Good day and welcome to the AstroNova's Fiscal Second Quarter 2024 Financial Results Conference Call. Today's conference is being recorded. I would now like to turn the conference over to Scott Solomon of the company's Investor Relations firm, Sharon Merrill Associates. Please go ahead, sir.

Thank you, Carla. Good morning, everyone, and thanks for joining us on our fiscal second quarter 2024 earnings call. Hosting this morning's call are Greg Woods, AstroNova's President and Chief Executive Officer; and David Smith, Vice President and Chief Financial Officer. Greg will discuss the company's operating highlights. David will take you through the financials at a high level. Greg will make some concluding comments, and then management will be happy to take your questions. By now, you should have received a copy of the earnings release that was issued this morning. If you don't have a copy, please go to the Investors page of the AstroNova website, www.astronovainc.com. Please note that statements made on today's call that are not statements of historical fact are considered forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These forward-looking statements are based on a number of assumptions that could involve risks and uncertainties. Accordingly, actual results could differ materially, except as required by law. Any forward-looking statements speak only as of today, September 06, 2023. AstroNova undertakes no obligation to update these forward-looking statements. For further information regarding the forward-looking statements and the factors that may cause differences, please see the risk factors in AstroNova's annual report on Form 10-K and other filings the company makes with the Securities and Exchange Commission. On today's call, management will be referring to non-GAAP financial measures. AstroNova believes that the inclusion of these financial measures helps investors gain a meaningful understanding of the changes in the company's core operating results. It also helps investors who wish to make comparisons between AstroNova and other companies on both a GAAP and a non-GAAP basis. A reconciliation of the non-GAAP financial measures to their most directly comparable GAAP measures is available in today's earnings release. And with that, I'll turn the call over to Greg.

Thank you, Scott. Good morning, everyone, and thank you for joining us. At the beginning of August, we announced the strategic realignment of our Product Identification segment and an initiative designed to further capitalize on the synergies of last year's acquisition of Astro Machine. That restructuring is reflected in the second quarter financial results that we reported this morning. As a reminder, the specific actions we have taken to realign the segment include; first, transitioning more of our PI printer manufacturing from Asia and our headquarters in West Warwick, Rhode Island, for our Astro Machine plant in Elk Grove Village, Illinois. Second, rationalizing our combined AstroNova and Astro Machine PI Product Portfolio by exiting certain lower margin or low volume label printers to concentrate on higher margin product lines with advanced functionality and greater demand. And third, consolidating our international PI sales and distribution facilities and streamlining our global channel partner network. These actions enable us to concentrate the segment's manufacturing, marketing and sales resources on the highest return opportunities. This in turn will provide the best products and services to our customers. Although the realignment had a negative effect on our GAAP performance in the second quarter, it puts us in a position to achieve an anticipated annualized cost savings of $2.4 million and create a stronger, more resilient business in the quarters to come. Beyond the restructuring, in fact, during the second quarter, we continue to make operating efficiency improvements and we posted double-digit year-over-year top line growth. The key growth drivers for Astro Machine, which we acquired in the fiscal Q3 of last year and the continued momentum of the commercial aviation industry, which is served by our aerospace product line within our testing measurement segment. Looking at our performance by segment, Product Identification revenue was up…

