Axcelis Technologies, Inc.

Good day and thank you for standing by. Welcome to Excel's fourth quarter and full year 2022 conference call. At this time, all participants are in a listen-only mode. After the speaker presentation, there will be a question and answer session. To ask a question during the session, you will need to press star 11 on your telephone. You will then hear an automated message advising your hand is raised. To withdraw your question, please press star 11 again. Please be advised that today's conference is being recorded. I would now like to hand the conference over to Mary Pumer, President and CEO of Accelus Technologies. Please go ahead.

Thank you, Dulim. With me today is Kevin Brewer, Executive Vice President and CFO, and Doug Lawson, Executive Vice President of Corporate Marketing and Strategy. We are all participating in this call remotely, so I would like to apologize in advance for any technical difficulties. If you have not seen a copy of our press release issued yesterday, it is available on our website. Playback service will also be available on our website as described in our press release. Please note that comments made today about our expectations for future revenues, profits, and other results are forward-looking statements under the SEC Safe Harbor provision. These forward-looking statements are based on management's current expectations and are subject to the risks inherent in our business. These risks are described in detail in our Form 10-K Annual Report and other SEC filings, which we urge you to review. Our actual results may differ materially from our current expectations. We do not assume any obligation to update these forward-looking statements. Good morning, and thank you for joining us for our fourth quarter and year-end 2022 earnings call. As a result of strong execution by the Excellus team and robust demand for the Purion product family, we are pleased to announce record quarterly and annual revenues. Revenue for the fourth quarter was $266.1 million with earnings per share of $1.71. Revenue for the full year 2022 was $920 million with record annual earnings per share of $5.46. As a result of a record backlog of over $1.1 billion, continued solid bookings, and strong customer demand in the power device market, we expect both revenue and earnings to grow in 2023. For the first quarter of 2023, we expect revenue of approximately $240 million, gross margin of roughly 41.5%, operating profit of around $48 million, and earnings per share of approximately $1.25. For the full year 2023, Excellus revenues are expected to exceed $1 billion. This represents revenue growth of over 8% in a year in which overall wafer fab equipment is expected to decrease by over 20%. Additionally, we are introducing a new long-term implant-only model with revenue of $1.3 billion that we believe is achievable within the next two to three years. The mature process technology market continues to be an area of strength for Excellus, with 76% of fourth quarter system shipments going to mature foundry logic customers, 4% to advanced logic customers, and the remaining 20 customers comprised of 15% DRAM and 5% NAND. For the full year 2022, 82% of system shipments went to mature Foundry Logic customers, 1% to advanced Logic customers, and 17% to memory customers, comprised of 8% DRAM and 9% NAND. The geographic mix of our system shipments is becoming more globally distributed. In the fourth quarter, China represented 35%, Korea 29%, the U.S. 19%, Europe 8%, Taiwan 6%, and the rest of the world 3%. For the full year 2022, China was 41%, Korea 20%, the U.S. 15%, Europe 9%, Taiwan 6%, Japan 2%, and the rest of the world 7%. The power device market is anticipated to be Excellus' demand driver through this industry downturn, due to the rapid growth rate of the market and the high implant intensity of power devices. We expect over 55% of our system revenue in 2023 to come from this segment, with greater than 50% of the overall power device system revenue coming from silicon carbide applications. Silicon carbide provides many performance advantages over silicon, for electric vehicle applications and is expected to grow significantly over the next several years. Currently, we estimate that silicon carbide wafer starts will double every three years, driven by a 30% annual growth rate in this device market which is dominated by automotive. Purion Power Series products for silicon carbide have been designed to support the technical challenges facing our customers as they ramp to high volume in support of their automotive customers. Excellus is the only ion implant company that can deliver complete recipe coverage for all power device applications. The full Perion Power Series family of products allows customers to optimize their fabs for high volume manufacturing and to continuously improve their power device performance. The Purion H200 and Purion XE family in particular provide high levels of productivity and lower cost of ownership to our customers as their recipe mixes shift to high dose and high energy implants. Since 2021, we have seen increasing adoption of Purion H200 silicon carbide and Purion XE silicon carbide systems in addition to our Purion M silicon carbide tool. In 2023, we expect revenue from silicon carbide customers to be spread relatively evenly across these three types of Purion power series implanters. This complete product offering provides a significant competitive advantage for Excellus in this market. The power device customer base is large and growing, and we are actively engaged with all customers in this high-growth market segment. Excellus is considered by power device customers to be the technology leader and the supplier of choice providing the best product family and manufacturing capabilities. This means that using Excellus tools provides the lowest risk path to high volume manufacturing required to support aggressive fab ramp plans. Excellus places significant value on enabling our customers to succeed in this exciting market by providing differentiated product performance and a high level of customer satisfaction. Now I'd like to turn it over to Kevin to discuss our financials and operational capabilities and to introduce our new $1.3 billion model.

Thank you, Mary, and good morning. We are extremely pleased with our fourth quarter and full year of 2022 financial results. and are very excited about our projected growth to greater than $1 billion of revenue in 2023. We are also happy to have the opportunity to share with you today our new implant-only $1.3 billion revenue model that we believe is achievable over the next two to three years. Financial details around our expectations for 2023 and the $1.3 billion model can be found on page eight of our investor presentation. Looking at our fourth quarter, revenue finished well above guidance due to strong execution in the pull-in of additional systems and CS&I business from Q1 2023. This drove Q4 systems revenue to $203.8 million and CS&I to $62.3 million, combining for record quarterly annual revenues of $266.1 million and $920 million, respectively. In 2023, we expect total revenue to be greater than $1 billion, driven by continuing strength in the power device market. CS&I revenue will vary quarter to quarter, but should be modeled at approximately 25% of total revenue for both 2023 and our $1.3 billion revenue model. Looking at gross margin, we finished 2022 at 43.7%, or 50 basis points higher than in 2021, despite a very challenging year with higher supply chain costs. U4 gross margin finished at 41.2%, as expected, pressured by higher material costs and a less favorable product mix. We expect margins will begin to recover in Q1 approximately 41.5%, but still remain under pressure by higher material costs related to prior inventory purchases and a continuing less favorable product mix. In the second half of the year, we expect meaningful improvements in supply chain costs and a return to a more favorable product mix. This should allow us to achieve full-year gross margins of 44% as shown in the $1 billion revenue model. We remain laser focused on gross margin improvement for supply chain initiatives that include a number of value engineering and strategic sourcing projects. This combined with sales of higher value here in product extensions allows us to target gross margin at greater than 45% in the $1.3 billion model. Turning to operating expenses, they are well-controlled in 2022 at 20.6% of revenue and 3.4% lower than in 2021, highlighting the leverage of our business model. Operating expenses should be slightly down as a percent of revenue in 2023 at approximately 20.5% and further reduced to around 19% of revenue in our $1.3 billion model. R&D is expected to account for approximately half of our spending to further solidify our technology advantage in the specialty markets and support penetration into markets like Advanced Logic. Additionally, we will continue to invest in infrastructure in our workforce to support growth and financial models. One example of infrastructure investment is our new state-of-the-art logistics center in Beverly, Mass. located just a short walk from Excel's headquarters. This facility is scheduled to open this summer and provides centralized logistics and flex manufacturing capacity. We also plan to further ramp our crane manufacturing operation as our needs grow. We ended 2022 with $433 million of cash, cash equivalents, and short-term investments. and generated $215.6 million of cash from operations during the year. During 2022, we repurchased $57.5 million of stock and have returned over $132 million of cash to shareholders since 2019 through our share repurchase programs. As a result of the success of Purian, higher gross margins and tight cost control, Excel's profitability has improved significantly. In 2022, we finished with operating profit of 23.1% of revenue and delivered $5.46 of earnings per share with 22.3% pre-cash flow. Before I close, I'd like to summarize our new $1.3 billion implant-only business model, targeted for achievement in the next two to three years. We are modeling revenue at approximately $1.3 billion, gross margin at greater than 45%, OpEx at approximately 19%, operating profit around 26%, and free cash flow at approximately 25%. We are excited about the significant growth opportunity in the eye and implant market over the next several years. Excellus also has a rare opportunity to grow revenue and profitability during significant industry downturns. This is a result of strong product positioning in a power device market and continued execution in a challenging environment. Once again, I want to thank the entire Excellus team for their continuing outstanding performance. I also want to thank our supply chain partners for their hard work supporting Excellus. and our customers for their confidence in our ability to deliver. I'll turn and call back to Mary for a closing comment.

