nLIGHT, Inc.

Hello and welcome to the NLITE first quarter 2024 earnings conference call. All participants will be in listen-only mode. Should 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 from the question queue, you may press star, then two. As a reminder, this conference is being recorded. I would now like to hand the call to Joe Corso, CFO. Please go ahead.

Thank you, and good afternoon, everyone. I'm Joe Corso, NLAGE Chief Financial Officer. With me today is Scott Keeney, NLAGE 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. First quarter revenue of $44.5 million and overall gross margins of approximately 17% were within the guidance range. Continued careful management of operating expenses, working capital, and capital expenditures enabled us to increase cash, cash coupons and investments to $121 million with no debt. As discussed last quarter, we believe Q1 is our trough revenue quarter and expect growth in the second quarter. We also expect the second half of the year to be stronger than the first half of 2024 with increasing visibility for continued growth driven by our defense business. Before turning to the details of the quarter, I would like to reflect upon Enlight's recent history and business transition. We founded Enlight with the vision that laser technology would improve at a rapid rate and open up new applications for lasers in both commercial and defense markets. This past week marked the sixth anniversary of our IPO. Since then, we've experienced important changes in our business. Some of the changes have been beyond our control, the most significant of which was a rapid and dramatic geopolitical shift with respect to China. In the face of this change, we made several fundamental changes to our business to position ourselves for long-term growth. We shifted our manufacturing footprint away from China and into the U.S. and a contract manufacturer. We developed innovative products for a nascent but fast-growing metal additive manufacturing market. We acquired neutronics to deepen our presence in directed energy. and we pursued and won multiple new defense contracts. These changes have been a drag on our income statement performance, but through disciplined OPEX control and working capital management, our balance sheet is strong and we are well positioned for growth. This growth will be driven by our dual use strategy. We serve both the commercial and defense end markets, each of which has its own set of growth drivers and visibility. To understand our long-term revenue opportunity, it's important to review what we believe is possible in each of these core markets. Aerospace and defense has emerged as the most significant growth opportunity we have in front of us today. Enlight has been focused on the aerospace and defense market since inception, and our most recent investments in technology and capabilities positions us for significant growth in this market. We are working on programs with strategic importance to the U.S. government and with funded backlog plus contract value exceeding $300 million We have strong visibility into our revenue pipeline over the next several years. Geopolitical unrest and ongoing military conflicts in the Middle East, Ukraine, and elsewhere are driving the need for more sophisticated, cost-effective defense solutions built upon semiconductor and fiber laser technology. The COVID-19 pandemic highlighted the fragility of the global supply chain and a critical need to bolster domestic infrastructure required to support the U.S. defense base. Our defense business spans a wide range of laser-based applications, and we've become a critical supplier to the U.S. Department of Defense and multiple programs for U.S. allies. More specifically, there are two areas of our aerospace and defense business that are driving our growth, laser sensing and directed energy. Laser sensing products use lasers for object detection, measurement, and inspection, and are used in a wide range of land, sea, air, and increasingly space applications. A few examples of our laser sensing products include missile guidance, proximity detection, range finding, and countermeasures. Our products have been incorporated into several significant and long-running defense programs and are expected to enable several new classified large programs. In Directed Energy, we are designing and building solutions aimed at defeating a growing range of threats to military forces and infrastructure, and offer significant advantages over traditional kinetic weapons, including speed of light engagement, low cost per shot, and deep magazines. We believe that a combination of our leading technology capabilities and US-based vertically integrated business model provides us with significant competitive differentiation in this market. Our broad portfolio of products for the directed energy market, which includes semiconductor lasers, fiber amplifiers, beam combined lasers, and beam control solutions, enables us to engage strategically with domestic and international partners across the entire directed energy ecosystem. As a result, we expect strong growth in aerospace and defense business in 2024, with further upside in future years based on current contracts and potential future awards. Turning to our commercial markets. In microfabrication, we pioneered the development of single emitter fiber coupled semiconductor lasers and have been a market leader in this area for many years. Our patented high brightness, high power semiconductor lasers are a critical enabling component of many of the leading pulse lasers available in the market today. We continue to see increasing number of laser-based manufacturing processes across a wide range of applications in the auto, consumer, communications, and electronics industries. We are also in the early stages of adoption of lasers in a handful of medical applications. Taken together, we believe that our microfabrication business is relatively steady and will grow modestly over time. In industrial, where we serve the cutting, welding, and additive manufacturing markets, our growth picture is more mixed in the near term. Although each of our markets have specific opportunities and challenges, pervasive inventory corrections combined with persistently soft demand across the industry is impacting each of the end markets we serve today. In cutting, the industry and our business continue to shift towards higher power solutions. Cutting represents the largest portion of our industrial business today and is comprised primarily of our programmable fiber lasers. Although competition from Chinese manufacturers has impacted sales of our standard lower power lasers, we continue to deliver innovative programmable lasers to customers that are seeking flexible solutions that deliver superior edge quality and overall machine tool performance. Over time, we expect our high power fiber lasers to continue to displace legacy cutting technologies and will open up additional market applications. In welding, we are focused primarily on the battery and EV market. Welding is a relatively small part of our business today in terms of both revenue and internal resources, but we are optimistic for growth. We're developing innovative products that address our customers' most critical pain points and initial customer engagement with products we intend to release over the coming months has been positive. In additive manufacturing, we continue to see strong long-term growth prospects. We are working closely with multiple strategic customers to drive broader adoption of additive manufacturing across multiple industries. Fundamentally, we believe the adoption and growth of the metal additive manufacturing market will be driven by higher tool productivity, resulting in lower overall part cost. The advantages of our Chrono AFX lasers are clear. Additive manufacturing tools using Krona AFX have been widely demonstrated to increase build rates by a factor of two to eight times, which substantially reduces part cost. Although our additive business is not a driver of our year-over-year growth in 2024, primarily due to the challenges of a single customer, broader customer engagement has been strong, and we expect growth to resume in a much more significant way in 2025 and beyond. Overall, although we expect our commercial business in microfabrication and industrial to grow over time, we expect 2024 will be a down year from a top-line perspective. Turning to the details for the quarter. In aerospace and defense, first quarter revenue increased 3% year-over-year to $21.7 million, representing 49% of total revenue. During the quarter, we continued to execute on our key directed energy programs, Healthy2 and DEM ShoreEd, both which are progressing well. In industrial, first quarter revenue decreased 40% year-over-year to $12 million, representing 27% of total revenue. While sales of programmable lasers into the cutting market increased year-over-year, sales of non-programmable lasers decreased significantly, and revenue from a key additive customer last year did not repeat in Q1. In microfabrication, first quarter revenue decreased 17% year over year to $10.8 million, representing 24% of total revenue. We continue to work closely with our key strategic customers, but demand has been soft for the last several quarters. In summary, although the first quarter was challenging from a revenue perspective, we believe we were well positioned for growth going forward. 2023 marked a significant shift in both our overall business and manufacturing strategy, and we are confident that we are aligned with the right markets, customers, and programs to drive long-term growth. Our balance sheet is strong, and our world-class engineering team continues to introduce innovative products for both the commercial and defense markets. As I indicated last quarter, I remain optimistic for growth in 2024 and for a renewed momentum to carry into the next year and beyond. With that, I will turn the call over to Joe to discuss our first quarter financial results.

