REE Automotive Ltd.

Good day and thank you for standing by. Welcome to the RE Automotive Q1 2024 financial results. At this time, all participants are in a listen-only mode. After the speaker's presentation, there will be a question and answer session. To ask a question during the session, you will need to press star 1 1 on your telephone. You will then hear an automated message advising your hand is raised. To withdraw your question, please press star 1, 1 again. Please be advised that today's conference is being recorded. I would now like to hand the conference over to your speaker today, Brandon Friedman, Capital Markets Council. Please go ahead.

I would like to remind you that today's call may include forward-looking statements. Any statement describing our beliefs, goals, plans, strategies, expectations, projections, forecasts, and assumptions are forward-looking statements. Please note that the company's actual results may be different from those anticipated by such forward-looking statements for a variety of reasons, many of which are beyond our control, such as the ongoing military conflict in Israel. Please refer to the company's Form 20F filed on March 27, 2024 with the Securities Exchange Commission which identifies principal risks and uncertainties that could affect our business, prospects, and future results. We assume no obligation to publicly update any of these forward-looking statements except as required by law. In addition, we will be discussing or providing certain non-GAAP financial measures today, including non-GAAP net loss and non-GAAP operating expenses. Please see our financial results press release for a reconciliation of these non-GAAP measures to the most directly comparable GAAP measures. Listeners and those on our webcast are invited to follow along with our presentation today, which is available on the investor relation portion of our website, or investors may access the link to the presentation directly from today's press release. Today's call is hosted by Daniel Burrell, REIS CEO and co-founder. Following Daniel's comments, we will be joined for a Q&A portion of our call today by our CFO, Jeroen Zaltzman, our COO, Josh Tech, and our Chief Business Officer, Talby Miller. We will start the formal presentation of our first quarter highlights. I will now turn the call over to Daniel Burrell, REIT's co-founder and CEO.

