Welcome to BLADE Urban Air Mobility's first fiscal quarter 2022 financial results conference call. At this time, all participants are in listen only mode. A brief question answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press star zero on your telephone keypad. As a reminder, this event is being recorded. I'd like to turn the conference over to your host, Mr. Tom Cook, Investor Relations. Please go ahead.
Good morning, ladies and gentlemen. This is Ravi Jani, Vice President of Investor Relations. Thank you for standing by, and welcome to the BLADE Air Mobility conference call and webcast for the quarter ended March 31, 2022. We appreciate everyone joining us today. Before we get started, I would like to remind you of the company's forward-looking statement and safe harbor language. Statements made in this conference call that are not historical facts, including statements about future time periods, may be deemed to constitute forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These forward-looking statements are subject to risks and uncertainties, and actual future results may differ materially from those expressed or implied by the forward-looking statements.
We refer you to our SEC filings, including our annual report on Form 10-K filed with the SEC for a more detailed discussion of the risk factors that could cause these differences. Any forward-looking statements provided during this conference call are made only as of the date of this call. As stated in our SEC filings, BLADE disclaims any intent or obligation to update or revise these forward-looking statements except as required by law. During today's conference call we will also discuss non-GAAP financial measures, which we believe may be useful in evaluating our financial performance. A reconciliation of the most directly comparable GAAP financial measures to those non-GAAP financial measures is provided in our earnings press release, which will also be available on our website. These non-GAAP measures should not be considered in isolation or as substitute for financial results compared in accordance with GAAP.
Hosting today's conference call are Rob Wiesenthal, Founder and Chief Executive Officer of BLADE, and Will Heyburn, Chief Financial Officer. I will now turn the call over to Rob Wiesenthal. Rob?
Thank you, Ravi. Good morning, everyone. I'd like to thank you for your interest in BLADE and welcome you to our earnings call for the Q1 ended March 31, 2022. I'll start with a short overview of our great results this quarter before handing the call over to Will to cover our financials in more detail. I'm extremely happy to report that our growth in the Q1 ended March 31, 2022 was well ahead of our expectations, even in the face of short-term headwinds generated by Omicron in our short distance business. Revenues in the March 2022 quarter increased 187% to $26.6 million versus $9.3 million in the 2021 comparable period. It is very rewarding to see such growth in what has seasonally been the lightest quarter for BLADE.
It demonstrates our success in diversifying BLADE's geographic footprint and consumer base while staying true to our core strategy of aggregating the world's best existing use cases for urban air mobility and last-mile precious cargo. Revenue growth in the March 2022 quarter was driven in large part by a MediMobility organ transport business, where we have won 14 new clients year to date in 2022, far more than we expected, further expanding the footprint of our medical business to 20 U.S. states. It is also a testament to our BLADE-in-a-Box operating and acquisition platform, which enabled us to quickly integrate Trinity Air Medical, which we purchased in September 2021, and immediately begin realizing revenue and cost benefits.
As a result, we've now armed our MediMobility sales team with what we believe is the most competitive cost structure, strongest logistics technology platform, and the absolute best client service in organ transport today. This service-oriented approach is inherited from our long history of providing seamless, or as we say here, advanced seamless mobility service to business people and discerning travelers in our short distance business. Precision and redundancy has always been a key part of our DNA here at BLADE, and in our organ transport business, it leads to faster response times and shorter trips at more economical prices.
When it comes to moving organs, reducing transit times leads to better clinical outcomes for the transplant recipient, and it is very rewarding for us to provide this critical service to every major transplant center in our hometown community of New York City, as well as across the United States. In our consumer facing businesses, as expected, we saw headwinds from Omicron during this past quarter, particularly in BLADE Airport and Vancouver, where lower utilization led to a contraction in Flight Margin. However, we chose to maintain service availability, and in recent weeks we have been rewarded for that decision with record volumes in our New York City airport transfer business.
