TETRA Technologies Q1 2025 Earnings Call Transcript

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Provided by Quartr
April 30, 2025
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Kurt Hallead
Kurt Hallead
VP - Treasurer and Head of IR at Tetra Technologies, Inc.

Good morning and thank you for joining Tetris. I'm sorry. Hey Kim.

Operator

Sir. Ahead. Okay,

Kurt Hallead
Kurt Hallead
VP - Treasurer and Head of IR at Tetra Technologies, Inc.

thank you. Thank you. Good morning everybody and thank you for joining TETRA's first quarter twenty twenty five results conference call. I'm Curt Hallead, VP, Treasurer and Head of IR. The speakers for today's call are Brady Murphy, Chief Executive Officer and Elijio Serrano, Chief Financial Officer.

Kurt Hallead
Kurt Hallead
VP - Treasurer and Head of IR at Tetra Technologies, Inc.

I'd like to remind you that this conference may contain statements that are or may deem to be forward looking, including projections, financial guidance, profitability and estimated earnings. These statements are based on certain assumptions and analysis made by TETRA and are based on several factors. These statements are subject to several risks and uncertainties, many of which are beyond the control of the company. You are cautioned that such statements are not guarantees of future performance and that actual results may differ materially from those projected in the forward looking statements. In addition, in the course of the call, we may refer to EBITDA, adjusted EBITDA, adjusted EBITDA margins, free cash flow, net debt, net leverage ratio, liquidity, returns on net capital employed or other non GAAP financial measures.

Kurt Hallead
Kurt Hallead
VP - Treasurer and Head of IR at Tetra Technologies, Inc.

Please refer to yesterday's press release or to our public website for reconciliations of non GAAP financial measures to the nearest GAAP measures. These reconciliations are not a substitute for financial information prepared in accordance with GAAP and should be considered within the context of our complete financial results for the period. In addition to our press release announcement, we encourage you to refer to our 10 Q that we also filed yesterday. I will now turn it over to Brady.

Brady Murphy
President & CEO at TETRA

Thanks, Kurt. Good morning, everyone, and welcome to TETRA's first quarter twenty twenty five earnings call. I'll summarize some highlights for the first quarter and provide an update on our strategic growth initiatives before turning the call over to Elijio to provide some more details on our segments and an update on cash flow and our balance sheet. We're very pleased with our record first quarter adjusted EBITDA of $32,300,000 and adjusted EBITDA margins of 20.5% at the TETRA level, led by strong performance from our Completion Fluids and Products segment. Total revenue of $157,000,000 increased 17% sequentially and 4% from last year, while adjusted EBITDA of $32,300,000 increased 41% sequentially and also when compared to last year.

Brady Murphy
President & CEO at TETRA

During the quarter, we successfully completed the first of the three scheduled TETRA CS Neptune wells and made significant progress on the second well, which was subsequently completed in April. Year over year, we saw a 60% increase in offshore deepwater operations, having worked on 24 deepwater projects during the quarter compared to 15 in the first quarter of twenty twenty four. This is consistent with what we have been seeing for some time, that the deepwater market has been gaining momentum since the 2021 post COVID pandemic low point for deepwater rig activity. The nature of these large higher pressure deepwater jobs can make our business somewhat lumpier depending on the timing of well completions, but the year over year deepwater trend is a steady increase. As a result of the stronger deepwater activity and the start of the seasonally strong industrial chemicals business in Northern Europe, Completion Fluids And Products adjusted EBITDA margins increased to 35.7% from 27.3% in the fourth quarter.

Brady Murphy
President & CEO at TETRA

Revenue from Water and Flowback Services segment declined 2% sequentially, outperforming U. S. Frac activity that declined approximately 10%. Adjusted EBITDA margins on water and flowback of 13% were down slightly from the fourth quarter, but up three forty basis points from Q4 last year despite much lower frac activity levels as cost control actions and continued focus on automation contributed to improved year on year margins in a weaker environment. In anticipation of weaker U.

Brady Murphy
President & CEO at TETRA

S. Land activity at current oil prices, we are taking cost actions within this segment, including exit of the poly pipe business, a small lower margin sub segment of our water transfer business. As we head into the second quarter, an encouraging aspect of the water and flowback segment is that our automated sandstorm and automated drill out units are operating at close to 100% utilization. This is strong validation that our customers see the operational benefit and cost savings of less manpower to operate what are typically manpower intensive jobs. In this business environment, we will be reducing our overall CapEx for the Water and Flowback segment, but with only 25% of our fleet automated, we will be prioritizing our CapEx to further automate our fleet.

Brady Murphy
President & CEO at TETRA

Looking towards the second quarter, we expect to see the full benefit of our European industrial chemicals seasonal peak, the first well from our recently awarded multi well, multiyear Deepwater Brazil project and expect to complete the last well of the three well CS Neptune project in the Gulf Of Mexico. We continue to track a healthy pipeline of CS Neptune projects across the globe, but given the significance of these projects that have on our financials, we will wait until a project is awarded with a defined date before making any announcements. With regards to tariffs, both segments within TETRA have a high percentage of products and raw materials sourced from within The U. S. So we don't expect much, if any, financial impact from tariffs.

