Orion Energy Systems Q4 2025 Earnings Report

Orion Energy Systems EPS Results

• Actual EPS: -$0.60
• Consensus EPS: -$0.60
• Beat/Miss: Met Expectations
• One Year Ago EPS: -$0.20

Orion Energy Systems Revenue Results

• Actual Revenue: $20.87 million
• Expected Revenue: $21.08 million
• Beat/Miss: Missed by -$209.00 thousand
• YoY Revenue Growth: N/A

Orion Energy Systems Announcement Details

• Quarter: Q4 2025
• Date: 6/26/2025
• Time: Before Market Opens
• Conference Call Date: Thursday, June 26, 2025
• Conference Call Time: 10:00AM ET

Orion Energy Systems (NASDAQ:OESX) (NASDAQ: OESX) provides energy-efficiency solutions for commercial and industrial facilities. The company focuses on helping organizations reduce energy consumption, improve lighting quality and manage building operations through modern lighting and control technologies.

Its offerings include LED lighting fixtures and retrofit systems, connected lighting controls, and related energy-management solutions. Orion also provides design, engineering, installation and project-management services intended to support customers through the transition from traditional lighting systems to more efficient, digitally enabled infrastructure.

Founded in 1996 and headquartered in Manitowoc, Wisconsin, Orion serves customers primarily in the United States across sectors such as manufacturing, warehousing, distribution, retail and other large commercial facilities. The company has historically emphasized direct relationships with national and multi-site customers, as well as solutions tailored to the operating requirements of industrial environments.

Orion Energy Systems Q4 2025 Earnings Call Transcript

Key Takeaways

• Voltrec EV charging revenue grew 37% in Q4 and 1,837% for FY 2025, with gross margin improving to 28.3%, demonstrating strong market traction and operational leverage.
• Electrical maintenance segment delivered a substantial profitability turnaround, with gross margin rebounding to 18.2% from 4.4% year-over-year and sequential revenue growth in the last three quarters.
• LED lighting revenue remained challenged, down over 30% year-over-year, but cost-reengineering and diversified sourcing improved margins to 26.6%, and new project wins add $100 million–$200 million in potential revenue over five years.
• Orion reported a Q4 net loss of $2.9 million (-$0.09 per share) and a full-year net loss of $11.8 million, reflecting lower revenues and earn-out expense variances.
• For FY 2026, the company targets ~5% revenue growth to $84 million with modest LED and maintenance gains, and expects to approach or achieve positive adjusted EBITDA based on improved cost structure and margin profile.

Presentation

[Operator]

Good morning, everyone, and welcome to Orion Energy Systems' fiscal 2025 fourth quarter conference call. At this time, all participants are in a listen-only mode. Now I'll turn to Bill Jones, Investor Relations, to begin.

[Bill Jones, Head of Investor Relations at Orion Energy Systems]

Thank you, and good morning to all. Today, Sally Washlow, Orion CEO, and Per Brodin, CFO, will review the company's fiscal 2025 results and outlook, and following their prepared remarks, we'll open the call to investor questions. Today's conference is being recorded. A replay will be posted in the investor section of the company's website, orionlighting.com. As a reminder, prepared remarks and answers to questions include statements that are forward-looking under the Private Securities Litigation Reform Act of 1995. Forward-looking statements generally include words such as anticipate, believe, expect, project, or similar words. Also, any statements describing future objectives or goals, company plans, and outlook are also forward-looking. These forward-looking statements are subject to various risks that could cause actual results to differ materially from current expectations. Risks include, among other matters, those that Orion has described in its press release issued this morning and in its SEC filings.

[Bill Jones, Head of Investor Relations at Orion Energy Systems]

Except as described therein, Orion disclaims any obligation to update/revise forward-looking statements, which are made as of today. Reconciliations of certain non-GAAP financial metrics to their nearest GAAP measures are also provided in today's press release. Now I will turn the conference over to Orion CEO, Sally Washlow, to begin.

[Sally Washlow, CEO at Orion Energy Systems]

Good morning, and thanks for your interest in Orion. As you may know, I took on the CEO position in mid-April, following nearly three years of service on Orion's board of directors. I've had the chance to speak with some of our investors since becoming CEO, but for most of you, this is the first time, and I look forward to getting to know you. It's an honor and exciting opportunity to lead Orion's impressive team. Over the past few years, Orion has made great strides in diversifying and enhancing a portfolio of complementary industry-leading products and services to better meet our customers' needs. We have also made significant progress reducing our cost structure and enhancing gross profit margins, and we have been very productive in developing new revenue opportunities.

