Vitasoy International Holdings (SEHK:00345) H1 2026 Earnings Call November 25, 2025 03:00 AM ET Company ParticipantsIan Ng - CFORoberto Guidetti - CEOOperatorGood afternoon, ladies and gentlemen. Thank you for joining us today for Vitasoy's interim results briefing for fiscal year 2025 and 2026. Before we start, I would like to introduce you to the senior management of Vitasoy Group. Sitting in the middle of the hard table, we have Mr. Winston Lo, Executive Chairman of Vitasoy Group. On the right-hand side ...

Financial Performance and Key Metrics - For the six months ended September 30, 2025, the group's revenue decreased by 6% to HKD 3.2 billion, primarily due to weak demand, higher trade spend, and competitive pricing in the Chinese mainland operation [2] - The gross profit margin decreased to 51.1%, with savings from favorable raw material costs and production optimization partially mitigating the adverse sales performance [2] - Profits from operations decreased by 4% to HKD 247 million, mainly attributable to a decline in gross profit [2] - Profits to shareholders increased by 1% to HKD 172 million due to lower finance costs and income tax [2] - Earnings per share was HKD 0.16, an increase of 2% compared to last year [3] - Capital expenditure for the period was HKD 57 million, slightly higher than last year [3] - As of September 30, 2025, cash on hand was HKD 1.27 billion, with a gearing ratio of 20% [3] Business Line Performance - The Chinese mainland unit's total revenue was HKD 2.9 billion, down 7% versus last year, with operating profit decreasing by 14% to HKD 326 million [8] - Hong Kong operations maintained strong performance but were temporarily affected by Vitaland, Macau, and exports to the United States [5] - Australia and Singapore units sustained growth, with Australia-New Zealand revenue increasing by 5% in local currency [12] - The Hong Kong beverage operation sustained its leadership market shares in both plant milk and tea categories despite a slower retail environment [11] Market Performance - The Chinese mainland unit remains the largest operation by revenue at 55% of the group, while Hong Kong operations account for 34% of total group sales [8] - The plant milk category in China has declined by 10%, while the tea category's growth decreased from double digits to only 5% [9] - In Australia and New Zealand, the adoption of plant milk continues to develop steadily, contributing to revenue growth [12] - The Philippines market for plant-based products continues to grow healthily, with double-digit year-on-year growth since entry [14] Company Strategy and Industry Competition - The company is focusing on improving its capabilities in the Chinese mainland to enhance top-line performance, particularly in new retail channels [6][10] - In Hong Kong, the company aims to accelerate growth in the second half of the financial year [15] - The company is also working on improving its route to market in the general trade channel while expanding into new channels [10] - Cost control measures are being implemented to reduce corporate expenses and improve profitability [5][15] Management Comments on Operating Environment and Future Outlook - Management acknowledged the short-term challenges in the market but expressed confidence in the long-term potential for continuous scaling up [7][15] - The company plans to strengthen resources in the Chinese mainland to improve performance in general trade and accelerate growth in new channels [6][15] - The management highlighted the importance of creative product innovations to drive market share in Hong Kong [11] Other Important Information - The imposition of tariffs by the United States has negatively impacted the North American business, prompting adjustments in the commercial strategy [12] Q&A Session Summary - No specific questions and answers were provided in the content, thus this section is not applicable.