Thank you, Scott. Total revenue in the first quarter of 2024 was $44.5 million, above the midpoint of guidance, but down $9.6 million, or 18% compared to $54.1 million in the first quarter of 2023. Q1 aerospace and defense revenue increased 3% year over year, but was offset by a decrease from the industrial and microfabrication markets. Product revenue is $29.4 million compared to $41.1 million in the first quarter of 2023, and development revenue was $15.2 million compared to $13 million for the first quarter of 2023. Overall gross margin in the first quarter of 2024 was 17% near the midpoint of guidance compared to 26% in the first quarter of 2023. Products gross margin was 21% compared to 33% in the first quarter of 2023, and development gross margin was 9% compared to 5% in the first quarter of 2023. As expected, products gross margin in the first quarter of 2024 was negatively impacted by a decrease in production volumes and low absorption of our manufacturing costs. We expect products gross margin to improve as overall volumes increase as we move through 2024. The improvement in development gross margin for the first quarter of 2024 compared to the prior year is the result of new development contracts awarded in the second half of 2023. Turning to OPEX. Non-GAAP operating expenses were $17.2 million in the first quarter of 2024 compared to $17.3 million in the first quarter of 2023. Adjusted EBITDA for the first quarter of 2024 was a loss of $4.9 million, slightly above the high end of guidance, compared to $1.3 million of positive EBITDA in the first quarter of 2023. The decrease in adjusted EBITDA was driven by the decrease in gross profit due to lower overall revenue and gross margin. Net loss on a GAAP basis was $13.8 million, or $0.29 per diluted share, compared with a GAAP net loss in the first quarter of 2023 of $7.7 million, or $0.17 per diluted share. Turning to the balance sheet. Our balance sheet remained strong as we ended the first quarter with total cash, cash equivalent, restricted cash, and investments of $121.3 million and no debt. Total cash and investments increased by $8.2 million during the quarter. Cash provided by operating activities was $11.4 million compared to a use of cash in operating activities of $600,000 in the first quarter of 2023. Capital expenditures were $1.6 million compared to $700,000 for the first quarter of 2023. Inventory remained relatively flat during the quarter, at approximately $53 million. Accounts receivable decreased by approximately $12 million to $27.5 million as a result of strong collections and timing of customer payments. As noted last quarter, maintaining a strong balance sheet remains a key focus of the company. Strong OpEx control coupled with careful work in capital management and CapEx investment has enabled us to maintain a balance sheet that we believe will enable us to achieve our long-term growth objectives. Turning to guidance. Based on the information available today, we expect revenue for the second quarter to be in the range of $47 to $51 million. The midpoint of approximately $49 million includes approximately $34 million of product revenue and $15 million of development revenue. Turning to gross margin. Second quarter products gross margin is expected to be in the range of 23% to 27%, and development gross margin to be approximately 9%. resulting in an overall gross margin range of 18% to 22%. As we've mentioned previously, as a vertically integrated manufacturing business, gross margin improvement is highly dependent on production volumes and absorption of fixed manufacturing costs. In Q2, we expect to have better absorption of our manufacturing costs than we did in Q1, and we expect gross margin to improve further as production volumes and revenue are expected to increase as we move through 2024. Finally, we expect adjusted EBITDA for the first quarter to be in the range of negative $1 to negative $5 million. We continue to expect break-even adjusted EBITDA with quarterly revenue in the $55 to $60 million range. With that, I will turn the call over to the operator for questions.

