Amprius Technologies - Earnings Call - Q4 2024

Executive Summary

• Q4 2024 revenue reached $10.6M, up 35% q/q and 170% y/y, with product revenue of $10.3M and development/grant revenue of $0.3M.
• Gross margin improved to -21% from -65% in Q3 and -98% in Q4 2023, driven by SiCore’s positive margin contribution; GAAP net loss was $11.4M, or -$0.10 EPS, including ~$0.02 per share of nonrecurring charges (PPE write-down and legacy stock comp).
• Results beat Wall Street: revenue $10.631M vs $8.331M consensus*, EPS -$0.10 vs -$0.107 consensus*; EBITDA improved vs consensus as well (actual* -$9.0M vs consensus* -$9.6M). Bold beat catalysts: top-line acceleration and margin trajectory improvement (SiCore mix). Consensus values marked with asterisks; see Estimates Context for S&P Global disclaimer.
• Cash and equivalents ended at $55.2M with no debt (net cash +$20.1M q/q), supported by ATM issuance; added ~$16M new purchase orders to Q4 backlog and announced a $15M UAS order for 2H25 shipments—visibility improving into 2025.
• Stock-relevant narrative: accelerating commercial adoption (98 customers shipped; 53 new in Q4), globalization of manufacturing (China partners, new Korea partner, evaluating Europe), and LEV momentum (~25% of Q4 revenue).

What Went Well and What Went Wrong

What Went Well

• Revenue inflection with breadth: Q4 revenue $10.6M (product $10.3M), up 35% q/q and 170% y/y; shipped to 98 customers, including 53 new, diversifying revenue away from concentration.
• Margin trajectory: Gross margin improved to -21% (from -65% in Q3) as SiCore sales are gross-margin positive “day 1”; management expects continued positive movement with SiCore growth.
• Globalization and capacity: Access to >1.8 GWh contract manufacturing capacity; added a Korea partner and pursuing Europe to mitigate geopolitics and tariffs, while maintaining competitive costs.

Management quotes:

• “SiCore sales are gross margin positive day 1… we should see positive progression on gross margin” — CFO Sandra Wallach.
• “In the fourth quarter alone, we shipped to 98 total customers… fourth quarter revenue of $10.6 million” — CEO Kang Sun.
• “We have over 1.8 gigawatt hour cell manufacturing capacity… developing a global contract manufacturing network” — CEO Kang Sun.

What Went Wrong

• GAAP loss persists and OpEx stepped up: Q4 GAAP net loss -$11.4M; OpEx rose to $9.5M (+55% q/q) due to higher R&D through OpEx and nonrecurring charges (PPE write-down $1.9M, legacy stock comp $0.7M).
• Near-term cadence caution: Management flagged a tougher Q1 2025 given funding landscape changes tied to administration shift, delaying sequential trajectory at the start of the year.
• Legacy Fremont constraint continues to weigh: Fremont’s small manual shop still drags margins; SiCore mix helps, but full resolution depends on scaling and mix shift.

Transcript

Operator (participant)

Good afternoon. Welcome to the Amprius Technologies' fourth quarter and full year 2024 earnings conference call. Joining us for today's presentation are the company's CEO, Dr. Kang Sun, and CFO, Sandra Wallach. At this time, all participants are in listen-only mode. Following management's remarks, we will open the call for questions. Please note that this presentation contains forward-looking statements, including but not limited to statements regarding our financial and business performance, our business strategy, future product development or commercialization, new customer adoption and new applications, our growth and the growth of the markets in which we operate, and the timing and ability of Amprius to expand its manufacturing capacity, build its large-scale manufacturing facility, scale its business, and achieve a sustainable cost structure.

These statements involve known and unknown risks, uncertainties, and other important factors that may cause Amprius's results, performance, or achievements to be materially different from any future results, performance, or achievements expressed or implied in such forward-looking statements. For a more complete discussion of these risks and uncertainties, please refer to Amprius's filings with the Securities and Exchange Commission. Finally, I'd like to remind everyone that this conference call is being webcast, and a recording will be made available for replay on the company's investor relations website at ir.amprius.com. In addition to the webcast, the company has posted a shareholder letter that accompanies these results, which can also be found on the investor relations website. I will now turn the call over to Amprius Technologies' CEO, Dr. Kang Sun, for his comments. Sir, please proceed.

Kang Sun (CEO)

Welcome, everyone, and thank you for joining us this afternoon. On today's call, I will give you an overview of our record of performance and some of our 2024 accomplishments, while also highlighting the upcoming milestones we look forward to achieving soon. After that, our CFO, Sandra Wallach, will discuss our financial results for the period. I will share some closing remarks before opening the call for questions. Before I give a recap of the quarter, I would like to briefly introduce Amprius to those who may be new to our company. Amprius is a pioneer and a leader in silicon anode battery space. At Amprius, we develop, manufacture, and market high-energy density and high-power density silicon anode batteries with applications across all segments of electrical mobility, including the aviation, electric vehicle, and the light electric vehicle industries.

