Bitcoin Depot Inc.

Good morning and welcome to Bitcoin's Depot first quarter 2024 conference call. My name is Mark and I will be your conference operator today. Before this call, Bitcoin's Depot issued its financial results for the first quarter ended March 31, 2024. In a press release, a copy of which will be furnished in a report on Form 8K filed with the SEC and will be available in the investor relations section of the company's website. Joining us on today's call are Bitcoin's Depot CEO, Brandon Wentz, CFO Glenn Leibowitz and COO Scott Buchanan. Following their remarks, we'll open the call for questions before we begin. Alex Cobton from Gateway Group will make a brief introductory statement.

Mr. Cobton, please proceed.

Great. Thank you, operator. Good morning, everyone, and welcome to Bitcoin Ethos' first quarter 2024 conference call. Before management begins their formal remarks, we'd like to remind everyone that some statements we're making today may be considered forward-looking statements under securities laws and involve a number of risks and uncertainties. As a result, we caution that there are a number of factors, many of which are beyond our control, which could cause actual results and events to differ materially from those described in the forward-looking statements. For more detailed risks, uncertainties, and assumptions relating to our forward-looking statements, please see the disclosures in our earnings release and public filings made with the Securities and Exchange Commission. We disclaim any obligation or undertaking to update forward-looking statements to reflect circumstances or events that occur after the date the forward-looking statements are made, except as required by law. We will also discuss non-GAAP financial metrics and encourage you to read our disclosures and the reconciliation tables to applicable GAAP measures in our earnings release carefully as you consider these metrics. We refer you to our filings with the Securities and Exchange Commission for detailed disclosures and descriptions of our business as well as uncertainties and other variable circumstances, including but not limited to risks and uncertainties identified under the caption, risk factors in our recent filings. You may get Bitcoin Depot's Securities and Exchange Commission filings for free by visiting the SEC website at www.sec.gov. I would like to remind everyone that this call is being recorded and will be made available for replay via a link available in the Investor Relations section of Bitcoin Depot's website. A supplemental earnings presentation highlighting our Q1 performance has also been made available on our IR website. Now, I will turn the call over to Bitcoin Depot's CEO, Brandon Mintz. Brandon?

Thanks, Alex, and good morning, everyone. Thank you for joining our first quarter 2024 conference call. I'd like to briefly discuss some recent developments across our business and what gives us confidence in the year ahead. During the first quarter, we continue to focus on growing our kiosk network and building a robust pipeline of major regional and national retail partners to enhance our footprint. Our momentum is strong as we are ahead of schedule for reaching our goal of 8,000 installed BTMs by the end of this year after signing over 2,000 new retail locations year to date. Much of this success is due to the expansion of our sales team and purchases of over 3,200 kiosks in 2024. These recent purchases will increase our total kiosk suite size to over 10,400 kiosks once all kiosks are delivered. On May 9th, according to coinapmradar.com, excluding Bitcoin Depot, there were roughly 26,000 600 Bitcoin ATMs in total between the U.S. and Canada. These figures put into perspective the industry-leading market share position Bitcoin Depot is continuing to gain. In the last two quarters, we have focused heavily on relocating underperforming BTMs to new locations, which from the past has shown to increase profitability per kiosk on average significantly after a few months. While we do not get that benefit immediately, over time, the increase in profitability typically continues to grow as the BTMs ramp up. For example, in March of this year, the average monthly revenue per kiosk for BTMs that have been installed for 12 to 24 months was 87% higher than BTMs installed for less than 12 months. In this calculation, the BTMs installed for less than one year averaged roughly four months of operation since the time of install at the location. As of the end of Q1 2024, around 2,000 of our kiosks have been installed for less than one year and still need more time to ramp up to their full potential. Additionally, once we receive delivery of all of our purchased and ordered kiosks, we will reach an installed fleet of roughly 10,000 total BTMs by the time they are all installed. This number accounts for 400 kiosks in transit or undergoing maintenance or repair at any given time. Between the ramp of our newly installed kiosks and the kiosks we will receive over the course of 2024 from orders and purchases, there is clearly very large growth potential baked into the business as it sits today. As part of our North American expansion, we recently signed many new agreements spanning across several states and increased our fleet of deployed kiosks while growing our industry-leading market share. In April, we announced the purchase of approximately 2,300 Bitcoin ATMs at a significant discount. which will enable us to meet increased retailer demand. And we signed our first major grocery store partnership with Fairway Stores for 66 locations. We also strengthened our profit share program through partnership with and an investment fund. The profit share program, Bitcoin Deco has already added more than 300 additional BPM locations in this program in 2024. And we look forward to working with other partners to expand this program further. ProfitShare partners benefit from Bitcoin Depot's expertise in operating BTMs and integration with BitAccess Software, the premier software suite for Bitcoin ATM operations. Our ProfitShare program provides a capital-efficient strategy for Bitcoin Depot to continue its expansion this year as we aim to have the largest suite of Bitcoin APMs in the company's history. We remain focused on expanding our footprint internationally, and we recently announced expansion efforts into Puerto Rico and Australia. We believe both Puerto Rico and Australia may support a much larger supply of Bitcoin ATMs compared to what they have today, and we look forward to working closely with our new location partners to provide Bitcoin to new customers. Today, our pipeline of expansion opportunities remains as strong as ever. In summary, we remain encouraged by the trends we're seeing across our business, and look forward to deploying kiosks into new locations to support mass crypto adoption as a world's leading Bitcoin APM network. Now, I'll turn the floor over to our CFO, Glenn Liebowitz, who will provide more in-depth insights into our financial performance and business outlook. Glenn?

