Valens Semiconductor (NYSE:VLN) Q3 2025 Earnings Call November 12, 2025 08:30 AM ET Speaker2Good morning. My name is Karen, and I will be your conference operator today. At this time, I would like to welcome everyone to Valens Semiconductor's third quarter 2025 earnings conference call and webcast. All participant lines have been placed in a listen-only mode. Opening remarks by Valens Semiconductor Management will be followed by a question-and-answer session. I will now turn the call over to Michal Ben-Ari, ...

Financial Data and Key Metrics Changes - CorMedix reported record revenue of $104.3 million for Q3 2025, a year-over-year increase of $77.5 million, driven by strong performance from DefenCath and contributions from Melinta [6][18] - Net income for the quarter was $108.6 million, or $1.26 per diluted share, compared to a net loss of $2.8 million in Q3 2024 [20][21] - Adjusted EBITDA for Q3 2025 was $71.8 million, a significant improvement from a loss of $2 million in the same quarter last year [22] Business Line Data and Key Metrics Changes - DefenCath sales reached $88.8 million, contributing significantly to the overall revenue growth [18] - The Melinta portfolio contributed approximately $15.5 million in revenue for September 2025, with $12.8 million from Melinta portfolio sales [19] Market Data and Key Metrics Changes - The company raised its pro forma combined full-year revenue guidance from a minimum of $375 million to a range of $390-$410 million [6] - Pro forma fully synergized adjusted EBITDA guidance for 2025 was increased from $165-$185 million to a new range of $220-$240 million [7] Company Strategy and Development Direction - The acquisition of Melinta Therapeutics is seen as transformational, creating a diversified specialty pharmaceutical company with a broad portfolio [5] - The company is focusing on integrating operations and capturing approximately $30 million of projected synergies by the end of 2025 [5][20] - CorMedix is planning to expand DefenCath into new indications, including the prevention of CLABSI for patients receiving total parenteral nutrition [11] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's future profitability, supported by a substantial tax benefit of $59.7 million realized in Q3 2025 [21] - The company anticipates significant cash generation in Q4 2025, projecting to end the year with approximately $100 million in cash and cash equivalents [24] - Management highlighted the importance of upcoming catalysts, including top-line data for Rezeo in Q2 2026 and the expansion of DefenCath [10][11] Other Important Information - The integration of Melinta's operations is progressing faster than expected, with all functional areas fully integrated from a personnel standpoint [16] - The company is actively engaging with Medicare Advantage payers to expand the utilization of DefenCath [32] Q&A Session Summary Question: Inventory stocking versus utilization for DefenCath in Q3 - Management indicated that smaller customers are holding an average of two to three weeks of inventory, while larger customers are at three to four weeks [28] Question: Guidance for next year and potential seasonality - Management noted that there is no historic seasonality for the DefenCath business, and they are still assessing the full-year outlook for 2026 [30] Question: Real-world evidence and pricing negotiations for TDAPA - Management clarified that real-world evidence will be most applicable for Medicare Advantage, which has flexibility in contracting [33] Question: Update on DefenCath utilization and patient demographics - Management reported that utilization is higher than the initial target of 6,000 patients, primarily among fee-for-service patients [39] Question: Pricing dynamics post-TDAPA - Management acknowledged expected price compression post-TDAPA and is awaiting final determinations from CMS [45] Question: Insights on Melinta transaction and its value - Management emphasized the stabilizing revenue from Melinta and the potential of Rezeo as a significant growth driver [63]

Financial Data and Key Metrics Changes - Third-quarter revenue reached $26 million, exceeding the guidance range of $18-$24 million, marking a 30% increase from the previous quarter and a 157% increase year-over-year [23][24] - Adjusted EBITDA loss was $4 million, representing the best adjusted EBITDA loss since Q3 2020, and a significant improvement from losses of $10.4 million in the prior quarter and $12.2 million in the year-ago quarter [26] - GAAP net loss was $23.9 million, or $1.61 per diluted share, compared to a loss of $15.4 million, or $1.18 per diluted share in the prior quarter [25] Business Line Data and Key Metrics Changes - The company reported a return to positive non-GAAP gross profit of $2 million, or 7.7% of revenue, for the first time since late 2023, driven by higher revenue at a better margin [24] - The Alpha Steel facility, now fully owned by the company, is expected to be accretive to adjusted EBITDA and improve gross margins [27][50] Market Data and Key Metrics Changes - The company has expanded its pipeline in the U.S., its largest market, with new and renewed discussions with multiple industry