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MasTec is an infrastructure construction company operating primarily in the U.S. and Canada. The company builds infrastructure for wireless and wireline/fiber communications, clean energy, pipeline infrastructure, power delivery services such as electrical and gas transmission, industrial and heavy civil infrastructure, and water infrastructure. MasTec’s customers are in utilities, communications, and government.

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MasTec (MTZ): Company Profile, Stock Price, News, Rankings

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MasTec

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Hello, and thank you for standing by. Welcome to MasTec Third Quarter 2025 Earnings Conference Call. At this time, all participants are in listen-only mode. After the speaker's presentation, there will be a question-and-answer session. To ask a question during the session, you will need to press star one one on your telephone. You will then hear an automated message advising your hand is raised. To withdraw your question, please press star one one again. I would now like to hand the conference over to Chris Mecray. You may begin.

Good morning, and thank you for joining us for MasTec Third Quarter 2025 Financial Results Conference Call. Joining me today are Jose Mas, Chief Executive Officer, and Paul Dimarco, Chief Financial Officer. We've prepared slides to supplement our remarks, which are posted on MasTec's website under the Investors tab and through the webcast link. There's also a companion document with information and analytics on the quarter and a guidance summary to assist in financial modeling. Please read the forward-looking statement disclaimer contained in the slides accompanying this call. During this call, we'll make forward-looking statements regarding our plans and expectations about the future as of the date of this call. Because these statements are based on current assumptions and factors that involve risks and uncertainties, our actual performance and results may differ materially from our forward-looking statements.

Our Form 10-K, as updated by current and periodic reports, includes a detailed discussion of risks and uncertainties that may cause such differences. In today's remarks, we'll be discussing adjusted financial metrics reconciled in yesterday's press release and supporting schedules. We may also use certain non-GAAP financial measures in this conference call. A reconciliation of any non-GAAP financial measures not reconciled in these comments to the most comparable GAAP financial measures can be found in our earnings press release slides or companion documents. I'll now turn the call over to Jose.

Thanks, Chris. Good morning, and welcome to MasTec's 2025 Third Quarter Call. First, some third quarter highlights. Revenue for the quarter was just shy of $4 billion, a 22% year-over-year increase. Adjusted EBITDA was $374 million, a 20% year-over-year increase, and this growth performance was the highest level since the first quarter of 2024. Adjusted earnings per share was $2.48, ahead of consensus by nearly $0.20. Despite a revenue record quarter, backlog at quarter end was $16.8 billion, a roughly $325 million sequential increase, with every segment delivering backlog growth. In summary, we exceeded guidance across each of our revenue, EBITDA, and EPS metrics, representing a strong period of execution for MasTec.

This strong result is, in part, a testament to the scale and diversification we have achieved for MasTec over time, and we are excited about our outlook for the balance of the year and beyond, given clearly positive market conditions across all end markets we serve. I'd like to point out some further highlights about our quarter. Our communications segment grew revenues 33% year-over-year, and EBITDA increased 38%, all organic. EBITDA margins for the segment improved 40 basis points compared to last year's third quarter. Our clean energy and infrastructure segment grew revenue by 20% year-over-year, and EBITDA improved 36%, virtually all organic. EBITDA margins for the segment improved 100 basis points compared to last year. Our power delivery segment grew revenues 17% year-over-year, and EBITDA increased 21%, all organic.

EBITDA margins for the segment improved 30 basis points compared to last year, despite a difficult year-over-year storm emergency response comparison that tends to be very profitable. These three segments make up our non-pipeline segments, which grew revenues by 22% for the third quarter compared to last year, EBITDA by 31%, and achieved a 60 basis point improvement in EBITDA margins, again, virtually all organic. We highlight this because of the significant investments we've made to diversify our business and position us to participate and benefit from the changing landscape of both power generation and delivery. Our solid execution across these segments, coupled with the expectations of significantly improved pipeline market as natural gas plays a much larger role in future energy generation, positioned MasTec for continued growth and strong financial performance.

MasTec's total backlog remained very healthy in the third quarter, reaching another record level despite significantly increased volumes burn experienced during the period. Third quarter backlog increased 21% year-over-year and was up slightly sequentially with a book-to-bill ratio of 1.1 times. While the sequential backlog included a solid 8% increase from our pipeline segment, our visibility in that segment is considerably better than backlog suggests. We continue to expect further backlog growth in the current quarter and to end the year at another record level. Turning to some segment highlights. In our communications segment, the telecom infrastructure market remains dynamic. Our customers are making significant and growing capital investments to support broadband delivery across the country to replace older cable delivery systems and, more recently, to enable enhanced artificial intelligence applications.