Today, Amprius commands performance leadership with its combination of battery energy density, power density, charging time, operating temperature range, and safety. Across our battery portfolio, we offer unmatched performance amongst commercially available batteries. Amprius has been delivering commercial batteries to the market with up to 450 Wh/kg and 1,150 watt-hours per liter, 10C power capability, an extreme fast charging rate of 0-80% state of charge in approximately 6 minutes, the ability to operate in a wide temperature range of -30 degrees Celsius up to 55 degrees Celsius, and safety design features that enable us to pass the United States military's benchmark nail penetration test. Each of these performance parameters is critically important to the real-world electrical mobility applications. Not only do our batteries enable certain aircraft and vehicles to maximize performance, but they enable our customers to achieve their economic targets as well.

In addition to our commercially available batteries today, we have also achieved a third-party validation of our latest 500 Wh/kg, 1,300 watt-hours per liter battery platform. It's our belief that there are no other commercial batteries on the market that can perform at these levels today. Amprius is a silicon anode battery technology pioneer with over a decade of development experience and a long track record of commercial achievements and customer achievements. 2024 was an important and productive year for Amprius. The company introduced a new silicon anode battery platform cycle, commercialized a group of new batteries with breakthrough performance, built over 1.8 GWh contract manufacturing capacity, achieved record sales revenue, engaged with 235 customers, and developed a strong growth path. Innovative technologies and breakthrough product performance are the foundation of Amprius' business.

Large-scale manufacturability and commercialization of these technologies and products have enabled Amprius to achieve incredible milestones and business results this year. In January 2025, Amprius introduced the first battery cell in the industry with combined high energy and high power, 370 Wh/kg energy density, and offering up to 3,500 W/kg power. Furthermore, the cell supports high discharge rates of up to 10C without cooling and up to 15C with active cooling, ensuring quick power delivery without compromising runtime. This cell provides an ideal situation for aviation, electric vehicles, and any electric mobility applications that require both endurance and rapid energy delivery. In Q4, pre-production 10 Ah samples were delivered to six of our customers, enabling real-world testing in challenging environments. We are seeing strong customer interest for this battery, with industrial leaders like FLIR already actively evaluating its capabilities.

Amprius also developed the shipped high-performance EV battery cell sample to the United States Advanced Battery Consortium, or USABC, in 2024. The USABC awarded Amprius $3 million grant to develop a low-cost and fast-charging battery cell back in 2022. Since then, Amprius not only met the USABC's development targets but exceeded them by delivering a cell with a specific energy of 360 Wh/kg at the beginning of life and a power density of 1,200 W/kg. The A-sample EV cells can also charge to 90% of their rated energy in just 15 minutes, exceeding the USABC target of 80% within the same timeframe. In 2024, Amprius also received the xTechPrime Award from the U.S. Army to develop a large-format 500 Wh/kg battery cell.

We believe that this product, which is in development with our partner AeroVironment, will allow us to obtain battery performance that is not available anywhere else. This project is expected to be complete this year. Today, Amprius has a high-performance commercial battery portfolio that provides critical solutions to the customer with various applications across the electrical mobility market. The 14 different SKUs provide a range of performance options for different applications that are all commercially available today. Technical achievements at Amprius have enabled our commercial success. In fact, in the fourth quarter alone, we shipped to 98 total customers, with 53 of those being new to the Amprius platform. Our renting customer growth complements the volume shipments to strategical customers, resulting in fourth-quarter revenue of $10.6 million, a 35% increase from the third quarter of 2024 and a 170% increase from the fourth quarter of 2023.

Additionally, 77% of the revenue from Q4 came from outside of the United States, compared to just 22% in the same period last year. Our shift to basis demonstrates the expansion of our customer base worldwide. Over the course of 2024, we shipped to a total of 235 customers. This includes new customers as well as repeat volume orders from our long-term partners like AALTO, Airbus, AeroVironment, Teledyne, FLIR, Kraus Hamdani, and BAE Systems. The rapid customer expansion we are driving is a testament to our product competitiveness, manufacturing capability, and sales strategy. We generated $24.2 million in revenue for the full year, a 167% increase from 2023. In 2024, we developed some sizable business opportunities to support our growth for years to come. In Q3 and Q4, we shared that we signed two separate agreements with Fortune 500 companies.

The first agreement announced in September 2024 was a non-binding letter of intent with Fortune Global 500 Technology OEM to develop a high-energy cycle cylindrical cell for the light electric vehicle market. The battery solution that Amprius will provide will be a technology breakthrough in cell chemistry, cell design, and cell manufacturing. We believe it will be a very attractive product for the light electric vehicle market, which in Q4 contributed about 25% of our Q4 revenue. The light electric vehicle market is expected to grow significantly. Based on a January 2025 report from The Business Research Company, the light electric vehicle market size is expected to reach approximately $136 billion by 2029. In addition, the light electric vehicle market has a shorter design cycle because it's already operating at a scale.

The other agreement announced in October 2024 was a development contract for a small-format custom high-energy density SiMaxx power cell. Amprius high-energy batteries provide a critical solution to the customer's application. We expect to produce a battery with approximately 50% less weight and size compared to their current battery without compromising performance. At the end of Q3, we also announced two contracts totaling over $20 million to supply 40 Ah high-performance cells for light electric vehicle applications. As an update, these cells are already shipping, and we expect to recognize 100% revenue in 2025. In total, we add over $16 million in new customer purchase orders to our backlog in the fourth quarter, giving us additional visibility into our growth for 2025. In addition to the performance of Amprius batteries, our manufacturing capability and capacity have attracted customer attention as well.