Brady Murphy
President & CEO at TETRA

However, the current oil price environment does create more uncertainty for U. S. Land activity than previously anticipated. As we've demonstrated in the past, we will be monitoring activity levels and our customer plans very closely to respond accordingly. Given our record first quarter performance and strong second quarter outlook, we have moved up the lower end of our previously communicated first half twenty twenty five adjusted EBITDA guidance to now be between $57,000,000 and $65,000,000 It was previously $55,000,000 to $65,000,000 Attainment of the adjusted EBITDA guidance for the first half of the year would also be a record high for the company with TETRA's current business segments, which will be achieved despite the uncertain environment the industry is experiencing.

Brady Murphy
President & CEO at TETRA

We generated strong free cash flow in the first quarter with a year over year free cash flow improvement of $41,000,000 from the base business, including the benefit of the sale of our Kodiak shares. We have a strong free cash flow generating base business that should be able to navigate us through the near term macro uncertainty and position the company to capitalize on its emerging growth opportunities for the coming years. Before turning it over to Elijio to discuss more details on each of the segments, I'd like to highlight the progress that we have made with regards to our emerging growth initiatives. 2025 will be a key year for us to complete milestones that will allow us to quantify the financial benefits for each initiative. On the desalination of produced water side, with the announcement of our commercial launch of TETRA OASIS TDS and our collaboration with EOG Resources, we are very encouraged by our prospects for desalination of produced water for beneficial reuse.

Brady Murphy
President & CEO at TETRA

During the quarter, we announced a commercial pilot with EOG for a grassland study from Delaware Basin produced water. We continue to see growing momentum across the customer base and regulatory support for this much needed industry solution. RiceDead Energy estimates that in the Permian Basin alone, over 6,300,000,000 barrels of produced water are discharged into saltwater disposal wells per year that could be recycled and reused for agriculture or industrial purposes, including semiconductor chip manufacturing and data center cooling. Such reuse will enable oil and gas operators to mitigate the risk associated with reducing disposal well pore space and the transport of produced water. Since our commercial launch of OASIS TDS, our customer and regulatory engagement has increased significantly, including visits to our research facility and commercial proposal discussions.

Brady Murphy
President & CEO at TETRA

There are several reports suggesting that with the current and projected rate of water injection occurring in the Permian Basin, that by 02/1930 or a few years after, there will not be available pore space for water disposal injection. That is the reason why on April twenty first of this year, the Wall Street published an article calling this the Oil Patches Manhattan Project. On the energy storage front, as the contracted strategic supplier of electrolyte products for EOS Z3 utility energy storage systems, we're well positioned to benefit as EOS scales its manufacturing capabilities and delivers on its backlog. We believe that the high purity characteristics of our pure flow zinc bromide electrolyte, the flame retardant characteristics and mostly US, but 100% North America content makes it ideal for large scale utility use. We are encouraged by the progress of The US implementing their automated production lines that is expected to result in significant step changes in electrolyte volume requirements from TETRA.

Brady Murphy
President & CEO at TETRA

Regarding our Arkansas Evergreen Brine Production Unit, on April 24, we announced that the Arkansas Oil and Gas Commission or AOGC approved our Evergreen Unit expansion, which will allow us to further optimize long term dry flow for bromine, future lithium, and other critical minerals extraction. We completed the drilling and sampling operations for our final test well on the Evergreen Unit that indicated good reservoir results. The test well results also identified encouraging levels of magnesium and manganese, both of which are listed as U. S. Critical minerals that are largely supplied from countries outside The United States.

Brady Murphy
President & CEO at TETRA

We're continuing to advance the bromine project with critical milestone investments funded from our base business free cash flow. We're planning to commence drilling of the Evergreen Unit's first of five planned production wells in the coming months, while finalizing the plant engineering and plant site preparation for erecting the bromine tower later this year. We are also encouraged that on 04/22/2025, the OGC approved SWA Lithium's application to establish a unit for acreage under an option agreement between Standard Lithium, SWA Lithium and TETRA. The option agreement compensates TETRA with a 2.5% royalty on gross revenues from the lithium that Standard Lithium produces from the TETRA option acreage. In addition, TETRA maintains the ownership of the bromine and other mineral interests that will meet the planned Phase II bromine plant production capacity.

Brady Murphy
President & CEO at TETRA

To ensure clarity on our bromine project, it's important to understand that we are taking all the necessary steps, including long lead investments to ultimately build the Bromine processing facility. With our deepwater Bromine fluids demand flourishing and EOS still in the early stages of ramping production, the business case for the bromine facility is still very much intact. We have also been clear that our intention is to fund the project from our base business cash flow without issuing expensive equity or increasing debt and over levering TETRA at a time with uncertainty in the market. We are currently balancing long lead investments with bromine demand projections from EOS and our deepwater projects while reducing risks, including bridging supply agreements in the event that bromine demand outpaces our current outlook. Given these objectives, we have not yet set a final completion date for the plant.

