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Saturday, April 07, 2018 4:08:03 AM
Edited Transcript of WYY earnings conference call or presentation 21-Mar-18 8:30pm GMT
https://finance.yahoo.com/news/edited-transcript-wyy-earnings-conference-231113234.html
Q4 2017 WidePoint Corp Earnings Call
OAKBROOK TERRACE Mar 21, 2018 (Thomson StreetEvents) -- Edited Transcript of WidePoint Corp earnings conference call or presentation Wednesday, March 21, 2018 at 8:30:00pm GMT
TEXT version of Transcript
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Corporate Participants
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* Jason Holloway
WidePoint Corporation - Executive VP and Chief Sales & Marketing Officer
* Jin Kang
WidePoint Corporation - Executive VP, CEO, President & Director
* Kim Rogers
* Kito Mussa
WidePoint Corporation - Executive VP & CFO
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Conference Call Participants
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* Michael Roy Crawford
B. Riley FBR, Inc., Research Division - Senior MD, Co-Head of The Discovery Group & Senior Analyst
* Samuel Donaldson
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Presentation
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Operator [1]
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Greetings, and welcome to the WidePoint Corporation Fourth Quarter and Full Year 2017 Earnings Conference Call. (Operator Instructions) As a reminder, this conference is being recorded.
I would now like to turn the conference over to your host, Kim Rogers, Managing Director at Hayden IR.
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Kim Rogers, [2]
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Thank you, Omer. Good afternoon, and thank you for joining us today to discuss WidePoint's Fourth Quarter and Full Year 2017 Financial Results. With me today are WidePoint's President and Chief Executive Officer, Jin Kang; as well as Jason Holloway, Chief Sales and Marketing Officer and President and Chief Executive Officer of WidePoint's Cybersecurity Solutions Corp.; and Kito Mussa, WidePoint's Chief Financial Officer. Jin will provide an overview of the quarter and full year results, Jason will provide a sales and marketing update and Kito will review the financial results of the fourth quarter. At that point, we'll open the call for question and answer.
Before I turn the call over to Jin, I'd like to remind all participants that during this conference call, any forward-looking statements are made pursuant to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995. Expressions of future goals, including financial guidance and similar expressions, including, without limitation, expressions using the terminology: may, will, believe, expect, plans, anticipates, predicts, forecasts and expressions which reflect something other than historical facts, are intended to identify forward-looking statements. These forward-looking statements involve a number of risk factors and uncertainties, including those discussed in the Risk Factors section of a WidePoint's annual report on Form 10-K, its quarterly reports on Form 10-Q and other SEC filings and the company's press releases. Actual results may differ materially from any forward-looking statements due to such risk factors and uncertainties. The company undertakes no obligation to revise or update any forward-looking statements in order to reflect events or circumstances that may arise after this conference call, except as required by law.
Now I'll turn the call over to WidePoint's CEO, Jin Kang, for opening remarks. Please go ahead, Jin.
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [3]
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Great. Thank you, Kim. And good afternoon, everyone, and thank you all for joining us today. Since I took the helm as CEO in July of last year, we have successfully executed on the corporate strategy that I shared with the board and my team upon my appointment. I'm pleased with the progress we have made to stabilize the company and reduced our net losses. As a result of the cost-savings actions taken during the third and fourth quarters of 2017, we reduced the operating expenses for the full year by 6%. Most notably, in the fourth quarter, we reduced the operating expenses by 12%. This resulted in narrowing our GAAP net losses for the full year and exiting the fourth quarter with positive adjusted EBITDA.
Kito will provide the details of our financial performance, but I want to take a few minutes to highlight some of our accomplishments. We increased our gross margin from 13% to 18%. We have reduced GAAP net losses by $1.4 million compared to the first half of 2017. We were adjusted EBITDA positive for Q3 and Q4 of 2017, and we have top and bottom line improvements sequentially and year-over-year.
We ended 2017 on a positive note, and I thank the WidePoint team for their hard work in delivering these improved results. We believe in delivering on the commitments we make, and we delivered on the commitments made in our last 2 earnings calls. I'm particularly pleased that we improved financial performance in the fourth quarter even without the large recompete purchase order from the Air Force. We expected the award from the Air Force to have come in during Q4, but we received the purchase orders in the amount of $1.8 million on March 8 of this year. This purchase order, if it was received as scheduled, the fourth quarter revenues would have improved by $1.8 million to $21.2 million for the fourth quarter.
