James Ricchiuti

James Ricchiuti inquired about the anticipated benefits and timing from new Gen 8.6 capacity additions, the competitive environment in China, the status of contract negotiations with LG, and the specific raw material costs contributing to the projected gross margin decrease.

Answer

Brian Millard, Chief Financial Officer and Treasurer, explained that new Gen 8.6 fabs from Samsung and BOE are expected online in Q2 2026 and shortly thereafter, contributing to the second-half weighted guidance. He acknowledged an increased competitive environment in China but emphasized Universal Display's material quality, patent position, and increased investment in the region. He confirmed LG's contract expired at year-end 2025, with negotiations for a new deal progressing as expected. For gross margins, he attributed the 2026 guidance of 74%-76% primarily to higher raw material costs, particularly iridium, and the increasing complexity of materials, noting volume pricing has also modestly decreased gross margins over time.

James Ricchiuti (Needham & Company) asked about the timing and anticipated benefits from new Gen 8.6 OLED capacity coming online from Samsung and BOE, and their influence on the 2026 guidance and second-half weighting. He also probed the competitive landscape in China, noting a decline in revenue from a large Chinese customer, and sought an update on contract negotiations with LG. Additionally, Ricchiuti inquired about the specific raw materials driving higher costs and their impact on gross margins.

Answer

Brian Millard (CFO, Universal Display) confirmed that new Gen 8.6 fabs from Samsung and BOE are incorporated into 2026 guidance, contributing to the second-half weighting alongside product cycles, with Samsung's fab expected online in Q2 and BOE's shortly after. He acknowledged an increased competitive environment in China but emphasized Universal Display's quality, patent position, and increased local investment, including a new lab. Millard stated that LG contract talks are progressing as expected, with no concerns about a new deal. He identified iridium as a key raw material contributing to higher costs, impacting the 2026 gross margin guidance of 74%-76%, and noted that volume pricing has also modestly decreased gross margins over time.

James Ricchiuti inquired about the revenue benefit from foldable smartphones versus traditional models and asked for the specific blue development emitter revenue for the quarter.

Answer

CFO Brian Millard explained that foldable phones can contain up to two to three times the material of a standard phone, representing a significant growth opportunity. CEO Steven Abramson added a personal endorsement of the form factor's utility. Brian Millard also stated that blue development revenues were $1.1 million in the quarter.

James Ricchiuti of Needham & Company asked about LG Display's 'hybrid' blue solution, its viability versus a pure phosphorescent approach, and the stability of the materials. He also followed up on tariff-related orders, Q1 blue development revenue, and the full-year OpEx forecast.

Answer

CFO Brian Millard clarified that UDC's focus has been on achieving commercial specs, regardless of architecture, and that the LG announcement is a positive step. He explained that fluorescent blue is an established product with known stability. Millard also confirmed Q1 blue development revenue was approximately $1.1 million and reiterated that full-year 2025 OpEx is expected to be flat year-over-year.

James Ricchiuti asked whether Universal Display is currently in discussions for a blue license agreement with its largest customer. He also questioned if the 2025 guidance is influenced more by pricing pressure or by the uncertain consumer electronics demand environment.

Answer

CFO Brian Millard declined to comment on the status of specific customer negotiations but noted that discussions on various topics are ongoing. He clarified that the 2025 guidance is driven more by the general demand environment rather than significant material pricing pressure, as no major customer agreements are up for renewal this year.

James Ricchiuti asked about IPG Photonics' plans to increase investment in Directed Energy applications, potentially expanding the Crossbow product line or utilizing the Huntsville facility. He also sought expectations for the new medical product's performance in 2026 and inquired about the company's appetite for additional tuck-in acquisitions, given the cleanLASER success and strong balance sheet, specifying areas of interest. In a follow-up, he requested more color on regional booking variability and IPG's semiconductor exposure and growth outlook for 2026.

Answer

CEO Dr. Mark Gitin clarified that the Crossbow Mini is a 3KW system for smaller drones, with a roadmap to increase power to 6-8KW, focusing on commercial products rather than megawatt systems or government contracts. He noted that the new medical product, featuring StoneSense technology, and a new major customer are expected to drive growth in 2026, with additional product launches planned and an expectation for the business to double or triple over the next few years. Dr. Gitin confirmed an active pursuit of tuck-in acquisitions (revenue range $50-$200 million) to accelerate market entry or technology acquisition, citing cleanLASER's successful integration and performance. SVP and CFO Tim Mammen reported broad-based bookings, with strong performance in North America (medical, systems) and Asia, and improving but still weaker trends in Europe. Dr. Gitin added that IPG's semiconductor exposure is in lithography, metrology, and inspection, driven by new products aligning with roadmaps and a focus on performance and quality, indicating good growth potential.

James Ricchiuti inquired if IPG Photonics plans to increase investment in Directed Energy applications, particularly with the new Huntsville facility, or expand the Crossbow product offering, given its early traction. He also asked about IPG Photonics' expectations for the new medical product in 2026. Furthermore, he asked if IPG Photonics has a greater appetite for pursuing other inorganic opportunities, given the success of the cleanLASER acquisition and the company's strong balance sheet, and what areas might be of interest. In a follow-up, he asked CFO Tim Mammen for additional color on the Q4 2025 bookings by region, inquiring about any variability given the healthy overall order activity. Lastly, he asked CEO Dr. Mark Gitin about IPG Photonics' exposure to the semiconductor sector, specifically regarding lithography, metrology, and inspection, and the growth outlook for 2026 given industry investments.

Answer

CEO Dr. Mark Gitin stated that the current Directed Energy offering is the Crossbow Mini, a 3-kilowatt system for shorter-range Group One and Group Two drones. He confirmed a roadmap to increase power levels to 6-8 kilowatts but clarified that IPG is not pursuing megawatt-type systems or government contracting, focusing instead on commercial products for smaller drones. Dr. Gitin reiterated that the new urology product with StoneSense, launched in Q4 2025 after FDA clearance in Q3, combined with a new major customer, is expected to drive growth into 2026. He also mentioned plans for additional product launches in 2026 as part of a multi-year roadmap, with an expectation for the medical business to double or triple over the next few years. Dr. Gitin outlined IPG's capital allocation priorities: first, organic growth, and second, tuck-in acquisitions like cleanLASER, which exceeded initial targets and integrated well. He confirmed active pursuit of M&A opportunities in the $50-$200 million revenue range, focusing on accelerating market entry or acquiring technologies in adjacent markets. SVP and CFO Tim Mammen described the Q4 bookings as broad-based, with North America strong due to medical and systems orders, Europe showing improvement with good systems orders (particularly from cleanLASER), and Asia (Japan, China, Korea) also having a strong quarter. He noted Europe is still slightly weaker but improving, aligning with PMI data. Dr. Gitin explained that IPG plays in lithography, metrology, and inspection within the semiconductor segment, highlighting new products aligning with industry roadmaps, improved performance and quality, and strong engagements. While currently a relatively small area, it demonstrates IPG's differentiation in core technologies and ability to meet high-performance, quality, and volume production demands for advanced roadmaps.

James Ricchiuti of Needham & Company asked about the regional breakdown of the book-to-bill ratio, the long-term opportunity in directed energy, drivers for the systems business, and the competitive landscape in the medical urology market.

