Management's Discussion and Analysis of Financial Condition and Results of
Operations is designed to provide a reader of the financial statements with a
narrative report on our financial condition, results of operations, and
liquidity. This discussion and analysis should be read in conjunction with the
attached unaudited Condensed Consolidated Financial Statements and notes thereto
and our Annual Report on Form 10-K for the year ended June 30, 2022, including
the audited Consolidated Financial Statements and notes thereto. The following
discussion contains forward-looking statements that involve risks and
uncertainties, such as statements of our plans, objectives, expectations, and
intentions. Our actual results could differ materially from those discussed in
the forward-looking statements. Please also see the cautionary language at the
beginning of this Quarterly Report regarding forward-looking statements.
Potential Impact of COVID-19
In March 2020, the WHO declared the outbreak of COVID-19 as a pandemic based on
the rapid increase in global exposure. COVID-19 has spread throughout world,
including the U.S., and continues to spread as additional variants emerge. As a
result of the COVID-19 pandemic, our employees at our facilities in China,
Latvia, and the U.S. were subject to stay-at-home orders during a portion of
fiscal year 2021, which restrictions have since been lifted. In addition to
stay-at-home orders, many jurisdictions also implemented social distancing and
other restrictions and measures to slow the spread of COVID-19. These
restrictions significantly impacted economic conditions in the U.S. in 2020 and
continued into 2021 and 2022. Beginning in the spring of 2021, restrictions
began to lift as vaccines became more available. Despite these stay-at-home
orders and other measures and restrictions implemented in the areas in which we
operate, as a critical supplier to both the medical and defense industries, we
were deemed to be an essential business; thus, regardless of the stay-at-home
orders, our workforce was permitted to work from our facilities and our business
operations have generally continued to operate as normal. Nonetheless, despite
the lifting of these stay-at-home orders, out of concern for our workforce, our
U.S.- and Latvia-based non-manufacturing employees have continued to work
remotely to some extent. To date, we have not seen any significant direct
financial impact of COVID-19 to our business. However, the COVID-19 pandemic
continues to impact economic conditions, particularly in China, which has
impacted the short-term and long-term demand from our customers and, therefore,
has negatively impacted our results of operations, cash flows, and financial
position in that region. Additionally, some areas still have travel restrictions
in place, which has impacted some aspects of our operations that depend on
travel, such as recruitment of senior positions, and travel of service providers
to maintain our production equipment. Management is actively monitoring this
situation and taking steps to mitigate the impact on our financial condition,
liquidity, and results of operations globally. However, given the daily
evolution of the COVID-19 pandemic and the global responses to curb its spread,
we are not presently able to estimate the effects of the COVID-19 pandemic on
our future results of operations, financials, or liquidity in fiscal year 2023
or beyond.
Introduction
We were incorporated in Delaware in 1992 as the successor to LightPath
Technologies Limited Partnership, a New Mexico limited partnership, formed in
1989, and its predecessor, Integrated Solar Technologies Corporation, a New
Mexico corporation, formed in 1985. Today, LightPath is a global company with
major facilities in the United States, the People's Republic of China, and the
Republic of Latvia.
Our capabilities include precision molded optics, thermal imaging optics, custom
designed optics, and the design and manufacturing of optical assemblies and
subsystems. These capabilities allow us to manufacture optical components and
higher-level assemblies, including precision molded glass aspheric optics,
molded and diamond-turned infrared aspheric lenses and other optical materials
used to produce products that manipulate light. We design, develop, manufacture
and integrate optical components and assemblies utilizing advanced optical
manufacturing processes. Product verticals range from consumer (e.g., cameras,
cell phones, gaming, and copiers) to industrial (e.g., lasers, data storage, and
infrared imaging), from products where the lenses are the central feature (e.g.,
telescopes, microscopes, and lens systems) to products incorporating lens
components (e.g., 3D printing, machine vision, LIDAR, robotics and semiconductor
production equipment) and communications. As a result, we market our products
across a wide variety of customer groups, including laser systems manufacturers,
laser OEMs, infrared-imaging systems vendors, industrial laser tool
manufacturers, telecommunications equipment manufacturers, medical
instrumentation manufacturers and industrial measurement equipment
manufacturers, government defense agencies, and research institutions worldwide.
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Subsidiaries
In November 2005, we formed LPOI, a wholly-owned subsidiary, located in Jiading,
People's Republic of China. LPOI provides sales and support functions. In
December 2013, we formed LPOIZ, a wholly-owned subsidiary located in the New
City district, of the Jiangsu province, of the People's Republic of China.