I'll let Will discuss recent demand signals in more detail, but it is incredible to see people getting back out and enjoying travel once again, and as well as the decision by executives to get back on the road for business. I'm also excited to welcome Ravi Jani to our team as VP of Investor Relations and ESG. Ravi Jani joins us from Citadel, and his prior experience as an equity research analyst at B of A, I look forward to introducing him to many of you in the coming weeks. I could not be more happy with our progress, and with that I'll turn the call over to Will.
Thank you, Rob. I'll walk through a few highlights from our business lines. In short distance, revenues were up 300% to $4.2 million in the March 2022 quarter versus $1.1 million in the comparable 2021 period. Growth was driven by the resumption of our BLADE Airport service, which began in June 2021, increased demand for personal and business helicopter charter, as well as our acquisition of Helijet's passenger routes in Vancouver, which contributed $1.8 million of revenues in the quarter. This was partially offset by reduced off-season demand for our commuter products.
Turning to MediMobility, organ transport and jet. Revenues increased 186% this quarter to $22.1 million versus $7.7 million in the comparable 2021 period. Growth was driven by the addition of new hospital and jet clients, our acquisition of Trinity Air Medical, and stronger demand for our seasonal BLADEOne jet service between New York and South Florida. Trinity is firing on all cylinders, and we're excited about the power of the combined BLADE and Trinity platform, which has accelerated organic growth and significantly expanded our customer base. Turning to cost of revenue. As discussed on our last earnings call, we made the decision to maintain full service levels throughout the past Omicron wave, and thus we did expect to see some margin pressure this quarter given lower utilization in our consumer-facing businesses.
Flight Margin decreased this quarter to 11% versus 16% in the comparable 2021 period, driven by the resumption of BLADE Airport service in June 2021, which was operating below break-even utilization during the ramp phase this quarter, coupled with Omicron impacts to both BLADE Airport and Vancouver. However, our commitment to maintaining capacity has paid off. In Airport, we saw our best week ever this month with a 25,000-flyer-per-year run rate, and we will continue to invest in capacity and route expansion ahead of demand. Vancouver is now operating at break-even utilization, and we expect to return to profitability in the coming weeks. Additionally, we expect recent seat price increases as well as strong return to travel sentiment amongst our flyers to further improve Flight Margin in future quarters.
In short, now that COVID restrictions are being lifted, folks are getting back to enjoying the travel they've missed for leisure and getting back on the road for business meetings and conferences. Absent BLADE Airport in Vancouver, Flight Margin would have been approximately 17% in the current quarter. Going forward, we'll continue to provide detail regarding the impact of new routes on our quarterly Flight Margin in order to provide investors with greater clarity into the attractive margin profile of our more mature businesses. Let's turn now to selling, general, and administrative expenses, which includes software development, general and administrative, and selling and marketing expenses. Total SG&A increased to $16.6 million in the March 2022 quarter from $5.7 million in the comparable 2021 period.
The increase was primarily driven by a $2.7 million increase in staffing costs in order to support our public company transition, as well as our acquisition of Trinity. A $1.7 million increase in legal and regulatory advocacy fees, which we do not expect to reoccur at the same level. A $1.6 million increase in directors' and officers' insurance expense following the company becoming public. A $1 million increase in non-cash intangibles and amortization costs in connection with the Trinity and Helijet transactions, and a $1 million increase in mergers and acquisitions costs. Most importantly, when excluding the one-time non-cash and public company expenses that are added back to comparable adjusted EBITDA, SG&A decreased as a percentage of revenues this quarter, demonstrating the operating leverage of our platform.
Given the significant amount of one-time expenses in the quarter, on an as-reported basis, we expect this Q1 to be the high watermark for quarterly SG&A expense for the year, assuming we do no further M&A. Today, we're seeing excellent momentum. Despite the short-term impact during the past quarter from the Omicron variants in our BLADE Airport and Vancouver businesses, we have realized significant improvement in recent weeks. As discussed, we expect the negative impact on our flight profit to improve in the quarters ahead. Looking forward, we know pilot availability, labor shortages, and cost inflation have been top of mind for many in the travel industry. While we are not immune from these industry-wide challenges, I want to spend some time discussing why our business is uniquely positioned to mitigate them.