Answer

CEO Mark Gitin confirmed the book-to-bill ratio was approximately 1.0 across all regions on higher revenue. He detailed the significant growth potential for the Crossbow directed energy system, highlighting a key partnership with Lockheed Martin and a disruptive cost advantage. Gitin and CFO Timothy Mammen attributed systems growth to the Clean Laser acquisition, robotics, and LightWELD sales. Gitin also affirmed IPG's strengthening leadership position in the medical urology laser market, supported by a new customer win.

James Ricchiuti inquired about the potential revenue contribution from the new partnership with AkzoNobel. He also asked about the timeline for the new urology system's impact and which specific applications are driving the strong momentum in the micromachining business.

Answer

CEO Mark Gitin described the AkzoNobel partnership as a 'small starting' opportunity with long-term potential to replace industrial curing ovens. Regarding the medical business, he noted the new urology system will contribute modestly later this year, with a more significant impact in 2026. For micromachining, he stated that while he could not name the specific application, the recent doubling of revenue was driven by a new product launch addressing areas like microelectronics, with a strong product roadmap to follow.

James Ricchiuti of Needham & Company asked for details on the anticipated increase in operating expenses, the drivers behind expected growth in the medical business, and the sustainability of the revenue increase seen in Japan.

Answer

CFO Tim Mammen explained the Q1 OpEx increase is due to normalized stock compensation, target-level bonus accruals, and strategic investments, expecting a further rise in Q2 before stabilizing. CEO Mark Gitin added that medical growth will be driven by a new thulium laser product launching late in the year and the addition of a new key OEM customer.

James Ricchiuti of Needham & Company asked about the size of IPG's laser cleaning business after acquiring Clean Laser, whether M&A will play a larger strategic role, and for an updated outlook on gross margin recovery.

Answer

CEO Mark Gitin stated the existing cleaning business is in the 'tens of millions,' with the Clean Laser deal adding about $30 million in revenue. He affirmed that while internal R&D is primary, the company is open to strategic M&A. CFO Timothy Mammen explained the gross margin model is intact, with under-absorption at 660 basis points. He projected margins would climb above 40% as quarterly revenue approaches the $250 million to $300 million range, aided by normalizing inventory provisions.

James Ricchiuti requested an update on the Direct-to-Fabric (Roll-to-Roll) market, including the timing of new product introductions. He also asked about the full realization of targeted price increases in Q4 2025 or early 2026. Lastly, he inquired whether 2026 would see more activity with new customers or greater multi-unit deployments with existing ones.

Answer

CEO Ronen Samuel acknowledged that 2025 was challenging for Roll-to-Roll but expressed confidence for 2026 due to a stronger pipeline and new market entries like footwear and technical/functional apparel, supported by innovations to be unveiled at Konnections. He expects acceleration in the second half of 2026 and into 2027. CFO Assaf Zipori confirmed that price increases are a gradual process, reflected in the guidance. CEO Ronen Samuel added that the implemented price increases were well-received and are baked into the model. For 2026, he anticipates a mix of activity, with expected growth from 2025's new customers and continued multi-unit deployments, but a primary focus on penetrating the screen and Roll-to-Roll markets will lead to many net new customers.

James Ricchiuti requested an update on the direct-to-fabric (roll-to-roll) market, including new product introductions and timing, assuming 2025 was challenging for this segment.

Answer

Ronen Samuel, CEO, acknowledged that 2025 was not a strong year for roll-to-roll but indicated a much stronger pipeline for 2026. He highlighted new market investments in footwear and technical/functional apparel, with new technologies to be unveiled at the Connection event. He expects nice growth in roll-to-roll in 2026, accelerating into 2027, particularly in the second half of 2026. James Ricchiuti also asked Assaf Zipori about the realization of targeted price increases. Assaf Zipori, CFO, confirmed that price increases are a gradual process, reflected in the guidance. Ronen Samuel added that a small price increase due to tariffs was implemented at the beginning of the year, received with full acceptance, and is factored into the model. Lastly, James Ricchiuti asked about the expected customer activity in 2026, specifically whether it would involve more new customers or greater multi-unit deployments with existing ones. Ronen Samuel anticipates a mix, with growth from existing new customers (40% in 2025) and continued multi-unit deployments from key customers, emphasizing penetration into the screen market and roll-to-roll with net new customers.

James Ricchiuti from Needham & Company sought to reconcile comments about Annual Recurring Revenue (ARR) tracking below expectations while also being expected to exit the year strong. He also asked about the Atlas Max upgrade business and the number of customers involved in inventory destocking.

Answer

CEO Ronen Samuel clarified that while ARR is below internal targets, it has still grown to $19 million within a year of the AIC program's launch, with a strong pipeline expected to drive a meaningful increase by year-end. He confirmed a follow-on upgrade order from their global strategic customer for the second half. Samuel also stated that the ink inventory issue was concentrated among "less than a handful" of significant customers.

Chris Grenga, on for James Ricchiuti of Needham & Company, inquired about the Gooten partnership, asking how many similar large-scale opportunities exist to drive volume to Kornit's fulfillment network. He also asked about capital allocation priorities following the completion of the recent share repurchase program.

Answer

CEO Ronen Samuel explained that many digital platforms need to move to on-demand production and that Kornit is actively pursuing them, citing existing relationships with major players like Printful and Custom Ink. CFO Lauri Hanover stated that approximately $70 million remains on the approved $100 million share repurchase authorization, which the company expects to use. She reiterated the capital allocation framework balances shareholder returns with organic investments like AIC and potential strategic acquisitions.

James Ricchiuti asked for an update on equipment purchases from Kornit's large global strategic account, guidance on Q1 gross margins, and whether potential tariffs were causing uncertainty in customer behavior.

Answer

CEO Ronen Samuel noted that key customer Printful completed a major upgrade to Atlas MAX and that the large global strategic account had a strong peak season, with hopes for further fleet upgrades in 2025 following some in Q4. CFO Lauri Hanover indicated Q1 is seasonally the lowest gross margin quarter. Regarding tariffs, Ronen Samuel described customers as being in a 'wait and see' mode with no immediate changes in behavior.

James Ricchiuti from Needham & Company asked about the customer mix for the 30 Apollo systems planned for 2025, specifically the breakdown between new, existing, and multi-unit customers, and also inquired about the upgrade status of the Atlas installed base.

Answer

CEO Ronen Samuel explained that the 30 Apollo systems planned for 2025 will go to a mix of new and existing customers, highlighting one customer that is installing 7 systems this year and is committed to 10 more next year. He noted that most of the Atlas installed base has been upgraded to MAX, with the notable exception of a global strategic customer where the upgrade process has just begun.

James Ricchiuti asked about the extent of additional benefit from pricing actions expected in Q3 versus Q2, and whether the bulk of the pricing impact has already been realized. He also sought clarification on the performance and lumpiness of the larger projects business, particularly within the door locking segment.

Answer

Andrew Vuono, CFO, clarified that product pricing adjustments were effective at the beginning of Q2, with no significant additional increases expected, meaning the full benefit is baked in for Q3 and Q4. Kevin Buchel, President and COO, noted a variety of projects, including school and prototype initiatives, are ongoing. He emphasized that while projects are a key part of the business, there are no specific 'difficult comps' expected from these projects in the coming quarters.

