagement and look forward to updating you next quarter. In the meantime, please don't hesitate to reach out with any questions. Thank you again and have a great day.
OPERATOR
This concludes today's call. Thank you for attending. You may now disconnect.
Disclaimer: This transcript is provided for informational purposes only. While we strive for accuracy, there may be errors or omissions in this automated transcription. For official company statements and financial information, please refer to the company's SEC filings and official press releases. Corporate participants' and analysts' statements reflect their views as of the date of this call and are subject to change without notice.
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