LPOIZ's 55,000 square foot manufacturing facility (the "Zhenjiang Facility")
serves as our primary manufacturing facility in China and provides a lower cost
structure for production of larger volumes of optical components and assemblies.
In December 2016, we acquired ISP, and its wholly-owned subsidiary, ISP Latvia.
ISP is a vertically integrated manufacturer offering a full range of infrared
products from custom infrared optical elements to catalog and high-performance
lens assemblies. Since June 2019, ISP's manufacturing operation has been located
at our Orlando Facility. ISP Latvia is a manufacturer of high precision optics
and offers a full range of infrared products, including catalog and custom
infrared optics. ISP Latvia's facility in Riga, Latvia (the "Riga Facility")
functions as its manufacturing facility.
For additional information, please refer to our Annual Report on Form 10-K for
the year ended June 30, 2022.
Product Groups
Our business is organized in three product groups: PMO, infrared products and
specialty products. These product groups are supported by our major product
capabilities: molded optics, thermal imaging optics, and custom designed optics,
with a product manager for each. Product management is principally a portfolio
management process that analyzes products within the product capability areas as
defined above. This function facilitates choosing investment priorities to help
strategically align our competencies with strategic industry revenue
opportunities. Over the longer term, this function will also help ensure
successful product life cycle management.
Our PMO product group consists of visible precision molded optics with varying
applications. Our infrared product group is comprised of infrared optics, both
molded and diamond-turned, and thermal imaging assemblies. This product group
also includes both conventional and CNC ground and polished lenses. Between
these two product groups, we have the capability to manufacture lenses from very
small (with diameters of sub-millimeter) to over 300 millimeters, and with focal
lengths from approximately 0.4 millimeters to over 2000 millimeters. In
addition, both product groups offer both catalog and custom designed optics.
Our specialty product group is comprised of value-added products, such as
optical subsystems, assemblies, and collimators, and non-recurring engineering
("NRE") products, consisting of those products we develop pursuant to product
development agreements that we enter into with customers. Typically, customers
approach us and request that we develop new products or applications for our
existing products to fit their particular needs or specifications. The timing
and extent of any such product development is outside of our control.
We design, build, and sell optical assemblies in markets for test and
measurement, medical devices, military, industrial, and communications based on
our proprietary technologies. Many of our optical assemblies consist of several
products that we manufacture.
In connection with our new strategic direction and the expanding portfolio of
products and services, we are evaluating the ways in which we may optimize the
financial reporting of our product groups.
Growth Strategy
Historically, we operated with a focus on optical component manufacturing, and
specifically on our leadership position as a precision molded lens manufacturer
for visual light applications. While still positioned as a component provider,
we expanded our addressable market with the acquisition of ISP, a manufacturer
of infrared optical components, in December 2016. Collectively, our operations
had lacked synergies, maintained a high cost structure, and lacked a defined
path for capitalizing on the industry's evolution and growth opportunities.
In March of 2020, our Board of Directors (our "Board") recruited Mr. Sam Rubin,
an industry veteran with a proven track record for delivering high growth
through organic and inorganic means, to assume the role of Chief Executive
Officer and to develop and implement a new strategy going forward. In the fall
of 2020, Mr. Rubin led our Board and the leadership team in collaborative
discussions with the purpose of defining a new comprehensive strategy for our
business. The collaborative strategic planning process included leaders from
across the organization, detailed dialogs with customers, vendors and partners,
and an in-depth analysis of the environment we are in, changes and trends in and
around the use of photonics, and an analysis of our capabilities, strengths and
weaknesses. Throughout the process, we focused on developing a strategy that
creates a unique and long-lasting value to our customers, and utilizes our
unique capabilities and differentiators, both existing capabilities and
differentiators, as well as new capabilities we acquire and develop organically.
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Understanding the shifts that are happening in the marketplace and the changes
that come when a technology, like photonics, moves from being a specialty to
being integrated into mainstream industries and applications, we redefined our
strategic direction to provide our wide customer base with domain expertise in
optics, and became their partner for the optical engine of their systems. In our
view, as the use of photonics evolves, so do customer needs. The industry is
transforming from a fragmented industry with many component manufacturers into a
solution-focused industry with the potential for partnerships for solution
development and production. We believe such partnerships can start with us as
the supplier. We have in-house domain expertise in photonics, knowledge and
experience in advanced optical technologies, and the necessary manufacturing
techniques and capabilities. We believe we can develop these partnerships by
working closely with the customer throughout their design process, designing an
optical solution that is tailored to their needs, often times using unique
technologies that we own, and supplying the customer with a complete optical
subsystem to be integrated into their product. Such an approach builds on our
unique, value-added technologies that we currently own, such as optical molding,
fabrication, system design, and proprietary manufacturing technologies, along
with other technologies that we may acquire or develop in the future, to create
tailored solutions for our customers.