James Ricchiuti inquired about weakness in the locking products business, the impact of tariffs on pricing and competitive positioning, and the outlook for operating expenses. He later asked for an update on the school security market opportunity and the progress of the PRIMA product line.

Answer

CEO Richard Soloway and President/CFO Kevin Buchel attributed equipment weakness to temporary distributor destocking, not a lack of end-demand, and highlighted their manufacturing in the Dominican Republic as a key tariff advantage. Buchel explained that higher OpEx from legal fees and new hires represents a new baseline. He also confirmed that the school security market remains robust with available funding and that the PRIMA product is improving after a slow start.

James Ricchiuti from Needham & Company requested the equipment revenue breakdown, asked if the sales shortfall was isolated to specific distributors, and inquired about plans for operating expenses.

Answer

President and CFO Kevin Buchel provided the equipment revenue breakdown: $7.6 million for intrusion/access and $14.2 million for locking. He stressed that the shortfall was due to timing issues with two specific distributors—one of which made a corporate decision to reduce year-end inventory across all manufacturers—and was not related to a change in end-market demand. Buchel also confirmed the company is not adjusting its OpEx strategy, as the revenue issue is considered temporary, and it will continue investing in growth, particularly by hiring engineers.

James Ricchiuti pressed for more detail on the locking business, questioning the confidence in a one-quarter inventory correction and asking if the distributors are the same as those for radios. He also inquired about the impact of a new distributor on radio sales, the typical seasonality of the business, and whether the Prima product line is meeting management's expectations.

Answer

President, COO, and CFO Kevin Buchel reiterated his confidence in a swift locking recovery, citing assurances from the largest locking-specific distributor and strong sell-through data. He noted that radio sales growth was broad-based, not just from one new distributor. Regarding seasonality, Buchel explained that quarters typically strengthen as the fiscal year progresses, with Q4 being the strongest. He also addressed the Prima product line, acknowledging a slower-than-hoped ramp due to a lack of a full accessory set at launch, but stated that with the full line now available, he expects performance to significantly improve.

James Ricchiuti of Needham & Company sought clarity on the fiscal 2025 outlook for the radio business, specifically regarding demand normalization, distributor inventory levels, sell-through metrics, and the progress of the new Prima product launch.

Answer

Kevin Buchel, President, COO & CFO, stated the company aims for enhanced growth in the radio business through relationships with large national accounts, not just normalization. He confirmed continued strength in fire radios and noted one distributor still has excess inventory. Regarding Prima, he emphasized its importance for penetrating the residential market and adding incremental recurring revenue, expressing optimism about its future success following product enhancements and a dedicated sales focus.

James Ricchiuti asked for more detail on the aerospace and defense (A&D) demand, distinguishing between traditional defense, commercial aerospace, and emerging areas like drones or commercial space. He also asked about the gross margin headwinds from the new Malaysia facility in Q1 and its expected impact in Q2.

Answer

Oliver Mihm, Executive Vice President and Chief Operating Officer, highlighted new program ramps across all A&D subsectors, underlying demand strength in defense, and building leadership in the space subsector. Patrick Jermain, Executive Vice President and Chief Financial Officer, stated that the Malaysia facility had a minimal gross margin headwind (less than 10 basis points) in Q1, is expected to be near break-even in Q2, and will approach corporate average margins by the second half of fiscal 2026.

James Ricchiuti inquired about the specific drivers of aerospace and defense demand, including traditional defense, commercial aerospace, and emerging areas like drones and commercial space. He also asked for quantification of the gross margin headwinds from the new Malaysia facility in Q1 and its expected impact in Q2.

Answer

Oliver Mihm (EVP and COO) highlighted new program ramps across all subsectors, underlying demand strength in defense, and incremental growth in commercial aerospace, noting building leadership in the space subsector. Patrick Jermain (EVP and CFO) stated the Malaysia facility had a minimal gross margin headwind of less than 10 basis points in Q1, expecting it to be near break-even in Q2 and approach corporate average margins in the second half of the fiscal year.

James Ricchiuti inquired about any anticipated fallout in major market verticals, especially defense, from the government shutdown, and sought further details on the strength in semicap and energy, including the outlook for semicap in fiscal 2026 and the role of data center build-out in energy growth.

Answer

Todd Kelsey, President and CEO, and Oliver Mihm, COO, stated they had not seen any indications of slowdown due to the government shutdown but were monitoring the situation and ensuring supply chain diversification. For semicap, Todd Kelsey expected fiscal 2025 and 2026 to be similar with low single-digit WFE growth and significant share gains. Oliver Mihm noted energy growth from infrastructure, power generation, and electrification, with program wins accelerating revenue and increased opportunities in EMEA.

James Ricchiuti asked if Plexus Corp. anticipates any negative impact on its major market verticals, especially defense, from the ongoing government shutdown. He also sought clarification on the strength in semicap and energy sectors, specifically how the fiscal 2026 outlook for semicap aligns with modest WFE expectations and the role of data center build-out in energy growth.

Answer

Todd Kelsey, President and CEO, and Oliver Mihm, COO, stated they had not seen any indications of slowdown due to the government shutdown, but were monitoring the situation and focusing on supply chain diversification. For semicap, Todd Kelsey noted fiscal 2025 and 2026 forecasts are similar, with low single-digit WFE growth, but Plexus expects significant share gains. Oliver Mihm explained energy growth is driven by infrastructure, power generation, electrification, and program wins, with increased opportunities in EMEA.

James Ricchiuti of Needham & Company asked for the revised semi-cap outlook for fiscal 2025, the expected financial drag and market focus of the new Malaysia facility, and later questioned the basis for optimism in the Healthcare/Life Sciences growth for fiscal 2026 and the emerging opportunities in European defense.

Answer

CEO Todd Kelsey revised the fiscal 2025 semi-cap growth forecast to low-double-digits from mid-teens. EVP & CFO Patrick Jermain stated the new Malaysia facility's margin drag would be minimal and short-lived, with CEO Todd Kelsey adding its initial focus will be semi-cap and healthcare. EVP & COO Oliver Mihm attributed confidence in Healthcare's FY26 growth to new program ramps, new customer wins, and positive leading indicators from engineering services. He and VP Shawn Harrison also noted increased activity and strategic positioning for growth in European defense.

James Ricchiuti asked about the company's strategy for potential tariffs, the durability of semicap demand, the lag time between engineering wins and revenue realization for large programs, and the drivers behind the improved free cash flow outlook.

Answer

President and CEO Todd Kelsey stated that tariff costs are passed to customers and Plexus is well-positioned to move production if needed, supported by an enhanced trade compliance team. He described semicap demand as stable and driven by share gains. EVP and COO Oliver Mihm and executive Shawn Harrison explained that major manufacturing wins can take 1.5 to 3 years to fully ramp after being announced. EVP and CFO Patrick Jermain attributed the stronger free cash flow forecast to excellent Q1 performance and sustained working capital efficiencies.

James Ricchiuti asked if Clean Harbors was observing any choppiness or signs of weakness in its broad end markets beyond the chemical and refinery sectors. He also requested an update on the scale-up of the Kimble incinerator, including tonnage processed, network efficiencies, potential margin lift, customer discussions, and its expected impact in 2026. Finally, he inquired if valuations were the primary challenge for pursuing larger M&A opportunities and how the pipeline for such deals is perceived.