BLADE has long-term agreements in place with our operator partners, providing us with ample aircraft availability at pricing that is often locked in under multi-year contracts. In exchange, our operators benefit from a steady, predictable flow of business, effectively zero marketing or customer service costs, and the peace of mind from dealing with a rapidly growing and well-capitalized business partner. On the cost front, particularly in regards to the recent rise in fuel prices, we are well-positioned by the fact that our MediMobility contracts are generally structured with fuel price pass-throughs, which neutralize the economic impact of fuel on BLADE's organ transfer business. In our short distance business, the low fuel consumption of our aircraft and short flight time for the majority of our routes means that our costs are much less sensitive to fuel prices.
For example, on BLADE Airport, we utilize the Bell 407, which burns just 1.3 gallons of Jet A per seat on a flight between Manhattan and the three New York airports. Our seat prices start at $195, with the average checkout in the 200s, including add-ons. Therefore, we do not expect fuel cost increases to have a material impact. We will continue to monitor the cost environment and make thoughtful decisions to take pricing where necessary in order to offset inflation and to maximize the value of our strong brand and service. With that, I'll turn it back over to Rob for a few closing remarks.
Thank you, Will. In short, we are proud of our strong results in operating execution this quarter, demonstrating the value in operating the world's largest Urban Air Mobility company, and we are very encouraged by the operating metrics we are now seeing in the current quarter. We built this business from the ground up to be profitable and scalable using conventional aircraft, and we are laser-focused on deploying capital in a manner that generates attractive returns today and increases the long-term intrinsic value of our business, as evidenced by the recent acquisitions of Trinity Air Medical and Helijet's passenger business.
BLADE's businesses are laying the groundwork for a seamless transition to Electric Vertical Aircraft or EVA. Over the long term, we believe the unit economics of EVA will supercharge our return profile and enable the creation of new, more convenient landing zones, generating substantial incremental value for our shareholders and our customers. However, I cannot emphasize enough that we are not waiting idly for the day these next-generation aircraft arrive. We are the largest Urban Air Mobility company in the world, flying people and precious cargo on the highest-friction routes that exist every single day. Our business does not require EVA or additional capital to reach profitability. We are extremely well capitalized, not only to continue scaling our business, but also to take advantage of potential opportunistic acquisitions that may present themselves, especially given the current capital markets environment. With that, I'll turn it over to Ravi for questions.
Thanks, Rob. As a reminder, we will take questions from analysts and investors on this call today. Reporters should send inquiries to me directly. Operator, we're now ready for questions.
We'll now begin the question and answer session. To ask a question, you may press star then one on your touchtone phone. If you're using a speakerphone, please pick up your handset before pressing the keys. To withdraw your question, please press star then two. At this time, we'll pause momentarily to assemble the roster. First question comes from Jason Helfstein, Oppenheimer. Please go ahead.
Thanks. I guess I'll ask two. Just first, maybe give us an update on how you're seeing the initial reaction to some of the changes you had to make for pricing for your summer commuter business on the East Coast. Then second, on the announcement of opening the Paris office, I mean, just how should we think about like expansion in Europe versus expansion in kind of the U.S. that you talked about, like what happens sooner? And is there a reason why you think, you know, it makes sense to be doing more in Europe right now? Thanks.
Great. Thanks for your question. It's Rob Wiesenthal speaking. In terms of the recent price increases, you know, for the summer, we have seen real elasticity, no pushback from our flyers. I think certain products you will see other price increases, and it's, you know, really to kind of balance, you know, the destinations, the type of aircraft, and kind of try to optimize our financial profile going through the summer. So far, so good, and we'll obviously be keeping an eye on it. You know, we haven't raised prices. I think it could be, you know, four or five years, literally, some of these commuter routes.