leaders, including tier-one EPCs [17] - Internationally, the company is making progress in markets like Australia, where its solutions have proven to be cost-effective due to labor constraints [32] Company Strategy and Development Direction - The company aims to position itself as a leading single-axis tracker provider, focusing on product innovation and enhancing customer service [4][6] - The introduction of new products, such as a washerless tracker and solutions for high wind zones, is part of the company's strategy to meet diverse customer needs [15][16] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the company's growth trajectory, expecting to be adjusted EBITDA positive for the full year in 2026 [35] - The company is focused on executing its strategy and leveraging its strong balance sheet to drive future growth [26][27] Other Important Information - The company has secured a 1-gigawatt agreement with Livona Renewables, indicating strong demand for its products [16] - The acquisition of Alpha Steel is expected to drive lower COGS and improve gross margins, enhancing the company's domestic content capabilities [27][50] Q&A Session Summary Question: Can you provide more details about the Livona booking and international bookings? - Management indicated that Livona represents a strong client with a track record, and they are optimistic about international markets, including a recent project in Australia [31][32] Question: What are the expectations for margins and revenues in early 2026? - Management expects to be adjusted EBITDA positive for the full year in 2026, with optimism about margins and revenues [35][36] Question: How does the recent financing impact cash management? - Management noted that the financing facility is beneficial for customer confidence and ongoing commercial efforts, but they are focused on execution rather than immediate drawdowns [41] Question: What is the impact of tariffs on the business? - Management stated that tariffs create pressure on project-level CapEx but have not disclosed specific tariff numbers, emphasizing the importance of flexibility in negotiations [51] Question: How does the company differentiate itself in challenging terrains? - Management highlighted that their tracker system has lower top-of-pile loads, making it suitable for various foundation solutions, and emphasized the importance of labor efficiency [54]

Financial Data and Key Metrics Changes - Global revenue for Q3 2025 was $102.1 million, down from $107.6 million in the prior year quarter, representing a decrease of 5.7% on a constant currency basis due to lower volumes and economic headwinds [8][9] - Gross margin decreased to 17.3% from 19.9% in the prior year quarter, primarily due to lower volumes and production [9] - Adjusted EBITDA for Q3 was a loss of $7.9 million compared to a loss of $4.1 million in the prior year quarter [10] - Adjusted diluted net loss per share was $0.40 on 34.6 million shares, compared to $0.24 on 35 million shares in the prior year quarter [10] Business Line Data and Key Metrics Changes - The porcelain business is highlighted as a growth factor, with the acquisition of the remaining shares of Laioli to strengthen market position [6] - The U.S. market saw a sales decline of 10.9% to $46.7 million, while Canada experienced a similar decline of 10.8% [8] - Australia reported an 8.5% increase in sales, marking the first year-over-year growth since the silica ban [8] - EMEA sales increased by 12.4%, driven by growth in both indirect distributor channels and direct business [9] Market Data and Key Metrics Changes - Approximately 48% of revenues in the first nine months of 2025 were generated in the U.S. market [12] - The company is monitoring the impact of existing and proposed U.S. tariffs on imported products, which could affect revenue [12][13] Company Strategy and Development Direction - The company is transforming its business model to focus on innovation, product development, and marketing while optimizing production through global partners [4][5] - The closure of the Bar-Lev manufacturing facility is expected to generate annualized cash savings of approximately $22 million, contributing to total savings exceeding $85 million since 2023 [5][11] - The strategic shift aims to enhance competitiveness, profitability, and cash flow while building a company focused on customer value creation [5][6] Management's Comments on Operating Environment and Future Outlook - Management noted stabilizing revenue trends in recent quarters and expressed optimism about reaching positive adjusted EBITDA by Q3 2026 [16] - The company is encouraged by legislative developments in the U.S. that may restore fairness in the stone product supply chain [15][16] Other Important Information - The company is facing 514 lawsuits related to silica injuries, with a provision of $46 million recorded for probable losses [13][14] - Discussions are ongoing regarding the potential sale of the Richmond Hill site at book value [11] Q&A Session Summary - There were no questions during the Q&A session, and the call concluded with management reiterating their focus on executing the transformation plan for sustainable growth [17][18]