[Sally Washlow, CEO at Orion Energy Systems]

I feel we are moving in the right direction. However, it's clear that we need to do a better job both developing and executing on our pipeline of product and service opportunities with greater urgency, and that is my principal goal. While our lighting segment revenue remained challenged in FY2025, we achieved 37% growth in revenue at our Voltrek EV charging station solutions business. We also accomplished a substantial turnaround in the profitability of our electrical maintenance business. Based on the strength of that business, capabilities, and performance, maintenance returned to sequential growth in FY2025 through the expansion of existing customer engagements. Looking into FY2026 and beyond, I am pleased to report that we have expanded our pipeline for LED lighting projects with a number of project wins that underscore our unique value proposition and enhance future revenue visibility.

[Sally Washlow, CEO at Orion Energy Systems]

In our Q3 reporting, we highlighted new customer relationships and contracts that provide between $100 million and $200 million in total revenue potential over the next five years, and last month, we announced additional project wins that build on that potential. On the cost side, we have made meaningful reductions in the cost of our LED lighting fixtures through product re-engineering, plant efficiency efforts, and diversified sourcing, which are benefiting our LED lighting margins without impacting our ability to deliver the highest levels of design, quality, and energy efficiency in our products. We also reduced our operating overhead by more than $4 million in FY 2025, $2 million of which will be reflected as we progress through FY 2026, and we intend to implement a further $1.5 million in annual overhead reductions during FY 2026.

[Sally Washlow, CEO at Orion Energy Systems]

Despite lower revenue, our operating discipline allowed Orion to achieve positive adjusted EBITDA in both Q3 and Q4 and positive operating cash flow for full fiscal 2025 year. My role is to build on this progress by bringing enhanced leadership, focus, and urgency to our team and its efforts to achieve our growth and profitability goals. I strongly believe the Orion team possesses the skills, has industry-leading products, technical expertise, resources, customer relationships, and service commitment to do just that. To better capitalize on the strengths of our three lines of business and the substantial base of customer relationships Orion has built over the past 20 years, we have reorganized our company into two commercial business units effective with the April 1st start of our fiscal 2026 year.

[Sally Washlow, CEO at Orion Energy Systems]

The two units are solutions, which include products and services that we develop, manage, and deliver to specific end customers, and partners, which is focused on product sales via distribution agents, electrical contractors, and energy service companies, or ESCO channels. To provide a bit more insight, our solutions business unit is focused on developing and executing across our full range of LED lighting, EV charging, and maintenance service solutions. Solutions taps our full array of capabilities to deliver the greatest potential value to our customers and typically involves large projects in terms of revenue. The solutions business unit also provides the potential to cross-sell and build new projects and recurring revenue opportunities with our long-term customers. Our partners business unit is focused on the sale of LED lighting and EV charging products through distribution channels such as ESCOs, electrical product distributors, and lighting contractors.

[Sally Washlow, CEO at Orion Energy Systems]

To strengthen our position in the partners' channel, Orion has developed new product lines such as Triton Pro, which balance performance, energy efficiency, and design at competitive price points. These new products have been well received and we're building on their success with additional products designed based on partner feedback to resonate with our customers. We are also making focused investments to drive growth in the partners' business unit, including the addition of an industry veteran who will focus solely on this channel and our partners. Overall, our business reorganization is intended to deliver a more cohesive combination of capabilities across LED lighting, EV charging, and electrical maintenance to optimize our success.

[Sally Washlow, CEO at Orion Energy Systems]

Though we have made some progress in developing business synergies over the past several months, it has become clear that we need to better leverage our engineering, design, and national project management capabilities within the combined solutions business unit. There is work to be done to further integrate the solutions segment, including implementing systems and training to support our team members to represent and execute on our full array of offerings. Structure aside, the imperative for the team is to stay in close contact with our customers and prospects and to maintain focus and urgency to progress opportunities to the finish line or reassess and redeploy resources on more promising projects to fully maximize our business performance. In summary, Orion is clearly differentiated by the unique platform of high-quality, industry-leading products and innovative services we have been providing over more than two decades.