Our domain expertise and the extensive "know how" in optical design,
fabrication, production and testing technologies will allow our customers to
focus on their own development efforts, freeing them from the need to develop
subject matter expertise in optics. By providing the bridge into the optical
solution world, we are able to partner with our customers on a long-term basis,
create value for our customers, and capture that value through the long-term
supply relationships we seek to develop.
Further information about our strategic direction can be found in our recent
Annual Report on Form 10-K for the fiscal year ended June 30, 2022.
Results of Operations
Revenue
Revenue for the first quarter of fiscal 2023 was approximately $7.4 million, a
decrease of approximately $1.7 million, or 19%, as compared to approximately
$9.1 million in the same period of the prior fiscal year. The two main factors
contributing to the sales decrease were as follows: (1) decreased demand in the
Asia market due to the economic downturn in China; and (2) sales across all
product groups were negatively impacted by the unexpected closure of our U.S.
facility for the last several days of the fiscal 2023 first quarter due to
Hurricane Ian.
Revenue generated by infrared products was approximately $3.6 million in the
first quarter of fiscal 2023, a decrease of approximately $1.2 million, or 26%,
as compared to approximately $4.9 million in the same period of the prior fiscal
year. The decrease in revenue is primarily driven by sales of BD6-based molded
infrared products, particularly to customers in the China industrial market.
Sales of diamond-turned infrared products also decreased, primarily attributable
to customers in the defense and industrial markets.
Revenue generated by PMO products was approximately $3.3 million for the first
quarter of fiscal 2023, a decrease of approximately $540,000, or 14%, as
compared to approximately $3.8 million in the same period of the prior fiscal
year. The decrease in revenue is primarily attributed to decreases in sales
through our catalog and distribution channels, as well as sales to commercial
customers. The majority of the decrease in sales through our catalog and
distribution channels is due to the termination of our distribution agreement in
Europe during the third quarter of fiscal 2022. We are no longer accepting new
orders through this distributor, and are now soliciting and receiving orders
directly from the end customers. This transition will continue through the third
quarter of fiscal 2023, as we will continue to ship distribution orders that
were in place prior to the contract termination. The remainder of the decrease
in PMO product sales is related to customers in China, across all of the
industries we serve.
Revenue generated by our specialty products was approximately $455,000 in the
first quarter of fiscal 2023, an increase of approximately $52,000, or 13%,
compared to $402,000 in the same period of the prior fiscal year. The increase
was primarily driven by non-recurring charges billed to a customer during the
first quarter of fiscal 2023.
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Cost of Sales and Gross Margin
Gross margin in the first quarter of fiscal 2023 was approximately $2.2 million,
a decrease of 30%, as compared to approximately $3.2 million in the same period
of the prior fiscal year. Total cost of sales was approximately $5.1 million for
the first quarter of fiscal 2023, compared to approximately $5.9 million for the
same period of the prior fiscal year. Gross margin as a percentage of revenue
was 30% for the first quarter of fiscal 2023, compared to 35% for the same
period of the prior fiscal year. The decrease in gross margin as a percentage of
revenue is primarily due to the significantly lower revenue level, with less
contribution toward fixed manufacturing costs. Maintaining a gross margin of 30%
at this low revenue level reflects the benefit of a number of the operational
and cost structure improvements that we have been implementing.
Selling, General and Administrative
SG&A costs were approximately $2.6 million for the first quarter of fiscal 2023,
a decrease of approximately $231,000, or 8%, as compared to approximately $2.9
million in the same period of the prior fiscal year. The decrease in SG&A costs
is primarily due to a decrease of approximately $300,000 of expenses associated
with the previously disclosed events that occurred at our Chinese subsidiaries,
including legal and consulting fees. Please refer to Note 13, Contingencies, in
the unaudited Condensed Consolidated Financial Statements in this Quarterly
Report on Form 10-Q for additional information.
