Hard Lessons: Brad Jacobs: Question Deeply, Act Quickly
Спикеры
Brad Jacobs
— Chairman and CEO of QXO; Founder of Jacobs Private Equity
Brad Jacobs discusses out-of-consensus M&A calls with Morgan Stanley's Eli Gross. His successful Con-way acquisition shows how operational integration and LTL service improvement created large value for XPO. His more recent TopBuild acquisition is framed as an underappreciated pivot into distribution plus installation with major cross-sell potential. He also shares a losing bet on orange-stuff rental assets tied to federal infrastructure spending that never materialized.
- Brad Jacobs revisits the XPO acquisition of Con-way as an out-of-consensus call that worked.
- He explains Con-way's redundant operations and XPO's margin improvement from a 96% operating ratio toward the 70s.
- He presents the TopBuild acquisition as an underappreciated deal with distribution-plus-installation synergies.
- Data center installation and cross-selling across a large combined customer base are key TopBuild upside drivers.
- He recounts a failed roll-up of orange-stuff rental companies based on expected federal infrastructure spending.
- Broader lessons include deep diligence, speed of integration, front-line employee input, and honest communication.
Идеи
Con-way LTL integration improved margins.
Brad Jacobs describes the Con-way acquisition as a contrarian pivot from non-asset brokerage into LTL trucking. Con-way had made three large acquisitions without integrating them, leaving duplicate HR, IT, and sales organizations. XPO removed those duplicative costs, then improved service quality, on-time delivery, and damage rates. EBIT doubled in two years, the stock recovered sharply, and Brad says the LTL unit now has a shot at an operating ratio in the 70s versus 96% at acquisition.
TopBuild deal underappreciated; cross-sell upside.
Brad Jacobs argues the TopBuild acquisition is an out-of-consensus pivot that adds installation to QXO's distribution business. The combined company has a few hundred thousand customers, creating a large cross-sell opportunity, especially into data centers, which buy nearly everything the company sells except windows. He also sees procurement overlap making the combined company a billion-dollar-plus customer for many vendors. Brad says the market has not yet fully appreciated how good the deal is and that it may be his best deal yet.
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This Morgan Stanley video, published August 27, 2026, features Brad Jacobs discussing XPO, BLD, QXO. 2 trade ideas extracted by AI with direction and confidence scoring.
Speakers: Brad Jacobs · Tickers: XPO, BLD, QXO