Third quarter revenue easily exceeded our planned contribution from nearly all of our top 10 customers, with higher capital spend seen in multiple regions across wireless and wireline construction, resulting in an impressive 33% growth rate versus prior year in the quarter. As expected, margins reached double digits and increased 140 basis points sequentially, as well as 40 basis points versus the prior year. Still, the 11.3% EBITDA margin leaves room for improvement as investment requirements for growth moderate. We believe we continue to have significant margin opportunities looking forward. MasTec's wireless business continues to see solid growth from both geographic expansion and providing new and broader services to existing customers. On the wireline side, demand strength continues to be supported by substantial broadband infrastructure build-out by legacy telecom players, cable operators, as well as newer end-to-end fiber overbuilders.

This race to connect consumers to broadband fiber continues, and we are well positioned to execute deployment nationally. Further, middle-mile broadband build-outs have emerged as an additional growth driver for years to come, and Hyperscaler CapEx associated with the data center build-out is contributing to this additional growth for fiber deployment. Our contract with Lumen, which has begun to ramp up in recent months, is anticipated to drive solid and visible growth for our business in 2026. Turning to power delivery, while third quarter financials were solid, profit and margin year-over-year comparisons were impacted in the period by a lack of storm-related restoration services against a more normal comparison in the prior year, as well as lower-than-planned volume from our Greenlink project due to permitting-related delays, as has been reported in the press in recent weeks. We have factored both changes into our full-year outlook as well.

Despite these challenges, we expect our power delivery segment to achieve double-digit growth in both revenues and EBITDA for full year 2025. Further, our bullish stance on overall grid investment demand remains undiminished, and feedback around load growth and capital spend projections by our power delivery customer remains very positive. Implied requirements for grid investments in the coming years are substantial. We see ongoing growth of anticipated power demand set against an aging infrastructure that does not meet either the capacity or the physical location of the sources of incremental supply and demand. We continue to expect large CapEx commitments across transmission, substation, distribution, as well as new generation capacity. Third quarter backlog for power delivery increased 11% versus the prior year quarter and increased slightly from second quarter despite an increased burn rate.

Post quarter end, I'm pleased to announce that our transmission and substation group within our power delivery segment was awarded its second-largest project ever, trailing only Greenlink project in size. We expect the project to start in mid-2026 and to be added to backlog by year-end. We will discuss this project in more detail on our year-end call. Turning to our clean energy and infrastructure segment, while Adjusted EBITDA increased 36% year-over-year, I'd also like to highlight that we have more than doubled our EBITDA from the segment versus the first quarter, demonstrating the considerable progress we've made during 2025.

Renewables demand remained very healthy in the period, and we were pleased with execution for the business, which saw significant growth both year-over-year and sequentially while meeting our margin target of high single digits, consistent with the prior quarter and improved from the prior year as we continue to benefit from enhanced focus on execution and working closely with our trusted partners. Our industrial and infrastructure business continued to show collective growth, with execution on key projects showing results and reflected in strong margin outcomes. We are excited about future growth here from both ongoing transportation and other infrastructure opportunities and from substantial growth potential related to data center build-outs, including both civil work as well as behind-the-meter power infrastructure. Overall, backlog for clean energy and infrastructure of $5 billion increased 21% from the prior year and 2% sequentially, with a book-to-bill of 1.1 times.

This included a nine-straight sequential increase in renewables backlog. It's important to note that reported backlog is only estimated 18-month backlog. A number of our recent wins have been for projects with late 2026 starts where only a portion of the estimated revenue is included in backlog. While our renewable growth will be driven mostly by solar, we've been very successful in securing wind projects for 2026 and beyond. We believe we are well positioned at current backlog levels for strong continued growth in this segment. Turning to our pipeline infrastructure segment, we saw revenues increase 20% year-over-year as we returned to growth after lapping the challenging comparisons of the wind-down of the MVP project. The third quarter represented the best margin performance for the year for our pipeline segment.

While still down from the previous year, we expect continued margin improvements and expect our fourth quarter to be the highest margin quarter of the year in this segment, setting us up very well as we enter 2026. This margin improvement, coupled with expected revenue growth, creates significant opportunities for earnings growth in 2026 and beyond. Total pipeline backlog increased 8% sequentially to $1.6 billion and more than doubled from the same period a year ago. We added more than $600 million of new bookings in the period and saw a book-to-bill ratio of 1.2 times despite the higher level of burn. Third quarter backlog saw the inclusion of our activity on the Hugh Brinson project, which actually started in the third quarter. We don't normally call out specific projects on our calls, but this project is a good example of how pipeline work is being awarded today.

While rumors of our involvement in this project started in the first quarter, we received final signed contract documents just this quarter and physically started work shortly thereafter. I say all this to highlight that while backlog is an important metric in this segment, our visibility into future work is far greater than just backlog. There are a number of projects that we will build starting in 2026 where final contract documents may not be completed and thus not reported in our backlog until close to project kickoff, as all variables get included in final contractual documents. We remain optimistic and confident in both the short and long-term growth outlook for our pipeline segment.

