nLIGHT, Inc.

Good day and welcome to the NLITE third quarter 2023 earnings conference call. All participants will be in a listen only mode. If you need assistance please signal a conference specialist by pressing the star key followed by zero. After today's presentation there will be an opportunity to ask questions. To ask a question you may press star then one on your telephone keypad. To withdraw your question please press star then two. Please note this event is being recorded. I would now like to turn the conference over to Joseph Corso, Chief Financial Officer. Please go ahead.

Thank you, and good afternoon, everyone. I'm Joe Corso, Enlight's Chief Financial Officer. With me today is Scott Keeney, Enlight's Chairman and CEO. Today's discussion will contain forward-looking statements, including financial projections and plans for our business, some of which are beyond our control, including the risks and uncertainties described from time to time in our SEC filings. Our results may differ materially from those projected on today's call, and we undertake no obligation to update publicly any forward-looking statement except as required by law. During the call, we will be discussing certain non-GAAP financial measures. We have provided reconciliations of these non-GAAP financial measures to the most directly comparable GAAP financial measures in our earnings release, which can be found on the investor relations section of our website. I will now turn the call over to Scott.

Thank you, Joe. In the third quarter, revenue of $50.6 million was above the midpoint of the guidance range. Products gross margin of approximately 24% was below the guidance range, but continued operating expense discipline enabled us to report adjusted EBITDA within the guidance range. As we've discussed in prior calls, we continue to prudently manage working capital and capital expenditures, which enabled us to increase our cash and marketable securities balance by approximately $10 million during the quarter. Our balance sheet remains strong, and we ended the quarter with approximately 112 million of cash, cash equivalents, and marketable securities with no outstanding debt, which positions us well to execute our long-term growth objectives. We also made significant progress in several growth areas during the quarter. In aerospace and defense, we announced today that we've been awarded additional options on our previously announced healthy to contract, bringing the total value of the award to enlight to 171 million, which we expect to execute over the next three years. In addition, we made excellent progress on one of our laser sensing programs, which offers attractive long term revenue opportunities. In industrial, we secured design wins with multiple global metal additive manufacturing customers and began shipping lasers to a significant customer in the EV battery industry. Operationally, we continue to transition our manufacturing from Shanghai to the US and to a contract manufacturer in Thailand. We continue to mature our US-based automation processes and significantly increased our volume with the contract manufacturer for semiconductor laser assembly. I will provide a brief update on each of these three initiatives. In aerospace and defense, revenue declined 6% year-over-year to $19 million, representing 38% of total revenue. As discussed a moment ago, we are excited about today's announcement regarding our HELSI II contract. As a reminder, this contract is to produce a high-energy laser prototype as part of the second phase of the DoD's high-energy laser scaling initiative. Today's announcement of additional options approximately doubles our previously announced contract from approximately 86 million to 171 million. In the second phase of the HELSI program, which is expected to be executed over the next three years, Enlight will build upon its proven modular CBC architecture to scale laser source power to a megawatt class with improved beam quality, size, and weight. This laser will be delivered in a rugged conics-compatible form factor with optional space allocations to upgrade with precision long-range tracking and adaptive optics technology. In terms of HELSI 2 program execution, we've made excellent technical progress thus far, and we are achieving our key program objectives to date. In addition to HELSI 2, we've increased our directed energy footprint across all levels of vertical integration. As we talked about over the last several quarters, we are seeing increased demand for directed energy laser technology from our foreign allies. Several of our customers and potential customers that had planned to develop their own lasers using Enlight diodes have been converted to purchasing Enlight lasers, which offers incremental revenue opportunities for Enlight. During the third quarter, we delivered initial lasers to multiple international customers, and we continued to work with others to secure additional design wins. We also continue to invest in both component and system level technology to address these new international opportunities. In other areas of defense, we continue to execute multiple new laser sensing development programs that we highlighted in prior calls. On one of these programs, we expect to receive purchase order for initial manufacturing units within the next several months, which is expected to transition to low rate production volumes within the next 12 to 18 months. In our core defense products, revenue decreased 20% year over year to approximately $6.5 million. The primary driver of the decrease in revenues was continued supply chain challenges related to the acquisition of key components for one of our larger, long-running programs. This product remains quite healthy as it supports a critical program of record that is expected to grow significantly in 2024 and beyond. However, it will take the rest of the calendar year to resolve these residual supply chain issues. Turning to the industrial end market, industrial revenue in the second quarter declined 12% year over year to $19.6 million, representing 