Orion Reports Q2 Net Income

MANITOWOC, Wis.—Orion Energy Systems, Inc. (NASDAQ: OESX) (Orion Lighting), is a provider of LED lighting systems and turnkey project implementation including installation and commissioning of fixtures, controls and IoT systems, as well as ongoing system maintenance and program management, helping customers to enhance the efficiency of their business while reducing their carbon footprint. Today, Orion reported results for its FY 2021 second quarter ended September 30, 2020 (Q2’21). Orion will hold an investor call today at 10:00 a.m. ET (9:00 a.m. CT) – details below.

Highlights

• Q2’21 revenue grew sequentially to $26.3M from $10.8M in Q1’21, reflecting substantial major account activity, and was below Q2’20 record revenue of $48.3M. The variance with last year relates principally to the impact of COVID-19. Starting in March 2020, customers had suspended existing projects and delayed new projects, however activity began to reinvigorate in August 2020.
• Previously delayed turnkey installations for a major national account resumed in early August. Based on approximately $41M in recent contract extensions, Orion now expects this customer to contribute at least $56M in product and service revenue in FY 2021.
• Q2’21 gross profit percentage improved to 27.6% versus 24.4% in Q1’21, driven by higher sequential revenue, and 26.5% in Q2’20 despite significantly lower revenue, primarily due to new product introductions, product mix, proactive sourcing and cost management efforts.
• Q2’21 operating expenses increased 15.3% to $5.4M versus $4.7M in Q1’21and decreased 8.8% versus $5.9M in Q2’20, reflecting sales commissions on relative revenue and the benefit of cost reductions at the outset of the pandemic, partially offset by initial investments to support the rebound in customer activity and improved business outlook.
• Orion ended the quarter with $27.4M in working capital, including cash of $12.1M, and had $7.9M outstanding on its revolving credit facility.
• Reflecting a ramp-up in project activity from new and existing customers and barring any significant COVID-19 business impacts, Orion now anticipates both Q3’21 and Q4’21revenue of at least $40M in each quarter and expects to achieve financial results in FY 2022 that should at least match those delivered in FY 2020.

CEO Commentary
Mike Altschaefl, Orion’s CEO and Board Chair, commented, “The momentum of our business rebound has been stronger than we had previously anticipated, with both existing and new customers demonstrating increasing interest in advancing LED lighting and controls projects over the next 12-24 months. We are currently experiencing no significant COVID-19 disruptions in our business.

“As anticipated, Q2’21 had a slow start but picked up pace in August, as we recommenced work for a major customer, and that pace is continuing in Q3’21. Importantly, we continue to focus on launching higher margin products, manufacturing cost reductions and efficiencies and proactively managing our supply chain, which enabled us to achieve a Q2’21 gross profit percentage of 27.6%. Proactive operating cost management efforts also contributed to our return to profitability in Q2’21, with net income of $1.9M, or $0.06 per share.

“As always, we could not have continued to meet the needs of our customers during COVID-19 or scaled the business back up so quickly without the hard work and dedication of the Orion team managing through a challenging period. Now, we are rapidly pivoting our efforts back to growth, with a range of initiatives to support current and anticipated projects.

“We have a growing base of national account opportunities, as these large customers are ideally suited to appreciate the value of our customized, turnkey solutions. We are seeing very healthy demand from such businesses as many are now looking to utilize previously frozen budgets to invest in new lighting and controls systems that deliver improved illumination and safety with energy efficiency that also benefits their bottom line. We are gaining traction with customers who are looking for ways to reduce costs during a challenging environment with an expanded sales effort and our growing base of large customer references.

“Reflecting these and other factors, I am pleased to say that we are even more confident in our business outlook for the balance of FY 2021 and for FY 2022. Of course, our increasing optimism must be tempered somewhat by the potential for possible COVID-19 impacts to general economic activity and our business. We believe we have put in place stringent safety protocols and procedures to mitigate the risk of COVID-19 to our business and, so far, we haven’t seen any material disruption at customer sites or at our plant.”

Outlook
Given improved visibility on the timing of major customer projects, Orion believes it is on track to achieve both Q3’21 and Q4’21 revenue of at least $40M in each quarter and FY 2021 annual revenue of at least $117M. Orion expects to be profitable in its Q3 and Q4 periods and for the full fiscal year. This updated outlook, supported by the following factors, reflects the Company’s current business outlook and assumes no material negative COVID-19 impacts.