New Product Development
New product development costs were approximately $550,000 in the first quarter
of fiscal 2023, an increase of approximately $123,000, or 29%, as compared to
the same period of the prior fiscal year. This increase was primarily due to the
re-allocation of personnel resources among our new product development and
manufacturing engineering departments, the latter of which is included in cost
of goods sold.
Other Income (Expense)
Interest expense, net, was approximately $70,000 for the first quarter of fiscal
2023, as compared to $46,000 for the same period of the prior fiscal year. The
increase in interest expense is due to higher interest rates and increased
amortization of loan fees. Total debt has decreased 19% as of the quarter ended
September 30, 2022, as compared to the quarter ended September 30, 2021.
Other income, net, was approximately $27,000 for the first quarter of fiscal
2023, as compared to other expense, net, of $51,000 for the same period of the
prior fiscal year. Other income and expenses are primarily comprised of net
gains losses on foreign exchange transactions. We execute all foreign sales from
our U.S. facilities and inter-company transactions in U.S. dollars, partially
mitigating the impact of foreign currency fluctuations. Assets and liabilities
denominated in non-United States currencies, primarily the Chinese Yuan and
Euro, are translated at rates of exchange prevailing on the balance sheet date,
and revenues and expenses are translated at average rates of exchange for the
year. During the first quarter of fiscal 2023, we incurred net foreign currency
transaction gains of approximately $23,000, compared to losses of approximately
$26,000 for the same period of the prior fiscal year.
Income Taxes
During the first quarter of fiscal 2023, income tax expense was approximately
$102,000, compared to approximately $130,000 for the same period of the prior
fiscal year. Income tax expense is primarily related to income taxes from our
operations in China, including estimated Chinese withholding taxes associated
with intercompany dividends declared by LPOIZ and payable to us as its parent
company. The decrease is due to lower taxable income in that jurisdiction.
Net Loss
Net loss for the first quarter of fiscal 2023 was approximately $1.4 million, or
$0.05 basic and diluted loss per share, compared to $632,000, or $0.02 basic and
diluted loss per share, for the same quarter of the prior fiscal year.
The increase in net loss for the first quarter of fiscal 2023, as compared to
the same period of the prior fiscal year, was primarily attributable to lower
revenue and gross margin, partially offset by lower operating expenses and
income taxes.
Weighted-average common shares outstanding were 27,070,949, basic and diluted,
in the first quarter of fiscal 2023, compared to 26,993,971, basic and diluted,
in the first quarter of fiscal 2022. The increase in the weighted-average basic
common shares was due to the issuance of shares of Class A common stock under
the 2014 ESPP and underlying vested RSUs.
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Potential Impact of Economic Conditions in China
Due to our operations in China, our business, results of operations, financial
condition and prospects may be influenced to a significant degree by economic,
political, legal and social conditions in China. China's economy differs from
the economies of other countries in many respects, including with respect to the
level of development, growth rate, amount of government involvement, control of
foreign exchange and allocation of resources. While China's economy has
experienced significant growth over the past several decades, its growth rate
has declined in recent years and may continue to decline. According to the
National Bureau of Statistics of China, the annual economic growth rate in China
was 6.9% in 2017, 6.8% in 2018, 6.1% in 2019, 2.3% in 2020, and 8.1% in 2021.
The annual economic growth rate in 2022 is estimated to be 4.8%, although some
analysts have indicated that China's economic growth could be lower.
Deteriorating economic conditions in China generally and as a result of China's
zero-COVID strategy, have led to lower demand for the Company's products in
China and thus lower revenues and net income for our subsidiaries in China and
the Company overall. A continuation of China's current economic conditions or a
further slowdown in the economic growth, an economic downturn, a recession, or
other adverse economic conditions in China is likely to have a material adverse
effect on our business and results of operations in future quarters.
Liquidity and Capital Resources
As of September 30, 2022, we had working capital of approximately $9.2 million
and total cash and cash equivalents of approximately $4.3 million, of which,
greater than 50% of our cash and cash equivalents was held by our foreign
subsidiaries.
Cash and cash equivalents held by our foreign subsidiaries in China and Latvia
were generated in-country as a result of foreign earnings. Historically, we
considered unremitted earnings held by our foreign subsidiaries to be
permanently reinvested. However, during fiscal 2020, we began declaring
intercompany dividends to remit a portion of the earnings of our foreign
subsidiaries to us, as the U.S. parent company. It is still our intent to
reinvest a significant portion of earnings generated by our foreign
subsidiaries, however, we also plan to repatriate a portion of their earnings.