Gas fiber generation will be a critical source of incremental baseload power generation for decades to come, and our customers are getting ahead of the process to supply this important demand source while also meeting the needs of near-term LNG export demand growth and continued demand at the consumer level to replace fuel, oil, and other sources. In summary, we are pleased with our third quarter results and maintain strong confidence in expected growth based on drivers and powerful demand drivers across each of our businesses. In addition, we are continuously looking for ways to optimize our operating model to generate the best possible margin outcome, and we see multiple levers to achieve better margins as we look ahead. We remain very excited about the opportunity for MasTec and our investors over the coming years. As always, our enthusiasm for the outlook is grounded in execution.

In the hard work of every person on the MasTec team, I'd like to thank all of our people for their continued commitment to our corporate values of safety, environmental stewardship, integrity, and honesty, all while serving our customers diligently and ensuring the delivery of a great work product. Thank you all. I will now turn the call over to Paul for our financial review. Paul?

Thank you, Jose, and good morning. As Jose mentioned, we are pleased with our strong third quarter results driven by continued sequential volume improvement and solid execution across our operating segments. Looking ahead, our customers continue to highlight a growing need for MasTec's broad service offerings to meet their infrastructure development goals, giving us high confidence in the growth trajectory of our business across all four operating segments. Infrastructure investment needs across communications, energy, and power sectors, as well as civil and commercial infrastructure, remain in the strongest position we can recall and reinforces our positive outlook for years to come. Now, looking at our third quarter segment performance. Our communications segment continues to produce substantial and robust growth, with revenue of $915 million topping our forecast notably in the third quarter, generating 33% year-over-year growth.

The business remains well positioned to leverage strong demand for both our wireless and wireline service offerings, including an increasingly diverse customer set seeking to deliver broadband telecom infrastructure to both residential and commercial end users. Third quarter EBITDA margin was 11.3%, an increase of 40 basis points versus 10.9% in the prior year and a notable 140 basis point increase from the second quarter. We've reduced our full-year margin guidance slightly to reflect investments made to support our strong organic growth rates. The overall telecommunications end market and our visibility remain strong, with third quarter backlog totaling $5.1 billion, a small increase sequentially despite the record quarterly revenue in the period. MasTec's power delivery segment also continues to post significant growth, with a 17% increase in the third quarter following a similar year-on-year growth rate in Q2.

We continue to see strong growth opportunities across the country through our diverse service offerings that enable our customers to invest in upgrades and new capacity across the U.S. power grid. Our updated guidance does reflect a lower level of activity than previously expected on Greenlink in the fourth quarter as our customer works through isolated delays due to permitting. We are actively constructing other components of the project, and we expect that to continue. EBITDA margin of 9.4% for the third quarter increased 30 basis points from the prior year and 70 basis points sequentially, but fell below our low double-digit forecast for the period. While an encouraging result in most respects, the outcome was impacted by project mix versus our forecast. We continue to expect improvement in the margin performance of our base business over time through continued strong execution, operating leverage, and project mix.

In our clean energy and infrastructure segment, total revenue for Q3 of $1.4 billion represented a strong 20% increase from the prior year and similar 21% increase sequentially as our renewables business ramp continued as planned. Overall segment revenue was about in line with our third quarter target, with renewables meeting forecast while growing almost 50% year-over-year on record demand for new renewable power installations. Third quarter CE&I EBITDA increased 36% year-over-year, significantly outpacing the revenue increase as margins in the segment increased 100 basis points to 8.5%, as well as 110 basis points sequentially. Renewables margin was stable sequentially as expected at high single-digit levels, while we captured anticipated operating leverage across industrial and infrastructure from higher volume and strong operating execution.

CE&I backlog, which totaled just over $5 billion, benefited from solid new bookings across all business verticals, contributing to the 21% increase from the prior year third quarter and a 2% sequential increase. We have substantial renewables backlog in place now to support a strong 2026 outlook, which we expect to show solid growth versus 2025. Our industrial and infrastructure business are also well positioned to continue to win work in the balance of the year to support a higher backlog at year-end and ongoing volume growth into 2026. Turning to pipeline infrastructure, third quarter revenue of $598 million was an impressive growth rate of 20% from prior year and an 11% increase sequentially as the business ramps from volume lows seen in the first quarter.

The pickup is inclusive of a broad-based increase in gas pipeline work nationally, though the beat versus plan of over $20 million was led by New York ramping new work in the southern regions. EBITDA for the quarter of $92 million with a 15.4% margin met guidance of mid-teens for the segment. The comparison to the prior year on a margin basis remains challenged by the current ramp of new work versus the prior year outcome positively impacted by project closeouts. Pipeline backlog of approximately $1.6 billion increased 8% sequentially and 124% from the prior year, with new awards totaling over $600 million in the quarter, offset in part by increased burn rates. We again saw diverse project awards, including the large job Jose mentioned, as well as a number of smaller midstream project wins in the period.

