Genasys Q2 2024 Earnings Call Transcript

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May 14, 2024

There are 6 speakers on the call.

Operator

Good day, ladies and gentlemen, and welcome to the Genesis Incorporated Fiscal Second Quarter 2024 Conference Call. All lines have been placed on a listen only mode and the floor will be open for questions and comments following the presentation. Host, Brian Alger, SVP of Investor Relations and Corporate Development. Sir, the floor is yours.

Speaker 1

Thank you, Kat. Good afternoon, everyone. Welcome to Genesis' 2nd quarter fiscal 2024 financial results conference call. I'm Brian Alger, SVP, Investor Relations and Corporate Development for Genasys. With me on the call today are Richard Danforth, our CEO and Dennis Klahn, the company's CFO.

Speaker 1

During today's call, management will make forward looking statements regarding the company's plans, expectations, outlook and future financial performance that involve certain risks and uncertainties. The company's results may differ materially from the projections described in these forward looking statements. Factors that might cause such differences and other potential risks and uncertainties can be found in the Risk Factors section of the company's Form 10 ks for the fiscal year ended September 30, 2023. Other than statements of historical fact, forward looking statements made on this call are based only on information and management's expectations as of today, May 14, 2024. We explicitly disclaim any intent or obligation to update those forward looking statements, except as otherwise specifically stated.

Speaker 1

We will also discuss non GAAP financial measures and operational metrics including adjusted EBITDA, bookings and backlog, which we believe provide helpful information to investors with respect to evaluating the company's performance.

Speaker 2

For a reconciliation

Speaker 1

of the adjusted EBITDA to GAAP financial metrics, please see the table in the press release issued by the company at the close of the market today. We consider bookings and backlog ending indicators of future revenues and use these metrics to support production planning. Bookings is an internal operational metric that measures the total dollar value of customer purchase orders executed in the given period, regardless of the revenue recognition. Backlog is a measure of purchase orders received that are scheduled to ship within the next 12 months. Finally, a replay of this call will be available in approximately 4 hours through the company's Investor Relations website.

Speaker 1

At this time, I'd like to turn the call over to Genasys' CEO, Richard Danforth. Richard?

Speaker 3

Thank you, Brian, and welcome, everybody. After the market closed today, we issued 2 press releases in addition to our quarterly earnings report. The first, the expansion of our Board with 2 fantastic additions and the second, closing of a $15,000,000 debt financing. As we discuss our business and outlook on this call, I think it should be clear to everyone that Genesis is in the best position it has ever been. Adding Senator Bill Dodd and Craig Fugate to our leadership team is going to help open up even more opportunities in the coming months years.

Speaker 3

Bill Dodd currently serves in the California State Senate representing the 3rd Senate District, which encompasses the Northern San Francisco Bay Area and Delta region. Prior to his election to the State Senate, Bill served in the California State Assembly representing the 4th Assembly District, which includes all of portions of Yolo, Napa, Sonoma, Lake, Solano and Colusso Counties. Craig Fugate served as the FEMA Administrator from May 2009 to January 2017. Previously, he served as the Florida Emergency Management Director from 2,001 through 2,009. Craig led FEMA through multiple record breaking disasters over the years.

Speaker 3

Moving on, our previously announced selection for the Puerto Rico dam project has grown in scope and we now expect to receive up to $75,000,000 from PREPA. Contract terms and conditions are being actively worked and are expected to be finalized before the end of this quarter. The new program of record with the U. S. Army adding AHDs to CRO systems, now identified as CRO 16, was written into law with the 2024 federal budget.

Speaker 3

We expect this current program to yield at least as much revenue as our prior program with the United States OMRI, which netted over 110,000,000 dollars And as we will discuss in more detail, our software business is continuing to grow with Q2 revenues recurring revenues and ARR growing more than 120% year over year this past quarter. Finally, we secured financing through a $15,000,000 2 year senior secured loan that fortifies our balance sheet, enabling profits from our major contracts and our investments in the software business to be realized. In summary, the company is now well financed with a very significant hardware business that will result in record backlogs going into our fiscal 25. Further, our software business is expected to continue to grow and get to scale that makes it profitable on a standalone basis, not only providing better visibility and consistent revenues, but also additional profits for the overall company. Looking backwards, the 2nd fiscal quarter was financially disappointing.

Speaker 3

While our software business was strong with quarterly bookings of 4,300,000 dollars 2nd quarter hardware bookings continued to fall short at only $2,100,000 One of the projects to slip out of the 2nd quarter was a $2,700,000 contract with the United States Navy to begin replacing LRAD units previously installed on the surface ships. That order was finally received today and is expected to be in our 3rd quarter revenues. Another $1,000,000 or so was delayed by the late passage of the federal budget. While these revenues are now expected to be realized in our fiscal Q3, the low bookings combined with the low hardware backlog entering the quarter resulted in a total hardware revenues of just $4,000,000 up sequentially, but well below the prior year period that included roughly $5,000,000 from the prior Army AHD program. As we look at our hardware pipeline and current activities, we expect sequential improvements in bookings and revenue in both Q3 and Q4, not including the Puerto Rico project or orders under the new Army program of record.