Thanks, Brandon, and good morning, everyone. I'll start with a detailed review of our first quarter 2024 results. And we'll finish with a discussion on guidance. First quarter revenue declined approximately 15% year over year to $138.5 million, compared to $163.6 million in last year's first quarter. This decline was largely driven by the impact of unfavorable legislation that was recently passed in California, which went into effect in January of this year. along with relocating kiosks during the quarter to optimize our fleet for maximum profitability. We are actively engaged in California with their legislature and continue to see constructive changes to the operational limitations that are currently in place in that state. However, our focus remains to drive revenue growth in 2024, which Scott will discuss in detail. Gross profit for the first quarter of 2024 decreased 24% to 14.8 million compared to 19.5 million for the first quarter of 2023. Gross margin in the first quarter of 2024 was 10.6% compared to 11.9% in the first quarter of 2023. This margin decline was largely driven by the corresponding decline in revenue during the quarter while also operating a larger fleet of kiosks, which are beginning to ramp in performance. Total operating expenses for the first quarter of 2024 were $16.6 million compared to $13.6 million for last year's first quarter. On a sequential basis, operating expenses declined 7% from the fourth quarter of 2023. The sequential improvement was attributable to lower professional services expenses, and we anticipate this trend will continue over the coming quarters as we move farther away from the D-SPAC transaction and optimize expenses for life as a public company. Gap net loss for the first quarter of 2024 was $4.2 million compared to net income of $6.1 million in the first quarter of 2023. Adjusted EVA dots. a non-GAAP measure for the first quarter of 2024 was 4.9 million compared to adjusted EBITDA of 13.6 million for the first quarter of 2023. This lower adjusted EBITDA level was driven largely by lower revenue during the quarter and deployment of over 1,000 kiosks in the quarter, which increased fixed costs. As a reminder, these deployments do not come with an immediate revenue or EBITDA improvement, but they are expected to drive growth later in 2024 and in future years. Adjusted EBITDA margin, which is derived from adjusted EBITDA divided by revenue in the first quarter of 2024 was 3.5% compared to an 8.3% margin in the first quarter of 2023. We continue to focus on our balance sheet and ended the quarter with approximately $42.2 million in cash and cash equivalents and $48.3 million in debt. We have purchased 190,620 shares to date under the stock repurchase plan announced in 2023. Given the variability in our business from the California legislation, and a significant revenue wrap for our kiosks combined with the relocation of kiosks to start the year, we've made the decision to refrain from formal guidance. But for the remainder of 2024, we still expect to follow a similar seasonality trend as we have described in previously in Q2 and Q3 being significantly higher revenue than what we see in Q1 and Q4. To illustrate this point, and the trend of volumes improving in the spring and summer. March revenue was 30% higher than January and March. Adjusted EBITDA was greater than the combination of January and February adjusted EBITDA this quarter. That completes my financial summary. I'll pass it over to our COO, Scott Buchanan, to discuss our growth strategy. Scott?