Thank you, Greg, and good morning, everybody. I'll start with an overview of the impact of the restructuring charges on our GAAP and non-GAAP results in the quarter. Restructuring expenses totalled $2.7 million in this quarter. It consisted of about $2 million for the write-off of certain PI inventory, $611,000 in severance cost spread across our geographic footprint, but concentrated primarily in the U.S. and EMEA and $48,000 in lease abandonment expenses. The inventory written off was for low-volume, lower-margin products. This action allows us to concentrate more efficiently on a small set of higher-margin products that cover all of the expected applications that our customers have. We closed a product showroom that was not being used. In a closely related action, we recognized the liability for $852,000 in expenses in connection with the printer retrofit program that Greg described. The program is supported by a very detailed schedule of buy customer action steps and we're on track to complete it during this fiscal year. We've backed out both of these charges from our GAAP financials to give you a clear picture of the business on a non-GAAP basis as is presented in detail in the tables included in the press release. All of these details will be further discussed in our 10-Q when it is filed tomorrow. In sum, we delivered net income after tax of $1.1 million or $0.15 per diluted share in the second quarter on a non-GAAP basis. As Greg said, revenue in the quarter was up 10% to $35.5 million, driven by gains in both segments and the PI gains were attributable to the Astro Machine acquisition. Compared to last year, operating expenses on a non-GAAP basis, excluding the restructuring charges on the retrofit program costs, were up only about $200,000 or 2% in the…

Thanks David. With the strategic realignment of the PI business behind us, we entered the second half of 2024, well positioned for accelerated revenue growth and margin improvement. We are very excited about the four new PI products to be unveiled at the coming weeks and expect our T&M segment to continue benefiting from the strong demand environment we are seeing in the commercial aviation market. With that, David and I will be happy to take your questions. Operator?

[Operator instructions] We'll now take our first question, which comes from Pete Sidoti from Sidoti & Co. Pete, your line is now open. Please go ahead.

Good morning, gentlemen. Just a quick question. Can you talk about your capital spending for this year and next? And with these adjustments, can you talk about the free cash flow you'll be freeing up?

Peter, we're going to spend probably right around $2 million this year, which traditionally would have been pretty consistent. We had a period where we were spending a little bit more on business systems and that's behind us now. Traditionally, we've said that we've spent about $2 million a year and maybe it's CapEx. I don't think it's probably quite that high. I think it's probably more like $1 million to $1.5 million and maintenance CapEx, but about $2 million this year as we make those investments. I think the critical issue on the free cash flow side is working capital management and I mentioned that a little bit during my remarks where the focus is on reducing inventory and improving terms, converting more of our earnings to free cash and utilizing the balance sheet more efficiently and clearly streamlining the product line, which should help us in that direction, but we don't have any specific guidance.

Okay. Thank you, gentlemen.

Thanks Peter. Our next question comes from Samir Patel - Askeladden Capital. Samir, your line is now open. Please go ahead.

Hey Greg. Hey David. First question is on the restructuring benefits, you quoted $2.4 million cost savings. I wanted to understand, are those just direct cost such as leases, manufacturing costs, labor or does that include any of the benefit from getting these printers retrofit more quickly and kind of getting those units returning to be rectified or is that -- or would that be incremental to those restructuring benefits?

That would be incremental.

Okay. That makes sense and then the second question is I notice that the bookings were down kind of a fairly significant way that you talked about strong demand. Is that just related to some of that product realignment or some of the printer issues or maybe you could help me understand what's going on there?

Maybe I can address that. So, it's a combination of two different factors really. So when we get blanket orders, that tends to boost if up and then we kind of work those down. That happens more from the test and measurement side of the business, where we have kind of large blankets that come out from a bulk way quarter to quarter disturbances. On the PI business, tends to be fairly steady. Although, as I kind of mentioned in my notes there with some of these printers offline, the ink demand for the printers that are offline, those decreased and effective printers unfortunately tend to be our highest volume machine, but it's nothing out of the ordinary. Pardon.

I said it's mostly on a Trojan-label side for the machines.

Yes, the effective machines or Trojan machines.

Got you. So your summary say that it's not any sort of a -- there is not really structural issue. It's more addressed kind of the timing of some of the lumpier orders.

Correct.

Yes, keep in mind that the backlog in the aerospace business is very lumpy and it's not necessarily a great indicator of revenues in the short term. The PI business is a little bit more short cycle, although as Greg discussed, we could get quite a few blanket orders for labels on that side of the business as well. So it's an interesting metric, but it can't be used effectively I don’t think to predict short term revenues. It's important obviously to have a lot of bookings, but it will fluctuate.