Thank you, Kevin. The Excellus Business Thesis, which supports over $1 billion in revenues in 2023 and $1.3 billion over the next few years, is based on the following five key points. The implant TAM has more than doubled in the last few years, with the mature market segments representing greater than 60% of the total TAM. Second, power devices and image sensors are highly implant intensive, and the general mature nodes have increasing implant intensity, peaking at 28 nanometers. Third, high-value Purion product extensions were designed to optimize power and image sensor device manufacturing. uniquely positioning Excellus to benefit from high growth in the mature process technology markets. Fourth, period on product differentiation has propelled Excellus to implant leadership in these high growth specialty device market segments. And fifth, we have strong long-term customer relationships and a fundamental cultural desire to win by making our customers successful. As a result, we are well positioned to grow through the current down cycle and will continue to evolve our business to leverage the trends and capture the opportunities that lie ahead. With that, I'd like to open it up for questions.

Thank you. As a reminder, to ask a question, please press star one one on your telephone and wait for your name to be announced. To withdraw your question, please press star one one again Please stand by while we compile the Q&A roster. And I assure our first question comes from the line of Quinn Bolton from Needham. Please go ahead.

Hey, guys. Congratulations on the nice results and pulling the billion-dollar model into this year. I guess maybe for Mary or Kevin, just as we think about reaching the billion-dollar TAM, can you give us any sense on your expectations, just sort of linearity through the four quarters of 23? It sounds like you pulled in, due to strong execution, some revenue from the first quarter into the very strong fourth quarter. And so you're guiding for a sequential step down in Q1 versus Q4. But would you expect sort of sequential growth through the rest of the year?

Yeah, Quinn, this is Kevin. You know, as you point out, Q4 has gone a little bit as a result of the pull-ins. What I would expect is, you know, we've obviously got to come above the Q1 run rate to hit greater than a billion this year. And the way I'm looking at the year now, I think it steps back up in Q2 and, you know, it's probably mostly flat throughout the year. So I feel, you know, it comes back up in Q2 and kind of stays, you know, flattest over the year based on what I'm looking at right now.

Okay. And then, Kevin, on the margins, obviously starting the year at 41.5, getting to 44% for the year sort of implies that margins must be at 45% or higher in the back half just to get the numbers to work. What are the key drivers of that margin improvement? Is it really just product mix to more high energy and capturing some of the lower material costs as the premium costs flow through the income statement?

Yeah, it's exactly that. We have, as I mentioned, we do have a lot of pre-bought material at some higher prices. The supply chain team along with our supply partners have done a really good job working some of the costs back out, which really starts to hit in that second half of the year. So as those lower costs start to come through our efforts with our suppliers and some strategic sourcing projects, we actually have qualified a lot of new parts at lower costs, which is going to help. As well as the value engineering You know, I think one of the issues, Quinn, that a lot of us had throughout the pandemic is there's a lot of chip shortages, and most of those chip shortages are older type of chips. So our value engineering team has worked, you know, with our suppliers to come up with designs that are using newer chips so we don't get back into that same situation. So that helps. There's going to be some factory efficiency, too. You know, I'm not going to say that the supply chain delivery issues are all going to be behind us in the second half, but, you know, there's definitely pockets of improvement. And as that starts to flow through, that'll help the factory efficiency a bit as well. And then, as you pointed out, the other biggest lever is that shift back towards a higher mix of high energy. You know, it's no secret. I think it's page 23 in Investor Presentation. We have the relative standard margins of the three products, the high current, medium current, and the high energy. And you can see what happens if that mix moves around a little bit. So I feel good about the full year at this point at 44% based on the assumptions that we're making for mix and things I know from a supply chain point of view that will start to impact us more in the second half with cost out.

Hey, Quinn, one other thing just to add on the product side. The other thing that goes on is we're starting, as Mary mentioned in the script, to see a much bigger swing to high current and high energy in the silicon carbide market. And that will continue to ramp through the year as customers are starting to ramp their fabs to high volume. And that's a positive on the margin side as well.

Yeah, I think... Anywhere where we have the product extensions, Quinn, that we talk about related to silicon carbide and other things, the product extensions definitely carry better margins than the base tools. So moving, as Doug says, in more high-current silicon carbide, it's better than the base units that are flowing through right now.

Great. And then just finally for Mary, the $1.3 billion model looks like it gets you to almost $9 of earnings per share, which obviously is very strong earnings. But in the presentation, it seems like you're talking about the opportunity to pursue M&A outside of implant to continue the company's growth prospects longer term. Can you just give us Your sense, your M&A strategy, would you consider dilutive transactions? How strategic are you looking at? Just any sort of comments around your M&A philosophy and particularly thoughts around would you pursue a dilutive deal I think would be helpful. Thank you.