It was high time, especially given the high touch value product that we were giving our flyers and the recovery that we have in terms of if anything happens with the bad weather and cars and service. I feel pretty good about it. With respect to the opening of our international office, we do see an opportunity there for acquisitions. We do see certain routes that we are analyzing that could make sense. As we've spoken before, you know, just because it's, you know, you're sitting in traffic doesn't mean it's a good route for BLADE. You know, we talked about, you know, London and, you know, let's call it, you know, Heathrow to London. There's no place that's great to land besides Battersea Heliport. It isn't competitive with ground or the Heathrow Express.
We do see high friction routes where we think we can replicate our model that provide value to the flyer, both in terms of time savings, and it can be done at an economical cost. We need people on the ground who are aware that you are very knowledgeable about the regulatory environment, who have great relationship with the operators that we're building. This is something that, you know, we've been working on for, you know, quite some time, but we're being very prudent in our strategy in terms of how we execute and when.
Thank you.
Thank you. The next question will come from Stephen Ju, Credit Suisse. Please go ahead.
All right. Thank you. Rob, I guess I'll follow up on the price. I guess year-over-year and sequentially, your revenue per seat flown is down, presumably because of, I guess, the changing mix of airport, West Coast, Vancouver, along with the East Coast. Can you talk about the ins and outs of the different corridors that your customers are flying in? I guess another follow-up on the Europe question. You know, can you talk about the industry there in terms of the similarities and differences, in terms of the operating environment, whether it's as fragmented as the United States, you know, what the seasonality might there might be? Okay, thanks.
Sure. Let me take the second question first, and I'll let Will answer the first part of the question. I'll go back to Europe again. Again, we've always spoken to all of you, our investors and the great research analysts that follow us. You're never gonna see a globe of the world with dots all over, you know, saying where BLADE operates. We're very specific on high friction routes. It is very fragmented. However, there are some routes that really do have the kind of volume, the kind of friction reduction, the kind of trust with the customer that are used very often. Some of them are seasonal, some of them are not seasonal. This is the idea of Europe.
The areas we're looking in, we're not looking to do science experiments. We wanna do proven routes that reduce friction to people, whether it be driving through mountainous terrain that ends up taking you six hours instead of 30 hours by flight or going between resort destinations, you know, where our brand is well known. I think that the opportunity is there. We've been looking at it for some time, and it was just time that we had people on the ground that can kind of take us to the next level. With that, I'll turn it over to Will for the first part of your question on pricing.
Hey, Stephen, you nailed it with your guess there. It's really a shift in mix. As you know, last year, in 2021 during this time, we didn't have the airport product available, and we also didn't have Helijet. Those are both products that fly a whole lot of people at a much more affordable price. If you look at the total number of flyers, that's the giveaway. It's almost nine times what we did in this quarter last year. That's really what you're seeing. I wanna stress, you know, it has nothing to do with less business in the other areas like medical. We're really seeing growth on all fronts, particularly the short distance business, which, as you know, flies a lot more passengers.
that's why you're seeing that math.
One last point I think on airport. Again, you know, our goal is to truly scale and to be a product that is affordable by many, many people. Because of price increases in Uber and in Lyft and in New York, the New York City market, we really have shattered Uber Black pricing with $195 or $95 with an airport pass, sometimes even beating UberX during rush hour. We really do feel we're in a unique moment of time where we're very competitive or more competitive than ground in terms of ride-sharing cars, and oftentimes, depending on your geography, even more convenient, turning two-hour drives into five-minute flights. That's a great way to introduce the product.
I can't tell you how long that delta will be there, but right now we're enjoying it for sure.
Thank you.
Thank you. The next question will be from Hillary Cacanando of Deutsche Bank. Please go ahead.
Yes, hi. Thanks for taking my question. You said you had the best week this month. Could you provide a little more color regarding the travel pattern of the flyers? Was it driven by, you know, more flyers going into work every day, or was it just driven by more flyers, but still, you know, engaging more in hybrid work? If you could just kind of provide a little more color regarding the pattern, that'd be great. Thank you.
