Usio Q2 2026 Earnings Report

Usio EPS Results

• Actual EPS: $0.01
• Consensus EPS: -$0.00
• Beat/Miss: Beat by +$0.01
• One Year Ago EPS: N/A

Usio Revenue Results

• Actual Revenue: $23.68 million
• Expected Revenue: $23.67 million
• Beat/Miss: Beat by +$7.64 thousand
• YoY Revenue Growth: N/A

Usio Announcement Details

• Quarter: Q2 2026
• Date: 8/12/2026
• Time: After Market Closes
• Conference Call Date: Wednesday, August 12, 2026
• Conference Call Time: 4:30PM ET

Usio (NASDAQ:USIO), Inc. (NASDAQ: USIO) is a financial technology company that delivers integrated payment, transaction processing, and money services solutions. The company’s platform combines merchant acquiring, multi‐rail payment enablement and business management tools to support merchants, financial institutions and business partners in automating and securing electronic and cash‐based transactions.

Through its subsidiaries, Usio provides a broad range of products and services, including point-of-sale terminals, payment gateway services, automated teller machine (ATM) processing, bill payment, money order issuance, domestic and international money transfer and remittance solutions. The company’s multi‐rail architecture enables acceptance of credit, debit, ACH, mobile wallet and alternative payment methods, allowing clients to tailor their payment acceptance strategies across in-store, online and mobile channels.

Usio serves a diverse customer base across retail, hospitality, education, government agencies, gas and convenience store operators, and financial institutions throughout the United States, with select cross-border money services capabilities. Headquartered in South Florida, the company leverages its end-to-end technology platform to support rapid deployment, real-time transaction monitoring and fraud mitigation for organizations of varying size and complexity.

Led by a team of experienced payments and fintech professionals, Usio focuses on expanding its solution suite through strategic acquisitions and partnerships, aiming to deliver seamless, secure and compliant payment experiences for businesses and consumers alike.

Usio Q2 2026 Earnings Call Transcript

Key Takeaways

• Positive Sentiment: Usio raised its fiscal 2026 revenue-growth guidance to 14%–16%, up from 10%–12%, citing strong first-half performance and continued growth opportunities.
• Positive Sentiment: Second-quarter revenue increased 19%, while payment dollars and transactions processed both rose 27%; adjusted EBITDA more than doubled year over year to $1.1 million, and GAAP net income was positive for the second consecutive quarter.
• Positive Sentiment: Card revenue grew 28%, driven by 43% PayFac growth and a 34% increase in merchant count; management said the expanding ISV-to-merchant “flywheel” is driving accelerating volumes.
• Positive Sentiment: Management highlighted Usio Ion, school-voucher programs, university loan-refund payments, RTP adoption, and Output Solutions’ new high-speed printer as catalysts for future growth, margin expansion, and higher interest income.

Presentation

[Operator]

Welcome to Usio's second quarter fiscal 2026 earnings conference call. All participants will be in listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star then one on your telephone keypad. To withdraw your question, please press star then two. Please note this event is being recorded. I would now like to turn the conference over to Michael White, Senior Vice President and Chief Accounting Officer. Please go ahead, sir.

[Michael White, Senior VP and Chief Accounting Officer at Usio]

Thank you, operator, and thank you everyone for joining our call today. Welcome to Usio's second fiscal quarter 2026 conference call. The earnings release, which we issued today after the market closed, is available on our website at usio.com under the investor relations tab. On this call with me today are Louis Hoch, our Chairman and CEO, and Greg Carter, Executive Vice President of Payment Acceptance and Chief Revenue Officer. In addition, Houston Frost, Senior Vice President and Chief Product Officer, and Jerry Uffner, Head of Card Issuing, will be available during the question-and-answer session. Let me remind our listeners that certain statements made during the call today constitute forward-looking statements made pursuant to the Safe Harbor Provisions of the Private Securities Litigation Reform Act of 1995, as amended and more fully discussed in our press release and in our filings with the SEC.

[Michael White, Senior VP and Chief Accounting Officer at Usio]

Following our prepared remarks, there will be a question-and-answer session for those who registered as a financial professional. Let me offer just a few brief comments on the quarter before turning it over to Greg and Louis. We once again met or beat all analyst expectations on both the top and bottom lines, while also delivering our second consecutive quarter of positive GAAP net income and earnings per share. Revenue growth remained strong in the second quarter up 19%, accelerating from 15% in the first quarter. Excluding the impact of interest income, growth at the business unit level was even stronger, approaching 20%. This has led to a very strong first half of the year.