Thanks, Glenn. Bitcoin Defo continues to make significant progress on its growth strategy, and we remain focused on execution for the remainder of the year. First, we continue to optimize our kiosk footprint by relocating our kiosk to higher traffic locations, effectively reducing expenses while increasing transaction volume over time to enhance profitability. During the first quarter, we relocated over 500 kiosks to support our newly signed retail partnership deployment. It's important to note that while we regularly optimize our kiosk footprint, Our repositioning efforts will likely slow in the coming quarters as we are focused on footprint growth this year to expand our market share and competitive positioning. We remain committed to additional operational enhancements to drive profitable growth going forward, including improving our vendor pricing, lowering professional services costs, and optimizing customer markups. While we are not providing guidance at this time, we are focused on optimizing the business for profitability and positive cash flow ahead. Second, we continue to pursue additional licenses to expand our access points for customers. During the first quarter, we expanded our BD checkout program across a variety of convenience store partners through our ongoing partnership with our payment processing provider, and today we are in over 6,700 locations. New York State remains the largest growth opportunity for our kiosk, and we are in regular dialogue with regulators to secure a license to operate in the state. With no existing BTM operators in the state today, according to coinatmradar.com, we believe our opportunity for kiosk deployment would be substantial, and our unit economics would be strong. We continue to anticipate a decision in the second quarter to operate in the state. In addition to New York, we also see international deployments as a significant opportunity for growth. As mentioned, we are actively underway in our Australia expansion project, and we are excited to see these kiosks begin to generate revenue and profits. Third, we are placing additional focus on the ProfitShare program to grow our footprint and profitability. Following the successful partnership with Soper's Capital, we announced a multi-million dollar investment into 250 kiosks for another institutional investor. In addition to the 250 kiosks included in the initial agreement, the fund has the option to invest in an additional 750 kiosks. We have a strong pipeline of additional opportunities which can provide a capital-efficient strategy for Bitcoin Depot to continue its expansion this year while enhancing profitability. Lastly, we continue to explore growth internationally and recently announced our expansion into Puerto Rico and Australia. Our focus remains within North America where approximately 92% of our BGMs globally are located. We believe the growing adoption of cryptocurrency as a legal form of payment will offer us an opportunity to establish a market-leading presence outside of North America over time into new markets with low competition. While it's early, we are encouraged by the pace of new deployments and the pipeline of retail opportunities that we have identified internationally. In summary, we are encouraged by our recent momentum and remain well positioned to execute our strategic goals this year.

With that, we are now happy to take your questions. Operator?

We will now begin the question and answer session. If you would like to ask a question, please press star one on your telephone keypad to raise your hand and join the queue. If you would like to withdraw your questions, simply press star one again. Your first question comes from the line of Michael Onesi with AC Wainwright. Please go ahead.

Hi, good morning, guys, and thank you for taking my questions today. First one for me, If you could provide more color around what nuances we should take into consideration as it relates to the new geographies you're expanding into, Australia and Puerto Rico specifically, from both an economic and regulatory perspective, really how we should think about pricing, average transaction sizes, relative to the kiosks you have deployed in North America.

Thanks, Mike. Puerto Rico will likely be very similar to the US. From a regulatory standpoint and licensing standpoint, it is the same. From a unit economics standpoint, it's probably going to be pretty similar. That's the way we're viewing it, and that's what it's looking like pretty early on in the deployments there. Australia is a little bit different. The licensing structure is slightly different, but nothing super challenging. Given economics, we expect to be a little bit better than the U.S., given that it's an untapped market to a degree. And what we've done or what we've gathered from a market research standpoint indicates it could be a little bit stronger than the U.S. in terms of profitability per kiosk.

That's great. And this one's more on sentiment. Curious what you guys use here. So Fundamentals are strong. You have really good momentum in the business and are certainly tracking ahead of your plan to deploy the 8,000 kiosks in 2024. What do you think investors are missing with this story here?

Yeah. I think investors just need to focus on the financials and the profitability that we continue to show and that we continue to be trending toward even more positive free cash flow in 2024. So I think that's just what we need to focus on and We continue to move farther away from the D-SPAC process and get those costs behind us. So as we optimize the cost structure and continue to grow our fleet, the financial should continue to improve as well.

Great. Thanks, Scott. Your next question comes from the line of Ben McCann with Noble Capital Market. Please go ahead.

Hey, good morning. This is Pat on for Mike. Had a couple of questions. First of all, when it comes to just, and you guys mentioned the margin, the efforts you would take to improve margins, but I was wondering if you could give a few more details on that as far as more specifically what those levers are that you can pull. And maybe while you're at it, I just wanted to touch on I think this is something you've done in the past, but reducing the frequency with which you pick up cash at kiosks to lower some of those expenses, is that something you're doing or is that something you can do? Just any color you can give on how margins could be improved.

Yeah, thanks, Pat. I can start with armored costs, like you mentioned. We always have that lever of reducing the frequency of armored collections so that we pay for less visits per month. But as we're rapidly deploying kiosks, that's likely not a lever we'll pull first because with the deployment of additional kiosks, that's already going to generate more cash tied up in the ATMs and working capital. And so that's a lever we'd like to pull as we have a more stable fleet size so we can better forecast what's going to happen to that working capital balance. But that will be something we can do to improve margins going forward. The other things we're going to focus on specifically for improving margins are continuing to reduce our professional services expenses. As we've touched on a couple times, it was very expensive going public. And now that we're in a more stable state, reducing some of our professional services on the accounting side, the legal side, consulting side, all of that. And then also just continuing to optimize our marketing spend, right? We're always focused on driving new customer growth and top-line growth through marketing. but making sure that as we expand the fleet here that we're really focused on customer acquisition costs and customer lifetime value and making sure that we're optimizing the spend there for the best margin possible.

