Austin Moeller

Austin Moeller asked how quickly demand might materialize into the backlog from the American Drone Dominance Initiative and commercial SOMs, given the passed defense budget and the ban on new Chinese drones. He also inquired about potential M&A strategies to expand margins and drive ASPs for broader systems or subsystems.

Answer

CEO Saleel Awsare stated that the Drone Dominance Initiative and FCC ruling are beneficial for American manufacturers, and Lantronix is actively working with numerous companies to support this. He reiterated the increased fiscal 2027 drone expectations (15%-20% of revenue) and highlighted a first win in the Drone as First Responder category. Awsare outlined M&A focus areas: subsystems (integrating more into SOMs, adding software layers) and critical infrastructure monitoring (increasing ARR and software), both aimed at achieving higher gross margins, software revenues, and stability.

Austin Moeller from Canaccord asked how quickly demand from the 340,000-drone American Drone Dominance Initiative and commercial System-on-Modules (SOMs) might translate into backlog, especially given the recent passage of the defense budget and the ban on new Chinese drones. He also inquired about Lantronix's potential M&A strategy to expand margins and increase Average Selling Prices (ASPs) beyond the current $400-$500 range for broader systems or subsystems.

Answer

CEO Saleel Awsare stated that the FCC ruling and defense budget are beneficial for American manufacturers, and Lantronix is actively working with numerous companies (e.g., Red Cat, Trillium, Safe Pro) to accelerate market entry, reflected in the increased fiscal 2027 drone revenue expectations (15%-20% of total revenue). He also highlighted a first win in the Drone as First Responder (DFR) category, expanding into commercial/public safety. Regarding M&A, Saleel Awsare indicated focus on two areas: acquiring subsystems to integrate more into SOMs and add software layers for an ecosystem/platform play, and expanding critical infrastructure monitoring to boost Annual Recurring Revenue (ARR) and software contribution, aiming for higher gross margins and stability.

Austin Moeller asked about the revenue impact of the stop work order on the SDA program and the expected mix of component product types that will bridge the company to its long-term gross and EBITDA margin expectations.

Answer

EVP and CFO Dave Farnsworth stated that no single contract approaches 10% of revenue, and the SDA impact is incorporated into the outlook. He noted that new bookings' margin profiles are consistent with long-term models across the portfolio, without specifying a particular component mix.

Austin Moeller from Canaccord Genuity asked about the revenue impact of the stop-work order on the SCAR program and the expected mix of component product types that will bridge the company to its long-term gross and EBITDA margin targets.

Answer

EVP and CFO Dave Farnsworth stated that the company does not quantify individual contracts like SCAR, noting its broad portfolio means no single contract approaches 10% of revenue, and the impact is incorporated into the outlook. Regarding margin targets, Farnsworth explained that new bookings across the portfolio are coming in with margins consistent with the long-term model, without a specific mix of component product types being the sole driver.

Austin Moeller with Canaccord Genuity asked about the proportion of the current backlog related to Ukraine and its conversion timeline, as well as the backlog from other European allies. He also questioned whether the Red Dragon platform could potentially replace or take share from the Switchblade 600 with the U.S. military for long-range anti-armor missions.

Answer

Chairman, President, and CEO Wahid Nawabi stated that Ukraine demand now represents less than 5% of full-year revenue, with no additional orders factored into current guidance. He noted that international demand, including from European allies, is back-loaded due to government shutdown impacts on FMS sales. Regarding Red Dragon, Wahid Nawabi clarified that it is designed for very different mission sets than Switchblade, and both product lines are expected to grow significantly and complement each other, rather than Red Dragon taking share from Switchblade. Executive Vice President and CFO Kevin McDonnell added that current volumes suggest growth for all products.

Austin Moeller asked for clarification on the $68 million in the budget for launch effects (LMAMs), specifically if it's solely for U.S. Army stockpiling and excludes Foreign Military Sales (FMS) to Ukraine. He also inquired about the energy requirements for the LOCAST system on mobile ground vehicles (AMPLL or DE M-SHORAD) compared to fixed emplacements or Navy ships.

Answer

Chairman, President, and CEO Wahid Nawabi confirmed that the $68 million for launch effects in the budget is exclusively for domestic U.S. Department of Defense needs, not for FMS customers. Regarding LOCAST, Mr. Nawabi explained that AeroVironment's secret sauce is its precise targeting technology, which allows effective drone defeat with lower power (around 15-20 kilowatts) compared to bulkier, more expensive M-SHORAD systems. He noted that LOCAST has been successfully installed and delivered on JLTVs for the U.S. Army, performing well in tests, and sees it as a multi-billion dollar market for counter-UAS and missile defense.

Austin Moeller asked if the $68 million in the budget for 'launch effects' (LMAMs) is solely for domestic U.S. Army stockpiling, excluding FMS to Ukraine, and detailed energy requirements for the LOCAST system on mobile platforms versus fixed emplacements.

Answer

Wahid Nawabi, Chairman, President, and CEO, confirmed his understanding that the $68 million for launch effects is exclusively for domestic U.S. DoD needs. He explained that the LOCAST laser system's effectiveness comes from accurately delivering photons to defeat targets, not just high power. He highlighted AV's unique technology for precise targeting, allowing their system to operate efficiently at 15-20 kilowatts, contrasting it with bulkier M-SHORADs. He noted successful JLTV installation and strong performance, seeing it as a significant future market for counter-UAS and missile defense.