As Jose noted, we're pleased with the overall strong demand set and opportunity pipeline and have received significant verbal awards that we expect to convert to backlog in coming periods as we get closer to construction start dates, usually within 30 days of mobilization. As a result, the impact of new awards to our pipeline backlog may be less pronounced than in other segments. Our excitement for this oncoming investment cycle continues to accelerate, and we foresee solid growth in our pipeline segment for 2026 and beyond. Regarding our overall progress of margin expansion, we are pleased with a consolidated result of 9.4% in the third quarter, which was a really strong 160 basis point improvement from 7.8% in the second quarter and a fairly dramatic lift from the starting point of 5.7% in Q1.

The margin progression we have now recorded comes from our continued focus on operating productivity and cost management, as well as solid operating leverage as our volume has increased. We have noted an expectation of full-year double-digit margins as our midterm objective, so we still have some work to get there. Our third quarter results, while improved, were generated by project mix and productivity that is, as of yet, still not fully optimized. The bottom line is we continue to expect annual positive margin progression, which will continue to be a primary focus for MasTec. Regarding our updated consolidated guidance, our supplemental guidance document for segment and other financial guidance details is now posted to the IR website. We are increasing 2025 full-year revenue guidance to $14.075 billion with Adjusted EBITDA of $1.135 billion, slightly above the low end of our previous guidance.

Our revised outlook reflects higher than previously anticipated levels of communications and pipeline activity, offset by lower power delivery revenue than previously expected due in part to timing of activity on Greenlink in Q4 as our customer works through the isolated permit delays. Adjusted EPS is forecast to be $6.40, up 62% versus 2024. We generated cash flow from operations of $89 million in the third quarter and free cash flow of $36 million, slightly below our expectations. Our strong sequential revenue growth and associated higher working capital investment, as well as higher capital expenditures to accelerate growth, impacted these results. We continue to expect $700 to $750 million of cash flow from operations for 2025, assuming DSOs average around the mid-60s for the year.

We ended the quarter with total liquidity of approximately $2 billion and net leverage of 1.95 times, and we expect further leverage improvement by year-end given earnings and cash flow expectations. As I noted last quarter, our strong balance sheet provides us significant financial flexibility to pursue a disciplined, return-focused capital allocation strategy. Our top priority remains supporting our robust organic growth opportunities through investments in equipment and capacity expansion, where we see compelling returns. We will also continue to evaluate opportunistic accretive acquisitions that complement our existing service lines, consistent with our long-standing approach. In addition, we maintain a share repurchase authorization and will deploy capital to buybacks opportunistically. This concludes our prepared remarks. I'll now turn the call over to the operator for Q&A.

Thank you. Ladies and gentlemen, as a reminder to ask the question, please press star one-one on your telephone, then wait for your name to be announced. To withdraw your question, please press star one-one again. Please stand by while we compile the Q&A roster. Our first question comes from the line of AT Modak with Goldman Sachs. Your line is open.

Hey, guys. Thank you for taking my question. Jose, on the pipeline backlog, thank you for all the color. Curious if you're able to directionally guide to the level of revenue that these projects and ongoing conversations could lead to for 2026 and maybe even give us a sense of what that backlog growth looks like in the near term given all these conversations.

Good morning, Adi. One of the reasons we really tried to highlight a specific project on today's call was to kind of talk about the change that we're seeing in how pipeline work is being awarded. I remember years ago when we would have these calls, we would talk a lot about book and burn. The reality is that the business, the way it is today, it's almost returning to that level. We've got commitments from customers on specific jobs. They want to leave the books open to kind of get all the details of the project done by the time they sign a contract. We're, quite frankly, ready to start construction, which is very favorable from a risk profile perspective, where it doesn't work because it doesn't give the street great visibility into our backlog. Conversely, we do have that visibility, right?

When we've talked about the strength of our pipeline market, we're more optimistic today than we've been. On our last call, we talked about reaching or exceeding historical high levels of revenue. I can tell you today we're more confident about our ability to achieve that now than we were then. It's not for 2026. This is not a 2026 story. I think we'll grow the business double digits in 2026, but really the growth is going to be substantial in 2027 and beyond from what we're seeing from the projects that have been committed to us. It's extremely exciting. Again, from a margin perspective, it's a business that we've struggled with on a year-over-year comparison this year because of the closeout of MVP and the lower revenue levels. We're going to see that business get back to a strong margin profile in Q4.

It obviously had significant improvements in Q3 at 15.4%. We expect to do a lot better than that in the fourth quarter. That bodes really well entering 2026 and beyond. We're excited about our margin potential in the business, and we're more excited about the revenue opportunities for beyond 2026 and into 2026. Exciting times.