Brady Murphy
President & CEO at TETRA

We remain of the opinion that this year our base business will generate in excess of $50,000,000 free cash flow. So we are moving forward with planned investments likely between 40,000,000 and $50,000,000 on the project, advancing the engineering, putting in place the bromine tower and bringing power requirements we need to the site. At the end of the year, we'll reassess next steps and timing of next investments and target a go live date with our project. Each of these initiatives represent a material financial benefit to the company that we will quantify as we complete key milestones for each throughout the year. Collectively, are transformational for the company.

Brady Murphy
President & CEO at TETRA

Now I'll turn it over to Elijio to give some more specifics on the segments and the balance sheet.

Elijio Serrano
SVP & CFO at TETRA

Thank you, Brady, and good morning everybody. Our Completion Fluids and Products segment first quarter revenue of $93,000,000 increased 35% sequentially driven by strong activity. Adjusted EBITDA of $33,200,000 increased 77% sequentially representing EBITDA fall through of nearly 60%. Adjusted EBITDA margins of 35.7% compared to 27.3% in the fourth quarter of last year, reflecting the impact of Neptune and the stronger offshore market. Water and flowback services revenue of $64,000,000 decreased 2% sequentially, but was up 13% versus a year ago.

Elijio Serrano
SVP & CFO at TETRA

While adjusted EBITDA of $8,300,000 increased $1,200,000 year on year as the fourth quarter slowdown in The U. S. Onshore completions activity carried over into the first quarter. Adjusted EBITDA margins were down only slightly from the fourth quarter as our focus on leveraging technology and automation plus cost reductions to minimize the worker volumes made an impact. First quarter adjusted free cash flow was $4,200,000 of which $15,400,000 was from the base business inclusive of $19,000,000 proceeds from the sale of our investment in Kodiak.

Elijio Serrano
SVP & CFO at TETRA

We got the timing right on when to monetize the Kodiak shares selling them around $42 per share in early January. This morning Kodiak was trading below $34 having dropped to as low as $29.5 Total capital expenditures in the first quarter were $18,000,000 inclusive of $11,000,000 associated with the expansion of our Arkansas bromine plant addressing some of the areas Brady mentioned earlier. We expect working capital to come down materially in the second and third quarters as we monetize the Neptune receivable and the calcium chloride inventory in Northern Europe. As Brady mentioned, we remain of the opinion that free cash flow from the base business this year will be in excess of $50,000,000 We also further expect free cash flow from the base business will fulfill our cash flow requirements for Arkansas this year and we will not need to draw on our revolver nor use a delayed draw feature from our term loan in 2025. This is consistent with our plans of self funding as much as possible of our capital requirements for the bromine project.

Elijio Serrano
SVP & CFO at TETRA

We are moving methodically in advancing our bromine plant. Liquidity as of the end of this week was approximately $219,000,000 inclusive of the $75,000,000 delayed draw pitch that is available for the bromine project. At the end of the first quarter, net leverage ratio improved to 1.5 times from 1.8 times at the end of the year. If we see a slowdown in the onshore business, we know how to manage in such an environment. We manage cost and capital expenditures aggressively.

Elijio Serrano
SVP & CFO at TETRA

We are doing this now. We will pull back on capital expenditures in this segment and we focus on the market, services and customers that have technology competitive advantages. Going into the second half of the year, the volumes of zinc bromide electrolyte shipments to EOS will continue to increase as Eos scales its manufacturing capabilities and delivers on its backlog. We stay very close to that management team. We visited their production line in Pittsburgh Three Weeks ago and came back very comfortable with their progress.

Elijio Serrano
SVP & CFO at TETRA

We get a rolling forecast from MEALs that gives us confidence on the projects that they are making and we expect every quarter to be stronger than the prior quarter. For upcoming investor events, we'll be in New York City on May attending the Deep Morale Conference and also hosting an investor dinner and breakfast meeting. We'll be in Boston on June at the Stifel Conference and back to New York City on June 4 for the RBC Conference. We'll also participate in two virtual conferences, the Lytham Partners on May 29 and the Northland Growth Conference on June 25. We are working to expand our investment base into the water technologies and the energy transition sectors given the growth of our battery storage and produced water desalination technology.

Elijio Serrano
SVP & CFO at TETRA

Please visit our website or reach out to Kerr and Rye for more details. It was also very encouraging to see that in the last month, TETRA shares were acquired by two water index passive funds following our OASIS TDS and EOG announcements. I believe that this is a start of our investor base expanding beyond the traditional oil and gas investors as we make progress with our growth initiatives. I'll turn this back to Brady for closing comments before we open up the call for questions.