Austin Moeller sought clarification on the $68 million budget allocation for launch effects (LMAMs), asking if it was solely for U.S. Army stockpiling or included Foreign Military Sales (FMS) to Ukraine. He also asked for details on the energy requirements for LOCUST on mobile platforms (AMP-HEL, DE M-SHORAD) versus fixed emplacements or Navy ships.

Answer

Chairman, President, and CEO Wahid Nawabi confirmed that the $68 million for launch effects is exclusively for domestic U.S. DoD needs, not FMS. Regarding LOCUST, he explained that AeroVironment's solution focuses on accurate photon delivery, requiring less power (15-20 kW) compared to bulkier, less mobile systems. He highlighted its successful deployment on JLTVs and its broad market implications for counter-UAS and missile defense.

Austin Moeller inquired about potential revenue generation avenues from the EIPP test phase and from flying aircraft in joint venture partnerships overseas during the test phase. He also asked if TIA testing with conforming aircraft could proceed if the means of compliance remained at 97%.

Answer

Paul Sciarra (Executive Chairman) indicated that certain EIPP applications, including passenger, cargo, and medevac transport, are expected to offer commercial revenue-generating opportunities. For JVs, revenue could stem from pre-orders or prepayments. Mr. Sciarra also highlighted the significant progress in building five TIA aircraft, emphasizing the meticulous FAA-DAR-approved build process as crucial for FAA pilots to conduct for-credit testing, regardless of the means of compliance percentage.

Austin Moeller of Canaccord Genuity asked about Joby's operational strategy following the Blade acquisition, specifically whether Joby would own and operate its aircraft or adopt Blade's charter model. He also inquired about the specifications of the TIA (Type Inspection Authorization) aircraft being constructed.

Answer

Founder and CEO JoeBen Bevirt explained that Joby will remain flexible, preferring to retain long-term cash flow from owned operations in the U.S. while also seeing value in Blade's asset-light model and international partnerships. Regarding the TIA aircraft, he emphasized it is the culmination of over a decade of work, built to a conforming design with direct FAA oversight, and is nearly identical to previous prototypes.

Austin Moeller of Morgan Stanley inquired about the production timeline for the first fully FAA-conforming aircraft and the operational schedule for the new manufacturing facility in Dayton, Ohio.

Answer

Founder and CEO JoeBen Bevirt confirmed that multiple FAA-conforming aircraft are currently in production and remain on track for flight testing later in the year. He also noted strong progress at both the expanding Marina, CA facility and the new Dayton, OH site, with parts expected from Dayton in the coming months.

Austin Moeller sought to reconcile the timelines for Dubai passenger flights and FAA TIA testing, asking if Dubai would require full FAA approval or could operate on a waiver. He also asked for commentary on the effect of rotor wash on vertiport infrastructure.

Answer

Founder and CEO JoeBen Bevirt reiterated the plan for in-market testing and passenger flights in Dubai while highlighting the strong manufacturing momentum toward FAA-conforming aircraft. On the technical question, he explained that Joby's aircraft design is foundationally built around having one of the industry's lightest disk loadings, which results in substantially lower rotor outwash speeds. He noted this key advantage has been validated by NASA and is crucial for urban operations.

Austin Moeller asked about the deployment timeline for aircraft and personnel following certification and inquired about potential budget risks to the Agility Prime program under a new administration.

Answer

Founder and CEO JoeBen Bevirt confirmed that detailed commercialization planning, including for Dubai, is underway. Executive Chairman Paul Sciarra addressed the government contract question, stating that Joby has strong bipartisan relationships and has diversified its engagement with government agencies to mitigate risks, emphasizing the shared goal of ensuring this technology is developed in America.

Austin Moeller asked about Kratos's expected long-term revenue mix for U.S. versus international Valkyrie sales and the company's thoughts on the Army CCA program, including its launch methods and potential pairing with Army rotorcraft.

Answer

Eric DeMarco, President and CEO of Kratos, stated that U.S. Valkyrie sales would be relatively larger due to budgets, but international sales could still be significant in absolute dollars (e.g., 20-30 Valkyries/year at $10M each by 2028-2029), also mentioning the Clone Ranger as a potential international opportunity. For the Army CCA program, DeMarco believes they will be rail-launched or VTOL-launched, not runway-dependent, and loosely tied to manned helicopter gunships, with significant autonomy.

Austin Moeller inquired about Kratos' expected long-term revenue mix for US versus international Valkyrie sales, given recent international partnerships. He also asked for thoughts on the Army CCA program announced at AUSA, specifically regarding launch methods and potential pairing with Army rotorcraft.

Answer

Eric DeMarco, Kratos' President and CEO, stated that the US would remain the largest market for Valkyrie sales on a relative basis due to budget size, but international sales could be significant in absolute dollars, potentially reaching hundreds of millions annually by 2028-2029. He also mentioned the Clone Ranger as another international opportunity. For the Army CCA program, Mr. DeMarco believes systems will be primarily rail-launched or VTOL-launched, not runway-dependent, and loosely tied to manned helicopter gunships, with a high degree of autonomy.

Austin Moeller asked about the extended visibility for germanium supply beyond Q1 2026 through recycling, and if alternative glass-based solutions like Black Diamond glass are being explored. He also inquired about the timing for RFPs and contracts for the Golden Dome opportunity and AeroVironment's UAS testing.

