Welcome back, everyone. Next, we have Orion Energy Systems, Inc., trades on the Nasdaq under the symbol OESX, provides energy efficiency and clean tech solutions, including LED lighting and controls, electrical vehicle charging solutions, and maintenance services. Happy to welcome CEO, Sally Washlow, and CFO, Per Brodin. Nice to see you both today. We're happy to have you on the conference.
Thank you for the introduction, and thank you for having us today and joining us today for our presentation.
Perfect. The floor is yours. Call me back when you're ready for some questions.
Thank you. I'll jump right in. As Ana introduced us, I would like to first start with our organizational mission, is that we are helping our customers achieve their sustainability, energy savings, and carbon footprint reduction goals through innovative technology and exceptional service. How we do this is delivering through various business segments. We go to market with lighting, maintenance and technical services, and EV charging systems. Within our lighting division, we design, manufacture, and install energy-efficient LED lighting systems. We have completed over 25,000 projects with a strong focus on commercial and industrial retrofit businesses. The applications are interior and exterior, and we're often partnering with IoT solutions as well to bring to our customers. I think a really important part to note here, and I'll share a bit more, is that we have multiple go-to-market models, including turnkey.
Some of our other go-to-market models within lighting is we have a distribution channel, and we also work with Energy Service Companies, otherwise known as ESCOs. Our multiple paths to market enable us to meet the end users where they want to meet us, whether it's a full turnkey solution or whether we're working with them through a distribution partner or the ESCO channel. All of this has led to many repeat clients, year over year. In our maintenance and technical services group, here is where we are delivering reoccurring services across lighting and EV systems. Our maintenance group services electrical, EV, and lighting. Recently in the fall, we had announced a three-year renewal with one of our largest customers and partners that will provide $45 million of maintenance services over the next three years.
Our capabilities are actually also national because of this large contract enables us to have a national footprint. Within EV charging systems, we go to market under a brand called Voltrek, really a pioneer in turnkey installation of EV charging systems, where we are doing end-to-end commercial EV charging solutions. We are starting at the beginning with site design, installation, and commissioning. We're working with the leading equipment suppliers, such as ChargePoint and ABB. Many of our installations are with Level two and DC Fast Charging along with fleet installations. We have national execution capabilities within our EV segment as well, and within this segment, we also have networking and maintenance, which is another source of recurring revenue for us. We believe at Orion, we have nimble technology and unrivaled ROI. Within this, our Orion's value add provides many competitive advantages.
Through our industry-leading technology and design on the lighting side, our product development teams are always working to ensure that we have the highest energy efficiency. Our smart design delivers the highest ROI in the projects that we serve. With our unique turnkey capability, we are able to execute projects from concept to completion. Our design and manufacturing facility, you'll see on the left here, is an example of our 266,000 sq ft manufacturing facility, which is located next to our corporate headquarters in Manitowoc, Wisconsin. This allows us flexibility, along with our U.S.-based manufacturing affords us to be BAA and BABA compliant. We also, though, rely on a global supply chain as well. Through partners, we're also bringing product to market through our global supply chain, which again, helps with our flexibility and cost-effective supply chain.
Our US-based manufacturing, though, does help us with an accelerated product development. Oftentimes, we might start a project based out of our US facility here and then work with our partners in the global supply chain as the product rolls further into the market. This allows us to get to market quicker. We can deliver products within four to six months versus others might be at 12 months lead time, which enables us to be a market leader. I mentioned earlier our broad sales reach. We go to market directly working with national accounts. We have an agent and distributor network, and we're also working with ESCOs.
Our blue-chip customer base has provided us repeat business year over year, and I'll share some of the examples of customers that we're proud to say have worked with us, many for over 20 years. Within lighting, our custom manufactured and our unrivaled response allows us to win year in and year out. Because of our proprietary manufacturing approach through our facility, as I mentioned, in Manitowoc and our global partner network, it affords us the most flexibility to meet our customers' needs. Sometimes we're working on custom manufacturing capability, specifically for the national accounts that we serve and the rollouts that we're working with them on, and then we also have the capability to be BAA and BABA compliant as well.
Within maintenance and our managed services group, this affords us recurring maintenance revenue, we are doing anywhere from preventative and reactive lighting, electrical services, and EV maintenance. We're delivering this through our nationwide network of skilled and certified lighting and electrical professionals, we have dedicated 24-hour response for any emergency or non-emergency lighting and electrical issues. Between our preventative and reactive maintenance that we have, it really affords us great relationships with our customers, knowing that we are in their facilities day in and day out. Not only are we working on their maintenance needs, but we're also looking at what future projects might be within the next couple of years that need to be completed. It really creates a stickiness with our customer base.