Yeah, Quinn, we're really at the beginning of this journey. As you know, we hired a VP of corporate development to focus on strategy and M&A to grow beyond the 1.3 billion model. And we just did that mid last year. So there's a lot of analysis going on right now to understand what potential opportunities lie ahead of us. There's really nothing at this point in time that we can share. I will say that anything potentially we would do in the near term would probably be something along the lines of helping us grow our implant business. But in terms of moving beyond implant, it's going to take us some time to really develop that strategy and, you know, go any further with it in terms of having anything else to share with you and other investors.

Understood. Thank you.

Thank you. And Aisha, Our next question comes from the line of Craig Ellis from B Reilly. Please go ahead.

Yeah, thanks for taking the question and congratulations on the quarterly execution. Very strong in a real tough environment. Mary, I wanted to start just by understanding what's changing as the company looks at the new model at $1.3 billion, a really nice increase from the $1 billion. Can you just help us understand how much of that is due to a larger TAM, how much might be share gain geographically in Japan, et cetera, and how much might be due to things like progress with advanced logic, et cetera?

Okay. I think, Craig, you know, as we continue to execute over the next two to three years, you're really not going to see any significant changes in our strategy. I mean, we've made major investments in Purion products, particularly in the specialty markets, and we've made great progress because now, obviously, we're the leader in those specialty markets, particularly in silicon carbide right now, which is driving power devices in silicon carbide, which is driving our growth. So we're going to continue to focus on all the things that we've been focused on. If you look at our investor presentation over the next two to three year timeframe, the TAM really isn't going to make any significant jumps. It will fluctuate based on things that are going on in the industry and in the economy. So there aren't going to be any significant changes in the TAM. However, we've talked a lot about how because of the electrification of the automotive industry, there will be continuing growth in the power device market, for example, and in silicon carbide. So that, as we said in the script, is really going to be the major driver for our growth. That said, we're going to continue to invest in our product line extensions. We're going to continue to focus on things like China and Japan. We're going to continue to work to improve or increase our penetration into the advanced logics. There's a lot of work we can continue to do with existing customers to actually expand our share within those accounts. We're doing a lot of work with our customers in terms of JDPs. We've got partners where we're trying to explore sort of novel ways to use zion implants. So all those things will continue. We've said all along, and I think it's going to be true in the $1.3 billion model, There will be increasing contributions from Japan and from Advanced Logic, but that's not really going to be where the significant growth is going to come from. It's going to continue to be the mature process technology markets, the power devices, the image sensors, memory will come back, and we're very well positioned to capture that business when that segment does recover. So a number of things, but all things that we've talked about, we will continue to execute against.

And Craig, if I can just add to that a little bit. Again, I want to emphasize Purin H200 and Purin XE for silicon carbide. Over the course of that next two to three years, many of the silicon carbide customers will be ramping to much higher volumes and optimizing their devices. And those two tools will become very, very important to their strategy. And then the second thing relative to the product extensions is the image sensor market. As the economy improves and phones pick up speed again, we'll start to see more Xe Max and more VXe type sales into image sensors that will contribute more in the 1.3 than our plan for this year.

Got it. Those points both make sense, Mary and Doug. So I wanted to follow up just on the $1.3 billion target and understand how the company is looking at really the linearity of getting there. So one, if demand were there for that to be achieved in 2024, are there anything, is there anything in the supply chain materials, company capacity, et cetera, that would preclude being able to ramp that aggressively. And then if the target model would be attained in a three-year timeframe, that would imply about 9% average annual growth. And how do we think about the different puts and takes if the model were to be achieved over a longer period than 2024 achievement with different and market areas contributing or different geographic areas contributing.

Thank you. So let me start with that and then Mary and Doug can add. So, you know, as we said, Craig, we do expect it's a two to three year time frame that we get to the $1.3 billion. In terms of the business, you know, where we're making investment both in, you know, the R&D side of business or in the the SG&A side of the business. I have no concerns that we are going to have problems getting to this $1.3 billion model due to a lack of resources or infrastructure. Also on the supply chain side and factory capacity side, we have done a lot of work with the supply chain over the last couple of years, both out of necessity and then you know, really just to improve things and add additional capacity. So, you know, there's still supply chain constraints that are – I don't think they're as related to ramping as they are just all the other stuff that's been going on. So, as the supply chain recovers and, you know, taking a look at everything we've done to add capacity with our supply chain partners as well as add capacity to the factory, I think we're or we're well-positioned. I'm not worried about capacity. The one thing I would say is if for some reason things dragged out longer, that would probably be even better for gross margins. When you're working on a value engineering project, when you're bringing on new low-cost partners and things, time is always your friend. So my only input to what would happen if things delayed is you'd probably get a positive impact on margins, which would flow through the whole model, you know, right to the bottom line.

That makes sense. Oh, go ahead, Doug.

No, I was just going to say the second part of your question, Craig, relative to the, you know, contribution of the segments and the timing and so forth. You know, I think we're going to see a pretty steady growth in the power market. It's going to be shifting more to silicon carbide. going to be shifting, as I said, more to, you know, the full family of products. And that's, you know, that's going to be a big driver. I think the timing is probably a little more of getting to 1.3 billion is probably a little more dependent on how quickly consumer recovers and, you know, what the impact that has on general mature and image sensors. That will have some bearing on how much advanced logic is included in our objectives there. And then probably most importantly will be the memory recovery. As this inventory is digested and people start spending the timing of that, obviously we'll have significant impact on the achievement of the 1.3 billion model.

Yeah, that makes sense. It'd be nice to get some more period drag in the mix Mary, if I could just follow up on the earlier question on M&A. So your comment sounded very consistent with what we've been hearing over the last couple quarters in terms of intent and timing, so I get that. But I'm wondering as you do further work with business development and with the board explorer opportunities, are there particular areas outside of ion implantation that are starting to rise to the top of the interest level for the company? And if so, can you give us some color on what the attributes of those areas might be?

Yeah. So again, we're sort of at the beginning, well, I'll call the beginning of this journey. As I said before, there's a lot of research going on. We share an update with the board quarterly. So everyone's in the loop in terms of what's going on. But again, it's just too soon. to share anything. Internally, there are some things that, you know, seem to be of interest to us, but very early stages. So, there's more work that we need to do before we'll share it with externally.

Okay. Look forward to hearing about that. Thanks for all the help, team. Thank you.

Thank you. And I show our next question comes from the line of

mark miller from the benchmark please go ahead congratulations on a fantastic year and outlook is also very positive in terms of uh you had a number i think five evals i just wonder if you give us an update on on these evals and what's the potential from from the evals yeah so mark we actually have six in the field now you know there's always they're always the ones that end up closing successfully and then new ones going out but

Recently, we just closed two evaluations. One was a Purion Xe Max at a leading image sensor company where they're using it to develop their next generation of image sensors. And then the second one was a Purion H evaluation at a DRAM manufacturer. So those were in Q4. In terms of where we are today, we actually have, as I mentioned, six. One is a Purion M at a DRAM customer, and this customer has other Purion products. One is the Purion XE Max, which is at an image sensor customer, and this would be a new high energy penetration for us. And then there are three in the general mature process technology segment. There's one Purion XE that would be a new high energy penetration. And two Purion Hs. One is a new customer, and then the second one is a new high current customer for Excellus. And then the sixth one is a Purion Dragon at Advanced Logic. And that's being used at an R&D lab to develop some next generation devices. So that's where we are now. And as I said, things will go in and out in terms of closure and putting new systems in the field.

