Surna Inc. (SRNA) Q1 2021 Earnings Conference Call May 13, 2021 4:00 PM ET Company Participants Tony McDonald - Chairman & Chief Executive Officer Conference Call Participants Operator Good afternoon, ladies and gentlemen. And welcome to the Surna Inc. Q1 2021 Earnings Conference Call. At this time, all participants have been placed on a listen-only mode, and we’ll open the floor for your questions after the presentation. [Operator Instruction] It is now my pleasure to turn the floor over to your host, Surn ...

[PART I — FINANCIAL INFORMATION](index=5&type=section&id=PART%20I%20%E2%80%94%20FINANCIAL%20INFORMATION) This section covers the company's unaudited financial statements, management's analysis, market risk, and internal controls [Item 1. Financial Statements (Unaudited)](index=5&type=section&id=Item%201.%20Financial%20Statements%20(Unaudited)) Unaudited Q1 2021 financials show revenue growth, a net loss, and a 'Going Concern' warning due to capital needs [Condensed Consolidated Balance Sheets](index=5&type=section&id=Condensed%20Consolidated%20Balance%20Sheets) The balance sheet shows a significant increase in total assets and liabilities, primarily driven by cash and deferred revenue Condensed Consolidated Balance Sheet Highlights (Unaudited) | Balance Sheet Item | March 31, 2021 ($) | December 31, 2020 ($) | | :--- | :--- | :--- | | **Total Assets** | **$6,964,539** | **$4,813,266** | | Cash, cash equivalents and restricted cash | $3,271,128 | $2,284,881 | | **Total Liabilities** | **$8,889,829** | **$6,146,964** | | Deferred revenue | $6,087,093 | $3,724,189 | | **Total Shareholders' Deficit** | **($1,925,290)** | **($1,333,698)** | - Total assets increased by **44.7%** from year-end 2020, primarily due to a **43.2%** increase in cash and a **99%** increase in prepaid expenses. Total liabilities grew by **44.6%**, largely driven by a **63.5%** increase in deferred revenue[17](index=17&type=chunk) [Condensed Consolidated Statements of Operations](index=7&type=section&id=Condensed%20Consolidated%20Statements%20of%20Operations) The statement of operations shows a year-over-year revenue increase but a decline in gross profit and a narrowed net loss Condensed Consolidated Statements of Operations (Unaudited) | Metric | Three Months Ended March 31, 2021 ($) | Three Months Ended March 31, 2020 ($) | | :--- | :--- | :--- | | **Revenue, net** | **$2,366,529** | **$1,809,925** | | Gross profit | $344,606 | $456,524 | | Operating loss | ($685,650) | ($946,338) | | **Net loss** | **($793,368)** | **($938,313)** | | Loss per common share | ($0.00) | ($0.00) | - Revenue increased by **30.8%** year-over-year, but gross profit decreased by **24.5%** due to higher cost of revenue. The company narrowed its operating loss and net loss compared to the same period in the prior year[20](index=20&type=chunk) [Condensed Consolidated Statements of Cash Flows](index=9&type=section&id=Condensed%20Consolidated%20Statements%20of%20Cash%20Flows) Cash flow statements indicate positive operating cash flow in Q1 2021, driven by deferred revenue and a new note payable Condensed Consolidated Statements of Cash Flows (Unaudited) | Cash Flow Activity | Three Months Ended March 31, 2021 ($) | Three Months Ended March 31, 2020 ($) | | :--- | :--- | :--- | | Net cash provided by (used in) operating activities | $484,373 | ($727,887) | | Net cash used in investing activities | ($12,326) | $0 | | Net cash provided by financing activities | $514,200 | $0 | | **Net change in cash** | **$986,247** | **($727,887)** | - The company generated positive cash flow from operations in Q1 2021, a significant improvement from the cash burn in Q1 2020, primarily driven by a large increase in deferred revenue. Financing activities consisted of proceeds from a new note payable[25](index=25&type=chunk) [Notes to the Condensed Consolidated Financial Statements](index=10&type=section&id=Notes%20to%20the%20Condensed%20Consolidated%20Financial%20Statements) The notes provide critical details on the company's business, going concern uncertainty, backlog, and recent financial events - The company designs, engineers, and sells environmental control technologies for the Controlled Environment Agriculture (CEA) industry, with customers primarily in the U.S. and Canada. It does not produce or sell cannabis[27](index=27&type=chunk) - There is substantial doubt about the Company's ability to continue as a going concern, as management believes cash balances and cash flow from operations will be insufficient to fund operations for the next 12 months without raising additional capital[35](index=35&type=chunk) - As of March 31, 2021, the company's backlog (remaining performance obligations) was **$11.58 million**. The company expects to recognize approximately **$11.13 million** of this backlog in 2021 and **$0.45 million** in 2022[60](index=60&type=chunk)[61](index=61&type=chunk) - In February 2021, the company entered into a note payable with its bank for **$514,200**. The loan has a **1%** interest rate and is potentially forgivable[93](index=93&type=chunk)[94](index=94&type=chunk) - A legal dispute with a former employee was settled on March 30, 2021. The company agreed to pay **$40,000** in cash and issue **1,000,000 shares** of common stock. The total settlement cost of **$107,000** was recognized as an expense in Q1 2021[96](index=96&type=chunk) [Management's Discussion and