Today, Amprius has over 1.8 GWh cell manufacturing capacity and is well-equipped to deliver all types of the battery cells to customers: power cells, cylindrical cells, and prismatic cells. The company is also actively working on developing a global contract manufacturing network. Entering 2025, we are increasingly optimistic about our future and have begun the year with a running start. Last month, we announced that we secured a $15 million purchase order from a leading unmanned aircraft system, or UAS, manufacturer for our cylindrical cells. This volume purchase order follows the success for field trials and qualification over the course of nine months, leading to Amprius battery being designed into the manufacturer's fixed-wing UAS platform. This order secured a critical supply for the customer's production ramp, and we expect to ship the cells in the second half of 2025.

As more commercial and defense aviation customers complete their battery qualification process, we are seeing a strong pipeline of follow-on commitments. We believe that the orders like this indicate that the drone market is continuing to grow and that Amprius is going to play a large part in powering future applications. Fortune Business Insights projects the global drone market will surge from $18 billion in 2023 to $213 billion by 2032. We believe we are just at the beginning of a significant expansion of one of our addressable markets. This quarter, we have also designed and shipped new high-performance 6.3 Ah cylindrical cells for use in the light electric vehicle sector. This cell delivers over 25% more capacity than current 21700 cells, setting a new standard for energy density in the industry for this widely used cell format.

Because of its seamless integration into existing battery systems, the manufacturers can implement high-capacity, longer-lasting power without costly redesigns. As a final note, we have obviously monitored the policy changes and potential industry headwinds resulting from the recent changes in federal administration. With much of the global battery supply in Asia, we are not immune to economic policy impacting the region. We are taking swift action to mitigate any risks to the extent that we are able, including diversifying our manufacturing partnerships and supply chains to avoid geopolitics, geopolitical concerns, and tariff-related issues. We plan to share additional updates with you as they become available. We remain confident in our expectations for growth throughout 2025. With that, I will now turn the call over to Sandra to review our financial results.

Sandra Wallach (CFO)

Thank you, Kang.

I would now like to spend a few minutes covering some of our key financial updates. As a reminder, our detailed financials can be found in our shareholder letter. We ended the fourth quarter with $10.6 million in total revenue. As we have previously discussed, our total revenue is the combination of our main revenue streams: product revenue, development services, and grant revenue. This quarter, $10.3 million came from our product revenue, representing a $4.3 million, or 71%, increase sequentially. Product revenue in Q4 2023 was just $0.9 million, marking a nearly 1,000% increase year-over-year. Our development services and grant revenue totaled $0.3 million this quarter, which was down from $1.8 million in Q3 and $3 million year-over-year. As we've discussed in the past, development services and grant revenue from large development programs are non-recurring in nature, leading to greater fluctuations depending on the comparison period.

The overall increase in revenue this quarter was primarily driven by the addition of new customers. As Kang mentioned, we shipped to 98 customers in the fourth quarter. Of these customers, only three accounted for greater than 10% of revenue, a decrease from four in the third quarter, and an increase from two customers counted in the fourth quarter of 2023. Going forward, we plan to continue adding to our customer mix to diversify our revenue streams and provide more reliable product shipments as we get to a position of scale. Pivoting to our full-year results, we closed 2024 with $24.2 million in revenue. This represents a 167% increase from the $9.1 million in revenue we generated in 2023. This achievement was fueled by the increase in product sales as a percentage of total sales, supported by the impressive growth of our customer base.

As a reminder, we shipped to 235 individual accounts in 2024. Moving to our profitability metrics, gross margin was -21% for the quarter compared to -65% in Q3 of 2024 and -98% for the prior year period. For the full year, gross margin was -76% compared to -162% in the prior year period. The improvement is directly related to the launch of our SiCore product line, which has a positive gross margin contribution. As a reminder, we see significant gross margin variation as our product and services revenue mix fluctuates. Gross margins in 2024 were also impacted by pre-construction planning costs related to the Colorado facility, which were completed in October of 2024. Now moving on to our operating expense management.

Our operating expenses for the fourth quarter were $9.5 million, an increase of $3.4 million, or 55%, compared with Q3 2024, and an increase of $3.6 million, or 62%, from the prior year period. OpEx increased from Q3 to Q4 as a result of higher R&D costs associated with operating expenses compared to cost of sales. This change coincides with the runoff of large development contracts as we pivoted to a mix of revenue that is more heavily weighted to product sales. The sequential increase in OpEx also included non-recurring G&A stock-based compensation of $0.7 million in Q4, which was associated with a fully vested grant that was made by our former holding company, Amprius, for key employees and service providers prior to the assumption of stock options by Amprius Technologies, and a non-recurring loss on a write-down of property, plant, and equipment of $1.9 million in Q4.

year-over-year, the increase in OpEx was driven by increased investment in sales, the aforementioned reallocation of R&D from cost of goods sold as development services agreements runoff, and the same non-recurring stock-based compensation charge and loss on a write-down of property, plant, and equipment. For the full year, our operating expenses were $27.9 million compared to $24 million in 2023. Our GAAP net loss for the fourth quarter was $11.4 million, or a net loss of $0.10 per share, with 109.8 million weighted average number of shares outstanding. In Q3 2024, our net loss was $10.9 million, or negative $0.10 per share, with 110.4 million weighted average number of shares outstanding. Q4 2023 net loss was $9.7 million, or negative $0.11 per share, with 88.5 million weighted average number of shares outstanding.