[Michael White, Senior VP and Chief Accounting Officer at Usio]

As we move through the second half of the year, we remain focused on executing our strategy and leveraging our innovative technology and diversified business operations to drive continued growth across the markets we serve. In three of our product lines, credit card, ACH, and Output Solutions, revenue was up over 20%, illustrating continuing strength across Usio. Once again, a majority of the quarter's revenue was recurring in nature, with no one client accounting for more than 10% of total revenue. Client retention remains high. Total processing transactions also set new records, with total payment dollars processed up 27% and transactions up 27%. Profitability continued to improve. Gross profit dollars increased 12%, with margins improving sequentially from the first quarter. Total selling, general, and administrative expenses were down approximately $190,000 from a year ago.

[Michael White, Senior VP and Chief Accounting Officer at Usio]

Excluding the depreciation, amortization, and stock-based compensation, SG&A was down marginally from a year ago, despite the 19% increase in revenues. We remain focused on maintaining a disciplined cost structure as we continue to grow, providing further opportunity for operating leverage. Adjusted EBITDA was $1.1 million for the second quarter of 2026, more than double that of the year ago quarter. For the first half of the year, we generated $1.9 million of adjusted EBITDA, our best first half in years. We reported positive net income of $280,000, or $0.01 per share in the quarter. Again, net income was from core operations and does not include any unusual, non-recurring, extraordinary, or one-time items. This marks our second consecutive quarter of positive GAAP net income, an important milestone in an area where we remain intensely focused.

[Michael White, Senior VP and Chief Accounting Officer at Usio]

While operating cash flow was lower in the first half compared to last year, adjusting for the $1.5 million employee retention credit received in the prior year period, operating cash flow actually increased year-over-year. Cash and cash equivalents at the end of the quarter were $6.4 million, down from the beginning of the year, primarily reflecting the timing of several annual cash outlays during the first half. In addition, we used approximately $371,000 to repurchase 281,000 shares of our common stock during the six months ended June 30, 2026, including $235,000 in the second quarter. We also continued to invest in strategic growth initiatives, including capitalized development work on Usio Ion. Overall, we are very pleased with our performance through the first half of the year.

[Michael White, Senior VP and Chief Accounting Officer at Usio]

We are delivering strong revenue growth across the business and maintaining disciplined control of our cost structure to translate that growth into improved profitability. With that momentum and the opportunities we see ahead, we believe we are well-positioned for a strong second half of 2026. Now, I'd like to turn the call over to Greg Carter.

[Greg Carter, EVP of Payment Acceptance and Chief Revenue Officer at Usio]

Thank you, Michael, and good afternoon, everyone. It was another strong quarter for Card. Revenue was up 28% year-over-year to $9 million, with growth accelerating from the first quarter and the best ever second quarter revenue. Dollars processed were up 13% and transactions processed were up 19% from a year ago. Once again, results were driven by the strength of our PayFac business, where revenue was up 43% in the quarter. PayFac continues to represent over three-quarters of Card's revenue and is the primary driver behind the inflection in our revenue growth rate. The second quarter was consistent with the growth path we established years ago when we introduced our evolutionary PayFac technology. The formula is straightforward. PayFac's innovative technology attracts new accounts, they get implemented, they steadily bring their merchants onto our platform, and those merchants' volumes grow over time.

[Greg Carter, EVP of Payment Acceptance and Chief Revenue Officer at Usio]

Just the first six months of this year, merchant count has increased to 34%. We have the flywheel of growth spinning nicely. For instance, our large bodega-oriented healthcare account has been steadily ramping. In fact, based on the industry buzz created by this implementation, we now have another very similar opportunity. Heading into the school year, we are seeing nice growth with our education-oriented accounts, and we anticipate a nice pickup in the third quarter from a couple of new ISVs that are ramping up. There have also been more omni-channel sales wins, something we have been emphasizing with our sales organization. Whether they be entities that need one-time or on-demand printing services or a complementary disbursement solution, we signed more of those type of accounts in the second quarter and continue to do so.

