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spk01: Thank you for standing by. This is the conference operator. Welcome to the DIRT Environmental Solutions Second Quarter 2023 Financial Results Conference Call. As a reminder, all participants are in the listen-only mode and the conference is being recorded. After the presentation, there will be an opportunity to ask questions. And to join the question queue, you may press star 11 on your telephone keypad. And to withdraw your question, please press star 1-1 again. I would now like to turn the conference over to Shawna Mazin, Director of Corporate Affairs. Please go ahead.
spk06: Thank you, Operator, and good morning, everyone. Welcome to today's call to discuss DIRT's second quarter 2023 results. Joining me on the call today will be Benjamin Urban, CEO, Brad Little, CFO, and Freya Khan, Vice President of Finance. Today's prepared remarks are accompanied by presentation slides. To access these slides, please view them from the webpage of this webcast or on our website at DIRT.com. Today's call will include forward-looking statements within the meaning of applicable Canadian and United States security laws. These statements are based on the company's current intent, expectations, and projections. They are not guarantees of future performance. In addition, this call will reference non-GAAP results, excluding special items. Please reference our Form 10-Q as filed on August 2, 2023, with the Securities and Exchange Commission, or SEC, and other reports and filings with the SEC for information regarding forward-looking statements and reconciliations of non-GAAP results to gap results. I will also remind you that this webcast is being recorded and a replay will be available tomorrow. I now turn the call over to Benjamin.
spk04: Thank you, Shauna, and good morning, everyone. Before I begin, I want to start by thanking all of our team members, our partners, and numerous end customers. Looking back on the completion of my first full year with DIRT, I'm proud of the successful efforts of all of our team members and partners who have helped transform this company. We have more work to do. However, we have better line of sight to consistent profitability and growth with Q2 results proving that out. The positive feedback shared from our customers and construction partners continues to grow. On the heels of our most successful Conext, our open house in Chicago that coincides with Neocon, the sentiment was a strong dirt is back buzz with attendance up 30% over last year. More importantly, with an attendee mix of more first-time attendees, both customers as well as architects and designers. The revised strategy within our commercial organization continues to provide improved results in the last quarter. During Connext, our product development team unveiled seven new competitive product solutions, which received overwhelmingly positive feedback from our customers and construction partners. We will continue to roll out additional products and enhancements throughout the second half of the year. DIRT has undertaken a strategic initiative aimed at augmenting and broadening our partner network. In line with this objective, we have successfully onboarded a new partner in both Florida and Alabama, and additionally, we have strengthened our presence by expanding partnerships in Northern California and Winnipeg, alongside six grand openings of new experience centers in the last quarter, with five more before the end of the year. These experience centers are a critical component to our success by growing and converting sales opportunities. In May, we conducted our first inaugural in-person masterclass for all of our sales representatives in Calgary, making the first such event in the last four years. The feedback from our sales representatives and leadership is that we haven't been this aligned as a commercial organization in recent memory. In addition to the sales training, our sales force is also growing. We added six new sales reps and a healthcare vertical specialist in the last quarter, and we'll fill four more roles in the second half of the year. We also successfully secured four new commercial agreements, exemplifying our commitment to strategic growth and expansion. These agreements encompassed two third-party integrators in laboratory environments and multifamily residential, a purchasing program from one of the largest general contractors in the United States, and a manufacturing partnership with a magnesium oxide manufacturer. We also added two standardization programs for key accounts with two major financial institutions. During our previous earnings call, I highlighted some large wins, and we are witnessing the fruition of those projects as they progress into the ordering phase, underscoring the robustness of our pipeline. We continue to see large project wins in our pipeline grow with examples like Armstrong School District, CFG Bank, and Maverick Natural Resources, which will all order and deliver this year. In our relentless pursuit of safety excellence, we remain steadfast in our commitment to achieve our journey to zero recordable incidents and being seen as a world-class leader in safety performance. Notably, our dedication and exceptional safety programs have been recognized by Canadian Occupational Safety as a 2023 Excellence Awardee. The extensive list recognizes dozens of organizations who have demonstrated excellence in their safety programs and a commitment to ensure in which they operate. We are one of 12 companies vying for Canada's safest manufacturing employer. Our year-to-date total recordable incident frequency is 0.6 compared to our year-to-date June 22 frequency of 0.2. The Bureau of Labor and Statistics standard benchmark for dirt's peer manufacturing industry is a TRIF of 5.1. Dirt is 80% below the industry benchmark. We continue to focus on quality improvement as well. During the second quarter, we had 6.62 external defects per million dollars of revenue, a 40% improvement from prior year. Also, our on-time performance during the second quarter was 98%, a major improvement from the 83% on-time performance during the second quarter of last year. We launched a significant update to our proprietary ice technology platform with more than 10 unique functions. More importantly, these improvements were from direct feedback from our construction partners that were of the most value to them as we continue to develop the platform. In conclusion, our unwavering commitment to excellence and innovation has driven sustainable growth and profitability while prioritizing safety, product development, and customer satisfaction. With this foundation, we are poised for greater achievements in the future. And with that, I'll hand it over to Brad to comment on our financials. Brad?