Analysis of Financial Condition and Results of Operations](index=26&type=section&id=Management's%20Discussion%20and%20Analysis%20of%20Financial%20Condition%20and%20Results%20of%20Operations) Management discusses Q1 2021 revenue growth, declining gross margins, improved operating loss, increased backlog, and persistent 'Going Concern' concerns [Overview and Corporate Strategy](index=26&type=section&id=Overview%20and%20Corporate%20Strategy) The company's overview details its CEA industry focus and a three-pillar strategy for organic growth, M&A, and uplisting - The company is an integrated provider of MEP (mechanical, electrical, plumbing) engineering design and proprietary environmental control equipment for the Controlled Environment Agriculture (CEA) industry, historically focused on cannabis cultivation[132](index=132&type=chunk)[137](index=137&type=chunk) - The company's three-pillar corporate strategy includes: 1) Pursuing aggressive organic growth, 2) Seeking strategic relationships and M&A, and 3) Pursuing an uplisting to a national exchange and raising growth capital[144](index=144&type=chunk) - The updated organic growth strategy involves expanding into new markets (broader CEA, vertical farming), offering new products and services (full CEA technical infrastructure), and adopting a new trade name, "Surna Cultivation Technologies," to reflect these changes[153](index=153&type=chunk)[154](index=154&type=chunk) [Bookings, Backlog and Revenue](index=32&type=section&id=Bookings%2C%20Backlog%20and%20Revenue) This section analyzes the company's sales performance, highlighting significant increases in net bookings and ending backlog Bookings and Backlog Trend (in thousands) | Metric | Q1 2020 ($ thousands) | Q2 2020 ($ thousands) | Q3 2020 ($ thousands) | Q4 2020 ($ thousands) | Q1 2021 ($ thousands) | | :--- | :--- | :--- | :--- | :--- | :--- | | Beginning Backlog | $9,558 | $8,875 | $5,592 | $8,198 | $8,448 | | Net Bookings | $1,127 | ($1,601) | $4,241 | $3,637 | $5,497 | | Recognized Revenue | $1,810 | $1,682 | $1,635 | $3,387 | $2,367 | | **Ending Backlog** | **$8,875** | **$5,592** | **$8,198** | **$8,448** | **$11,578** | - Net bookings for Q1 2021 were **$5.5 million**, a **51%** increase from Q4 2020 and a **388%** increase from Q1 2020[165](index=165&type=chunk)[166](index=166&type=chunk) - Backlog increased by **37%** to **$11.6 million** at the end of Q1 2021. **83%** of this backlog is from 'partial equipment paid contracts,' which have a higher certainty of revenue recognition[167](index=167&type=chunk)[173](index=173&type=chunk) [Results of Operations](index=33&type=section&id=Results%20of%20Operations) Results of operations show a 31% revenue increase but a 10-point gross margin decline due to lower selling prices Q1 2021 vs Q1 2020 Performance | Metric | Three Months Ended March 31, 2021 ($) | Three Months Ended March 31, 2020 ($) | | :--- | :--- | :--- | | Revenue | $2,367,000 | $1,810,000 | | Gross Profit | $345,000 | $457,000 | | Gross Margin | 15% | 25% | | Operating Expenses | $1,030,000 | $1,403,000 | | Operating Loss | ($686,000) | ($946,000) | | Net Loss | ($793,000) | ($938,000) | - Revenue increased **31%** YoY, but gross profit margin decreased by **ten percentage points** from **25%** to **15%**, primarily due to a decrease in the selling price of equipment[176](index=176&type=chunk)[178](index=178&type=chunk) - Operating expenses decreased by **27%** YoY, mainly due to a **$369,000** reduction in SG&A expenses, which included a **$141,000** decrease in stock-related compensation[183](index=183&type=chunk)[184](index=184&type=chunk) [Financial Condition, Liquidity and Capital Resources](index=35&type=section&id=Financial%20Condition%2C%20Liquidity%20and%20Capital%20Resources) The company's financial condition shows increased cash but a growing working capital deficit and persistent 'Going Concern' concerns - As of March 31, 2021, the company had cash, cash equivalents, and restricted cash of **$3.3 million**, a **43%** increase from year-end 2020, driven by operating cash flow and a **$514,000** loan[191](index=191&type=chunk) - The company had a working capital deficit of **$2.3 million** as of March 31, 2021, an increase from the **$2.2 million** deficit at year-end 2020, primarily due to a **$2.4 million** increase in deferred revenue[192](index=192&type=chunk) - A 'Going Concern' warning is noted, as management states that cash balances and cash flow from operations are believed to be insufficient to fund operations for the next 12 months, necessitating additional capital raising[203](index=203&type=chunk)[207](index=207&type=chunk) [Quantitative and Qualitative Disclosures About Market Risk](index=38&type=section&id=Quantitative%20and%20Qualitative%20Disclosures%20About%20Market%20Risk) As a smaller reporting company, Surna Inc. is exempt from providing quantitative and qualitative market risk disclosures - As a smaller reporting company, Surna Inc. is exempt from the requirement to provide quantitative and qualitative disclosures about market risk[217](index=217&type=chunk) [Controls and Procedures](index=38&type=section&id=Controls%20and%20Procedures) Management concluded that disclosure controls and procedures were ineffective due to a material weakness in internal control over financial reporting - Management concluded that disclosure controls and procedures were not effective as of March 31, 2021[218](index=218&type=chunk) - The ineffectiveness is due to a material weakness in internal control over financial reporting, characterized by: - Lack of sufficient personnel with adequate accounting expertise - Inadequate segregation of duties - Insufficient controls over the accuracy and completeness of spreadsheets used in financial reporting[219](index=219&type=chunk) [PART II — OTHER INFORMATION](index=39&type=section&id=PART%20II%20%E2%80%94%20OTHER%20INFORMATION) This section includes information on legal proceedings, risk factors, equity sales, and exhibits [Legal Proceedings](index=39&type=section&id=Item%201.