Answer

Chairman and CEO William Lynn confirmed that DRS is looking into alternative materials, including glass-based solutions, particularly for smaller optics, noting early success in this area. COO and incoming CEO John Baylouny stated that there is significant activity on Golden Dome, with expectations for Shield RFI/RFP to move forward quickly, seeing opportunities in space sensing, under layer, and Overland Horizon radar. He also highlighted DRS's battle-proven Counter-UAS technology in the context of UAS testing.

Austin Moeller asked about the extended visibility for germanium supply beyond Q1 2026 through recycling, and if alternative glass-based solutions like Black Diamond glass are being explored. He also inquired about the timing for RFPs and contracts for the Golden Dome opportunity and AeroVironment's UAS testing.

Answer

Chairman and CEO William Lynn confirmed that DRS is looking into alternative materials, including glass-based solutions, particularly for smaller optics, noting early success in this area. COO and incoming CEO John Baylouny stated that there is significant activity on Golden Dome, with expectations for Shield RFI/RFP to move forward quickly, seeing opportunities in space sensing, under layer, and Overland Horizon radar. He also highlighted DRS's battle-proven Counter-UAS technology in the context of UAS testing.

Austin Moeller from Canaccord Genuity asked about the impact of increased funding and reported delays for the Columbia Class submarine on DRS's production. He also inquired if the Ukraine war is incrementally positive for force protection and counter-UAS sales.

Answer

Chairman & CEO William Lynn explained that DRS's role in the Columbia program is intentionally segregated, with contracts through shipset 12 to insulate it from program fluctuations and preserve workforce expertise. He confirmed that the threat environment, highlighted by the war in Ukraine, is driving growing international demand for force protection systems like its counter-UAS offerings.

Austin Moeller asked about the confidence in the upcoming spring planting season in Argentina, considering the lack of advanced input purchasing and ongoing economic risks. He also sought more detail on the diversification of revenues into the U.S. and Brazil, and the expected cadence of the Syngenta revenue ramp in the new fiscal year.

Answer

CEO Federico Trucco explained that potential devaluation in Argentina, coupled with favorable weather, is expected to accelerate input sales for the spring season. He noted Bioceres' dollar-denominated business benefits from devaluation. For diversification, Trucco highlighted growth drivers in the U.S. and Brazil, including the biostimulant platform, UVB-derived technologies, and the recent registration of RhinoTech for seed-applied insecticides and nematicides. He also emphasized functionalizing existing revenue generators like adjuvants with UVB and RhinoTech. Regarding Syngenta, Trucco reiterated the $18 million gross profit for FY25 and expects a ramp-up towards the average $23 million per year over the 10-year agreement, acknowledging initial slower pace due to market challenges.

Austin Moeller asked about the company's confidence in the upcoming spring planting season in Argentina, considering the lack of advanced input purchasing and ongoing economic risks. He also sought details on the diversification of revenues into the U.S. and Brazil, and the expected cadence of the Syngenta revenue ramp in the new fiscal year.

Answer

CEO Federico Trucco explained that the risk of devaluation in Argentina, particularly after recent elections, tends to accelerate input sales, and favorable weather conditions are expected for planting. He noted that Bioceres' dollar-denominated business benefits from devaluation. For diversification, Trucco highlighted strong growth in the U.S. and Brazil last year, driven by the biostimulant platform, UVB-derived technologies, and the recent registration of RhinoTech for seed-applied insecticides and nematicides. He also emphasized functionalizing existing revenue generators like adjuvants with UVB and RhinoTech. He expects a more balanced geographical mix in 2-3 years. Regarding Syngenta, Trucco stated that the $230 million minimum profit is over a 10-year period, and while FY25 saw $18 million, the company expects a ramp-up in the current fiscal year, though not yet at the average $23 million per year.

Austin Moeller questioned the company's confidence in the upcoming spring planting season in Argentina, given the lack of advanced input purchasing and ongoing currency/economic risks. He also asked for more details on the diversification of revenues into the U.S. and Brazil, and the expected cadence of the Syngenta revenue ramp in the new fiscal year.

Answer

CEO Federico Trucco explained that recent election results and favorable weather conditions suggest an accelerated pace of input sales in Argentina, with devaluation potential driving pre-purchases. For diversification, he cited good growth in the U.S. and Brazil last year, driven by biostimulants, UVB-derived technologies, and the recent registration of RhinoTech for seed-applied insecticides/nematicides, which can also functionalize existing products like adjuvants. Regarding Syngenta, Trucco noted the $18 million gross profit in FY25 from profit sharing, expecting a ramp-up towards the average $23 million per year over the 10-year agreement.

Austin Moeller questioned whether tightening credit conditions in Brazil have impacted customer purchasing, and if potential interest rate reductions in the U.S. could serve as a demand tailwind for the company.

Answer

CFO Enrique López Lecube explained that Bioceres has been largely isolated from Brazil's credit issues, noting that improved farmer sentiment from higher soybean prices is a more significant factor. Regarding the U.S., both he and CCO Milen Marinov agreed that while lower interest rates would be helpful, they are not a core part of the growth strategy, which is focused on technology-driven demand and insulated by strong farm balance sheets.