[Greg Carter, EVP of Payment Acceptance and Chief Revenue Officer at Usio]

Our consolidated sales team is more cohesive and more interactive than it has ever been as a part of the implementation of Usio ONE, and we only expect the system to improve overall sales performance. In general, we are just getting more productive and efficient. In addition to the increased productivity of our sales organization, we are likewise seeing improved efficiency in our operations, which is helping margins. Essentially, everyone in Card's back office is a certified payments professional. So, we now have an increasingly professionally educated and highly tenured organization. We just continue to get better in all facets of the business. Now, I would like to turn the call over to our Chief Executive Officer, Louis Hoch.

[Louis Hoch, Chairman and CEO at Usio]

Thank you, Greg, and welcome everyone. The second quarter was another strong quarter. For the second time this year, we met or exceeded analyst revenue, adjusted EBITDA, and EPS estimates, and we generated positive GAAP net income and EPS. All of our key performance indicators were strong. Total payment dollars increased 27%. Payment transactions processed were also up 27%. Revenues were up over 20% in three of our business lines. At the midway point, we are on pace for one of our best years, and based upon our performance and outlook, we are raising our full-year revenue growth guidance, and we believe there is tremendous potential for even more growth ahead. There is a lot to talk about this quarter, so let me get right into our performance and the drivers behind our success.

[Louis Hoch, Chairman and CEO at Usio]

In our most profitable business, ACH, revenues increased 21%, with transactions up 34%, dollar volume up 28%, and return check processing up 35%. That momentum has continued into the third quarter, with July setting a new monthly ACH transaction record. If these trends continue, we will be on pace for our sixth consecutive quarter of ACH transaction volume growth. PINless debit and real-time payment transactions have both remained strong. While we are seeing some customers shift transactions from PINless debit to RTP transactions generate higher margins despite carrying a lower cost per transaction. As a result, this shift will benefit overall profitability, although modestly weighing on the top-line revenue. We are now processing RTP transactions for 12 accounts from zero last year, and we expect to see RTP revenue continue to grow at a strong rate.

[Louis Hoch, Chairman and CEO at Usio]

As one of the industry's new payment channels, our ability to capture RTP volume is indicative of our ability to innovate and develop new technology that is responsive to emerging payment needs. Card Issuing delivered an approved quarter despite continued revenue headwinds, demonstrating the strength of the business model, disciplined expense management, and meaningful progress on strategic growth initiatives. Purchase volume rebounded up 11%, although card loads were flat and transactions down slightly. These are all improvements on a sequential basis. In the quarter, issuing signed 16 new clients with over 20 clients in implementation or with volume scaling. Of course, one of our most exciting opportunities on the horizon is the school voucher programs. Some states have already begun going live, with additional states expected to follow over the second half of this year and into 2027. The potential scale of these programs is significant.

[Louis Hoch, Chairman and CEO at Usio]

One state alone is expected to disburse approximately $1.2 billion. While these programs represent an exciting opportunity for our Card Issuing business, a lot of the initial disbursements have been ACH. In line with our strategy, this one account is a revenue opportunity for multiple channels of our payments platform. Importantly, this program is with an existing client with whom we've already integrated, so some of the heavy lifting is finished. Consequently, we can focus all of our energies on getting these programs rolled out. We also expect to begin distributing university loan payment refunds for several universities through a fintech strategic partner during the second half of the year. Our partner currently works with 30 universities through another processor, and we believe there is an opportunity to transition those programs to Usio over time.

[Louis Hoch, Chairman and CEO at Usio]

The potential payment volumes are significant, making this another exciting growth opportunity for Card Issuing. Output Solutions continues to have an outstanding year. Revenues increased 22% in the second quarter, accelerating from 19% growth in the first quarter. Pieces processed and mailed increased 43%, while electronic documents processed and delivered were up 49%. It was Output Solutions' strongest second quarter by a wide margin, with the business setting a new monthly revenue record in each successive month of the first half of the year. We also have our new high-speed printer online, representing a significant upgrade to our production capabilities. The new equipment is approximately four times faster than our existing printer and offers four times the resolution, expanding our ability to support both transactional and higher quality print work. Importantly, we expect it to be more cost-effective as well.