Our GAAP net loss included two non-recurring charges that totaled $0.02 per share. The first one-time event was a loss on a write-down of property, plant, and equipment of $1.9 million, as shown in our financial statements. The second is the stock-based compensation charge from Amprius Technologies of $0.7 million. For the full year, net loss was $44.7 million, or negative $0.45 basic and diluted EPS, with 101.9 million weighted average number of shares outstanding compared to a net loss of $36.8 million, or negative $0.43 per share, with 86.2 million weighted average number of shares outstanding in 2023. As of December 31, 2024, there were 99 full-time employees, up from 92 at the end of the third quarter, with those employees primarily based in our Fremont, California location.

Our share-based compensation for the fourth quarter was $2.4 million compared to $1.7 million in Q3 and $1.1 million in the prior year period. The sequential increase is primarily based on the non-recurring grant of fully vested shares by Amprius Inc for key employees and service providers. For the full year, share-based compensation was $7.3 million compared to $3.9 million in 2023. This change is primarily due to changes in the board of directors and the previously mentioned non-recurring grant of fully vested shares by Amprius Inc. As of December 31, 2024, we had 116.9 million shares outstanding, which was up 5.6 million from the prior quarter. The change includes 5.5 million shares forfeited and canceled as part of the option assumption agreement with Amprius Inc prior to its dissolution.

This decrease was more than offset by 0.3 million shares related to option exercises and RSU vestings, and 10.8 million shares issued from our ATM reserve. Now turning to the balance sheet, we exited the year with $55.2 million in net cash and no debt. The $20.1 million net increase in cash is related primarily to the $22.6 million we generated through the issuance of common stock under our at-market sales agreement. As of December 31, 2024, we had over $66 million left on the facility. Other key drivers for cash for the quarter included $6.1 million used in operating cash flow. We continue to remain lean with a $2.5 million-$3 million monthly run rate, excluding transaction-related cost. Our fourth quarter operating cash results included minimal non-recurring expenses for the design and pre-construction work on the Colorado facility, which was completed in October of 2024.

At this time, we do not expect future expenses related to the facility build-out. We also had $4.2 million of cash inflow associated with the return of our deposits for long lead time items related to the Colorado facility. This was partially offset by $0.6 million in property, plant, and equipment purchases for the Fremont facility. Considering our business achievements and ongoing projects, we believe we are efficiently using capital to drive Amprius forward. Before I turn the call back over to Kang, I would like to take a moment to discuss our CapEx outlook for 2025. We expect to spend another $1 million on supporting equipment to complete the 2 MW line in Fremont, in addition to normal operating capital requirements. Now that the designs are effectively complete for Colorado, we will continue to monitor the larger industry dynamics, driving our ability to proceed further.

The scope and schedule of the construction will be determined based on, among other factors, timing and availability of funding, along with monitoring the overall sector for changes in demand, supply, battery cost structure, government incentives, trade tariffs, and other considerations may also influence our decision, including whether to proceed with the construction at all. As Kang mentioned, we have secured adequate capacity for the foreseeable future through our contract manufacturing network and plan to expand that in 2025 without deploying our capital. That concludes my financial discussion, and I will now pass the call back to Kang.

Kang Sun (CEO)

Thanks, Sandra. As we look ahead, our strategy at Amprius remains unchanged. Our top priorities are leading in technology innovation and product performance, ensuring world-class manufacturing capability and sufficient production capacity, growing our customer pipeline and driving revenue growth, and having a healthy balance sheet.

We are excited about the year ahead and looking forward to growing our business on the momentum we're building in 2024. In 2025, Amprius expects to deliver new high-performance batteries, participate in new market segments, engage with more customers, build additional manufacturing partnerships, and bring our business to another level. We believe that the opportunity ahead of Amprius is tremendous. Our team is confident in delivering what we have planned and promised. We have begun the year strong, and we are looking to build an increase in momentum throughout 2025. Over the next few months, we'll be attending several industrial and financial conferences, and we hope to see you there. Thank you for your continued support of Amprius Technologies. With that, I will turn it back to the operator for Q&A.

Operator (participant)

Thank you. We will now be conducting a question-and-answer session.

If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we pull for questions. Thank you. Our first question comes to the line of Colin Rusch with Oppenheimer. Please proceed.

Colin Rusch (Managing Director, Senior Research Analyst and Head of Sustainable Growth and Research Optimization)

Thanks so much, guys. You know, Kang, you've got such a big list of customers at this point. You've been able to close a handful of them into larger contracts. Can you talk a little bit about the diversity of applications that you're seeing getting tested for?

How much customization is required for those customers, and how many are in late stages of evaluation where you might see something come the next quarter or so where they would pull the trigger on a bigger purchase order? Okay.

Kang Sun (CEO)

Thanks, Colin. We have 230 customers in 2024. This is at the top of our pipeline funnel. There are three types of customers. There are customers who already have the devices and are using other batteries, just use our battery to replace it. Those can be very quick replacements that demonstrate in 2024 for light electric vehicle business and a small fraction of the aviation business that takes a couple of months that they start using our battery. We will anticipate some business like this in 2025. The second type of customer is they have devices, but they need to qualify that.