• In October Orion secured new contract extensions from an existing large national retail customer, representing approximately $41M of expected product and service revenue for the second half of FY 2021. This retailer also named Orion as the lighting and controls partner for new construction projects.
• In Q2, Orion completed several initial facilities for a new national customer, a major global logistics company, and several more projects are in process. This customer is expected to be a significant source of revenue as we move forward. Orion expects to work with the customer on a project-by-project basis, versus larger-scale multi-site commitments, which limits visibility on the timing of future revenue contributions.
• Also in Q2, Orion added a new large specialty retail customer and is providing turnkey LED lighting retrofit solutions for its nationwide chain of stores. The initial phase of the project is expected to generate product and service revenue of at least $8M during the third and fourth quarters of FY 2021. Orion expects to retrofit the customer’s remaining stores in late FY 2021 and FY 2022.
• Collaborating with a long-standing electrical contractor partner, Orion is providing custom-designed luminaires and lighting controls in new facilities for a global online retailer. To date in FY 2020 and FY 2021 this customer has generated approximately $6M in product revenue. Orion sees a growing relationship with a greater potential revenue impact from future phases of the customer’s new facilities, beginning in late FY 2021 into FY 2022.
• Orion is experiencing a stronger than expected rebound in activity across a range of markets, including the public sector, medical, logistics and retail, as well as in its Energy Service Company (ESCO), electrical contractor and distribution channels, as more and more businesses are able to proceed with retrofit and new construction projects. Management teams seem more engaged in pursuing cost saving projects with strong ROI and relatively short payback periods, many of which were placed on hold due to COVID-19.
• Orion also anticipates continued demand from long-standing public sector customers, including the U.S. Military, the Veterans Administration and the U.S. Postal Service.
• Orion has recently launched several new products that were designed to deliver superior quality and energy efficiency at very attractive pricing. These new products are being well received by customers and look to offer solid revenue opportunities going forward.

Based on a growing base of customer engagements and project opportunities, Orion believes it is well positioned and expects to achieve financial results in FY 2022 that should at least match those delivered in FY 2020. In FY 2020, Orion achieved record revenue of $151M and net income of $12.5M, or $0.40 per diluted share. Orion cautions investors that this outlook involves uncertainty related to the COVID-19 pandemic and related business and other economic impacts.

Financial Results
Orion’s Q2’21 revenue improved sequentially to $26.3M compared to $10.8M in Q1’21 but declined versus Q2’20 revenue of $48.3M. The year-over-year decrease was attributable mainly to the impact of customer work stoppages and delays in response to the COVID-19 pandemic during the first two quarters of FY 2021. This compares to significant LED retrofit activity for a major national account in the prior-year period. Q2’21 product revenue decreased to $20.3M from $35.6M in Q2’20 and service revenue decreased to $6.0M from $12.8M.

Gross profit percentage improved to 27.6% in Q2’21 compared to 24.4% in Q1’21, driven by higher sequential revenue, and 26.5% in Q2’20, primarily due to proactive cost mitigation efforts in manufacturing, procurement and plant costs, as well as to manufacturing and component efficiencies in the design of new products that have been introduced.

Total operating expenses increased 15.3% to $5.4M versus $4.7M in Q1’21 and decreased 8.8% versus $5.9M in Q2’20, due to sales commissions on relative revenue and the benefit of cost reductions at the outset of the pandemic, partially offset by initial investments to support the rebound in customer activity and improved business outlook.

Orion reported Q2’21 net income of $1.9M, or $0.06 per diluted share, versus net loss of $(2.2)M, or $(0.07) per share, in Q1’21 and net income of $6.7M, or $0.22 per diluted share, in Q2’20, reflecting relative revenue covering fixed expenses. Likewise, EBITDA was $2.3M in Q2’21, compared to $(1.7)M in Q1’21 and $7.3M in Q2’20.

Cash Flow & Balance Sheet
Orion used $14.1M of cash from operating activities in the first half of FY 2021 as compared to generating $8.4M from operating activities in the first half of FY 2020. The difference was due to a net loss in the first half of FY 2021 versus a net profit in the prior FY, as well as changes in working capital investments to support a ramp in business volume.

As of September 30, 2020, Orion’s net working capital improved to $27.4M, including $12.1M in cash and cash equivalents, as compared to working capital of $19.8M at September 30, 2019. At the close of Q2’21, Orion had $7.9M outstanding on its revolving credit facility versus $3.8M in Q2’20. Orion also had $8.5M of funds available to borrow on its revolving credit facility as of September 30, 2020.