Austin Moeller asked for a quantification of HB4 royalties in Latin America versus outside the region under the new partnerships and questioned whether the current cash balance is sufficient to support the revised business strategy without a capital raise.

Answer

CEO Federico Trucco detailed that the royalty opportunity outside Latin America is significantly larger, as Bioceres will retain the full royalty, whereas in Latin America it is shared via the Trigall JV. He noted the GDM partnership also expands the soybean opportunity beyond drought tolerance. CFO Enrique López Lecube affirmed that the current cash position is not a concern, as the new strategy emphasizes cash generation and prudent spending. He stated the primary focus is on managing the company's leverage, with future cash flow intended for debt reduction.

Austin Moeller from Canaccord Genuity Group Inc. asked about the next steps and potential hurdles in the EU's gene-editing approval negotiations, as communicated by Danish officials. He also requested an update on the current stage and evaluation timeline for the winter oilseed rape field trials in the UK.

Answer

Interim CEO Peter Beethen stated that the EU trialogue is progressing on key issues like labeling and patenting, with a final text expected within six months. CSO Greg Gochel added that the UK field trials are near the end of their second season, with harvest expected in August, and that results from the previous year were encouraging.

Austin Moeller inquired about the expectations for the upcoming fourth mode of action field trials in Canola and asked for an update on the revenue timeline for the Sustainable Ingredients opportunity with a major CPG partner.

Answer

Chief Scientific Officer Gregory Gocal explained that a favorable result in the Canola field trials would be the edited material showing greater resistance to the pathogen than the control material, which would lead to combining it with other modes of action. Interim CEO Peter Beetham confirmed that the Sustainable Ingredients program remains on track for nominal revenues in late 2025, with orders in Q4 leading into 2026, and highlighted the broad industry interest in their platform.

Austin Moeller inquired whether the commercialization dates for any products have changed given recent progress in HT2, white mold resistance, and bio-fragrances. He also asked if the company's current cash balance is sufficient to advance all development programs until the next expected financing event.

Answer

Interim CEO Peter Beetham and CSO Greg Gocal confirmed that all programs remain on track, highlighting upcoming field trials for HT2 and accelerated customer interest in Sclerotinia resistance traits. Executive Carlo Broos addressed the financials, stating that with the recent financing and cost reductions, the company's cash is sufficient to fund all planned operating expenses and capital requirements into the late third quarter of 2025.

Austin Moeller from Canaccord Genuity asked for an update on the evaluation timelines for the U.K. winter oilseed rape field trials and the Sclerotinia resistance greenhouse results, as well as progress on the sustainable ingredients business.

Answer

COO Peter Beetham confirmed that greenhouse results for the third mode of action in Sclerotinia resistance are expected in Q4 2024. He noted the U.K. Pod Shatter Reduction trials yielded positive results, leading to immediate replanting for a second season of validation. CEO Rory Riggs added that the sustainable ingredients business is progressing well, with public results anticipated by the end of 2025, contingent on the completion of the soybean platform.

Austin Moeller from Canaccord Genuity asked for the percentage of revenue derived from Essential Air Service (EAS), the contribution of the JetCard to on-demand revenue growth, and the expected timing and pricing model for the commercial launch of Surf OS in 2026.

Answer

CFO Oliver Reeves clarified that EAS-connected routes account for approximately 46% of revenue, or about half of the scheduled service business. He noted that the new JetCard had minimal contribution to the quarter's on-demand revenue as redemptions are pending. Regarding Surf OS, Reeves indicated a sequential rollout starting in the first half of 2026, with the pricing model still under evaluation but likely to be a take-rate based on customer efficiency gains.

Austin Moeller inquired about the potential impact of the proposed $308 million reduction in the Essential Air Service (EAS) budget and asked for clarification on which routes Surf Air Mobility considers 'core' versus those being reduced.

Answer

Executive Deanna White explained that while the EAS budget is under review, Surf Air's position as a low-cost provider offers a competitive advantage, making higher-cost operators more vulnerable to cuts. She identified Hawaii as the most core region due to its commuter nature, along with the company's other EAS routes where it faces no direct competition. Route decisions are consistently based on profitability and strategic fit within the existing footprint.

Austin Moeller of Canaccord Genuity inquired about the impact of the Congressional continuing resolution on Essential Air Service (EAS) contracts and whether the company plans to shift its fleet more towards on-demand services given recent growth.

Answer

Executive Deanna White explained that the Department of Transportation is handling EAS contracts on a route-by-route basis, allowing Surf Air to continue service on some routes at higher subsidy rates, which presents a potential revenue upside. She clarified that the company's own fleet is primarily used for scheduled service, while the growing on-demand business is serviced by a network of approximately 400 third-party operators.

Austin Moeller from Canaccord Genuity asked about the potential risk to Essential Air Service (EAS) funding given a new administration budget and inquired about the optimal passenger load factors required for routes to achieve breakeven.

Answer

Executive Deanna White stated that Essential Air Service funding is considered secure and bipartisan, noting its long history since the 1970s and a recent funding increase via the FAA Reauthorization Act. Regarding profitability, she explained that the company models a 70% passenger load factor as the breakeven point for a route.

Austin Moeller from Canaccord Genuity inquired if the Mission Critical Composites acquisition was aimed at vertically integrating carbon composite manufacturing for both passenger and defense aircraft to reduce supplier reliance.

