Blink Charging Q1 2024 Earnings Call Transcript

There are 10 speakers on the call.

Operator

Good afternoon, everyone, and welcome to the BLINK Charging Company's First Quarter 2024 Earnings Call. At this time, all participants are in a listen only mode and we will open for questions following the presentation. Please note this conference is being recorded. I will now turn the conference over to your host, Vitaly Stelija, VP of Investor Relations. Vitaly, over to you.

Speaker 1

Thank you, Jenny, and welcome to Blinc's Q1 2024 earnings call. On this call today, we have Brendan Jones, President and CEO Michael Rama, Chief Financial Officer and Michael Battaglia, our Chief Operating Officer. The discussions today will include non GAAP references. These are reconciled to the most comparable U. S.

Speaker 1

GAAP measures in the appendix of our earnings deck. You may find the deck along with the rest of our earnings materials and other important content on Link's Investor Relations website. Today's discussions may also include forward looking statements about our expectations. Actual results may be different from those stated and the most significant factors that could cause actual results to differ are included on Page 2 of the Q1 2024 earnings deck. Unless otherwise noted, all comparisons are year over year.

Speaker 1

And now regarding the Investor Relations calendar. Bloom's management team will be attending the B. Riley Institutional Conference in Beverly Hills, California on the 22nd May, the Stifel 2024 Cross Sector Investor Conference on the 4th June in Boston and the JPMorgan Energy Power Renewables Conference on the 17th June in New York City. We will be meeting with investors during all of these events. Please also follow our announcements and our website for additional events in the future.

Speaker 1

And now, I would like to turn the call over to Brendan Jones, our President and CEO. Please go ahead, Brendan.

Speaker 2

Sure. And thank you, Vitaly. Good afternoon, everyone. Thanks again for joining us today. Let's just jump right into the presentation.

Speaker 2

So let's go to Slide 4. So 2024 is off to a strong start with revenues for the quarter growing to 73% year over year. That is a 1st quarter record

Speaker 3

of $37,600,000

Speaker 2

for Blink. Blink service revenue increased by 72 percent to $88,200,000 Now our charging service revenue increased by 74 percent to $5,000,000 compared to $2,900,000 in the Q1 of 2023, representing a $2,100,000 increase in charging revenue. We also recorded a 27% increase in network services fees to $2,100,000 for the quarter. And our network servicing fees are reoccurring in nature and they represent what we call a reliable and high margin revenue stream for Blink. BLINK's company wide gross profit in the Q1 of 2024 was $13,400,000 or 30 6% compared to $4,500,000 or 21% of the Q1 of last year, representing a gross profit increase of $8,900,000 or 195% in gross profit.

Speaker 2

We contracted, sold or deployed 4,555 chargers globally in the Q1 of this year. BLINK's chargers dispersed approximately 30 gigawatts of energy across all BLINK networks globally in Q1 of 2024. As you can see from these numbers, our revenue is becoming increasingly diversified. We have a competitive advantage in our industry because we offer flexible business models and we can provide L2 and DC chargers as well as network and charging services. We can be nimble not only in our response to addressing customers' needs, but also in reacting to changes in the market, which allows us to effectively manage revenue generation and profitability.

Speaker 2

Our Q1 was characterized by strong performance by the Blank team and is indicative of healthy customer demand. Furthermore, demonstrating our ability to leverage our manufacturing and logistical strengths to meet that demand. Vertical integration is working for blank. If we move to Slide 5, for 2024, we are keeping our full year 2024 revenue target unchanged at $165,000,000 to 175,000,000 Now while we had a strong Q1, which we, by the way, are very, very excited about, we are also seeing some lower bookings in April. We are closely monitoring the market and it's too early to tell if we will see an impact in the full year revenue targets.

Speaker 2

We regularly review our pipeline and we'll provide an update if necessary in the future. However, as a result of several companies exiting the charging space or reducing their presence along with confirmation of some very strong orders in the Q3 and Q4 timeframe, we expect opportunities for additional growth in the second half of 2024. We are also maintaining our target of achieving positive EBITDA run rate by December of 2024 as well as our full year 2024 gross margin target of 30 3%, which you've already seen that we've overachieved in the Q1. If we jump to Slide 6, we have recently strengthened our balance sheet and are properly capitalized to achieve our adjusted EBITDA run rate target. Our cash and cash equivalents at March 31, 2024 were $93,500,000 Now let's move on to Slide 7.