Answer

Eric Gerstenberg (Co-CEO) confirmed no choppiness or weakness outside chemical/refinery, citing strong waste volumes, pricing, and project growth across diverse verticals like manufacturing and retail. Regarding Kimble, he reported processing over 10,000 tons in Q3, on track for 28,000 incremental tons for the year, with solid ramp-up and network efficiencies showing up. He noted strong customer interest due to network security and capabilities. Mike Battles (Co-CEO) stated that while valuations have increased, Clean Harbors seeks larger deals with significant synergy potential to ensure value accretion for shareholders, emphasizing a disciplined approach to pricing.

James Ricchiuti asked if Clean Harbors is observing any choppiness or weakness in end markets beyond the chemical and refinery sectors. He also requested an update on the Kimble incinerator scale-up, including tonnage processed, network efficiencies, customer discussions, and its expected impact on 2026 performance. Finally, he inquired if valuations are the primary challenge for pursuing larger M&A opportunities and how the pipeline for such deals is perceived.

Answer

Co-CEO Eric Gerstenberg confirmed no choppiness or weakness outside chemical and refinery sectors, with waste volumes growing strongly across diverse verticals like manufacturing and retail. He reported that the new Kimble incinerator processed over 10,000 tons in Q3, on track to meet 2025 incremental tonnage plans, with solid ramp-up and network efficiencies showing. Customer discussions remain strong, with Kimble enhancing network security and capabilities, particularly for large hazardous waste generators. Co-CEO Mike Battles stated that while valuations have increased, Clean Harbors has the best opportunity for larger deals due to significant synergy potential, making post-synergy multiples reasonable. He affirmed that price is a key part of the discussion, but the company remains disciplined in seeking good returns.

Asked for an update on the Kimball incinerator's ramp-up and EBITDA contribution, and about the company's long-term view on M&A versus organic growth.

Answer

The Kimball ramp-up is on track, with the expected ~$10M network EBITDA benefit still holding. It's currently a slight margin drag but will contribute more as it scales. The M&A pipeline is full, but they remain disciplined, evaluating both acquisitions and high-return organic projects, with the capacity to pursue both.

James Ricchiuti from Needham & Company inquired about the M&A pipeline and valuation environment. He also asked for an update on discussions with captive incinerator owners and the importance of that opportunity for Kimball's scaling.

Answer

Co-CEO Mike Battles noted that valuations for quality assets remain high but Clean Harbors' strong balance sheet and synergy potential provide a competitive advantage. Co-CEO Eric Gerstenberg confirmed that discussions with multiple captive operators are ongoing but clarified that the company's growth and ramp-up plans for Kimball are not dependent on securing any captive closures, which would represent pure upside.

James Ricchiuti asked about the M&A pipeline in the current economic environment and the status of discussions with captive incinerator owners, questioning how critical that opportunity is for the scaling of the Kimball facility.

Answer

Co-CEO Mike Battles noted that while M&A valuations remain high, Clean Harbors' strong balance sheet allows it to be selective and aggressive, adding that economic downturns can create opportunities. Co-CEO Eric Gerstenberg confirmed active discussions with captive owners but clarified that the company's growth and Kimball ramp-up plans do not depend on any captive closures, making them entirely upside potential.

James Ricchiuti asked if the weakness in the Industrial Services (IS) business was confined to the refinery sector and what specific actions were being taken to address it. He also requested an update on the current revenue run rate for PFAS-related services and the outlook for 2025.

Answer

Co-CEO Eric Gerstenberg confirmed the IS weakness was concentrated in the refinery vertical due to reduced turnaround scope. The strategy is to diversify by cross-selling into other verticals like chemicals. Co-CEO Michael Battles added that they are also focused on pricing to offset wage inflation. Regarding PFAS, Gerstenberg stated the business is on an '$80 million to $90 million run rate' for the year, with Battles adding that exiting 2024 at a $100 million run rate is a fair estimate for the 2025 outlook.

James Ricchiuti of Needham & Company asked for book-to-bill ratios across Teledyne's major segments and requested insights into significant defense contract opportunities, including potential timelines, especially considering the government shutdown.

Answer

President and CEO George Bobb provided segment-specific book-to-bill ratios, including Digital Imaging at 1.12x and an overall ratio of 1.09x. He highlighted near-term unmanned systems opportunities like the Rogue 1 loitering munition and the LASSO program, alongside continued strength in submarine interconnects.

James Ricchiuti asked for book-to-bill ratios across Teledyne's three major segments and sought more details on potential significant defense contract opportunities, including specific areas and an estimated timeline, considering the government shutdown.

Answer

President and CEO George Bobb provided book-to-bill ratios: Digital Imaging at 1.12, Instrumentation at 0.9 (with T&M at 0.98, Environmental at 0.95, Marine at 0.8), and Aerospace and Defense Electronics at 0.84. Engineered Systems was over 2 times, with an overall company book-to-bill of 1.09. He highlighted near-term unmanned opportunities like the Marine Corps OPFL program (Rogue One loitering munition) and the U.S. Army's LASSO program, expecting tens of millions for OPFL and initial millions for LASSO, also noting strength in submarine interconnects.

James Ricchiuti asked if the full-year operating margin improvement target of around 60 basis points had changed. He also inquired about the sustainability of growth in the marine instrumentation business and the expected EPS accretion from the KeyOptik acquisition.

Answer

Executive Chairman Robert Mehrabian and CEO George Bobb confirmed the full-year margin target of ~60 bps improvement remains intact. Bobb detailed that marine instrumentation growth is driven by sustainable trends in offshore energy and defense subsea unmanned vehicles. Mehrabian affirmed that the KeyOptik acquisition is still expected to add about $0.15 to EPS for the year.

James Ricchiuti asked if the full-year operating margin improvement target of ~60 basis points was still intact, inquired about the sustainability of growth in the marine instrumentation business, and sought an update on the expected EPS accretion from the KeyOptik acquisition.

Answer

Executive Chairman Robert Mehrabian and President & CEO George Bobb confirmed the full-year margin target remains. Bobb detailed that marine growth is driven by sustainable trends in offshore energy and subsea defense. Mehrabian affirmed that the KeyOptik acquisition is still expected to add about $0.15 to EPS for the year, calling it a 'really good acquisition' with strong synergies.

James Ricchiuti asked if the full-year operating margin improvement target of ~60 basis points had changed, inquired about the sustainability of strong growth in marine instrumentation, and sought an update on the expected EPS accretion from the KeyOptik acquisition.

Answer

Executive Chairman Robert Mehrabian and CEO George Bobb confirmed the ~60 bps margin target remains intact. Bobb detailed that marine instrumentation growth is driven by sustainable demand in offshore energy and defense subsea vehicles. Mehrabian affirmed they still expect KeyOptik to add about $0.15 to EPS for the year, calling it a 'really good acquisition' with improving margins.

James Ricchiuti from Needham & Company asked about the company's strategy to offset margin pressures, particularly in newly acquired businesses, and whether the current economic environment is creating more M&A opportunities.