Now moving on to our growth strategy. We have made good progress towards strategically aligning our staff and resources to support our Trusted Mobility Management framework, or TM2. As discussed during our Q3 earnings call, TM2 framework combines the strength of our 3 solution sets: Telecom Lifecycle Management, TLM; Identity Management, IDM; and Bill Presentment and Analytics, BP&A; all concentrated on managing and securing our customers' mobility assets. As evidenced by the new contracts we've recently announced, we can see that TM2 is gaining traction in the market. We are pursuing new business with commercial customers, and that pipeline is growing nicely. Please be reminded that we have a long sale cycle. However, I'm encouraged by the quality and size of the prospects and longer-term opportunities that we are seeing.
Jason will provide a summary of our sales strategy in his prepared remarks, but I will highlight some specific activities on that front. We are actively selling our TM2 offerings, which means we have considerable cross-selling and up-selling opportunities. These opportunities are very attractive as they represent higher gross margin revenues. Our TM2 framework is a highly differentiated offering as WidePoint is the only provider of all 3 components of secure mobile management. We are leveraging the strengths of our core capabilities into a comprehensive enterprise-wide solution set that securely enables and manages our clients' mobile assets. We are very intentional in communicating to the market our unique capabilities to manage, analyze and protect communication assets and deploy Identity Management solutions that provide secure access to restricted environments.
We now have our senior management team and our go-to-market product strategy in place. As you may know, our executive management team members are long-term shareholders, and as such, we are very motivated to improve shareholder value. I can assure you that we are all highly committed to delivering on our strategy to improve top line growth and delivering profitability.
With that, I will turn the call over to Jason to discuss our sales strategy to grow our business, and Kito will follow with additional details of our financial performance. Jason?
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Jason Holloway, WidePoint Corporation - Executive VP and Chief Sales & Marketing Officer [4]
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Thank you, Jin. Good afternoon, fellow shareholders. We have been using a variety of means to expand our customer base and expand our market opportunity. For example, cross-selling and up-selling our Trusted Mobility Management and partnering with large system integrators, like CDW and Samsung, using an integrated-team approach.
Since the transition in the leadership team last year, we moved from a portfolio company to a company that leverages its full capabilities and integrates its offerings around security, mobility management. This is a major benefit to WidePoint from the TM2 platform, and we see meaningful opportunities in this approach. As Jin mentioned, we are the only secured mobility provider in the space, with offerings across Telecom Lifecycle Management, Identity Management and Bill Presentment and Analytics, which is a critical differentiator. This approach is already producing 1 of the healthiest sales pipelines, not seen over the last several years. For example, we are expanding our relationships with U.S. carriers where we see an opportunity to help them provide increased security, enhanced visibility and an expansive set of management tools to their enterprise customers where our single integrated platform can merge into their systems to help increase efficiency. We also look to partner with additional large technology solutions providers and systems integrators to compliment their offerings to their enterprise and government customers. We are driving to become part of these large system integrators solution sets. This way, we can leverage their sales and marketing resources. We recently signed a Master Professional Services Agreement, or MPSA, with 1 of the largest providers of technology products and services for business, government and education, and we look forward to further developing that relationship in 2018 and beyond.
We use a direct sales approach, globally, to identify, sell and close both commercial and government opportunities. For this, we have a core sales team of business development experts, account executives and product subject-matter experts to manage the entire sales life cycle. We are also using an indirect sales approach to reach new target markets by outsourcing a portion of our lead generation and certain business development activities through third party partners. We believe our partners understand our product and service offerings, and they can utilize their sales team to generate leads and connect with prospective clients. In addition, we continue to form valuable strategic partnerships and alliances that provide us with additional access to potential clients and larger market opportunities. As a result, we may team up with other companies and competitors to bid on projects that include 1 or more of our services as part of a larger offering. Our new alliance and the execution of the MPSA with 1 of the largest providers of technology, products and services is an example of this approach.