Financial Data and Key Metrics Changes - For the six months ended September 30, 2025, the group's revenue decreased by 6% to HKD 3.2 billion compared to the previous year, primarily due to weak demand and competitive pricing in the Chinese mainland operation [2] - The gross profit margin decreased to 51.1%, with profits from operations down 4% to HKD 247 million, mainly due to a decline in gross profit [2][3] - Profits attributable to shareholders increased by 1% to HKD 172 million, driven by lower finance costs and income tax [2] - Earnings per share rose by 2% to HKD 0.16 [3] - Capital expenditure for the period was HKD 57 million, slightly higher than last year, with cash on hand at HKD 1.27 billion [3] Business Line Data and Key Metrics Changes - The Chinese mainland unit's revenue was HKD 2.9 billion, down 7% year-on-year, with operating profit decreasing by 14% to HKD 326 million [7] - Hong Kong operations maintained strong performance, contributing 34% to total group sales, but faced challenges in Macau and exports to the United States [5][10] - Australia and Singapore units showed growth, with Australia-New Zealand revenue increasing by 5% in local currency [11] Market Data and Key Metrics Changes - The Chinese mainland remains the largest operation by revenue at 55% of the group, while Australia-New Zealand grew from 8% to 9% of total group revenue [7] - The plant milk category in China declined by 10%, while the tea category's growth slowed to 5% [8] - In the Philippines, the plant-based category continues to grow healthily, with double-digit growth year-on-year [13] Company Strategy and Development Direction - The company aims to enhance capabilities in the Chinese mainland to improve top-line performance, focusing on general trade and new channels like online commerce and snack chains [6][14] - Hong Kong operations will work to accelerate growth in the second half of the financial year [15] - Australia and Singapore units will focus on top-line growth and reducing operating losses [15] Management Comments on Operating Environment and Future Outlook - Management acknowledged short-term challenges but expressed confidence in long-term potential for scaling up [15] - The company is adjusting its commercial strategy in response to evolving tariff situations affecting North American business [11] Other Important Information - The company continues to implement cost reduction programs to improve operational efficiency and profitability across various markets [12] Q&A Session Summary - No specific questions and answers were provided in the content, thus this section is not applicable.

Financial Data and Key Metrics Changes - Total revenue for Q3 2025 reached approximately $82.5 million, marking a 1.1% year-over-year increase and the ninth consecutive quarter of growth [5][12] - Gross margin remained above 48%, reflecting improvements in product mix and operating efficiency [6] - Non-GAAP net margin reached 24.4%, while GAAP net margin was 18.2%, expanding by more than 23.6 percentage points year-over-year [7][19] - Total operating expenses declined to $36 million, down 34.1% year-over-year, contributing to improved GAAP operating margins of 4.6% [19] Business Line Data and Key Metrics Changes - PaaS business generated $59.2 million, a 2.4% year-over-year increase, with the number of premium customers reaching 280 [13] - SaaS and others business generated $11.5 million, a 15.4% increase year-over-year, driven by growth in cloud software products [13] - Revenue from smart solutions reached $11.8 million, with a strategic focus on high-value solutions like AI energy management [14] Market Data and Key Metrics Changes - In the China market, AI Toy showed healthy growth with over 50 customers launching products powered by Tuya [14] - In the European market, demand for AI-powered solutions such as AI cloud storage and AI energy saving solutions continued to rise [15] - In North America, AI-enabled products like smart bird feeders recorded healthy growth [16] Company Strategy and Development Direction - The company continues to embrace AI, with smart devices equipped with AI capabilities accounting for 93.99% of total shipments [9] - A new AI Agent App is in global beta testing, aimed at developing a universal AI life assistant for users [10] - The company is focused on optimizing expense structures while maintaining key investments in business development [19] Management's Comments on Operating Environment and Future Outlook - Management noted that the global consumer electronics industry is experiencing an uneven recovery, with cautious customer demand due to macro uncertainties [5] - For Q4 2025, management anticipates a soft demand environment, but expects a positive outlook for 2026 driven by AI adoption [26][29] - The company