Speaker 2

Let's take a minute on Slide 7 to discuss what is happening in the industry with demand for EVs and EV infrastructure. Despite reports that EV sales are slowing, Kelley Blue Book indicates that Q1 2024 EV penetration was 7.3% of sales in the U. S, which is an increase of 2.6% versus Q1 of 2023. Sequentially, there was a bit of decline when you view EVs in terms of the number of vehicles sold as compared to Q4 of 2023. This decline is primarily due to Tesla volumes as the other 9 leading EV manufacturers excluding Tesla reported EV sales growth of over 50% in Q1 of 2024 And that includes Hyundai, Kia, Ford, Mercedes, Cadillac, BMW and others.

Speaker 2

Additionally, we saw on March 27, 2024 that Hyundai revealed an ambitious $50,000,000,000 investment to secure the top three spot in the EV market. We continue also to see growth in Europe and specifically the markets where we generate a significant amount of charging service revenue. In Belgium, the Netherlands, UK and Ireland, EVs continue to gain significant momentum with robust growth. In Belgium, battery electric vehicle registrations increased nearly 50% in Q1 2024 versus Q1 2023. In the Netherlands, there was growth of nearly 20% versus last year.

Speaker 2

And in the UK, according to The Guardian Newspaper, a record number of chargers were installed in Q1 of 2024. UK also recorded a number of battery electric vehicle registrations this month of March, representing nearly 25% of all cars sold in the country. In the U. S, McKinsey currently forecast over $28,000,000 charges will be needed by 2,030. And globally, EV infrastructure spending is forecasted to be about 2 $60,000,000,000 by 2,030 with about 90% of those chargers being L2.

Speaker 2

Now moreover, industry data shows that EV infrastructure significantly lags behind the current EV fleets on the roads today in the U. S. And also lags to some extent in Europe. We also see increasing consolidation in our industry with certain of our competitors choosing to reduce their presence or in some cases even pull back entirely. BLINK sees these as opportunities to grow and deploy our disciplined operating models in both the L2 and DC fast charger markets.

Speaker 2

Now let's pivot over to Slide 8. You can see that cumulatively as the end of Q1 of 2024, Blink has contracted, sold or deployed nearly 95,000 chargers since the company's inception on the way to exceed 100,000 very soon. Now if we look at that geographically, 77 percent of the total company wide number is attributed to North America and then 23% to Europe and some other international locations. Now let's move over to Slide 9. You can see our innovative product portfolio and flexible solutions for both L2 chargers and high powered DC fast chargers.

Speaker 2

The variety of products we offer appeal to a broad and diverse range of customers. Our Series 7 and A chargers, which are produced in house in the U. S. At our Bowie, Maryland facility are the most popular Level 2 model among our customers. Now if we move to Slide 10, it shows a representative group of our customer base, including many recognizable names across commercial entities, multifamily complexes, planned communities, healthcare facilities, fleets and municipalities around the world.

Speaker 2

As we said before, we take advantage of places where vehicles idle and sit. And just last week, we announced that Blink was selected as one of the official electric vehicle chargers and network service providers for the State of New York. We are excited to have this opportunity to work in close cooperation with New York authorities to electrify the state and municipal fleets, provide public charging for employees, for residents and for visitors of the city. So with that, I will now pass the presentation over to Michael Rama, our CFO. Michael, take it away.

Speaker 4

Thank you, Brendan, and good afternoon, everyone. Turning to Slide 12, total revenue in the Q1 of 2024 grew 73% year over year to $37,600,000 Product sales in the Q1 of 2024 were $27,500,000 an increase of 68% over the same period in 2023. This was primarily due to customers purchasing greater volumes of our commercial chargers. Q1 2024 service revenues, which consists of charging service revenues, network fees and car share revenues, were $8,200,000 an increase of 72% compared to the Q1 of 2023. The year over year growth was primarily driven by greater utilization of our chargers in the U.

Speaker 4

S. And internationally, the increased NORV chargers on blank networks and revenues associated with our car share programs. Our gross profit for the Q1 of 2024 was $13,400,000 an increase of 195 percent or $8,900,000 over the same period last year. As a percentage of revenues, gross margin was 36% in Q1 2024 compared to 21% in the same period of the prior year. Importantly, we improved our gross margin in Q1 nearly 200% on revenue growth of 73%.

