nLIGHT(LASR)2024-11-09 21:22Financial Data and Key Metrics - Q3 2024 revenue was $56.1 million, an 11% increase both sequentially and year-over-year, above the midpoint of guidance [4] - Aerospace and defense (A&D) revenue grew 59% year-over-year to a record $30.3 million, driven by record A&D product revenue of $15.3 million, up 135% year-over-year [4][22] - Microfabrication revenue grew 19% year-over-year to $14.3 million, while industrial revenue declined 41% year-over-year to $11.6 million [23] - Products gross margin improved to 28.8%, and overall gross margin was 22.4%, within guidance range [4] - Net loss on a non-GAAP basis was $3.7 million or $0.08 per share, compared to a net loss of $4.9 million or $0.10 per share in Q3 2023 [29] - Adjusted EBITDA was negative $1 million, compared to negative $1.9 million in Q3 2023 [30] - Cash and investments totaled $107 million with no debt, and average DSO improved to 58 days from 65 days at the end of 2023 [31] Business Line Performance - Aerospace and defense (A&D) business grew 59% year-over-year, driven by record A&D product revenue and strong performance in directed energy and laser sensing programs [4][22] - Microfabrication revenue grew 40% sequentially to $14 million, driven by orders from a long-term customer, though volatility in demand is expected to continue [14][42] - Industrial revenue declined 41% year-over-year, with weak demand in cutting and welding markets, particularly due to competition from Chinese suppliers [23][24] - Additive manufacturing saw progress with the launch of the Corona AFX-2000 laser, which achieved 3x faster print speeds in validation with a leading customer [19] Market Performance - A&D market remains a key growth driver, with strong demand for directed energy systems and laser sensing products, particularly in the U.S. and Israel [5][9][10] - Commercial markets, including microfabrication and industrial, face headwinds due to weak demand and competition from Chinese suppliers, with challenges expected to persist into 2025 [15][16][48] Strategy and Industry Competition - The company is leveraging its vertical integration strategy in the directed energy market, with revenue generated at nearly every level of integration, making it an ideal supplier for U.S. government and foreign allies [10] - Manufacturing operations in Shanghai have been fully transitioned to Thailand and the U.S., with the company expecting normalized production levels in a few quarters [13] - The company continues to innovate in industrial markets, introducing new products like the nfinity laser for precision thick metal cutting and the Corona AFX-2000 for additive manufacturing [15][19] Management Commentary on Operating Environment and Future Outlook - Management expects continued growth in the A&D business, with strong visibility into backlog and design wins, though timing of revenue recognition for new technologies remains uncertain [38][52] - Commercial markets are expected to remain challenging into 2025, with no significant rebound anticipated in industrial or microfabrication revenue [48][49] - The company is focused on maintaining a strong balance sheet and managing working capital to support long-term growth objectives [33] Other Important Information - The company expects Q4 2024 revenue to be in the range of $49 million to $54 million, with A&D product revenue expected to grow sequentially [34][35] - Q4 gross margin is expected to be in the range of 17% to 21%, with adjusted EBITDA projected to be between negative $5 million and negative $2 million [36] Q&A Session Summary Question: Visibility into A&D product revenue beyond Q4 - The company has strong visibility into continued growth in A&D product revenue, supported by a robust backlog and design wins in directed energy and sensing programs [38][39] Question: Engagement with Israeli defense primes, including IRON BEAM - The company is deeply engaged with Israeli defense primes and is a supplier for the IRON BEAM project, with solid funding and future development opportunities [40][41] Question: Decline in commercial business revenue - The decline in commercial revenue is attributed to weak demand and competition from Chinese suppliers, with no significant rebound expected in 2025 [45][46][48] Question: Impact of Chinese suppliers in the U.S. market - Chinese suppliers are impacting the U.S. market through excess capacity and competition, though higher tariffs could provide some relief [50][51] Question: Growth outlook for A&D in 2025 - The company expects continued growth in A&D in 2025, supported by backlog and design wins, though timing of revenue recognition remains uncertain [52][53] Question: Backlog progression and commercial business outlook - Backlog is progressing, with growth in orders and design wins for critical programs in directed energy and sensing [56][57] - Commercial business is expected to remain weak, with microfabrication revenue returning to normalized levels and continued pressure in industrial markets [60][61] Question: Manufacturing transition from Shanghai - The transition of manufacturing from Shanghai to Thailand and the U.S. is complete, with a ramp-up period still ongoing [62] Question: Size of the directed energy opportunity - The directed energy market is significant, with U.S. and Israeli spending in the multi-hundred million dollar range annually, and the company participates at various levels of integration [65][66] Question: Maximum power laser for directed energy - The company produces the highest power laser in the world at over 350 kilowatts, with ongoing development to scale up to a megawatt [68] Question: 10% customers in the quarter - The company had a couple of customers at the 10% level in the quarter, primarily U.S. government or prime contractors, with similar expectations for the future [69] Question: Weakness in low-power lasers - Weakness in low-power lasers is largely related to the additive manufacturing market, with most demand at 1 kilowatt or below [72] Question: Margin profile of backlog - The margin profile of backlog is better than recent results, though fixed cost absorption remains a challenge at lower revenue levels [73] Question: Linearity of backlog - Backlog is not linear, with variability in development work and material integration across quarters [74]