You've been adding new customers, and I'm just wondering if you could estimate the percent of sales on customers you've added within the last year or 18 months from these new customers.

I don't have an exact number for you. I will tell you that, yes, you're right. There are a lot of customers. We have a very broad and diverse base of customers. I think it's safe to say that the majority of these new customers are in the mature process technology industry. segment, and many of them are actually manufacturing power devices. So that's the area where we've had significant growth.

Thank you, and again, congratulations on a wonderful year and a great outlook. Thank you.

Thank you.

And I show our next question comes from the line of David Billy from Steelhead Securities. Please go ahead.

Yeah, thanks for taking my question. Mary, I think in your prepared remarks, I think you were mentioning that power would be 55% of revenue, and then you said something about silicon carbide. Could you just repeat that commentary? I didn't hear it.

Yeah, I said our ship systems revenue in 2023 is expected to be about 50% of our total revenue, and that half of that 55% would actually be for silicon carbide or shipping silicon carbide tools.

Okay. And then you've mentioned several times the capital intensity, I think, of silicon carbide and power devices and CMOS image sensors. I know it's difficult, but could you help us understand how much more implant-intensive you think these devices are versus standard silicon devices?

Yeah. Dave, the power devices, image sensor devices, they have a lot of implants. You know, when you look at Moore's Law, the number of implants increase, you know, in a standard logic process when peak at around the 28 nanometer node. You know, power and image sensors, you know, have at least the same number, probably more, but they have a lot more high energy and high dose implants, which are longer implants. And so, hence, add to the overall intensity of the implant needs for those devices. And we see that increasing. You know, the general trend is for higher doses and higher energies as customers optimize the overall device performances, you know, for the higher voltages and for the better efficiencies, especially on the silicon carbide side. So that's where that comes on power. On image sensors, it's very high energy intensive. And that's what brought us to introduce the Purion Xe Max, which allows for very, very high energy levels as well as very low metals contamination. So again, these are a lot of implants and long implants, and that's what contributes to the implant intensity.

Okay. somewhere in the prepared remarks i think you said that uh silicon carbide wafer starts were going to double every two or three years could you just give us a base number on that or do you think the wafer starts per month are year or whatever that whatever number you're referring to if we could just kind of understand what the size of that uh wafer start number is now so so um slide 13 in the investor presentation has a chart that's

Again, it's based on some outside research as well as some internal estimates. And, you know, basically, you know, we're looking at, you know, last year, probably around 500,000 wafer starts of silicon carbide per year. And, you know, that doubling essentially every three years. And so, you know, we're watching this and monitoring it. There's a lot of different estimates out there, and there's a lot of – a lot of new entrants and players that are adding capacity. And so, uh, you know, this is a number that it's probably best to look at two or three external estimates to, to get it. But our best, our best guess right now is it's doubling about every three years. Okay.

Final question from me is Mary, I think you mentioned, um, Over the next two or three years, the implant TAM would be relatively flat at the current level, I guess $2.5 billion. That suggests that your growth from $1 billion to $1.3 billion is going to be all share gains. Is that the way we should look at it?

I think it's two things. One is that we are growing in the markets that are growing. You know, and Doug just explained the whole power device silicon carbide area, which is an area that is growing as part of that TAM. And so we're growing with it. And secondly, yes, we are continuing to gain share really across all segments of the market. So both things are true, Dave.

Yeah, I think just adding to that, Dave, it's really important, you know, memory plays a big role here in the overall TAM. Obviously, there's a lot of spend there. And, you know, if we look at our estimates for the TAM, it shows 2023 being down, yet Excel is growing. And that's because the power market is up within that. As memory starts to recover in, you know, 2024, the implant TAM, TAM will grow with that. And so it's almost, it's very important to look at the segment growth beyond just the overall TAM number right now. Thank you.

Thank you.

As a reminder, to ask a question, you will need to press star 11 on your telephone. And to withdraw your question, please press star 11 again. I show our next question comes from the line of Christian Schwab from Craig Hallam.

Please go ahead. Hey, great quarter, guys. So, Doug, I just want to make sure and marry the last comment about memory recovery in 24. Is that kind of the current expectation on your 23 guidance is that memory recovers in 24, not the back half of 23 currently?

Well, our, you know... Everybody's guess is as good as anybody else's guess as exactly when it happens. But we're anticipating 10% to 15% of our revenue is coming from memory, more related to DRAM than NAND at this point for 2023. And so that would definitely indicate that at this point, we think 24 is probably when things start to come back more robustly, I guess.

Yeah, I think that's fair. And then just on the $1.3 billion opportunity, I think it was kind of answered a couple of different ways. But from like a labor tools and facility standpoint, we could do $1.3 billion earlier, Kevin, if the sales came or the orders came. Did I hear that correctly? Yeah, yeah.

From a capacity point of view, we always try to keep our plans ahead of what we think is the real need date. So, yeah, if it came earlier, I wouldn't anticipate any issues from that person.

Okay, perfect. And then are we ready to maybe at least give some directional number of how many distinct silicon carbide customers we have currently and how many We think we could potentially be selling to two to three years from now, at least like a broad range in a number.

I think, no, we're not ready to give an exact number. It's a large moving target, I guess, would probably be something to say. There's a lot of new entrants. We are absolutely engaged with our pretty much everybody in the industry, either selling them tools in the process of evaluation discussions or demoing tools with them. But it is a very broad customer base at this point and growing.

Right, right. I mean, greater than 10, greater than 15, greater than 20? Yes. Yes.

All right. That's great. I don't have any.

You've never seen me that succinct, have you, Chris? No, that was fabulous. All right. I don't have any other questions. Thanks, guys. Thanks.

Thank you. I'm sure no further questions in the queue. At this time, I'd like to turn the conference back over to Mary Pumer, President and CEO, for closing remarks. Thank you, Doolim.

I'd like to thank everyone for joining us today. In March, we will be participating in the SIG 12th Annual Tech Conference and the Loop Capital Markets 2023 Investor Conference, both in New York City. We hope to see you at one of these events and thank you for your continued support.

Thank you. This concludes today's conference call. Thank you for participating. You may now disconnect.

The conference will begin shortly. To raise and lower your hand during Q&A, you can dial star 1 1. you Thank you. Thank you. Thank you.