Speaker 4

This is primarily due to the shift to higher margin product, increased vertical integration of charger manufacturing as well as higher gross margins from service revenues. Now operating expenses in the Q1 of 2024 were $30,900,000 which is a decrease of 13% or an improvement of $4,500,000 This decrease is especially notable when compared to total operating expenses as a percentage of revenues, which showed nearly an 8,100 basis points improvement in operating expenses year over year. Within this number, compensation expense was down $7,800,000 or 34% year over year and SG and A was down 8% or about $700,000 versus the same period last year. Excluding the impact of the non cash charge related to a change in fair value of a consideration payable of $1,700,000 the actual reduction in overall operating expenses in Q1 would have been $6,200,000 or 18% versus the prior year. This is the result of reductions in executive compensation and discipline cost reductions and cost avoidance actions achieved through continuous improvement efforts.

Speaker 4

Adjusted EBITDA for the Q1 of 2024 was a loss of $10,200,000 compared to a loss of $17,800,000 in the prior year period. This is an improvement of $7,600,000 year over year. Sequentially, Q1 adjusted EBITDA improved $3,800,000 compared to Q4 2023, a significant improvement from just 1 quarter. Adjusted EBITDA for the 3 months ended March 31, 2024, excludes the impact of stock based compensation, acquisition related costs, estimated loss related to underperforming assets of a subsidiary and the change in fair value related to a consideration payable. Now, earnings per share for the Q1 of 2024 was a loss of $0.17 per share compared to a loss of $0.53 per share in the prior year period.

Speaker 4

As of March 31, 2024, the weighted average shares outstanding was 99,900,000 shares. As of March 31, 2023, the weighted average shares outstanding was 56,500,000 shares. Adjusted earnings per share for the Q1 of 2024 was a loss of $0.13 per share compared to a loss of $0.49 per share in the prior year period. Non GAAP adjusted earnings per share is defined as net income, which excludes the amortization of intangible assets, acquisition related costs, estimated loss related to underperforming assets of a subsidiary and the change in fair value related to consideration payable divided by the weighted average shares outstanding. Now turning to Slide 13, you could see the Q1 2024 reflects significant progress in revenue growth when compared to the same periods in 20232022.

Speaker 4

2 years ago, our Q1 revenue was below $10,000,000 and in Q1 2024, it was about $38,000,000 a 4 times growth trajectory in just 2 years. However, what we believe is equally important about this quarter is that we generated a 36% gross margin and reduced our total operating expenses by over $4,500,000 So in Q1, revenue was up 73%, gross profit was up nearly 200%, and total operating expenses went down 13%. And if you now turn to Page 14, here we are showing the quarterly growth in our service revenues. Just 3 years ago, we had less than $350,000 in service quarterly revenues. In Q1 2024, we recorded $8,200,000 of service revenues.

Speaker 4

That is a 24 times increase and a 189% CAGR. The impressive growth is due to scale and synergies we obtained from acquisitions as well as new and innovative ways to deliver our services. As for the balance sheet, cash and cash equivalents at March 31, 2024, were $93,500,000 We used $21,500,000 of cash in operating activities in Q1, 2024 that is nearly $3,000,000 less in Q1 less than Q1 of last year. As of March 31, 2024, we fully paid off promissory notes and interest of $45,500,000 related to the Semiconnect acquisition. And subsequent to the end of the Q1, BLINK paid off $7,000,000 of notes payable associated with the Envoy acquisition.

Speaker 4

Currently, we have no cash obligations no cash debt obligations on the balance sheet. In summary, we had a record Q1 for both revenue, gross margin and adjusted EBITDA showing significant improvements. This is a result of the meticulous planning and decisive actions that started 2 years ago, and we will now we will continue to structurally adjust Blink as we move forward. This concludes my prepared remarks. I'll turn the call back over to Brendan.

Speaker 4

Brendan?

Speaker 2

Thanks, Michael. So now let's wrap this up. Obviously, you can all tell we are very pleased with our team's performance in Q1 of 2024. As you can see from the numbers Michael just reviewed, Blink continues its positive momentum in the marketplace. We showed again that we can deliver.

Speaker 2

We delivered 73% growth in revenues and 36% gross margin while improving adjusted EBITDA by $7,600,000 At the same time, we reduced our operating expense by 13%, which is a reduction of $4,500,000 Additionally, Blink now has 0 cash debt. We paid off all of our cash debt obligations. Our number one priority right now is to continue to structurally adjust the company for future opportunities as well as changes in the market conditions. BliNK's synergy, cost cutting and cost avoidance activities will continue throughout 2024. Our goal is profitability and cash generation that will ensure that Blink can grow sustainably into the future.

Speaker 2

We fundamentally believe that this is achievable, especially with our culture of continuous improvement that is already showing positive results. Again, very proud of our team and the effort this past quarter, but we are even more excited about the future of Blink. We remain committed to making Blink more flexible, adaptable, and most importantly for this industry, financially sustainable as we continue to charge towards profitability. Now that concludes our formal remarks. I think we're ready to turn it over for some questions.