spk03: Thank you, Benjamin, and good morning, all. As a reminder, we've issued a press release discussing our second quarter results and have provided additional analysis in a supplemental presentation, which is now posted on our website. My comments this morning are designed to add additional color on our financial results for the quarter and update you on key developments impacting our liquidity and cash initiatives we've been discussing over the last several quarters. Revenues for the second quarter were $44.8 million, about flat with the same period in 2022, and up 22% from the first quarter of 2023. The sequential quarter increase was driven by a combination of normal seasonal shipping patterns, amplified by the commencement of previously delayed projects. Turning to gross profit, we once again achieved significant year-over-year margin expansion. Compared to the second quarter of 2022, gross profit margin increased 1,850 basis points from 14% to 32.5% in the second quarter of 2023. Adjusted gross profit margin, which excludes the impact of depreciation, increased 1,733 basis points from 18.9% in the second quarter of 2022 to 36.2% in the second quarter of 2023. This improved margin is due to pricing and cost reduction initiatives executed between March 2022 and June 2023, as well as improved product mix as we continue to incentivize full solution projects. manufacturing costs and efficiencies continue to track better than prior year, which has also led to further improve our margins. Operating expenses for the second quarter were $16.8 million, a 34% decrease over the same period in 2022. The reduction in costs are primarily from the cost reduction initiatives implemented over the past 12 months, as well as more disciplined discretionary spending. During the second quarter of 2023, we took additional actions to proactively remove costs, including a planned headcount reduction with annualized savings of approximately $2.6 million, exclusive of termination benefits of $700,000. From January 2022 through June 2023, the company has reduced related headcount by 147 or 15%. Adjusted EBITDA for the second quarter was $1.9 million, an improvement of $11.3 million or 120% from a loss of $9.4 million during the second quarter of 2022. This improvement has been driven by a reduction in operating expenses and an increase in gross profit margin just described. You can find further detail on these as well as other financial information in our supplemental presentation, which again is published on our website. Turning to liquidity and working capital, we finished the quarter with 18.9 million in unrestricted cash, up 8.1 million from 10.8 million at December 31st, 2022. Cash provided by operations for the second quarter was $3.8 million compared to cash consumed by operations of $17.8 million during the second quarter of 2022. And for the six months into June 2023, we generated cash flow from operations of $2.8 million compared to cash consumed of $36.8 million through the six months into June 2022. Liquidity, which includes $9.2 million of availability under our ABL credit facility, was $28.1 million as of June 2023. We did not need to draw on that facility in the second quarter and have not had to thus far in the third quarter of 2023. Beyond the non-dilutive cash initiatives that I'll talk about shortly, we've also been working hard to improve our conversion and lower the overall investment in working capital. Networking capital at the end of the quarter was $26.5 million, up $9.2 million from March 2023, primarily due to the proceeds from the AWI agreement and an increase in demand commensurate with seasonal operating patterns. Our days sales outstanding has improved from 27 days at December 2022 to 20 days at June 2023. By comparison, days sales outstanding as of June 2022 was 29 days. Our DSO has been favorably impacted by certain programs to incentivize faster payment of receivables. As cash flow and profitability have improved, we have decided to discontinue this program effective August 1st. While this will likely return our collection times to historical levels, we will achieve higher margin on the applicable projects by eliminating the associated discount. We have also been working to actively reduce our inventory levels through improved sales, inventory, and operational planning processes. This serves to not only identify and manage our slow-moving or obsolete inventory, but the improved sales forecasting will allow us to better manage inventory purchasing of our core raw materials. Year over year, we have reduced our inventory levels by 5.9 million, or 23%. to $19.4 million at June 2023. We expect that balance to decrease by December 31st, providing a positive cash flow impact and offsetting the DSO impact previously discussed. As I have alluded, we have also been executing various non-dilutive cash initiatives designed to bolster our cash position. As we discussed in our previous earnings call, we entered into an agreement with Armstrong World Industries for co-ownership of certain intellectual property interest in DIRT's iSoftware and an enhanced commercial partnership opportunities for cash consideration of $10 million, which was received during the second quarter. A portion of the proceeds was used to pay off certain equipment leases. Also in the second quarter, effective April 1st, we have subleased our Plano DIRT Experience Center to one of our construction partners in that specific market. with annualized savings of