[Louis Hoch, Chairman and CEO at Usio]

The increased speed requires less labor for the same level of output, while newer technologies should reduce maintenance costs and even lower our ink costs, despite the significantly higher print quality. To get a sense of these capabilities of this new equipment, I encourage you to take a look at the video that we posted on our Usio LinkedIn page. In the second quarter, Output signed 11 new contracts and renewed two other existing agreements. This includes a large alternative retail deregulated electric provider that happens to be one of the three largest in the state of Texas. It is also encouraging to note that their success is not going unnoticed. Inbound traffic is on the rise, which over time, we believe will be a boost to the business.

[Louis Hoch, Chairman and CEO at Usio]

In addition to the growth opportunities within our existing business, we have some new products under development that we expect to be launching in the near future. Most importantly is Usio Ion, the name we have chosen for PostCredit. While there is still work to do, we are making great progress. The concept has been floated by a number of existing clients, and the response has been overwhelmingly positive. We expect to host a demonstration of Ion in the near future and look forward to giving you a closer look at the platform so you can get a feel for the opportunity we believe it represents. Let me close by reiterating our continued focus on margins and profitability. We have several tailwinds that we believe can support continued margin improvement.

[Louis Hoch, Chairman and CEO at Usio]

These include more profitable transaction mix from products such as RTP, our lower production cost at Output Solutions, and the continued rollout of Ion. At the same time, we remain focused on our cost structure. As one example, our increased processing volumes have enabled us to secure improved pricing from our sponsoring banks beginning in the third quarter. Together, we believe these initiatives provide multiple opportunities to drive greater operating leverage and improve profitability as we continue to grow. As a result, we are now raising our full year guidance. For fiscal 2026, we now expect revenue growth of 14%-16%, up from our previous guidance of 10%-12% expectations. We also expect to continue to generate positive adjusted EBITDA as we remain focused on driving greater profitability and operating leverage across our business.

[Louis Hoch, Chairman and CEO at Usio]

A great first half with a lot of strong results and increasing prospects for better growth and profitability. Most of our businesses are growing at better than 20%, and we have exciting opportunities to sustain, if not improve our long-term growth. There is also an intense focus on profitable growth. I want to thank the Usio employees for their continued dedication and commitment to growing our business, strengthening our company, and creating long-term value for our shareholders. Operator, you can now open the call to questions.

[Operator]

Thank you. We will now begin the question-and-answer session. To ask a question, you may press star then one on your telephone keypad. If you are using a speakerphone, please pick up your handset before pressing the keys. To withdraw your question, please press star then two. Again, it is star then one to ask a question. At this time, we will pause momentarily to assemble our roster. The first question comes from Neil Cataldi with Blueprint Capital. Please go ahead.

[Neil Cataldi, Analyst at Blueprint Capital]

Hey, guys. Great quarter. Thanks for taking a couple questions. My first one is, you mentioned PayFac merchant accounts up 34%. I was wondering if you could talk a little bit about this flywheel, as you called it, maybe for those newer to the story. What's the flywheel, and why is it really kicking in right now?

[Greg Carter, EVP of Payment Acceptance and Chief Revenue Officer at Usio]

Well, as I said, the beauty of our PayFac model is we secure these ISVs or these software companies that may have anywhere from 100-500 subscribers today. Fast-forward, if their business model goes like our current ISVs four or five years down the road, that merchant base goes to 500-1,000. As those onboard with the software companies, we get access for providing payments to those entities. That, combined with the number of ISVs we've put on over the past several years, that's the flywheel of growth. It's an incredibly robust business model. Again, as we add more ISVs, the ISVs then in turn add merchants, which become our merchants by default, and that's the third leg of the stool. New ISVs, ISV growth, and then merchant growth within that community.

[Neil Cataldi, Analyst at Blueprint Capital]

Thanks. That's helpful. It's great to see that kicking in. A couple more. Last quarter, you guided gross margins to improve towards 23%-25% you said in the short term. 24% today is great, and I think the color on this call has been very helpful. With the new programs launching that you just discussed, is it reasonable to assume that maybe we can go even above 25% over the next few quarters?

[Louis Hoch, Chairman and CEO at Usio]

The key to the growth there is going to be the full launch of Ion. The way we make money off of Ion is through float primarily and some card spend, but float is obviously 100% margin for us. Ion is going to be a big catalyst for increasing our margins.

