EVgo Inc.

Good morning and welcome to EVgo's first quarter 2024 earnings call. My name is Heather Davis and I'm the Vice President of Investor Relations at EVgo. Joining me on today's call are Badar Khan, EVgo's Chief Executive Officer, and Olga Shevrenkova, EVgo's Chief Financial Officer. Today we will be discussing EVgo's first quarter financial results and our outlook for 2024 followed by a Q&A session. Today's call is being webcast and can be accessed on the investor section of our website at investors.evgo.com. The call will be archived and available there along with the company's earnings release and investor presentation after the conclusion of this call. During the call, management will be making forward-looking statements that are subject to risk and uncertainties, including expectations about future performance. Factors that could cause actual results to differ materially from our expectations are detailed in our SEC filings, including in the risk factor section of our most recent annual report on Form 10-K. The company's SEC filings are available on the investor section of our website. These forward-looking statements apply as of today and we undertake no obligation to update these statements after the call. Also, please note that we will be referring to certain non-GAAP financial measures on this call. Information about these non-GAAP measures, including a reconciliation to the corresponding GAAP measures, can be found in the earnings materials available on the investor section of our website. With that, I'll turn the call over to Badar Khan, EVGO's CEO.

Good morning, everyone, and thank you for joining us today. Before I begin the call, I'd like to take a moment to congratulate and thank Olga. In addition to our first quarter financial results, today we also announced that Olga will be departing the company at the end of the month to pursue a different opportunity with a private company. Olga has been a trusted and valued partner to me since I joined EVgo and has been critical in driving the success of the company since she joined EVgo as a private company six years ago. On behalf of the entire EVGO family, we wish her well in her future endeavors. Many of you know Stephanie Lee, our EVP of accounting and finance, who will serve as interim CFO from the time of August departure until a permanent successor is on board. We are well underway with the search process and look forward to updating you when we have news to share. I will now turn to our results for the quarter. EVgo posted yet another excellent quarter, more than doubling revenue and nearly tripling throughput year on year. Non-Tesla electric vehicle sales grew 29% year over year, demonstrating continued demand for EVs. With the level of utilization we continue to see in our network, we not only have a clear path to EBITDA breakeven in 2025, but with the operating leverage in the business, we expect we could have annual adjusted EBITDA of $200 million in three to five years' time, representing a very compelling investment. I'm excited to share our results from Q1 with you today, as well as talk about our key priorities over the next year or so. Let me also take a moment to address the change in our competitive landscape. If Tesla's decision to halt further growth of charging stations was designed to allow them to focus on their automotive business and particularly more affordable vehicles, then this will be a positive for EV adoption. We know from experience both here in the U.S. as well as in other countries that affordability is a key driver of mass adoption. Companies like EVgo are now adding public charging stations at a pace that didn't exist when Tesla began their supercharger business. In fact, I expect capital will be more interested in participating in the space in this new competitive context, allowing companies like EVgo to plug the gap left behind and accelerate their charging station growth. We added over 900 stalls last year, most of which were state of the art, ultra fast, 350 kilowatt stations faster than Tesla's 250 kilowatt supercharger network. We're excited to be able to add next connectors to our chargers later this year and welcome more Tesla drivers to our network, as well as help site hosts that have been far along the process of adding new DC fast charging stations. And of course, offer employment to as many talented employees as we can. As we've discussed in our last two calls, we see very strong unit economics in our business. And I expect to see that continue for the foreseeable future as EV demand exceeds supply of charging stations. Now, turning back to our earnings this past quarter. We had a great first quarter in 2024 with throughput near tripling year over year. And while revenues grew just over twofold, revenues from the old and operated charging network grew faster. We grew our operational stalls by 38%. and are on track to add 800 to 900 new owned and operated stalls this year. Customer accounts continue to grow faster than VIO growth in the first quarter, and we were just under 1 million at the end of the quarter. We continue to see clear evidence of operating leverage that we've talked about in detail in our last two calls with both expanding adjusted gross margins especially in our owned and operated business and in adjusted G&A, translating into strong bottom line improvement year over year. EVGO's model is unique in that we own and operate DC fast charging stations where customers are going about their lives. Our growing network of over 1,000 locations is within a 10-mile drive for over 145 million Americans. And we have a network plan and strategic site hosts that allow EVgo to continue our rapid expansion, serving more EV drivers. Demand for EVs, especially amongst non-tester brands, remained strong this quarter, with new BEV sales up almost 30% year over year. This past quarter, we saw especially strong sales growth from Ford, Rivian, Hyundai, and Kia. More affordable EV models are coming, supporting the growth of DC fast charging as these models tend to attract a higher share of customers without access to home charging. It's also worth remembering that the number of BEVs sold this quarter is roughly equal to what was sold in all of 2020. Although non-Tesla vehicles account for the vast majority of our network throughput today, we expect to start adding NAX connectors to our chargers later this year. And given our locations tend to be closer to where EV drivers live and go about their daily lives, and our network is increasingly ultra-fast 350-kilowatt chargers versus Tesla's 250-kilowatt superchargers, and we offer convenient customer features like Auto Charge Plus, we look forward to welcoming more Tesla vehicles onto our network. As we discussed in