%20Legal%20Proceedings) The company settled litigation with a former employee, agreeing to cash payments and stock issuance, with no other material legal proceedings - Litigation with a former employee regarding alleged consulting fees was settled effective March 30, 2021[224](index=224&type=chunk) - Settlement terms required the company to pay **$40,000** in cash over eight months and issue **1,000,000 shares** of common stock[224](index=224&type=chunk) [Risk Factors](index=39&type=section&id=Item%201A.%20Risk%20Factors) No material changes were reported to the significant risk factors previously disclosed in the company's Annual Report on Form 10-K - No material changes were reported to the significant risk factors affecting the business as described in the Annual Report on 10-K for the year ended December 31, 2020[226](index=226&type=chunk) [Unregistered Sales of Equity Securities and Use of Proceeds](index=39&type=section&id=Item%202.%20Unregistered%20Sales%20of%20Equity%20Securities%20and%20Use%20of%20Proceeds) The company reported no unregistered sales of equity securities or use of proceeds during the quarter - The company reported no unregistered sales of equity securities during the quarter[226](index=226&type=chunk) [Exhibits](index=39&type=section&id=Item%206.%20Exhibits) This section lists the exhibits filed with the Form 10-Q, including officer certifications and XBRL data files - The Exhibit Index lists documents filed with the report, including Sarbanes-Oxley certifications (Exhibits 31.1, 31.2, 32.1, 32.2) and XBRL interactive data files (Exhibit 101 series)[229](index=229&type=chunk)[235](index=235&type=chunk)[236](index=236&type=chunk)

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-K [X] ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE FISCAL YEAR ENDED DECEMBER 31, 2020 OR [ ] TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE TRANSITION PERIOD FROM ____ TO _______ Commission File Number: 000-54286 SURNA INC. (Exact name of registrant as specified in its charter) Nevada 27-3911608 (State or other jurisdiction of inco ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q [X] QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE QUARTERLY PERIOD ENDED SEPTEMBER 30, 2020 OR [ ] TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 Commission File Number: 000-54286 SURNA INC. (Exact name of registrant as specified in its charter) Nevada 27-3911608 (State or other jurisdiction of incorporation or organization) (I.R.S. Emp ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q [X] QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE QUARTERLY PERIOD ENDED JUNE 30, 2020 OR [ ] TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 Commission File Number: 000-54286 SURNA INC. (Exact name of registrant as specified in its charter) Nevada 27-3911608 (State or other jurisdiction of incorporation or organization) (I.R.S. Employer ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 Title of each class Trading Symbol(s) Name of each exchange on which registered N/A N/A N/A FORM 10-Q [X] QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE QUARTERLY PERIOD ENDED MARCH 31, 2020 OR [ ] TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 Commission File Number: 000-54286 SURNA INC. (Exact name of registrant as specified in its charter) Neva ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-K [X] ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE FISCAL YEAR ENDED DECEMBER 31, 2019 OR [ ] TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE TRANSITION PERIOD FROM ____ TO _______ Commission File Number: 000-54286 SURNA INC. (Exact name of registrant as specified in its charter) Nevada 27-3911608 (State or other jurisdiction of inco ...

Surna Inc. (SRNA) Q3 2019 Earnings Conference Call November 20, 2019 4:00 PM ET Company Participants Tony McDonald - President and CEO Tim Keating - Chairman Conference Call Participants Operator Good afternoon, ladies and gentlemen. And welcome to the Surna Inc. Q3 2019 Earnings Conference Call. At this time, all participants have been placed on a listen-only mode, and we will open the floor for your questions and comments after the presentation. [Operator Instruction] It is now my pleasure to turn the flo ...

Q3 2019 INVESTOR PRESENTATION November 20, 2019 m o a.c urn w.s w w | --- | --- | --- | --- | |-------|------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q [X] QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE QUARTERLY PERIOD ENDED SEPTEMBER 30, 2019 OR [ ] TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 Commission File Number: 000-54286 SURNA INC. (Exact name of registrant as specified in its charter) Nevada 27-3911608 (State or other jurisdiction of incorporation or organization) (I.R.S. Emp ...