Good day and thank you for standing by. Welcome to Excel's fourth quarter and full year 2022 conference call. At this time, all participants are in a listen-only mode. After the speaker presentation, there will be a question and answer session. To ask a question during the session, you will need to press star 11 on your telephone. You will then hear an automated message advising your hand is raised. To withdraw your question, please press star 11 again. Please be advised that today's conference is being recorded. I would now like to hand the conference over to Mary Pumer, President and CEO of Accelus Technologies. Please go ahead.

Thank you, Dulim. With me today is Kevin Brewer, Executive Vice President and CFO, and Doug Lawson, Executive Vice President of Corporate Marketing and Strategy. We are all participating in this call remotely, so I would like to apologize in advance for any technical difficulties. If you have not seen a copy of our press release issued yesterday, it is available on our website. Playback service will also be available on our website as described in our press release. Please note that comments made today about our expectations for future revenues, profits, and other results are forward-looking statements under the SEC Safe Harbor provision. These forward-looking statements are based on management's current expectations and are subject to the risks inherent in our business. These risks are described in detail in our Form 10-K Annual Report and other SEC filings, which we urge you to review. Our actual results may differ materially from our current expectations. We do not assume any obligation to update these forward-looking statements. Good morning, and thank you for joining us for our fourth quarter and year-end 2022 earnings call. As a result of strong execution by the Excellus team and robust demand for the Purion product family, we are pleased to announce record quarterly and annual revenues. Revenue for the fourth quarter was $266.1 million with earnings per share of $1.71. Revenue for the full year 2022 was $920 million with record annual earnings per share of $5.46. As a result of a record backlog of over $1.1 billion, continued solid bookings, and strong customer demand in the power device market, we expect both revenue and earnings to grow in 2023. For the first quarter of 2023, we expect revenue of approximately $240 million, gross margin of roughly 41.5%, operating profit of around $48 million, and earnings per share of approximately $1.25. For the full year 2023, Excellus revenues are expected to exceed $1 billion. This represents revenue growth of over 8% in a year in which overall wafer fab equipment is expected to decrease by over 20%. Additionally, we are introducing a new long-term implant-only model with revenue of $1.3 billion that we believe is achievable within the next two to three years. The mature process technology market continues to be an area of strength for Excellus, with 76% of fourth quarter system shipments going to mature foundry logic customers, 4% to advanced logic customers, and the remaining 20 customers comprised of 15% DRAM and 5% NAND. For the full year 2022, 82% of system shipments went to mature foundry logic customers, 1% to advanced logic customers, and 17% to memory customers, comprised of 8% DRAM and 9% NAND. The geographic mix of our system shipments is becoming more globally distributed. In the fourth quarter, China represented 35%, Korea 29%, the U.S. 19%, Europe 8%, Taiwan 6%, and the rest of the world 3%. For the full year 2022, China was 41%, Korea 20%, the U.S. 15%, Europe 9%, Taiwan 6%, Japan 2%, and the rest of the world 7%. The power device market is anticipated to be Excellus' demand driver through this industry downturn, due to the rapid growth rate of the market and the high implant intensity of power devices. We expect over 55% of our system revenue in 2023 to come from this segment, with greater than 50% of the overall power device system revenue coming from silicon carbide applications. Silicon carbide provides many performance advantages over silicon, for electric vehicle applications and is expected to grow significantly over the next several years. Currently, we estimate that silicon carbide wafer starts will double every three years, driven by a 30% annual growth rate in this device market which is dominated by automotive. Purion Power Series products for silicon carbide have been designed to support the technical challenges facing our customers as they ramp to high volume in support of their automotive customers. Excellus is the only ion implant company that can deliver complete recipe coverage for all power device applications. The full Perion Power Series family of products allows customers to optimize their fabs for high volume manufacturing and to continuously improve their power device performance. The Purion H200 and Purion XE family in particular provide high levels of productivity and lower cost of ownership to our customers as their recipe mixes shift to high dose and high energy implants. Since 2021, we have seen increasing adoption of Purion H200 silicon carbide and Purion XE silicon carbide systems in addition to our Purion M silicon carbide tool. In 2023, we expect revenue from silicon carbide customers to be spread relatively evenly across these three types of Purion power series implanters. This complete product offering provides a significant competitive advantage for Excellus in this market. The power device customer base is large and growing, and we are actively engaged with all customers in this high-growth market segment. Excellus is considered by power device customers to be the technology leader and the supplier of choice providing the best product family and manufacturing capabilities. This means that using Excellus tools provides the lowest risk path to high volume manufacturing required to support aggressive fab ramp plans. Excellus places significant value on enabling our customers to succeed in this exciting market by providing differentiated product performance and a high level of customer satisfaction. Now I'd like to turn it over to Kevin to discuss our financials and operational capabilities and to introduce our new $1.3 billion model.

Thank you, Mary, and good morning. We are extremely pleased with our fourth quarter and full year of 2022 financial results. and are very excited about our projected growth to greater than $1 billion of revenue in 2023. We are also happy to have the opportunity to share with you today our new implant-only $1.3 billion revenue model that we believe is achievable over the next two to three years. Financial details surround our expectations for 2023, and the $1.3 billion model can be found on page eight of our investor presentation. Looking at our fourth quarter, revenue finished well above guidance due to strong execution in the pull-in of additional systems and CS&I business from Q1 2023. This drove Q4 systems revenue to $203.8 million and CS&I to $62.3 million, combining for record quarterly annual revenues of $266.1 million and $920 million, respectively. In 2023, we expect total revenue to be greater than $1 billion, driven by continuing strength in the power device market. CS&I revenue will vary quarter to quarter, but should be modeled at approximately 25% of total revenue for both 2023 and our $1.3 billion revenue model. Looking at gross margin, we finished 2022 at 43.7% or 50 basis points higher than in 2021, despite a very challenging year with higher supply chain costs. U4 gross margin finished at 41.2% as expected, pressured by higher material costs and a less favorable product mix. We expect margins will begin recovering Q1 approximately 41.5%, but still remain under pressure by higher material costs related to prior inventory purchases and a continuing less favorable product mix. In the second half of the year, we expect meaningful improvements in supply chain costs and a return to a more favorable product mix. This should allow us to achieve full-year gross margins of 44% as shown in the $1 billion revenue model. We remain laser focused on gross margin improvement for supply chain initiatives that include a number of value engineering and strategic sourcing projects. This combined with sales of higher value here in product extensions allows us to target gross margin at greater than 45% in the $1.3 billion model. Turning to operating expenses, they are well-controlled in 2022 at 20.6% of revenue and 3.4% lower than in 2021, highlighting the leverage of our business model. Operating expenses should be slightly down as a percent of revenue in 2023 at approximately 20.5% and further reduced to around 19% of revenue in our $1.3 billion model. R&D is expected to account for approximately half of our spending to further solidify our technology advantage in the specialty markets and support penetration into markets like Advanced Logic. Additionally, we will continue to invest in infrastructure in our workforce to support growth and financial models. One example of infrastructure investment is our new state-of-the-art logistics center in Beverly, Mass. located just a short walk from Excel's headquarters. This facility is scheduled to open this summer and provides centralized logistics and flex manufacturing capacity. We also plan to further ramp our Korean manufacturing operation as our needs grow. We ended 2022 with $433 million of cash, cash equivalents, and short-term investments. and generated $215.6 million of cash from operations during the year. During 2022, we repurchased $57.5 million of stock and have returned over $132 million of cash to shareholders since 2019 through our share repurchase programs. As a result of the success of Purian, higher gross margins and tight cost control, Excel's profitability has improved significantly. In 2022, we finished with operating profit of 23.1% of revenue and delivered $5.46 of earnings per share with 22.3% pre-cash flow. Before I close, I'd like to summarize our new $1.3 billion implant-only business model, targeted for achievement in the next two to three years. We are modeling revenue at approximately $1.3 billion, gross margin at greater than 45%, op-ex at approximately 19%, operating profit around 26%, and free cash flow at approximately 25%. We are excited about the significant growth opportunity in the ion implant market over the next several years. Excellus also has a rare opportunity to grow revenue and profitability during significant industry downturns. This is a result of strong product positioning in a power device market and continued execution in a challenging environment. Once again, I want to thank the entire Excellus team for their continuing outstanding performance. I also want to thank our supply chain partners for their hard work supporting Excellus. and our customers for their confidence in our ability to deliver. I'll turn and call back to Mary for a closing comment.

