Xplore Technologies The World Expert in Rugged Mobility. December 2017

Transcription

1 Xplore Technologies The World Expert in Rugged Mobility December 2017

2 Disclaimer This Presentation includes forward-looking statements. All statements made in this Presentation that are not of a historical nature are forward-looking statements. Forward-looking statements reflect the Company s current expectations, estimates and predictions about future results and events. Such projections and statements are based upon assumptions about future events that are inherently uncertain and subjective. Although the Company believes that the expectations contained in these forward-looking statements are reasonable, it cannot give any assurance that these expectations will prove to be correct. Actual results may vary materially from those described in the forward-looking statements. The Company is under no duty to update any of the forward-looking statements after the date of this Presentation or to conform these statements to actual results. Nothing contained herein is intended to be, nor should be relied upon as, a promise or representation as to future performance of the Company. 2

3 Xplore Technologies The Rugged Tablet Authority since 1996 Manufacturing powerful, long-lasting, and customer-defined rugged mobility solutions Broadest portfolio of genuinely rugged tablets Purpose-built for the energy, utilities, telecommunications, military and defense, manufacturing, distribution, public safety, healthcare, government, and field service sectors. Award-winning military-grade computers among the most powerful and longest lasting in their class, built to withstand nearly any hazardous condition or environmental extreme without failure. 3

4 Why Xplore Highly Differentiated Rugged Mobility Niche product, premium mobile devices #2 global market share with field-proven ROI High Growth Platform Opportunity Customer expansion and refresh opportunities Entering new verticals to expand addressable market Sustainable Profitability Proven profitable operating model Reinvesting in sales, marketing and engineering development 4

5 Rugged Mobility

6 If it s mobile, it has to be rugged 6

7 Increasing Recognition of Rugged Increasing reliance on connected mobile workforce Challenging environmental factors Dust, rain, chemicals Heat and cold Vibration and drops Consumer and commercial grade products don t hold up Field experience proves Rugged = Increased ROI, lower TCO Once a customer goes rugged, they stay rugged 7

8 Traditional Addressable Markets Rugged Tablet Rugged Laptop Non-Rugged Market Size $600M $900M Multi-Billion Market Growth ~5% annual Low single digits Variable Xplore Opportunity Gain further share as #2 global leader, bespoke capability Competitive Landscape Drive share gains through growing sales pipeline with existing and new customers Mobility driving shift away from laptop format Convert rugged laptop market as customers demand greater mobility and convertible products Convert non-rugged installations and paper processes High ROI from mobility investments; better performance and reliability vs consumer products, cases 8

9 Global Leading Customer Base Energy / Oil & Gas Field Service / Utilities Distribution / Manufacturing Military/Federal Pharmaceutical / Healthcare Public Safety / Government Telecommunication Transportation Retail / Hospitality 9

10 Leveraging the Platform

11 Multiple Growth Opportunities Increasing penetration, delivering refreshes at existing customers Additional divisions currently using consumer, business or laptop platforms Announced refreshes and expansion orders with key telecom customers Growing International Sales Multi-million per quarter upside in Europe Further develop and expand Latin America Rebuild distributor channel in multiple regions Selling into New and Underpenetrated Markets Multiple new end markets Larger total addressable market 11

12 2018: Building a Platform Profitability Drive profitability through continued growth Rugged mobility Leverage Xplore s rugged engineering across a range of mobile devices Adjacent markets Customer, sales and engineering synergies Near term Smaller format devices, 2-in-1 and laptop form factors Longer term Mobile devices with high margin profiles and notable ROI from rugged HaaS and Service Explore Hardware as a Service and additional service opportunities 12

13 Growth Driver: XSLATE D10 Xplore s Newest Fully-Featured, Fully-Rugged, and Lightweight Android Tablet Android Marshmallow OS MIL-STD-810G Certified with 5 Drop Rating IP65 Rated for Dust and Liquids Intel Bay Trail Quad Core runs complex applications at low power output Full Shift Battery Life Up to 8 Hours, 20 Hour Hot Swappable External Battery Brilliant Outdoor, Wide-Viewable Display for Field Applications Robust Connectivity: Two USB 3.0 Ports ac Bluetooth GPS RJ-45 Micro HDMI, MicroSD Integrated bar code and HDMI Full complement of docks & accessories Android, Google, Google Play and other marks are trademarks of Google Inc. 13

14 Growth Driver: XSLATE R12 MIL-STD-810G, IP54, C1D2 certified rugged 2-in-1 mobility Intel Core -Series processors, large 12.5 Gorilla Glass 800 Nit screen Robust Connectivity plus pass-thru WWAN, WLAN, GPS Antenna Fingerprint scanner, removable SSD, optional Smart Card/CAC reader Hot swappable battery provides over 9 hours of battery life Full complement of docks & accessories 14