Brady Murphy
President & CEO at TETRA

Thanks Elijio. In closing, we're off to a great start for the year and anticipate a very strong second quarter. Despite recent macroeconomic uncertainty, we have a strong conviction in the longer term outlook and our proven ability to differentiate in the markets in which we operate. Our balance sheet is solid with close to $219,000,000 of liquidity. We anticipate further growth in 2025 and expect to continue to generate strong free cash flow from our base business to fund our emerging growth investments.

Brady Murphy
President & CEO at TETRA

The combination of these plus advances with our produced water beneficial reuse solution, our Arkansas resource position and strategic partnerships provides us the opportunity to continue to drive long term shareholder value. With that, we'll open it up to Q and A.

Operator

Thank you. Good morning. And ladies and gentlemen, we will now begin the question and answer session. Should you have a question, please press star followed by one on your touch tone phone. You will hear a prompt that your hand has been raised.

Operator

Should you wish to decline from the polling process, please press star followed by two. If you are raising speakerphone, please lift the handset before pressing any key. And one moment, please, for your first question. And your first question comes from Mr. Bobby Brooks of Northland Capital Markets.

Operator

Please go ahead.

Bobby Brooks
Vice President, Senior Equity Research Analyst at Northland Capital Markets

Hi, guys. Thank you for taking the question. So I was just curious, you've been engaged with customer you've been engaged in customer discussions on Oasis for from with a number of parties, both E and Ps and midstream. And I was just really curious to hear what you guys believe is kind of the biggest holdup from these prospective customers on doing a commercial pilot and eventually an actual commercial unit.

Brady Murphy
President & CEO at TETRA

Yes, sure, Bobby. Yes, I think the first step is that the customers need to get totally comfortable with the technology itself and with the environmental framework that's evolving quite frankly. And it's come quite a long ways. I think if you track what's happening on the regulatory side, the legislative side, things are starting to move in a positive direction both in Texas and New Mexico. We are as I've mentioned previously in our calls, our expectations for this year was that we would have multiple pilot projects running and in 2026, I think we would really start to see more commercial projects being negotiated.

Brady Murphy
President & CEO at TETRA

I think that timeline now as we look at it could be accelerated. We're starting to see more requests by customers for commercial discussions of smaller scale commercial projects. So we'll see how things evolve as we go through the year. It's a pretty dynamic environment. But we are seeing things trending, I would say quicker on the commercialization side than maybe we were on our last earnings call.

Bobby Brooks
Vice President, Senior Equity Research Analyst at Northland Capital Markets

That's very helpful color. And then just kind of piggybacking on that, you had mentioned that I think in the prepared remarks that you've seen some more regular and you just mentioned it in that answer, but like more regulatory support for beneficial reuse. Could you maybe just point us to some specifics where you're seeing that more that the better, the more support for this revolutionary technology?

Brady Murphy
President & CEO at TETRA

Yeah, so we're engaged very heavily with both the Texas Railroad Commission and the TECQ. That are really looking over the permitting process now for Texas. And so we have our own direct engagement with them. That's obviously we get a direct read from that. But I think if you look at some of the legislation that has been moving through the Texas House and Senate, as I mentioned earlier, I can't point to a specific piece of legislation right now, but there has been several pieces of legislation moving through that supports the surface discharge and use of produced water for beneficial reuse, which in the past has really been prohibitive.

Brady Murphy
President & CEO at TETRA

So those are some key, I would say some key things to look at, Bobby, from your perspective.

Bobby Brooks
Vice President, Senior Equity Research Analyst at Northland Capital Markets

Thank you. That's very helpful. And then maybe just the last one for me and I'll jump back in the queue is you're going to commence drilling for Evergreen's first production well in the coming months. And I just wanted to understand, is this kind of a scenario where you can drill it and then leave it as like a duck, like uncompleted? And then as you build, once the processing facility is fully up, you can just kind of quickly go back there and turn it online.

Bobby Brooks
Vice President, Senior Equity Research Analyst at Northland Capital Markets

I just want to make sure I'm kind of understanding the timing here right.

Brady Murphy
President & CEO at TETRA

Yeah, that's exactly right. We will drill obviously one well at a time. Once we drill and complete the first well, we'll essentially put it on standby without production until we have the bromine processing facility and then the full plant ready to be commissioned and then essentially you turn the brine field on. And again, we'll start the first well this We'll announce the timing of the second through the fifth well which is what we have planned for the Evergreen Unit as we go through the year.

Elijio Serrano
SVP & CFO at TETRA

Brady, think it's also important to remind everybody that we have a partner for all the upstream work and the cost of anything we do on the upstream side is shared with our partner proportional to the ownership that we have in the Evergreen Unit.

Brady Murphy
President & CEO at TETRA

Correct.

Bobby Brooks
Vice President, Senior Equity Research Analyst at Northland Capital Markets

Very helpful. Thank you guys and congrats on the strong quarter.

Brady Murphy
President & CEO at TETRA

Thank you.

Operator

And thank you. Our next question is coming from Mr. Martin Malloy from Johnson Rice. Please go ahead.