During fiscal 2020, we began to accrue for these taxes on the portion of
earnings that we intend to repatriate.
In China, before any funds can be repatriated, the retained earnings of the
legal entity must equal at least 50% of the registered capital. As of September
30, 2022, LPOIZ had approximately $3.3 million available for repatriation and
LPOI did not have any earnings available for repatriation, based on earnings
accumulated through December 31, 2021, the end of the most recent statutory tax
year, that remained undistributed as of September 30, 2022.
Loans payable consists of the BankUnited Term Loan, pursuant to the Amended Loan
Agreement, and the subordinated Equipment Loan. As of September 30, 2022, the
outstanding balance on the BankUnited Term Loan was approximately $3.8 million.
The outstanding balance on the Equipment Loan was approximately $301,000 as of
September 30, 2022.
The Amended Loan Agreement and the Letter Agreement includes certain customary
covenants. As of September 30, 2022, we obtained a waiver of compliance for both
the fixed charge coverage ratio and total leverage ratio, and we were in
compliance with all other covenants, as amended. For additional information, see
Note 11, Loans Payable, to the unaudited Condensed Consolidated Financial
Statements in this Quarterly Report on Form 10-Q.
In February 2022, we filed a shelf registration statement to facilitate the
issuance of our Class A common stock, warrants exercisable for shares of our
Class A common stock, and/or units up to an aggregate offering price of $75.8
million from time to time. In connection with the filing of the shelf
registration statement, we also included a prospectus supplement relating to an
at-the-market equity program under which we may issue and sell shares of our
Class A common stock up to an aggregate offering price of $25.2 million from
time to time, decreasing the aggregate offering price available under our shelf
registration statement to $50.6 million. The shelf registration statement was
declared effective by the SEC on March 1, 2022. As of September 30, 2022, we
have not issued any shares of our Class A common stock pursuant to the
at-the-market equity program.
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We generally rely on cash from operations and equity and debt offerings, to the
extent available, to satisfy our liquidity needs and to maintain our ability to
repay the BankUnited Term Loan. We anticipate refinancing our debt obligations
with a new lender prior to the maturity date of the Term Loan, of which there
can be no assurances. There are a number of factors that could result in the
need to raise additional funds, including a decline in revenue or a lack of
anticipated sales growth, increased material costs, increased labor costs,
planned production efficiency improvements not being realized, increases in
property, casualty, benefit and liability insurance premiums, and increases in
other costs. We will also continue efforts to keep costs under control as we
seek renewed sales growth. Our efforts are directed toward generating positive
cash flow and profitability. If these efforts are not successful, we may need to
raise additional capital. Should capital not be available to us at reasonable
terms or rates, other actions may become necessary in addition to cost control
measures and continued efforts to increase sales. These actions may include
exploring strategic options for the sale of the Company, the sale of certain
product lines, the creation of joint ventures or strategic alliances under which
we will pursue business opportunities, the creation of licensing arrangements
with respect to our technology, or other alternatives.
Cash Flows - Operating:
Cash used in operations was approximately $415,000 for the first three months of
fiscal 2023, compared to approximately $1.6 million for the same period of the
prior fiscal year. Cash used in operations for the first three months of fiscal
2023 was less than in the comparable period, with an outflow of approximately
$69,000 from the net change in operating assets and liabilities in the first
quarter of fiscal 2023, compared to $2 million from the net changes in operating
assets and liabilities for the first quarter of fiscal 2022. The amount of cash
used in operations in the first fiscal quarter of 2022 resulted from several
factors, including a decrease in accounts payable and accrued liabilities during
such quarter arising from the payment of certain expenses related to previously
disclosed events that occurred at our Chinese subsidiaries which were accrued as
of June 30, 2021, and an increase in accounts receivable due to higher sales
than the previous sequential quarter. Cash used in operations in the first three
months of fiscal 2023 reflect a decrease in accounts receivable due to lower
sales than the previous sequential quarter.
Cash Flows - Investing:
During the first three months of fiscal 2023, we expended approximately $243,000
in investments in capital equipment, compared to approximately $1.2 million in
the same period of the prior fiscal year. The first three months of fiscal 2023
reflects only maintenance capital expenditures, whereas the majority of our
capital expenditures during the first three months of fiscal 2022 were related
to the continued expansion of our infrared coating capacity as well as
increasing our lens diamond turning capacity to meet current and forecasted
demand.Overall, we anticipate that the level of capital expenditures during
fiscal 2023 will be greater than fiscal 2022, however, the total amount expended
will depend on opportunities and circumstances.
