DIRTT Environmental Solutions Ltd.

Good day, everyone, and thank you for standing by. Welcome to third, second quarter, 2026 Financial Results Conference Call. At this time, all participants are in a listen-only mode. After the presentation, there will be a question and answer session. To ask a question, you will need to press star 11 on your telephone. You will then hear a message advising your hand is raised. To withdraw your question, please press star 11 again. Thank you, Operator, and good morning, everyone. Welcome to today's call to discuss DIRT's second quarter 2026 financial results.

Joining me on the call today are Benjamin Urban, our Chief Executive Officer, and Faria Khan, our Chief Financial Officer. Today's call will include forward-looking statements within the meaning of applicable Canadian and United States securities laws. These statements are based on our current expectations and are not guarantees of future performance. Actual results may differ materially from those expressed or implied by these statements. We will also reference non-GAAP measures during this call, including adjusted EBITDA and adjusted gross profit. Reconciliations of these measures to the most directly comparable GAAP measures can be found in our quarterly filing and supplemental materials. With that, I'll turn the call over to Faria to review our financial results.

Thank you, Adrian, and good morning, everyone. Revenue for the second quarter of 2026 was $40.3 million compared to $38.9 million in the prior year period, representing growth of approximately 4% year-over-year. Product revenue totaled $38.9 million, while service revenue was $1.4 million. Commercial activity remained a significant contributor to product revenue during the quarter, reflecting continued strength in our largest end market. Gross profit for the quarter was $14 million compared to $10.8 million in the second quarter of 2025. Growth margin expanded to 34.7% compared to 27.8% in the prior year period, reflecting moderated tariff and other input costs, ongoing transformation execution, and improvements in operating efficiency. Adjusted gross profit was $14.9 million compared to $11.8 million in the prior year period, while adjusted gross profit margin improved to 37% compared to 30.4% in the second quarter of 2025. Total operating expenses were $12.7 million, down from $15.2 million in the prior year period. The decrease reflects lower spending across sales and marketing, general and administrative, operations support, and technology and development functions, partially upset by increased stock-based compensation and reorganization expenses. Excluding stock-based compensation, depreciation amortization, and reorganization expenses, operating expenses also declined year over year, reflecting actions taken to simplify the organization, improve operating efficiency, and better align our cost structure with the needs of the business. Reorganization expense was approximately $1.1 million during the quarter and reflects continued actions associated with the company's transformation initiatives. Operating income for the quarter was $1.3 million compared to an operating loss of $4.3 million in the second quarter of 2025. Net income after tax was $1.1 million compared to a net loss after tax of $6.6 million in the prior year period. The improvement was driven primarily by higher gross profits, lower operating expenses, reduced foreign exchange headwinds, and continued execution of our operating strategy. Adjusted EBITDA was $4.7 million or 11.8% of revenue compared to an adjusted EBITDA loss of $2 million or negative 5.2% of revenue in the prior period. Turning to liquidity, net cash provided by operating activities was $0.9 million during the quarter compared to net cash used in operating activities of $3.9 million in the second quarter of 2025. We ended the quarter with approximately $14.8 million of cash and cash equivalents. For the first six months of 2026, revenue was $82.7 million compared to $80.2 million in the prior year period. Gross profit was $27 million or 32.6% of revenue compared to $25.4 million or 31.6% of revenue for the prior year period. Adjusted gross profit was 28.9 million or 34.9% of revenue compared to 27.3 million or 34.1% of revenue in the prior year period. Adjusted EBITDA was 6.1 million or 7.4% of revenue compared to approximately break-even adjusted EBITDA in the prior year period. Based on our performance to date and current expectations regarding project timing and revenue conversion, we are updating our 2026 outlook. to revenue of $175 million to $185 million and adjusted EBITDA of between $21 million and $25 million. Despite the revised revenue outlook, we remain confident in the underlying health of the business, our ability to continue expanding profitability, and our capacity to create meaningful long-term value for shareholders. With that, I'll turn the call over to Benjamin.