Thanks. And then another question is when it comes to picking kiosk locations, how do you do that? And then when you – You look back to 2023 and recent quarters here where you've done redeployments, as you've highlighted. What lessons do you take away from that when it comes to future deployments as far as, okay, now we know uh where we should pick you know what is what is the makeup of a profitable location you know what you know what do you think you can take from previous redeployments going forward for picking uh great great spots to put your kiosks yeah good question and so i'll be careful not to not to overshare given that this is part of the competitive advantage is making sure that we're picking strong locations as our competitors are trying to do the same thing but

The more kiosks we deploy, the more data we're gathering on which locations perform well and which don't. So as we remove and as we deploy new ones, we're just constantly improving our data set and looking at all the different variables from demographics to population to competitors in the area, all sorts of different things that we look at. And we can look at those criteria and apply them to formulas when we look at new sites for analysis of whether or not we'd place a kiosk there.

every month and year that passes, we're getting additional data that's going to help us better place location. Great.

Thanks so much. Maybe one more question, if you don't mind me squeezing it in. With regard to California, are there any, when it comes to the, well, are there any milestones, anything we should look for as far as regulatory, you know, regulatory changes or as far as the legislature there? Are there things we should have our eyes out for, for things to potentially improve there?

I mean, nothing specific to have your eyes out for in California, right? If something changes, it's not going to change until late this year, maybe early next year. So nothing in the next quarter or two.

Yeah, but nothing to really look for yet. Great. All right. Thank you so much.

Your next question comes from the line of Harold Coach with B Riley Securities. Please go ahead.

Hey, thank you, guys. Good morning. I got a question on, you know, productivity of kiosks. I think you mentioned, you know, that kiosks in service over a year were at least 80% or more productive than new kiosks. And so what can you share with us to help us kind of model the productivity of new kiosks as they enter their, you know, second quarters, you know, third quarter, fourth quarter of operation, or, you know, pace and cadence of how they mature? Can you give us any feel for that? Thank you.

Yeah. Hey, Hal. Go ahead. I think Brandon's going to take this one. All right. We can't hear Brandon, so I'll take it. Hal, kiosks, yeah, like you said, kiosks do much better after their first year from that ramp from installation as they grow throughout the first year into year two. I don't have a specific number for you on what percentage they hit throughout that period, but largely the kiosks are ramping up pretty steadily through that first year. Most significant ramp would come in quarters two and three. So you'll see pretty low volumes the first quarter they're deployed and then start picking up that growth acceleration in quarters two and three. And then less percentage growth-wise in Q4 as you head into year two. So I hope that gives you a little bit of guidance there without giving too specific of numbers that I don't have off the top of my head.

So I'm not mistaken, but You know, last year was a year of consolidating the number of kiosks, and you really didn't grow kiosks last year. So of the 6,300 entering, you know, January 1, I think you had 2024. Wasn't the average age of those much more than one year ago, probably two or three years old in perspective? Or do you count a new machine – and that maturity process when it's been relocated. Help us figure how you do that.

That's right. Because brand new, it's been relocated, right? Because we really look at age of a site, not age of the hardware. And so all those relocations really lower the age of our fleet throughout 2023. Okay. Okay.

Thank you very much. Okay, good. Thanks a lot. That's my last question. Thanks. Yeah, thanks, Hal.

Your next question comes from the line of Mike Rundle with Northland Securities. Please go ahead.

Hey, Scott. You guys had 7,061 kiosks installed at the end of March. How many kiosks are on order or uninstalled? I'm just trying to understand the roll forward. You know, 7,000 plus what? is kind of the total population of kiosks.

Yeah, we have roughly 3,000 still on order that are in the process of being produced or shipped to us. So if you look at kiosks, we've got outstanding orders for with the kiosks that are installed. We've got a little bit over 10,000 kiosks in that whole purview there.

Got it. That 3,000 that are ordered, what's a rough delivery schedule?

Yeah. So the rough delivery schedule, we'll get the last of those kiosks in mid Q4. And we're getting them in like monthly batches until then. So I don't have an exact monthly delivery number for you to list out, but we're going to get them fairly evenly over the next six to seven months. To be clear, they won't all be deployed that quickly. We'll develop some sort of an inventory there that'll take some time to deploy, but that's the cadence on which we'll receive them all.

Got it. And I think your goal, for lack of a better word, is still 8,000 at year end. And it kind of depends on how quick you get these 3,000 deployed. But 8,000 is kind of what you've said. and you're kind of sticking by. Is that fair?