Thank you for that. I know you gave the color on the capital allocation strategy. I guess on the organic growth side, can you remind us what the CapEx level should be on a run rate basis as we consider the opportunities out there? Also, on M&A, I know you've spoken about a third transmission line capability down the road and need for M&A around that, but curious if, given what's going on in the market, you would look at something on gas power generation as well.

This is Paul. I'll start with the CapEx question. In the near term with the outlook we have for pipeline, which is our most capital-intensive end market, you can expect CapEx to run in front of depreciation a little bit, right? Depreciation is running about $300 million right now. You should expect it to be north of that, probably around $350 million going into 2026. It depends where the growth comes from. Obviously, we have other segments that are much less capital-intensive. That's kind of a near-term, maybe 2026, 2027 view.

On M&A strategy, I'd say a couple of things. Our focus hasn't changed. We will be more active in the M&A space going forward. As it relates to power generation, I think we've historically had an industrial business that we've done some projects. We haven't really done combined cycle. I don't know that that's an area that we would get into. At the same time, one of the fascinating things about our business today is I think everybody's being asked by customers to really look at different things and different opportunities, which creates new opportunity revenue streams for all of us in the space. I think you'll see MasTec pick up its share of that as well.

Our next question comes from the line of Jamie Cook with Truist Securities. Your line is open.

Hi, good morning, and congrats on a nice quarter. I guess my first question, Jose, can you just talk about the permitting issues with Greenlink and how that impacted your guidance? Did I just assume that's a change in your power delivery revenues and then the potential risk that you see on Greenlink in 2026 and the potential to offset that? That's my first question. My second question, obviously, a lot of large work out there across multiple segments. You're on Greenlink, Hugh Brinson, you won another pipeline job. Just wondering, I guess across each segment or across the company, given your number of employees you have today and the size of your company, how many large projects do you feel comfortable taking at one time, just given the risk profile of larger projects, just from an operational execution standpoint, just how you're thinking about that? Thank you.

Jamie, I think you got a lot of questions into that one question, but let me try to start from the top.

Look, our fourth quarter change is primarily Greenlink. That's what it is, right? We're at the lower end of the range that we had originally put out for Q4. The difference between the low end of our range and the high end of our range for Q4 was about $30 million of EBITDA. That's all coming out of our power delivery business for the most part, and that's the big change. As it relates to Greenlink, we've said a lot historically. It was an incredible win for our company. We're really excited to be working with the customer. Obviously, they're facing some challenges on permits, quite frankly, that were originally issued and are now being reviewed. We've said that we expected the run rate on that project to be $300 million-$500 million a year over a number of years.

We gave more clear guidance over time on 2025 of $375 million-$425 million. The truth is that for 2025, we're going to end up, it's more like somewhere in the $250 million range. It's a significant difference from what our expectations were of ramp in the second half of the year. With all that said, that project will be built. It's an exciting project. We will build it. We're hoping that the time schedule doesn't really change from a completion perspective, which is just going to increase the load on that project over the coming years. We announced today another transmission and substation job within that business, which is the second largest award we've ever gotten within that group. That will help, obviously, in 2026.

We're hoping that that's additive to what we would have done with Greenlink, but at a minimum, it will significantly help offset it if that becomes the case. We expect Greenlink activity to increase in 2026 versus 2025 from current levels. The story in our mind is really solid. It's intact. When you talk about large projects, I think it's almost important to really, I'm switching subjects now to the large project part of your question. I think it's important to kind of think about different businesses, right? We don't really have large projects in communications. In pipeline, for the most part, it's a project-oriented business. We don't have projects like MVP anymore. The projects will be smaller in scale, which were a lot more like the projects we've historically built. I think we have an enormous amount of comfort, as should our investors, relative to that.

When you think about our clean energy and infrastructure business, we've got a nice maintenance business there, our infrastructure business. At the same time, there are more projects there. You should feel comfortable. The level of performance in that business, again, we've doubled profitability since the first quarter. I think people should have comfort around that. When we talk about power delivery, it's a $4 billion segment of that business. 80%-90% of that business is maintenance-driven. It's MSAs. It's working for utilities every day. It's working on distribution lines. It's working on substations. It's a very recurring, predictable business. We've highlighted the project end of that business because it's where we were the smallest, right? Greenlink was really the first of many projects that we felt could grow our project orientation around that market. Let's take a step back.

17% revenue growth in the quarter from a revenue perspective in power delivery. 21% EBITDA growth. For the year, we're expecting 13% growth in power delivery. 13% EBITDA growth. That's important because that's despite Greenlink not having the activity that we expected. Had Greenlink had the activity, obviously, those numbers would be a lot bigger. The project portion of our power delivery business is one of the biggest growth potentials that MasTec has. It's one that we need to cultivate and build. It doesn't risk the portfolio because it's such a small percentage of MasTec's overall business, but it is important to the growth of our power delivery business. I'd say all this to say we're very excited about Greenlink. We're very excited about what the opportunity means. We're very comfortable with our ability to execute on that project at a high level.