Speaker 2

Thanks.

Operator

Thank you very much. We are now opening the floor Your first question is coming from Chris Pierce of Needham and Company. Chris, your line is live.

Speaker 3

Hey, good afternoon, everyone. Thanks for taking the questions. On the April softness, was this I'm assuming this was before the Tesla news. I think calendar wise that lines up. But I'm just curious because the Tesla news, we're hearing a lot about the superchargers and the level 3 charges that they have out there.

Speaker 3

But they had been moving down into the level 2 space and had won some hospitality deals with Hilton and I believe Best Western. So I guess do those are you optimistic about those deals being reopened and that kind of creating a revenue opportunity for you guys? I just kind of want to get a sense of that.

Speaker 2

Yes. I mean, sure. We can't get into specifics, but I think the thing that we can say factually is we've received quite a bit of inbound inquiries already when the news came out. And we put ourselves in a position that we're poised to take advantage of them when they actually materialize into an offer order and order. So yes, it has created some momentum for us and we have the products and services and charges to take advantage of that and we intend to do so.

Speaker 3

Is that level 2 momentum or just broad based across level 2 and level 3?

Speaker 2

So we've actually received inquiries on both.

Speaker 3

Okay. Okay. And then just on the cash burn versus the cash balance and getting doing this year positive adjusted EBITDA, I don't want to specifically ask about 25%, but just kind of it looks like there might be some tightness getting going into the end of the year based on Q1 cash losses. How should we think about the remainder of the year and kind of potential financing needs as you see it?

Speaker 2

Yes. So as we've stated, we have enough cash on the books to get through EBITDA positive. We're not going to make any statements just yet on in terms of free cash flow for 2025, although we've said previously that is the goal. So it's that balance to when does that goal is achievable. We are investigating opportunities that we may have as we move into 2025.

Speaker 2

But as we've said and said before, we will not be engaging in any equity raises or dilution like activities throughout this year. But we'll have more to come on that topic as we get into most likely Q3 and Q4 this year. Michael Rama, any additional follow-up questions on that?

Speaker 4

No, I think you're not for me.

Speaker 2

All right. Okay. Thank you.

Operator

Thank you very much. Your next question is coming from Craig Irwin of Roth MKM. Craig, your line is live.

Speaker 5

Good afternoon. Congratulations on the really strong revenue quarter. So Brendan, you guys are crushing it on the gross margin side, right? You're well above the guide for 33% coming in almost 36% this quarter. Can you maybe talk a little bit about where the strength is coming from?

Speaker 5

And you maintained your guide for this year. So should we think about potential expenses or inefficiencies for gross margins as Bowie, Maryland starts to ramp? Or are there other business mix items that you may be factoring in the guidance that has you give a number that's consistent with what you guided before, but lower than your recent acquisition. Yes. I

Speaker 2

mean, there's always continuing to work ourselves out of some legacy product and we've been doing a fairly efficient job of that. There's still a little bit to go, but it's nothing it's not a game changer. And we took some of that this quarter as well. So it really is 2 things that add up to this equation. It's continuing to push hard on vertical integration and take cost out of the equation.

Speaker 2

And that's both in the U. S. Production side and on the parts manufacturing and sub assembly side in India. Then also, it's pushing for an increase in Europe of more efficiencies and cost savings on the owner operator model where that revenue that we're generating off of chargers we own and operate it continues to be a class leading margin. And that also has a big positive effect.

Speaker 2

Not only is that revenue growing considerably month over month, quarter over quarter, year over year, but also it's becoming more profitable. When you compare us to other in the marketplaces in terms of margin on owner operator, we're the gold standards. We set the bar for everybody else there. We're well above EVO and others in terms of margin on the owner operator side of the equation. So you wrap those 2 up together, you take a look at we the networking fees that we get and that those are scalable from L2 to DC fast charger And then added software that we're going to be coming out in the market with around energy management and other services that we need in the marketplace to grow.

Speaker 2

And it continues to add to that margin. And that's why we really believe the flexible business model combined with operating in Europe and the United States and doing both the sales of hardware and services and networking services and the owner operator model is really making us flexible and adaptable as the market changes.

Speaker 5

Excellent. Thank you so much for that. My second question is about the progress towards positive EBITDA at the end of the year. So if we're thinking it's not really a positive EBITDA quarter, but positive EBITDA months, so that your breakeven, you need a fairly substantial move on either lower costs or higher margins, if we assume that you execute at the high end of your guidance for rev. So can you maybe help us understand how we balance lower SG and A costs and salaries and comp as you consolidate these 5 facilities down to 1 and reposition the business.