Financial Data and Key Metrics Changes - Total revenues for Q3 2025 were $12 million, down from $13.3 million in the prior year [18] - Product revenues decreased to $10.7 million from $10.9 million in Q3 2024, primarily due to a decline in revenues from pilot helmets and training products [19] - Net income for Q3 2025 was $4.1 million, compared to a net loss of $3.5 million in Q3 2024, with the current net income including a $5.1 million add-back for reduction in litigation accruals [21] Business Line Data and Key Metrics Changes - Funded research and development revenues decreased to $1.2 million from $2.3 million in Q3 2024, attributed to project completion timing and a shift to production focus [19] - Cost of product revenue was $8.4 million, or 79% of net product revenues, compared to $8.3 million, or 76% of net product revenues, in the previous year [19] - R&D expenses for Q3 2025 were $2.5 million, a slight decrease from the same quarter last year [20] Market Data and Key Metrics Changes - The U.S. Army aims to purchase at least 1 million drones in the next two to three years, significantly increasing from approximately 50,000 annually today [8] - The first-person drone market is projected to grow from under $300 million last year to as much as $1.2 billion by 2030, representing a compound annual growth rate of around 31% [8] Company Strategy and Development Direction - The company has entered strategic partnerships with organizations like Ondas Holdings and Theon International, enhancing its position in the defense sector [5] - Kopin is focusing on defense applications, particularly in night vision and thermal imaging technologies, to capitalize on increased defense budgets and modernization efforts globally [6] - The company aims to leverage its unique microdisplay technologies to capture more orders in rapidly growing defense industries [9] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving revenue and profitability goals for 2027 and 2028, supported by a strong opportunity pipeline exceeding $1 billion [12] - The geopolitical landscape is expected to sustain defense spending, with increasing demand for advanced vision technologies [12] - Management highlighted a transformation within the company, emphasizing improved quality, customer relationships, and a solid capital structure [15] Other Important Information - The company ended Q3 with $26.5 million in cash, bolstered by a $41 million raise from strategic investors post-quarter [22] - The company has successfully addressed quality issues in manufacturing, achieving some of the highest quality scores in its history [15] Q&A Session Summary Question: Any developments on neural display? - The company demonstrated a bidirectional microdisplay that allows drone control using eye movement, indicating a commitment to invest in this technology [25] Question: How should quarterly OpEx be viewed moving forward? - The company expects OpEx to remain consistent with current levels, with plans to grow into any headwinds [26] Question: Can you size the near-term opportunities in the pipeline? - The company has approximately 80% of the backlog needed to meet its 2026 plan, with strong visibility on major programs until 2030 [27] Question: Update on the aviation heads-up display issue? - The decrease in military revenues was attributed to a timing issue rather than a fundamental problem [32] Question: Clarification on the U.S. Army SBMC program and revenue expectations? - About 40% of the current opportunity pipeline is related to the Soldier-Borne Mission Command program, with expectations for production revenue starting in 2027 [40]

Financial Data and Key Metrics Changes - Revenue for Q3 2025 reached $45.6 million, up 25% year over year, with first-party sales representing 52% of total revenue [7][16] - Adjusted EBITDA loss improved to $14 million compared to $17 million in the same quarter last year, reflecting operating leverage and cost discipline [9][20] - Loss before income tax was $17.7 million, a 1% decrease year over year [9][20] Business Line Data and Key Metrics Changes - Physical goods GMV grew by 26% year over year, and by 37% when excluding corporate sales [6][7] - Adjusted for perimeter effects, physical goods orders grew 34% year over year, driven by strong consumer demand and improved product offerings [5][6] - Marketing and advertising revenue totaled $1.3 million, down 24% year over year, reflecting lower spending from large sellers [17][55] Market Data and Key Metrics Changes - Nigeria saw physical goods orders up 30% year over year, with GMV up 43% [11] - Kenya experienced physical goods orders up 56% year over year, driven by up-country expansion [11] - Ghana delivered outstanding performance with physical goods orders up 94% year over year and GMV increasing 157% [14] Company Strategy and Development Direction - The company aims to achieve full-year profitability by 2027, focusing on profitable growth through efficiency and strategic investments [5][23] - Continued emphasis on up-country expansion to unlock opportunities beyond major urban centers [10][52] - The company is phasing out non-core digital transactions to streamline operations and enhance