On behalf of everyone at REIT, I welcome current and new investors alike to our first quarter 2024 conference calls. We started 2024 with strong momentum and catalytic milestones. We believe that this is an ideal time for those new to REIT to get involved because the future of tracking is changing today. During the first quarter, we commenced deliveries of the world's first full-by-wire, software-driven, certified medium-duty demo trucks to customers across North America. including some of the biggest fleets in the world, namely U-Haul and Penske. Our go-to market strategy of complete, not compete, which has already gained traction in Q1 and continues to grow, includes working with the largest fleets operators in the US, working with automotive manufacturers and selling through our network of 20 dealers and 66 sales and service centers and access to a potential of over 200 fleets. We are proud to partner with Penske, having them starting to offer our electric trucks to their customers and being U-Haul's first solution to support the electrification of their fleet. We believe this demonstrates our leadership in the industry and the value of our technology delivers. During Q1, our P7C became the first full-body wire truck to achieve U.S. FMVSS certification, now eligible for customer incentives of up to $100,000 per truck. These world-first prove we are effectively executing on our aims to expedite and solidify the electrification of commercial trucks through software-driven trucks powered by REIT. Beyond tracking, We are very proud that Airbus has selected the Powered by RE vehicles to develop and validate fully autonomous driving. We believe the very strong market response to our Powered by RE and RE Corner technology demonstrate our potential to lead the commercial vehicle segment driven by highly favorable economics for our customers and buoyed by the state certification we've received. easy tax incentives, and regulation requiring the electrification fleet. After certifying our vehicles in the U.S., this quarter we started shipping our demo trucks to dealers. This is a significant milestone for our company, and we want to make it clear how we expect these deliveries to translate into further expansion of our $50 million order book, represented orders from dealers and fleet. Subsequent to quarter end, more than 120 demo rides were performed with multiple prospects with the aim to generate follow-on orders based on continued positive feedback received from fleets. REIT's total cost of ownership advantages are clear, and we believe it is a core driver for the adoption, augmenting this economics benefit. As more fleets are experiencing our software-driven powered by re-electric trucks, we are hearing great reviews and reactions. We expect dealers to increase their order size as fleets make purchases from them. In addition to our growing dealers network, as we shared last week, Penske Truck Leasing has started to offer re-trucks to its vast customer base. We believe Penske will have significant effect on our sales. In addition, as we pursue our strategy to complete and not compete, we are in discussions with several automotive manufacturers across the transportation ecosystem to incorporate re-corner by wire technology into their electric offering. Naturally, this will take a bit longer to mature as with all strategic partnerships, but we believe this will have the strongest effect on the large-scale adaptation of our Powered by REIT technology in the industry, and we'll have the potential to expand our product offering across all vehicle categories. A core strength of REIT and what we believe to be a key driver of adaptation of our technology is our high degree of flexibility in how our product is brought to market. Currently, we offer three ways that fleets and automotive manufacturers can electrify their trucks. One, the integration of re-corners into any existing platform. Two, to purchase of a re-street chassis upon which a cab and a box truck can be built and customized. Or three, the purchase of a full P7C cab chassis upon which the box cargo area can be built and customized. On the autonomous driving front, we are very pleased to announce that we have been selected by Airbus to develop and validate fully autonomous programs based on our full-by-wire technology. This further solidifies REIT's technological leadership and opens REIT to autonomous vehicle driving market. As autonomous markets continue to expand, full-by-wire systems for integration and autonomous control systems and the development of peripheral systems is expected to become more prevalent. This year, our operational focus is on managing a smooth transition into ramping manufacturing and deliveries to supply against our order book and meet sales goals. As we stated last quarter, we believe that the most of the heavy lifting is behind us. Our efficient capex light operation means we believe we can achieve bill of material parity upon production in the low hundreds. of vehicles and EBITDA break-even when producing in the low to mid-thousand. Our two-step manufacturing approach involves continued production of recorders at our automated UK facility, which has an annual capacity of 10,000 vehicle sets. We plan to bring U.S. production online by the end of 2024 and through 2025. We are currently evaluating mainly working capital financing options to allow us to scale production. As we execute on the tremendous opportunity to electrify the commercial truck market, we continue to advance our technology application across different vehicles. I'll touch on some financial highlights and Yaron Zaltzmar, a CFO, will be available on the Q&A to elaborate as needed. Re-ended Q1 2024 with liquidity of $77.5 million, comprised of cash, cash equivalents, and short-term investments. This includes a $15 million long-term credit facility. Our GAAP Q1 net loss narrowed to $25.2 million, a 29% decrease quarter over quarter and 12% decrease year over year. Non-GAAP net loss in the first quarter decreased by 33% quarter-over-quarter to $21.7 million and decreased by 10% year-over-year. Free cash flow burn continued to decrease in Q1 2024 with 6% reduction quarter-over-quarter, consistent with the trend in full year 2023 when we realized a 25% year-over-year decrease. With the strong start of 2024, and with the majority of the heavy lifting behind us. We believe that our real corner technology uniquely positions us in a lucrative portion of the commercial EV value chain. As we set to lead the future of automotive, we are thankful for the support we receive from our investors, and we are excited to welcome those new to ring.

And now, let's open the call to Q&A.

Thank you. As a reminder, to ask a question you will need to press star 1 1 on your telephone and wait for your name to be announced. To withdraw your question, please press star 1 1 again. Please stand by while we compile the Q&A roster. We will take our first question. And your first question comes from the line of Craig Irwin from Roth Capital Partners. Please go ahead. Your line is open.

Hello, and thank you for taking my questions. So, Daniel, you're adding names like U-Haul and Penske. Obviously, Pritchard is a leader in the market, and Airbus is clearly a tier one. But you're adding some really big fleets that really could be essentially all of your demand for the next couple of years. Can you maybe talk about the priorities this year as far as where you want to deliver units? Is your goal to service many different fleets and get the units operating in the hands of a large number of customers? Or are you aiming more to have a handful of units into a select number of fleets where you see the greatest prospect for adoption of re-technology over the next couple of years?