Answer

Chief Technology Officer Tom Muniz explained the acquisition's primary goal was to establish rapid in-house development capabilities for advanced composites, specifically to support the defense program. He noted that this follows a common industry model where technologies and learnings developed for defense applications are later transferred to mature the civil aviation side of the business.

Austin Moeller of Canaccord Genuity asked about the potential benefits from increased FAA funding and for an update on the production scaling timeline.

Answer

CEO Adam Goldstein commented that it is too early to judge the specific impact of increased FAA funding but noted existing progress with the agency has been positive. Regarding production, he stated that the current priority is balancing internal testing needs with customer deliveries while refining the manufacturing process for long-term scale, rather than committing to a specific near-term monthly output rate.

Austin Moeller of Canaccord Genuity asked if Archer has a standardized contract value for its Launch Edition deployments and whether the aircraft sent to Abu Dhabi require hardware changes for GCAA passenger flight approval.

Answer

CEO Adam Goldstein stated that while contract values will vary, a back-of-the-envelope estimate is $10-$15 million per aircraft, including support, with the goal of being margin-positive. COO Thomas Muniz clarified that the first aircraft in the UAE will be for experimental flight testing in high-temperature and dusty conditions. He said they do not anticipate needing hardware changes for passenger operations but must complete the testing first to confirm.

Austin Moeller of Canaccord Genuity inquired about Redwire's view on NASA's new directive for the Commercial LEO Destinations (CLD) program and the potential timing and bidding strategy for the Golden Dome program.

Answer

CEO Peter Cannito expressed that restored ISS funding is beneficial for Redwire's microgravity business. For CLD, he positioned Redwire as an 'orbital outfitter,' ready to supply critical subsystems like solar arrays to any future commercial station. Regarding Golden Dome, he confirmed Redwire is an active bidder but could not detail the strategy. He acknowledged uncertainty in award timing but noted the program's aggressive three-year timeline suggests it will move quickly.

Austin Moeller of Canaccord Genuity asked for an update on the CLIPS contract expected in November (CT4) and the company's competitive position for it. He also inquired about potential opportunities related to the Pentagon's Golden Dome program.

Answer

CEO Steve Altemus confirmed the company is competing for the CT4 CLIPS award and is confident in its position due to system upgrades made after the IM-2 mission. Regarding Golden Dome, he stated that while the architecture is not yet defined, Intuitive Machines' developing assets—including its ground segment, data relay constellation, and PNT solutions—are highly applicable to future national security space architectures.

Austin Moeller of Canaccord Genuity asked about the potential impact of NASA science budget cuts on revenue and the risk of delays to the Lunar Terrain Vehicle (LTV) program due to changes in the SLS launch vehicle.

Answer

CEO Steve Altemus clarified that the CLPS budget is not directly affected by proposed science budget reductions, with two procurements still planned. He also stated the LTV program is not dependent on the SLS, as their heavy cargo lander uses a Falcon 9 Heavy, mitigating risk from SLS program changes.

Austin Moeller of Canaccord Genuity Corp. questioned if data from the IM-2 mission has influenced plans for the larger Nova-D lander, the status of NASA's VIPER rover delivery, and whether the new administration has discussed a commercial Mars lander program.

Answer

CEO Steve Altemus stated that while the IM-2 'hot wash' is ongoing, he doesn't expect major changes to the Nova-D design. He noted that the commercial terms for the VIPER rover delivery are challenging. Regarding Mars, Altemus confirmed prior discussions about applying the CLPS model but said the moon remains the primary strategic interest for the government, with Mars being a longer-term goal.

Austin Moeller of Canaccord Genuity asked how the new Eros constellation's imagery would be offered to customers—whether bundled with Gen 3 or as a premium add-on—and inquired about any commentary from congressional appropriators regarding funding for the NRO's commercial inventory budget.

Answer

CEO Brian O’Toole explained that Eros will be offered as a standalone wide-area mapping service but will also be integrated with Gen 3 to create a unique 'tip and cue' capability, where broad area monitoring triggers high-frequency collection. He noted this fully integrated solution from a single company is a new market opportunity. Regarding NRO funding, O'Toole stated the congressional markup process is currently dynamic and on hold while Congress is in recess.

Austin Moeller asked if early access customers are paying a premium for Gen-3 imagery and requested the geographic location of the new customers added to the backlog.

Answer

CEO Brian O'Toole clarified that early access customers will receive imagery for evaluation, with full commercial operations beginning in Q4. He also corrected his earlier statement, noting the backlog includes about 20 new customers in total, with growing interest from Europe, the Middle East, and Asia, and a significant increase in the new customer pipeline for Gen-3.

Austin Moeller asked for a comparison of the LeoStella acquisition to the Maxar/SSL deal, questioning if the strategy was similar to Spire's vertical integration model for building less complex satellites at cost. He also inquired about the company's thoughts on very low earth orbit (VLEO) satellites for a potential Gen-4.

Answer

CEO Brian O'Toole emphasized that the LeoStella acquisition was a strategic move to control the cost and production of its core Gen-3 capability, not to enter the lower-margin hardware business. The goal is to drive high-margin imagery and analytics services. Regarding future technology, he stated that while the company is always investing and looking ahead, the current focus is on deploying the Gen-3 constellation.

Austin Moeller of Canaccord Genuity asked about performance differences between the Beta and Nidec motors, the battery supplier status, rotor blade tip speed, and the potential for further design changes before building conforming units.