our financial webinar a few weeks ago, because of our proprietary network planning resulting in carefully selected site locations and conservative underwriting process, we have very compelling unit economics. We reached a level of scale in kilowatt hours per stall that enabled us to generate positive annual cash flows on a per stall basis by the end of last year. And in Q4 2023, the top 15% of our stalls were generating over $30,000 per stall on an annual basis. As a reminder, throughput is the product of charge rate and utilization multiplied by 24 hours. Charge rate is a speed with which EVs take energy into the car, and utilization is the percentage of time an individual stall is being utilized. Over the past two years, we have seen very strong increases in both utilization and charge rate, resulting in near quadrupling in daily throughput per stall. In three to five years' time, we expect to have around 7,000 stalls, and at that point, we would expect cash flow per stall across the whole network to be around $37,500 per stall annually, driven mostly by increased charge rates and a conservative utilization assumption. and a level of throughput per stall already achieved by the leading edge of our network today. This level of annual cash flow provides a very strong return when considering we're expecting around $96,000 net capex per stall for 2024 vintage stalls. And that's before any capex reductions we would expect to see over time, some of which I will talk about later on this call. As we've described in our prior two calls, EVgo has significant operating leverage where around 40% of our cost of sales in charging network gross margin is fixed per stall, and around 70% of adjusted G&A is fixed. Across our existing site host partners, we've identified approximately 10,000 stalls that currently pencil to our double-digit return expectations, But we've assumed here that we will continue stall growth at the 800 to 900 new stalls per year that we're currently growing at. We're making good progress in securing financing that allows us to grow at least at that rate, which I'll cover later. Taking the estimates from the prior slide and assuming 7,000 stalls, our owned and operated network would generate significant contribution dollars that fall straight to the bottom line once fixed G&A costs have been covered. And taking those same estimates, we expect the roughly $70 million of fixed costs to be covered by full year 2025. And therefore, at a scale of 7,000 stalls in three to five years' time, the company will be generating around $200 million in adjusted EBITDA annually, with very significant continued growth beyond that. Of course, this is prior to the contribution of any extend or ancillary and tech-enabled services. Not only does our business benefit from such strong operating leverage, but we also benefit from a significant tailwind in the form of rising charge rates. As we have said before, the charge rate on our network is a function of the speed that batteries can be charged and the average power rating of EVgo chargers on our network. Both are rising. Vehicles sold today have significantly higher charge rates than the average charge rates of which will include many older vehicles with lower charge rates. In fact, over 80% of all BEVs sold today have charge rates over 50 kilowatt, and over 50% are over 90 kilowatts. We conservatively assume battery electric vehicles are sold using the 2023 sales mix, with no improvements to either vehicle mix or battery technology. And that represents roughly 70% of the assumed increase in charge rate from 43 to 80 kilowatts across our network in three to five years time. EVgo continues to add mostly 350 kilowatt chargers to our network. And today, nearly 40% of our network is 350 kilowatts versus 22% a year ago. Therefore, the average mix of our charger network also increases over time and contributes the other 30% of the assumed growth in network charge rate. The combination of the two means charge rates are expected to improve significantly benefiting the company. High charge rates means the same kilowatt hours can be dispensed over much less time, meaning we realize the same return with lower utilization. Our charge rates drive three sources of upside that we are not assuming. First, higher charge rates could drive up EV adoption because customers favor faster charging times. Higher EV adoption drives up utilization. Second, higher charge rates could actually drive up the share of DC fast charging because customers are able to charge their cars for the same number of miles much faster. leading customers to become more confident in on-the-go public charging and less concerned with charging at home. Therefore, higher charge rates could lead to higher utilization and thus even higher returns per stall. If we had the same utilization in three to five years' time as the top 15% of our stalls today with 80 kilowatt charge rates, we would double the cash flow per stall to over $75,000 annually. And third, higher charge rates translate into much improved capex efficiency because it allows a smaller number of chargers for the same kilowatt hours dispensed. Again, we have not assumed any of these upsides, nor any improvements in battery technology, nor improvements to the mix of new vehicle sales in our expected economics in three to five years' time. Let's now turn to our four key priorities over the next year or so. First, and as you've heard a lot on prior earnings calls, we remain focused on improving the customer experience. Second, an area we will discuss further in future calls, are the steps we are taking to improve efficiency in the business above and beyond the operating leverage we've talked about on the past two calls. Third, another area we will discuss more in future calls, are the initiatives we are now putting in place to ensure we are attracting and retaining a greater number of higher value customers on our network. And finally, we will provide a little more detail on progress on securing financing to get to free cash flow breakeven. On customer experience, we know that there are four things that customers value the most. First, having lots of stalls at a site so they never have to wait for a charge. Second, having high power chargers available so they can fuel up quickly. Third, having a reliable solution that works right on the first try. And fourth, a hassle-free payment process, where customers just plug the connector in and the payment is processed automatically. Over the past quarter, we made progress on each of these key metrics. We continue to deploy mostly six stalls per site. And so the percentage of sites with six stalls or more continues to rise. And we're aiming for around 20% by the end of this year. We're