15 Driving Increased Profitability

16 Delivering on the Operating Model Strong History of Revenue Growth FY2017 Pivot to Profitability and Cash Flow $120.0 $100.0 $80.0 Revenue OpEx Motion asset acquisition one-time catch up orders** $100.5 $77.9 $75-85E $60.0 $42.6 $40.0 $20.0 $17.8 $27.5 $30.5 $35.6 $14.0 $30.3 $24.0 $23-25E $0.0 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18E* *FY18E reflects midpoint of outlook as of August 9, 2017; Xplore fiscal year is April 1 March 31 ** Reflects management estimate of one-time Motion catch-up orders at 20-30% of FY16 sales 16

17 2017: Delivering A Turnaround Restructure sales Consolidate product lines, refocus channel; 3 rd best quarter in XPLR history $24.5M Secure gross margin premium 28-30% GM, incl. large order fulfillment Lean out opex Reduced more than 20% YoY to $23-25M annually Prove profitability, generate FCF >$10M in positive cash flow 2HFY17 Increase order visibility and customer penetration higher backlog, larger orders and refresh opportunities Fiscal 2017 ended March 31,

18 F1H 2018: Leveraging Profitability Fiscal 1Q18 (June) $20.0M revenue +21% YoY 30.9% gross margin Opex: $6.0M Adj EBITDA +$839k vs -$1.1M F1Q17 GAAP net income $239k, $.02 EPS Backlog of $4.5M entering F2Q Won $16M, 2-year telco refresh Won telco division converting to B10 Won Canadian R12 assessor contract Growing international sales traction Fiscal 2Q18 (September) $22.7M revenue +14% YoY 27.9% gross margin Efficient Opex: $5.9M Adj EBITDA +$1.0M vs +$116k F2Q17 GAAP net income $397k, $.04 EPS Backlog of $11.9M entering F3Q Won numerous contracts in rail, telco expansions, warehousing, logistics, manufacturing, law enforcement, etc Executive changes Expanded strategic focus to rugged mobility 18

19 F2018 Focus: Operational Execution Conservative outlook $75-85M topline Maintain lower opex at $23-25M International sales improving Entering new markets, multiple drivers Largest sales pipeline in company history: Expanding list of Fortune 500 and Global 2000 customers and prospects Number of customer refresh opportunities in process Sustainable profitability and cash flows to fund business growth into rugged mobility 19

20 Operating Leverage Drives Profit Growth ($ millions) FY2015 FY2016 FY2017 FY2018 Outlook Target Model Revenue $42.6 $100.5 $77.9 $75 - $85 $120+ Gross Margin 33.6% 31.2% 28.2% 28% - 30% 28% - 30% OpEx $13.0 $30.3 $24.0 $23 - $25 ~20% FY2017 Impacted by: Nonrecurring FY2016 Motion catch-up revenue (20-30%) Industry slowdown in 1H, supply disruption in F4Q FY2018 outlook includes: Conservative outlook for topline Maintained lower opex, reinvesting efficiency gains into sales Recovery from late FY17 supply chain disruption Transition to profit and cash flow focus Outlook provided May 31, 2017 and is not being updated or confirmed in this presentation. Reconciliation in Appendix. 20

21 Positioned for Long-Term Growth, Profitability Specialty Product Focus Highly differentiated products for demanding conditions Rugged mobility focus expands addressable market Sound Industry Dynamics Growing $600M rugged tablet, $900M rugged laptop opportunity Multi-billion non-computerized and non-rugged opportunity Growing Revenue Taking competitor share through better service, customization Expanded sales channel and distribution Increasing Profitability Substantial opex reductions drive improved profitability Incremental revenue has high net income contribution 21

22 Thank You 22

23 Non-GAAP Reconciliation Fiscal 2018 FY st Qtr 2nd Qtr 3rd Qtr 4th Qtr YTD Revenue $ 19,998 $ 22,748 $ 42,749 Cost of revenue $ 13,812 $ 16,395 $ 30,207 Gross profit $ 6,186 $ 6,353 $ 12,539 Expenses Sales, marketing and support $ 3,201 $ 3,166 $ 6,367 Product research, development & engineering $ 807 $ 922 $ 1,729 General administrative $ 1,950 $ 1,786 $ 3,736 Total expenses $ 5,958 $ 5,874 $ 11,832 Profit/(loss) from operations $ 228 $ 479 $ 707 Other expenses Interest expense $ (25) $ (79) $ (104) Other income/expenses $ 36 $ 7 $ 43 $ 11 $ (72) $ (61) Income/(loss) before taxes $ 239 $ 407 $ 646 Income taxes - $ (10) $ (10) Net income/(loss) $ 239 $ 397 $ 636 Depreciation & amortization $ 473 $ 454 $ 917 Interest expense $ 25 $ 79 $ 104 Income taxes - $ 10 $ 10 EBITDA $ 737 $ 940 $ 1,667 Non-cash compensation $ 102 $ 113 $ 215 Adjusted EBITDA $ 839 $ 1,053 $ 1,882 23