All right. Understood. I'll turn it back over, thanks.

[Operator instructions] Our next question is from Tom Spiro from Spiro Capital. Tom, your line is now open. Please go ahead.

Good morning, Greg. Good morning, Dave. Hey, first on the restructuring and retrofit initiatives, with respect to retrofit, the charge I see is $852,000. My recollection is that a month or so ago, you folks estimated that it's $600,000. If I'm recalling correctly, can you explain the difference?

Yeah, I can give it kind of a high level on that. As I mentioned in my comments, we wanted to get this done and make sure we get it done as fast as possible. So, that involves more direct travel to customer sites as opposed to, sending the unit in, checking it and validating and then updating it and sending it back out. So, for certain customers, more of the high volume ones, we're actually going to go on site and do it that way. So, that's more expensive, but it gets it done quicker.

And this process will be complete by the end of the fiscal year.

Yeah, we've got a very systematic process on that. There could be a few stragglers, but, by and large, well over 90% and we expect if it follows our plan, it will be over 100% -- at 100%.

Okay. That's very much. There is some low volume and low margin products that we were withdrawing from. We're streamlining channel partners etcetera, etcetera. Roughly speaking, how much by way of sales we'll be walking away from those these initiatives?

It's very little on the sales front and part of the -- it's still some overlap in products between the AstroNova products, pre Astro Machine acquisition and post. We've done a little line up and in some cases, the AstroNova product is going to win out or has won out and in other cases, it's the Astro Machine product. So we're kind of just the bulk of what we're doing is kind of consolidating and rationalizing those product lines between the two. There is no point having two kind of products that are very similar, just with different branding to the box and there are some other products that they were decreasing in currently low revenue anyway and just to streamline operations, we've end of life those products that we can limit their manufacturing processes associated with those units.

Thanks and on the streamlining of channel partners or reducing channel partners, are we doing that domestically primarily? Is that where that's occurring? Is that overseas? Is it both?

No, no. It's globally. So it's in all regions and it's really to get focus. There is some, whatever, -- we're keeping the best of the breed out there and making sure that we have channel partners that are totally aligned with our strategy and also where we have overlap again between Astro Machine distributors and AstroNova distributors, we're sorting that out as well. So it's really to make sure that within each given geographic region, we have a strong partner who is dedicated to AstroNova.

I see. And on Astro Machine, as I recall, when we acquired it, its sales were running something like $21 million, $22 million, $23 million a year. And then I believe last quarter, it seemed kind of a little weak on a quarterly basis. Is it still running at that annual rate of $21 million, $22 million, $23 million ? Has it changed much?

It's off a bit from where it was running. But I don't know if we disclosed that. Is that in the Q, David?

The amount of the current quarter was will be in the Q. And it's still running in the same range, slightly lower. But I think by the end of the year, we'll be in the range that you talked about.

I see. So product -- I'm sorry, did I cut you off?

Just Greg, I was just going to highlight something I said last quarter as well is that the -- from what we've seen in the historical information from Astro Machine, their second half of the year tends to be stronger than the first half.

I see. So if I were to look at the PI sales for the quarter of just under 26% and back out 5%-ish, PI is running well under where it was last year.

It is running last year.

It's behind where it was, yes.

Yes. Okay. All right. This is most helpful. Thanks very much and good luck.

Thanks Tom. Our next question comes from John Dasha [ph] from Pinnacle. John, your line is now open. Please go ahead.

Good morning. Just a quick question on the retrofit expense, $852,000. That seems to be a supplier-related issue and I'm just curious, are they sharing in any of the cost of retrofitting the machines? And do we have any recourse against them?

Yes and yes, and it's something that we actually announced that earlier. So there was a financial restructuring and there's also some pricing concessions as well.

Sorry, I must have missed that. Where was that disclosed?

It was a year and a half David, two years ago? I forgot exactly what quarter that came out in.

I can't really...

Recognize what that was and there's a limitation of liability per event in that particular supplier's contract.