Speaker 5

I guess there's probably outside expenses too that you're eliminating. Can you maybe just help us to frame this out? Because consensus is a long way from breakeven EBITDA, right?

Speaker 2

So where I can, there are certain activities we can't disclose yet because of the sensitivity of them as you probably are aware. But we've announced that we are going to and we'll have the spin off completed this year, Blink Mobility, and that includes the BlueLA car service. So that is going to remove a large chunk of it in that simple action. Then also, we are engaged in cost reduction activities across a multiplicity of the businesses. That will be revealed more as we move into Q2 and indeed in Q3.

Speaker 2

And those include expense reductions. There is some structurally adjusting certain businesses and reorganizations that will result in savings on headcount, etcetera, in there. And there's also the closing of non performing assets. We'll have an announcement shortly on one non performing asset that we're eliminating. We've successfully sold it.

Speaker 2

It is below the line right now, but there's a significant net savings in terms of cash outlay on a monthly, quarterly and yearly basis that will net and we have at least 1 or 2 of those more to go. So when you add it all up, our team that monitors that, they have all these in the different slots and levers where they come in. We see ourselves right now at the current market rate and at the current revenue streams that are coming in, we see ourselves achieving the goal based on the cuts that we have planned, the spin off, etcetera. So we still feel confident about that. Mr.

Speaker 2

Rama or Mr. Battaglia, any additional comments for Craig? It's a real good question that we expected.

Speaker 6

No, my only additional comment would be, Craig, that and this is Michael Battaglia, that we continue to be focused on expense reduction across the business. The EBITDA positive goal is a it's a number one goal at Blank. And as long as the market cooperates with us on the top line, we have the plan in place to achieve.

Speaker 5

Excellent. I really appreciate that answer. So just as a follow-up, it sounds like blink mobility is probably the biggest factor and the spin off there. Can you maybe share with us what their expense burden was in 2023 or what's a good sort of rough number for us to be thinking in 2024 as we look at that? Maybe not the forward looking number, but the historical number is probably the easier one to give?

Speaker 5

Michael?

Speaker 4

Yes, I'll jump in on that one. Yes, historically, between the combination of Envoy as well as of LOA was burning about 4,000,000 dollars bottom line EBITDA. So there's a good nut chunk that we're looking at that's going to be once that gets solved, resolved and all that stuff that will be a positive impact to that EBITDA goal. So and as we've mentioned, it's really look at these non performing assets and really being able to position ourselves to really benefit to the strengths of what we do best and that's in EV charging infrastructure.

Speaker 5

Great. And then last question, if I could squeeze another one in is the post office, right? You guys did a great job winning that contract. It looks like the 2 other vendors, the one well, one, they both outsourced, I guess, it depends on how you look at it. But it doesn't look like either one of them has compliant product.

Speaker 5

I think the post office is talking about 14,000 charges this year. How ready are you to serve demand from the post office? Do you believe it's accurate that the others do not have Buy in America compliant product to offer the post office at this time? Is there anything else we should probably look at to understand the potential in there?

Speaker 2

So, I'll say this, we can't comment on the other manufacturers and where they stand, right? We can say that we are in good standing in our relationship with the post office. We're in contact with them and they're in contact with us about what the future looks like for 2024. We have a lot of confidence in the communications that they're delivering to us and what we need to do to fulfill the orders that will come in, in 2024. The details of it, we haven't got permission from the post office to release yet.

Speaker 2

So we have to kind of lay a little bit low on that. Mike Battaglia, any additional insight onto that other than what I just said?

Speaker 3

Yes. The only thing

Speaker 6

I would add is, Craig, you asked about production capacity. And to answer your question directly, yes, we have the production capacity to fulfill what they're looking for.

Speaker 5

Perfect. Thank you, gentlemen. Congrats on another really solid quarter. Impressive.

Operator

Thank you very much. Your next question is coming from Stephen Gengaro of Stifel. Stephen, your line is live.

Speaker 7

Thanks. Good afternoon, everybody.

Speaker 2

Hey, Stephen.