Hey, Hillary, it's Will. Yeah, look, we're really thrilled to see folks getting back on the road again. You know, the best information I have for you is we do some surveys for all of our passengers, and what we're hearing is that about 60% of the people who've been flying are traveling for business. So, you know, typically you might expect a little bit more than that. When we look at kind of the back to work stats, I know everybody looks at the Kastle Back to Work and all of that, you know, we still have a little bit of ways to go here in New York City. The great thing about our BLADE Airport product is that people love it for leisure, and they love it for business.
We still think there's a lot of room to grow as folks get back into the office. Right now it feels like about 60% of those folks are traveling for business.
One last point I'll mention is, in terms of the composition of the business flyer, these tend to be smaller businesses, in terms of flying. These are the first guys to get on the road to be competitive maybe with the larger businesses, but also more flexible in terms of policies. We are starting the bigger companies finally come in.
Oh, that's great. How does that 60% compare to, you know, pre-COVID levels?
It's probably a little bit less than what we would see pre-COVID, which makes sense because when we look at, you know, occupancy levels and offices around Manhattan, we're not quite back to where we were pre-COVID. That's why we're pretty encouraged. We think there's a lot more growth left to come here.
Just looking in terms of lease signings in some of the areas that are near some of the BLADE terminals, such as the Hudson Yards and others, you know, we're looking at people, you know, fully occupied buildings, lease signings that are being renewed and some of them in the kind of $100-$200 per sq ft range. You don't lease that kind of office space unless you expect people to use it. You know, we're very, very encouraged by the amount of people we see, you know, swiping in, going back to work and lease renewals for office space that's near our BLADE terminals.
Got it. That's really helpful. Just one more question on MediMobility. You know, you added 14 new clients. Do you have any target, like a target number of clients for the year or, like, any other targets that you could share regarding that business?
Look, what I'll say is the team over at Trinity has just blown it out of the water on MediMobility. Just to put it in perspective, you know, at this time last year, Trinity did about $4 million, just a touch more than $4 million of revenue. When we bought them, if you recall, towards the end of September of last year, they were doing about $5 million of revenue as a quarter. It really shows you the power of plugging that business into the BLADE platform and how we've been able to supercharge the growth there. You know, it's a step function change as you add new contracts, and we got a lot of folks that we're onboarding, and we wanna provide great service.
I would say that the team has already blown out what we thought they could do, and we know they're gonna keep pounding the pavement and show people how we can deliver organs more quickly, for a more cost-effective price. I think there's a lot of growth to come there, but we're really encouraged with how much of a benefit we're able to provide combining those two businesses.
Yeah, totally agree. Thank you so much. Really helpful. Thank you.
Thank you. Again, if you have a question, please press star then one. Next question comes from Bill Peterson, JP Morgan. Please go ahead.
Yeah. Hi, good morning, guys, and nice job on the quarterly results here. Will or Rob, wanna follow up on the last question. I mean, I think this MediMobility and Jet really came in much higher than anybody's expectations. So I guess try to understand what's within that. I mean, I know you have, you know, BLADEOne and Charter. I think you mentioned that this is a seasonal business, so help us understand what the true MediMobility size is if you could. You know, based off the booking trends and signing up new hospitals, I mean, how should we think about that growth through the year, you know, based off what you have in terms of visibility? Thanks.
Yeah, sure. Happy to give a little direction on that. You know, we're not gonna break out the businesses separately, but MediMobility is the majority of that MediMobility organ transport and jet line. You know, the most important part to remember is we do have the BLADEOne scheduled by-the-seat service that's in there, that's seasonal, and that service ends at the beginning of April. That's about a 15% contributor to that line overall. You'll see that fall off in the next quarter. But we do think that's gonna be more than offset by some of the growth in our commuter businesses, which goes into short distance. You know, it's kind of a nice counter-seasonal business for us within the MediMobility organ transport and jet.
The remainder of what's in that line is Jet Charter, which, you know, has been growing really nicely, both in terms of the volume of trips and also the price of those trips. It can be very seasonal and it can also be a little bit lumpy in terms of the demand patterns. Not always this predictable sequential grower the way MediMobility is a nice, predictable sequential grower. Does that help, Bill?