Answer

VP of Engineering & Technology, Luiz Valentini, confirmed BAE Systems remains the battery partner. He explained that the Nidec and Beta motors differ in cooling systems, architecture, and control integration, and testing both will optimize the vehicle. He also stated the motor change does not affect blade tip speed, which is key for low noise, and learnings will be incorporated into the certification vehicle.

Austin Moeller from Canaccord Genuity asked for clarification on the $1.6 billion services contract backlog, specifically if it accounts for future battery technology upgrades, and questioned whether the current prototype would be flown with a pilot.

Answer

CFO Eduardo Couto clarified that the services backlog includes battery replacement and repair but not future technology upgrades. An executive confirmed that the conforming prototypes, set to fly next year, will be manned with a pilot as part of the certification process.

Austin Moeller questioned whether ANAC (the Brazilian Civil Aviation Agency) has established a framework for harmonizing its certification process with other international regulators like EASA and the CAA. He also asked how many certification prototypes Eve plans to build using its existing capital.

Answer

CTO Luiz Valentini confirmed that ANAC is actively working with the FAA, EASA, and TCCA to ensure certification bases are as similar as possible, aiming for harmonized requirements. Valentini also stated that Eve plans to build five certification prototypes, a number consistent with previous Embraer development programs, to provide sufficient resources for a comprehensive flight test campaign while maintaining a manageable fleet.

Austin Moeller inquired if the SFAR's 20-minute battery reserve rule benefits Eve's addressable market and if the company is in talks with customers from struggling competitors.

Answer

CTO Luiz Valentini clarified that for urban missions, the ability to use pre-approved routes with tailored reserves is more beneficial than the general 20-minute rule. CEO Johann Bordais confirmed that Eve's business development team is actively 'hunting' and engaging with all potential customers, including those whose primary eVTOL supplier may be facing financial difficulties.

Austin Moeller of Canaccord Genuity asked about the certification path, confirming if the hybrid powertrain would require a separate process from the all-electric version. He also inquired about the company's cash runway and what it covers through mid-2026.

Answer

CEO Stuart Simpson confirmed the all-electric aircraft is on track for 2028 certification, with the hybrid as a fast follower for 2029, certified as a modification rather than a new aircraft. He stated the current cash position of approximately $139 million provides a runway into mid-2026, covering the completion of the 2025 flight tests, the build of Aircraft 3, and the initiation of the first certification-ready aircraft.

Austin Moeller of Canaccord Genuity asked about the certification path for the hybrid powertrain relative to the all-electric version, whether it would require a supplemental type certificate, and if the current cash runway covers the build of both Aircraft 3 and the first certification aircraft.

Answer

CEO Stuart Simpson explained the all-electric version will be certified first (2028), with the hybrid as a 'fast follower' (2029) since it uses the same airframe and systems. He described it as a modification, implying a streamlined process. He confirmed the current cash position through mid-2026 is sufficient to complete Aircraft 3, develop and fly the hybrid, and begin assembly of the first certification aircraft.

Austin Moeller of Canaccord Genuity asked if the hybrid powertrain would require a separate, parallel certification process from the all-electric version. He also questioned whether the current cash position is sufficient to complete Aircraft 3 and begin construction of the subsequent certification aircraft.

Answer

CEO Stuart Simpson explained that while the hybrid requires certification, it will be a 'fast follower' to the all-electric version (targeting 2029) because it's a modification to the existing certified airframe, not a new aircraft. He confirmed the current cash runway, extending into mid-2026, is sufficient to complete Aircraft 3, develop and install the hybrid powertrain, and initiate production of the first certification aircraft.

Austin Moeller asked for clarification on how tariffs affect refrigerant pricing, particularly the benefit to U.S.-sourced reclaimed refrigerants, and inquired about volume expectations for the upcoming renegotiated DLA contract.

Answer

President and CEO Brian Coleman confirmed that tariffs on imported refrigerants and steel contribute to price changes, which benefits the profitability of U.S.-sourced reclaimed refrigerants not subject to those tariffs. Regarding the DLA contract, Coleman stated they do not have visibility into future volumes and are not necessarily anticipating an increase.

Austin Moeller inquired if refrigerant imports from Mexico have been impacted by tariffs and asked what the company is hearing from distribution partners regarding the cooler spring weather in the Northeast.

Answer

Brian Coleman, an executive, clarified that all U.S. importers require an allowance and that Mexico has limited production capacity, making tariffs on goods from India and China more impactful on the market. Regarding weather, he stated that the company does not typically see significant demand from the Northeast until late May or early June, so the current cooler temperatures are not a concern.

Austin Moeller of Canaccord Genuity asked for updates on potential overseas licensing opportunities for Hudson's portable distillation equipment and whether changes to HFC production caps under the new Congress were possible.

Answer

Executive Brian Coleman responded that while Hudson is actively looking to license its technology with established overseas partners, there have been no new developments in recent months. Regarding HFC regulations, he clarified that any change to the consumption caps would require new legislation, and there is currently no industry advocacy for changes to the AIM Act. He added that a congressional review of the EPA's refrigerant management rule does not appear to be a current priority for Congress.

Austin Moeller inquired about the potential for a refrigerant price uptick during the 2025 cooling season, given the slower-than-expected inventory depletion. He also asked for the expected timeline for gross margins to recover to the company's long-term target of 35%.