They need to redesign not the devices, okay, the battery pack and evaluate our battery to fit into their application. Now, this could be nine months to a year type of qualification process. The third type of customer, for example, eVTOL. Not only do they need to qualify our products, they need to certify their own product. Those would take longer. We look at, based on our 2024 experience, we are quite confident we can convert a large portion of those customers to the purchase order in 2025.

Colin Rusch (Managing Director, Senior Research Analyst and Head of Sustainable Growth and Research Optimization)

Thanks so much. In terms of your manufacturing base and your geographic exposure, can you talk about your strategy for incremental contract manufacturing potentially or other strategies around managing some of the dynamics around the changing geopolitical environment?

Kang Sun (CEO)

The contract manufacturing strategy has been very successful for us.

We have not spent a dollar on the ground for the manufacturing capacity. We also have a lot of flexibility in terms of cell design. It's quite a successful strategy so far. Of course, managing those relationships requires certain skill. Currently, all our manufacturing facilities are located in China. We have three partners, so we offer all battery formats. We have cylindrical, prismatic, and pouch. At the same time, this year, just early this year, we also developed a manufacturing partnership in Korea.

Colin Rusch (Managing Director, Senior Research Analyst and Head of Sustainable Growth and Research Optimization)

Okay.

Kang Sun (CEO)

We are evaluating the sample produced on their production line. Next week, next month, we'll go to Europe to have a conversation with another potential European contract manufacturers. We're doing those mainly for geopolitical reasons. In terms of cost, we have very competitive manufacturing cost structure today.

I would say we are not only can compete in the U.S., we can compete globally in terms of the contract manufacturing cost structure we have here. Moving forward, we definitely need to have a global supply chain to support our contract manufacturing practice. We need to have a global contract manufacturing partnership. I think this would happen in the first half of 2025.

Colin Rusch (Managing Director, Senior Research Analyst and Head of Sustainable Growth and Research Optimization)

Excellent. Thank you so much. The last one is for Sandra. Obviously, you supplemented the balance sheet here in the fourth quarter. Can you give us an update on the year-to-date activity against that ATM? You've had a certain amount of volume and some volatility on the stock, which has given you some opportunity.

Just want to get a sense of how much you've been active in the market with that and roughly where you think the cash balance may be exiting the quarter, given that we're only a half of the quarter here.

Sandra Wallach (CFO)

As of December 31st, we went into a traditional blackout period because of our financial results. We've not been in the market.

Colin Rusch (Managing Director, Senior Research Analyst and Head of Sustainable Growth and Research Optimization)

Okay. Okay. Perfect. Thank you so much.

Operator (participant)

Thank you. Our next question is from Jed Dorsheimer with William Blair. Please proceed.

Mark Shooter (Equity Research Analyst)

You have Mark Shooter on for Jed Dorsheimer. Congrats on the year and the new 53 customers this quarter. That's great to hear. I guess I'll dig in a little bit deeper on Colin's point, which is I was a bit surprised to hear you're looking to continue to expand and diversify and add more customers to the list.

Can you walk us through the strategic decision to target many customers with smaller volumes versus fewer customers with larger volumes? Or does it just take this many engagements to land a large PO?

Kang Sun (CEO)

Mark, most of those customers we are dealing with, they have a high volume of potential. Otherwise, we would not do it. If a customer tells us the maximum is 30,000 cells a year, we are not going to deal with them. Yeah. Because every customer we are dealing with, they all claim, okay, they have a large volume potential. Of course, we do our due diligence. We will see their growth path. We will see their devices, how much battery they need per device. This is a very competitive market. The more customers we can engage, the more opportunity for success. That is why we have a large pile of customers at this time.

During the next six months, I think we will filter through. Okay. We have to focus on another reason in this market. We have a huge manufacturing capacity to support us. The capacity is not an issue for us. That is why it enables us to engage with very high volume customers. Focus on high volume customers is our priority. There is no doubt about it. That would make manufacturing much easier. Even we engage so many customers. We do not customize our battery for each customer. We have 14 SKUs in our catalog. We probably even want to shrink to about 10 SKUs in the future. Because of the performance of our products, most of the customers would like to accommodate our cell format, our standard, I would call Amprius standard battery cell format.

Mark Shooter (Equity Research Analyst)

Oh, thanks, Kang. That is very helpful.

Talking about the aerospace and defense customers, I know you have a strategy to include a more geographically diverse production contract manufacturing. You have Korea, you mentioned, and Europe. I'm interested. Have any of those customers reluctantly walked away or have not purchased yet because of the China supply?

Kang Sun (CEO)

Surprisingly, none of the customers walked away because of the source of the supply. But we do have a customer ask us to change the manufacturing base in nine months or six months to nine months or say 2026, you have to manufacture in so-called NATO-friendly countries.

Mark Shooter (Equity Research Analyst)

Very interesting. Okay. Thank you very much.

Operator (participant)

Thank you. Our next question comes from the line of Chip Moore with Roth MKM. Please proceed.

Chip Moore (Managing Director and Senior Research Analyst)

Hey, everybody. Thanks for taking the question. I wanted to ask on maybe just an update on the commercial side. Obviously, you're having good engagement with new customers.

Maybe talk about investments you're making there. The SG&A was up. Is that somewhere you're investing in? I guess, what can you do there to maybe help accelerate some of this commercial adoption?