Limitation of liability. Okay.

Yes, to maximize the payouts on that. Go ahead.

Okay. I just got to say, so there's really no recourse at this point against the supplier?

No, not for the amount that we reserved, no. Yes.

Okay.

Separate from that, longer term...

The amount that we...

Go ahead.

The amount that we have on the income statement is that we reported. This is the amount that will hit us.

Okay.

If that's helpful. If that's helpful.

Well, I guess what I'm trying to understand, is the supplier matching that obligation? Or who's on the hook primarily here, you or the supplier?

Well, it's a shared amount, but we're not -- because of the negotiations, we don't release the exact dollar amounts between the two of them.

Okay.

But we're going to probably disclose what we're reserving for.

All right. Thanks very much.

Thanks John. Our next question comes from Dennis Scannell from Rutabaga Capital Management. Dennis, your line is now open. Please go ahead.

Yes. Good morning. Most of my questions have been answered. Just real quick, though. Maybe could you talk a little bit about the timing of the $2.4 million in savings, kind of how that will leg in over the next few quarters and kind of when you expect to be realizing the full benefit of the realignment actions?

Yes. So as far as the $2.4 million, that's what we expect to get on an annualized basis, but it will take a little bit of time to ramp up. So it will ramp, but it's not really back-end loaded. It's just that there's kind of a startup going in Q3 and Q4 to get to the full amount. But we fully expect to hit it within the 12-month period in the fourth quarter. And then it's an ongoing benefit, of course.

Right. Yes. So annualized full benefit in fiscal '25, then? Is that your January '25 fiscal year?

Certainly. Yes.

Probably also in the next four quarters.

Thanks, Dennis. We now have a follow-up question from Samir Patel from Askeladden Capital. Please go ahead when you're ready.

A couple of follow-ups. One is you didn't talk, unless I missed it, about the e-commerce site, just kind of any early briefings there?

Sure. Yes. So we continue to add customers there. So that's -- I don't if you've been on it and off, but there's more and more things getting added to it and linked into it. So that's growing. We'd like to see it grow a bit faster, but it's more an uptake, and we've got our customer service people, whenever they're talking to our customers, we encourage them to use it. But we also picked up a fair number of third party -- call them third-party customers, where they bought a printer from somebody else, but they're buying label material from us via the e-commerce site. The other benefit, Samir, from that is we're seeing a nice uptick in our Internet marketing results, getting higher up in search and a higher number of inquiries.

Got it. And then I know we've talked about this before, is there -- with where you are right now with the retrofits, do you have any sort of sizing around how much of an impact those issues are to your revenue in the PI segment? Put differently, like, you did $26 million this quarter, give or take. Where would you see that figure once you get those retrofits done, kind of based on the supply of the printers that are offline and the supplies that you're not selling?

Yes. We haven't given guidance on that. What I can tell you is the two-two Cs that are primarily the ones that have the highest volume that are impacted by that. They typically generate in the neighborhood of $20,000 a year in revenue. And there's roughly -- I think we're about halfway through that upgrade program. So as far as units that are touched. So one thing to keep in mind, too, is once we upgrade it, then they need to use the ink supplies and/or label supplies that they have in-house before they buy more. So there's a bit of a ramp-up in that process.

Yes. And Samir, it's David. I'll just comment that, obviously, to take a step like this, where we are moving rapidly to spend all this money, we are expecting a return on that. It's a good economic decision to do it. The faster we do it, we're faster, we'll get the money back and I think it's pretty high -- we think it's a pretty high-return endeavor from a cash flow perspective.

Okay. That makes sense. That's helpful.

Thanks, Samir. At this time, we have no further questions registered. So with that, I will hand back to Greg Woods for final remarks.

Great. Well, thank you, everyone, for joining us here this morning, and we look forward to keeping you updated on our progress. Have a good rest of the day. Bye now.

This concludes today's call. Thank you for your participation. You may now disconnect your lines.