Thank you, Faria. During the second quarter, DIRT continued to execute against its operating strategy and make meaningful progress across the business. Our focus remains on strengthening commercial execution, improving forecasting discipline, enhancing operational efficiency, and positioning the business for sustainable, profitable growth over time. The second quarter reflects meaningful progress across several key areas of the business. Revenue increased modestly year-over-year, while gross profit and gross margin improved significantly. At the same time, operating expenses declined meaningfully compared to the prior year period, despite continued investments in transformation initiatives. Commercial activity remained encouraging during the quarter. Commercial revenue increased significantly year-over-year and represented approximately 70% of product revenue, compared to approximately 56% in the prior year period. We also saw modest growth in government-related activity, while healthcare remained relatively stable on a year-to-date basis despite quarterly variability. We continue to strengthen our commercial organization through targeted investments in leadership, organizational capability, and go-to-market effectiveness. As part of these efforts, we recently added a new Vice President of Commercial to help accelerate commercial execution, enhance partner engagement, and improve go-to-market effectiveness across the organization. These initiatives are intended to improve conversion and support more consistent execution across the business. We also remain focused on improving pipeline quality and forecasting reliability through enhanced qualification standards and a continued emphasis on opportunities that align with our strategic priorities. We believe these initiatives provide greater visibility into future demand and support more effective operational planning. The financial performance achieved this quarter reflects more than simply favorable year-over-year comparisons. It reflects deliberate actions taken over the past several quarters to simplify the business, improve operating efficiency, and enhance profitability. These efforts are not only intended to reduce structural costs, but also to make it easier for customers, partners, and employees to do business with DIRT. These actions are contributing to a simpler, more efficient operating model and are already reflected in the year-over-year improvement in adjusted gross profit and adjusted EBITDA. However, given the timing of implementation, we do not believe our reported results yet fully reflect the run rate benefit of the actions taken. We also continue to make targeted investments in leadership, commercial capabilities, technology, and other initiatives intended to support sustainable growth. With respect to tariffs, we're continuing to evaluate the potential impact of recent changes in the U.S. trade policy on our business. While uncertainty remains, we are assessing potential implications for our supply chain, cost structure, pricing, and customer activity. Given the evolving policy environment, we are not yet in a position to quantify any potential financial impact. While our transformation initiatives cannot completely eliminate the impact of any material tariffs that may ultimately be imposed, the operational improvements implemented over the past several quarters have increased our flexibility and improved our ability to respond as conditions evolve. Regarding the Falkbill litigation, proceedings remain ongoing. As previously disclosed, DIRT is pursuing claims related to damages suffered in Canada, the United States, and internationally. Given the nature of the process, we are not in a position to comment further at this time. Looking ahead, we remain focused on disciplined execution. While market conditions continue to evolve, we believe the actions taken to strengthen our commercial organization, improving operating discipline, and enhance profitability position DIRT to create long-term value for shareholders. I would like to thank our employees, partners, customers, and shareholders for their continued support. With that, operator, please open the call for questions.

Thank you, but before we open the lines, I will turn it back to Benjamin for additional comments.

Yes, thank you, Operator. I'd like to also add that, you know, while we are disappointed to have reduced our outlook, we do remain confident in our ability to drive profitable growth through both of our sales channels as a result of the transformation work undertaken. Having optimized the cost structure of the business, our attention has turned fully toward optimizing our top-line performance. Go ahead and open up for questions, operator.

Thank you. And as a reminder, if you do have a question, simply press star 1-1 to get in the queue and wait for your name to be announced. To remove yourself, press star 1-1 again. Our first question is from Caelan Purdy with ATB Cormac Capital Markets. Please proceed.

Thanks, Ben and Faria. This is Caelan Purdy from ATB Cormac filling in for Nick Boychuk. Can you guys hear me okay?

Yeah, I can hear you great. Good morning, Kaelin.

Perfect morning. Really appreciate the update on the progress with pipeline visibility and quality here. To help us unpack that decision, are you seeing stronger conversion velocity in these institutional verticals like healthcare and education? Are there other areas like commercial or government that remain a bit more measured? Can you just break down kind of by segment what it looks like in terms of visibility?

Yeah, for sure. From a vertical segment, I would say that we have greater visibility further out, particularly within the healthcare vertical. Part of that is due to our efforts through the construction services channel, and some of that work is further out in duration. That being said, we do have some visibility as well, similarly through the construction services channel with regards to the commercial office interior vertical, and we're starting to see some traction there as well in conversion. Overall, with regards to the overall kind of full pipeline that we've discussed for the 12 months forward, While we're limited in the level of project-specific or customer-specific pipeline-level detail we can provide publicly, we do believe that we've identified principal factors behind both the second quarter results and the revised outlook, namely customer decision-making timelines. This is with regards to your question around conversion rates and the timing of project awards or revenue conversion of when that hits.