Cash Flows - Financings:
Net cash used in financing activities was approximately $187,000 for the first
three months of fiscal 2023, compared to cash provided by financing activities
of approximately $51,000 in the same period of the prior fiscal year. Cash used
in financing activities for the first three months of fiscal 2023 reflects
approximately $207,000 in principal payments on our loans and finance leases
offset by approximately $20,000 in proceeds from the sale of Class A common
stock under the 2014 ESPP. Cash provided by financing activities for the first
three months of fiscal 2022 reflects approximately $238,000 in principal
payments on our loans and finance leases, offset by proceeds of approximately
$267,000 from the Equipment Loan, and approximately $22,000 in proceeds from the
sale of Class A common stock under the 2014 ESPP.
Contractual Obligations and Commitments
As of September 30, 2022, our principal commitments consisted of obligations
under operating and finance leases, and debt agreements. No material changes
occurred during the first three months of fiscal 2023 in our contractual cash
obligations to repay debt or to make payments under operating and finance
leases, or in our contingent liabilities as disclosed in our Annual Report on
Form 10-K for the year ended June 30, 2022.
Off Balance Sheet Arrangements
We do not engage in any activities involving variable interest entities or
off-balance sheet arrangements.
Critical Accounting Policies and Estimates
There have been no material changes to our critical accounting policies and
estimates during the three months ended September 30, 2022 from those disclosed
in Item 7. Management's Discussion and Analysis of Financial Condition and
Results of Operations, of our Annual Report on Form 10-K for the year ended June
30, 2022.
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How We Operate
We have continuing sales of two basic types: sales via ad-hoc purchase orders of
mostly standard product configurations (our "turns" business) and the more
challenging and potentially more rewarding business of customer product
development. In this latter type of business, we work with customers to help
them determine optical specifications and even create certain optical designs
for them, including complex multi-component designs that we call "engineered
solutions." This is followed by "sampling" small numbers of the product for the
customers' test and evaluation. Thereafter, should a customer conclude that our
specification or design is the best solution to their product need; we negotiate
and "win" a contract (sometimes called a "design win") - whether of a "blanket
purchase order" type or a supply agreement. The strategy is to create an annuity
revenue stream that makes the best use of our production capacity, as compared
to the turns business, which is unpredictable and uneven. This annuity revenue
stream can also generate low-cost, high-volume type orders. A key business
objective is to convert as much of our business to the design win and annuity
model as is possible. We face several challenges in doing so:
· Maintaining an optical design and new product sampling capability,
including a high-quality and responsive optical design engineering staff;
· The fact that as our customers take products of this nature into higher
volume, commercial production (for example, in the case of molded optics,
this may be volumes over one million pieces per year) they begin to focus
on reducing costs - which often leads them to turn to larger or overseas
producers, even if sacrificing quality; and
· Our small business mass means that we can only offer a moderate amount of
total productive capacity before we reach financial constraints imposed by
the need to make additional capital expenditures - in other words, because
of our limited cash resources and cash flow, we may not be able to service
every opportunity that presents itself in our markets without arranging
for such additional capital expenditures.
Despite these challenges to winning more "annuity" business, we nevertheless
believe we can be successful in procuring this business because of our unique
capabilities in optical design engineering that we make available on the
merchant market, a market that we believe is underserved in this area of service
offering. Additionally, we believe that we offer value to some customers as a
source of supply in the U.S. should they be unwilling to commit to purchase
their supply of a critical component from foreign merchant production sources.
For information regarding revenue recognition related to our various revenue
streams, refer to Critical Accounting Policies and Estimates in our Annual
Report on Form 10-K dated June 30, 2022.
Our Key Performance Indicators:
Typically, on a weekly basis, management reviews a number of performance
indicators, both qualitative and quantitative. These indicators change from time
to time as the opportunities and challenges in the business change. These
indicators are used to determine tactical operating actions and changes. We
believe that our non-financial production indicators, such as those noted, are
proprietary information.
Financial indicators that are considered key and reviewed regularly are as
follows:
· Sales backlog;
· Revenue dollars and units by product group; and
· Other key indicators.
These indicators are also used to determine tactical operating actions and
changes and are discussed in more detail below. Management is evaluating these
key indicators as we transition to our new strategic plan, and is implementing
certain changes and updates as further described below.