First of all, good morning. Thanks for the question. It's a good question. I think the answer is we want to naturally fulfill our order book according to our production plan. And as you mentioned, Penske, U-Haul, Airbus, and of course Preachers and others are very big And as you have your potential, and of course, we're really excited, for example, by the fact that Penske are starting to offer our trucks and so forth. And I think we want to be able to deliver as many vehicles as we can to all of those with demand, and we see huge demand. And I think the ramp up is important. And how we ramp it up will depend on the actual orders behind Penske and Newhall and others. Potential-wise, it's huge. We're speaking here about the biggest in the industry. And we feel confident that, you know, like traditionally in the industry, this is going to translate into others. But I believe we're going to see this running over time in the next few quarters as we ramp it up. Thank you.

So one of the biggest catalysts I'm expecting for the stock is follow-on orders and follow-on deliveries from these early customers that you're delivering units to. Can you maybe talk a little bit about the evaluations that they're doing of the products? U-Haul is clearly putting this in the hands of customers. Are they looking for certain criteria that you can share with us on overall customer performance? you know, operating uptime hours, you know, how should we expect the customers to evaluate the product to confirm that they want follow-on orders and that we should follow on deliveries later on this year?

Yeah, I think the answer for that is that different fleets have different criteria. Some require a few weeks and some require longer. Some require specific climate conditions, if, for example, they're up north or in Canada or in a hot climate and so on and so forth. I think that once, and I think we've seen it very clearly with the demo program and the 120 demo rides that we already crossed, is that when customers sit in the truck and try it out, the tech and the truck speaks for itself and the benefits. And I think our trucks and our technology answers the majority of the benefits, like, you know, maneuverability, serviceability, low TCO, software-driven, over-the-air updates, and so on and so forth, which most of it is relevant for all those fleets. And I agree with you that the following orders would be a very great and strong sign as we move forward to scale production and deliveries.

Great. And then last question, if I may. Your R&D spending and G&A were really tightly controlled, you know, given that you have a revenue ramp and, you know, you're serving an increased number of customers this year. You know, that's quite impressive. Can you maybe talk a little bit about frictional costs this year? the investment needed to execute on the business plan?

Yes. First of all, thank you for recognizing that. We are reducing those spend because we completed the engineering phase as we communicated, and there are several operational efficiencies in place. And we can expect, I believe, going forward, Yaron can add on that, a lower spend on a monthly basis significantly, I believe, lower, which is in trend to what you've seen up until now, where we reduced the spend significantly quarter over quarter and year over year. Yaron, would you like to add?

Yeah, hi, good morning. So the cost will continue to go down. We expect it will be not more than $4 to $5 million per month. And we also expect generating cash in the UK from the UK government as part of the grant plan of roughly $7 million between Q2 to Q3. So in general, our R&D costs will be going down dramatically during the year.

Thank you very much.

I'll go ahead and hop back in the queue. Congratulations. Thank you. Hello? Yes. Shall we go to the next question operator? Hello? Yes. Yeah. Yes, Michael.

Your line is open.

Yes. Hello. Can you hear me okay? Oh, hey, Mike.

Yes, we can.

Okay. You're right.

Sorry. Good morning.

Good morning. A couple of quick follow-ups from Chris' questions. First, on the U-Haul agreement or what they've been taking so far, what they're asking about from you, do you have to make any major changes to the platform or to the software that runs it to make it user-friendly to a person that maybe doesn't drive a truck normally, maybe someone that might drive a truck once a year, once every couple of years? Anything that's a change there in your product to make it user-friendly or maybe it's already that way to start with? Any comments you can make on that? what you originally started out with when you made the re platform and the corner and what you might have to change for that product. That would be appreciated.

Yeah, I think it's a great question. I think what we've seen with the demo program and the, you know, all the people who drove it recently is continuous feedback on the fact that it's a truck that drives like a medium sized SUV. And it's very easy for everybody who never even before driven a truck to drive it safely and properly. It just builds like that. That's the beauty of our technology and the Biowire. So to your question, it is great to drive even for people who have not driven trucks before. That's the secret sauce there.