Thank you, Kevin. The Excellus Business Thesis, which supports over $1 billion in revenues in 2023 and $1.3 billion over the next few years, is based on the following five key points. The implant TAM has more than doubled in the last few years, with the mature market segments representing greater than 60% of the total TAM. Second, power devices and image sensors are highly implant intensive, and the general mature nodes have increasing implant intensity, peaking at 28 nanometers. Third, high-value Purion product extensions were designed to optimize power and image sensor device manufacturing. uniquely positioning Excellus to benefit from high growth in the mature process technology markets. Fourth, Purion product differentiation has propelled Excellus to implant leadership in these high growth specialty device market segments. And fifth, we have strong long-term customer relationships and a fundamental cultural desire to win by making our customers successful. As a result, we are well positioned to grow through the current down cycle and will continue to evolve our business to leverage the trends and capture the opportunities that lie ahead. With that, I'd like to open it up for questions.

Thank you. As a reminder, to ask a question, please press star one one on your telephone and wait for your name to be announced. To withdraw your question, please press star one one again Please stand by while we compile the Q&A roster. And I assure our first question comes from the line of Quinn Bolton from Needham. Please go ahead.

Hey, guys. Congratulations on the nice results and pulling the billion-dollar model into this year. I guess maybe for Mary or Kevin, just as we think about reaching the billion-dollar TAM, can you give us any sense on your expectations, just sort of linearity through the four quarters of 23? It sounds like you pulled in, due to strong execution, some revenue from the first quarter into the very strong fourth quarter. And so you're guiding for a sequential step down in Q1 versus Q4. But would you expect sort of sequential growth through the rest of the year?

Yeah, Quinn, this is Kevin. You know, as you point out, Q4 has gone a little bit as a result of the pull-ins. What I would expect is, you know, we've obviously got to come above the Q1 run rate to hit greater than a billion this year. And the way I'm looking at the year now, I think it steps back up in Q2 and, you know, it's probably mostly flat throughout the year. So I feel, you know, it comes back up in Q2 and kind of stays, you know, flattest over the year based on what I'm looking at right now.

Okay. And then, Kevin, on the margins, obviously starting the year at 41.5, getting to 44% for the year sort of implies that margins must be at 45% or higher in the back half just to get the numbers to work. What are the key drivers of that margin improvement? Is it really just product mix to more high energy and capturing some of the lower material costs as the premium costs flow through the income statement?

Yeah, it's exactly that. We have, as I mentioned, I mean, we do have a lot of pre-bought material at some higher prices. The supply chain team along with our supply partners have done a really good job working some of the costs back out, which really starts to hit in that second half of the year. So as those lower costs start to come through our efforts with our suppliers and some strategic sourcing projects, we actually have qualified a lot of new parts at lower costs, which is going to help. As well as the value engineering You know, I think one of the issues, Quinn, that a lot of us had throughout the pandemic is there's a lot of chip shortages, and most of those chip shortages are older type of chips. So our value engineering team has worked, you know, with our suppliers to come up with designs that are using newer chips so we don't get back into that same situation. So that helps. There's going to be some factory efficiency, too. You know, I'm not going to say that the supply chain delivery issues are all going to be behind us in the second half, but, you know, there's definitely pockets of improvement. And as that starts to flow through, that'll help the factory efficiency a bit as well. And then, as you pointed out, the other biggest lever is that shift back towards a higher mix of high energy. You know, it's no secret. I think it's page 23 in Investor Presentations. We have the relative standard margins of the three products, the high current, median current, and the high energy. And you can see what happens if that mix moves around a little bit. So I feel good about the full year at this point at 44% based on the assumptions that we're making for mix and things I know from a supply chain point of view that will start to impact us more in the second half with cost outcomes.

Hey, Quinn, one other thing just to add on the product side. The other thing that goes on is we're starting, as Mary mentioned in the script, to see a much bigger swing to high current and high energy in the silicon carbide market. And that will continue to ramp through the year as customers are starting to ramp their fabs to high volume. And that's a positive on the margin side as well.

Yeah, I think... Anywhere where we have the product extensions, Quinn, that we talk about relates to silicon carbide and other things. The product extensions definitely carry better margins than the base tools. So moving, as Doug says, the more high-current silicon carbide, it's better than the base units that are flowing through right now.

Great. And then just finally for Mary, the $1.3 billion model looks like it gets you to almost $9 of earnings per share, which obviously is very strong earnings. But in the presentation, it seems like you're talking about the opportunity to pursue M&A outside of implant to continue the company's growth prospects longer term. Can you just give us Your sense, your M&A strategy, would you consider dilutive transactions? You know, how strategic, you know, are you looking at? You know, just any sort of comments around your M&A philosophy and particularly thoughts around would you pursue a dilutive deal I think would be helpful. Thank you.