Martin Malloy
Director - Equity Research at Johnson Rice & Company L.L.C.

Good.

Elijio Serrano
SVP & CFO at TETRA

We lost you there. Marty, if you can repeat.

Brady Murphy
President & CEO at TETRA

Marty, can you hear us? We can't hear you.

Martin Malloy
Director - Equity Research at Johnson Rice & Company L.L.C.

Yeah, I'm sorry. I'll dial back in.

Brady Murphy
President & CEO at TETRA

We got you now.

Elijio Serrano
SVP & CFO at TETRA

Kim, let's go to the next one and we'll circle back to Marty to make sure we cover him.

Operator

Sure. Our next question is from Jesse Sobelson from D. Borel. Go ahead, sir.

Jesse Sobelson
VP - Equity Research at D. Boral Capital

Hi, guys. Thanks for taking my question.

Jesse Sobelson
VP - Equity Research at D. Boral Capital

Just real quick on the numbers here, somewhat of a housekeeping item, but I noticed from the guidance that the I I noticed that the EBITDA number coming up a little bit was appreciative, but there seems to be is it correct that you guys are implying a $30,000,000 range for the second quarter of the year here? And I'm just kinda curious if so or not start yes. Second quarter the year. And then I'm just curious if so, what the drivers of that dramatic range could be to get to both either the high end or the low end? Thank you.

Elijio Serrano
SVP & CFO at TETRA

We're simply looking at the timing of the deepwater projects. We've mentioned in the past that they're large projects. We believe that we're obviously going to be in the range that we've highlighted both on the revenue and the EBITDA.

Brady Murphy
President & CEO at TETRA

If I understand your question though also you were saying a $30,000,000 range for just Q2, that's actually for the first half of the year, the range, just to clarify.

Kurt Hallead
Kurt Hallead
VP - Treasurer and Head of IR at Tetra Technologies, Inc.

And the range spread is no different than what we said coming out at the beginning of the year, which is kind of reduced the range at $3.15 to $3.45. So range is comparable to what we said, it's just a little bit lower.

Jesse Sobelson
VP - Equity Research at D. Boral Capital

Okay. And the timing of the projects is what's really going to determine what that number is and where we perform in the second quarter here. Okay, great. Thanks. Thanks for taking my question.

Operator

Thank you. And our next question is from Tim Moore from Clear Street. Go ahead, sir.

Tim Moore
Managing Director, Senior Research Analyst at Clear Street

Thanks, and nice operational execution in the March. For my favorite perennial topic, the desalination of produced water. I mean, you have such a early first mover advantage there. You got the prior pilot experience ahead of any of other competitors and that recent EOG resources important pilot project, the agricultural irrigation study with the ACRE. So my question really is, how do you decide which additional pilot plant customers to approve?

Tim Moore
Managing Director, Senior Research Analyst at Clear Street

You're going to have this inflow of demand. Do you have a preference for ones that you already do the pretreatment step advantage for in place? Just kind of curious how you're kind of sorting through that and waitlisting folks.

Brady Murphy
President & CEO at TETRA

Yeah, so I think we've announced we have seven NDAs in place with major operators. They're all important to us. They're all actually current customers of ours that we serve for our water and flowback business and recycling and treatment today. So, quite frankly, we treat them all equally as we can. Some are wanting to just do testing at our research facility to demonstrate our capabilities with Oasis.

Brady Murphy
President & CEO at TETRA

Others are looking at deploying small pilots depending on their appetite for risk and how quickly they want to move. We're able to run multiple pilot projects whether we're running them at our research facility or in the field. So we have the capacity to work with all of them to demonstrate the and get them comfortable with the technology. That's really not a challenge at this point. I think the challenge will be if all of them decide to start wanting to stand up a commercial plant within a short period of time, that is where we'll have to start negotiating and discussing with them how we can handle the timing of that.

Tim Moore
Managing Director, Senior Research Analyst at Clear Street

Great. That's what I was definitely getting at more of the commercial side, but I'm just switching gears to EOS. I mean, you mentioned you visited their production facility earlier this month, expect you probably have a rolling production order schedule from them as they ramp up their output this summer for battery storage systems. If their first production line reaches that two gigawatt hours of annual production rate, maybe, I don't know, late next year, early twenty twenty seven, do you have all the sourcing already in place or do you need to sign up more third party suppliers to meet that demand?

Brady Murphy
President & CEO at TETRA

Yeah, that's a fair question. And obviously, this is something we track very closely for our deepwater project demands versus the EOS ramp up. We're very comfortable that for the first line of production for EOS, their two gigawatt hours that we will be able to source and supply all that we need to meet that. The timing of when they move to their additional capacity, which they've talked about I think up to eight potential gigawatt hours, depending on the timing of that, that is clearly where we will need to have additional sources of certainly Bromine. Everything else we can source with the quantities that we need.