Yeah. That 15% was like Q1, or is that sort of like an annualized number for the BLADEOne?
No, for BLADEOne that's Q1. Then, you know, it'll be nothing in Q2, you know, de minimis in Q2, nothing in Q3 typically, and then Q4, you know, you start that historically around Thanksgiving. So a little bit of contribution, but not a lot. It's really that Q1, that March quarter where you see BLADEOne go through.
Okay. No, that is super helpful. You talked about price increases, and you also talked about how, you know, fuel prices is actually fairly minimal. But what about other operating costs that they could pass through? I'm thinking things like related to pilot shortages or just other inflationary environments. I guess really what I'm trying to get at is how we should think about the impacts to your flight margins.
You know, there's a little bit of cost inflation in this business like you see anywhere. I think we see it on more of a trailing basis, given the nature of our agreements with operators, where we typically lock those kind of costs in for one, two, or three-year periods. In some cases, they're able to pass through fuel. That's typically in the MediMobility business where we're passing it through to our customers anyway. What I would say on that is, you know, particularly on the rotorcraft side of things, in the commuter business, that's the area where you might see a little bit more of an impact because those flights are longer, and that's actually the area where we have the most pricing power.
You know, you may have seen we've increased prices on a lot of those commuter routes by as much as 30%. We think that more than offsets any cost inflation when you think about it in terms of the margins, and is really designed to just balance our demand amongst the different places we can land.
Yeah. Okay, great. I should have included in that question, sorry, is how to think about the MediMobility margins. Should we think of this as fairly stable, or is there potential for upward trajectory over time in that business?
You know, I think it's stable. There's an opportunity over time, particularly when we're onboarding a lot of new customers very quickly to get the margin to a better place. You know, basically what happens, Bill, as you know, and you can see from our numbers, the contracted lift we have with our network of operators is a really small percentage of the overall flying we do. As we onboard new customers, you know, sometimes we're going into the spot market to serve them on the MediMobility side for a period of time, and then we'll contract at a much more favorable price to fill that demand. And sometimes there's a little bit of a lag on that.
As we get in those longer term contracts to fill that demand, you will see some margin expansion typically.
Bill, I'd also add that, when you think about a new hospital, which generally you could call it a new route. Once that hospital's signed, there's no associated marketing cost there for ramp-up. We're using the same helicopters that we use for our retail business in terms of flying consumers. If we start a new route for passengers, that typically requires increased utilization, ramping up, and marketing costs. The overall platform becomes a lot more leverageable. You know, your cost of sales as a percentage, you know, your cost as a percentage of sales, you know, should be mitigated as you increase the number of hospitals serving your MediMobility platform.
Great. Then if I can sneak in one more, kinda somewhat housekeeping, but related to your OpEx. I think you pointed out, you know, M&A costs and other public expenses. If I add it all up, it looks like it's about $4.9 million. Assuming, does that all come off in the Q2 ? Then I guess from there, how should we think about the trajectory in terms of your, you know, your spend and marketing cost and the trajectory of the OpEx line?
Bill, I think some of that you added on there is non-cash add backs. Some of the non-cash stuff like the intangibles amortization for the acquisitions, you know, we're gonna be living with that for a period of time. You know, the M&A stuff we believe will come down considerably, probably won't go away entirely. Some of the regulatory advocacy fees, particularly related to some of the landing locations out on Long Island, we expect that to significantly decrease.
Okay, going forward?
Yeah.
Yeah. Going forward, we think that will not reoccur. It's a one-time expense associated with some of the advocacy for a particular airport on Long Island.
Yeah, no. Understood. I'm just kind of you know, you obviously have new routes and you're spending on acquisitions. Just trying to understand how we should think about OpEx trends on a normalized basis and then, you know, carrying that forward and then over the next several quarters.
Definitely we say this is a high watermark, so we believe it's gonna decrease over future quarters and we think it should become a smaller percentage of revenues over time as well. Just unique quarter here with all the one times.
Okay. Thanks.
Thanks, Bill.