Yeah, Quinn, we're really at the beginning of this journey. As you know, we hired a VP of corporate development to focus on strategy and M&A to grow beyond the 1.3 billion model. And we just did that mid last year. So there's a lot of analysis going on right now to understand, you know, what potential opportunities lie ahead of us. There's really nothing at this point in time that we can share. I will say that, you know, anything potentially we would do in the near term would probably be something along the lines of helping us grow our implant business. But in terms of moving beyond implant, it's going to take us some time to really develop that strategy and, you know, go any further with it in terms of having anything else to share with you and other investors.

Understood. Thank you.

Thank you. And Aisha, Our next question comes from the line of Craig Ellis from B Reilly. Please go ahead.

Yeah, thanks for taking the question and congratulations on the quarterly execution. Very strong in a real tough environment. Mary, I wanted to start just by understanding what's changing as the company looks at the new model at $1.3 billion, a really nice increase from the $1 billion. Can you just help us understand how much of that is due to a larger TAM, how much might be share gain geographically in Japan, et cetera, and how much might be due to things like progress with advanced logic, et cetera?

Okay. I think, Craig, you know, as we continue to execute over the next two to three years, you're really not going to see any significant changes in our strategy i mean we've made major investments in purion products particularly in the specialty markets and we've made great progress because now obviously we're the leader in those specialty markets particularly in silicon carbide right now and which is driving you know power devices in silicon carbide which is driving our growth so we're going to continue to focus on all the things that you know we've been focused on If you look at our investor presentation over the next two to three year timeframe, the TAM really isn't going to make any significant jumps. It will fluctuate based on things that are going on in the industry and in the economy. So there aren't going to be any significant changes in the TAM. However, we've talked a lot about how because of the electrification of the automotive industry, there will be continuing growth in the power device market, for example, and in silicon carbide. So that, as we said in the script, is really going to be the major driver for our growth. That said, we're going to continue to invest in our product line extensions. We're going to continue to focus on things like China and Japan. We're going to continue to work to improve or increase our penetration into the advanced logic There's a lot of work we can continue to do with existing customers to actually expand our share within those accounts. We're doing a lot of work with our customers in terms of JDPs. We've got partners where we're trying to explore sort of novel ways to use Ion Implant. So all those things will continue. We've said all along, and I think it's going to be true in the $1.3 billion model, There will be increasing contributions from Japan and from Advanced Logic, but that's not really going to be where the significant growth is going to come from. It's going to continue to be the mature process technology markets, the power devices, the image sensors, memory will come back, and we're very well positioned to capture that business when that segment does recover. So a number of things, but all things that we've talked about, we will continue to execute against.

And Craig, if I can just add to that a little bit. Again, I want to emphasize Purin H200 and Purin XE for silicon carbide. Over the course of that next two to three years, many of the silicon carbide customers will be ramping to much higher volumes and optimizing their devices. And those two tools will become very, very important to their strategy. And then the second thing relative to the product extensions is the image sensor market. As the economy improves and phones pick up speed again, we'll start to see more Xe Max and more VXe type sales into image sensors that will contribute more in the 1.3 than our plan for this year.

Got it. Those points both make sense, Mary and Doug. So I wanted to follow up just on the $1.3 billion target and understand how the company is looking at really the linearity of getting there. So one, if demand were there for that to be achieved in 2024, are there anything, is there anything in the supply chain materials, company capacity, et cetera, that would preclude being able to ramp that aggressively. And then if the target model would be attained in a three-year time frame, that would imply about 9% average annual growth. And how do we think about the different puts and takes if the model were to be achieved over a longer period than 2024 achievement with different and market areas contributing or different geographic areas contributing. Thank you.

So let me start with that and then Mary and Doug can add. So, you know, as we said, Craig, we do expect it's a two to three year time frame that we get to the $1.3 billion. In terms of the business, you know, where we're making investment both in, you know, the R&D side of business or in the SG&A side of the business you know I don't I don't I have no concerns that we are going to have problems getting to this this 1.3 billion dollar model due to a lack of resources or infrastructure also on the supply chain side and factory capacity side you know we have done a lot of work with supply chain over the last couple of years both out of necessity and then you know, really just to improve things and add additional capacity. So, you know, there's still supply chain constraints that are – I don't think they're as related to ramping as they are just all the other stuff that's been going on. So, as the supply chain recovers and, you know, taking a look at everything we've done to add capacity with our supply chain partners, as well as add capacity to the factory, I think we're well positioned. I'm not worried about capacity. The one thing I would say is if for some reason things dragged out longer, that would probably be even better for gross margins. When you're working on a value engineering project, when you're bringing on new low-cost partners and things, time is always your friend. My only input to what would happen if things delayed is you'd probably get a positive impact on margins, which would flow through the whole model right to the bottom line.

That makes sense. Oh, go ahead, Doug.

No, I was just going to say the second part of your question, Craig, relative to the contribution of the segments and the timing and so forth, I think we're going to see a pretty steady growth in the power market. It's going to be shifting more to silicon carbide. going to be shifting, as I said, more to, you know, the full family of products. And that's, you know, that's going to be a big driver. I think the timing is probably a little more of getting to 1.3 billion is probably a little more dependent on how quickly consumer recovers and, you know, what the impact that has on general mature and image sensors. That will have some bearing on how much advanced logic is included in our objectives there. And then probably most importantly will be the memory recovery. As this inventory is digested and people start spending the timing of that, obviously we'll have significant impact on the achievement of the 1.3 billion model.

Yeah, that makes sense. It would be nice to get some more period drag in the mix Mary, if I could just follow up on the earlier question on M&A. So your comment sounded very consistent with what we've been hearing over the last couple quarters in terms of intent and timing, so I get that. But I'm wondering as you do further work with business development and with the board explorer opportunities, are there particular areas outside of ion implantation that are starting to rise to the top of the interest level for the company? And if so, can you give us some color on what the attributes of those areas might be?

Yeah. So again, we're sort of at the beginning of this journey. As I said before, there's a lot of research going on. We share an update with the board quarterly. So everyone's in the loop in terms of what's going on. But again, it's just too soon. to share anything. Internally, there are some things that, you know, seem to be of interest to us, but very early stages. So, there's more work that we need to do before we'll share it with externally.

Okay. Look forward to hearing about that. Thanks for all the help, team.

Thank you.

Thank you. And I show our next question comes from the line of Mark Miller from the Benchmark. Please go ahead.

Congratulations on a fantastic year, and Outlook is also very positive. In terms of, you had a number, I think, five evals. I was just wondering if you could give us an update on these evals, and what's the potential from the evals?