We're super excited about our next win that we'll talk about more on our next call and what that means to MasTec and, quite frankly, potentially future wins that exist. I think our investors should have tremendous comfort around how we've grown the business, how we've thought about the projects, how we've thought about the risk profiles, and the opportunities that they bring to MasTec.

Thank you. Appreciate the color and congrats.

Thank you. Our next question comes from the line of [Philip Xing] with Ross Capital Partners. Your line is open.

Hey, guys. Thanks for taking the questions. Just wanted to check in with you guys on next year. Do you think $8 of EPS is still on the table for next year, or can we assume that this has potentially moved higher after your recent wins? Thanks.

Thank you for the question. A couple of things, right? When you look at consensus out there, we haven't given guidance. Consensus today is 10% revenue growth on a year-over-year basis, 20% EBITDA growth on a year-over-year basis. We've said that consensus relates to north of $8 a share, which is 25% EPS growth from 2025 to 2026. I tell you today we're really comfortable with where consensus sits. We're working really hard to obviously continue to grow and build our business. I think just where consensus stands, right? 10% revenue growth, more than 20% EBITDA growth. Those are fantastic statistics, right? In a company that's done most of its growth on an organic level, that's nothing to sneeze at. We're proud of that. We hope to do better. Yes, we're comfortable with where the numbers sit today.

Great. Thanks, Jose. That's very helpful color. Shifting to margins, it sounds like next year the margin expansion narrative is very much on the table. I just wanted to touch on Q4 specifically. Can you help us understand the basis point impact from OpEx investments versus gross margin percentage? Is the gross margin % holding up in Q4? Thanks.

Yeah. The way we think about it, right, is, again, we've had really high levels of growth. Unfortunately, with really high levels of growth, you have certain investments that are made to execute on that growth. Not all of our growth is same-store sales. We've kind of used that example historically where same stores is a lot easier to grow with because you already have an office, you have people, and you're just incrementally growing revenues, which is what you want to do to increase margins over time. We've expanded in a lot of new geographies. We've opened a lot of new offices. We're working for new customers, and those require more investments. I think that when you look at the margin profiles that we've laid out from the beginning of the year, we've got some puts and takes. Some businesses are doing better, some are doing slightly worse.

I think it's all driven by that, right? We've made significant investments to the growth profile. Those investments will pay off. I can tell you that as a company, one of our major focuses is definitely on margin improvement. We think we've got room, quite frankly, across all of our businesses. Again, when we think about fourth quarter, we think the major change is really what's happening in power delivery. If you look at it, we've had some questions overnight around communications and their margins. The reality is if you look at EBITDA dollars on where we guided versus where consensus was, it's no different. We just have a little higher revenue. That talks to the impacts of investment and growth. We're really comfortable where we're at. We know we can do better, which I think is a positive. We've got to execute on that.

We feel really good about where our business stands and the opportunities ahead of us.

Our next question comes from the line of Steven Fisher with UBS. Your line is open.

Thanks. Good morning and congrats. Just to follow up on that last question, maybe more specifically to the communications segment. It seems like there really is a broadening set of opportunities there. You did call out some of the investments that you're making. Can you just talk about the shape of those investments? Is there a lot more that you need to go, or are you sort of at the peak point of that, and just how the margins can evolve there over the next year or two?

Thank you, Steve. I'd highlight a couple of things. First, margins improved 40 basis points year-over-year to 11.3%, which is one of the highest levels that we've had in a long time. When we think about fourth quarter, we're showing almost 100 basis point improvement on a year-over-year basis for the quarter. Also, we think really solid. I think we're headed in the right direction. At the end of the day, that business is going to grow almost 30% on a year-over-year basis, which is just a staggering number, again, organically. A lot of that has to do with investments in new geographies. Those investments are harder because you're opening new offices, you're either moving people or hiring new people, and it takes longer for those investments to translate into earnings, right? I think we've been doing that for a long time.

We're seeing the results of those earlier investments already in our numbers, or we wouldn't be able to hit these, right? It's a lot of the stuff that has been done more recently that's having the negative impacts or really the drag. Again, we're working our way through that. We have opportunities for further growth in 2026. The market is really hot. I think that with all of the changes that we've seen in the government, and I know we've talked about BEAD for a really long time, but I actually now believe that BEAD is going to have a pretty significant impact on our business and our customers because of how it's changed in the profile of customers that's going after it. I feel really comfortable that that's going to be a further growth driver as we think in 2026.