Sandra Wallach (CFO)

Yeah, Chip, this is Sandra. We definitely have increased our investment in sales. We've effectively, over 2024, tripled the size of our sales team. It's still a small but mighty team. Based on the fact that, as Kang mentioned, this is really a design-in-win process, it just takes time to manage these accounts. G&A separately was up because of some of the non-recurring items that you saw and you'll see in the financials.

Chip Moore (Managing Director and Senior Research Analyst)

Yep. Yep. Got it. Appreciate it. Maybe a follow-up on the customer side. I think it was 77% outside the U.S. Any more color there on how to spread that out?

Is there concentration within that, or how do you think about that ship to outside the U.S.?

Kang Sun (CEO)

Yeah. We expect we have more customers outside of the U.S. Not because the U.S. business does not grow, just we have more international customers. Once we set up additional manufacturing partnerships, we expect we will have strong customer inquiries outside of the United States.

Sandra Wallach (CFO)

Yeah. Chip, to clarify, the U.S. grew, no question. It just grew at a smaller rate, and that is just because of the global interest in the batteries.

Chip Moore (Managing Director and Senior Research Analyst)

Perfect. Perfect. Okay. Maybe just the last one. I think you said you added over $16 million to backlog Q4. You have won some more orders this year. Maybe just any way to help us frame, I guess, where backlog stands at year-end and how to think about visibility in 2025. Thanks.

Sandra Wallach (CFO)

Yeah. I will seal that one. Let's see.

We just filed the 10K, and we report out on our RPO. And RPO, I believe, was just find it. My apologies. $16 million, $17 million, in that range. There's backlog. RPO was $15.9 million at the end of December. Excluding government grant revenue, and then $17.2 million including government grant revenue. And it's all expected to convert within the next 12 months. As you know, customers are placing POs quarter by quarter, so that's more indicative of what we have fueling the first half of the year.

Chip Moore (Managing Director and Senior Research Analyst)

Gotcha. That's what I was getting at. Okay. Great. I'll stop there. Thanks.

Operator (participant)

Thank you. Our next question comes from the line of Derek Soder with Cantor Fitzgerald. Please proceed.

Derek Soder (Director and Equity Research Analyst)

Yeah. Hi, Kang and Sandra. Congrats on the results here. I wanted to start with some of your Fortune 500 customers. Sounds like there's significant upside with them.

What's it going to take to get maybe a sizable project expansion with those customers? What's kind of the criteria that they're looking for initially? Is it how the batteries perform in the markets? Can you just talk about the potential of getting to the next level with those customers?

Kang Sun (CEO)

Okay, Derek. Two engagements we announced. One has about 2 GWh purchase possibility. This is related to 6.3 Ah cell we just delivered. Another one has about 1 million cells per year potential. Actually, it's a high-end consumer electronics product. It's not our major focus, but these customers' product at this moment, only our technology can support. Those are two we call Fortune 500 technology company engagement we announced. In addition to that, we have been engaging with some large corporations for different projects.

Derek Soder (Director and Equity Research Analyst)

Kang, earlier in the call, you laid out three types of customers. For those Fortune 500 companies and opportunities, where would you kind of which bucket would you put those in?

Kang Sun (CEO)

The first one, I call it electrical vehicle. This has a 2 GWh opportunity. They have the vehicle. They have a vehicle already set up. That's not a problem. This is the battery that has much higher energy, much higher energy, and much higher power. I think the battery evaluation is a major part of this venture. They don't need to certify their vehicle. They need to get our battery qualified. This group of people will come to our contract manufacturing partnership factory in April. For the second contract, that one is even easier. That's just a simple replacement. Our battery is way qualified.

It exceeds their current performance level by a very large margin. Got it.

Derek Soder (Director and Equity Research Analyst)

That's helpful. Kang, just on that point, the second customer, are they looking to use a battery platform that you're already commercializing today, or is this kind of a next-generation battery platform that they're hoping to use? Can you discuss that at all?

Kang Sun (CEO)

Yeah. The cell chemistry are the same. We already have this battery manufactured since 2018. This is cell chemistry. But the cell format is different. This is probably the smallest battery Amprius ever made.

Derek Soder (Director and Equity Research Analyst)

Got it. That's super helpful. Sandra, just based on some of the visibility that you guys have into demand this year, some large programs expected to hit, how should we think about gross margin sort of going from negative to positive?

Can you talk about the gross margin progression for the year as we sort of reach scale here?

Sandra Wallach (CFO)

Yeah. So we've talked about the fact that SiCore sales are gross margin positive day one. That's what has helped drive the gross margin to negative 21% in Q4, which is, again, balancing the historical negative margin that we've had here in Fremont because we've been so capacity constrained, and we've got such a tiny manual shop here. I think we'll continue to see, since most of the growth is going to come from SiCore, positive movement in the gross margin. Again, SiCore is growing. We also had cost of goods sold in 2024 for the pre-construction and design work for Colorado that's not recurring. That wrapped up in October. We should see positive progression on gross margin.

Derek Soder (Director and Equity Research Analyst)

Got it. Super helpful. Really appreciate it. Thank you.

Operator (participant)

Our next question comes from the line of Jeff Grampp, with Alliance Global Partners. Please proceed.