Thank you very much. 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 are using a speakerphone, please pick up your handset before pressing the keys. To withdraw your question, please press star, then 2. We will pause momentarily to assemble our roster. Today's first question comes from Greg Palm with Craig Hallam Capital Group. Please go ahead.

Hey, good afternoon. Thanks for taking the questions. I wanted to start around, Scott, I think you mentioned the term increasing visibility, and I guess maybe a two-part question. Number one, you said you remain optimistic for growth in this, you know, for the full year, which obviously implies a pretty big ramp in the second half. So, you know, maybe talk about what your visibility levels are there, but also you talked about increasing visibility, I think for, you know, growth next year as well, or strong growth. And I'm just curious if that's just around, you know, timing of what is currently been one, if it's new, you know, orders, if it's pipeline, what gives you that confidence to, to use again, the term increased visibility?

Yeah, happy to address that, Greg. You know, first of all, in our last call, we talked about the backlog, a strong backlog we had going into the year, but with the expectation that Q1 was going to be low. And that backlog that I referred to then has continued to improve. And that gives us the visibility not only into the second half of the year, but for further growth. you know, that backlog is largely around, majority of it is in DOD-based applications. And so we see, you know, continued opportunities for growth, both in directed energy and in our sensing space. And, you know, I think, you know, the one example of that that's public that is a broad catalyst for our overall D community is the, you know, the supplemental bill that passed Congress for 1.2 billion to procure iron beam lasers. You know, that's one example of various initiatives that are going on with respect to lasers. Got it.

And I guess I'm curious outside of of A&D or maybe more so, do you feel like when the market turns that this could become a growth driver? Again, I think you talked about it not being a growth driver this year. I think you've talked about additive as being maybe a better growth driver for next year. But I'm just curious how much of it is market related? How much of it is competition related? And if the market gets better, do you think you're positioned to capitalize on that? Or is it just you're focusing a lot more on some of these A&D applications in the recent past?

Yeah, thanks for following up on that, Greg, because I do think that additive remains an important growth driver, and it's disappointing to see the reduction in our growth there due to one customer. We're working closely with their management, and as they build their organization, we're certainly supporting their plans for growth, but that certainly is disappointing for this year. We are engaged across a much wider range of applications in additive. And there we do see opportunities for growth. We do see additive as a market in which our differentiated technology enables our customers to drive further growth by increasing productivity and reducing the part cost for these 3D printed metal parts. You know, we'll be releasing more information at an upcoming rapid trade show in June. There'll be more information there. But there we see, you know, growth driven by, you know, design wins that we're working on.

Okay, great. I will leave it there. Thanks.