[Neil Cataldi, Analyst at Blueprint Capital]

Okay. Regarding that interest income, which I think is what you are talking about, how should we think about a recovery there through the second half as the education programs come on?

[Louis Hoch, Chairman and CEO at Usio]

Well, the education programs, some of them have already started a little bit. Most of that traffic is occurring through ACH. We remain very excited about the two verticals in the education or the two instances. One is school voucher programs that we talked about. I believe we have gone from three states to two states to, how many do we have now? Around six. Around five or six that we will be doing voucher programs for. What is nice about these programs is it is not like all the money is dispersed when school starts. It actually happens over the course of a school year. So, we will start seeing some good volume from that occur once school kicks off here in August and September. The other program is Title IV payments. Those are school loan refunds.

[Louis Hoch, Chairman and CEO at Usio]

Yeah, school loan refunds, which we have one university coming live in this third, fourth quarter. That one customer or that one reseller works today with 30 universities, and we are hopeful that we are going to get all that traffic.

[Neil Cataldi, Analyst at Blueprint Capital]

Okay. Just to clarify, did you say five or six states on the school vouchers, or did I not hear that correct?

[Louis Hoch, Chairman and CEO at Usio]

Yeah. That is correct. I think the last time we talked, it was two, and we have added a few.

[Neil Cataldi, Analyst at Blueprint Capital]

Okay. Maybe some ballpark on what total volumes would be across the 5-6?

[Louis Hoch, Chairman and CEO at Usio]

Around $1.5 billion.

[Neil Cataldi, Analyst at Blueprint Capital]

Okay. My last one is just on the ACH tailwinds. Nacha, I think I am saying that right, data shows that P2P ACH is growing like 21%, same day is up 30%. The industry seems to be moving towards what you guys have built, which is this embedded multi-rail kind of infrastructure. My question is, as AI, I think sort of transforms SaaS companies and how they operate, do you guys have any thoughts on how embedded payments become more of a determining factor in which platforms win, and do you think that is sort of starting to show itself a bit in the ACH tailwinds you are seeing?

[Louis Hoch, Chairman and CEO at Usio]

It's definitely going to benefit PayFac, which includes Card and ACH. AI is making some software development tasks easier. What used to be competitive in software development was building software and having great infrastructure. Now, people are able to reproduce it easier. Those software companies are looking for ways to increase the value of their platforms. The best way to do it is to embed payments and make a financial tool out of your software application, which is an absolute perfect fit for our PayFac-in-a-Box offering. We think as time evolves with AI, that that will create even more opportunities for us in PayFac.

[Neil Cataldi, Analyst at Blueprint Capital]

Great. Thanks, guys. Appreciate you taking the questions and excellent quarter. Talk soon.

[Louis Hoch, Chairman and CEO at Usio]

All right. Thank you.

[Greg Carter, EVP of Payment Acceptance and Chief Revenue Officer at Usio]

Thank you.

[Operator]

Thank you. Again, if you have a question, please press star then one. The next question comes from Barry Sine with Litchfield. Please go ahead.

[Barry Sine, Analyst at Litchfield]

Hey, good afternoon, folks. Very good quarter, both the results and the nice surprise in positive guidance. It is almost as if you guys are carrying around lucky rabbit's foot. I am trying to understand the drivers. You gave out a lot of key points, and it seems to me that the new, well, I guess not so new anymore, Usio ONE strategy really is working. You have changed the compensation. Your team is cross-selling all the products. So we are seeing new customers, we are seeing new products for the existing customers. Then you also have introduced new products like RTP, and it sounds like Ion is part of the new guidance. Can you elaborate a little bit more, please?

[Louis Hoch, Chairman and CEO at Usio]

Well, obviously, we are very excited about Ion. We think that is a catalyst for not only top-line growth, but will increase our margins. We look forward to the full rollout of that. It is going to take time for us to do that. But we already have a handful of customers beta testing for us, and the results are good. Every part of our business is doing really, really well. It is showing credibility to our strategy of having all payment channels, too. We are seeing some pinless transactions go to RTP. While RTP transactions have less revenue, they have higher margins. But if we did not have RTP, we would have missed out on that traffic, and that traffic continues to grow really well. When RTP allows for debits instead of just pushing funds, we will see a big jump in usage of RTP for our customer base.