Everything that's happening with data centers and AI and the need for fiber and the middle-mile fiber growth that we're seeing is just providing tremendous opportunity for us across the country. As we obviously increase in size, the growth requirements moderate because we're in a lot more places, a lot more geographies. We feel really good about the progress that we made this year in the growth of that business and really what it's going to translate over time.

Thanks. If I could ask a follow-up on the power delivery side, you talked about not having as much revenue on Greenlink this year, and that's taking some of the profits down. I guess on the bigger picture about the project itself, does this delay impact the overall expected profitability for the whole project, or is it just a push-out in timing? The bigger picture question is, as this translates to sort of a thought on risk for overall transmission projects that you're going to be taking on over the next couple of years, how should we think about the risk approach that you're taking there? Is this sort of like a reminder that you should be kind of very prudent in the risks you're taking on in these transmission projects? Thank you.

Steve, I think we've got to be prudent in all risks that we take in all jobs and all of our businesses. I think that's where I think we've been great stewards of MasTec in really understanding the risk profiles that we're committing to and contractually protecting ourselves against those. As it relates to Greenlink, we're working with our customer. We have a high level of confidence in both our and our customer's ability to get that project done and to get it done safely and timely. We do not expect any impact or profitability whatsoever on that project over the period, other than obviously it being in different periods than what we originally expected. Our confidence and our excitement around Greenlink is unchanged. We expect it to be a very successful project for both our customer and MasTec. We'll provide more updates as they come.

We don't expect any negative impacts in 2026, other than from a revenue perspective, what it could be to what it ultimately is. It's just going to compress the timeline.

Please stand by for our next question. Our next question comes from the line of Andy Coplewitz with Citi. Your line is open.

Jose, Quanta yesterday talked about a total solutions opportunity for Hyperscalers. We know you don't have the same exact portfolio as them, and you talked about not being particularly excited to do combined cycle, but you do have significant capability to help data center customers. What's the probability that we'll see something like that, like a total solution set of projects for MasTec starting in 2026? Could you update us on the journey to a billion dollars that you originally discussed you could do with data center customers?

I'd answer the first part of your question just by saying very high, and I'd answer the second part of your question by saying I think that. Obviously, data centers offer an incredible opportunity to companies like MasTec in our industry. We're involved in a number of different things already. When you think about what's happening on power, when you think on what's happening on fiber, directly for data center builders, right, we're looking at we've been working on the civil side for a long time. We've talked about it. We're working on the infrastructure side. I think our ability to take a larger role and a more important role as we think about those projects on a future basis and really capture a higher percentage of that revenue, again, is extremely high.

Great. Could you give a little more color into what's going on in clean energy? I think 8.5% of EBITDA margin is a high watermark for MasTec. I understand Q3 is a seasonally good time of year. Do you think margin on an annual basis can continue to push higher in that segment? You did lower your revenue outlook slightly in the segment, though you're still going to do double-digit growth. How are you thinking about growth across clean energy going into 2026?

Again, great quarter, 20% revenue growth. More importantly, 36% EBITDA growth for the quarter. We've pretty much beat our margins every quarter there relative to what we've guided. I think we're somewhat conservatively guided for Q4. Hopefully, we can do that again. Business is doing really well. Again, our clean energy and infrastructure business is a combination of renewables and infrastructure. I think if you think about the infrastructure business, it's obviously a slower grower. That's a business that if we're growing at 10% a year is really solid. Our renewable business is obviously growing much faster than that. We're sitting on the highest level of backlog we've ever had in the business. We expect backlog to again increase in Q4. Incredible opportunities in front of us. A lot of backlog post the 18-month period where we don't even report. We're feeling really comfortable about where that business is headed.

I think it's going to continue to help drive significant growth in our clean energy business. Our margins have improved. We're hopeful we can sustain that and over time improve on that. All around, we're feeling really comfortable where we stand there and the opportunities for 2026 and beyond.

Our next question comes from the line of Justin with Baird. Your line is open.

Great. I guess I've got two ones, just a really quick one. I just wanted to confirm just on that Hugh Brinson project. Is the full value of that project in backlog? It looks like, I guess, it's supposed to complete at the end of 2026. I just wanted to ask that. My second question is just on the cash flow. Obviously, last year was a huge cash flow year. You've got pretty big guidance here for the fourth quarter ramp. I'm just curious, what are the contributors to that, moving pieces that drive the 4Q cash flow number? Thank you.

I'll cover the first part of the answer. The answer is on the main line, the answer is yes. There are pieces of that project that are potentially not in backlog yet.

Cash flow is just a function of the revenue cadence, right? We're forecasting revenue to contract sequentially in the fourth quarter. I think expect a little bit of DSO improvement. Got a little bit of degradation up to 69 days in Q3 that we expect to come back down to the mid-60s. The combination of those two is really what drives the release of the working capital investment in Q4. Thank you.