Lastly, we are closing -- we are closely working with our clients to educate them on TM2 as well as our additional capabilities, which can translate into more revenue from existing clients at higher margins. The WidePoint team is fully energized and ready to deliver in 2018.
With that, I will hand the call over to Kito.
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Kito Mussa, WidePoint Corporation - Executive VP & CFO [5]
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Thank you, Jason. I'll first provide a high-level overview of our results and then dive into the details of our fourth quarter results and then turn it back over to Jin. Also, you can find additional information in our 2017 annual report on Form 10-K, which was filed with the U.S. Securities and Exchange Commission just prior to this earnings call.
We finished our fourth quarter with a 9% increase in revenues, narrowed our GAAP net losses to $3.5 million from $4.1 million last year and reported positive adjusted EBITDA of $289,000 as compared to negative $1.7 million last year. Our lower GAAP net loss and positive adjusted EBITDA for the fourth quarter of 2017 were largely attributable to our cost-savings efforts in the prior quarters.
Now with the numbers. Revenue increased to $19.9 million in the fourth quarter compared to $18.3 million in 2016. One driver for this increase was recognition of revenue from mobile accessory and reselling orders that were pushed into the fourth quarter from the third quarter, as we discussed in our previous earnings call.
Gross profit for the fourth quarter of 2017 was approximately $3.6 million or 18% of revenue as compared to approximately $2.4 million or 13% of revenue in 2016. The improvement in gross profit over last year was driven by higher mobile accessory sales and the impact of labor cost savings.
Operating expenses for the fourth quarter decreased by 12% to $4.3 million as compared to $4.9 million in 2016, due in large part to cost-savings actions taken during the third and fourth quarter of 2017. Cost-saving measures decreased sales and marketing to $493,000 from $601,000 in 2016 and decreased general and administrative expense to $3.7 million from $3.8 million in 2016. The decrease in operating expenses was not significant due to the onetime fourth quarter severance and office closure exit charges of $353,000. Excluding onetime expenses, our operating expenses would have been approximately $3.3 million, which is a decrease of over 10%.
Now let's talk about our financial position. We ended the fourth quarter with $5.2 million in cash, $2.6 million in working capital and approximately $4.5 million available on our credit line. Our cash position was lower at the end of the fourth quarter due to billing and collection-related delays near the end of the year.
Before I turn it back over to Jin, I'd like to reiterate that, as a company, we have cut costs, rightsized the company in terms of both employees and properties and positioned our company to scale to meet anticipated revenue growth going forward. I want to emphasize that as a result of cost-savings actions taken, on an adjusted EBITDA basis, we went from a negative $1.2 million in the first half of 2017 to a positive $300,000 plus in the second half of the year. This represents a $1.5 million swing. That said, we are pleased -- very pleased with these result.
Now I'd like to turn it back over to Jin.
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [6]
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Thank you, Kito, and thank you, Jason. At this time, I would like to open up the calls for questions from our participants. Operator, will you please open the calls -- open up the calls for questions?
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Questions and Answers
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Operator [1]
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(Operator Instructions) Our first question is from Mike Crawford, B. Riley FBR.
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Michael Roy Crawford, B. Riley FBR, Inc., Research Division - Senior MD, Co-Head of The Discovery Group & Senior Analyst [2]
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In 2017 versus the last year, your carrier services revenue and managed services revenues, at least for your managed service fees, were almost the same at around $44 million, $45 million for the first and $23 million for the latter. Is there an expectation that you are going to grow your managed services revenue in 2018, and thus, that's one of the main ways that you'll increase the gross margin overall?
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Kito Mussa, WidePoint Corporation - Executive VP & CFO [3]
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Mike, this is Kito. The answer to that, basically, is that, yes, the managed service fee revenue is the way that we can have that largest impact on our gross margin going forward. So that would be an areas that we'd want to grow. As we mentioned before, we're trying to place less emphasis on carrier services. However, as clients do ask for those services, obviously, we're going to continue to provide that, but it's not something that we want to stress going forward.
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Michael Roy Crawford, B. Riley FBR, Inc., Research Division - Senior MD, Co-Head of The Discovery Group & Senior Analyst [4]
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Okay. And then the -- your business overall with commercial enterprises declined a little bit year-over-year, whereas it held steady with at least the federal government. So is -- do you see the growth primarily in federal government? Or do you see commercial turning as well?