aims to lower barriers for new users to adopt smart devices through the introduction of an AI assistant [39] Other Important Information - Operating net cash flow reached $30 million, a 25.7% increase year-over-year, with a net cash balance above $1 billion [20] - The platform had 1.62 million registered developers, a 23% year-over-year increase, indicating strong growth in the developer ecosystem [20][21] Q&A Session Summary Question: Business outlook for Q4 and 2026 - Management indicated that Q4 may see soft demand due to global macroeconomic uncertainties, but expressed a positive outlook for 2026 driven by AI adoption [25][29] Question: Details on the AI home agent and its impact - The AI assistant is designed to help users with various home tasks, aiming to simplify the user experience and lower barriers for new users [34][39] Question: Impact of AI on PaaS and smart solutions - AI is expected to enhance product offerings and drive demand, with a focus on seamless integration across business models [42] Question: Recovery progress in overseas markets - Recent tariff agreements provide stability for importers, which may positively impact demand in the upcoming promotional season [48] Question: Progress on AI technology commercialization - AI capabilities are being integrated across all product categories, with significant interest from developers and customers [49][51] Question: Decline in smart solutions revenue - Management anticipates a better year in 2026, with AI features becoming more standard in new projects [57]

Financial Data and Key Metrics Changes - Total revenue for Q3 2025 reached approximately $82.5 million, marking a 1.1% year-over-year increase, representing the ninth consecutive quarter of growth [10][4] - Gross margin remained above 48%, with a GAAP net margin of 18.2%, expanding by more than 23.6 percentage points year-over-year [5][17] - Non-GAAP net margin reached 24.4%, supported by improved gross margin and expense efficiency [5][17] - Total operating expenses declined to $36 million, down 34.1% year-over-year, while operating net cash flow grew to $30 million, a 25.7% increase year-over-year [17][18] Business Line Data and Key Metrics Changes - PaaS business generated $59.2 million, a 2.4% year-over-year increase, with 280 premium customers [11] - SaaS and others business generated $11.5 million, a 15.4% increase year-over-year, driven by growth in cloud software products [11] - Revenue from smart solutions reached $11.8 million, with a strategic focus on high-value solutions like AI energy management [12] Market Data and Key Metrics Changes - In the China market, AI Toy showed healthy growth with over 50 customers launching products powered by Tuya [12] - In the European market, demand for AI-powered solutions such as AI cloud storage and AI energy saving solutions continued to rise [13] - In North America, AI-enabled products like smart bird feeders recorded healthy growth [14] Company Strategy and Development Direction - The company continues to embrace AI, with smart devices equipped with AI capabilities accounting for 93.99% of total shipments [7] - A new AI Agent App is in global beta testing, aimed at developing a universal AI life assistant for users [8] - The company is focused on optimizing its expense structure while maintaining key investments in business development [6][17] Management's Comments on Operating Environment and Future Outlook - Management noted that the external environment remains volatile, with cautious customer demand due to macro uncertainties [4] - For Q4 2025, management anticipates a soft demand environment compared to the previous year, but remains optimistic about long-term growth driven by AI adoption [25][27] - The company aims to lower barriers for new users to adopt smart devices through the introduction of an AI assistant [26][37] Other Important Information - The platform had 1.62 million registered developers, a 23% year-over-year increase, with over 12,000 AI agents created [18][19] - The company is focused on maintaining a strong cash position, with a net cash balance above $1 billion [18] Q&A Session Summary Question: Business outlook for Q4 and 2026 customer demand - Management expects soft demand in Q4 due to global macroeconomic uncertainties but is optimistic about growth in 2026 driven by AI adoption [25][27] Question: Details on the AI home agent and its impact - The AI assistant is designed to help users with various home tasks, aiming to simplify the user experience and lower barriers for new users [32][36] Question: Recovery progress in overseas markets, especially North America - Recent tariff agreements provide stability for importers, and management anticipates positive impacts on demand for the next year [47] Question: Latest progress on AI technology and commercialization - AI capabilities are being integrated across all product categories, with significant breakthroughs in sectors like toys [49][50] Question: Reasons for the decline in smart solutions revenue and growth outlook - Management expects a better year in 2026 with less market turbulence and increased AI adoption across various sectors [55][56]