[Sally Washlow, CEO at Orion Energy Systems]

These strengths, combined with our large base of long-term customers, our progress on costs, margins, and growing our project pipeline, position Orion to deliver improving financial performance in FY26 and longer term. I'm firmly committed and incentivized to make this happen for all of our stakeholders. With that overview, I will turn the call over to our CFO, Per Brodin, to review our financial performance and fiscal 2026 outlook.

[Per Brodin, CFO at Orion Energy Systems]

Thank you, Sally. In Q4 2025, we reported revenue of $20.9 million, up sequentially from $19.6 million in Q3 2025, but below the $26.4 million achieved in Q4 2024. In addition, Orion has made excellent progress building its project backlog. On an annual basis, fiscal 2025 revenues were $79.7 million versus $90.6 million in fiscal 2024, reflecting the following segment trends. Our EV charging business delivered a strong performance both in Q4 2025 and for the full year in 2025, with revenues up 18% and 37% respectively as Voltrek expanded its geographic reach and executed on its order backlog. EV charging also achieved an improved gross margin of 28.3% in fiscal 2025 versus 27.2% in fiscal 2024, mainly due to an improvement in revenue mix as well as greater fixed cost absorption on higher revenue.

[Per Brodin, CFO at Orion Energy Systems]

In LED lighting, Q4 2024 and fiscal 2024 revenues trailed the prior year periods by 33% and 22% respectively due to reduced major project activity as well as reduced product demand in our energy service company and electrical distribution channels. Lighting achieved a gross margin of 26.6% in fiscal 2025 versus 27.3% in fiscal 2024, offsetting much of the impact of lower revenues with targeted price increases, cost reductions, and sourcing initiatives. We expect margins to improve on modestly higher LED revenues in fiscal 2026 as Orion executes on its substantial backlog. As anticipated, our electrical maintenance services segment revenue decreased year over year to $4.1 million in Q4 2025 versus $5.2 million a year ago. However, the business achieved a substantial turnaround in gross margin following our strategic repricing actions to improve profitability and our exit from several large but unprofitable contracts.

[Per Brodin, CFO at Orion Energy Systems]

Fiscal 2025 maintenance revenue was $15.2 million versus $17.1 million in fiscal 2024 as new opportunities within existing customers provided sequential revenue improvements in each of the last three quarters of fiscal 2025, offsetting more than half of the revenue lost due to the ending of legacy contracts. Maintenance services gross profit margin rebounded to 18.2% in fiscal 2025 from 4.4% in fiscal 2024, and we expect continued improvements in both revenue and profitability in fiscal 2026. Overall, our blended gross profit margin increased 170 basis points to 27.5% in Q4 2025 versus 25.8% in fiscal 2024. The increase was due to profitability improvements in maintenance and a higher margin revenue mix in EV charging as well as lower overhead costs. As Sally mentioned, we've reduced manufacturing costs on our base lighting products through reengineering and efficiency efforts in the plant.

[Per Brodin, CFO at Orion Energy Systems]

We expect our overall gross margin to remain strong in fiscal 2026, though it will vary to some extent on a quarterly basis due to product mix and volume. Moving down the income statement, our total operating expenses were $8.4 million in Q4 2025 versus $5 million in Q4 2024, primarily due to a $3.5 million year-over-year difference in the quarter for Voltrek earn-out expense, which was $0.5 million in Q4 2025 compared to a $3 million net credit adjustment in Q4 2024, reflecting the reversal of prior earn-out expense accruals. As we mentioned, Orion reduced its annual operating overhead run rate by more than $4 million during fiscal 2025. However, roughly half of this improvement will be reflected as we progress through fiscal 2026.

[Per Brodin, CFO at Orion Energy Systems]

This progress was offset by a $1.6 million year-over-year increase in Voltrek earn-out expense reflected in fiscal 2025 operating expenses, which improved to $30.8 million versus $31.7 million in fiscal 2024. Orion's gross margin improvement was not sufficient to offset lower revenue and the $3.5 million year-over-year variance in earn-out expense, resulting in a Q4 2025 net loss of $2.9 million or $0.09 per share compared to net income of $1.6 million or $0.05 per share in Q4 2024. Likewise, our fiscal 2025 net loss increased slightly to $11.8 million or $0.36 per share compared to a net loss of $11.7 million or $0.36 per share in fiscal 2024. Cash generated from operations improved to a positive $600,000 in fiscal 2025 from negative $10.1 million in fiscal 2024, primarily due to inventory and other working capital management.