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [5]
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Yes, Mike, those numbers are accurate. And the commercial side, the reason why you saw some attrition in the work there is because we made a conscious decision over the last 6 months to reduce or put -- essentially stop the work that we were losing money on. So some of those things were commercial work, but we see both commercial and federal government work growing over the next -- over the 2018 year. And I don't want to go into too much detail about our sales pipeline, however, we have a good mix of both federal and commercial customers.
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Michael Roy Crawford, B. Riley FBR, Inc., Research Division - Senior MD, Co-Head of The Discovery Group & Senior Analyst [6]
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Okay, great. And then maybe for a final question, could you comment on when Coast Guard might move beyond pilot phase on your services agreement with the Department of Homeland Security, and as well, the status of any RFP that's being prepared for the next iteration of that agreement?
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [7]
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Okay, there were -- there was, like -- I think -- I don't know how many questions there were, but I'll try my best to answer the questions. For the U.S. Coast Guard, we are going through the pilot process. The pilot project is scheduled to go out until the September 30. It's going really well. The Coast Guard is having some challenges because what they're in the process of doing is, is to bringing the budget back to the headquarters element. The latest we have now is that they will implement the entire Coast Guard 1 September this year, and so that's the latest information that we have. Now we're trying to get this thing in earlier. It may come in earlier, it may come in later. It's very difficult to say. Then, of course, there is a looming government shutdown and the continuing resolution. Although, they -- it shouldn't have any impact on our current work, but it does have impact on any new work. And so that's kind of where that is.
In terms of our -- the DHS CWMS BPA, the contract ends at the -- in December of this year, December 20 -- or 19 or 20 of this year. They are going through a recompete process. We have met with Source Selection Committee to put together -- help them put together a draft statement of work. And we are looking for the final RFP to come out at the end of the second quarter, with the award to be made somewhere, like, November of this year. It May -- it may go out further, but there's no danger in that as all of the current task orders can take the option of pushing their current work out until December of 2019. So the federal government has up until that time to get the new contract in place. We are positioning ourselves for the recompete by putting in the things that are hard to do for our competitors into the RFP, such as ATO, Authorization to Complete -- Operate, ATO, and also being able to operate at, what we call, FISMA Moderate, Federal Information Systems Management Act (sic) [Federal Information Security Management Act]. This is -- all has to do with security. And we have all of the 8 major components of DHS locked up, and they're very happy with us, and they will have a say in this acquisition process. So we are pretty confident that we're in a good position for the recompete. Did that answer your questions, Mike?
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Operator [8]
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(Operator Instructions) Our next question is from Sam Donaldson, private investor.
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Samuel Donaldson, [9]
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Well, Congratulations. It appears that your turnaround strategy is working. And, Jin, you said you were very pleased by that. Well, we're very pleased with that too, and to you and to Jason and Kito and everybody on the team, we appreciate it. I was going to ask about the Coast Guard, that's my old (inaudible), but I think you handled that. I would just bring up one more thing, though, from the past. The COD, at one point it appeared to me as dead, really, and then I think in the last conference call, you said something like (inaudible) maybe in 2 years, the government will have its act together. What's your latest estimate of whether there will ever be any light in the tunnel at the end of that?
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [10]
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Right. So the Certificate-on-Device, I think that, that's a technology that customers, both private and federal government public can take advantage of. We are still pushing to get some of the work done. We are talking with some potential customers that may be using that particular service. And these are our existing customers, and we've been using -- providing this capability and demonstrating this capability to those folks. What we have done with the Certificate-on-Device is that since our development -- software development effort is -- majority is complete, so what we're doing is now we're -- we hoped that investment in that as the solution is ready to go. As we get customers on board, what we will do is we will turn that on and provide that capability, and we'll hire up the necessary O&M staff, operation and maintenance staff, to support those projects. So I think we are in a very good place. I think that there is some reasonable strong interest in the -- our Certificate-on-Device because all the folks are looking at how do we identify these mobile devices that are coming onto our network. So we are going out there, we are pitching this to our customer. And I think we are getting some reasonable interest. Jason, would you like to add anything to that?