39% of total revenue. Compared to the second quarter, industrial revenue increased approximately 18%. In cutting, revenue from customers outside of China increased year over year as we continue to increase sales of our high power, all fiber programmable technology to key strategic customers. We continue to demonstrate the flexibility of our programmable fiber lasers and believe that the market for high-value applications remain well-suited for continued growth. At the same time, we have started to see domestic Chinese laser manufacturers who are offering non-programmable commodity fiber lasers take a more aggressive pricing approach outside of China. In welding, we continue to focus on delivering innovative laser and process monitoring solutions to customers globally. Since acquiring Plasma, we've increased our pipeline of qualified opportunities and have begun to capitalize on the strategic cross-selling opportunities created by offering lasers and process monitoring solutions. For example, during the quarter, we delivered process monitors to top-tier global EV battery manufacturing customers that is expected to add significant capacity over the coming years. Since winning this socket, we've also introduced lasers with differentiated features, which this customer has evaluated and is expecting to purchase sometime in the fourth quarter or early in 2024. In additive manufacturing, we continue to expand our business globally and demonstrate the benefits of our programmable Corona single-mode AFX fiber laser. During the quarter, we secured two new design wins with major OEMs for their next-generation metal additive manufacturing machines. Although we were not initially the incumbent of either of these customers, we successfully demonstrated the benefits of our KRONA AFX programmable fiber laser, which offers significant productivity increases and is enabling customers to reduce their overall cost per part. Additionally, Our Corona AFX lasers are well-suited for use across a wide range of build sizes and materials and can reduce unwanted effects such as soot, spatter, and porosity that have long plagued laser powder bed fusion tools using legacy fiber lasers. We continue to deliver new platform-level technology for the growing multilaser machine market. We delivered our first revenue product for a multilaser machine in the third quarter, and we expect deliveries of this product to begin to ramp in 2024. InLight will be exhibiting at Formnext next week in Frankfurt, where we'll be releasing our new multilaser products to the broader market. In microfabrication, revenue in the third quarter of 2023 declined 32% year-over-year to $12 million, which represented approximately 24% of total revenue. Compared to the second quarter, microfabrication revenue decreased approximately 2%. As we've discussed in prior quarters, revenue from microfabrication continues to be at cyclically low levels globally. We believe there are three main factors for current revenue levels. First, natural demand for our customers' products remains relatively muted. Second, our customers built more inventory than typical during COVID. And third, with improving supply chains, our customers are more confident in running their businesses with less safety stock. We've also started to see some price chain pressure in China, particularly in the lower end of the market. Despite the current macro challenges, we believe we remain a market leader and continue to actively engage in our customers' next generation designs. Turning to operations, we continue to make progress in our broader manufacturing strategy. In the U.S., we have fully facilitated our semiconductor automated assembly process, and we have achieved our near-term target capacity plans. We have also introduced additional product variants to the line, and we continue to improve process flows. We're making progress on our manufacturing yields, which are expected to have a positive impact on gross margin improvement moving forward. Lastly, we executed a reduction in our direct labor force in Shanghai in October as we've continued to successfully transition more of our output to our contract manufacturer in Thailand and to match our current market demand. In summary, we continue to make excellent progress against our strategic objectives. In defense, we've leveraged the success we've had in direct energy into new programs and contracts. Today's Health C2 announcement demonstrates that Enlight has proven its capabilities and technology differentiation to the Department of Defense, and as such, is a major beneficiary of the significant increases in directed energy spending expected to play out over the next several years. In addition to our $171 million Health C2 contract, we've continued to invest in the development of lasers for the broader global market, significantly increasing our global pipeline of opportunities. we remain confident that direct energy offers a significant opportunity for long-term growth in our business. In our core defense business, we are excited about the profitable growth opportunities we have in existing critical long-running programs. Some of these programs are expected to be extended well into the future and at much higher unit volumes. Additionally, several of our newer programs are expected to transition to programs of record over the next year or so and offer significant long-term growth opportunities. In our commercial business, we continue to lead the market with our high-power, high-brightness semiconductor lasers and highly flexible programmable fiber lasers. Additive manufacturing remains a bright spot for us and a key driver of our long-term growth. The benefits of our single-mode Corona programmable fiber lasers continues to proliferate through the market, and we've continued to add new customers and design wins. Over time, we are well positioned to become the leading light source for metal additive manufacturing applications. I will now turn the call over to Joe to discuss our third quarter results and outlook for the fourth quarter. Thank you, Scott.