[Per Brodin, CFO at Orion Energy Systems]

We were also able to reduce revolver borrowings to $7 million at the close of fiscal 2025 from $10 million a year ago. Net working capital was $8.7 million at year-end compared to $10.5 million last quarter and $16.8 million last year. Lower year-end current assets reflects our active working capital management, which includes a roughly $6 million year-over-year decrease in inventory investments. Year-end financial liquidity totaled $13 million, as we disclosed and as we disclose today. In order to pay Orion's Voltrek earn-out obligations, we structured and executed a binding term sheet designed to resolve the obligation while mitigating the near-term liquidity impact. Under the term sheet, Orion intends to use $1 million, issue $1 million of common stock in July, make an $875,000 cash payment on August 1, and repay the remaining balance with a two-year 7% subordinated note, which matures in July 2027.

[Per Brodin, CFO at Orion Energy Systems]

Based on our financial position, improved cost structure, margin profile, and this revised earn-out structure, we believe Orion has sufficient capital to satisfy all of its obligations and to support its business and growth goals through fiscal 2026. Now turning to our outlook, we have initiated a fiscal 2026 revenue outlook expectation of 5% to approximately $84 million, which will be reported based on our new solutions and partners' business unit structure. For context to our prior reporting segments, our revenue outlook anticipates modest growth in LED lighting and electrical maintenance revenues. Additionally, despite the substantial long-term potential we see for EV charging station infrastructure, our fiscal 2026 outlook currently anticipates flat to slightly lower EV charging revenues due to current uncertainty around the near-term scope, pace, and funding for EV charging projects.

[Per Brodin, CFO at Orion Energy Systems]

Though we still have a few days left in our fiscal 2026 first quarter, we currently expect total revenues in the vicinity of that achieved in Q1 2025, although it is likely to be slightly less. Based on expected operating costs and gross margin improvements, we believe our revenue growth outlook positions Orion to approach or achieve positive adjusted EBITDA for the full fiscal year. In developing our outlook, we try to incorporate current economic and business factors and their potential impacts on the timing and magnitude of existing and anticipated projects, including those outlined in today's press release. Of course, we plan to revisit our outlook commentary and refine it as required as we progress through fiscal 2026. With that, I'll ask the operator to open the call to the Q&A session.

[Operator]

Thank you. To ask a question, please press star 11 on your telephone and wait for your name to be announced. To withdraw your question, please press star 11 again. We ask that you please limit yourself to two questions before returning to the queue. One moment for our first question. Our first question is going to come from the line of Eric Stine with Craig-Hallum Capital Group. Your line is open. Please go ahead.

[Eric Stine, Analyst at Craig-Hallum Capital Group]

Hi, Sally. Hi there.

[Sally Washlow, CEO at Orion Energy Systems]

Hello.

[Eric Stine, Analyst at Craig-Hallum Capital Group]

Good morning. Maybe I'll just start with the order trends. You called those out that you have seen a rebound or a strengthening in Q4 and that that's continued into Q1. Curious, I mean, has that been pretty constant throughout the quarter? I know you're almost done with the quarter. Is this something you expect to see in Q2 and going forward? Maybe what do you attribute that to if there's something specific? Is it just more comfort at the federal level that budgets are not going to be cut or buildings closed and all of the noise that was coming out a couple of months ago?

[Sally Washlow, CEO at Orion Energy Systems]

I can start with that. Nice to connect today. We saw the beginning of the year got off to a really good start with orders, and April was probably our strongest, and May and June continued to progress. We expect that to continue. Fortunately, the noise, less noise, has helped, and we continue to execute upon the projects that we have in the backlog and continue to build that backlog as well.

[Per Brodin, CFO at Orion Energy Systems]

I think maybe for a little more color, some of that is the actualization of orders related to some of the projects that we've talked about in the past that may have not yet manifested themselves in order. Those are starting to come through and reflect themselves in the pipeline themselves.