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Jason Holloway, WidePoint Corporation - Executive VP and Chief Sales & Marketing Officer [11]
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Sure. Hey, Sam. The other thing that I wanted to add to what Jim said is that along with the Trusted Mobility Management, the convergence, we've also have taken this opportunity to be very proactive, and we're actually doing a technology convergence into the ITMS platform. So the intelligent telecommunications management system that we have right now between the Identity Management group or the cyber group, along with the Telecom Lifecycle management group, we have brought the 2 organizations together, and there's been an actual convergence of the technology itself. So this is also something that is going to really position us in the marketplace. And these -- this is where we see -- this being a very, very strong key differentiator for us by putting that in there. So again, it's just going to give us the opportunity for us to have a very robust single-integrated platform to take to the marketplace.
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Samuel Donaldson, [12]
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All I can say, gentlemen, is keep going, I'm not getting any younger.
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [13]
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You won't have to wait much longer, Sam.
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Operator [14]
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Our next question comes from [Rich Molenski], private investor.
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Unidentified Participant, [15]
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And one thing that was really positive was that, even though the contract, the $1.5 million contract you didn't get in the fourth quarter, you announced in March. Is that business going to be booked in the first quarter do you expect? Or we looking more to the second quarter? Any indication you give us on that quarter.
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Kito Mussa, WidePoint Corporation - Executive VP & CFO [16]
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This is Kito. The contracts you're talking about, that's going to be booked in the first quarter. And it's been something we've had for many years so we're very happy to be able to rewin that work.
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [17]
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Yes. And just a little more color on that is that, if that would've come in, in the fourth quarter, our fourth quarter numbers would've been even better than what we reported. And so this $1.8 million is going to show up in the first quarter. And our run rate between the fourth quarter of all of our managed services are pretty much the same. So aside from some of the accessories sales and such. So I think it will be -- a little bit comparable. So I think -- I wouldn't go out and buy a Ferrari or a Lamborghini, just yet.
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Operator [18]
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Ladies and gentleman, we have reached the end of the question-and-answer session. And I would like to turn the call back to Jin Kang for closing remarks.
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [19]
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Thank you, operator. We thank you all for joining us today on our fourth quarter call. And we look forward to connecting with you on our first quarter 2018 call in May. We appreciate everyone taking the time to join us today. Thank you, again, and have a great evening.
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Operator [20]
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This concludes today's conference
https://finance.yahoo.com/news/edited-transcript-wyy-earnings-conference-231113234.html
Q4 2017 WidePoint Corp Earnings Call
OAKBROOK TERRACE Mar 21, 2018 (Thomson StreetEvents) -- Edited Transcript of WidePoint Corp earnings conference call or presentation Wednesday, March 21, 2018 at 8:30:00pm GMT
TEXT version of Transcript
================================================================================
Corporate Participants
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* Jason Holloway
WidePoint Corporation - Executive VP and Chief Sales & Marketing Officer
* Jin Kang
WidePoint Corporation - Executive VP, CEO, President & Director
* Kim Rogers
* Kito Mussa
WidePoint Corporation - Executive VP & CFO
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Conference Call Participants
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* Michael Roy Crawford
B. Riley FBR, Inc., Research Division - Senior MD, Co-Head of The Discovery Group & Senior Analyst
* Samuel Donaldson
================================================================================
Presentation
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Operator [1]
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Greetings, and welcome to the WidePoint Corporation Fourth Quarter and Full Year 2017 Earnings Conference Call. (Operator Instructions) As a reminder, this conference is being recorded.
I would now like to turn the conference over to your host, Kim Rogers, Managing Director at Hayden IR.
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Kim Rogers, [2]
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Thank you, Omer. Good afternoon, and thank you for joining us today to discuss WidePoint's Fourth Quarter and Full Year 2017 Financial Results. With me today are WidePoint's President and Chief Executive Officer, Jin Kang; as well as Jason Holloway, Chief Sales and Marketing Officer and President and Chief Executive Officer of WidePoint's Cybersecurity Solutions Corp.; and Kito Mussa, WidePoint's Chief Financial Officer. Jin will provide an overview of the quarter and full year results, Jason will provide a sales and marketing update and Kito will review the financial results of the fourth quarter. At that point, we'll open the call for question and answer.