mostly also only deploying 350 kilowatt chargers now, and so the percentage of stalls with 350 kilowatt chargers have nearly doubled year over year, and we expect that to be close to 50% by the end of this year. One and done also continues to rise, and we expect another step up in performance in Q4 when we release a key software update. And finally, the percentage of sessions initiated with AutoCharge Plus has also increased significantly. And now that more than 50 models are part of this program, we expect to see continued growth in this metric during 2024. We believe the benefit of these improvements will ultimately result in customers gaining further confidence in public charging, driving up utilization and throughput on our network. As EVgo continues to scale rapidly, we've begun to turn our attention to identifying and delivering efficiencies, not just in operating costs, but also in the capital costs of the chargers. In November last year, we began prefabrication of stations, which is expected to result in an average of 15% off the construction costs of a station at eligible sites, and also to reduce station installation timelines by as much as 50%. We expect over a third of stalls operationalized in 2025 to benefit from this approach, and we continue to grow this over time. Our core owned and operated business has very compelling unit economics and enormous growth potential. In January of this year, we streamlined and refocused certain teams to support near-term growth efforts in this core area. This strategy is already beginning to show in our financial results. In addition, over the course of this year, we've been implementing multiple upgrades to our charge point management system, including releases that allow for predictive maintenance and automated diagnostics capabilities that will directly lead to fewer truck rolls, fewer customer calls, and faster customer issue resolution. Call center costs are a sizable portion of our sustaining G&A. and are expected to decline this year as we complete the offshoring of around 90% of our coal volume, which is anticipated in Q3 this year. The combination of all these efforts is expected to lower our sustaining G&A per store run rate by around 15% by the end of this year. On the CAPEX side, in addition to the prefab aluminum skids for station construction we began last a series of incremental improvements, including a transition from copper to aluminum conductors, multi-sourcing switchgear, and various other EPC improvements that collectively aim to deliver around a 10% reduction in operationalized charger cost per stall for 2025 vintage stalls. We're also engaged in exploring a joint development of next-generation charging architecture with an industry-leading partner that aims to lower capex per stall by as much as 30%, and a step change in customer experience due to a customer-focused design and improved firmware, with first deployments expected in the second half of 2026. This level of improvement in capex per store could improve our IRRs by at least seven percentage points. EVGO has had success in growing our recurring customer base through B2B relationships like our OEM charging credit programs, as well as our rideshare programs. And together with our subscription plans, these programs account for over half of our throughput today. In other words, over half of our throughput comes from higher usage, relatively predictable customer segments that represent stickier kilowatt hours. We reached almost a million customer counts at the end of the quarter, a significant milestone of EVGO, underscoring the quality of the EVGO network. We believe our scale and position among customers is a competitive advantage that allows us to target and attract more higher-value retail customers, as well as increase the value of existing customer relationships. To that end, we hired a new EVP of growth, Scott Levitan, earlier this year, who brings a wealth of experience and track record in exactly these activities from companies like Google, Mercari, and Philips Electronics. We started executing segment-specific marketing campaigns using low-cost methods to identify, attract, and retain customers who are most likely to be attracted by our convenient charging network close to where they live, work, and go about their lives. We've also begun piloting new automated demand-based dynamic pricing that is now live across a portion of the network, with a phased expansion planned during the course of this year. And in Q2 this year, these efforts will be significantly enhanced when we expect to go live with a modernized customer data platform. All of these efforts are expected to not just ensure we continue to grow our customer base at a faster pace than VIO growth, but also increase the throughput and average unit margins per customer. Our remaining key priority in the near term is to secure additional funding that allows us to reach a level of scale where we are self-financing, but also accelerates the rate of new stores operationalized per year from the 800 to 900 we are expecting to add this year. We plan to build on the track record already established with successful grant collections in prior years, a successful partnership with GM, and the follow-on offering we completed in May last year. We continue to have substantial additional capacity under the ATM program we launched in November 2022, and we believe we're also making progress in pursuing non-dilutive financing options. As we've discussed, we expect around 40% of 2024 vintage capex to be offset from grants, OEM payments, and incentives, including executing on our first 30C transaction over the next few months. That provides us with sufficient capital to continue our capex plans well into 2025. We continue to be pleased with the dialogue we're engaged in with the DOE Loan Program Office for a loan under the Title 17 Clean Energy Financing Program. We believe we have a high-quality loan application that addresses the need for more public charging infrastructure built out at scale across the U.S. While we have not disclosed the quantum of loan we are seeking, I can advise that if we are successful, we believe it will be sufficient to not only expedite our journey to self-financing, but also meaningfully accelerate the annual rate of store growth. Given the unit economics we've disclosed, we are now also concurrently engaged in multiple potential options for further commercial non-dilutive financing that could be contemplated alongside the DOE loan. Indeed, spurring commercial bank financing for new asset classes is an intended goal of the DOE loan program office. I'll now hand over the call to Olga, who will run through our strong financial performance for the first quarter of this year.