Sales Backlog
We believe our sales growth has been and continues to be our best indicator of
success. Our best view into the efficacy of our sales efforts is in our "order
book." Our order book equates to sales "backlog." It has a quantitative and a
qualitative aspect: quantitatively, our backlog's prospective dollar value and
qualitatively, what percent of the backlog is scheduled by the customer for
date-certain delivery. We evaluate our total backlog, which includes all firm
orders requested by a customer that are reasonably believed to remain in the
backlog and be converted into revenues. This includes customer purchase orders
and may include amounts under supply contracts if they meet the aforementioned
criteria. Generally, a higher total backlog is better for us.
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Our total backlog at September 30, 2022 was approximately $23.0 million, an
increase of 19%, as compared to $19.3 million as of September 30, 2022. Compared
to the end of fiscal 2022, our total backlog increased by 29% during the first
three months of fiscal 2023. Backlog change rates for the last five fiscal
quarters are:
Change
From Prior
Total Backlog Change From Quarter
Quarter ($ 000) Prior Year End End
Q1 2022 $ 19,265 -10 % -10 %
Q2 2022 $ 21,929 3 % 14 %
Q3 2022 $ 19,678 -8 % -10 %
Q4 2022 $ 17,767 -17 % -10 %
Q1 2023 $ 22,973 29 % 29 %
The increase in backlog during the first three months of fiscal 2023 was largely
due to a $4 million supply agreement with a long time European customer of
precision motion control systems and OEM assemblies. The new supply agreement
will go into effect in the second half of our fiscal year 2023 and is expected
to run for around 12-18 months. In addition, orders were received for several
other significant long-term projects with customers in the U.S and in Europe.
Historically, it is in the second quarter of each fiscal year that we receive
the renewal of a large annual contract for infrared products, which we typically
begin shipping against in the fiscal third quarter. The timing of other contract
renewals may not be as consistent and, thus, backlog levels may increase
substantially when annual and multi-year orders are received, and the total
backlog is subsequently drawn down as shipments are made against these orders.
Our annual and multi-year contracts are expected to renew in future quarters.
Markets continue to experience growing demand for infrared products used in the
industrial, defense and first responder sectors. Demand for infrared products
continues to be fueled by interest in lenses made with our proprietary BD6
material. With the global supply of germanium currently concentrated in Russia
and China, recent global events are generating renewed interest in BD6 as an
alternative to germanium. We expect to maintain moderate growth in our visible
PMO product group by continuing to diversify and offer new applications, with a
cost competitive structure. However, order bookings for both PMO and Infrared
products continue to be slow in China. During fiscal 2022, we believe the
terminations of certain of our management employees in our China subsidiaries,
LPOIZ and LPOI, and transition to new management personnel, adversely impacted
the domestic sales in China of these subsidiaries. Although our new sales and
management personnel have begun to establish relationships with customers,
domestic sales in China have also been adversely impacted by the economic
downturn in China, which we expect to continue to negatively impact fiscal 2023
revenue in that region.
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Revenue Dollars and Units by Product Group
The following table sets forth revenue dollars and units for our three product
groups for the three-month periods ended September 30, 2022 and 2021:
(unaudited)
Three Months Ended
September 30, Quarter
2022 2021 % Change
Revenue
PMO $ 3,272,555 $ 3,812,950 -14 %
Infrared Products 3,639,659 4,887,918 -26 %
Specialty Products 454,687 402,475 13 %
Total revenue $ 7,366,901 $ 9,103,343 -19 %
Units
PMO 447,486 494,307 -9 %
Infrared Products 45,375 144,447 -69 %
Specialty Products 29,966 5,262 469 %
Total units 522,827 644,016 -19 %
Three months ended September 30, 2022
Our revenue decreased by 19% in the first quarter of fiscal 2023, as compared to
the same quarter of the prior fiscal year, driven by decreases in both PMO and
Infrared products. The two main factors contributing to the sales decrease were
as follows: (1) decreased demand in the Asia market due to the economic downturn
in China; and (2) sales across all product groups were negatively impacted by
the unexpected closure of our U.S. facility for the last several days of the
fiscal 2023 first quarter due to Hurricane Ian.