Before I turn the call over to Jin, I'd like to remind all participants that during this conference call, any forward-looking statements are made pursuant to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995. Expressions of future goals, including financial guidance and similar expressions, including, without limitation, expressions using the terminology: may, will, believe, expect, plans, anticipates, predicts, forecasts and expressions which reflect something other than historical facts, are intended to identify forward-looking statements. These forward-looking statements involve a number of risk factors and uncertainties, including those discussed in the Risk Factors section of a WidePoint's annual report on Form 10-K, its quarterly reports on Form 10-Q and other SEC filings and the company's press releases. Actual results may differ materially from any forward-looking statements due to such risk factors and uncertainties. The company undertakes no obligation to revise or update any forward-looking statements in order to reflect events or circumstances that may arise after this conference call, except as required by law.
Now I'll turn the call over to WidePoint's CEO, Jin Kang, for opening remarks. Please go ahead, Jin.
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [3]
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Great. Thank you, Kim. And good afternoon, everyone, and thank you all for joining us today. Since I took the helm as CEO in July of last year, we have successfully executed on the corporate strategy that I shared with the board and my team upon my appointment. I'm pleased with the progress we have made to stabilize the company and reduced our net losses. As a result of the cost-savings actions taken during the third and fourth quarters of 2017, we reduced the operating expenses for the full year by 6%. Most notably, in the fourth quarter, we reduced the operating expenses by 12%. This resulted in narrowing our GAAP net losses for the full year and exiting the fourth quarter with positive adjusted EBITDA.
Kito will provide the details of our financial performance, but I want to take a few minutes to highlight some of our accomplishments. We increased our gross margin from 13% to 18%. We have reduced GAAP net losses by $1.4 million compared to the first half of 2017. We were adjusted EBITDA positive for Q3 and Q4 of 2017, and we have top and bottom line improvements sequentially and year-over-year.
We ended 2017 on a positive note, and I thank the WidePoint team for their hard work in delivering these improved results. We believe in delivering on the commitments we make, and we delivered on the commitments made in our last 2 earnings calls. I'm particularly pleased that we improved financial performance in the fourth quarter even without the large recompete purchase order from the Air Force. We expected the award from the Air Force to have come in during Q4, but we received the purchase orders in the amount of $1.8 million on March 8 of this year. This purchase order, if it was received as scheduled, the fourth quarter revenues would have improved by $1.8 million to $21.2 million for the fourth quarter.
Now moving on to our growth strategy. We have made good progress towards strategically aligning our staff and resources to support our Trusted Mobility Management framework, or TM2. As discussed during our Q3 earnings call, TM2 framework combines the strength of our 3 solution sets: Telecom Lifecycle Management, TLM; Identity Management, IDM; and Bill Presentment and Analytics, BP&A; all concentrated on managing and securing our customers' mobility assets. As evidenced by the new contracts we've recently announced, we can see that TM2 is gaining traction in the market. We are pursuing new business with commercial customers, and that pipeline is growing nicely. Please be reminded that we have a long sale cycle. However, I'm encouraged by the quality and size of the prospects and longer-term opportunities that we are seeing.
Jason will provide a summary of our sales strategy in his prepared remarks, but I will highlight some specific activities on that front. We are actively selling our TM2 offerings, which means we have considerable cross-selling and up-selling opportunities. These opportunities are very attractive as they represent higher gross margin revenues. Our TM2 framework is a highly differentiated offering as WidePoint is the only provider of all 3 components of secure mobile management. We are leveraging the strengths of our core capabilities into a comprehensive enterprise-wide solution set that securely enables and manages our clients' mobile assets. We are very intentional in communicating to the market our unique capabilities to manage, analyze and protect communication assets and deploy Identity Management solutions that provide secure access to restricted environments.
We now have our senior management team and our go-to-market product strategy in place. As you may know, our executive management team members are long-term shareholders, and as such, we are very motivated to improve shareholder value. I can assure you that we are all highly committed to delivering on our strategy to improve top line growth and delivering profitability.
With that, I will turn the call over to Jason to discuss our sales strategy to grow our business, and Kito will follow with additional details of our financial performance. Jason?