Financial Data and Key Metrics Changes - Total revenue for Q3 2025 reached approximately $82.5 million, marking a 1.1% year-over-year increase and the ninth consecutive quarter of growth [11][4] - Gross margin remained above 48%, with GAAP net margin expanding by more than 23.6 percentage points year-over-year to 18.2% [5][16] - Non-GAAP net margin reached 24.4%, supported by improved gross margin and expense efficiency [5][16] Business Line Data and Key Metrics Changes - PaaS business generated $59.2 million, a 2.4% year-over-year increase, with the number of premium customers reaching 280 [11][12] - SaaS and others business generated $11.5 million, a 15.4% year-over-year increase, driven by growth in cloud software products [12] - Revenue from smart solutions reached $11.8 million, with a focus on scalable high-value solutions [12][15] Market Data and Key Metrics Changes - In the China market, AI Toy showed healthy growth with over 50 customers launching products powered by Tuya [12] - In the European market, demand for AI-powered solutions continued to rise, with new industrial clients added in the energy and HVAC sectors [13] - In North America, AI-enabled products like smart bird feeders recorded healthy growth, validating the commercial potential of niche scenarios [14] Company Strategy and Development Direction - The company continues to embrace AI, with smart devices equipped with AI capabilities accounting for 93.99% of total shipments [8] - A new AI Agent App is in global beta testing, aimed at developing a universal AI life assistant for users [9] - The company is focused on optimizing product mix and operating efficiency while maintaining key investments in business development [5][16] Management's Comments on Operating Environment and Future Outlook - Management noted that the external environment remains volatile, with cautious customer demand due to macro uncertainties [4] - For Q4 2025, management anticipates a soft demand environment compared to the previous year, but remains optimistic about long-term growth driven by AI adoption [21][25] - The company believes AI will enhance user experience and lower barriers for new users, contributing to future growth [24][34] Other Important Information - Operating net cash flow grew to $30 million, a 25.7% increase year-over-year, with a net cash balance above $1 billion [16][17] - The platform had 1.62 million registered developers, a 23% year-over-year increase, indicating strong engagement in the developer ecosystem [17][18] Q&A Session Summary Question: Business outlook for Q4 and 2026 - Management expects soft demand in Q4 due to global macroeconomic uncertainties but is optimistic about long-term growth driven by AI adoption [21][25] Question: Details on the AI home agent and its impact - The AI assistant is designed to simplify user interactions with smart devices, aiming to lower barriers for new users and enhance overall user experience [30][34] Question: Recovery progress in overseas markets and AI commercialization - Management noted stable cost levels due to recent trade agreements and highlighted breakthroughs in AI applications across various sectors, including toys [41][46] Question: Reasons for decline in smart solutions revenue and growth outlook - Management anticipates a better year in 2026 with less market turbulence and expects AI features to become standard in new projects, driving growth [50][51]

Financial Data and Key Metrics Changes - Total revenue for Q3 FY2026 grew 4.4% year-over-year to $1.23 billion, exceeding guidance by $15 million [13] - Enterprise revenue increased by 6.1% year-over-year, accounting for 60% of total revenue, up 1 percentage point year-over-year [13] - Non-GAAP gross margin improved to 80%, up 117 basis points from the previous year, driven by cost optimization [14] - Non-GAAP income from operations grew 11% year-over-year to $507 million, exceeding guidance by $37 million [14] - Non-GAAP diluted net income per share increased to $1.52, $0.08 above guidance and $0.14 higher than the previous year [15] - Operating cash flow grew 30% year-over-year to $629 million, representing a margin of 51.2% [16] - Free cash flow margin increased to 50%, up 11 percentage points year-over-year [16] Business Line Data and Key Metrics Changes - AI Companion adoption surged more than four times year-over-year, indicating strong demand for AI-driven solutions [8] - Team Chat monthly