Answer

Executive Chairman Robert Mehrabian projected a full-year margin improvement of approximately 60 basis points, noting that while new acquisitions like Qioptiq are initially dilutive, their margins are expected to improve quarterly. He affirmed that Teledyne's strong balance sheet and cash flow position it well to pursue acquisitions during periods of economic stress, consistent with its historical strategy, while remaining disciplined on valuation.

James Ricchiuti asked if management was surprised by the slow recovery in the legacy digital imaging business and inquired which segments had the most potential for upside performance relative to the conservative full-year outlook.

Answer

Executive Chairman Robert Mehrabian admitted he was surprised by the slow recovery in legacy digital imaging, attributing it to customer and distributor caution on inventory, the China effect, and Teledyne's refusal to accept low-margin orders. For potential upside, he pointed to the Instrumentation segment, especially test and measurement, and new product introductions in Digital Imaging as areas where the current outlook is prudent and could outperform.

James Ricchiuti inquired about the source of accelerated sales pull-ins, requested color on book-to-bill ratios by segment, and asked if the weakness in the test and measurement business has subsided.

Answer

Executive Chairman Robert Mehrabian clarified that sales pull-ins were primarily from the Defense businesses, driven by large backlogs. He provided detailed book-to-bill figures, noting an overall ratio of 1.48, with strong performance in FLIR (1.17) and Engineered Systems (1.82). Regarding Test & Measurement, he stated that Q3 strength came from protocol analyzers and expressed hope for a typical year-end capital expenditure cycle to boost the oscilloscope business in Q4.

James Ricchiuti of Needham & Company asked for an explanation for the slight sequential decline in Q2 gross margin despite higher revenue, and inquired about the recent acquisition of Nexa3D assets, including the specific technologies acquired and the company's plans for them.

Answer

CFO Eitan Zamir explained the modest gross margin dip from 48.3% to 47.7% was due to inventory absorption impact and, to a lesser extent, tariffs. CEO Yoav Zeif stated the Nexa3D asset acquisition provides a strong IP portfolio and R&D knowledge, offering shortcuts for strategic growth in areas like aerospace and defense, rather than being an acquisition of an operational company.

James Ricchiuti asked if the cautious 2025 outlook offsets new product benefits and which market verticals show the most promise. He also sought to clarify if second-half confidence stems from pipeline visibility or broader macroeconomic assumptions.

Answer

CEO Yoav Zeif confirmed the outlook is cautious but is based on good pipeline visibility, with the main variable being the sales cycle length. He identified Aerospace & Defense, Tooling, and Dental as the key growth verticals. He clarified that second-half optimism is based on both the existing sales pipeline and an expectation of reduced macro uncertainty, stressing the company's resilience even with flat revenues.

James Ricchiuti of Needham & Company questioned the implied Q4 EPS guidance, which initially appeared to be breakeven, and asked about the potential for year-over-year improvement in Q1 2025. He later followed up on which end markets are showing early signs of recovery and inquired about the revenue contribution from the GrabCAD Print Pro software.

Answer

CFO Eitan Zamir clarified that the Q4 EPS guidance is actually a positive $0.08 to $0.12, reflecting significant benefits from the company's restructuring. He noted that while Q4 revenue benefits from seasonality, it is too early to guide for 2025. CEO Dr. Yoav Zeif identified government, defense, aerospace, and automotive tooling as the primary areas showing recovery. Eitan Zamir added that software revenue is growing significantly with high margins, and more details will be shared as it becomes a larger part of the business.

James Ricchiuti from Needham & Company asked for clarification on the dental business's performance when excluding the aligner business and sought details on the 'point of care' service model, including its strategic purpose and revenue potential.

Answer

President and CEO Jeffrey Graves explained that the total dental business declined only 3% despite a 19% drop from a large aligner customer, indicating underlying strength in the broader portfolio. He characterized the 'point of care' service not as a significant revenue generator, but as a vital application development tool that provides direct insight into new uses for 3D printing in trauma, bone repair, and cancer treatment by embedding staff within leading hospitals.

James Ricchiuti of Needham & Company, LLC inquired about the drivers behind the Q4 improvement in the industrial vertical, particularly in aerospace and defense, and its outlook for Q1. He also asked if the dental business revenue in 2025 would primarily come from aligners, with other segments like dentures ramping up in 2026.

Answer

CEO Jeffrey Graves confirmed the Q4 industrial strength came from reliability markets like rocketry and aerospace, but noted that Q1 could see normal seasonality and that broader customer CapEx remains hesitant due to geopolitical and tariff uncertainty. He stated the company is planning for a flat to slightly positive year. Regarding dental, Graves agreed that 2025 would be dominated by aligners, with a more significant ramp-up for dentures and other segments expected in 2026 and beyond as new products are commercialized and regulatory approvals are secured.

James Ricchiuti asked for clarification on the wide Q4 revenue guidance range and the factors influencing the full-year gross margin forecast, such as factory absorption and product mix.

Answer

CEO Jeffrey Graves explained that the wide Q4 guidance is due to uncertainty around customer CapEx spending and inventory management ahead of 2025. He noted that while an uptick in printer sales is expected, which is good long-term, it could negatively impact the Q4 gross margin mix and factory absorption rates, alongside potential customer inventory management on higher-margin materials.

James Ricchiuti asked for initial views on the 2026 outlook, sought more detail on what is driving the increased 2025 A&D growth forecast, and questioned the significance of the ongoing amplifier production transition.

Answer

CFO Joseph Corso stated it was too early to provide 2026 guidance but confirmed the growth in the 2025 A&D forecast is broad-based, stemming from existing and new sensing programs as well as directed energy initiatives. VP of Corporate Development & IR John Marchetti clarified that the amplifier transition is a critical internal process of moving production from R&D teams to dedicated manufacturing groups to enable future volume scaling.

James Ricchiuti asked for any initial views on the 2026 outlook for the A&D business, requested more detail on what drove the increase in the 2025 A&D growth forecast, and inquired about the significance and timeline of the company's amplifier production transition.

Answer

CFO Joe Corso stated that while it is too early to provide a 2026 outlook, the company remains confident in continued growth. He clarified the upgraded 2025 A&D forecast is due to broad-based growth across existing and new laser sensing programs, directed energy deliveries, and progress on high-energy laser programs. VP of Corporate Development & Investor Relations John Marchetti explained the amplifier transition is a critical internal process of moving production from R&D teams to manufacturing groups to enable future volume scaling.

James Ricchiuti asked about the expected revenue trajectory for the Aerospace & Defense (A&D) business in 2025 and the gross margin impact from the manufacturing transition to Thailand.

Answer

CFO Joe Corso confirmed confidence in at least 25% A&D revenue growth for the year, noting that while quarterly timing is difficult to predict, revenue should increase as the year progresses due to the strong backlog. Corso added that while the manufacturing transition will help margins, the primary driver for margin expansion will be increased production volumes.

James Ricchiuti of Needham & Company inquired about the strong margins in the Measurement and Analysis segment, the size of the greenhouse gas business, the outlook for PFAS-related treatment activity, and the primary drivers behind the recent acceleration in organic growth.