efficiency [6] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving full-year guidance, citing strong customer demand and operational improvements [8][23] - The competitive environment remains stable, with some global entrants pulling back, allowing the company to gain local market share [15][39] - Management highlighted the importance of adapting to local market conditions to maintain a competitive edge [39][40] Other Important Information - The average order value for physical goods in Q3 2025 was $35, down from $38 in Q3 2024, mainly due to reduced corporate sales in Egypt [7][18] - The total headcount declined by 7% to just over 2,010 employees, reflecting a leaner organization [9][21] - The company launched Jumia Instant, offering four-hour delivery in Nairobi, to compete with quick delivery platforms [12][42] Q&A Session Summary Question: Guidance for PBT and cost management - Management expects significant acceleration in usage in Q4 due to strong seasonality, which will translate into revenue and monetization [26][27] - Fulfillment cost per order is expected to remain at the new baseline of $1.86, reflecting improved efficiency [28] Question: Working capital movements for Q4 - Management indicated that they do not expect significant changes in working capital dynamics for Q4, as they can ramp up inventory faster [30][31] Question: October order and GMV growth - Management confirmed that the above 30% growth in October is indicative of continued momentum, but they remain cautious about expectations for the full quarter [32][33] Question: Supply access in Q4 - Management noted that currency stability is positively impacting supply, with increased willingness from local and international sellers to commit inventory to Africa [35][36] Question: Competitive environment - Management observed reduced marketing investment from international platforms, indicating challenges for them in operating at scale in Africa [37][38] Question: Advertising monetization opportunities - Management sees significant upside potential in advertising revenue, aiming to reach around 2% of GMV in the mid to long term [55][56]

Financial Data and Key Metrics Changes - For Q1 fiscal 2026, total revenue was $59 million, an increase of 28% or $12.9 million compared to the prior year, primarily driven by increased revenue from company-owned salons and a same-store sales increase of 0.9% [10][11] - Adjusted EBITDA for the first quarter was $8 million, up from $7.6 million a year ago, reflecting a 4.3% improvement [14] - Operating income increased by 177%, reaching $5.9 million compared to $2.1 million in the year-ago quarter [10][12] - The company generated $2.3 million in positive operating cash flow, a $3.6 million improvement versus last year's first quarter [4][16] Business Line Data and Key Metrics Changes - Same-store sales for Supercuts increased by 2.5% in Q1, with loyalty program participation growing from 36% to 40% [4][5] - Adjusted EBITDA for the franchise segment was $6.4 million, a decrease of $1.6 million compared to the prior year, primarily due to lower royalties and fees [15] - Adjusted EBITDA for the company-owned salon segment improved by $1.9 million year-over-year to $1.6 million, driven by an increased number of company-owned salons [15] Market Data and Key Metrics Changes - The company experienced a net decrease of 757 franchise locations compared to the previous year, with approximately 300 of these related to the Align salons that converted from franchise to company-owned [11] - The performance gap between closed stores and top-performing units was approximately $350,000, indicating strong potential within the system [11] Company Strategy and Development Direction - The company is focused on the holistic transformation of the Supercuts brand and optimizing sales and profitability in its company-owned salon portfolio [3][4] - Key initiatives include enhancing operational performance, reinforcing brand leadership, and driving technology and digital acceleration across the business [7][8] - The company plans to pilot new digital interactions on its website and app to improve guest experience [5] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the progress made in improving profitability and generating positive cash flow, indicating a solid start to fiscal 2026 [8][21] - The company anticipates a meaningful increase in unrestricted cash generated from core operations compared to fiscal year 2025, supported by operational strength and a full year of acquired company-owned salon results [17][18] Other Important Information - The company has $25.5 million of available liquidity, including $16.6 million in unrestricted cash and cash equivalents [19] - The board is evaluating prospects for a permanent CEO, with a decision expected in the coming months [40] Q&A Session Summary Question: Can you provide more details about pricing actions and their impact on traffic? - Management indicated that franchisees have begun to take pricing actions based on a competitive pricing survey, with no significant changes in traffic trends observed across the country [22][23] Question: Can you talk about traffic trends at Supercuts and Smart Style? - Management noted improvements in traffic at Supercuts, while acknowledging opportunities for growth in the Smart Style brand [25] Question: Regarding store closures, should we expect a reduction in closures this year? - Management confirmed that closures are expected to be reduced by half compared to previous years, with 54 locations closed in Q1 [30] Question: Can you provide insight into G&A for this year? - Management expects G&A to be in the range of $40 million to $43 million, including G&A associated with the Align transaction [35] Question: What is the status of the CEO search? - Management is currently in an interim role, with the board evaluating prospects and a decision expected in the coming months [40]