Answer

Executive Brian Coleman stated that predicting pricing is very difficult and expressed concern that the market could enter next year with similar pricing dynamics due to significant component inventory for R-410A. Executive Brian Bertaux added that achieving the 35% gross margin target is likely further out and will require higher market prices to complement the company's lower-cost inventory pools.

Austin Moeller asked if the NOAA contract expiring in September 2025 would be automatically renewed or renegotiated, inquired about customer demand for the NVIDIA Earth 2 weather product, and sought confirmation of the 20% top-line growth outlook for 2026.

Answer

CFO Ali Engel clarified that the NOAA contract will be re-competed and renegotiated, not automatically renewed. She noted that the team is actively building demand for the NVIDIA Earth 2 product from both commercial and government sides. Both Engel and CEO Theresa Condor emphatically reaffirmed the company's expectation for approximately 20% top-line growth in 2026.

Austin Moeller inquired about the outlook for CapEx spending in 2025, considering the decommissioning and depreciation of some satellites in the previous year.

Answer

Peter Platzer, Chairman, clarified that replacement CapEx is expected to remain in the historical range of $5 million to $7 million. He explained that this is sustainable because of a 'power law' effect, where each new generation of satellites delivers approximately 10 times the performance every five years, making each unit far more capable and efficient than its predecessors.

Austin Moeller asked about the potential for CapEx to materially change due to accelerated Lemur constellation depreciation and inquired about the specifics of a third-party propulsion system failure on a Space Services mission, including prevention measures and insurance coverage.

Answer

CFO Leo Basola stated that CapEx is not expected to change materially, remaining in the $5 million to $7 million range for internal needs, as the constellation is fully deployed and many deorbiting assets were already depreciated. CEO Peter Platzer explained that a third-party propulsion unit underperformed its specifications, and corrective measures have been taken with the vendor. He also noted that a robust on-orbit insurance market for such spacecraft is not yet available.

Austin Moeller inquired if the second-half weighted revenue growth was due to U.S. government budget delays and asked about the pricing and margin profile for new AI weather models.

Answer

Interim CFO Thomas Krywe clarified that second-half growth is primarily driven by the flow-through of committed revenue from existing contracts. CEO Theresa Condor added that increased international defense budgets and a U.S. shift toward commercial data buys are also key drivers. Regarding AI models, Condor stated not to expect dramatically different product-level gross margins, as the focus remains on the overall company strategy of leveraging data across multiple customers. Krywe affirmed that overall gross margins would continue their upward trend due to the leveraged business model.

Austin Moeller asked about the timing of potential new awards from the Department of Homeland Security given the budget request, and whether current aircraft could be used for surveillance under existing 2025 funds. He also inquired about European expansion, specifically asking if contract negotiations for the Spanish scoopers were with Turkey and Portugal or if other countries were involved.

Answer

SVP of Finance and Capital Markets, John Saunders, explained that the company's PC-12s are already at extremely high utilization, so new DHS contracts would likely require adding or modifying other aircraft in the fleet, similar to the Kodiak used for the Montana contract. CEO Sam Davis confirmed active discussions with Turkey and Portugal, which have open tenders. He noted that contract awards are pending the final certificate of airworthiness for the second scooper and that the concept of privately operated assets is new to the European market, which they are helping to develop.

Austin Moeller inquired about the specific inflationary pressures affecting EBITDA guidance, the potential impact of a new administration on federal firefighting funds, and whether the FMS acquisition would reduce off-season costs and improve non-peak revenue.

Answer

SVP of Finance and Capital Markets, Eric Gerratt, detailed inflationary pressures in salaries, travel, and maintenance parts, noting mitigation efforts like efficient inventory management. CEO Sam Davis affirmed that firefighting is a bipartisan issue and Bridger will continue to advocate for guaranteed contracts. An executive, likely SVP John Founders, confirmed that cost rationalization and the FMS acquisition are expected to lower off-season OpEx while boosting non-seasonal revenue in Q4 and Q1.

Austin Moeller asked for details on the progress of clearing channel inventory in Europe and whether the company is seeing significant demand pull-forward in the U.S. ahead of potential ITC changes in 2026.

Answer

CFO Asaf Alperovitz stated that most European distribution partners are expected to reach normalized inventory levels by the end of Q2, driven by both underlying demand and company promotions. CEO Yehoshua Nir responded that they are not seeing significant demand pull-forward in the U.S., emphasizing that underlying long-term demand remains strong, as evidenced by a recent multi-year enterprise agreement.

Austin Moeller asked if the recent price reductions in the European market have had a discernible positive impact relative to competing products from China.

Answer

CEO Yehoshua Nir reiterated that the company expects to see the impact of its price promotion campaigns, which started in November, during the second quarter of 2025. He stated that while they anticipate an impact, no results have been seen or reported yet.

Austin Moeller asked for the revenue mix between setup/engineering and recurring subscriptions within the Outcomes segment, and how Grid Edge Intelligence solutions could help in a major blackout.

Answer

CEO Tom Deitrich stated that recurring revenue was around 70% in Q1, with an ultimate goal of closer to 80%, though the mix varies quarterly. He explained that in a blackout, Grid Edge Intelligence enables solutions like distribution automation to reroute power and minimize outage areas, or more targeted shutoffs for wildfire mitigation, providing finer control at the distribution edge.