Revenue from the PMO product group for the first quarter of fiscal 2023 was $3.3
million, a decrease of 14%, as compared to the same quarter of the prior fiscal
year. The decrease in revenue is primarily attributed to decreases in sales
through our catalog and distribution channels, as well as sales to commercial
customers. The majority of the decrease in sales through our catalog and
distribution channels is due to the termination of our distribution agreement in
Europe during the third quarter of fiscal 2022. We are no longer accepting new
orders through this distributor, and are now soliciting and receiving orders
directly from the end customers. This transition will continue through the third
quarter of fiscal 2023, as we will continue to ship distribution orders that
were in place prior to the contract termination. The remainder of the decrease
in PMO product sales is related to customers in China, across all of the
industries we serve.
Revenue generated by the infrared product group for the first quarter of fiscal
2023 was $3.6 million, a decrease of 26%, as compared to same quarter of the
prior fiscal year. The decrease in revenue is primarily driven by sales of
BD6-based molded infrared products, particularly to customers in the China
industrial market. Sales of diamond-turned infrared products also decreased,
primarily attributable to customers in the defense and industrial markets.
Our specialty products revenue increased by 13%, as compared to the same period
of the prior fiscal year, and represented 6% and 4% of total revenue for the
first quarters of fiscal 2023 and 2022, respectively. The increase was primarily
driven by non-recurring charges billed to a customer during the first quarter of
fiscal 2023.
Other Key Indicators
Other key indicators include various operating metrics, some of which are
qualitative and others are quantitative. These indicators change from time to
time as the opportunities and challenges in the business change. They are mostly
non-financial indicators, such as evaluating the pipeline of sales
opportunities, on time delivery trends, units of shippable output by major
product line, production yield rates by major product line, and the output and
yield data from significant intermediary manufacturing processes that support
the production of the finished shippable product. These indicators can be used
to calculate such other related indicators as fully-yielded unit production
per-shift, which varies by the particular product and our state of automation in
production of that product at any given time. Higher unit production per shift
means lower unit cost and, therefore, improved margins or improved ability to
compete, where desirable, for price sensitive customer applications. The data
from these reports is used to determine tactical operating actions and changes.
Management also assesses business performance and makes business decisions
regarding our operations using certain non-GAAP measures. These non-GAAP
measures are described in more detail below under the heading "Non-GAAP
Financial Measures."
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Non-GAAP Financial Measures
We report our historical results in accordance with GAAP; however, our
management also assesses business performance and makes business decisions
regarding our operations using certain non-GAAP financial measures. We believe
these non-GAAP financial measures provide useful information to management and
investors that is supplementary to our financial condition and results of
operations computed in accordance with GAAP; however, we acknowledge that our
non-GAAP financial measures have a number of limitations. As such, you should
not view these disclosures as a substitute for results determined in accordance
with GAAP, and they are not necessarily comparable to non-GAAP financial
measures that other companies use.
EBITDA
EBITDA is a non-GAAP financial measure used by management, lenders, and certain
investors as a supplemental measure in the evaluation of some aspects of a
corporation's financial position and core operating performance. Investors
sometimes use EBITDA, as it allows for some level of comparability of
profitability trends between those businesses differing as to capital structure
and capital intensity by removing the impacts of depreciation and amortization.
EBITDA also does not include changes in major working capital items, such as
receivables, inventory and payables, which can also indicate a significant need
for, or source of, cash. Since decisions regarding capital investment and
financing and changes in working capital components can have a significant
impact on cash flow, EBITDA is not necessarily a good indicator of a business's
cash flows. We use EBITDA for evaluating the relative underlying performance of
our core operations and for planning purposes. We calculate EBITDA by adjusting
net income to exclude net interest expense, income tax expense or benefit,
depreciation and amortization, thus the term "Earnings Before Interest, Taxes,
Depreciation and Amortization" and the acronym "EBITDA."
We believe EBITDA is helpful for investors to better understand our underlying
business operations. The following table adjusts net loss to EBITDA for the
quarters ended September 30, 2022 and 2021:
(unaudited)
Quarter Ended September 30,
2022 2021
Net loss $ (1,380,700 ) $ (632,097 )
Depreciation and amortization 816,334 910,962
Income tax provision 102,134 129,873
Interest expense 70,370 45,749
EBITDA $ (391,862 ) $ 454,487
% of revenue -5 % 5 %
Our EBITDA for the quarter ended September 30, 2022 was a loss of approximately
$392,000, compared to earnings of $454,000 for the same period of the prior
fiscal year. The decrease in EBITDA in the first quarter of fiscal 2023 was
primarily attributable to lower revenue and gross margin, partially offset by
lower operating costs.
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