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Jason Holloway, WidePoint Corporation - Executive VP and Chief Sales & Marketing Officer [4]
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Thank you, Jin. Good afternoon, fellow shareholders. We have been using a variety of means to expand our customer base and expand our market opportunity. For example, cross-selling and up-selling our Trusted Mobility Management and partnering with large system integrators, like CDW and Samsung, using an integrated-team approach.
Since the transition in the leadership team last year, we moved from a portfolio company to a company that leverages its full capabilities and integrates its offerings around security, mobility management. This is a major benefit to WidePoint from the TM2 platform, and we see meaningful opportunities in this approach. As Jin mentioned, we are the only secured mobility provider in the space, with offerings across Telecom Lifecycle Management, Identity Management and Bill Presentment and Analytics, which is a critical differentiator. This approach is already producing 1 of the healthiest sales pipelines, not seen over the last several years. For example, we are expanding our relationships with U.S. carriers where we see an opportunity to help them provide increased security, enhanced visibility and an expansive set of management tools to their enterprise customers where our single integrated platform can merge into their systems to help increase efficiency. We also look to partner with additional large technology solutions providers and systems integrators to compliment their offerings to their enterprise and government customers. We are driving to become part of these large system integrators solution sets. This way, we can leverage their sales and marketing resources. We recently signed a Master Professional Services Agreement, or MPSA, with 1 of the largest providers of technology products and services for business, government and education, and we look forward to further developing that relationship in 2018 and beyond.
We use a direct sales approach, globally, to identify, sell and close both commercial and government opportunities. For this, we have a core sales team of business development experts, account executives and product subject-matter experts to manage the entire sales life cycle. We are also using an indirect sales approach to reach new target markets by outsourcing a portion of our lead generation and certain business development activities through third party partners. We believe our partners understand our product and service offerings, and they can utilize their sales team to generate leads and connect with prospective clients. In addition, we continue to form valuable strategic partnerships and alliances that provide us with additional access to potential clients and larger market opportunities. As a result, we may team up with other companies and competitors to bid on projects that include 1 or more of our services as part of a larger offering. Our new alliance and the execution of the MPSA with 1 of the largest providers of technology, products and services is an example of this approach.
Lastly, we are closing -- we are closely working with our clients to educate them on TM2 as well as our additional capabilities, which can translate into more revenue from existing clients at higher margins. The WidePoint team is fully energized and ready to deliver in 2018.
With that, I will hand the call over to Kito.
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Kito Mussa, WidePoint Corporation - Executive VP & CFO [5]
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Thank you, Jason. I'll first provide a high-level overview of our results and then dive into the details of our fourth quarter results and then turn it back over to Jin. Also, you can find additional information in our 2017 annual report on Form 10-K, which was filed with the U.S. Securities and Exchange Commission just prior to this earnings call.
We finished our fourth quarter with a 9% increase in revenues, narrowed our GAAP net losses to $3.5 million from $4.1 million last year and reported positive adjusted EBITDA of $289,000 as compared to negative $1.7 million last year. Our lower GAAP net loss and positive adjusted EBITDA for the fourth quarter of 2017 were largely attributable to our cost-savings efforts in the prior quarters.
Now with the numbers. Revenue increased to $19.9 million in the fourth quarter compared to $18.3 million in 2016. One driver for this increase was recognition of revenue from mobile accessory and reselling orders that were pushed into the fourth quarter from the third quarter, as we discussed in our previous earnings call.
Gross profit for the fourth quarter of 2017 was approximately $3.6 million or 18% of revenue as compared to approximately $2.4 million or 13% of revenue in 2016. The improvement in gross profit over last year was driven by higher mobile accessory sales and the impact of labor cost savings.
Operating expenses for the fourth quarter decreased by 12% to $4.3 million as compared to $4.9 million in 2016, due in large part to cost-savings actions taken during the third and fourth quarter of 2017. Cost-saving measures decreased sales and marketing to $493,000 from $601,000 in 2016 and decreased general and administrative expense to $3.7 million from $3.8 million in 2016. The decrease in operating expenses was not significant due to the onetime fourth quarter severance and office closure exit charges of $353,000. Excluding onetime expenses, our operating expenses would have been approximately $3.3 million, which is a decrease of over 10%.