Financial Data and Key Metrics Changes - The company's GMV for Q3 was $37.8 billion, reflecting a 9% year-over-year increase, while the first nine months GMV was $108.4 billion, up 7% year-over-year [12] - Record Q3 revenue reached $81.9 million, a 4% increase year-over-year, with year-to-date revenue of $245.3 million, up 5% year-over-year [12] - Non-GAAP gross profit for Q3 was $41.5 million, a 5% year-over-year increase, translating to a non-GAAP gross profit margin of approximately 51%, an improvement of 1% from the prior year [16] - Adjusted EBITDA for Q3 was $5.6 million, representing a margin of approximately 7%, with expectations for a significant increase to around 15% in Q4 [18][20] Business Line Data and Key Metrics Changes - The tickets and travel category grew 6% in Q3, driven by new business wins, while the fashion and luxury category saw a 13% increase [12][13] - The money transfer and payments category achieved approximately 100% year-over-year growth in Q3, primarily driven by new business activity [14] - The home category contracted by approximately 70% year-over-year, but growth is expected to return in Q4 [15] Market Data and Key Metrics Changes - In the U.S., revenue declined 12% year-over-year, mainly due to the contraction in the home category, while APAC grew approximately 55% year-over-year [15] - Other Americas (Canada and Latin America) grew approximately 18% year-over-year, with EMEA growing approximately 19% year-over-year, supported by strong performance in key verticals [15][16] Company Strategy and Development Direction - The company is focused on enhancing machine learning capabilities, with 70% of models shifted to autonomous training, which is expected to improve scalability and performance [6][10] - The company is positioning itself to navigate the rise of agentic commerce through strategic partnerships and innovative technology [10] - The company plans to continue investing in product development while managing expenses effectively to maintain operating leverage [45][47] Management's Comments on Operating Environment and Future Outlook - Management expressed cautious optimism for a healthy holiday season, supported by resilient consumer spending and strong performance in key categories [11] - The company raised the bottom end of its revenue guidance for the second consecutive quarter, now anticipating revenue between $338 million and $346 million for the full year [20] - Management highlighted the importance of adapting to new complexities introduced by agentic commerce, which could drive demand for their services [58] Other Important Information - The company ended Q3 with $325 million in cash and investments, maintaining a zero-debt position [19] - The company repurchased 5.2 million shares for approximately $25.3 million in Q3, continuing its commitment to managing dilution [19] Q&A Session Summary Question: How does the company view growth outlook related to existing merchants versus new business? - Management expects strong performance on both upsell and new client acquisition fronts, consistent with prior years [23] Question: Are there emerging verticals to watch for 2026? - The company is focused on specific large verticals and geographic regions for expansion, considering both product fit and distribution strategies [25] Question: What is the revenue contribution from non-Chargeback Guarantee products for 2025? - Non-Chargeback Guarantee products have shown strong growth, over 100%, aiding in securing longer-term contracts and winning new business [27] Question: How does the company view the long-term margin profile with machine learning investments? - The long-term margin profile varies based on product mix, with a focus on increasing gross profit dollars [29] Question: What are the expectations for gross margins into next year? - Management anticipates improved performance from model enhancements, but also acknowledges potential headwinds from new categories [33] Question: How does the company view the impact of stablecoin adoption on fraud management? - The company sees stablecoins introducing complexity for merchants, which could drive demand for their services [39] Question: What are the opportunities and threats related to agentic commerce? - Agentic commerce presents opportunities due to increased complexity for merchants, but could also pose threats if transactions shift away from traditional e-commerce [58]

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