Thank you. The next question is from Jim Rashudi with Needham & Company. Please go ahead.

Hi, thanks. Good afternoon. When would you anticipate the commercial business troughing, or do you think it troughed in Q1? Because it sounds like you're still seeing very difficult conditions in both microfabrication and certainly in industrial manufacturing.

Yeah, I think, Jim, thanks for the question. You know, I think that we do see, you know, some of the difficult macro conditions for sure. But, you know, as I mentioned, with respect to additive, it had more to do with particular situation with one customer. So we do see growth as we progress. Release new products that expand our design wins and expand our presence in additive and also as we release new products in cutting and welding also. So we do see growth there. We have better visibility into more substantial growth in A&D, but we do see growth in industrial also.

What are you seeing in the microfabrication business? Because it's a lot more diverse, and I feel like we've been talking about weakness in that market for just a prolonged period of time. And I'm wondering, you know, is this structurally, have things changed there? Is it a competitive, are there different competitive forces, or are we just in just a real challenging market, whether it's end market semi or just, you know, some of the other end markets? When would you anticipate the microfabrication piece turning, would that, would you anticipate that leading industrial or how are you thinking about a recovery in that part of the business?

Yeah, thanks, Jim. It is complex and it is challenging. There's no question about it that the end markets in microfabrication, certainly the electronics supply chain and markets are challenging as it relates to, you know, adjustments, geopolitical adjustments, otherwise with respect to U.S., Europe, China markets. et cetera. Having said that, you know, we do have a presence in the medical space that we do categorize in microfabrication. That is an area where we are seeing signs of growth. We're seeing some new applications in other areas of microfabrication, but I think it is fair to say that that remains a challenging sector for us.

And Jim, this is Joe. There is a not as much visibility in our microfabrication business as in the industrial business and certainly in the A&B business. And so that business can come back relatively fast without us necessarily seeing it, you know, multiple, multiple quarters ahead. Right. So the first part of your question is also, are we seeing any sort of structural shifts or, you know, changes in competitive dynamics? Right. The answer to that is not, not really. Right. So, a lot of what we're experiencing right now is just the general malaise in that market, which is, you know, been where last couple of quarters at very similar levels for us.

And the last question for me is just on the A&D side, and I think you talked about backlog and, you know, much of that backlog is, of course, DOD driven, but what are you seeing in terms of activity on the on the international side of the business and follow up just broadly speaking on the AMD side since it's difficult sometimes for us to really track what's happening there. Are there any milestones we should be thinking about over the near term in that part of the business?

Good. Let me address your first question, Jim, on the international side. I did note that it's not only U.S. programs, but also our engagement in international programs, and those continue to expand. And You know, in direct energy in particular, the interest from a broad range of our allies has continued to grow as, you know, conflicts continue to demonstrate the need for non-kinetic defense systems. I highlighted, you know, the supplemental for Israel. That is a very, very big catalyst in the market. but there are other programs like the UK announced their demonstration and there are other programs that we hope to be able to provide more information about in the coming quarters. With respect to other milestones, You know, the big programs that we've got over the next couple quarters, there's not a clear set of milestones that I can highlight right now. I will say that we are making progress as we integrate the technology to higher levels. And certainly as we're able to, we'll announce, you know, results.

Thank you.

Thank you. The next question comes from Ruben Roy with Stifel. Please go ahead.

Thanks. Scott, the first question, I guess, would be just to follow up on, you know, sort of what you just talked about with milestones and, you know, how to think about that, you know, for both this year and longer term. And I guess that in the context of increasing visibility around defense revenue later this year, you cited sort of one example of what gives you increased visibility, which is sort of more discussion from the government around kind of what they want to do with lasers and that type of thing. So would you characterize the increasing visibility as more along the lines of government interest and actions around your technology or Is there some function of some of the programs that you've been working on for quite a while now and that are in various phases? I know you can't talk too much about milestones with us, but are you getting more comfortable around reaching those milestones, which is giving you visibility?

Yeah, Ruben, I like how you frame that because it's really both. Let me answer the second part of your question first. Yeah, so the current programs that we have are very important ones. We're continuing to scale power to much higher levels with the Healthy program, and we continue to make progress there. The Army's MShore program is a very important program that we continue to make progress against. And there are other programs that we have in-house today. But then in addition to that, I think the interest in this area, the understanding of the importance of this area, in particular, the understanding of just one benefit of directed energy it's the economics. And I think that has been shown recently. And that's becoming, you know, let's just say better understood that it's important to have a portfolio of defensive technologies. And so that interest also is expanding at the same time that we're making progress against our current programs.