Okay. Got it. I want to also follow up on the Airbus agreement that you mentioned. And this is not news today, but this came out a while ago. But I'm curious, in the picture on the slides, for example, they almost look like airport support vehicles. But typically, the airplane company does not make those vehicles. I'm just kind of curious, what are the ultimate applications that your product will be in? Is it going to be just a platform of Airbuses, autonomous vehicle? And it sounds like maybe you're providing just the vehicle and Airbus is going to be the one making all the R&D expense. I just want to make sure there's no major R&D that you'll be taking on as part of that program. It's just maybe just more of a supply agreement just for the vehicles themselves. Is that the right way to think about that?

Yeah. So I think what, you know, let's start with what the retracts and Airbus have in common, which is by wire, right? Airplanes are by wire and we are by wire. And I think this is what Airbus found very compelling in our technology, which is a mature autonomous ready by wire technology. And this is why we were selected to this joint program around autonomy. The advantages of our system, as we've been saying for a few years now, is the seamless connection to autonomous drivers. So we're not doing the autonomy driver. We're providing the platform by wire systems to be driven autonomously. And answering your question on spend, there is no additional spend or R&D development for that program. It is ready to go out of the box as it is now. which is a major, major advancement, achievement, I think, for us.

Outstanding. Yeah, great.

And then my last question, you had mentioned in your comments, Daniel, that there are OANs that you're talking with beyond the ones that you mentioned that are looking to potentially integrate the platform into their products. So this is not new either. You've talked about that since we first came to market here. But I just want to make sure, are those companies – currently already producing EVs and are they looking at how they can improve or make their next-gen version of it? Or are they companies that are just behind the times and haven't really made their own EV yet and they're looking to find a way to get it quickly?

The answer is both. These are both traditional OEMs and new OEMs. Some of them do not have EVs on their offering and some do. We've been saying that there are three ways to upgrade to Biowire technology, you can either buy the corners and upgrade your current platforms with them. You can buy a full platform and build the rest of the vehicle. Or you can buy a full Powered by V vehicle fully certified to go on the road and just put a box behind. And I think that following the FMV Assessor that we have achieved earlier this year, it gave a lot of tailwind to a lot of the players that were still considering and not 100% sure they want to explore this to move much faster into exploring and opening the discussion with us as to how to integrate our Biowire technology, the Re-Corners, into their offering. So that's all part of our strategy of complete and not compete. This is exactly what we're built to do.

Sure. Outstanding. I appreciate that. Thank you.

Pleasure. Thank you. We will take our next question. Your next question comes from the line of Jeff Osborne. Apologies, Jeff Osborne from TD Cohen. Please go ahead. Your line is open.

Hey, good morning. Thank you. Maybe just following up on that last line of questioning, Daniel, are the applications for these new partners, are those also in the commercial vehicle space or are they more diversified?

Any details there would be helpful.

I think that the majority of what we can say that we're concentrating on commercial vehicles. but there is there are once you integrate into large oems naturally there's the evolution into other categories like private vehicles and heavier duty vehicles and and we've seen interest in both of that going lower in class towards passenger vehicles and higher towards higher payloads

And then just given that the majority are in the commercial vehicle space, is it right to think that the majority of the R&D has already been done, so the incremental OPEX for working with these partners would be somewhat limited? Just how do you weigh the tradeoff of the potential revenue and margin accretion by just selling corners relative to application engineering that would be required for each of these new partners?

Yeah, so the Biowire technology is the same. It's the same for passenger vehicles and commercial vehicles. The time to market is naturally shorter for commercial vehicles because the corners are already built and ready. There is some that would be required some adaptation, mainly mechanical, but majority mechanical in order to make it into passenger vehicles or other application, for example, aviation. But we don't see this as a heavy investment or R&D. a burden on us. On the contrary, the capabilities are there. Margin-wise, we can discuss this in length, but our core technology is the rear corners and naturally our margins are the highest when we do only corners and control. That has always been our sweet spot, and I remind you that we also completely deployed our capex for the re-corners, so they're already ready for commercialization at scale.

Got it. And then maybe just a few housekeeping questions. With the revenue in the quarter, was that the sale of one truck that was a demo vehicle? I just wanted to understand where the $160,000 came from. You're wrong, please.

Hi, good morning. So the sale was from a platform and not from a demo vehicle.

Got it. And then when would you expect first revenue, you know, from the vehicles through the variety of partners that you've laid out over the last six to nine months? Is that still in the third and fourth quarter?