Please stand by for our next question. Our next question comes from the line of Julian Dumoulin Smith with Jefferies. Your line is open.

Hey, good morning, team. Thank you very much. Just wanted to follow up from my friend Steve Fisher's question here a moment ago. Can we go back to the comms business? Can we talk about the bifurcation? What's the growth in the wireline versus wireless? What's being implied for 4Q 2025 here? Just what's the cadence? Should we expect that to continue here when you think about that 33%? How are you thinking about that persisting? I hear a little bit of mixed commentary. Would love to hear how you break it out, especially in light of this Lumen contract.

Sure. I mean, there's no question that today our wireline business is bigger than our wireless business. It's been the case for some time. Our wireline business is growing faster than our wireless business. Our wireless business is predominantly, our biggest account there is AT&T. Obviously, their project with their Nokia Ericsson swap-out was a big driver of that. That project started, for all intents and purposes, in the fourth quarter of 2024. That has been a helpful driver in our 225 growth. Comparisons there get a little bit harder in Q4, so we've moderated our revenue growth in Q4 versus what we've been achieving for the first three quarters. With that said, our wireline business is growing very rapidly. I think, I don't have the exact number, but I believe our revenue growth in the fourth quarter is estimated to be in the mid-single digits.

Again, it's something that we're hoping to beat. Again, feel really good about where the business is and where it's headed.

Got it. All right. Fingers crossed on beating that number there, perhaps handedly. Maybe just on backlog real quickly, just to talk about this real quickly. It almost seems like there's a shadow backlog emerging here, if you want to call it that, for pipelines. Can you speak to a little bit of how to size that up? Relative to the $1.5 billion-ish of backlog you have in the pipeline business, any kind of order of magnitude, any way to think about it? Obviously, ET has got other projects like DSW coming up here. Anything that you can kind of point to that you'd flag? Maybe in a similar fashion, transmission project awards seem to be heating up here as well. You kind of alluded to sort of shadow backlog or opportunities there as well. If you can speak to it.

I think the best way we've been able to do that, right, is to talk about future revenue potential and pipeline. What we've said is, which is something that we would never have said a year ago or even probably six months ago, is we now see the ability to exceed historical high revenue levels in that business. To kind of remind everybody, historically, our high years in that business were about $3.5 billion in revenue. We're guiding it to $2 billion this year, and we now have a path to meet or exceed historical levels. I think that's the best way to kind of frame where we see the opportunity, again, not for 2026, but for beyond. I feel better about the opportunity to do that today than I did last quarter.

As it relates to transmission, to be clear, today we announced another win within that segment of our business, which will be substantial, which is important and is something that we'll kick off in the middle of 2026. We'll give more details on that project on our next call. We think a really important fact, we said a long time ago, we expected to win something else in late 2025, early 2026. I think it's something else that we're now able to deliver on, and again, we'll talk about that more on our next call.

Our next question comes from the line of Marc Bianchi with TD Cowen. Your line is open.

Hey, thanks. I wanted to ask about the backlog. It may be similar to or along the lines of what Julian's first question was there. If we look at, maybe rewind 18 months and look at where kind of backlog was at that time and the ultimate revenue that you delivered, you had sort of like 64% coverage of that revenue over the following 18 months. As I look forward from today and you look at the composition of backlog, is there any reason that we shouldn't think about that ratio of conversion or backlog coverage being a whole lot different? You mentioned the pipeline where maybe that's turning to a bit more of a book and burn type of aspect. Just curious if there's any comments around that comparison.

Marc, it's a good analysis. I think as we think about it, obviously, I think historically in our history, there's been a few periods where we've continually beat backlog quarter over quarter over quarter. Backlog at times tends to be lumpy as you win awards. The fact that we've been able to deliver continued growth in backlog, to me, is as meaningful as any of the percentage statistics you can come up with. I think it definitely shows where the business is headed. We feel really good about where we stand. We think that with all that said, there's a lot of opportunity to further increase backlog and further help that. I do think that backlog is a reflection over time of where your business is headed. I think over time we've delivered great backlog results, which will translate into further revenue growth.

Whether I can pin down the specifics on whether the historical percentages are going to play out exactly the way they did, to be honest, I haven't done that math. It might be interesting to do offline, but I haven't done it. I can just generally tell you that we see momentum in our business. It's supported by our backlog growth and, more importantly, supported by the opportunities that we see coming.

Okay. Great. Thanks for that, Jose. I guess just the other one back on communications. The 2024, was it a down year? 2025 was a recovery year. What do you think as a placeholder for 2026 growth? Do you think this business could do double-digit growth, top-line growth in 2026?

Our next question comes from the line of Brian Brophy with Stifel. Your line is open.

MasTec (MTZ) Q3 2025 Earnings Call Transcript

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