Thank you, Badar. Before I dive into EVGO's first quarter 2024 financial results, I wanted to express gratitude for having had an opportunity to serve as EVGO's chief financial officer. Being part of the team focused on growing EVGO over the past six years and working closely with our investors and analysts has been a pleasure and a remarkable journey. I am proud of all we have accomplished and excited about the path forward. We have a well-planned transition in place, as Bartom mentioned, and a deep bench of talent in the finance organization that will ensure a smooth handoff. With that said, I will now discuss our first quarter results. EVGO started 2024 delivering another strong quarter of growth and execution. Revenue in the first quarter was $55.2 million, which represents 118% year-over-year increase. This growth was primarily driven by increased charging revenues. Retail charging revenues of $18.3 million grew from $6.6 million in the first quarter of 2023, exhibiting a 100% 77% year-over-year increase. Commercial charging revenues, which primarily includes revenue from our rideshare partnerships, of $5.8 million, increased from $1.7 million in the first quarter of 2023, exhibiting a 240% year-over-year increase, and extend revenue of $19.2 million grew from 10.3 million in the first quarter of 2023, increasing 86% year-over-year. We added 250 new operational stalls in Q1, including Extend. Total stalls in operation were approximately 3,240 at the end of March 2024, including 130 EVGO Extend stalls, increasing 38% from the end of March, 2023. During the first quarter of 2024, EVGO added 109,000 new customer accounts, which shows 63% increase versus 67,000 customer accounts added in Q1, 2023. Evigo ended the quarter with more than 981,000 customer accounts, a 60% increase over the end of Q1 2023. Evigo's network throughput continues to grow, reaching over 53 gigawatt hours and nearly tripled year over year, and again, grew over four times faster than the growth in VIO. I would like to reiterate what drives this growth. First and foremost, EV adoption continues. And as Barbara has just mentioned, non-Tesla EV sales, which is the market EV go primarily addresses today, increased 29% year over year in the first quarter. Second, EV buyers are shifting from early to mass adopters with a higher portion of multi-unit dwellers. Third, EV vehicle miles traveled is increasing nearing parity with internal combustion engine vehicles. Fourth, rapid growth in ride share. And finally, heavier, less efficient EV models. As a result, utilization averaged approximately 19% across the network in the first quarter of 2024. 53% of our stalls had utilizations greater than 15%. Over 40% of our stalls had utilizations greater than 20%. And over 20% of our stalls had utilizations greater than 30%. As I touched on earlier, Revenue grew 118% in the first quarter of 2024 to 55.2 million. Adjusted gross profit was 17.3 million in the first quarter of 2024, up from 6.4 million in the first quarter of 2023. Adjusted gross margin was 31.3% in the first quarter of 2024. Q1 revenue usually includes breakage related to our Nissan contract. In Q1 2024, breakage revenue was roughly 2.5 million. When removing it, adjusted gross margin was 28% in Q1, which is more in line with our expectations of mid to high 20s for the rest of 2024. When you compare this adjusted number To a similarly adjusted number from Q1 2023, we still see an increase of 11 percentage points from 16.8% in the first quarter of 2023, demonstrating the leverage effects of throughput and corresponding revenue growth on the sole dependent components of cost of sales. Adjusted G&A as a percentage of revenue improved significantly. from 104.6% in the first quarter of 2023 to 44.4% in Q1 of this year, demonstrating the leverage effect from our GNA. Adjusted GNA went from 26.5 million in Q1 2023 to 24.5 million in Q1 2024, clearly illustrating our focus on lean operations and path to profitability. Adjusted EBITDA was negative 7.2 million in the first quarter of 2024, a 12.9 million improvement versus negative 20.1 million in the first quarter of 2023. Cash, cash equivalents and restricted cash was 175.5 million as of March 31st, 2024. Cash use and operations was $14.1 million in the first quarter, narrowing from the first quarter of 2023. Capital expenditures were $21.1 million in the first quarter. Capital expenditures net of capital offset was $13.6 million in Q1 of 2024. Now, turning to reconfirming our 2024 guidance. Ibego continues to expect full-year 2024 revenue to be in the range of $220 million to $270 million and adjusted EBITDA to be in the range of negative $48 million to negative $30 million. We continue to expect capital expenditures net of capital offsets to be in the $95 to $110 million range with the main use of cap hacks to add 800 to 900 new EVGO-owned stalls this year. We're as confident as ever that EVGO is on a clear path to an important inflection point in our business, hitting adjusted EBITDA break-even. EVGO expects to be adjusted EBITDA break-even for the full year of 2025. This is based on the expectation that electric vehicles and operations will continue to grow and that EVGO will continue to expand its network and realize operational efficiencies. We look forward to sharing our progress in 2024 with you throughout the year. Operator, we can turn the call over to questions.