As Scott mentioned earlier, Enlite generated revenue toward the upper end of guidance and adjusted EBITDA within the range. Although current revenue levels and a significant manufacturing transition can lead to variability in quarterly gross margins, our vertically integrated business model is well suited to support our growing pipeline of opportunities in defense and industrial. At the same time, we have been carefully managing operating expenses, working capital, and CapEx, which has enabled us to increase our balance sheet cash and equivalents to approximately $112 million as of the end of the quarter. Turning to the third quarter results. Total revenue for the third quarter of 2023 was $50.6 million near the top end of guidance compared to $60.1 million for the third quarter of 2022. Products revenue was $38.1 million compared to $48 million for the third quarter of 2022. Gross margin was 20% compared to 22% for the third quarter of 2022. Products gross margin was 24% compared to 26% for the comparable period of 2022. Product gross margin in the third quarter was negatively impacted by lower production volumes and manufacturing variances, which were positively offset by lower overall manufacturing spending. Development gross margin was 7%, which was consistent with guidance and the third quarter of 2022. Non-GAAP operating expenses were $16 million, a decrease of $3.3 million compared to $19.3 million for the third quarter of 2022. The decrease in operating expenses was driven by decline in employee compensation costs, primarily due to lower headcount and decreased incentive compensation, decreases in R&D project spending, and higher administrative costs allocated to development projects. On a GAAP basis, operating expenses were $22.5 million, a decrease of $4 million compared to $26.5 million for the third quarter of 2022. Net loss on a non-GAAP basis was $4.9 million or 10 cents per share, compared with a net loss of $5.1 million or 11 cents per share for the third quarter of 2022. Net loss on a GAAP basis was $11.9 million or 26 cents per share, compared to a net loss of $13 million or 29 cents per share for the third quarter of 2022. Adjusted EBITDA was a negative $1.9 million which was at the lower end of guidance compared to negative $1.4 million for the third quarter of 2022. Cash provided by operations was $13.1 million for the third quarter of 2023 compared to cash used for operations of $2.8 million for the third quarter of 2022. Cash provided by operations included a $10.8 million decrease in accounts receivable and a $3.3 million decrease in inventory. Net capital expenditures were $2.7 million for the third quarter of 2023 and $4.4 million year-to-date, compared to $3.5 million for the third quarter of 2022 and $16.4 million for the first three quarters of 2022. As discussed last quarter, overall CapEx in 2023 will be down significantly year-over-year. Turning to the balance sheet. Our balance sheet remains strong as we end the third quarter with total cash, cash equivalent, restricted cash, and investments of $111.8 million and no debt. Total cash and investments increased by approximately $10 million from last quarter and by $3.4 million since the end of 2022. Our DSO for the quarter was 73 days, and inventory at the end of the third quarter was $61.6 million, representing 140 days of inventory. Turning to guidance. Based on the information available today, we expect revenue for the fourth quarter of 2023 to be in range of $45 million to $50 million. The midpoint of approximately $47.5 million includes approximately $35.5 million of product revenue and approximately $12 million of development revenue. Turning to gross margin. Fourth quarter 2023 products gross margin is expected to be in the range of 20 to 25 percent. and development gross margin to be approximately 7%, resulting in an overall gross margin range of 16 to 20%. Finally, we expect adjusted EBITDA for the fourth quarter of 2023 to be in the range of approximately negative $5 million to negative $2 million. As a reminder, over the last several quarters, we have significantly streamlined our cost structure and continue to expect to return to positive EBITDA at a quarterly revenue run rate in the $55 million to $60 million range. With that, I will turn the call over to the operator for questions.

We will now begin the question and answer session. To ask a question, you may press star then 1 on your telephone keypad. If you're using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star then 2. The first question comes from Jim Ricciuti from Needham & Company. Please go ahead.

Hi, good afternoon. Scott, I think I heard you mention programs of record several times, and I'm wondering if you could help us in terms of who to look out over the next two years. What kind of opportunity is there for programs of record that could be awarded, say, in the next 12 months that potentially could impact your defense business, you know, over the 24, 25 timeframe.

Good. Thanks, Jim. Yeah. In my commentary, I was referring to programs record for our existing business and there are large programs record for programs we have today and some new areas that that are outside of directed energy. Those are large programs, and there is further upside in those programs. And so as soon as we have information that we can share, that will do so. And I presume you were also alluding to directed energy. Yes, in directed energy, there are no large programs of record today. There are significant development programs, and we have been successful in winning those programs both in the U.S. and internationally across the full vertical integration from the semiconductor through the high-energy laser. In our plans to continue to grow, we have not built in the assumption of programs of record in the near term. We do think there are opportunities for that, but those specific programs of record will be contingent upon, you know, the success of the demonstrations over the next 12 to 24 months. I hope that helps, Jim.