Great. Okay. That's great color. I really appreciate that. Yeah. Next question for me. I think that the recent OPEX reductions reflect that the strategic transformation framework really is working. So that's great. And we saw that flow through the financials with GNA down 1.2 million a year and sales and marketing down 1.1 million from last year. As you scale this revenue into the second half of the year towards your full year guidance, should we treat this lower OPEX run rate as your new baseline or will some of the spend kind of naturally scale up back to supporting higher volumes?

Yeah, I think that's a great question. I think it's early innings with regards to the performance on profitability from the transformation efforts that have been underway. I think that there's some noise, right? Just because it's happening real time that we should see an incremental tailwinds as we move in through the second half of the year. As well as, you know, to your question around how we scale, right? Yes, we're competent in the 175 to 185. But as we've been focused on delivering profitable growth, recent investments in our commercial organization, including that appointment of a new vice president of sales, reflect not just that commitment to grow top line, but in addition to the construction services momentum, we are also layering in and investing in additional sales representatives across the U.S., as well as exploring partner expansion.

And Kaylin, just to add to that, so we do believe those Operating expense reductions are going to be sustained, but we will, of course, invest where appropriate. So, for example, commercial is definitely area-focused, and we may do some investments in that line.

Okay, great. That's great, Kelly. I really appreciate that, guys. Thanks so much. Let's talk about tariffs just quickly, everyone's favorite. The new 50% tariff on the KUSMA compliant goods set to go into effect on August 19th. Are there... Any products in that list that are especially prevalent or hurtful to dirt, if any at all, understand that this is changing every day, so you may not have much color on it.

So, Caden, what we do when it comes to tariffs, we have internal counsel and we have specialized customs counsel who we discuss these matters with. At this stage, we do not believe those Section 338 tariffs would materially affect dirt. Of course, the devil's in the details, so you have to look at the HTS codes, but at this present point, we don't believe it will materially affect us.

Okay. Okay, that's great, Caller, and that's all from me, guys. Really appreciate it. Thanks, Kalen. Appreciate it.

Thank you. And as a reminder, if you do have a question, simply press star 11 to get in the queue. One moment for our next question. It comes from Matthew Smith with Smith Capital. Please proceed.

Thanks for taking the question. First, you guys have had this transformation committee for over a year. It seems like you guys consistently miss projections. Love to better understand why the consulting contracts keep getting extended and how should we think about this for small investors with some real money in this company?

Yeah, so as I mentioned, Matt, thank you for the question this morning. While I'm limited in the level of project-specific information I can share, but mainly to your question around the revision and guidance and it being based primarily on customer decision-making timelines, timelines of project awards, as you mentioned, and revenue conversion, what we have been doing through this transformation is further improving the quality of how we're tracking what's coming through in our forecast and our pipeline Not just in the 12-year, but within the full year. And higher quality and transformation work has yet to be fully reflected in year, similar to what we were talking about with Kalen with regards to increases in profitability. But similarly, a lot of the work that we've done in the commercial org to improve our forecasting capability, we likely won't see some of that performance show up within year. We'll see more of that in 2027 as we've improved that.

Do you have a timeline for when you think transformation will be completed?

That's a great question. I would say that we've transitioned into more of a sustaining mode now from execution, in large part with a lot of the processes in back of house as well as how we're manufacturing. The commercial organization is in the early innings of that transformation, as I mentioned, We've made some changes within leadership. We've also begun upgrading some of our sales representatives across the United States, in addition to layering an additional one. So I'd say that one's got a little bit longer tail on it, but we would see that materialize more so in 27, but continuing to focus on 26 to not only hit the guidance that we put out there, but push it.

Great. And then, how do you think about the longer-term vision for the company, given the structure, ownership, Financial Profile. How are you thinking, Matt?

Could you clarify a bit?

Yeah, I mean, assuming, like you said, some of the transformation is essentially done and you're effectively transitioning some of the things. How are you thinking about sort of next steps for potential ownership structure, that kind of thing around the company?

Yeah, unfortunately, Matt, I can't comment on that. But thank you for the question.

Okay, last question for me. How's the tech team thinking about the opportunity potentially with AI to use DIRT's technology position?