Answer

President & CEO Vijay Manthripragada explained that Measurement and Analysis margins are benefiting from operating leverage but the long-term target of 18-22% remains appropriate. He noted that greenhouse gas services represent about 3% of the business and are largely driven by state-level regulations. Regarding PFAS, the outlook is positive with a growing patent portfolio expanding into broader water treatment. Finally, he attributed the strong organic growth primarily to a dedicated commercial focus on cross-selling and deepening relationships with existing clients, rather than new onshoring tailwinds.

James Ricchiuti of Needham & Company inquired about the strong margins in the Measurement and Analysis segment, the size of the greenhouse gas monitoring business, recent PFAS-related activity, and the primary drivers behind the significant step-up in organic growth.

Answer

President & CEO Vijay Manthripragada explained that Measurement and Analysis margins are high due to operating leverage and project mix, but the long-term 18-22% target remains. He noted that greenhouse gas services represent about 3% of revenue, with minimal impact from federal policy changes due to state-level regulations. Regarding PFAS, he confirmed a positive outlook following regulatory clarity and highlighted an expanded patent portfolio for broader water treatment. Manthripragada attributed the strong organic growth primarily to successful cross-selling and a dedicated commercial focus, with onshoring trends providing an additional tailwind.

James Ricchiuti of Needham & Company asked if there have been any changes in project timelines from clients following the recent election and whether the company is seeing early signs of the anticipated business tailwinds. He also requested more detail on where cross-selling initiatives are gaining the most traction.

Answer

CEO Vijay Manthripragada stated that client activity remains strong with no changes to project timelines, noting that the private sector business is picking up as political uncertainty subsides. He highlighted that cross-selling success is evident in clients purchasing multiple services, which deepens relationships and provides strong conviction in the company's organic growth outlook without needing to acquire new customers.

James Ricchiuti of Needham & Company inquired about the margin profile of new data center design wins, the potential size of ancillary opportunities, and the primary drivers of the Industrial & Medical (I&M) recovery.

Answer

EVP and CFO Paul Oldham stated that new data center products have margins much closer to the corporate average, making the segment significantly less dilutive. President and CEO Steve Kelley added that the I&M recovery is driven by both a broad market rebound and early revenue from recent design wins, with an expected acceleration in 2026 as more wins ramp.

James Ricchiuti of Needham & Company asked for quantification of the gross margin improvement attributed to facility consolidation actions. He also inquired about the company's increased optimism for the data center business and the level of visibility supporting the robust demand outlook for the year.

Answer

CFO Paul Oldham stated that the gross margin improvement was a combination of facility actions, volume, and mix. He noted that at least half of the targeted 200-250 basis points from facility consolidation has been achieved, with more to come from the China factory closure. CEO Stephen Kelley confirmed a more positive stance on the data center market since the last call, based on direct customer feedback and public statements on AI-related spending, giving them confidence in continued growth through 2025.

James Ricchiuti from Needham & Company asked for quantification of the gross margin headwind from the China manufacturing transition and whether recent Industrial & Medical design wins were with new or existing customers.

Answer

CFO Paul Oldham estimated the transition headwind at 50 to 100 basis points, which he expects to abate over the next three quarters. CEO Stephen Kelley confirmed that design win activity in Industrial & Medical includes many new customers, particularly those acquired through the company's new website, with wins in mil/aerospace, factory automation, and test and measurement.

James Ricchiuti asked about the noted softness in Europe, seeking details on changes in demand across sub-sectors like retail and logistics compared to three months ago. He also inquired if Elo's go-to-market model utilizes similar channel partners to Zebra.

Answer

CEO Bill Burns identified EMEA as a challenged region, citing tough mobile computing comps and mixed performance, with softness in auto manufacturing and some retail sectors in France. He confirmed that Elo has a very similar go-to-market approach, working with end customers and fulfilling through distributors and resellers, noting that their largest distributor in North America is also Zebra's largest.

James Ricchiuti of Needham & Company asked how much of the growth in the packaging market could be attributed to the company's recent sales initiatives. He also inquired if the company's view on the semiconductor market had changed given mixed industry signals.

Answer

CEO Matt Moschner confirmed there is evidence that investments in the sales channel are helping drive growth in the regionalized packaging market by reaching more mid-sized customers with easy-to-use products. Regarding the semi market, Moschner stated the full-year cautious view is unchanged and it's too early to call for 2026, but he remains excited about the long-term potential, aided by relationships strengthened through the Moritex acquisition.

James Ricchiuti focused on the 'other' business category, asking for details on the drivers of strength in the Semiconductor market and the recent growth observed in the medical market.

Answer

CEO Robert Willett attributed the SEMI strength to investments in high-bandwidth memory for data centers and cross-selling opportunities from the Moritex acquisition. For the medical market, he noted that after a period of customer overinvestment post-COVID, spending is returning to a more normal cadence, with Cognex's new AI and deep learning tools resonating well for complex inspection applications.

James Ricchiuti of Needham & Company requested more detail on the expected improvement in Q3 product gross margins, noting the positive outlook for both endpoint ICs and systems. He also asked about the adoption timeline for RAIN RFID in the food sector, with a specific focus on proteins.

Answer

CFO Cary Baker reiterated that the two main drivers for Q3 gross margin expansion are the increasing mix of M800 ICs and the benefit from selling lower-cost wafers. CEO Chris Diorio addressed the food opportunity, stating that item-level tagging is currently in large-scale pilots, with a focus on fresh categories like bakery and proteins where expiration dates are critical to ROI. He expressed strong optimism but noted it will take time to scale.

James Ricchiuti from Needham & Company asked for clarification on the expected decline in Q2 reader IC revenue despite strong recent demand. He also inquired about the M800 ramp and its expected impact on gross margins, and the timeline for a new loss analytics deployment at a major retailer.

Answer

CFO Cary Baker explained the sequential Q2 reader IC decline is due to timing, specifically higher-than-expected sales of the end-of-life 'Indy' product in Q1, while demand for the new 'E Family' remains strong. He projected the M800 could become the volume runner later in the year, which would provide a 300 basis point gross margin benefit once fully blended. CEO Chris Diorio added that the new loss analytics deployment is occurring in the second half of the current year.

James Ricchiuti questioned the pipeline for large program ramps, noting the lack of new ones in the first half of 2025, and asked for characterization of potential ramps later in the year. He also asked if the second large grocery customer is U.S.-based.

Answer

CEO Chris Diorio confirmed a strong enterprise pipeline, including two major food opportunities, but acknowledged a current "lull" with no new Fortune 100 ramps expected in the first half of 2025. He noted that any second-half ramps would likely be just starting. Regarding the second grocer, Chris Diorio declined to specify their geographic location for competitive reasons but emphasized it is a large opportunity that Impinj is working with directly.

James Ricchiuti asked for clarification on the Q4 systems business outlook, seeking to reconcile commentary about a solutions spike from a European retailer with typical seasonality. He also inquired about the scale and timing of the emerging opportunity in food tagging.

Answer

CFO Cary Baker confirmed a stronger-than-normal Q4 for systems, driven by seasonal capital deployments, a significant rollout spike from a visionary European retailer, and an elongated end-of-life process for Indy reader ICs. CEO Chris Diorio added that the food tagging opportunity is significant, with meaningful volumes expected in 2025 from quick-serve restaurants, supply chains, and grocers.