active users rose 20% year-over-year, enhancing asynchronous work capabilities [8] - Workvivo logos grew nearly 70% year-over-year to 1,225, indicating strong performance in employee experience offerings [9] - Zoom Phone surpassed 10 million paid seats, marking significant growth in unified communications [9] Market Data and Key Metrics Changes - Americas revenue grew 5% year-over-year, EMEA grew 3%, and APAC grew 4% [14] - The number of enterprise customers contributing over $100,000 in trailing 12-month revenue grew by 9% year-over-year [13] Company Strategy and Development Direction - The company aims to evolve into an AI-first platform for work and customer experience, focusing on three priorities: enhancing core products with AI, driving growth of new AI products, and scaling AI-first customer experience [7] - The acquisition of BrightHire is part of the strategy to enhance collaboration and customer engagement through AI [10] - The company is committed to disciplined growth while investing in AI and maintaining strong profitability [12] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the business's durability and the growing value delivered to customers [7] - The company anticipates continued strength in customer experience and AI differentiation as key growth drivers [11] - Management expects revenue for Q4 FY2026 to be in the range of $1.23 billion to $1.235 billion, representing approximately 4.1% year-over-year growth [17] Other Important Information - Deferred revenue at the end of Q3 grew 5% year-over-year to $1.44 billion [15] - The board authorized an incremental $1 billion share repurchase, reflecting confidence in the company's financial position [18] Q&A Session Summary Question: How should we think about growth heading into next year? - Management indicated that enterprise will continue to be the predominant growth driver, with a focus on stabilization and product diversification [23][24] Question: Can you discuss the pressure on net dollar expansion and seat-based contraction? - Management noted that while there are some seat pressures, overall macro demand remains strong, and net dollar expansion is stabilizing [28] Question: What is the company's approach to M&A going forward? - Management stated that future M&A will be thoughtful and disciplined, focusing on small to medium-sized investments that align with strategic goals [34] Question: Can you elaborate on the growth sustainability of Zoom Phone and customer experience? - Management highlighted strong growth in Zoom Phone and customer experience, driven by AI integration and customer demand [40][41] Question: How is the company integrating with other productivity software? - Management confirmed strong integrations with major ecosystems like Google and Microsoft, and emphasized the importance of customer feedback in driving integration efforts [67] Question: Were there any one-time benefits to free cash flow this quarter? - Management clarified that improvements in the collection process contributed to free cash flow, but these changes are sustainable rather than one-time [73][74] Question: How does the BrightHire acquisition fit into the broader platform expansion strategy? - Management indicated that BrightHire aligns with the strategy to leverage AI in mission-critical business workflows, particularly in HR [83][107]

Financial Data and Key Metrics Changes - Annual revenue exceeded $3.5 billion for the first time, marking a record performance [5] - Fourth quarter net sales totaled $995 million, an increase of 16%, while total net sales for 2025 were $3.6 billion, up 7% [17] - Adjusted earnings per share for the fourth quarter were $2.09, compared to $1.41, and for 2025, earnings per share were $7.19, up from $6.01 [17][24] Business Line Data and Key Metrics Changes - Aerospace segment sales increased 20% in the fourth quarter to $661 million, with commercial services sales up 40% [18] - Industrial segment sales for the fourth quarter were $334 million, up 11%, with core industrial sales growing 15% [20] - Aerospace segment earnings for the fourth quarter were $162 million, with margins expanding 520 basis points to 24.4% [18] Market Data and Key Metrics Changes - Aerospace sales growth was driven by strong demand in defense OEM, which increased 27%, while commercial OEM sales were flat [18] - Industrial sales growth included 15% in transportation and 13% in oil and gas, while power generation grew only 6% due to a divestiture [21] - Core industrial margins expanded 330 basis points to 15.2% of core industrial sales, driven by price realization [23] Company Strategy and Development Direction - The company is focused on growth, operational excellence, and innovation, with strategic investments in automation and new facilities [9][11] - A new facility in