In EV charging, through our acquisition of Voltrek, they came to us with 15 years of EV expertise and experience, and one of the premier resellers of leading EV charging stations. Again, like in lighting, we are a full turnkey, full service provider, and that's one of the reasons that we wanted to get into EV charging, was looking at our capabilities of being a turnkey provider in lighting. There were similarities within the EV charging market as well. We're proud to be one of the preferred contractors for ABB and ChargePoint and In-Charge Energy, and we partner with them on many projects that we do with over 7,300 charging ports under our management. We're also working with networking maintenance, which provides us reoccurring revenue as well within this channel.
On the left here is an example of an installation that we did at a Hilton in Watertown, New York. Our turnkey capabilities are one of the pinnacles that Orion delivers. We have discrete, bespoke, and turnkey capabilities for projects large and small. We also serve as a preferred provider for Fortune 100 companies and other global leaders in industries ranging from manufacturing to retail to logistics. As you can see on the right here, it often starts with a facility audit. We're working closely with these partners to design their lighting or EV needs in particular, and making sure that we're delivering the right ROI for our customers. We manufacture the product, whether internally or through our global supply chain. The installation is done by our teams. We're then helping them to make sure that the proper rebates are applied.
We have warranty that we work with our customers on, and then wrapping them around in maintenance as well. All of this work has provided us to be year in and year out some client examples. We're proud of the customers that we've serviced, anywhere from where you can see food and beverage distribution, big box retailers. We have worked with the government, whether it's the post office. We had a large project with the US Navy as well. In the bottom row are some great examples of the work that we've done in EV charging as well, whether it's with the Massachusetts Department of Transportation or MIT or Harvard Medical School. We're proud to call all of these logos customers that we have worked with year in and year out. I'd like to share with you a couple of case studies within each of our segments.
Within lighting, a case study with Clarios, which is in a tier one automotive OEM. Their goal was to maximize their energy savings and optimize the visual environment of their 100,000 sq ft Florence, Kentucky, facility by replacing their outdated and inefficient fluorescent technology with our high bay fixtures. The result was that we installed over 800 fixtures and saved them close to $55,000 of annual energy reduction. Not only did they get a better working environment, but year in and year out, we are saving them money. In EV charging, here's an example of, quite frankly, a smaller fleet installation that we did for the Haverhill Public Schools EV transit vans. This was six DC ChargePoint fast charging stations for a little bit of under a half a million dollar project.
If you look at some of our recent press releases, much of the fleet work that we're doing today is to help the city of Boston electrify their school bus system. These projects are well within multiple million dollars. Most of our focus in EV has been on fleet and will be continue to build out the national infrastructure of fleet. In summary, how we are achieving our mission is that Orion Energy provides a one-source solution for LED and EV charging projects. There is a substantial reduction in energy cost for the LED projects that we deliver, with an average payback of one to four years. Our advanced product design and portfolio provides the highest lumen per watt performance in the industry, as I shared earlier.
Our internal product development and engineering teams are working day in and day out to improve the efficiency of our products and provide our customers with more savings. Our flexible supply chain and manufacturing footprint, including our U.S.-based manufacturing, allows us cost efficiencies and enables us to get to market as quickly as possible. One of the leading indicators to win projects in this market is how quickly you can get to market. Our expanded product portfolio, including in exterior products and our TritonPro contractor line, has really expanded the work that we do within our customer's portfolio. Our multiple go-to-market models, including our turnkey project management, is really matching the customer where they need us. Our recent expansion into lighting maintenance services has been another growth area for Orion.
Here's an example of our quarterly revenue margin, EBITDA, and liquidity data over the past 12 months. As you can see, we're at just above $80 million on LTM on revenue. Our gross margin has been around a little under 30%, and we expect to be positive adjusted EBITDA through the year based on our guidance and through Q3 of 2024 , we are at $1.7 million. I would like to open it up for any questions.
Wonderful, Sally. Thank you so much. Yesterday, you announced the rollout of a localized battery energy storage system that enables facilities to minimize cost and maximize efficiency by drawing on stored solar energy. Inaugural deployments are commencing at the first three sites in California. Tell us, what led you to develop this product, and what are your expectations for it?
Certainly, this was a battery energy storage system. The acronym for that these days is BESS. This project was brought to us through an existing customer that we have done some maintenance and turnkey work for. We see this as an extension of the work that we're doing day in and day out, whether it's maintenance or turnkey solutions that we're providing to our customers. They're coming to us and asking: "Can you install EV charging?" The recent example is: "Can you help us with battery energy storage systems?" The answer to that was, it's absolutely in our wheelhouse. These are the initial rollout that we're doing, but we expect to roll this out to over 10 sites just within this initial project.
We're really proud of the work that we've done. We're winning. A lot of this is coming from inbound customer requests, seeing the great work that we do day in and day out, asking us: "What else can you do for us?" Us asking, "Here are some expanded capabilities that we have to deliver to our customers.