Brady Murphy
President & CEO at TETRA

Bromine will be the one that we'll have to closely match our future demand with their planned production. And we have those discussions with them, Elio said, very frequently. And we're putting in place a lot of different things to make sure we're ready, whether it's our own bromine plant that will provide plenty of bromine to meet both our deepwater and EOS future demand or the bridging supply agreements that we're having discussions with existing suppliers with today. That's the balance that we're managing.

Tim Moore
Managing Director, Senior Research Analyst at Clear Street

Great, Brady. I got one last question for you and Elijio. So just for the potential bromine development project, I mean, it truly seems like you can self fund it without triggering any equity dilution, which I think investors aren't giving you credit for yet. But would you I mean, you don't have to answer this now, but are you would you consider a project financing partner for maybe, I don't know, 20%, twenty five % stake? Or would you rather maybe have project finance partners to roll out more desalination plans later on?

Tim Moore
Managing Director, Senior Research Analyst at Clear Street

I'm just trying to think about it in the back of my head just keep your leverage low.

Elijio Serrano
SVP & CFO at TETRA

Absolutely. Assume that we're constantly testing the market. We're looking for partners so that we can move with a higher degree of confidence in case the base business free cash flow does not move as fast as we expect. We are constantly looking for partners and testing the markets to find the optimal solution without diluting our shareholders and without over levering the company.

Tim Moore
Managing Director, Senior Research Analyst at Clear Street

Great. Thanks, Alignon and Brady. That's it for my questions.

Brady Murphy
President & CEO at TETRA

Thank you.

Operator

And our next question is from Colby Sasa from Daniel Energy Partners. Go ahead, sir.

Elijio Serrano
SVP & CFO at TETRA

Hi. Thanks for having

Colby Sasso
Analyst at Daniel Energy Partners

me on the call. Your water and flowback margins for this quarter were 13%, which is down slightly quarter over quarter, but up nicely year over year. And you highlighted that automation and technology combined with cost controls are the reason for the expanded margins in the last twelve months. Are there still more benefits to be seen from automation technology? And can you maybe just speak to how you see the margins for this segment in the intermediate to long term?

Brady Murphy
President & CEO at TETRA

Yeah, absolutely. Probably one thing we didn't mention for the year over year improvement in margins, you'd mentioned the automation, certainly that's contributed, the cost management that's contributed, but we've also have a larger portion of our water flowback business that is treatment and recycling of produced water. That has been a rapidly growing segment of our business throughout 2024 and we expect that to continue to grow into 2025 and that is typically a higher margin profile business for us. Yes, as we go forward, think I mentioned on the call, we only have about 25% of our fleet automated between sandstorms and our auto drill outs. We will be looking at directing the capital that we spend for this segment into automation as a priority and supporting our recycle and treatment operations.

Brady Murphy
President & CEO at TETRA

So we believe we still have the ability to move margins up from where we are today. Now, second half uncertainty right now with the current climate, oil prices, tariff situation, it has created some uncertainty that it's a little bit harder to give us specific guidance for the second half of the year. But our expectations is with the things that we're putting in place, we will still be able to move margins upward from where we posted this quarter.

Elijio Serrano
SVP & CFO at TETRA

And Colby, to add a little bit to what Brady said, we've taken investors out to visit some of our water treatment facilities in the Permian Basin And we've been on job sites where we're treating 100,000 barrels a day and there's only one person at the job site per shift. And that's because of the automation that we've got in place. And obviously those are much, much higher margins. The second point is we also mentioned that some of our lower margin businesses that we're closing and exiting those. So we'll end up with a better profile of the remaining business that we have as part of these changes that we're making.

Elijio Serrano
SVP & CFO at TETRA

That was great color. Thank you so much. And just kind of switching up a little bit,

Colby Sasso
Analyst at Daniel Energy Partners

going back to Oasis, could you talk about your expectations for the program in the Permian and what success would look like in your opinion compared to the results you've achieved in South Texas?

Brady Murphy
President & CEO at TETRA

Are you talking about technical results or commercial results or both, Kobi?

Elijio Serrano
SVP & CFO at TETRA

Both would be perfect.

Brady Murphy
President & CEO at TETRA

Yeah. So in South Texas, because it's a much lower TDS total dissolved solids, we were able to achieve a 92% recovery of desalinated water from the feed water, which is obviously very high. The Permian is a much higher total dissolved solids, about 150,000 on average or so compared to 30,000 in South Texas. The yield that we will get, we're hopeful to get as high as 60% yield of desalinated water from produced water. That can go higher if we decide to start precipitating solids, precipitating salts out of the feed water.

Brady Murphy
President & CEO at TETRA

But initially that would be our target from performance standpoint and an acceptable target from the customers that we're dealing with. As I've mentioned, commercially, we've got commercial pilots. We are getting paid for the pilot operations that we have. We're having discussions with multiple customers on first commercial scale units. Still early days for that.

Brady Murphy
President & CEO at TETRA

It's actually ahead of schedule from where I thought we would be. But we'll keep you posted as we go through the year in terms of our progress commercial discussions for commercial plans.