It does. And, you know, there's obviously been a lot of press – There's been talk of, you know, Lockheed and the work they're doing in this area. And I think a lot of people have also focused, unfortunately, on what's happening in the Mideast with Israel and the potential for directed energy to be applied in those areas as well. I mean, I wonder if you could talk a little bit more about what you're seeing in the market today. I mean, for instance... I'd be curious if this award that you announced today was the size of this about as expected? Was the timeline about as expected? So, you know, again, there's things I know you can't speak to, but maybe you could help us frame what's going on out there in terms of the activity level and where you're seeing it.

Absolutely, Jim. You know, I think this award was something certainly when we started Healthy One, our goal was to win Healthy Two. And there was, you know, risk associated with our ability to execute and risk associated with budget, et cetera. And so we are excited to have won this award, and it is a significant program. It's arguably one of the most important programs in DOD. So over the last few quarters, that's certainly what we were expecting, but certainly when we kicked this off, it was something that we were striving for. I think what we're seeing is significant funding to develop lasers in the U.S. and abroad, and that continues. That is expanding. I think there is a fair amount of noise out there about what's going on. around the world. Obviously, what's going on in Israel is a very difficult situation. I will say that we are engaged with all of the key players in Israel. And again, we have technology from the semiconductor all the way through to the laser, high-energy laser. And, you know, we're supporting our partners there as they work 24-7 right now. And as there's information that we can share, certainly we'll do so.

Okay, and That's helpful. And if I could just ask one final question more as it relates to the commercial business, and I'll jump back in the queue. If we think about the commercial business and you look at areas that you potentially are seeing a change in demand one way or the other, say versus the last three months or earlier this year, where are you seeing the greater changes in terms of demand either way, either direction.

Yeah, good. I think that the significant change that we continue to see is in additive manufacturing. Formnext is the big trade show that occurs every year, and it's next week in Frankfurt. We'll be announcing several new products. There'll be a number of important presentations. higher productivity tools. We are seeing that be deployed. We're getting design wins. And so that is the area of the industrial market where we see, you know, significant growth opportunities. It takes time for that to show up in our quarterly revenue. But the design win activity is, you know, going well there.

Thanks very much.

The next question comes from Greg Palms from Craig Hallam Capital Group. Please go ahead.

Yeah, thanks for taking the questions here. I guess maybe just one, you know, follow-up. Obviously, congrats on the sort of expansion of Healthy here, but can you provide a little bit more I don't know if there were always options associated with this contract that you were expecting to win, and I'm not sure if it was dependent on some event or some demonstration. And then just to be clear, are there additional options outside of this that can still be won, or is this it with this specific contract?

Yeah, good. Thanks, Greg. This was contingent upon success in Health C1. And as we had previously announced, we exceeded the goals for that program for a 300-kilowatt class laser. And there were two awards. It was Enlight and Lockheed for this program. And this is to develop, you know, a much higher power laser. And there are other programs that will expand this area and, you know, complement what we're doing here. So, no, this isn't, you know, the only opportunity that we're working on. There are other ones that we're working on in parallel today, and subsequently there are other opportunities also.

Okay. But are there additional – I guess are there additional options – within Health Seed 2 or was this it in terms of additional options that could be one specific with this contract?

Yeah, good, Greg. For the contract for Health Seed 2, this is the contract. There are no, you know, known options that we're working on for this contract, but there are other contracts that are related and will, you know, continue to expand the work going on in direct energy lasers.

Yep. Okay. Understood. That makes sense. Thanks for clearing that up. I think I heard you mention or maybe alluded to increased competition from some of the Chinese players outside of China. And we know how competitive China has gotten. And so maybe you can just go into detail a little bit of what you're seeing, what region specifically, you know, I'm guessing you were alluding to cutting, but any other sort of commentary along those lines would be helpful.

Sure, Greg. You know, those comments, you know, specifics behind those comments are related to primarily cutting. And in terms of geographies where we see greater competition, you know, might be in places like South Korea, somewhat in certain areas of Europe, some parts of the U.S., and it's not a dramatic change. We expect to continue to see competition, and we wanted to note that, indeed, that's what we've seen play out over the last year or so.

Okay. I mean, is there a greater concern that what has evolved or occurred in China specifically over the last three, four, five years, that that could become a bigger issue outside of China, whether it be in the U.S. or Europe or other parts of Asia? Or are you just trying to frame it up as something that's maybe a little bit of a risk, but you don't think the same thing? sort of long-term event will happen outside of that region specifically.