James Ricchiuti of Needham & Company inquired about the timeline and customer drivers for the new Wisconsin facility, as well as the potential impact of the delayed breakeven for the Malaysia facility on TTM's competitive position and data center growth.

Answer

President & CEO Thomas Edman explained that the Wisconsin facility acquisition was driven by future defense sourcing requirements and hyperscaler interest in supply chain resiliency, but a definitive timeline awaits customer commitments. Regarding the Malaysia (Penang) facility, Edman noted that while the revenue ramp is slower than anticipated due to qualification and training challenges affecting yields, it does not impact TTM's competitive position. He confirmed that ramping Penang remains a top priority for the company.

James Ricchiuti of Needham & Co. asked for the number of customers currently in qualification at the Penang facility and their respective market verticals. He also asked for management's view on which end markets, outside of A&D, have the strongest demand visibility beyond Q2.

Answer

CEO Thomas Edman stated that TTM is engaged with approximately 10 customers at Penang, including 4 anchor clients. He clarified that while the Medical, Industrial & Instrumentation (MII) segment has more customers in qualification, the Data Center and Networking segments represent the largest revenue contribution. On market visibility, Edman ranked markets by tariff sensitivity, noting Automotive and MII are most sensitive, but expressed confidence as the less-sensitive A&D and Data Center markets constitute over 70% of revenue.

Jim Ricchiuti from Needham & Company questioned what the second-half bookings guidance implies for landing large orders, the company's flexibility to pass on anticipated inflationary pressures, and whether their perspective on tariffs has changed.

Answer

CEO Todd Gleason explained that the H2 bookings guidance reflects a normalized view and does not assume winning every potential large deal. Regarding inflation, he acknowledged that while major contracts are fixed, rising component costs from distribution are expected and have been factored into the guidance, along with costs for proactive hiring to support growth. He confirmed that the company's stance on tariffs remains unchanged from the previous quarter.

James Ricchiuti asked about the expected cadence of revenue and adjusted EBITDA throughout 2025, given the Q1 results, and requested the specific contribution from recent acquisitions to the quarter's bookings.

Answer

Todd Gleason (executive) projected a significant step-up in adjusted EBITDA from Q1 to Q2, with a continued ramp throughout the year driven by higher volume, productivity gains, and cost actions. He specified that recent acquisitions contributed approximately $45 million to $50 million to the Q1 bookings, meaning the base business still delivered record orders of around $180 million.

James Ricchiuti asked about the nature of recent project delays, their potential impact on early 2025, the company's resource capacity, and the organic growth history of Profire.

Answer

CEO Todd Gleason explained that project delays are due to a multitude of external factors (supply chain, interest rates, election uncertainty) and are causing projects to shift right, not cancel. He noted that recent acquisitions bring valuable talent to manage the growing pipeline. CFO Peter Johansson confirmed that Profire's historical growth has been organic, driven by market recovery and expansion into new markets.

James Ricchiuti asked about the visibility for Aerospace & Defense (A&D) product sales beyond Q2, the specific impact of tariffs on business segments like microfabrication, and whether the indirect effects of tariffs on commercial demand are a greater concern.

Answer

CEO Scott Keeney confirmed strong visibility for A&D products, driven by the HELSI program and a growing sales funnel. CFO Joe Corso specified that the industrial fiber laser business is most directly affected by tariffs on input costs from China, with a potential impact of a few hundred basis points in Q3/Q4. Scott Keeney added that the indirect impact on the broader economy is a source of uncertainty, though the defense business is relatively insulated.

James Ricchiuti asked about the forward-looking visibility for product sales in the Aerospace & Defense (A&D) segment beyond Q2 and questioned where the business is most exposed to tariff impacts, specifically in microfabrication or commercial demand.

Answer

CEO Scott Keeney confirmed strong visibility for A&D product revenue, citing the HELSI program and a growing funnel of opportunities as key drivers. CFO Joe Corso addressed tariffs, stating the primary impact is on input costs for the industrial fiber laser business, with no significant Q2 impact expected but a potential effect of a few hundred basis points in Q3 and Q4. Scott Keeney added that the indirect impact of tariffs on broader market demand is a larger, unforecastable concern.

James Ricchiuti asked about the expected revenue trajectory for the Aerospace & Defense (A&D) business throughout 2025 and the gross margin impact of the manufacturing transition to Thailand.

Answer

CFO Joe Corso confirmed management's confidence in achieving at least 25% year-over-year growth in the A&D market, noting that while quarterly timing can be difficult to predict, revenue is expected to increase as the year progresses. Corso explained that while the manufacturing transition will provide some gross margin lift, the most significant driver for margin expansion will be higher production volumes.

James Ricchiuti asked about the forward-looking visibility for product revenue in the Aerospace & Defense (A&D) business, the company's level of engagement with Israeli defense primes on the IRON BEAM project, and the source of the recent strength in the microfabrication market.

Answer

CEO Scott Keeney confirmed strong visibility for continued A&D product growth, supported by a robust backlog for key directed energy and sensing programs. He stated that nLIGHT is a deeply engaged supplier for Israel's IRON BEAM project, involved with current products and future development. Keeney also clarified that the Q3 microfabrication revenue increase was driven by a single, long-term customer and should not be seen as a signal of a broader market recovery.

James Ricchiuti asked for insight into the Aerospace & Defense (A&D) product revenue outlook beyond Q4, nLIGHT's engagement with Israeli defense primes on the IRON BEAM project, and the source of recent strength in the microfabrication market.

Answer

CEO Scott Keeney confirmed strong visibility for continued A&D product revenue growth, supported by a robust backlog in both directed energy and sensing. He stated that nLIGHT is a supplier for the IRON BEAM project and is 'deeply engaged' with key players in Israel. Keeney clarified that the Q3 microfabrication revenue increase was driven by a single long-term customer and should not be seen as a broader market recovery signal.

James Ricchiuti of Needham & Company questioned the drivers behind the pull-forward in Flex PCB drilling, asking if it was related to tariffs or underlying demand. He also asked about progress in the HDI drilling business and how the company is thinking about gross margin mitigation actions for the second half.

Answer

CEO John Lee attributed the Flex drilling pull-in to earlier customer demand rather than tariffs. He noted continued growth in low earth orbit (LEO) satellite applications for HDI drilling, which validates their tool's competitiveness. CFO Ram Mayampurath addressed gross margins, highlighting five consecutive quarters above 47% and reiterating a long-term commitment to a 47%-plus margin despite near-term tariff uncertainty.

James Ricchiuti of Needham & Company asked about signs of recovery in markets beyond NAND and requested more detail on the size and growth of the advanced packaging business within the E&P segment.

Answer

CEO John Lee highlighted 'green shoots' in the chemistry business for advanced packaging, which grew 12% organically year-over-year, and noted rising orders for chemistry equipment for AI-related applications. He explained that AI is now driving growth not just in IC substrates but also in MLB and HDI, which each constitute about a third of the PCB market.

James Ricchiuti of Needham & Company asked for the specific revenue contribution from the Walmart ASR acquisition in the quarter. He also inquired about the current installation-to-acceptance timeline for deployments with Symbotic's largest customer.