[Eric Stine, Analyst at Craig-Hallum Capital Group]

Got it. Okay. That is helpful. I guess for my second one, maybe just on EV charging, can certainly appreciate the uncertainty that you are calling out and also the long term. What are the assumptions that go into you thinking that that business in fiscal 2026 is flat or down? I mean, are you factoring in any improvement in the macro? Just any thoughts around that would be helpful.

[Sally Washlow, CEO at Orion Energy Systems]

We're taking a conservative approach with that segment for this upcoming fiscal year, but we have a strong pipeline of projects, and we continue to look at the overall environment through EV sales and the need for the infrastructure to continue to be built. We are leveraging the work that we've done in the areas that we have along with the fleets that we work with and their continued progress of building electrified fleets and then us being the provider of choice to help them with the infrastructure to support those fleets.

[Eric Stine, Analyst at Craig-Hallum Capital Group]

Got it. You have talked about in the past a pretty big pipeline there. I mean, is it fair that part of this is just the pipeline is still there? That has not changed, but the closing of that pipeline is a main factor.

[Sally Washlow, CEO at Orion Energy Systems]

Yeah, it is. We have a good pipeline. I think some of the noise at the federal level has hurt, but we continue to progress on several projects and will continue to stay focused and, quite frankly, capture market share where we can on those projects.

[Eric Stine, Analyst at Craig-Hallum Capital Group]

Okay. Thanks.

[Operator]

Thank you. One moment as we move on to our next question. Our next question is going to come from the line of Sameer S. Joshi with H.C. Wainwright. Your line is open. Please go ahead.

[Sameer Joshi, Senior Equity Research Analyst at H.C. Wainwright]

Good morning, Sally. Thanks for taking my questions. Just following up on the previous Eric's question on EV visibility, your fiscal Q4 revenue was actually sequentially the highest of the year of the four quarters. It seems that although there is noise at the federal level and in general against the EV industry in general, it seems that on the ground, the sales have not been impacted so much. Are you just being overcautious in the outlook for EV?

[Per Brodin, CFO at Orion Energy Systems]

I think, Samir, the way we're thinking about it is we do have a strong pipeline, as Sally mentioned in her comments. I think we have said previously that to date, we have not been as subject to direct federal funding issues on the EV side, so we don't see that necessarily as such a large impact on our EV business. However, there is maybe some additional impact down the road depending on how it affects the overall environment in EV. We did have one significant project that was impacted by some of the federal actions, and that one project was canceled mid-project. We feel that through the funding that's available through both utilities and states, that will have enough to achieve what we think is a conservative objective.

[Per Brodin, CFO at Orion Energy Systems]

There certainly remains uncertainty in that sector, just depending, I'd say, on timing of when the infrastructure improvements will be made.

[Sameer Joshi, Senior Equity Research Analyst at H.C. Wainwright]

Understood. Thanks for that, Dr. Carlson. Just a couple of quick ones. Earn-out for 2026, you mentioned $1 million and then $875,000. Is there anything else to be expected to be paid during the year based on performance, or this is it?

[Per Brodin, CFO at Orion Energy Systems]

The end of fiscal 2025 was the end of the earn-out opportunity related to that purchase. The obligation that we have remaining will only be, I'll say, subject to the payment and stock in July, the $875,000 mentioned, and then the remaining balance, which is subject to agreement on the final amount as we move forward. There will be no more earn-out opportunity per se.

[Sameer Joshi, Senior Equity Research Analyst at H.C. Wainwright]

Understood. Thanks for that [audio distortion]

[Per Brodin, CFO at Orion Energy Systems]

That remaining balance is subject to the subordinated note that we mentioned in the prepared remarks.

[Sameer Joshi, Senior Equity Research Analyst at H.C. Wainwright]

Yeah. The one that is decided will be decided later. Okay. Got it. In terms of cadence of revenues throughout the quarter, you mentioned first quarter is likely to be flat or down. The rest of the quarter, should we expect year-over-year increase in that 5% range, or do you see any other variability from where you sit right now?

[Per Brodin, CFO at Orion Energy Systems]

Right now, we see the quarters playing out relatively consistently. Obviously, they'll need to be above the amount that I alluded to that we expect to achieve in Q1, but not significantly. We're not expecting this year to be as back-end loaded as we've seen in the last couple of years. Overall, expect it to be a little more even, but obviously, the subsequent quarters to Q1 will be higher in order to achieve our outlook.