Yeah, we've been adopting AI internally across the enterprise, but as one would expect, even more so pointedly within the technology team. We're seeing expansion improvements in our efficiency in the programming and coding side, particularly for the design editor software. And that's not just for us, Matt, right? That's across the rest of our customer base that also is utilizing that software platform for their own uses. And so we're seeing good adoption there. And then as we layer that in across the rest of the enterprise, we're seeing efficiency gains and how quickly we can turn.

Do you have an idea for like a number, maybe on a margin, how AI might improve that or...

Yeah, no, Matt. Unfortunately, I can't share that on the call, but I appreciate the question. Okay. Thank you. Thank you, Matt.

Thank you so much. And we have a question from the line of David Nirenberg with D3. Please proceed.

Thank you. Good morning, everyone. Good morning, David. And congratulations for the continuing excellent work that you're doing to reduce the cost of the company and to reposition your channel strategy. That said, I'd still like to better understand what caused the $10 million miss relative to revenue hopes for Q2 and the second $10 million reduction for the second half of the year. And then I'd like you to connect those answers to a longer term question for your longer term shareholders like us. What is the reason to believe that after years of struggle for various reasons, whether it's with fork-built internal board divisions, too much cost structure added by prior management, what is the reason, the fundamental reason, why you all seem to continue to believe that there is a genuine prospect for future double-digit revenue growth, since cost reduction alone is not going to bring us to nirvana?

Yeah, David, thank you for that. That's a great question. So I'm going to unpack that into two pieces, David. One, on why we believe we have confidence in our ability to scale on the operations side. And you're right, there's no cost-cutting way out of this, right? Is that the improvements that we've made in the transformation and through many of the supplemental earnings decks that we've included, That operating platform isn't just a, you know, a thing on paper, right? Part of our challenge in the past and our ability to scale was because we were working off an operating platform that was antiquated. And so it was difficult for us to actually grow, not just on the revenue side, but on the manufacturing and operations side. And so that transformation work that's been in earnest over the last year to solve that allowed us, obviously, through the increased improved profitability results, our ability to not just get the business to function accordingly with where we're at, but where we're going. So that piece aside, more importantly, at this point in our time, to your question around confidence and ability to grow double digits, right, in the future. As we expanded the construction services channel, and this is interconnected, David, to the transformation, in that when we began that over a year ago and began executing projects last year and the first half of this year, frankly, we had additional work to do in that team from a transformation perspective to be able to execute. So we had a bit of a slowdown there, which now we're having a ramp up. And that team is operating at full capacity. That construction services channel, we still remain confident will become a double-digit growth driver for DIRT. And the rationale behind that, and I believe I might have commented in one of the previous questions, even in the vertical segments of healthcare and commercial office interiors, We have two recent awards with strategic accounts in the last quarter that are now moving forward. The reason those are so important is they're not singular projects like a normal order would be per se that comes in through DIRT. These are multi-year sticky revenue recreations such that it's not just one project, it's dozens of projects and it allows us to scale faster And so that's part of the rationale for why we remain confident. The other piece through our other sales channel, David, of our traditional partners that is going to grow Part of the rationale with the VP of sales that we hired additionally comes from that channel and knows it better than anybody. Also comes from a competitor previous to that. So we have high confidence and hopes with his ability to grow our traditional partner model alongside us continuing to invest in construction services and grow that channel. So those are the two kind of pillars. And for those of you that are on the call, there's also a good slide in the supplemental earnings deck demonstrating where those two channels fall within our operating model.

Can you tell us a bit more, please, about your new sales executive and why you're confident in him or her?

Yeah, so the new VP of commercial that we've hired is has spent time within not just our partner community but roughly 15 years prior to that with one of our leading competitors particularly in the commercial office interior vertical and so bringing some of that capability and market intelligence to help us compete and help grow that side of our business is equally important and we see equal opportunity there in not just adding additional partners but also in As I mentioned, layering and additional sales representatives to expand top line.

Well, thank you. I hope that in addition to his experience, this person also brings what John Maynard Keynes called animal spirits.

That is a great comment, and I would say that you hit the nail on the head with that one, David. Okay. Good luck. Thank you.

Thank you so much.

Thank you.

And this will conclude our Q&A session. I will turn it back to Benjamin for final comments.

I have no final comments, operator. Thank you, everyone.

Thank you so much. And this will conclude our conference for today. Thank you for participating. And you may now disconnect.