Speaker 3

International orders are expected to play a key role as should shipments to the U. S. DoD that were delayed by the budget process. Additionally, we are pursuing a number of acoustic opportunities for both public safety and critical infrastructure protection that will diversify our hardware revenue base. As strong as the outlook for the second half is, the current expected improvements in bookings is not what we had forecasted at the beginning of the fiscal year.

Speaker 3

Though a couple of opportunities were canceled, we are still pursuing and expect to secure the projects previously identified, but we don't know precisely when we will be able to recognize their revenues. Excluding bookings from Puerto Rico and the CRO 16 program, our expectations of what we will be able to close this fiscal year has dropped by approximately $15,000,000 Though hardware bookings and revenue from projects could pull forward, our recent history shows that is not a reasonable it is unreasonable to expect material movement forward. On a more positive side, our software business continues to do very well. Software bookings in the quarter included the announced EVAC contract with Los Angeles County, the bookings in total were over $4,000,000 As mentioned previously, recurring revenues were up 124% year over year. ARR exiting March quarter was $6,500,000 with strong activity quarter to date, we expect to have another strong quarter of software bookings.

Speaker 3

And as such, we continue to believe software recurring revenues and ARR will at least double for fiscal 2024 versus fiscal 2023. As we communicated last quarter, the vision and strategy that Genesis has been pursuing for more than 4 years is being realized. We successfully adapted a business focused on military application for acoustic hailing devices to serve a much larger market of mass notification, originally with hardware sold to Japan, but ultimately enhanced and improved with software development through the 2018 acquisition of Genesis. From the get go, our hardware business has afforded us the opportunity to develop our software capabilities both internally and through acquisitions. Through the Zonehaven acquisition in 2021, our zone based software combined with our market leading mass notification software and market defining hardware is transforming and redefining the market of protected communications.

Speaker 3

Today, Genasys is serving a multibillion dollar market with differentiated software and category defining hardware. Our selection in Puerto Rico and our announced developments in Europe validate this strategy. Looking forward, we are going to aggressively pursue opportunities in public safety and critical infrastructure protection. Excuse me, positioned with a fortified balance sheet, strong anchor wins and the additional support of our new board members, who each bring remarkable experience and expertise in public safety and critical infrastructure protection. Genesis is entering a new phase of profitable growth.

Speaker 3

Through near term and granular visibility may not be as precise as some may wish, there is no denying that Genesis prospects over the next few years is dramatically improved and we will secure resources to attain our potential. Now I will turn the call over to Dennis to go through the Q2 financials and outlook in greater detail. Dennis?

Speaker 4

Thank you, Richard. In the Q2, we continued to see strength in our software business with year over year growth of 104% and recurring revenues growing 123% over the same prior year period. Revenues for the Q2 of this fiscal year were $5,700,000 a decrease of 49% from the prior year's Q2, which benefited from approximately $5,700,000 from a prior program of record that was completed in 2023. Software revenue this quarter was $1,700,000 reflecting the 123% growth in recurring revenue. More than offsetting that growth, hardware revenue decreased 61% to $4,000,000 As we discussed last quarter, Genasys started fiscal 2024 with exceptionally low hardware backlog.

Speaker 4

In addition to a low backlog entering the quarter, the delayed approval of the 2024 U. S. DoD budget resulted in revenue again slipping out of quarter. Gross profit margin was 38% in the fiscal second quarter, a decline of 6 percentage points or $2,700,000 from the prior year period. The drop in gross profit is primarily attributable to lower hardware revenue in this year's quarter and the related reduction in overhead absorption.

Speaker 4

We do expect gross margin percentages to recover with increased revenues in the coming quarters. Quarterly operating expenses were $9,200,000 up 10% from $8,300,000 in the Q2 of fiscal 2023. SG and A increased 10%, while R and D increased 11% over the prior year period. The difference was largely attributable to the acquisition of EVERTEL and increased professional services expenses that account for more than 50% of the incremental change. On a GAAP basis, our 2nd fiscal quarter operating loss was $7,000,000 compared to a loss of $3,400,000 in the year ago quarter.

Speaker 4

Adjusted EBITDA, which excludes non cash stock comp, was a negative $5,700,000 compared to last year's negative 2,300,000 dollars The year over year decline in adjusted EBITDA was due to the lower hardware revenues and subsequent reduced overhead absorption in the current year. Cash, cash equivalents and marketable securities totaled $6,600,000 as of March 31, 2024, compared with $10,100,000 as of the September fiscal year end. Excluded from the cash figure is $3,500,000 being held as a bid bond for the Puerto Rico business Richard discussed just a moment ago. Cash used in operating activities in the 2nd fiscal quarter was $6,800,000 As Richard mentioned in his remarks, we expect to receive both the return of our $3,500,000 bid bond and an initial award payment after the terms and conditions of the Puerto Rico contract are finalized later this quarter. Strong software bookings continue to provide upfront cash and the announced financing has fortified our balance sheet considerably.