[Sameer Joshi, Senior Equity Research Analyst at H.C. Wainwright]

Understood. And then last one on gross margins. We see the outlook, but in terms of the business units, partners, and solutions, should we expect different levels of gross margins there? And also, maybe I can squeeze in, will you be also providing EV and LED gross margins separately for going forward?

[Per Brodin, CFO at Orion Energy Systems]

I'll address the last question first. I'll say we have to, yeah, refine what our external reporting will be. In general, we'll expect to report on the partners and solutions basis. Certainly expect to provide color on a revenue basis for some of the other things that we've done historically. We will have to determine how granular we get from a gross margin standpoint. Going back to the beginning of your question, we expect those margins to be relatively consistent. I think overall, as we said, we expect to be at a level higher than what we achieved this quarter based on the savings and other product initiatives that we've initiated.

[Sameer Joshi, Senior Equity Research Analyst at H.C. Wainwright]

Understood. Got it. Thanks a lot for taking my questions.

[Per Brodin, CFO at Orion Energy Systems]

Thanks, Samir.

[Operator]

Thank you. One moment for our next question. Our next question is going to come from the line of [Gao Xi Shui] with Singular Research. Your line is open. Please go ahead.

[Operator]

Good morning, guys. Can you hear me?

[Per Brodin, CFO at Orion Energy Systems]

Yes.

[Sally Washlow, CEO at Orion Energy Systems]

Yes.

[Sally Washlow, CEO at Orion Energy Systems]

Okay. Just following up on that gross margin question, just given that the EV segment is forecasted to be flat and the margin improvement is coming from sourcing improvements and some temporary pricing actions, how can you maintain that margin improvement? Is that mainly through sourcing improvements, or is that some of the pricing actions also being questioned?

[Per Brodin, CFO at Orion Energy Systems]

I'd say a lot of the improvement we expect to come through the lighting and the services side. We expect to maintain reasonable, we expect EV margins to remain reasonably consistent. Some of that, it's just pricing of projects and supply chain initiatives.

[Per Brodin, CFO at Orion Energy Systems]

Okay. Okay. On the earn-out side, what is the thought process behind settling at stock prices at these depressed prices? Is there any kind of provision for preventing further shareholder dilution?

[Per Brodin, CFO at Orion Energy Systems]

The thought process was to reach an agreement that was satisfactory to both sides of this agreement and to, as you mentioned, mitigate some of the liquidity impact in the near term. That was the agreement we reached in terms of a combination of shares, cash, and subordinated note.

[Per Brodin, CFO at Orion Energy Systems]

Gotcha. And just my last question. In terms of the management holding back performance bonuses, could you specify if the NASDAQ compliance is also explicitly included in that compensation package?

[Per Brodin, CFO at Orion Energy Systems]

I'm sorry. We didn't hear that entire question. Could you repeat?

[Per Brodin, CFO at Orion Energy Systems]

I suppose it's directed at Sally. The compensation bonus is kind of tied to the performance milestone. Is the NASDAQ compliance also kind of explicitly included in that compensation?

[Sally Washlow, CEO at Orion Energy Systems]

I mean, it's tied to the NASDAQ compliance, and per se, the shares will be appropriately allocated, whatever we might have to do in terms of keeping that compliance. If that answers your question.

[Sally Washlow, CEO at Orion Energy Systems]

Thank you. I'm going to jump back on the queue. Thank you, guys.

[Operator]

Thank you. As a reminder, if you would like to ask a question at this time, please press star 11 on your telephone. One moment for our next question. Our next question is going to come from the line of [Bill D. Zillum] with Titan Capital Management. Your line is open. Please go ahead.

[Operator]

Thank you. I'd actually like to pick up on a couple of the questions that have already been asked. First of all, the federal government rule changes, would you please walk us through the ones that actually impact you all? There's just been so much noise that I've lost track of what is a headwind, what is a tailwind, what is simply noise. Would you walk us through that, please?

[Sally Washlow, CEO at Orion Energy Systems]

Are you referring to specifically the EV segment?

[Sally Washlow, CEO at Orion Energy Systems]

I'm actually referring to both because I think there's been a lot of discussion just in the government in general. So I'm throwing in the white flag asking for a little help here.