[Louis Hoch, Chairman and CEO at Usio]

Our existing customers continue to grow. We are doing a great job at landing new deals as well. So, we are optimistic about this year and our future growth.

[Barry Sine, Analyst at Litchfield]

If I can drill down a little bit more on PayFac. In the past, you have talked about, I do not know if I missed it, but the PayFac growth rate in the quarter. But you have also, in the past, had a bit of a challenge onboarding PayFac customers or PayFac merchants, rather, not customers. It seems like you have solved that. Could you give us a bit of an update on PayFac and where you are now? I mean, it seems much improved versus a couple of years ago.

[Greg Carter, EVP of Payment Acceptance and Chief Revenue Officer at Usio]

Yeah, Barry, it is really lather, rinse, and repeat. We have been doing the same thing for the last seven years, and what we are seeing now is all that come to fruition. While we sincerely appreciate everyone's patience, if you will look back historically, there has been a slow but steady upward climb of the PayFac revenue model, and now we are just seeing the benefits of that. It is not that we found some secret sauce. Really, the key is adding as many ISVs as we can possibly accommodate into the implementation queue and then working with each entity, each ISV individually to help them with that transition on their merchants. Really, that has been the secret. But I think it is also just a culmination of doing this for many years, and that patience and persistence is paying off.

[Barry Sine, Analyst at Litchfield]

What was PayFac growth in the quarter?

[Greg Carter, EVP of Payment Acceptance and Chief Revenue Officer at Usio]

43% over a year ago.

[Barry Sine, Analyst at Litchfield]

Wow, okay. I want to zero back in on Ion. When you announced the acquisition of PostCredit, maybe I am wrong, but I did not give it a lot of thought. It was a relatively small transaction. I am not sure it was even operational. It was a platform that was used to handle expenses for movie productions in Hollywood. You guys have taken that, you have revamped it, and I am very surprised that Louis called that out as one of your three catalysts for this year. You have taken a tiny little product that you paid very little for, maybe you can remind us, revamped it, and now you are looking at it as a major catalyst for growth this year?

[Louis Hoch, Chairman and CEO at Usio]

Well, what is exciting about Ion is that it was on our roadmap to develop. When Houston located this company and did his due diligence, we figured out we could implement the product faster, so we really just bought software, and it kind of leapfrogged our development. What we were looking at developing 18 months to two years, we are able to do in six months. That implementation timeframe for us was really shortened, and it allowed us to potentially go to the market quicker. The most exciting thing about Ion is the margin that is created from float. It is also going to increase our visibility for risk and fraud. It potentially will allow us to settle funds quicker to our customers, which we will definitely charge for that action.

[Louis Hoch, Chairman and CEO at Usio]

We are going to see usage on cards when they use the product as an expense management system. It is the first product that sits on top of all of our divisions, and that is really exciting to us because it works for Output customers to be sending in their prepaid postage to us. For Card Issuing, it works for card load money to go into. For acquiring, it works for us to settle funds from ACH and from card transactions for the merchants to go in and either leave the funds there or withdraw it to whatever bank of their choice. We believe that there is over $200 million on a daily basis that we could potentially have in the Ion platform. Today, at any given time, we have $80 million-$100 million that is not ours.

[Louis Hoch, Chairman and CEO at Usio]

If we can increase that to $300 million, that is substantial float for us.

[Barry Sine, Analyst at Litchfield]

To understand that, it sounds like Ion revenue will show up in a number of the product categories or service categories that you guys announced, including interest income or interest revenue. Is that correct?

[Louis Hoch, Chairman and CEO at Usio]

Yeah. The card transactions will show up in Card Issuing. Interest income, we'll leave that up to Michael to figure out where that one's going to go. It's a product that sits on top of all of our divisions. So, where we book it is a good problem to have, right?

[Barry Sine, Analyst at Litchfield]

Yeah. A very high-class problem to have. Lastly, it sounds like you hit another home run with Ion. You did that several years ago with Output Solutions. Do you have any more rabbits in your hat, Louis, in terms of acquisitions? What are you guys looking at? What are the priorities? Is there anything imminent? You've now got a very good track record with acquisitions. Are you going to follow that up with additional ones?