Jeff Grampp (Research Analyst)

Afternoon. I was curious to go back on the topic of pipeline and future business opportunities. I'm curious, Kang, on the spectrum of sizes of these various customers you're talking to, how would you contextualize these ones that you've won of size, these kind of $15 million, $20 million orders that you guys have been successful with? Where would you say those rank? Is there a way to kind of bookend or think about what an average could be in any sense? I know it's probably wide-ranging, but just trying to get a sense of how material those wins are in the context of future opportunities you're looking at. Thanks.

Kang Sun (CEO)

Yeah. All those customers have the potential to reach that level.

I mean, the $10 million-$15 million, even $50 million sales. In 2025, we don't think they will reach their optimized purchase volume. We will see the orders at the current level. That means $10 million-$20 million, maybe even $30 million order is quite possible. Our sales team, now the major function of our sales team today is accelerate the customer battery qualification process to close the deals. We do everything beyond the sales function to help our customer to get our battery qualified, to have their product certified. Large fraction of our customers have very decent volume potential. We just need to get those deals closed. Get a deal closed is to help them to qualify our battery as quickly as we can.

Jeff Grampp (Research Analyst)

Got it. That's really helpful. Thanks.

For my follow-up, with respect to looking at diversifying the contract manufacturing base that you have, would you say that's explicitly for, I guess, shall we say, trade-related contingencies, or are there other benefits to being in other jurisdictions or continents from a customer preference perspective or otherwise? Are there other factors at play there?

Kang Sun (CEO)

Yeah. Always good to have a diversified manufacturing base here. We have different types of customers located in different regions. Even without geopolitics, it's good to have a different manufacturing base. Currently, because the supply chain is almost 100% Asia, that's why Asia is going to be our major focus in terms of manufacturing facility development. Currently, we have China. They have the best quality, fast turnaround time, and the lowest cost. We certainly have a customer very appreciative. We have the facility there.

At the same time, we like to serve the customer however geopolitics concerns. That is why we are working with several Korean battery manufacturers. Of course, we do not use all of them at MFZ, but we received very positive results. European customer, we have European customers. Actually, we are dealing with one of the major European drone companies these days. They would like us to have some participants in Europe in terms of manufacturing.

Jeff Grampp (Research Analyst)

Great. Those are really helpful details.

Operator (participant)

Thank you for the time. Thank you. Our next question comes from the line of Ted Jackson with Northland Securities. Please proceed.

Ted Jackson (Managing Director)

Thank you very much. Congratulations on the quarter. My first question for you is looking at your customers. You have 235 customers. You had 182 new customers just in a year.

I mean, three-quarters of your customer base is new to you relative to the year. You commented that you had 25% of your revenue in the fourth quarter come from the LEV segment. Where I'm going with this, I'm curious, when you look at the end markets that you've been selling into, what was the mix of those end markets with the 48 or whatever is the total amount of customers that you had in 2023? What was the mix with it in 2024? How did it shift? When you look at the opportunities in front of you for 2025, how would you see that mix change further in 2025? Does that question make sense? That's my first question.

Kang Sun (CEO)

Makes sense. Yeah. 2023 to 2024, we certainly had light electric vehicle business. In 2023, we didn't have any participation.

The customer comes to us saying they look at our battery specs. They think it's ideal for their application. We look at the market size is very large. The qualification time is much shorter. The check size is bigger. We decided to get into light electric vehicle. 2024 confirmed it was a successful engagement. 2025, we anticipate that we have more light electric vehicle business. Of course, the aviation is still growing, but the light electric vehicle business will get bigger.

Ted Jackson (Managing Director)

If I was to think of 2024, in the first quarter, was the LEV segment basically nonexistent, and the fourth quarter was 25% of revenue. Would I expect that as we go through 2025, that the LEV segment would potentially be more than 25% of revenue given what we saw in 2024?

Kang Sun (CEO)

That would happen. Yeah. For two reasons.

Reason number one, we have a customer who has a large volume and is early adopters. They see they don't need to spend a month, a year to qualify. Okay. They think our battery is perfect. If they can design into the tech and they can use that. So there are a lot of those programs already reached advanced stage. For that reason, I would forecast we will have probably over 25% light electric vehicle revenue.

Ted Jackson (Managing Director)

Okay. My second question, when it's not—I know it's not really a great metric, but it's just kind of a thing to look at to kind of see how you're progressing in terms of kind of larger orders and shipments, how you're progressing in terms of your customers' products really going commercial.

If I look at the revenue per customer, and I look at the last four quarters, it was $28,000, then it was $60,000, then it was $64,000, then it's $105,000. What that tells me is that you are seeing some of these new design wins come to fruition, become production-level shipments. When I look at that and I think forward in about 2020—and I think about the new customer wins you've had, will I see your revenue become more driven by existing customers and perhaps not see so many new customers in 2025, or will I see both? I mean, how would I think about that mix? I mean, because in your new customers, you had 48 new customers in 2023. You had 182 in 2024.

I mean, is it like—is it going to be another 182 new customers, or will we see that new customer growth kind of slow down but see greater revenue generation from existing customers that are becoming—whose products are becoming commercial? That's my next question.