Speaker 7

So a couple of things for me. The first is when we think about the different pieces of revenue, right? And

Speaker 3

I'm going to think of product sales, but then within

Speaker 7

the charging service revenue, how should we think about the relative growth of those pieces as we go forward? And I'm talking about multiple quarters or even in the next couple of years, like should we think about products outgrowing that piece or do you think you'll start to see the charging service revenue because of EV density picking up start to kind

Speaker 2

of accelerate? Well, I'll take a shot at it and then I'll let the rest of the team, try and answer as well, Stephen. But certainly, what we've seen on the trend analysis and this I'm going to focus on service revenue first, is that utilization in Europe continues to increase significantly month over month, quarter over quarter and quarter over year. So and we continue in Europe to win awards to install more chargers under that model. So we're going to see that revenue continue to grow, especially as we max out utilization on certain stations and have to add more.

Speaker 2

However, when we go back to the data and looking at the U. S. Alone and looking at who's in the space today with full service solutions? Who is one stop shop and can provide network installation, chargers and a flexible model to do that. And that's on the product side and we're one of the most well positioned ones.

Speaker 2

Plus the vertical integration that we have allows us to do that in high margin. So we do see product continuing to be deliver a lot of revenue and we see growth there, but we think the growth is going to be higher on the owner operator model than it will be on the product model over time. The difficult part is when does that inflection point come. And we haven't while we've done some internal analysis on that, we have nothing substantial enough to report out as here's when the inflection point will be and one is going to eclipse the other. Michael or Michael?

Speaker 4

This is Michael Rama. I would just add that we've seen just in Q1 itself this year is, I think, the a little bit of a shift towards a little our mix on hardware or product sales to service. We're around about 70% now, where we had used to be 75% to 80% on the product side, and now service is closer to 30%. So we're starting to see an increase in that service side as a percentage of our overall revenue trend.

Speaker 7

Okay. That's helpful. And then the one other question and this is probably a sort of 3 year view plus. I mean, should we think about the growth in your business kind of just paralleling, I mean, paralleling EV sales growth. I mean, is that a reasonable way to think about the North America business?

Speaker 7

Or do you think there are parts that either out pace or underperform that level?

Speaker 2

Yes. I think it's a reasonable assumption to say that some, but not all of the growth will go in parallel to EV sales. But as you we also know that as we're moving more into energy services and SaaS options such as load management, building management, load curtailment, integration into microgrids, etcetera. Those are different services will provide standalone revenue as part of the overall package of network services. So the SaaS end of the business is going to continue to grow.

Speaker 2

And we can only say what we're working on right now what I just outlined, but we expect that new things in the future may come in to Energy Management. Internally, we have a whole task force and strategy group that's focused on energy management as a standalone item. And we believe that we'll see more out of that particular channel in the future. And then there's going to be other SaaS things. Since we manage our own network and we deliver other software services and it's our development center in the U.

Speaker 2

S, Europe and in India. The SaaS applications will continue to grow. So Michael Battaglia, any other comment on that?

Speaker 6

No, I would just add that one of the beautiful things about Blink is that we approach the market where the market is and where the customer is and what the customer wants. And we keep going back to this, but our business models enable us to do that. So when we think about the mix between product sales versus owner organization is on repeatable high margin recurring revenue. So that, as we know, is more directed towards things like as a service, it's things like Blink owned owner operator chargers out in the field. So our focus always is that, but we will continue to deliver to the market what the market is asking of us.

Speaker 7

Great. That's good color, gentlemen. Thank you.

Operator

Thank you very much. Your next question is coming from Sameer Joshi of H. C. Wain Wainwright. Sameer, your line is live.

Speaker 8

Great. Thanks. Good afternoon, everyone. Thanks for taking my questions. Just if you could give us a little bit more insight into your developments on the Energy Management Solutions?

Speaker 8

I know you referenced it to the previous question. But should we expect these to be standalone or grid adjacent applications or charging adjacent applications?

Speaker 2

Yes. So I'll answer Sameer first at about 30,000 foot view and Mike might give you some more color commentary. So it's a 2 stage it's a 2 faceted approach. There's European Energy Management Service and U. S.

Speaker 2

Energy Management Service primarily as we're looking at it. The needs in Europe are actually significantly different at this point in time than the needs in the U. S. So the team is already developing these features and benefits. I'm not going to give you a release date yet because that would be premature, but we already have some of them in place today.

Speaker 2

And on top of that, we're adding to fleet management services. So they'll be standalone in terms of you have to have the network to activate them in most cases, but they will fit into either model that we do. You can do them on the owner operator, the hybrid model or the sales model and one will benefit blank and the other will benefit the customer. So their application, it has to be with the network. So it wouldn't be standalone as the piece of software that you can buy right now.