[Sally Washlow, CEO at Orion Energy Systems]

Okay. Sure. Sure. Yeah. There has been no shortage. I will start with the EV side, and Per can certainly add to this. As Per said, we were minimally impacted by one direct government project that we had on EV, and it was canceled. We fully recovered much of our costs within that as well based upon the contract. I guess the other side of this is good news, bad news. We did not have a big pipeline of business tied directly to NEVI, so we were never really getting the tailwinds of all of that. The funding, the NEVI funding and the lack thereof, has not directly impacted our EV pipeline per se. On the lighting side of the business, we have several projects in our pipeline that remain to be strong. They are getting executed within various sectors of the federal government. If anything, they are growing.

[Sally Washlow, CEO at Orion Energy Systems]

Maybe it's because they're in areas that the current administration is focused on as well. Per, not sure if you want to add more there.

[Per Brodin, CFO at Orion Energy Systems]

Yeah. No, I think just touching on both of those points. On the NEVI side, I think, as we had discussed in previous calls, we never really got a lot of tailwind from that effort. That is one of the items that we believe has been scuttled as part of the new administration. While we thought that may ultimately provide some tailwind in the EV sector for us, it had not yet, and now we obviously do not expect it to. The one specific project that was canceled, just for clarity, that project was in process. We achieved some benefit from that, but then it was since canceled by the government, and we do not expect that to move forward at any other time. That, again, was an EV project.

[Per Brodin, CFO at Orion Energy Systems]

With respect to the other projects we have with the federal government, we have significant revenues expected in fiscal 2026, and those are underway. You will see in Q1 some significant benefit from those projects, and we expect that to continue throughout the rest of 2026. I guess one follow-on, just to clarify, a lot of the impetus that helps drive our business is driven by, when it is driven by funding, is driven by funding from utilities and state monies, so that is not nearly as subject to federal funding as it is the savings trying to be achieved by electric utilities as well as the state's efforts to improve their infrastructure.

[Per Brodin, CFO at Orion Energy Systems]

Great. Thank you. Then relative to the new structure that you have talked about, partners versus solutions, is that now possible because the Voltrek earn-out is complete, or is that pure coincidence, the timing of those two?

[Sally Washlow, CEO at Orion Energy Systems]

I mean, it's certainly possible because the earn-out is complete, but there's a lot of things that we can do within the two businesses, and combining solutions allows us to further leverage our national footprint and capabilities to expand a lot of the project work that we do in other geographic areas. The timing's right for it, and we're moving forward with that initiative.

[Sally Washlow, CEO at Orion Energy Systems]

You would or would not say that it could not have happened prior to the earn-out being complete, and therefore now it's possible?

[Sally Washlow, CEO at Orion Energy Systems]

I think it could have happened. It didn't happen, but we are moving forward with it.

[Sally Washlow, CEO at Orion Energy Systems]

Okay. That's helpful. Thanks, Sally. Relative to the industry veteran that you've hired for the channel sales, would you expound upon that, please?

[Sally Washlow, CEO at Orion Energy Systems]

Sure. He is a returning Orion team member and is excited about the future potential that we have. We were able to get him to rejoin the company and lead a channel that, quite frankly, we have struggled with over the past couple of years. We are excited to have him back, and he is a very productive leader and driver within that channel.

[Sally Washlow, CEO at Orion Energy Systems]

All right. With that additional color, I have to ask, what prompted him to leave, and where did he go?

[Sally Washlow, CEO at Orion Energy Systems]

He went to a competitor, and maybe he was not happy with some of the direction. He is looking forward to the future here and knows that we have a great team, which we do, and we have great products, and he is happy to represent them again and help us rebuild that channel.

[Sally Washlow, CEO at Orion Energy Systems]

Great. Thank you. Relative to the commentary about your wins in fiscal Q4 and those continuing here in the first quarter, would you talk in more detail about those than you have up to this point?

[Sally Washlow, CEO at Orion Energy Systems]

I mean, some of them we did announce, but in terms of some of the wins, I think the great news that Orion brings is our flexible supply chain, how we're able to work with customers and meet their needs. We just touched upon government agencies that are specifically looking to us for our BAA products. That has been some wins, and those projects continue. We've recently won a national bank with nice revenue potential through an ESCO partner. We continue to build our product pipeline, and there's more to come in that realm as well.

[Sally Washlow, CEO at Orion Energy Systems]

Thank you. Relative to the tariffs and just the shifting global cost structure as a result, have you seen any clear direct impact yet from the benefits of your domestic manufacturing, or is it still too early because it's really unknown what the tariffs are going to be country by country?