Very helpful. Thank you, Scott. And As a follow-up, I wanted to maybe ask a longer term and higher level strategic question around the commercial markets. I assume, you know, even with, you know, sort of this prolonged environment, you know, which has been challenging, that there's still a lot of activity going on from a development and innovation perspective. And so when you kind of take a step back and look at your, you know, various areas of, you know, technology, Is the strategy still the same? I mean, are you still as excited about, you know, these markets that you've outlined? And thank you for doing that, you know, meaning cutting, medical devices, welding, additive manufacturing, and some of the other markets. Or, you know, given that we've got this lull period, Scott, you know, would you say that it might be time to take a look at potentially some other, you know, some of these areas that might be worth investing more in? For instance, you know, it seems like welding, you know, could be a very interesting TAM expansion opportunity for fiber lasers, whereas cutting you might have more competition coming online both in China and ex-China. So just wondering if the strategy around commercial markets has changed at all or if you're kind of going full speed ahead as you have been.

Yeah, good. I appreciate that question because it is something that I want to highlight. And in subsequent calls, I look forward to being able to announce, you know, new product introductions. I think, you know, as, as these markets shift over time, you know, our product strategy certainly has adjusted and certainly the sort of standard lasers that go into say cutting tools that, that isn't a core focus for us, but the enhanced, um, You know, performance that we have with our Corona technology and some other software that we add onto the lasers allows us to do things for customers that others can't do. And that opens up new applications. I've noted, you know, thicker metal cutting is one example in the cutting market. In welding, you're right. We have a very limited presence in that market. So we do see opportunities for growth there, certainly in the EV battery space. And again, in upcoming calls, I hope to be able to share new product announcements. There's a big battery show where we'll be attending. And as I mentioned, an additive also, there's the rapid trade show in June. So we are investing in expanding the performance of our lasers for these end markets. And I think that's one of the shifts we see is that customers are are looking for, you know, more reliable, higher performance, laser, and I'll call them sub-systems that enable them to do more than they were able to do before. And that's opening up new markets for us.

Michael Heaney Got it. Thank you, Scott. I guess I could just sneak one last one in for Joe. I dialed in a little bit late to the call, Joe, but, you know, 90 days into the year here, anything changed one way or the other on how you're thinking about OPEX? I know you've given us guidance here near term. But generally speaking, as you think about the year and how it's going to play out now that you have a little more visibility and how the second half might work out and update on how you're thinking about spending, plans would be helpful.

Yeah, no major changes to our plans for spending, Ruben. I think you'll see some variable spending come through for bonuses and things like that as we make our way through the year. But with a We're expecting the growth in the second half of the year. We want that to really flow through. I think we are pretty well situated from both labor and materials planned for the balance of the year to achieve what we need to achieve in 2024 and set ourselves up well for 2025 and beyond. So there's no major plans to significantly change OpEx as we move through the year. I mean, certainly we are not trying to choke down OpEx to the extent that we are giving up growth opportunities. So we're still spending to support the growth, but beyond that, no major changes from what we had talked about in prior quarters.

Perfect. Thanks, gents.

Thank you.

Thank you. The next question comes from Mark Miller with The Benchmark Company. Please go ahead.

Thank you for the question. You're projecting growth later this year, and you're pointing to improvements in the backlog that you've seen, which are being driven by, I guess, DOD contracts, but you're also projecting margin improvements. The DOD contracts typically carry margins that are below kind of corporate margins. I'm just wondering where the growth in the margins is coming from. Is that just higher sales?

Yeah, primarily, Mark, thanks for the question. Primarily, it's from the fact that we're just going to run more volume through our facility. And remember, on the DOD contracts, we are both doing development work and also building products and components that we are you know, selling through into those programs. So to the extent that we're, you know, building more products, and a lot of that is going to be driven by what we're doing in defense, gross margins are expected to improve as we move, you know, through the course of the year. We're not projecting that there is going to be major changes in mix. Really what we're suffering from today is just a lack of absorption of fixed costs. And hopefully we see that ameliorate as our product revenue grows throughout the year. Thank you. Thank you.

Thank you. This concludes our question and answer session. I would now like to turn the call back over to Joe Corso for closing remarks.

Yeah, thank you everyone for joining this afternoon and for your continued interest in NLIGHT. We look forward to speaking with you during the quarter. Have a great afternoon.

The conference has now concluded. Thank you for your participation. You may now disconnect your lines.