Your first installations of your battery energy storage system, they're in California, so discuss how you're expanding.
Yeah. We expect further expansion. We noted three sites, but we have line of sight to about 10 sites that we think will complete within the next nine months in that realm. We think that this can be expanded to other areas as well. The work that we do in EV charging, we think this goes hand in hand, where the EV charging is located, at times they're pulling power, and it's pulling at peak times, which is expensive and getting more costly. The battery storage systems allow even EV charging sites to pull from the battery storage system during peak time and then inherently saves the operators money. We think that there is an expansion...
even beyond the work that we're doing today with even some of the EV charging sites that we've installed over the past decade.
With that, you recently announced a $3.1 million electrical contracting and infrastructure engagement, part of a multi-year modernization of facilities. Is electrical contracting an emerging growth area for Orion?
It is, and it is an expansion of the turnkey work that we do. This is where it's really exciting for Orion and where we sit. Because of our project management and our capability to deliver projects on budget, on time, they're looking at us and saying, "Our customers are asking, 'What other work can you do for us?'" Oftentimes, these might have started as a smaller $50,000, $100,000 lighting project that turned into these seven-figure opportunities for us because of the work that we've done in other areas for them. They're just coming to us and asking us, "Can you do more for us?" We're already on site there.
Their facilities might not be up to code. They're asking us and our team to project management, and then facilitate bringing their facilities up to code so that at the end, we get around to the original scope of the project, which might have been to install a couple hundred thousand dollars worth of lighting as well. We have really seen our pipeline grow in this area and expect further expansion in the coming years as well through these initiatives.
With these initiatives and these recent announcements, you mentioned your ongoing participation with all of this, that multi-year modernization we just discussed and the maintenance of a large retailer that you just announced. Tell us about the overall timeline and how you grow your business, your recurring revenue within these larger companies?
Yeah, because of the work that we do day in and day out, whether it's maintenance work that we're doing with a customer or even turnkey projects that we're working with their teams month after month, what facilities need to get upgraded? Where do we need to help you focus to gain energy efficiency within your portfolio? We're partnering with them so that we have line of sight to what their needs are, executing on those projects.
I think another example of that is with one of our largest customers, a big box retailer, we're deploying in 250 of their exteriors a rollout of exterior lighting within their parking lots and within their outdoor areas of their real estate over the next six months. These are all great examples of the work that we do and the planning that we do with our customers. Every day, our teams are connected with them in some way of future planning or other projects that we can take on for them, like electrical contracting.
We have deep relationships within our current customers to say, "What else can we service for you?" Of course, we're going after new business all the time as well, based upon even referrals that we get from existing customers of the great work that we've done.
Can you talk about how diversified revenue is across national accounts, government, ESCOs, and distribution partners?
Yeah, you know, they all play within each other, the various segments. With some of our national accounts and turnkey, we have hundreds of customers that we serve, and how we manage their projects, that helps us plan in some of our other channels as well, where we're partnering with ESCOs to deliver some of the end users, and then through our distribution channel as well. Our segments all intertwine and play in with each other of how we partner to gain more business as well.
Can you talk about what % of revenue is recurring maintenance control services versus one-time retrofit projects?
We break out our maintenance revenue separately, and so you can see that in our financials. Maintenance revenue is a little north of $15 million every year in terms of that segment. EV is about the same, and then the balance of if we call it, you know, $80 million, $50 million is within the various lighting segments.
What operational efficiencies are being implemented to improve profitability?
Over the past year, we have taken out $6.5 million to improve our profitability and gain some efficiencies. We've held at the 30% gross margin line. We think that we can hold around there as well. Moving forward, there's some variability in that, but there's been a lot done to get where we're at today, and we're not, you know, losing sight of that from an operation standpoint.
Talk about what role do smart controls and IoT integration play in future growth?
We do not develop our own controls. We like to state that we are control agnostic. That can vary quite a bit, based upon an end user's requirement, and I think that is a benefit to us. We partner with various control companies to bring that solution to the end customer. It's not a high growth indicator for us per se, because we're gonna partner with the providers. We build our products to be control agnostic.
Can you talk a little bit about how Orion integrates with third-party building management systems?
Yeah, a lot of that is through the controls that we work with, and those controls provide that bridge to the building management systems, and again, being control agnostic, helps us deliver the proper solution to an end customer.
Is there any color on the pipeline, big contracts or potential opportunities you could sign in fiscal year 2027?
Well, I think the biggest indicator to our pipeline is that we did announce guidance for our FY27, which our FY26 ends at the end of March. We are guiding within the mid-nineties for our FY27. Inherently in that is some growth within projects that we are going to win moving forward, and we're really excited about not only closing out this year, but growth for next year as well.
Perfect. All right. Do you have any closing remarks for our viewers today?
I want to thank everyone for joining us on the call today, and thank you for your time and your interest.