Spartanburg, South Carolina, is under construction to support advanced manufacturing and increased capacity [10] - The company aims to capture growth in aerospace and industrial markets, with expectations for increased OEM orders and sustained demand [15][16] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the growth trajectory across segments, with guidance for 2026 reflecting continued strong demand [26] - Aerospace segment earnings are expected to be 22%-23% of segment sales, while industrial segment earnings are projected at 14.5%-15.5% [27] - The company anticipates a modest adjustment to cumulative free cash flow targets due to increased capital allocation towards high-return growth investments [16][25] Other Important Information - The company returned over $238 million to shareholders in 2025, including $173 million in share repurchases [24] - A new three-year share repurchase program has been authorized for up to $1.8 billion, reflecting confidence in the company's strategy [25] - Capital expenditures for 2026 are expected to be approximately $290 million, including investments in automation and the Spartanburg facility [28] Q&A Session Summary Question: What growth is expected for legacy narrowbody engine aftermarket in 2026? - Management expects single-digit growth rates for legacy narrowbody engines in 2026, with some price increases anticipated [42][44] Question: How much of the current power generation revenue is tied to Caterpillar? - Management indicated healthy growth from power generation customers, including Caterpillar, but did not specify revenue tied to individual customers [47][49] Question: What are the assumptions for OE de-stocking? - Management expects de-stocking to occur around the second quarter of the fiscal year if airframe and engine customers meet forecasted rates [81][82] Question: Will capital expenditures normalize after the A350 build-out? - Management indicated that the Spartanburg investment is causing a peak in capital expenditures, with future investments being evaluated [90] Question: How should shareholders expect the return of capital to be distributed? - Management plans to spread the return of capital evenly throughout the year [111]

Financial Data and Key Metrics Changes - Annual revenue exceeded $3.5 billion for the first time, marking a record performance [5] - Adjusted earnings per share increased nearly 13% compared to the prior year [6] - Net sales for Q4 2025 totaled $995 million, a 16% increase, while net sales for the full year reached $3.6 billion, a 7% increase [17] - Earnings per share for Q4 2025 were $2.23 compared to $1.36, and adjusted earnings per share were $2.09 compared to $1.41 [17] Business Line Data and Key Metrics Changes - Aerospace sales increased 14% to record levels, with margin expansion of 290 basis points [6] - Industrial segment sales for Q4 were $334 million, up 11%, with core industrial sales growing 15% [20] - Commercial services sales in the aerospace segment increased 40%, while defense OEM sales rose 27% [18] - Industrial segment earnings for Q4 were $49 million, or 14.6% of segment sales, compared to $38 million, or 12.6% of segment sales [21] Market Data and Key Metrics Changes - Aerospace segment sales for the full year were $2.3 billion, up 14%, driven by strong demand in commercial services and defense OEM [18] - Industrial sales anticipated to grow across all primary markets, with power generation growth expected to be muted in the first half of 2026 due to divestiture impacts [26][27] - China on-highway sales in 2026 expected to be approximately $60 million, in line with 2025 [27] Company Strategy and Development Direction - Company focuses on strong execution, capturing growth in markets, and driving operational excellence [15] - Strategic investments in automation and new facilities to support long-term growth [11][24] - Continued emphasis on innovation and partnerships to enhance technology solutions [14] Management's Comments on Operating Environment and Future Outlook - Management expects sustained demand across core markets, with a modest adjustment to cumulative free cash flow target due to increased capital allocation towards growth investments [16] - Anticipated strong repair growth for LEAP and GTF engines, with expectations for LEAP and GTF repair revenue to surpass legacy repair revenue by late 2026 or early 2027 [8][15] - Management remains confident in the growth trajectory across segments, with guidance for 2026 reflecting continued operational discipline [16][26] Other Important Information - Capital expenditures for 2025 were $131 million, driven by investments in automation and new facility construction [24] - New three-year share repurchase program authorized for up to $1.8 billion, reflecting confidence in the company's