Thank you. We will now begin the question and answer session. If you would like to ask a question, please press star 1 on your telephone keypad to raise your hand and join the queue. If you would like to withdraw your question, simply press star one again. If you are called upon to ask your question and are listening via loudspeaker on your device, please pick up your handset and ensure that your phone is not on mute when asking your question. Your first question comes from the line of Gabe Dowd from TD Cowan. Your line is open.

Hi, Gabe.

Hey, thanks, and morning. Hey, Badar. Morning, everyone, and congrats, Olga, on the new opportunity. But over something, we could just maybe get some general thoughts on the piece of news that hit recently around Tesla and playing off the supercharger team, and that may be impacting the pace at which they grow the supercharger network. Can you maybe just give a little bit of context or thoughts around how this could impact EVgo in both maybe the near and long term from a market share perspective?

Yeah, thanks, Gabe. But this is a fairly significant change in the competitive dynamic in the charging space. I think it's positive for the sector and for EVgo. It's positive in my mind because it allows Tesla to focus on cars and more affordable cars, as they've been talking about recently. with the model two i think that's great for ev adoption i think we all see that affordability uh is a is a key driver of shifting from early adopters to to mass adoption we see that from um almost all the other oems on their earnings calls uh in terms of building up more affordable vehicles so i think that's a positive i think it's a it's very positive for evgo i think that um We have talked about very strong economics here on this call, and I expect to see that continue or improve in the foreseeable future. I expect to see that demand exceeds supply of charging stations for some time. Companies like EVgo just really didn't exist 12 years ago when Testa began its Supercharger business, but they exist today. over 900 stalls, as we said last year, which are state of the art, ultra fast 350 kilowatt chargers. I expect that capital will be more interested in participating in this space, in this new competitive dynamic, allowing companies like ourselves and others to pick up some of the slack in terms of charging station growth that Tesla may be leaving behind.

Perfect. That's helpful. That's a great caller. And then I guess just as a follow-up, maybe switching gears to financing, you noted about our, in your prepared remarks, 30C may be set to kick off over the next couple months. Is there any additional color you can provide on just expectations and maybe remind us if the 800 to 900 new stalls this year fully qualify for that 30% reimbursement? And then the second part of that question is just the DOE loan process, if you can maybe just dial in a bit more detail around that and maybe specifically just timing around when you think we can get an answer. Thanks, Greg.

Sure, sure. So maybe I'll ask Olga just to comment on the 30C transaction over the course of this year. but in fact start with the doe loan um look we we think we have a very high quality application uh in front of uh the doe loan program office which and we've been under in you know in dialogue with them for quite some time at this point we're pleased with our progress we know it's a very important part of president biden's agenda um and uh you know given again i think the unit economics that we've shared with you on this call and previous calls I think would suggest that I think anyone would look at this and think this is a pretty good investment. In terms of timing, this is not a 2025 thing. We're expecting us to be, if we're successful, to be over the course of this year. We have not shared a quantum, but what I can share with you is that we'd expect the quantum here to accelerate our rate of growth from the 800 to 900 stalls that we're doing this year, the 900 plus that we did last year, and at the same time accelerate our journey to free cash flow breakeven at a higher rate of stall growth. That's what we're looking at for the DOE loan. Of course, it's not our only source of non-dilutive financing. Again, as I said before, I think that the economics here are very attractive and will attract capital to this business. And I think that'll increase with this new landscape that we've just talked about last week. And we are engaged in conversation with counterparties around similar sorts of financing, non-recourse project financing. And so those are things that can be done in combination with the DOE loan program office loan. And then, Olga, do you want to just provide a little insights on the 30C?

And maybe like a little add-on about the DOE loan. So we're applying under Title 17 of that LPO program and gave you free to just do research and see what kind of other companies did that and what quantums they obtained. I think it will give you a good feel for what we're looking for as well. And on 30C, roughly 35% to 40% of our portfolio last year and this year qualifies. We're working on effectuating the first transaction and sell our 2023 portfolio. It will be one of the first transactions done of this nature in the industry and certainly will be the first one for EVGO. So it takes a little bit of time to put the... the transaction documents in place, but we see a very strong interest for these types of portfolios. And it is clear to us that the very robust market is emerging to be able to trade these credits in the future on a regular basis.

Okay. Okay. That's great. Very helpful, Barbara and Olga. Thanks so much again.

Thanks, Gabe.

Our next question comes from a line of Chris Dendrinos from RBC Capital Markets. Your line is open.

Hi, good morning, thank you. I guess I wanted to kind of dial in a little bit into the operation side of things, and maybe just start here. On the throughput, it looked like, you know, maybe December, I want to say was around 201. And so the implied, you know, on the quarter was a bit lower on the, you know, kilowatt hours per day. Can you just kind of talk about the dynamics there? Is there any sort of seasonality going on? Or how should we kind of think about, I guess, throughput growth going forward?

Yeah, Chris, that's exactly it. It's seasonality where we've been growing so fast over the last couple of years. We haven't even seen it in our numbers, but we're finally seeing it. That's really it. April's throughput per store per day is well over 210 kilowatt hours per store per day. So that's in line with what we were expecting.

Got it. Thank you. And then I guess I think I think you mentioned some. some software updates that might have been going out later this year. Can you kind of just update us on sort of what's going on there and the expectations for that? Thanks.