[Louis Hoch, Chairman and CEO at Usio]

Yeah. We look at deals all the time, and we're just very selective, and I guess that's part of the reason why we've been successful. We continue to look, and if it's complementary and we can buy it right, and whatever we're buying doesn't have any issues, we'll go for it.

[Barry Sine, Analyst at Litchfield]

But it doesn't sound like there's anything imminent on the horizon right now.

[Louis Hoch, Chairman and CEO at Usio]

Barry, if there was, I wouldn't be able to talk about it on this call, right?

[Barry Sine, Analyst at Litchfield]

Well, it's the Regulation FD call. All right. Thank you very much.

[Louis Hoch, Chairman and CEO at Usio]

All right. Thanks, Barry.

[Operator]

Thank you. Once again, if you have a question, please press star then one. The next question comes from Kris Tuttle with Blue Caterpillar. Please go ahead.

[Kris Tuttle, Analyst at Blue Caterpillar]

Hey, thanks for taking my questions. They're really more housekeeping. As you know, I'm kind of newly modeling you guys, and there were just a couple minor variances. On Output Solutions, is there some seasonality there on Q3, I mean Q2, I'm sorry, which came in, it was a great improvement year-over-year, but just a little bit less than I expected. I'm just curious to know if that level, the 5669, if that represents any kind of seasonality.

[Louis Hoch, Chairman and CEO at Usio]

Yeah. Output does experience seasonality, but that happens in Q1 when we perform tax-related print and mail and electronic document delivery, 1099s, property taxes for a lot of the counties. In Q1, we actually printed a large amount of voter registration cards for state of Texas, which is a reoccurring deal, but it only happens once every two years for us. The seasonality occurs in Q1. Q2, we just did a great job. The majority of that's reoccurring.

[Kris Tuttle, Analyst at Blue Caterpillar]

I get it. Q1, you get a bit of an extra bump, and then Q2, Q3, Q4 are more just based on strength of the business, which, as you pointed out, is at a new higher level.

[Louis Hoch, Chairman and CEO at Usio]

Yes.

[Kris Tuttle, Analyst at Blue Caterpillar]

Okay. The other variance really was in the cost of services. Pretty nice margin improvement. I am just making sure that it is not some sort of one-off thing that happened. Maybe you could just talk a little bit about the mechanics of that. You had a very good cost of services number this quarter.

[Louis Hoch, Chairman and CEO at Usio]

Yeah. We are comfortable in the 23%-25% gross margins. To get above 25%, Ion is going to be a big catalyst for us. If you are modeling, if you are 23%-25%, you will be in the ballpark.

[Kris Tuttle, Analyst at Blue Caterpillar]

Okay. All right, great. The last one, this is really small. Interest on ACH and complementary services was down a bit sequentially, which is on trend a little bit, but I am just curious to understand what is driving that.

[Michael White, Senior VP and Chief Accounting Officer at Usio]

This is Michael, I can answer that one. It is really just dependent on the amount of time that merchants are keeping funds in their Usio pre-funding balance, essentially. The number of deposits we have on hand on behalf of others fluctuates on a day-to-day basis. There really was not a change in rates or anything like that. It was the timing of cash that we had. To Louis' point, we are expecting with the rollout of Ion to have more of our customers' funds on hand at any given time. That is why we are expecting that interest income to jump up.

[Kris Tuttle, Analyst at Blue Caterpillar]

Okay, I got it. Thank you. Yeah, very much appreciate your updated guidance, as we discussed in Vegas, towards the upper end of what you had initially talked about earlier in the year. We look forward to seeing you perform against that and see where we end up for the fiscal year. Thanks a lot for all your fine work.

[Louis Hoch, Chairman and CEO at Usio]

Thank you.

[Michael White, Senior VP and Chief Accounting Officer at Usio]

Thank you.

[Kris Tuttle, Analyst at Blue Caterpillar]

Thank you.

[Operator]

Thank you. This concludes our question-and-answer session. The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.

Participants

Executives

• Michael White, Senior VP and Chief Accounting Officer
• Greg Carter, EVP of Payment Acceptance and Chief Revenue Officer
• Louis Hoch, Chairman and CEO

Analysts

• Neil Cataldi, Analyst at Blueprint Capital
• Barry Sine, Analyst at Litchfield
• Kris Tuttle, Analyst at Blue Caterpillar