Financial Data and Key Metrics - Consolidated revenue decreased by 72.4 million to 13.7 million decrease in media revenue [7] - OSS revenue decreased by 2.9 million or 10.1% [7] - Consolidated gross profit in Q4 decreased by 4.4 million, with gross margins improving to 33.7% from 27.3% [3] - OSS gross margin improved by 14.5 percentage points to 45.9%, while Bressner's gross margin improved by 1.6 percentage points to 22.2% [3] - Net loss on a GAAP basis was 0.01 per share, compared to a net loss of 0.16 per share in the same period in 2022 [5] - Adjusted EBITDA, a non-GAAP metric, was 1.6 million in the prior year [6] Business Line Performance - OSS contributed 32.1 million or 53% [7] - OSS experienced a significant decrease in media revenue, offset by higher-margin rugged edge processing products [3] - Bressner improved both margins and profitability despite a challenging economy in Germany and Europe [23] Market Performance - OSS revenue was fairly evenly balanced between commercial and defense applications in 2023 [7] - The company expects revenue of approximately 1 billion, reflecting growth in both commercial and defense markets for AI and ML solutions [69] - Recent wins include a multi-million-dollar program with Leidos' Dynetics and a contract with the U.S. Army Ground Vehicle Systems Center [49][50] - The company has added new talent to its management team and Board of Directors to support its growth strategy [16][17] Q&A Session Summary Question: Gross margins in Q4 and outlook for 2024 - Gross margins in Q4 were heavily weighted towards AI transportable products, particularly in the defense industry, with higher-margin data storage units contributing significantly [34] - The company expects gross margins to continue growing, with a target of 30% to 40%, driven by the shift away from lower-margin media revenue [100] Question: Sales cycles and growth expectations in the defense market - The company expects growth to pick up in the second half of 2024, driven by pipeline conversion and defense market opportunities [38][76] - The defense market has long sales cycles, but the company is leveraging its high technology readiness level products to compete effectively [88] Question: Inventory levels and working capital - The company has significant inventory due to past commitments but expects to free up $2 million in working capital this year by selling down inventory [84][110] Question: Impact of NVIDIA's new Blackwell chip on product design - The company can move from product availability to shipping within a year, leveraging its engineering capabilities to work with customers on GPU lead times [102][117] Question: Pipeline conversion and qualification process - The company uses a two-probability model to assess opportunities, focusing on the likelihood of an opportunity emerging and the probability of winning [108] - The company is actively engaging with customers to convert its growing pipeline into multi-year, multi-million-dollar orders [109]
One Stop Systems(OSS) - 2023 Q4 - Earnings Call Transcript