Colby Sasso
Analyst at Daniel Energy Partners

Thanks for the color. I'll turn it back.

Operator

Thank you. So next question is coming from Steven Yankoe from Stifel. Go ahead, sir.

Stephen Gengaro
Stephen Gengaro
Managing Director at Stifel Financial Corp

A couple for me. What I'd start with, if you don't mind is maybe for Elijio on the free cash flow side. You guys during COVID and other periods have always done a good job of maintaining cash flow at solid levels. You mentioned kind of base free cash flow, I think of about $50,000,000 and I think $30,000,000

Stephen Gengaro
Stephen Gengaro
Managing Director at Stifel Financial Corp

of

Stephen Gengaro
Stephen Gengaro
Managing Director at Stifel Financial Corp

that is excluding the sale of stock. How do you think about that number in the environment we're in over the next several quarters and into next year? You think it's sustainable at that level? How do you kind of look at the puts and takes there?

Elijio Serrano
SVP & CFO at TETRA

Let me first clarify a comment. We keep saying in excess of 50 and we're trying to give us enough cushion in here so that we can exceed the benchmarks that we're laying out. In 2020, the first year of COVID, we generated almost $50,000,000 of free cash flow as we monetized a lot of the receivables and inventory. We don't think we're going to see a slowdown this year anywhere near what we saw with COVID. So, while we'll monetize some of the working capital, we still think that we've got a growth business occurring both with desalination and with the growth in the calcium chloride business and the electrolyte for EOS.

Elijio Serrano
SVP & CFO at TETRA

We're pulling back on capital expenditures for the onshore business and we will be below levels that we've been at before. Also recognize that in the recent years we had expanded capacity on the offshore fluids by building more storage and blending capacity in Brazil and also in the Gulf Of Mexico. So those are behind us. We think that we can continue to pull down base business CapEx without impacting the slowdown, without impacting our opportunity to take advantage of that offshore market. And that's what we keep repeating will be north of $50,000,000 of free cash flow inclusive of the Kodiak sales.

Elijio Serrano
SVP & CFO at TETRA

And that does not imply 30 for the base business.

Stephen Gengaro
Stephen Gengaro
Managing Director at Stifel Financial Corp

Okay, great. Thank you. That helps. The other two questions I had, one was bigger picture. I get this from investors a lot.

Stephen Gengaro
Stephen Gengaro
Managing Director at Stifel Financial Corp

And when you think about the water desal opportunity and the technology, as it evolves, like what should we be thinking about as far as the environment in which it's most applicable? As far as it's one thing to kind recycle the water, it's another thing to have a beneficial reuse. So what are sort of the drivers or parameters of an area that need to be in place for it to be kind of most applicable?

Brady Murphy
President & CEO at TETRA

Yeah, Stephen, so there's a couple components to that question. I think the first one is that the available pore space directly in the Permian Basin, where the water is being produced in the Delaware Basin. The available pore space is filling up. These reservoirs are over pressuring. You can see various reports that show the pressure trends within the reservoirs where they inject.

Brady Murphy
President & CEO at TETRA

That's public information. And so there is a time horizon where the in basin pore space, in basin injection is essentially going to be restricted even further, considerably further than what it is today. So what you see now are operators who have to start designing midstream systems, working with midstream companies to carry produced water outside of the basin. And that's pretty, that's expensive both from a capital and an OpEx perspective. I think there's, you've probably seen several announcements made in the last few months about out of basin disposal systems being set up by the midstream companies.

Brady Murphy
President & CEO at TETRA

But again, ultimately that's going to face the same type of challenge that you see with the in basin. It's just such a huge volume of water that physics will ultimately take over. So that's one part of it. The operators have to find a solution to the problem. I think the other part of it is water is a valuable resource.

Brady Murphy
President & CEO at TETRA

The Permian goes through a lot of droughts. A lot of parts of Texas, South Texas go through periods of droughts. There's incredible need for water that we can treat this for, as we say, beneficial reuse for agricultural purposes, industrial purposes, the data centers that are going to be stood up. All of these the manufacturing centers that we're talking about now. All of these applications require pretty high spec water in some cases that we can meet.

Brady Murphy
President & CEO at TETRA

So I think it's a combination of both factors that set the conditions that are gonna make this drive, Steven.

Stephen Gengaro
Stephen Gengaro
Managing Director at Stifel Financial Corp

Okay, thanks. And then my final, I think Aliyah alluded to this response to a prior question, but when you think about the margin profile in water and the automation, I think Aliyah suggested that there is potentially some upside in the second half of the year or is that a longer term comment?

Elijio Serrano
SVP & CFO at TETRA

Well, so let's be clear. I think depending on the magnitude of the pullback in the second half of the year and how much excess capacity might be out there to compete against, that's an unknown. We think we can control our destiny by focusing on those clients that value technology, that take advantage of the differentiations that we bring, that we keep upgrading the revenue base and keep moving towards produced water and away from the lower margin business. But we don't have this completely under our control. It's going to be partially market dependent and a lot of our efforts are going to be to counter that.