Yeah, it's, look, we, you know, as a company, Chris, we have been so focused on building a growth engine that can add, you know, very carefully selected stalls that generate uh that we expect to generate very strong returns that's the proprietary network plan and site selection process we've really refined that to a point where it's i think it's just humming uh super nicely we shared i think on a on the q4 call uh that we're actually exceeding our uh throughput expectations uh versus the modeling that we've done so we think that we're it's a great process but it's also um you know one that's uh that's conservative But really, we're really shifting our focus from not just building the growth engine, but to making it more efficient. That is something that we can do today as a result of the scale of the business. And we see that showing up in multiple areas, one of which is the inefficiencies in the operating cost of the business. There are multiple software and process improvements, none of which are frankly, you know, they're not There are not things that haven't been seen elsewhere in pretty much every other industry in the world. We're just deploying the technology today. And those are things that allow us to have a better sense of predictive maintenance, diagnostics around our equipment where they're not performing as we'd expect. It'll be software in terms of handling customer calls in a way that allows us to expedite resolution faster. Again, these are not game-changing technology improvements. We're just bringing what exists in other sectors to our own sector. And in terms of expectations, we shared with you our sustaining G&A costs per stall on the webinar. In fact, I showed that in one of the slides here. a fairly significant reduction over the next three to five years. We're expecting the software updates just for this year to lower sustaining GNA by around 20% run rate. So Q4 versus Q4 last year.

Got it. Okay. Thank you very much.

Yep.

Our next question comes from the line of Stephen Gangaro from Stifel. Your line is open.

Thanks. Good morning, everybody. Good morning. I think, too, for me, the first, you know, you had a good first quarter, and you kind of reaffirmed your guidance for the year. When we think about your 2025, you talked about EBITDA break-even. And it feels almost a little conservative versus kind of the path you're on right now. So I was just kind of curious if you could comment on those expectations and what drives you there.

Stephen, we're very pleased with our quarter this year. We have three more quarters to go. And so we just came out with our guidance for this year and also for EBITDA break even just sort of seven or eight weeks ago. we thought it was too early to you know make any changes to that i can tell you that uh with the change the competitive dynamic that we've just been talking about uh you know we're in a you know as a for instance we're in a conversation with you know many site hosts across the united states that were well along the path towards uh putting in dc fast charging stations in their locations for the first time that are are stuck and we're of course Happy to be able to pick up potentially some of those locations if they meet our return expectations. That would allow us to accelerate our store growth potentially faster and cheaper. As I've talked about before, we've got a significant set of tailwinds in terms of charge rates. Charge rates improving allows customers to be more confident in on-the-go DC fast charging. Charge rates actually improve EV adoption. We heard all the OEMs talking about more affordable vehicles later this year and into next year. So there's a set of factors here that that actually would suggest we could be doing a lot better. It's too early for us to talk about 2025 on this call, but perhaps we'll talk about 2025 on Q2 and Q3 calls.

Great. Thanks. That's good color. And the other question I had, and you sort of just answered it, but when you were talking about the different financing options and you mentioned the ability to potentially accelerate growth beyond the eight to nine hundred stalls per year that suggests to me that if if you could do that there is plenty of room for and and sites that you've identified that would be profitable and meet your ir hurdles uh even if you even if you grew the stall count at a much at a higher rate is that is that fair that's exactly right steven we we find that there's about well first of all we've got about 50

uh 50 over 50 strategic relationships with site hosts across the country and um there are well there's over a hundred thousand sites actually we've identified that we could potentially get after but in that there's a subset of over 10 000 that actually meet our return expectations and again i think with the competitive dynamic shift from last week Those are likely to be very attractive locations for us to get after. And so, yeah, I think when it comes to capital allocation, once we cover our costs, which we will do next year, and we're generating positive EBITDA, the question for us is, do we return capital to shareholders or do we keep deploying capital to build out locations? Union Economics would clearly suggest it's in everyone's interests for the company to grow our store base faster than the 8 to 900, just given the returns that we're expecting. And so that's what we'll be looking to do.

Great. No, that's great, Collar. Thank you.

Your next question comes from the line of Chris Pierce from Needham. Your line is open.

Hi, Chris.

Hey, good morning, everyone. Can you just talk about what you're seeing broadly over the past year or so? Are there, I know you guys identify sites and you want to drop your level three equipment in that site, but are you seeing an industry shift at all where people that had maybe considered level two sites or level two charging equipment are now moving towards level three because of customers demanding higher speeds? I'm just trying to get a sense of if you look at how people have thought about this industry growing through 2030, level two was sort of dominating the conversation. But it seems like over the past year or so, level three has started to dominate the conversation. So I just want to kind of get your thoughts around that.

Yeah, it's a good question, Chris. I think that, look, I think the sort of landscape is kind of waking up to the potential for level three in a way that maybe didn't exist a few years ago. um and again i talked about charge rates uh in my script i kind of went on to i went on a little longer maybe but i i did that because i the there's a there's a tremendous tailwind here uh that benefits dc the public dc fast charging if charge rates improve And you can charge your vehicle at significantly faster times, maybe half the time. I think you're going to be more comfortable with public charging, less reliant on charging at home. And for site hosts to be able to have and offer that feature for their customers, which we know is something that customers value. i think it's i think it's only you know it's only one direction of travel and the question is how much share does dc fast charging take of overall charging over the course of the next several years we believe it's going to continue to grow not just because of charge rates but also because as these vehicles become more affordable customers without access to private driveways are more likely to be buying more affordable vehicles and therefore more reliant on charging and likely will prefer faster charging.