Speaker 4

We believe we have ample resources to monetize the investments we have made in growing and diversifying our business. As we have discussed in our earnings release and this call, there are a number of large opportunities that we are excited about. Between the Puerto Rico and CRO 16 business alone, we're expecting nearly $200,000,000 in highly profitable revenue in the coming years. Our software business continues to grow rapidly and it is on track to post triple digit growth in ARR this year. We are confident that second half fiscal twenty twenty four hardware and software revenues will grow considerably from the first half, but we're not in a position to be more precise than that at this time.

Speaker 4

And now, we'd like to open the call to Q and A. Operator?

Operator

Thank you. The floor is now open for questions. And our first question comes from Mike Latimore from Northland Capital. Go ahead, Mike.

Speaker 5

Hi, very good. Yes, great. Thanks for the update here. On the CROs revenue, I believe that's in the budget, but do you have clarity on whether you'll get it in by calendar year end, end, funding for the CROs order?

Speaker 3

It's not currently in our internal forecast, Mike. The money is beginning to flow to the program office. The initial kickoff meeting is scheduled for the 1st week of June. After that, we'll have more clarity.

Speaker 5

Got it. Okay. And then, you gave some guidance for fiscal 2024 excluding Puerto Rico, but it sounds like you're expecting maybe a payment from the right after closing of the deal, I guess any clarity on how much revenue you might get from Puerto Rico this year?

Speaker 3

I think we spoke about this on the last call. I'm not expecting any at this point. There's an initial phase of they need to accept our designs for each of the 37 dams. I think if we close the contract by the end of June, which is our expectation, gives us July August September to get the approvals required and then we're into our fiscal 2025. There will be initial deposit subsequent to the contract being signed.

Speaker 5

Yes, okay. And then on the revenue recognition on the Puerto Rico deal,

Speaker 4

What's the reason it's

Speaker 3

too early to tell.

Speaker 5

Too soon to tell, okay.

Speaker 3

So I mean it's been a lot of moving parts, Mike, since the last call we had. I believe we told you the contract would be worth, I don't know $60,000,000 to $65,000,000 last time and now it's worth about $75,000,000 So the customer has added scope to each and every dam. So that all has to be included in our designs and our proposal and we're doing that now. So I think we can at our next conference call, Mike, I would expect to be able to provide way more clarity than I can right now.

Speaker 5

I mean, is that something that can get deployed over like 5 years or 10 years?

Speaker 3

No, no, I don't think so at all. The initial RFP had it done 240 days after approval of all the dams. It will not likely be 2.40, it will be more than that, but I'll know more at the next conference call.

Speaker 1

Okay.

Speaker 5

Thank you.

Speaker 3

Still should be very good for 2025 and probably 26 as well.

Operator

Okay. And our next question comes from Ed Woo from Ascendant Capital. Go ahead, Ed.

Speaker 2

Yes. Thank you very much for the update. My question is on a slightly different market that you guys have been used to, civil disobedience. Across the country, we've been hearing about all these protesters, all these college campuses and people claiming that they're not getting notified or whatnot. Obviously, that would be a great opportunity for your LRAD devices.

Speaker 2

Have you seen any uptick in civil disobedience type of opportunities with police forces?

Speaker 3

Yes, incoming inquiries Ed, but it's typical during a crisis is not a good time to be selling. Most all major police forces here in the United States have LRADs. What this typically would do is shine a light on the need for more of them and the acquisition of those would follow. But as you've watched some of the news over the last several weeks, there's been a lot of use of LRAD around the countries.

Speaker 2

Well, that's great to hear. I was going to say, you play some really loud music and maybe some of these protesters wouldn't be so happy to be camping overnight. All right. Well, thank you very much and I wish you guys good luck with everything. Thank you.

Speaker 3

Thank you.

Operator

And at this time, I'd like to turn it back to management for any closing remarks.

Speaker 1

Well, I appreciate everyone getting on the call tonight. Obviously, there's a lot been going on over the past several months and we look forward to updating you all on our next quarterly conference call. With that, I wish everyone good night. Thank you.

Operator

Thank you. This does conclude today's conference. We thank you for your participation. You may disconnect your lines at this time and have a wonderful day.

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Key Takeaways

  • Board expansion and financing: Genasys added Senator Bill Dodd and former FEMA Administrator Craig Fugate to its board and closed a $15 million two-year senior secured loan, fortifying its balance sheet.
  • Puerto Rico dam project and CRO-16 program: The scope of the Puerto Rico dam project grew to $75 million with contract terms expected by quarter end, and the new Army CRO-16 program could deliver revenue at least matching the prior $110 million record.
  • Software momentum: Q2 software bookings surpassed $4 million, recurring revenues and ARR rose over 120% year-over-year to $6.5 million, and management expects ARR to at least double in fiscal 2024.
  • Hardware challenges and outlook: Hardware revenues fell 61% year-over-year to $4 million in Q2 due to low backlog and delayed DoD orders, but sequential improvements in bookings and revenue are anticipated in Q3 and Q4.
  • Financial performance and guidance: GAAP operating loss was $7 million and adjusted EBITDA was negative $5.7 million in Q2, yet management forecasts significant H2 FY24 recovery in gross margins and revenues driven by key contracts and software growth.
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Earnings Conference Call
Genasys Q2 2024
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