approximately $1 million. Lastly, we received the remainder of the IRS tax receivable in May, contributing about $2.6 million in cash as of June 30, 2023. Turning to the outlook, throughout the first six months of 2023, we have seen continued volatility in economic conditions, especially in regions with concentrated sales to the technology and banking sectors. In some aspects, the macroeconomic uncertainty has subsided and various inflation metrics have improved over the past three months and certain indications of the recession has eased. We've seen improved demand for our products beginning in mid-April. From May 1st to June 30th, 2023, the company generated $33.3 million in total revenue and an associated $3.5 million in adjusted EBITDA, with adjusted gross profit during the same period of 39.2%. As we discussed in our last call, we are awarded several projects during the second quarter of 2023, including Bechtel, Apache, and Visa, two of which have begun to order and all are expected to deliver a combined $10 to $15 million in aggregated revenue during 2023. As previously discussed, we achieved a 22% increase in revenue between the first and second quarter of 2023. We expect a sequential increase in revenue in the third quarter over the second quarter of 2023, though not to the same extent. For 2023, we continue to project low to mid single-digit growth in total revenue over 2022, a trend we expect to continue into 2024 based on our current 12-month forward pipeline. We believe that the combination of cash initiatives discussed, along with improved margins from actions already taken to improve the pricing and reduce the cost structure set us up to respond to the ever-changing market conditions. Before we open it up for questions, I wanted to address two other matters. First, our compliance with NASDAQ stock requirements. As you know, our stock trades thinly for a variety of factors and our stock price has not exceeded $1 for the previous 10 months. At this time, assuming our NASDAQ price does not exceed $1 consistently by September 5th, it is our intention to withdraw from the NASDAQ and for our stock to trade over the counter rather than perform a reverse stock split. I will remind you that we've been trading on the Toronto Stock Exchange under the ticker symbol DRT since 2013. We absolutely intend on continuing that into the future. Lastly, as we released last night, I've made the very difficult and deeply personal decision to leave DIRT. Working at DIRT has been an incredibly fulfilling experience, and I want to express my heartfelt gratitude to the Board of Directors and the entire team for the support and camaraderie that I've experienced here. I also want to take a moment and share why I've decided to leave DIRT and where I'm going next. Firstly, I have loved my time at DIRT. It's also been a challenge personally for me, with the work being largely remote with long commutes. Family is of utmost importance to me, and after much contemplation, I've come to realize that I need to work closer to my family in Fort Worth, Texas. With that in mind, I've accepted a position at Sabre Industries as its Chief Financial Officer. Sabre Industries is a market leader in both utility and telecom, engineered, structured, and markets, and I'm excited to be joining their team once we finish my transition. In closing, I want to express my gratitude to the entire DIRT family for making my time here truly memorable, and I wish DIRT and this team continued success in the future. Benjamin?
spk04: Thank you, Brad. I would also like to share some additional thoughts regarding the change to our leadership team that we announced in yesterday's earnings release. Firstly, I want to take a moment to acknowledge and express my gratitude to Brad Little, our Chief Financial Officer, who has decided to step down from his position. Brad's dedication and contributions to DIRT have been invaluable. He has been instrumental in helping us reestablish credibility with our people, partners, and most importantly, our clients. On behalf of the entire team at DIRT, I want to thank Brad for his many contributions and leadership. Over the past year, Brad led several company-wide efforts to reduce our fixed cost structure for manufacturing and operations and improve our operational planning and sales and revenue forecasting. Largely because of these foundational improvements, we were able to produce more accurate product costing models and better align our product mix with market demand and opportunity. All of these actions have helped fuel significant margin expansion over the past four quarters, leading to meaningful growth in both EBITDA and liquidity. Brad's not only a strong CFO, but also a tremendous team leader and mentor. He has built a strong and disciplined finance team that understands the critical role they must play in helping our business leaders further stabilize cash flow, improve our revenue and sales forecasting, and be more diligent and thorough in operational planning. While we are sad to see Brad leave, we understand and fully respect his decision. We also take great solace in knowing we have a strong team behind him, one that will continue leading us forward without missing a beat. I'll have more to share on that front in just a moment. But first, I want to close by personally thanking you, Brad, for your commitment to our company and the positive influence you've instilled in each of us. We all wish you and your family well in your future endeavors.