Stephen Gengaro
Stephen Gengaro
Managing Director at Stifel Financial Corp

Got it. Great. Thank you for the details.

Brady Murphy
President & CEO at TETRA

Thanks, Steven.

Operator

Our next question is from Mr. Bobby Brooks from Northland Capital Markets. Go ahead.

Bobby Brooks
Vice President, Senior Equity Research Analyst at Northland Capital Markets

Hey, guys. Thanks for taking this second round of question. Just one for me. I was just curious, not necessarily touched on in the Q and A, but I was really interested in could you maybe just compare and contrast the deepwater market outlook now versus when you reported 4Q in February and WTI was in the low 70s? Does the long cycle nature of these deepwater projects really help insulate development from stalling due to commodity price downturns?

Brady Murphy
President & CEO at TETRA

Bobby. Clearly, deepwater is a longer term cycle. So, I mean, I would answer that by saying we haven't seen any changes by operator deepwater projects that are scheduled for this year. There is obviously some uncertainty in the market right now. Commodity prices went lower, you could potentially see some projects being pushed to the right, but probably not the projects that are on the calendar for this year.

Brady Murphy
President & CEO at TETRA

They're most likely already contracted, already a lot of things put in motion to deliver those wells. So, we don't expect any real change to deepwater this year. Now if oil prices go lower and stay lower for longer for the rest of this year, you could start to see some projects again pushed out to the right. We don't expect that, but clearly there's quite a bit of uncertainty that we can't say specifically that won't happen.

Bobby Brooks
Vice President, Senior Equity Research Analyst at Northland Capital Markets

Yep, you go, Chris.

Kurt Hallead
Kurt Hallead
VP - Treasurer and Head of IR at Tetra Technologies, Inc.

Hey Bobby, just real quick. Just want to add to that. I think this week we've already had a couple of offshore drillers announce their earnings and provide some outlooks with some additional contracts, which are slated to start in 2026 and roll into 2027. So as of this juncture, there's been no real pause on these deepwater drilling programs.

Bobby Brooks
Vice President, Senior Equity Research Analyst at Northland Capital Markets

Got it. Okay. That's really helpful color. I'll return to the queue. Thanks guys.

Brady Murphy
President & CEO at TETRA

Thanks, Bobby.

Operator

This concludes our question and answer session. I would like to turn the conference back over to Mr. Murphy for any closing remarks.

Brady Murphy
President & CEO at TETRA

Thank you very much for joining us again. We're very pleased with the start that we've got to the year. Very pleased with the outlook we have for both the second quarter and the business that we are evolving to with our future projects. So thank you for your interest and thanks for joining us.

Operator

Ladies and gentlemen, this concludes today's conference call. Thank you for your participation. You may now disconnect.

Analysts
    • Kurt Hallead
      VP - Treasurer and Head of IR at Tetra Technologies, Inc.
    • Brady Murphy
      President & CEO at TETRA
    • Elijio Serrano
      SVP & CFO at TETRA
    • Bobby Brooks
      Vice President, Senior Equity Research Analyst at Northland Capital Markets
    • Martin Malloy
      Director - Equity Research at Johnson Rice & Company L.L.C.
    • Jesse Sobelson
      VP - Equity Research at D. Boral Capital
    • Tim Moore
      Managing Director, Senior Research Analyst at Clear Street
    • Colby Sasso
      Analyst at Daniel Energy Partners
    • Stephen Gengaro
      Managing Director at Stifel Financial Corp
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Key Takeaways

  • Company delivered a record Q1 adjusted EBITDA of $32.3 million with a 20.5% margin on $157 million revenue, up 17% sequentially and driven by Completion Fluids & Products margin expansion to 35.7% from 27.3%.
  • Offshore deepwater activity rose 60% year-over-year with completion of the first CS Neptune well and progress on two others, reflecting a multi-year uptrend despite potential lumpiness in timing.
  • Water & Flowback Services sustained a 13% EBITDA margin—up 340 bps year-over-year—through automation (sandstorm and drill-out units at near 100% utilization) and cost actions, while exiting lower-margin poly pipe operations and prioritizing CapEx for further fleet automation.
  • First-half adjusted EBITDA guidance was raised to $57–65 million (from $55–65 million), supported by strong Q1 free cash flow (>$15 million base business plus $19 million Kodiak share sale) and a base-business free cash flow outlook of >$50 million for 2025.
  • Emerging growth initiatives include the commercial launch of OASIS TDS produced-water desalination with an EOG pilot, strategic supply of high-purity zinc-bromide electrolyte to EOS, and an approved Arkansas bromine/lithium unit with self-funded capex and a 2.5% lithium royalty.
AI Generated. May Contain Errors.
Earnings Conference Call
TETRA Technologies Q1 2025
00:00 / 00:00

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