Speaker 2

At first, it's going to help to service the network and generate business. Because what we're seeing in the RFPs that are coming out, you have to have these in order to win the business. And that business that we're seeing is part of a full service RFP for full service for the chargers, for the network, for the installation, for the energy management, all wrapped into 1. Mike, any additional on that?

Speaker 6

No, Brennan. I think you covered it nicely.

Speaker 4

All right. Thanks. Okay.

Speaker 2

Occasionally, the CEO is smart, right? Occasionally.

Speaker 8

Always. Just another question, and this was also referenced earlier, but it seems the product margins are nearly 40% this quarter. Are there further is there further move to improve these margins going forward? And is that sort of a part of your getting to positive adjusted EBITDA by the end of this year?

Speaker 2

Well, I certainly hope we can improve them. I don't want to commit to anything just yet. As you know, we continue to be conservative, so we can meet expectations properly as a company. Yes, we do have some. We're not seeing a lot of commoditization in the commercial space as of yet, and we are seeing an uptick in the need for quality product.

Speaker 2

But we also have to balance that again to the needs for DC fast chargers, which ebb and flow a little bit more. And when you have higher orders on the DC side, you do reduce some of your margin. Now we are we've already succeeded in some margin protecting activities. The first was bringing on our DC-nine charger, which we produce ourselves and we have a higher margin on that. But we're working on our own DC fast charger, but we'll have that made by a 3rd party manufacturer.

Speaker 2

So if the balance is primarily L2 and those are the commercial chargers that we're very adept at building, yes, you'll see improvement. But on the whole, we have to be a little conservative. While we'll move to 80% vertical integration when we convert European L2s over to blank manufacturer, we'll still have a lot of high revenue DC fast chargers moving out and those won't be at those high margins that we have the L2. Michael, I might have convoluted that a little bit. Any color or commentary or clarification on that?

Speaker 6

I could, yes,

Speaker 4

I can

Speaker 6

jump in, Brandon. Actually, I had just a couple of quick comments on that. So one is we have a couple of different levers that we can pull in terms of margin expansion. One of them is SKU consolidation, which we're working on. So simplifying in order to sell more of fewer SKUs for economies of scale, purchasing power, things like that.

Speaker 6

The second is, while we have our manufacturing facility in Bui, Maryland that's providing Buy America compliant chargers, we also have the ability to produce finished goods in India. And that represents another left we haven't pulled yet for margin expansion of our L2 product line. So there are a couple of different things that we can do to continue to work on that. I think as Brendan indicated, we're holding to our guidance. We had

Speaker 9

a good

Speaker 6

Q1, and so we'll see where that takes us.

Speaker 8

Understood. Thanks for that. And then one last one on costs. Will you remind us what constitutes other operating expenses? I think they are slightly elevated this quarter.

Speaker 8

How should we look at it if we are projecting it for the rest of the year?

Speaker 4

Yes, that I'll jump in on that. We had over $2,000,000 we had $1,700,000 that ran through operating expenses for adjusted to fair value, I'll call it an accounting adjustment towards fair value of bringing up the contingent or the consideration payable to Envoy that's in stock, so that we had to increase that liability. So that was other $1,700,000 we pulled that out from an adjusted EBITDA standpoint, because it's really not an operating, it's a GAAP adjustment, if you will. And so and then we also had another $500,000 that we had to take a charge on underperforming assets related to a subsidiary. So that in conjunction is about $2,500,000 just in the quarter that's non recurring.

Speaker 8

Okay. And the 6,400,000 dollars in other operating expenses slightly elevated related to like $3,000,000 to $4,000,000 in the previous quarters?

Speaker 4

Yes, it could be timing on some activities and stuff like that. So we had a little bit more probably in the T and E that we may have and some trade shows that you had that we were at in the Q1 and some of that. So but the meaningful items is the items that are I just alluded to. Right, right. Got it.

Speaker 8

Thanks a lot and congratulations on a great quarter. Thanks,

Operator

Meyer. Thank you very much. And your last question is coming from Noel Parks of Tuohy Brothers. Noel, your line is live. Bear with me 2 seconds.

Speaker 8

I just had a couple.

Speaker 9

I wanted to just touch back on maybe a little bit of what's happening on sort of the grants function. And I just wondered if you had any updates you could share around nevi funding and just maybe where that's showing up in your business, what sort of visibility you might have there?

Speaker 2

Yes. We won a couple of nevi sites already. But there's a key thing as a covering statement that we should use. All of our forecasting and data analysis right now that we're looking at, it's devoid of winning grants in the future. We believe that to become a sustainable company, we can't rely on government funding because it may or may not be there And there may be less opportunities or more opportunities depending on how we fit into particular programs and RFPs that the states or the federal government put out there.