Yeah. So, Mark, we actually have six in the field now. You know, they're always the ones that end up closing successfully, and then new ones going out. But Recently, we just closed two evaluations. One was a Purion Xe Max at a leading image sensor company where they're using it to develop their next generation of image sensors. And then the second one was a Purion H evaluation at a DRAM manufacturer. So those were in Q4. In terms of where we are today, we actually have, as I mentioned, six. One is a Purion M at a DRAM customer, and this customer has other Purion products. One is the Purion XE Max, which is at an image sensor customer, and this would be a new high energy penetration for us. And then there are three in the general mature process technology segment. There's one Purion XE that would be a new high energy penetration. And two Purion Hs. One is a new customer, and then the second one is a new high-current customer for Excellus. And then the sixth one is a Purion Dragon at Advanced Logic, and that's being used at an R&D lab to develop some next-generation devices. So that's where we are now, and as I said, things will go in and out in terms of closure and putting new systems in the field.

You've been adding new customers, and I'm just wondering if you could estimate the percent of sales on customers you've added within the last year or 18 months from these new customers.

I don't have an exact number for you. I will tell you that, yes, you're right. There are a lot of customers. We have a very broad and diverse base of customers. I think it's safe to say that the majority of these new customers are in the mature process technology industry. segment, and many of them are actually manufacturing power devices. So that's the area where we've had significant growth.

Thank you, and again, congratulations on a wonderful year and a great outlook. Thank you.

Thank you. And I show our next question comes from the line of David Billy from Steelhead Securities. Please go ahead.

Yeah, thanks for taking my question. Mary, I think in your prepared remarks, I think you were mentioning that power would be 55% of revenue, and then you said something about silicon carbide. Could you just repeat that commentary? I didn't hear it.

Yeah, I said our ship systems revenue in 2023 is expected to be about 50% of our total revenue, and that half of that 55% would actually be for silicon carbide or shipping silicon carbide tool.

Okay. And then you've mentioned several times the capital intensity, I think, of silicon carbide and power devices and CMOS image sensors. I know it's difficult, but could you help us understand how much more implant-intensive you think these devices are versus standard silicon devices?

Yeah. The power devices, image sensor devices, they have a lot of implants. You know, when you look at Moore's Law, the number of implants increase, you know, in a standard logic process when peak at around the 28 nanometer node. You know, power and image sensors, you know, have at least the same number, probably more, but they have a lot more high energy and high dose implants, which are longer implants. And so, hence, add to the overall intensity of the implant needs for those devices. And we see that increasing. You know, the general trend is for higher doses and higher energies as customers optimize the overall device performances, you know, for the higher voltages and for the better efficiencies, especially on the silicon carbide side. So that's where that comes on power. On image sensors, it's very high energy intensive. And that's what brought us to introduce the Purion Xe Max, which allows for very, very high energy levels, as well as very low metals contamination. So again, these are a lot of implants and long implants, and that's what contributes to the implant intensity.

Okay.

somewhere in the prepared remarks i think you said that uh silicon carbide wafer starts were going to double every two or three years could you just give us a base number on that or do you think the wafer starts per month are year or whatever that whatever number you're referring to if we could just kind of understand what the size of that uh wafer start number is now so so um slide 13 in the investor presentation has a chart that's

Again, it's based on some outside research as well as some internal estimates. And, you know, basically, you know, we're looking at, you know, last year probably around 500,000 wafer starts of silicon carbide per year. And, you know, that doubling essentially every three years. And so, you know, we're watching this and monitoring it. There's a lot of different estimates out there, and there's a lot of publications a lot of new entrants and players that are adding capacity. And so, uh, you know, this is a number that it's probably best to look at two or three external estimates to, to get it. But our best, our best guess right now is it's doubling about every three years. Okay.

Final question from me is Mary, I think you mentioned, um, Over the next two or three years, the implant PAM would be relatively flat at the current level, I guess $2.5 billion. That suggests that your growth from $1 billion to $1.3 billion is going to be all share gains. Is that the way we should look at it?

I think it's two things. One is that we are growing in the markets that are growing. You know, and Doug just explained the whole power device silicon carbide area, which is an area that is growing as part of that TAM. And so we're growing with it. And secondly, yes, we are continuing to gain share really across all segments of the market. So both things are true, Dave.

Yeah, I think just adding to that, Dave, it's really important, you know, memory plays a big role here in the overall TAM. Obviously, there's a lot of spend there. And, you know, if we look at our estimates for the TAM, it shows 2023 being down, yet Excel is growing. And that's because the power market is up within that. As memory starts to recover in, you know, 2024, the implant TAM, TAM will grow with that. And so, you know, so it's almost, it's very important to look at the segment growth beyond just the overall TAM number right now. Thank you.

Thank you.

As a reminder, to ask a question, you will need to press star 11 on your telephone. And to withdraw your question, please press star 11 again. I show our next question comes from the line of Christian Schwab from Craig Hallam. Please go ahead.

Hey, great quarter, guys. So, Doug, I just want to make sure and marry the last comment about memory recovery in 24. Is that kind of the current expectation on your 23 guidance is that memory recovers in 24, not the back half of 23 currently?

Well, our, you know... Everybody's guess is as good as anybody else's guess as exactly when it happens. But the, you know, we're anticipating 10 to 15% of our revenue is coming from memory, more related to DRAM than NAND at this point for 2023. And so, you know, that would definitely indicate that at this point we think 24 is probably when things start to come back, you know, more robustly, I guess.

yeah i think that's fair and then just on the 1.3 billion opportunity i think it was kind of answered a couple different ways but um from like a labor tools and facility standpoint um we could do 1.3 billion earlier kevin if if the sales came or the orders came um did i hear that correctly yeah yeah we're we

From a capacity point of view, we always try to keep our plans ahead of what we think is a real need date. So, yeah, if it came earlier, I wouldn't anticipate any issues from that, Kristen.

Okay, perfect. And then are we ready to maybe at least give some directional number of how many distinct silicon carbide customers we have currently and how many we think we could potentially be selling to two to three years from now, at least like a broad range in a number?

I think, no, we're not ready to give an exact number. It's a large moving target, I guess, would probably be something to say. There's a lot of new entrants. We are absolutely engaged with our pretty much everybody in the industry, either selling them tools in the process of evaluation discussions or demoing tools with them. But it is a very broad customer base at this point and growing.

Right, right. I mean, greater than 10, greater than 15, greater than 20? Yes. Yes.

All right. That's great. I don't have any.

You've never seen me that succinct, have you, Chris? No, that was fabulous. All right. I don't have any other questions. Thanks, guys. Thanks.

Thank you. I'm sure no further questions in the queue. At this time, I'd like to turn the conference back over to Mary Pumer, President and CEO, for closing remarks.

Thank you, Doolim. I'd like to thank everyone for joining us today. In March, we will be participating in the SIG 12th Annual Tech Conference and the Loop Capital Markets 2023 Investor Conference, both in New York City. We hope to see you at one of these events, and thank you for your continued support.

Thank you. This concludes today's conference call. Thank you for participating. You may now