So I don't think we can provide that information today, okay? The only thing that we can say to you that... After we are starting to scale, we can recognize revenues of all the order books, which is roughly $50 million, probably in a few months' time.

Got it. And then maybe just the last one, either Yaron or Daniel. How many vehicles thus far have been produced that are out there in the wild for people to test drive?

We've delivered up until now five vehicles. We've mentioned them all. I mean, you've got Penske, U-Haul, Airbus, Prichard, and Tomstruck. We'll continue to deliver more, and more will continue to come on the low production rate that we're currently having before what Yaron mentioned in terms of scale.

Got it. That's all I had. Thank you. Pleasure.

Thank you. We will take our next question. Your next question comes from the line of Amit Dayal from HC Wainwright. Please go ahead. Your line is open.

Thank you. Hello, everyone. Good to see all of the business development efforts ramping. You know, you indicated $4 to $5 million spent per month going forward, which is a little bit lower than the $6 million you had highlighted last earnings roll.

this four to five million can you break out how much is capex within this and how much is operating costs sure you're on would you mind yeah hi good morning again so capex is roughly one million dollar per month the rest is operation okay thank you understood um the um

The autonomous vehicle platform, you indicated everything is ready. Airbus might ask for certain modifications, et cetera. Will that fall on Airbus in terms of contributing to any features or development activity, or will that kind of fall on your shoulders to meet whatever requirements they may have for the vehicle to meet standards according to their needs?

We delivered the truck. We've fulfilled our part of the agreement. The rest would be software. So there is no changes there needed. The truck is fully capable and ready.

Oh, interesting. Thank you for that.

So from here on, basically, we are waiting on the customer book to build. And, you know, based on that, you will then take decisions on the financing side in terms of how you can meet the working capital requirements. Is that the setup in the execution right now?

I believe so. I mean, traditionally in the industry, right, fleets, do demos, they test the vehicle, and then they provide orders. Initial orders usually start a little bit smaller and ramp up, depends again on the fleet. Some fleets go on the heavier side and some fleets go smaller. The moment we have clear visibility on what we need to build and what the specification and timing, we'll start putting it into our production plan. Remember, what we have now is about just over 350 trucks worth about just over $50 million in book value, in order book value. And that's before guys like Penske, UL, and others started to offer our trucks to their customers. And we expect that to have significant impact on this growth. Understood.

This is one last one at a high level. Recent sentiment around adoption for hybrid vehicles in the passenger vehicle market, how is that translating into the fleet side of things? Is there some interest on the hybrid side? And if that emerges, how do you think you are positioned to deal with that type of development?

We see a very strong demand. currently in the market, and that demand keeps on growing. I think it's a different market between the commercial vehicle segment and the passenger vehicle segment. The adaptation rate in the commercial vehicle segment is much, much lower than private, and therefore there's a lot of demand for EVs. um we have not seen a lot of demand for hybrids in the categories we work with or we work in class three to five usually you would see them in the lower and higher classes we don't see any effect on the demand at this point okay understood that's all i have guys thank you so much thank you we will take our next question

Your next question comes from the line of Craig Irwin from Roth Capital Partners. Please go ahead. Your line is open. Thank you for taking the follow-up question.

So your adjusted EBITDA was clearly just a little bit ahead of what we were looking for. But adjusted EPS, the biggest delta came from a $1.4 million tax provision. Can you maybe give us a little color on what the tax provision was? And do you have any visibility of what tax levels could be over the next few quarters?

Yeah, hi, good morning, Craig. It's Yaron here. The tax provision is an accounting provision due to the regulation which we have in the UK as part of the R&D plan. So it's not a cash movement. It's only accounting. And it's probably a one-time accounting provision.

So one-time non-cash accounting provision.

I like that. That is correct.

I'll hop back in the queue.

Thank you. There seems to be no further questions at this time. Please continue.

So I want to thank everybody for taking the time to join us here today. And of course, I want to commend and thank the REIT team across the world for an excellent, excellent work in the first quarter of this year, kicking it off strong and proud. Thank you all so much. Have a great day.

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