Okay. Okay. And you talk about demand-based pricing as something kind of you guys might experiment with down the road. Yeah. Can you talk about pricing in general? Is that something where there, you know, is there really no price pressure that you're seeing now, given the rate of growth of EVs and the lower rate of growth in charging equipment out there? Or is there other certain times of the day where, you know, You know, there is pricing pressure on your network, or is this not something that you're seeing right now?

No, we have very different customer segments that are charging on our network. We have rideshare segments, so high-frequency customers, high-usage customers, and when you put all the sort of higher-usage customers together, it's over half of our kilowatt hours, which I consider to be quite sticky and more predictable and reliable, and I'd love to have more, and we're expecting to target and have more. But as we think about pricing, there's different times of the day and or pricing will appeal to different customers. We are shifting some of our higher usage customers to times of the day where there's less utilization in our network. Earlier times, we call them early bird or off-peak rates. They tend to be lower rates. That frees up the locations for customers that are less frequent users and potentially less sensitive towards price. So that's the kind of work we're doing. It's time-based pricing, location-based pricing. Dynamic demand-based pricing is not a new concept. And it's not something that we're considering. We are now deploying it. So around 5% of our network today has dynamic demand-based pricing, and we expect to roll that out over the course of this year. And I expect that'll deliver some fairly solid improvements to actually our margins, which have already improved over the course of the last year. As you see in our results, margins from our charging business have doubled over the course of the last year. And that's partly or significantly driven through the leverage that exists in our cost of sales.

Okay. And if I could just ask one last question for Olga. On ancillary revenue, you know, we've seen that grow, you know, pretty dramatically. I know we're talking about smaller numbers, but what is the margin profile of this business? Is that, you know, the 10K talks about software, digital revenues. Are we talking 75, 80% gross margins, that type of business? And that is providing a gross margin uplift as well, or am I not thinking about that the right way?

Algar, do you want to take that question?

Yeah, sorry, I'm using myself. So, yeah, so most of that revenue is coming from PlugShare. It's the Yelp of Georgian company, which we bought roughly three years ago. But it also has our behind-the-fence fleet contracts, which is a couple of them which we talked about on prior earnings calls. So the margin profile is a mixture of the two. And of course, any software-driven revenue, including Pluxure, will be very high margin. So look at any SaaS type of a company and you'll get an idea what kind of gross margins we're talking about. The other business which gets mixed in here, which is behind the fence, has a more extend-like margin profile, which will be more like in a low double-digit territory. So there is a bit of a game of a revenue mix happening here. But considering that it's a very small, it's still a relatively small revenue contribution, most margin trends are being played by interplay of extend and the core charging business rather than answer it.

Okay, perfect. Thank you. Thanks, Chris.

Your next question comes from the line of Andrew Shepard from Kent or Fitzgerald. Your line is open.

Hey, everyone. Good morning and congratulations on the quarter and thanks for taking our questions.

Yeah, thank you.

I just wanted to maybe come back to the utilization rate. You know, that seems to be growing again at a very rapid pace, which is great. I'm just wondering, you know, I realize you don't guide this, but just maybe some direction here would be helpful. How should we think about that network throughput throughout the year? I know you touched on seasonality a little bit, but at this rate, should we be thinking of that gigawatt hour to be north of 200 or 215 for the year? In other words, how should we think about the network throughput throughout the rest of this year. Thank you.

Yeah, I mean, look, I'll let me just, I'll ask all of you to give you some thoughts about 2024 specifically. But as you can see in the compelling unit economics slide, and we talked about in our webinar a few weeks ago, utilization of the top 15% of our network is already at 41%. Now, we're not expecting 41% utilization across our entire network. In fact, we've said that we expect to see utilization in three to five years in the low 20s. We don't expect anything more than that to get the double digit returns. And so that's a way of thinking about utilization in the medium term. It's obviously a combination of utilization and charge rate. that delivers throughput per stall, which is the Q in a revenue formula. But maybe Olga, you want to just provide some thoughts from 2024 specifically.

Yeah, so as you correctly mentioned, we do not guide to gigawatt hours, but maybe I can give you a little bit of a pass to get to there yourself. So we gave color during our last calls, and we expect extended revenue to be roughly 35%. of our revenues this year at a midpoint of the range, and the range is 220 to 270. So if you subtract that, right, then the rest of the variability comes from still a prevailing uncertainty of EV sales this year. Said as a waste, it comes from uncertainty on the final number or the throughput number. So if you take our average pricing, which you can derive from our financial statement, you can very easily get to a range of gigawatt hours, which we're thinking about for this year.

Okay, I guess that's helpful. But then safe to assume maybe a higher, some more seasonality in Q4, since that's usually the strongest EV quarter. I'm just trying to figure out, like, should it be a smooth, gradual number quarter over quarter, or... Should we account for some seasonality throughout the year?

Yeah. So would you expect smooth? However, again, EV sales is something we don't have control and do not kind of understand exactly how it will play out for the rest of the year. We have an expectation that it will be smooth. But if you think about specific seasonality and the driving patterns, then Bureau of Transportation Statistics actually publishes the publicly available data and you could see how the driving patterns play out between the quarters by using that information. I think it will be actually quite helpful.