strategy and growth outlook [25] Q&A Session Summary Question: What growth is expected for legacy narrowbody engine aftermarket in 2026? - Management expects single-digit growth rates for legacy narrowbody engines in 2026, with some price increases anticipated [42][44] Question: How much of the current power generation revenue is tied to Caterpillar? - Management indicated healthy growth from power generation customers, including Caterpillar, but did not specify exact revenue figures [47][49] Question: What are the assumptions for OE de-stocking? - Management anticipates de-stocking could occur by the second quarter of fiscal year 2026 if airframe and engine customers meet forecasted rates [81][82] Question: Will capital expenditures normalize after the A350 build-out? - Management indicated that the Spartanburg investment is causing a peak in capital expenditures, with future investments being evaluated [90] Question: How should shareholders expect the return of capital to be distributed? - Management plans to spread the return of capital evenly throughout the year [111]

Financial Data and Key Metrics Changes - For the full fiscal year 2025, the company reported a revenue increase of 26% year over year, with fourth-quarter revenue growing 10% year over year to $618 million [4][10] - The net loss for the fourth quarter was $19 million, compared to a net income of $16 million in the same quarter of fiscal year 2024 [10] - Adjusted EBITDA for the fourth quarter was $49 million, up from $42 million in the fourth quarter of fiscal year 2024 [10] - Cash on the balance sheet exceeded $1.2 billion, up from $778 million in the fiscal third quarter [13] Business Line Data and Key Metrics Changes - Software revenue grew 57% year over year to $9.3 million in the fourth quarter, while operation services revenue increased 21% year over year to $26.9 million [12] - The backlog remained strong at $22.5 billion, with an increase from $22.4 billion in the previous quarter [10][11] Market Data and Key Metrics Changes - The company signed a new customer, Medline, marking its entry into the healthcare vertical, which has significant potential due to the large number of healthcare distribution centers in the U.S. [8] - The company is expanding its reach with GreenBox, signing new sites in Dallas and Chicago, extending coverage from California to the Midwest and Southeast [7][8] Company Strategy and Development Direction - The company aims to harness its growing product portfolio to broaden opportunities, particularly in e-commerce with its micro-fulfillment solution [9] - Key objectives for fiscal year 2026 include unlocking higher margins and continuing investment in innovation to support future growth [9] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the growing sales pipeline and the ability to deliver higher value through innovative technology and improved installation efficiency [6][9] - The introduction of next-generation storage technology is expected to impact revenue phasing throughout fiscal year 2026, with less pronounced growth in the first half and a ramp-up in the second half [14][20] Other Important Information - The company is focused on improving operational efficiencies and reducing installation times, which are expected to generate significant savings for customers [6][7] - Management highlighted the importance of attracting and retaining talent, with strategic investments in R&D to support the expanding product portfolio [13][48] Q&A Session Summary Question: Can you provide more color on the Medline relationship and its potential? - Management indicated that the relationship with Medline was developed over a year, focusing on the unique capabilities of their system to meet healthcare needs [17] Question: What is the expectation for ramping next-gen systems? - Management confirmed that the ramp-up for next-gen systems is expected to occur in the second half of fiscal 2026, with stable revenue in the first half [20] Question: Can you discuss the specifics of the Medline project? - The initial engagement with Medline is a proof of concept at one site, with potential for future expansion based on performance [23] Question: How is the company addressing the backlog and new customer opportunities? - Management emphasized that while they do not guide on backlog, they are optimistic about new customer acquisitions and the potential for growth in 2026 [34] Question: What are the implications of the new battery technology partnership? - The partnership with Nyobolt is expected to enhance the reliability of bots, particularly in regions with erratic power supply [70] Question: How does the company view its expansion into Europe? - Management is optimistic about opportunities in Europe, with half of the sales team already engaged there [73]