spk03: Would you like to say a few words on your final dirt earnings call? Thank you, Benjamin, for those kind words. We have accomplished so many great things over the past year, and that would not have happened without the hard work, focus, and expertise of my colleagues in finance and all of our dedicated team members here at DIRT. It's been my distinct honor to lead and support each of them over the past year, and although I'm embarking on a new journey personally, I know I'm leaving everyone at DIRT in good financial hands. The company broadly, and the finance team specifically, is prepared and well-positioned to continue what we've begun, ensuring that the company continues to produce improved growth and margin expansion. I'm very excited to watch, albeit from the sidelines now, as a shareholder first. My final day will be August 25th, and I hope to remain part of the Dirt family forever. Benjamin?
spk04: Thank you, Brad. With your stewardship, we've enhanced our financial management practices and aligned our financial strategy with our broader business objectives. I've personally benefited from your steady counsel and strategic insights, and I'm proud of the team you've built, cultivated, and motivated since joining us. Now I'd like to introduce you to Faria Khan, who will be stepping into the role of Chief Financial Officer, succeeding Brad on August 25th. Faria has been an integral part of our team for the past five years, most recently serving at DIRT as the Vice President of Finance. Faria has served in several key roles at DIRT and is uniquely prepared for the additional duties she will assume as CFO. Firstly, Faria has worked side-by-side with Brad on a majority, if not all, of the finance initiatives I just highlighted. These initiatives are driving our strong results and improved profitability for the company. With over 20 years of finance experience, Faria grew up in Zimbabwe, where she completed her chartered accountancy with Deloitte and obtained her bachelor's in accounting services at the University of South Africa. After completing her studies, Faria moved to the United States and worked at Deloitte in their Houston and Fort Lauderdale offices. Following her time at Deloitte, Faria joined PricewaterhouseCoopers, working in Pakistan and later in Calgary, before joining DIRT in 2019. During her tenure with PricewaterhouseCoopers, Faria worked with private and public companies and SEC registrants in various roles, including audit, training, buy-side financial due diligence, secondments, and advisory. Faria is a member of the Institute of Chartered Accountants in England and Wales and the Institute of Chartered Accountants in Zimbabwe. Of importance to me personally, Faria comes from within our ranks, and because of that, she has a deep understanding of the business, and I know she holds the respect of her colleagues across the company. I'm confident in Faria's ability to ensure a seamless transition and lead our financial team with excellence. Faria, would you like to say a few words?
spk05: Thank you, Benjamin, and hello to everyone. I'm incredibly excited about this opportunity and honored by the trust that the company continues to place in me. I have thoroughly enjoyed my time at DIRT, and I am looking forward to continuing to serve our company in the role as the Chief Financial Officer. As we move forward, I am committed to upholding the financial strength and integrity of DIRT. I also look forward to joining these calls in the future and collaborating more closely with our investors, the investment community, and our valued clients. I also want to take a moment to thank Brad for his leadership and mentorship over the past year. Because of him, we have a strong and unified bench of finance talent that is both prepared and highly capable. as we advance the business. Benjamin?
spk04: Thank you, Faria. We are delighted to have you in this new role, and we have no doubt that you will excel as our CFO. We are also taking the necessary steps to ensure a smooth transition. To this end, Brad will work closely with Faria to pass on his remaining duties, ensuring a seamless handover of all CFO responsibilities on August 28th. I also want to highlight that Brad has graciously agreed to provide ongoing counsel to Faria and our team throughout Q3. His continued support will be invaluable during this transition period, demonstrating the strong sense of teamwork and camaraderie we have within our organization. We believe that this carefully planned approach will set Faria and the entire financial team up for success, and we look forward to a bright future for DIRT under Faria's leadership. We will now open the line for questions.