Answer

CFO Carol Hibbard stated that ASR revenue was a single-digit percentage of total revenue for the quarter. She also detailed that the typical total deployment timeline is about 24 months, with installation-to-acceptance being roughly half of that. In Q2, they saw a two-month improvement on that portion, reducing it from 12 months to 10 months for certain projects.

James Ricchiuti inquired about the drivers behind the Q4 revenue beat, the rationale for the sequential revenue decline in the Q1 forecast, and sought details on the Veo Robotics acquisition and the broader M&A environment.

Answer

CFO Carol Hibbard attributed the strong Q4 revenue to accelerated milestone completion and a record number of system starts and completions, noting the Q1 guide still reflects 40% year-over-year growth. CEO Richard Cohen described Veo Robotics as a strategic acquisition for its unique IP in robot safety and noted an increase in inbound M&A interest.

James Ricchiuti from Needham & Company asked for the specific network margin figure, whether tariffs were creating headwinds on raw material costs, the reason for declines in the 3D Printing business, and the strategy for penetrating mature manufacturing markets.

Answer

CFO Dan Schumacher stated the network margin was just over 31%. CEO Rob Bodor explained that their robust supply chain has mitigated significant raw material cost increases from tariffs. He attributed the 3D Printing decline to macro headwinds affecting prototyping, as customers are launching fewer new products. Bodor also noted their differentiated, automated offering is well-suited for the low-to-mid-volume production niche they are targeting.

James Ricchiuti sought details on the traction of production initiatives, including the types of customers and verticals showing early progress, and asked for an assessment of the current macroeconomic demand environment.

Answer

CEO Robert Bodor reported seeing traction with both new and established customers, highlighting the effectiveness of the new team-based sales model and citing strong engagement from the medical device sector. Bodor also noted that the aerospace and defense vertical has been particularly strong. CFO Dan Schumacher added that while the start to the year was 'more normal,' trends remain below the prior year, reflecting a prolonged manufacturing contraction.

James Ricchiuti asked for color on what drove the pickup in business activity in August and September, how order rates were trending in October, and how much of the quarter's strong operating margin improvement could be attributed to the new global operations realignment.

Answer

CFO Dan Schumacher characterized the market as "uneven," noting that August and September saw a better-than-seasonal pickup from a very low base in June and July. He clarified that October trends reflect a normal seasonal decline, which is factored into the Q4 guidance. Schumacher attributed the margin improvement to better sourcing algorithms in the Network and automation and cost management in the Factory. CEO Rob Bodor added that the organizational realignment is a long-term strategy to optimize operations and better serve customers globally.

James Ricchiuti of Needham & Company asked about the net impact of tariff-related customer shipment pauses versus pull-ins, potential headwinds from supply chain optimization efforts, the drivers behind momentum in the Industrial sector, the ramp timeline for the new Penang facility, and the company's M&A strategy.

Answer

CEO Jeff Benck stated that the effects of customer pauses and pull-ins are currently balancing out, though the uncertainty is elongating new booking cycles. He noted that Industrial sector strength is balanced between new customers and existing ones in areas like HVAC, AGVs, and gaming. He clarified that the new Penang facility (Building 4) will be online next year, but existing capacity is available. Regarding M&A, he explained that Benchmark is evaluating tuck-in opportunities to enhance capabilities but remains focused on organic growth and will be disciplined.

James Ricchiuti inquired about the drivers of Benchmark's strong growth forecast for the semi-cap market, asking if it stems from continued share gains or a more positive outlook from OEM customers. He also asked if the Q1 guidance reflects normal seasonal variable costs and questioned the potential for further working capital improvements, particularly in inventory.

Answer

CEO Jeff Benck confirmed the growth is a combination of both strong share gains from the previous year and improved demand from some OEM customers, particularly in the front-end wafer fab space. CFO Bryan Schumaker explained that the Q1 guidance includes normal variable compensation resets and higher taxes. He affirmed that the company will continue to drive working capital efficiencies, aiming to improve inventory turns from the current 4x towards a historical 5-5.5x.

James Ricchiuti of Needham & Company asked about the performance of the recently acquired Enercon business, its pro forma growth, and any emerging revenue synergy opportunities. He also inquired about updates on facility consolidations, specifically the fuse line in China, and any other plans for footprint changes in response to market conditions.

Answer

CFO Farouq Tuweiq and CEO Dan Bernstein confirmed that the Enercon acquisition is performing better than expected, with a robust growth profile and strong team. They noted that while it's early for monetization, they are seeing synergy opportunities in the sales funnel, particularly in defense, which may be accelerated by the current global environment. Tuweiq also confirmed the fuse facility consolidation in China is complete and mentioned the ongoing process of shifting some at-risk revenue from China to their India operations, a move initiated in late 2024 to enhance nimbleness.

James Ricchiuti of Needham & Company asked about the business outlook for Enercon in Israel and North America, requested quantification of the AI revenue opportunity, and inquired about the status of inventory destocking at distributors.

Answer

Executive Farouq Tuweiq projected a positive multiyear outlook for Enercon, driven by global defense replenishment and rearmament trends. He quantified direct AI-related revenue at approximately $7 million in 2024, with strong growth expected in 2025. Executive Daniel Bernstein added that major distributors believe the destocking cycle bottomed in January, with early recovery signs visible in circuit protection orders.

James Ricchiuti inquired about the financial impact of the Boeing strike in Q3 and whether Q4 guidance accounts for a prolonged strike. He also asked if the cited 'green shoots' in networking and industrial markets are from inventory restocking or signs of true demand improvement, and requested the commercial space revenue figure.

Answer

Executive Farouq Tuweiq stated the Boeing strike's Q3 impact was not overly material and that Q4 guidance accounts for its continuation. CEO Daniel Bernstein added they assume no sales to that customer for the rest of the year. Bernstein identified AI, Space, and EV as drivers of new demand, not just inventory replenishment. Executive Lynn Hutkin reported Q3 Commercial Space revenue was $2 million, bringing the year-to-date total to $6.3 million.

James Ricchiuti inquired about the pricing environment amid weak demand, the outlook for gross margins, and demand trends in military and commercial aerospace. He also asked about the potential timing of a market recovery and sought guidance on operating expense run rates for R&D and SG&A.

Answer

Executive Daniel Bernstein described the pricing environment as 'shocking,' with surprisingly little price pressure due to customers' focus on inventory management. Executive Farouq Tuweiq added that cost controls should help preserve margins when volumes recover. On recovery timing, Bernstein expressed skepticism about the '6 months' forecast from distributors, calling it a standard non-answer. For OpEx, Tuweiq guided for R&D to remain around $6 million and SG&A to be 'range bound.' Executive Lynn Hutkin provided Q2 revenues of $15.4M for commercial air and $12M for military.

Asked for details on the two new partnership agreements (Topcon and an unnamed OEM), including comparisons to past deals, timelines, scale, and product scope. Also inquired about customer caution related to tariff uncertainty and the market reception of recent price increases.

Answer

Executives provided details on the new partnerships, confirming the Topcon deal is a comprehensive collaboration with significant revenue potential and the second OEM deal will launch in late 2025, providing global scale. They acknowledged that tariff uncertainty is causing some customer caution, particularly in Canada and Latin America, which was factored into guidance. They also stated that recent price increases have been well-received in the market and are in line with competitors.