24 Non-GAAP Reconciliation Fiscal 2017 FY st Qtr 2nd Qtr 3rd Qtr 4th Qtr YTD Revenue $ 16,473 $ 20,007 $ 24,499 $ 16,949 $ 77,928 Cost of revenue $ 11,609 $ 17,784 $ 12,192 $ 55,956 Gross profit $ 4,864 $ 5,636 $ 6,715 $ 4,757 $ 21,972 Expenses Sales, marketing and support $ 3,435 $ 2,896 $ 3,153 $ 2,886 $ 12,370 Product research, development & engineering $ 953 $ 1,317 $ 1,303 $ 889 $ 4,462 General administrative $ 2,039 $ 1,868 $ 1,816 $ 1,470 $ 7,193 Total expenses $ 6,427 $ 6,081 $ 6,272 $ 5,245 $ 24,025 Profit/(loss) from operations $ (1,563) $ (445) $ 443 $ (488) $ (2,053) Other expenses Interest expense $ (8) $ (69) $ (79) $ (17) $ (173) Other income/expenses $ (96) $ (22) $ (96) $ 17 $ (197) $ (104) $ (91) $ (175) $ (370) Income/(loss) before taxes $ (1,667) $ (536) $ 268 $ (488) $ (2,423) Income taxes $ (80) - $ (49) $ (129) Net income/(loss) $ (1,747) $ (536) $ 219 $ (488) $ (2,552) Depreciation & amortization $ 348 $ 456 $ 364 $ 403 $ 1,571 Interest expense $ 8 $ 69 $ 79 $ 17 $ 173 Income taxes $ 80 - $ 49 $ 129 EBITDA $ (1,311) $ (11) $ 711 $ (632) $ (679) Non-cash compensation $ 175 $ 127 $ 111 $ 98 $ 511 Adjusted EBITDA $ (1,136) $ 116 $ 822 $ 30 $ (168) 24

25 Non-GAAP Reconciliation Fiscal 2016 FY st Qtr 2nd Qtr 3rd Qtr 4th Qtr YTD Revenue $ 24,043 $ 28,853 $ 27,023 $ 20,611 $100,530 Cost of revenue $ 15,893 $ 20,744 $ 18,181 $ 14,365 $ 69,183 Gross profit $ 8,150 $ 8,109 $ 8,842 $ 6,246 $ 31,347 Expenses Sales, marketing and support $ 3,620 $ 3,642 $ 3,925 $ 3,909 $ 15,096 Product research, development & engineering $ 1,830 $ 1,577 $ 1,129 $ 1,235 $ 5,771 General administrative $ 2,331 $ 2,487 $ 2,521 $ 2,088 $ 9,427 Total expenses $ 7,781 $ 7,706 $ 7,575 $ 7,232 $ 30,294 Profit/(loss) from operations $ 369 $ 403 $ 1,267 $ (986) $ 1,053 Other expenses Interest expense $ (6) $ (52) - - $ (58) Cost of integration $ (670) $ (122) $ (95) $ (26) $ (913) Other income/expenses $ 63 $ (131) $ (317) $ (65) $ (450) $ (613) $ (305) $ (412) $ (91) $ (1,421) Income/(loss) before taxes $ (244) $ 98 $ 855 $ (1,077) $ (368) Income taxes - $ (69) $ 75 $ 6 Net income/(loss) $ (244) $ 98 $ 786 $ (1,002) $ (362) Depreciation & amortization $ 358 $ 457 $ 498 $ 417 $ 1,730 Interest expense $ 6 $ $ 58 Income taxes - - $ 69 $ (75) $ (6) EBITDA $ 120 $ 607 $ 1,353 $ (660) $ 1,420 Non-cash compensation $ 607 $ 492 $ 535 $ 522 $ 2,156 Cost of integration $ 670 $ 122 $ 95 $ 26 $ 913 Adjusted EBITDA $ 1,397 $ 1,221 $ 1,983 $ (112) $ 4,489 25

26 Key Financial Ratios FY st Qtr 2nd Qtr 3rd Qtr 4th Qtr YTD Gross margin 30.9% 27.9% 29.3% Operating margin 1.1% 2.1% 1.7% Periodic revenue % n/a n/a n/a Quarter over Quarter Revenue Change % 21.4% 13.7% FY st Qtr 2nd Qtr 3rd Qtr 4th Qtr YTD Gross margin 29.5% 28.2% 27.4% 28.1% 28.2% Operating margin -9.5% -2.2% 1.8% -2.9% -2.6% Periodic revenue % 21.1% 25.7% 31.4% 21.7% 100.0% Quarter over Quarter Revenue Change % -20.1% 21.5% 22.5% -30.8% FY st Qtr 2nd Qtr 3rd Qtr 4th Qtr YTD Gross margin 33.9% 28.1% 32.7% 30.3% 31.2% Operating margin 1.5% 1.4% 4.7% -4.8% 1.0% Periodic revenue % 23.9% 28.7% 26.9% 20.5% 100.0% Quarter over Quarter Revenue Change % 131.0% 20.0% -6.3% -23.7% 26