spk01: Thank you. And as a reminder, to ask a question, please press star one one on your telephone and wait for a 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 for your first question, it comes from the line of Danny Agaric from Craig Holland Capital Group. Danny, your line is open. Please ask your question.
spk02: Yeah, thanks. On for Greg Palm today. Congrats on the really good results, guys. I guess just starting, sounds like demand trends really improved as we move throughout the quarter. I guess just kind of overall, have you seen that continue into July and I guess early August now? What's the overall feel for the market right now?
spk03: yeah sure you know you know as we indicated it started after easter um and you know our second quarter uh pace improved rapidly uh by a combination of demand which she just mentioned but also we had some delays and projects that were supposed to start in q1 that started in q2 and so we got a bit of a bump there that pace has has generally continued into q3 um so You know, last year, going from Q2 to Q3, we experienced a 4.6% increase. We see that trend continuing potentially a little better in the third quarter of this year.
spk02: Yeah, got it. And then it looks like maybe healthcare seemed like a really positive spot in this quarter. Was that just based on some of those larger orders hitting? Are you seeing that market as a whole come back stronger? I heard you announced you hired a new healthcare vertical specialist. So I guess just what are you seeing in that market right now that causes strength this quarter?
spk03: Yeah, I'll start from a quantitative standpoint and then hand it to Ben to tell broadly about our approach. We had two or three fairly large projects, one in the Northeast and then one in Houston that was originally scheduled to commence in late 2021. That pushed in We see the trend will continue, but just Q1 was lighter than normal and not really indicative of what we have in our pipeline. Benjamin? Yeah, good commentary, Brad.
spk04: Yeah, you're right. We are seeing growth in the healthcare vertical. A large part of that is due to the efforts that we've put forth in previous years and to where we are now. Those projects tend to have a bit longer lead cycle on them versus a traditional commercial project. And we are seeing growth into 2024 and 2025. The upside to that is many times those projects tend to be quite large in nature, and the adoption rate for the solutions we provide continues to improve as we see that industry change.
spk02: Okay, that's good. Maybe if I can just hit on that gross margin quick, obviously it came in well above what what we and I think many others were expecting. You said that in July and August, you kind of hit that 39.2% margin. I think that was on an adjusted basis. So I guess going forward as volumes continue to improve, should we expect that to continue to see some modest expansion or how should we think about that?
spk03: Yeah, great question, Danny. So when we think about the first half of the year and really the second quarter, First off, the dollar was fairly, you know, it is to Canadian dollar. A lot of our costs are in Canada. So we had a little tailwind on that front in the second quarter. We had really good product mix as well in the quarter. Now the 39% that we achieved in combination of May and June that we discussed on the call, a lot of that was driven by leverage of our fixed significantly past our breakeven point. So, you know, I think the 36.2% also reflects the very low volume that we had in April. So, you know, on balance, I feel like mid-30s, upper 30s is probably fair as we get into pushing past the 45 to 50 million dollars per quarter run rate. Not suggesting that to be the consistent run rate going forward, but I think our margins are well positioned, well stated right now.
spk02: Okay. That's very helpful. Maybe I'll just end here. Question on AWI now that that's completed. I guess, how has that relationship progressed? Have they brought in any new leads yet? Or is it still just kind of too early to tell?
spk04: Yeah, Danny, I'll take that question. It's a bit early in the relationship. I will say we have begun to see some beneficial outcomes from that agreement within the commercial organization on some opportunities cutting loose. I think we will see that accelerate in addition to or alongside that, if you will, some of the product integration and collaboration that we're going to be doing with them. So I think there'll be more to see from that in the future. Similarly to some of the other commercial partnerships that we've touched on over the queue, as well as in the first half of the year. As you know, many of our lead cycles and sales cycles can be 12 to 18 months. So I think what you'll see start to some of those opportunities starting to unfold into our pipeline. beginning to get our sales forces working together as well as our product development and research.
spk02: All right. Great. I'll leave it there. Thanks, everyone.
spk03: Thanks, Danny. Thank you.
spk01: Once again, if you'd like to ask a question, please press star 1 1 on your telephone keypad. Ladies and gentlemen, there are no further questions at this time. Thank you for participating in today's conference. This concludes the program. You may now disconnect and have a wonderful day.
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