An associate for Austin Moeller asked about the timing of revenue recognition for the large Q4 bookings, given past regulatory delays, and questioned if the pre-delay quarterly bookings run-rate is a good proxy for 2025.

Answer

CFO Joan Hooper reiterated that the typical timeframe from booking to revenue is 9-12 months, which is why the back-end loaded 2024 bookings will mostly translate to revenue beyond 2025, with growth expected to accelerate again in 2026 and 2027. CEO Tom Deitrich added that while quarterly bookings will be lumpy, he does not expect a repeat of 2024's extreme Q4 weighting and anticipates a book-to-bill of 1:1 or greater for the full year.

Austin Moeller asked if water meter demand would mirror electricity meter demand due to data centers and inquired about the remaining amount of non-inflation indexed backlog.

Answer

CEO Tom Deitrich responded that while both segments will grow, he expects electricity infrastructure growth to outpace water growth globally. He also stated that a bit over 75% of the current backlog is repriced or indexed, with the remaining portion expected to flow through over the next 12 months.

Austin Moeller asked if Enphase plans to accelerate its supply chain diversification out of China regardless of future trade deals and whether high interest rates are limiting current demand ahead of the potential ITC expiration.

Answer

President and CEO Badri Kothandaraman affirmed the strategy is to accelerate the supply chain move out of China, particularly for batteries. He also agreed that high interest rates are an important factor constraining demand, noting the market's shift from loans to leases and that any rate relief would be beneficial.

Austin Moeller asked what level of electricity rates would be needed in Europe to catalyze a demand recovery. He also inquired about the potential for solar-plus-storage demand in low-cost electricity states like Texas, driven by high power demand from data centers.

Answer

President and CEO Badrinarayanan Kothandaraman noted that French electricity rates recently decreased, creating a headwind, and argued the future lies in comprehensive home energy management, not just high rates. Chief Products Officer Raghu Belur confirmed the opportunity in states like Texas, explaining that in deregulated markets, distributed energy systems can participate in energy markets to generate significant savings and revenue for homeowners, regardless of the base electricity rate.

Austin Moeller asked about Enphase's concern over potential changes to the 30% residential Investment Tax Credit (ITC) under a new administration and the possible impact on future U.S. growth.

Answer

Chief Products Officer Raghu Belur stated that while the ITC is very important, they believe the probability of it being eliminated is 'very, very low, maybe 0.' He argued that disrupting the ITC would be detrimental to the broader economy, given rising electricity demand and the significant U.S. job creation spurred by the Inflation Reduction Act (IRA).

Austin Moeller inquired whether government action could improve financing or if recovery depends solely on cash from the new harvest. He also asked about Lavoro's future retail space strategy, specifically whether they would lease new space or operate within their newly consolidated footprint as demand recovers.

Answer

CEO Ruy Cunha responded that he does not anticipate significant government intervention to improve liquidity soon, believing recovery will primarily come from improved farmer profitability. On retail strategy, Cunha stated the company's current priority is to consolidate its existing footprint and improve margins, not to expand its base by leasing new space, though tactical moves remain a possibility.

Austin Moeller asked if government action could improve financing activity or if the market must wait for cash from the upcoming harvest. He also questioned whether Lavoro plans to expand its retail footprint as demand recovers or maintain its newly consolidated space.

Answer

CEO Ruy Cunha responded that he does not anticipate significant government intervention to improve liquidity in the near term. Instead, he expects improvements to stem from better farmer profitability. On strategy, Cunha stated that Lavoro's priority is not to expand its retail base but to consolidate its current position, improve margins, and serve its existing client base within its comprehensive footprint.

Austin Moeller of Canaccord Genuity inquired about the impact of ongoing drought conditions on the timing of planting seasons in Brazil and the company's M&A strategy in the current market environment.

Answer

CEO Ruy Cunha reported that soy planting in Brazil is approximately 40% complete, which is slightly delayed compared to historical averages but is now accelerating due to recent rainfall. Regarding corporate strategy, Cunha stated that Lavoro's primary focus for the upcoming year will be on organic growth and gaining market share rather than pursuing M&A opportunities.

Austin Moeller inquired about the impact of ongoing drought conditions on the timing of planting seasons in Brazil and when a normalization might occur. He also asked about Lavoro's M&A strategy and its expected cadence in the current market environment.

Answer

CEO Ruy Cunha provided an update on planting, stating that soy planting in Brazil is at 40%, slightly behind last year's pace but accelerating with recent rains. On strategy, Cunha indicated that while the M&A environment is similar to last year, the company's primary focus for growth will be on organic expansion and gaining market share rather than acquisitions.

Inquired about the financial profile of the new aftermarket business, specifically its expected revenue contribution and margins compared to aircraft sales. He also asked if collecting pre-delivery payments (PDPs) from the existing backlog could be sufficient to replace a future supplemental equity raise.

Answer

The aftermarket business is expected to be a high-margin, recurring revenue stream that grows disproportionately after deliveries begin, potentially exceeding $5 billion in revenue by 2035. Margins are expected to be higher than OEM sales. Regarding funding, PDPs are a key source of capital, triggered by milestones like the first flight and type certification. While significant PDPs are expected, especially from the premium segment, the company did not state this would fully replace the need for other financing options.