[Per Brodin, CFO at Orion Energy Systems]

Yeah, Bill, I think it's safe to say there's more unknown than known at this point. It's something we monitor on an ongoing basis. We believe, based on what we know today, we'll be able to manage through this. Our intent is to manage through it on a, just call it a neutral basis. There is more to come based on the news that comes every day. As of yet, no significant impact.

[Per Brodin, CFO at Orion Energy Systems]

Understood. Lastly, given that we are only just a few days away from the end of this quarter, any additional insight that you can share beyond what you already have on this call with an earlier question would be appreciated.

[Per Brodin, CFO at Orion Energy Systems]

No, I think that's about as much color as we care to bring about the quarter. Certainly incremental to what we typically do, but we felt that based on where we are relative to the quarter ending next week, that would provide that color, and we look forward to reporting it out at the beginning of August.

[Per Brodin, CFO at Orion Energy Systems]

Great. Thank you both for taking all the questions.

[Per Brodin, CFO at Orion Energy Systems]

Thanks, Bill.

[Operator]

Thank you. One moment for our next question. Our next question comes from the line of Steve Rudd with Blackwall. Your line is open. Please go ahead.

[Sameer Joshi, Senior Equity Research Analyst at H.C. Wainwright]

Sally, you're, I mean, at this point, not new, but still fairly new to the job. What are the frustrations you're seeing with the corporate structure? There have to be. What will you do, or what is your path to expedite the remedying of it?

[Sally Washlow, CEO at Orion Energy Systems]

You're right. I am fairly new, and we've been working hard this quarter on that structure. I think that the synergies and the cross-selling that we can do within our solutions business, I think there's a lot more that we can capitalize on there just in terms of how we scale the business and how those teams can work together. I think that's great potential for the future within solutions is our maintenance business, our EV business, as well as a lot of the project work that we do. I think that there's a lot to be had within that group. Maybe we've been a little too siloed in that, and we're certainly breaking that down. There's a lot of maintenance work to be done across the U.S., not only in lighting, but in EV, and we have a footprint that can help manage that.

[Sally Washlow, CEO at Orion Energy Systems]

On the partner side, some of it is some channel rebuilding. As we spoke to earlier, bringing back an industry veteran to lead that will help us lean into that channel as well and also bring new products to that channel that are required to sell and compete in that channel. We are going to move quicker and with greater urgency.

[Steve Rudd, Analyst at Blackwall]

Sally, it sounds to me like you've got large opportunities in your cost structure. I mean, do I agree? I want to specifically personnel. Do you see that as well? I mean, that seems to me where I know, of course, that always drops quickest to the bottom line, but am I reading that correctly?

[Sally Washlow, CEO at Orion Energy Systems]

We're always looking into that to maximize the team's capability, but I want to stabilize the team and get us on a path to growth as well and have some team members learn from each other in terms of their specific lines of business and how do we capitalize on how we execute some of these projects in the market as well within a greater national footprint.

[Steve Rudd, Analyst at Blackwall]

Okay. All right. Thanks.

[Operator]

Thank you. This concludes the question and answer session, and I'll turn the call back to Sally Washlow for concluding remarks.

[Sally Washlow, CEO at Orion Energy Systems]

I want to thank everyone for taking the time to join us today. We look forward to updating investors on our first quarter call in early August. In the meantime, we hope to meet with you in person or virtually at upcoming conferences, which we will announce as confirmed. We are currently planning to participate in a few investment conferences beginning in late August and September, which we will announce via press release once confirmed. You may also reach out to our investor relations team with any questions. Their contact information is at the bottom of our press release. Thanks again for your time today and your interest in Orion. Operator, I'll turn it back to you.

[Operator]

Thank you. That concludes today's conference call. You may now disconnect. Everyone, have a great day.

Participants

Executives

• Bill Jones, Head of Investor Relations
• Per Brodin, CFO
• Sally Washlow, CEO

Analysts

• Analyst at Singular Research
• Sameer Joshi, Senior Equity Research Analyst at H.C. Wainwright
• Eric Stine, Analyst at Craig-Hallum Capital Group
• Steve Rudd, Analyst at Blackwall
• Analyst at Titan Capital Management