Okay, thanks. We'll take a look at that.

Just as a reminder, EV sales obviously is a driver of revenue, but our throughput grew four times faster than the growth of EV VIO quarter over quarter, which we've talked about for a couple of several quarters at this point. So it's uh new sales but it's also um the share of dc fast charging uh it's ride share growth it's more affordable vehicles uh leading to customers uh who don't have private driveways charging on public infrastructure so it's our revenue is a function of of all of these things combined and we expect to see it grow sequentially over the court over the year

Yeah, and I think it's also a result of the utilization rates of the average utilization rates per charger, which is continuing to increase, right, which you mentioned earlier. Yeah. Okay, maybe just one last question. And by the way, Olga, sorry, I wish you all the best in your future endeavor. Thank you. We'll certainly miss you. Maybe one last question for you, I guess, is just on the liquidity. If you just remind us with the, let's call it 176M in liquidity as of Q1. Excluding any, maybe funding or any external funding, what is the expected run rate with that liquidity on hand? Is that still into well into 2025 or what's the message there? Thank you.

Correct. We're confirming that's still the message. However, I'm not excluding any grants, which we will be collecting. It's not necessarily NAVY is a big driver of it, but as we discussed at length at a previous call, we have applied and have been awarded a variety of different grants across the country from a variety of different programs that are awarded to us. And the collection is just a question of execution and time. And so that is baked into all of our central planning and budgets and whatnot. So when we talk about cash, that is certainly included because that is part of the business model.

Okay. Got it. Very helpful. Thanks again. Congratulations on the quarter. I'll pass it on.

Thank you. Thanks, Andres.

Your next question comes from the line of Bill Peterson from JP Morgan. Your line is open.

Hi, Bill. Yeah, hi. Good morning. Thanks for taking the questions. I wanted to ask about reliability and uptime. How are the trends, I guess, proceeding on your network? And are there ways to quantify the operational benefits from the renewed program that you've started employing last year? But can you quantify what you've seen thus far?

Yeah, we see great improvement. And again, Bill, as we think about the customer experience, uptime is a component of the experience. So having led many asset-based businesses in my career, uptime is a component of the customer experience, which continues to improve. But so does ensuring that the payment process is as fast and quick as possible. making sure that there's a charger available when a customer goes to a site, which is why we're targeting more chargers per site, as well as enormous amounts of feedback that customers favor faster sites. So we're prioritizing a 250 kilowatt charger. But uptime is certainly improving. Some of the software updates that I talked about earlier in terms of predictive maintenance and sort of diagnostic support are all designed towards improving uptime even more over the course of this year, which leads to a reduction in truck rolls, customer calls, and costs in the business. So we're feeling pretty good about it.

Okay. Thanks for that. And then we're going to try to talk about gross margin trajectory. I guess taking into account your expectations around utilization, network throughput, Justin Delacruz, As we think about the gross margin trajectory based off of what you talked about earlier time of day charging price increases, but I guess also potential I guess energy rate. Justin Delacruz, Either increases or these time of day charges and then to remind us, is there any seasonality for that and in terms of how that would flow through on the gross margin line yeah.

So a gross margin, we reported over 30% for the Q1. However, in my prepared remarks, I mentioned that we had a two and a half million of Nissan breakage recognition, which is typical for Q1, that inflates the margin. So like adjusted gross margin is in the high 20s and the expectation for the rest of the year is is mid to high 20s. So there is a seasonality to that number because we're a C&I customer of various utilities, and utilities tend to have summer and winter tariffs. And summer is defined in a variety of different ways across different utilities, but it tends to be around the real summer versus around the real winter. And summer tariffs are a little higher than winter. In some cases, actually, they're quite a bit higher than winter. So you should expect to see a little lower margin over the summer period, picking back up by Q4 to the wintertime.

And maybe, Bill, if I could just make sure that we, when you talk about gross margin, we are talking, we're all just talking about the entire business, both our charging business, as well as our, the non-charging revenue. We have provided disclosure for you to see for yourself margins in our charging business specifically. And they were 15%, roughly 15%. last year and it's right in 2022 up to up to about 28% in 2023 and this for this first quarter of 2024 they were in the mid to high 30s the charging business itself yeah and so let me maybe clarify my answer as well I

business, when I quoted the absolute numbers, when I talk about the dynamics, it's related to charging business. When we talk about the dynamics and extend business, just to add to what Barbara said, that you probably see a stable gross margin profile throughout the year versus Q1 and Q4.

Okay. Thanks, Olga. And thanks, Barbara.

Yep.

and this concludes our question and answer session i will now turn the call back over to ceo badar khan for some final closing remarks great well look thank you everyone uh for the call we we had a great another great and record quarter as you heard we have very compelling unit economics and operating leverage that drives very strongly in the near term and a growth engine that is generating strong returns for our investors The change in the competitive landscape that we've talked about presents even greater opportunities for EVGO to accelerate growth and deliver even stronger returns, taking advantage of the multiple sources of competitive advantage that we now have. And I look forward to providing updates on these competitive advantages in our priorities and progress on subsequent calls. Thanks very much, everyone.

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