Kang Sun (CEO)

Yes. Existing customers will contribute more revenue than the new customer, for sure. Because normally, if we engage with the customer, unless the customer already knows our battery and they see the spec already fitting to their pack or their application, most customers come in with a couple hundred sales, a couple thousand sales, and it becomes, let's say, 25,000, 50,000 sales. Then they go for hundreds of thousand sales. This is the qualification process in this business. If we look into this, the existing customers certainly need to contribute a lot more revenue than the new customer.

Ted Jackson (Managing Director)

Now, would we still see—I mean, if we think about your new customer pipeline, I mean, is it so robust that we could still see you add 100 or 200 new customers in 2025, or are you getting to the point now where it's less about that, that's going to slow down, and it's really about harvesting the customers that you've brought in?

Kang Sun (CEO)

Yeah. We have very strong coverage of the aviation market today. That means fixed-wing electrical aircraft, drones, air taxi, eVTOL type, and High-Altitude Pseudo Satellite. We have very solid coverage here. There are many emerging companies coming out. You talk about drone companies. Just in Ukraine, there are over 200 drone companies. Taiwan almost has every new drone company every other week. We will be more selective in 2025.

In 2024, 2023, anybody comes to us, we take it because it's an early stage of market development. Now our coverage is quite solid. Now we know who is going to win, who is not going to win in the near term. We will selectively acquire new customers. The most important task for Amprius is to push the current customer to the commercialization stage.

Ted Jackson (Managing Director)

Sort of following on to this thing with new customers, the 182 new customers that you had in 2024, I mean, it was such a substantial ramp. The SiCore came out in that period of time. Can you give some sort of sense in terms of those new customers? What's the mix between SiMaxx and SiCore?

Kang Sun (CEO)

Primarily, I would say 90% for SiCore because SiCore is readily available. We have capacity to support.

When customers come to us, they are not only looking for the performance, particularly those sizable customers. They want to see how the manufacturing capacity to support. Otherwise, they wouldn't engage. For SiCore, we developed a huge manufacturing capacity available. It's 1.8 GWh capacity. The customers feel very comfortable to engage with us.

Ted Jackson (Managing Director)

My last question, and I'm sorry to ask so many, and it's really just a nitpicky one. Just kind of looking at my model, I had a gap. I'm curious, you ended 2024 with 235 customers. What was the customer count at the end of fiscal 2023?

Sandra Wallach (CFO)

You know what, Ted? Let me pull that from our filings, and I'll send that over to you.

Ted Jackson (Managing Director)

Okay. Okay. That's it for me. I'm sorry to be such a pain. Again, congratulations on the quarter.

I look forward to 2025 and beyond.

Thank you.

Thanks.

Operator (participant)

Thank you. Our next question comes from the line of Amit Dayal with H.C. Wainwright. Please proceed.

Amit Dayal (Managing Director and Senior Technology Analyst)

Thank you. Good afternoon, guys. With respect to the revenue cadence for 2025, can you provide any color on whether we should expect sequential improvements through 2025 relative to what the fourth quarter results?

Sandra Wallach (CFO)

Yeah. I think we would expect to see sequential. We are not a seasonal business per se. I think the first quarter has just had some headwinds. There have been a lot of changes as far as the funding landscape. We are confident in what the year growth has the potential to be. We are expecting Q1 is going to be a little tougher just because of the change in the administration here.

Amit Dayal (Managing Director and Senior Technology Analyst)

Understood. I will follow up with that on that video offline.

Gross margins, Sandra, is there a level that you have a sense revenue-wise where you think you can start turning gross margin positive? Is it like $15 million-$20 million or higher than that per quarter where you can start seeing gross margins turn positive?

Sandra Wallach (CFO)

We have not given guidance on that yet. I think we are working on a target model, but we do not have anything concrete today.

Amit Dayal (Managing Director and Senior Technology Analyst)

Okay. Maybe for Kang, with respect to sort of larger applications like eVTOLs, etc., how different is sort of the battery chemistry or technology relative to what you are already shipping to customers currently, and how much improvements need to be made to sort of win some of those types of orders?

Kang Sun (CEO)

Yeah. For EV tool, we already qualified for one customer application. So our chemistry is very robust.

I would say we don't need to change a whole lot of chemistry to support this market. When we say aviation, we basically use the same cell chemistry with slight adjustments. For example, customers want to have more energy. They want to have more power. We can make some changes to satisfy them. There is no major invention involved because the platform is quite robust. You look at the battery we delivered, 370 Wh/kg with 10C, 15C capability. With that as the baseline, we almost can deliver the cells for all applications in this market segment.

Amit Dayal (Managing Director and Senior Technology Analyst)

Understood. Okay. Yeah. That's all I have. All the questions I've been asked. I'll follow up with you guys offline.

Operator (participant)

Thank you. Thank you. At this time, this concludes our question-and-answer session. If you have any additional questions, you may contact us at irr.amprius.com.

Now let's turn the call back over to Dr. Sun for his closing remarks.

Kang Sun (CEO)

Thanks again, everyone, for joining us today. As a reminder, you can find out more about our company, receive additional updates, and learn about upcoming events and presentations from the Investor Relations section of our newly revamped website. I hope you can check it out, and we look forward to updating you on the exciting progress we are making in transforming the electrical mobility market. Finally, I'd like to thank our employees, partners, and shareholders for their continued support. Appreciate it.

Operator (participant)

Thank you for joining us today for Amprius Technologies' fourth quarter and full year 2024 earnings conference call. You may now disconnect.