Yeah, it's really mostly the latter, Greg, just trying to be exhaustive in our comments of what we see going on out there. You know, we continue to launch new products that continue to enhance the productivity of what we're doing. And certainly, you know, you know, the customers that we work with are certainly interested in making sure that they've got high quality, that they've got a reliable supply chain. And, you know, I think those factors that are certainly critical for these tools where the laser is a really big part of the productivity and the bomb of those tools. So it's something we're noting, but it's not something that, you know,

we feel like we need to highlight a whole lot more than them okay understood all right i will uh leave it there best of luck thanks thank you once again to ask a question please press star then one on your telephone keypad your next question comes from reuben roy from stifle please go ahead thank you uh scott i had a similar question to jim's uh so we're not repeating ourselves here but

It did have to do with the timing of the extension. I'm impressed on that. It's great to see. But just wondering if you could give us a little more detail in this sort of, you know, was that based on, I think you mentioned milestones that continue to be ahead on the racial program, the free and co-op program. But the $86 million contract that was announced in May, I think, you know, some of the milestones around that were expected to commence this quarter. So maybe you could give us an update on that. on, you know, has that started? You know, have there been pull-ins on that for any reason? And then, you know, just around this idea of three-year, you know, timeline to execute on, you know, sort of these contracts. I don't think I've heard that timeline before, so maybe if you could give us more detail on what the milestones might be or anything you could, you know, kind of talk about, you know, for that three-year timeline, that would be helpful. Thank you.

Yeah, good, Ruben. You know, we have kicked off the program. We are making good progress. We're on track. It is challenging. This is the highest power laser that's ever been demonstrated, but we are on track. And, you know, that laser is fundamentally focused on proving out these power levels. This laser then will be used for further demonstrations. So it's not a program of record. But, you know, over the next couple of years, we will continue to scale the power, and then that laser will be used for various demonstrations. And as soon as we have information we can share on exactly where those will be, we will do so.

Okay, got it. Thanks for that. And then, you know, it's great to see all the work and success you're having at the higher energy, you know, But I think over the last several weeks, you know, we've heard a lot about, you know, sort of potential use cases for lower energy, and I say lower energy, maybe 20, 30, 50 kilowatt lasers using some defense applications. And I'm wondering, you know, as you think about and talk about some of these additional areas that you're seeing, you know, some discussions in, activity in, et cetera, you know, are those areas that we should be thinking about as potential areas contributors to revenue incrementally over the next couple of years?

Yes. We are engaged across the spectrum from low power, medium power, high power. We're also engaged across the stack of technology from the pumps, the fiber lasers, and the integrated full high-energy lasers. And so, yes, there are opportunities at the lower power levels. In particular, internationally, there are a number of programs, and we have been designed into a number of different programs around the world in that space. And so once again, it's an area where there's a lot of information flowing out there. And as we're able to clarify further, certainly we'll do so. You know, I highlighted the work we're doing in Israel previously, but we're also doing work with our allies elsewhere around the world. And so we do see activity there. And as soon as we're able to provide more clarity on that, certainly look forward to getting that out to you all.

Great. Last question for me is sort of more near-term and thinking about the guidance. I don't have my notes in front of me from last quarter, unfortunately, but I think you did mention, Scott, sort of the guidelines around magnitude of what the supply constraints are. you know, might mean. And I'm wondering if any of that has changed. And, you know, as you think about, I think you mentioned on today's call that, you know, some of that should start to roll out, you know, in terms of growth into 24. You know, should we expect some of that revenue of the supply constraint fee to start to show up in Q1? Or do you think it's going to take longer, you know, to start to see, you know, kind of the revenue that you've missed out on to show up into the molecule?

Let me have Joe take that on the specifics.

Yeah, Ruben, thanks for the question. I think the biggest issues that we've had in this supply chain near term, both in the third quarter in terms of the results and the Q4 guide, we do expect mostly to resolve themselves by the end of the year. There were sort of specific suppliers and components that have presented some challenges for us. We don't expect that that to continue into 2024. So in those cases, there will be a push, right? I mean, we will still build those products particularly around the defense products, they'll just likely be pushed into the, you know, very early part of Q1 2024 is what we are planning for. And also part of the reason for the, you know, kind of flattish guide right from Q3 to Q4.

Got it. That's very helpful. Thanks, Joe. Sure. Thanks, Ruben.

No further questions at this time. I'll now hand the conference back over to Joseph Corso for any closing remarks.

Great. Thanks for everyone for joining today. And we look forward to speaking with you over the course of the quarter. Have a nice evening.

Conference has now concluded. Thank you for attending today's presentation. You may now disconnect.