Speaker 2

So with that said, we do look for NEVI opportunities that really fit blank. And what I mean by that is we will not be a plant, a flag company. And what that means is we win an award and we put a station there just because we won the award. If the site doesn't have positive station economics and we don't did a positive return for our shareholder in a set amount of time, we will pass on the NEVI opportunity regardless of the state and the amount of funding provided. The ones that we have won and there's only a few of them that we've won, they already passed that litmus test, meaning that we're going to get a return on that investment and we can show positive growth in revenue over a period of time to our stakeholders.

Speaker 2

Now we do participate and we're already heavily involved in the second part of it's not the NEVI, but $7,500,000 and there's another $2,500,000 set aside for other projects. And we're already fully engaged. Thanks, Mike. And Mike, actually you're better to answer the CFI part. So you want to follow-up there?

Speaker 6

Yes, yes, no problem. So there is as Brendan indicated, there is these two pieces to NAVI. There is the DC fast charging side and then there is this other $2,500,000,000 for what's called CFI. And the CFI money is thought to be geared towards level 2 community charging. That money is not just it's not allocated in the same way that the D.

Speaker 6

C.

Speaker 4

Money is. So what happens is local municipalities,

Speaker 6

states, etcetera, they apply for these funds. They have a project or projects in mind, and then they get approval, they get funding. And then what they will do is RFP out to companies like Blink to win those projects. So those are starting now. And our real focus as a heavily focused L2 company is to pursue those.

Speaker 6

So those are just right at the very beginning cusp of money being released, those RPs being issued. So while we're going to continue to pursue the DCE side, we are most definitely running hard at the CFI side.

Speaker 9

Great. Thanks for that detail. And I was just wondering, thinking about the network and sort of the as you have more time operating a broader set of networks, As far as the customer charging experience, just wondering what sort of feedback you might have had in recent quarters? And whether there are any goals or enhancements on the horizon, I don't know, either for the app or the on-site software that you have in mind?

Speaker 2

Yes. The continuous improvement, we're analyzing feedback from everywhere. We've analyzed equipment that we may need to sunset because it's not functioning properly due to firmware or software issues. We just launched BlinkCare, which is a preventative maintenance program that helps improve the quality of stations out in the field that just launched the other day. We're also working on an effort to consolidate platforms as Mike spoke to earlier and what that does, it limits your problems with points of connection between software, firmware and a multiplicity of platforms.

Speaker 2

Vertical integration is helping with that. So we have a plan that is both operational and technology minded to day over day, week over week, year over year improve our quality scores. We're already signing them to tick up, but we're paying attention to the industry, the feedback. We're very, very active in the space. Mike is leading that effort.

Speaker 2

So Mike, any comments from you on quality and quality improvement initiatives?

Speaker 9

Yes.

Speaker 6

So the one of the hottest issues in the industry is charger uptime, customer experience charging, obviously mitigating and eliminating broken chargers. So as Brendan indicated, that falls under my purview, and it is something that is reviewed, analyzed constantly, literally on a daily basis where we look at the population of chargers that are healthy, that are unhealthy. We have we do deep dives into the nature of the issues that are causing a charger to be down offline, whatever it might be. But this is a multifaceted issue, which sometimes folks overlook because there are some challenges associated with someone else owning the charging stations. So we have a lot of control over the charging stations that we own ourselves and our uptime is very high on those stations.

Speaker 6

When you sell a charging station to someone and if they don't maintain it, it's very difficult to, in some respects, enforce that, if you will. So we are trying many different things from a marketing perspective, from a field services perspective to ensure that the entire portfolio of blank chargers in the market are at their optimized reliability.

Speaker 9

Great. Thanks. Sounds perfect.

Operator

Thank you very much. Well, we have reached the end of our question and answer session. I will now hand back over to Vitaly for any closing remarks.

Speaker 1

Thank you, Jenny, and thank you all for joining us on the call today and for your interest in Blink, especially as we announced our another record Q1. To summarize the quarter in a few numbers, our Q1 revenue was up 73%, our gross profit was up nearly 200%, and we did all of that while reducing total operating expenses by 13% and making significant progress towards our adjusted EBITDA profitability run rate target. So for additional questions or requests to meet with management, please email us at irblinkcharging.com and we'll look forward to engaging with you in the future. Thank you.

Operator

Thank you very much. This does conclude today's conference call. You may disconnect your phone lines and have a wonderful rest of the day. Thank you for your participation. Thank you.

Earnings Conference Call
Blink Charging Q1 2024
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