Now let's talk about our financial position. We ended the fourth quarter with $5.2 million in cash, $2.6 million in working capital and approximately $4.5 million available on our credit line. Our cash position was lower at the end of the fourth quarter due to billing and collection-related delays near the end of the year.
Before I turn it back over to Jin, I'd like to reiterate that, as a company, we have cut costs, rightsized the company in terms of both employees and properties and positioned our company to scale to meet anticipated revenue growth going forward. I want to emphasize that as a result of cost-savings actions taken, on an adjusted EBITDA basis, we went from a negative $1.2 million in the first half of 2017 to a positive $300,000 plus in the second half of the year. This represents a $1.5 million swing. That said, we are pleased -- very pleased with these result.
Now I'd like to turn it back over to Jin.
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [6]
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Thank you, Kito, and thank you, Jason. At this time, I would like to open up the calls for questions from our participants. Operator, will you please open the calls -- open up the calls for questions?
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Questions and Answers
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Operator [1]
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(Operator Instructions) Our first question is from Mike Crawford, B. Riley FBR.
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Michael Roy Crawford, B. Riley FBR, Inc., Research Division - Senior MD, Co-Head of The Discovery Group & Senior Analyst [2]
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In 2017 versus the last year, your carrier services revenue and managed services revenues, at least for your managed service fees, were almost the same at around $44 million, $45 million for the first and $23 million for the latter. Is there an expectation that you are going to grow your managed services revenue in 2018, and thus, that's one of the main ways that you'll increase the gross margin overall?
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Kito Mussa, WidePoint Corporation - Executive VP & CFO [3]
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Mike, this is Kito. The answer to that, basically, is that, yes, the managed service fee revenue is the way that we can have that largest impact on our gross margin going forward. So that would be an areas that we'd want to grow. As we mentioned before, we're trying to place less emphasis on carrier services. However, as clients do ask for those services, obviously, we're going to continue to provide that, but it's not something that we want to stress going forward.
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Michael Roy Crawford, B. Riley FBR, Inc., Research Division - Senior MD, Co-Head of The Discovery Group & Senior Analyst [4]
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Okay. And then the -- your business overall with commercial enterprises declined a little bit year-over-year, whereas it held steady with at least the federal government. So is -- do you see the growth primarily in federal government? Or do you see commercial turning as well?
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [5]
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Yes, Mike, those numbers are accurate. And the commercial side, the reason why you saw some attrition in the work there is because we made a conscious decision over the last 6 months to reduce or put -- essentially stop the work that we were losing money on. So some of those things were commercial work, but we see both commercial and federal government work growing over the next -- over the 2018 year. And I don't want to go into too much detail about our sales pipeline, however, we have a good mix of both federal and commercial customers.
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Michael Roy Crawford, B. Riley FBR, Inc., Research Division - Senior MD, Co-Head of The Discovery Group & Senior Analyst [6]
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Okay, great. And then maybe for a final question, could you comment on when Coast Guard might move beyond pilot phase on your services agreement with the Department of Homeland Security, and as well, the status of any RFP that's being prepared for the next iteration of that agreement?
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [7]
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Okay, there were -- there was, like -- I think -- I don't know how many questions there were, but I'll try my best to answer the questions. For the U.S. Coast Guard, we are going through the pilot process. The pilot project is scheduled to go out until the September 30. It's going really well. The Coast Guard is having some challenges because what they're in the process of doing is, is to bringing the budget back to the headquarters element. The latest we have now is that they will implement the entire Coast Guard 1 September this year, and so that's the latest information that we have. Now we're trying to get this thing in earlier. It may come in earlier, it may come in later. It's very difficult to say. Then, of course, there is a looming government shutdown and the continuing resolution. Although, they -- it shouldn't have any impact on our current work, but it does have impact on any new work. And so that's kind of where that is.
In terms of our -- the DHS CWMS BPA, the contract ends at the -- in December of this year, December 20 -- or 19 or 20 of this year. They are going through a recompete process. We have met with Source Selection Committee to put together -- help them put together a draft statement of work. And we are looking for the final RFP to come out at the end of the second quarter, with the award to be made somewhere, like, November of this year. It May -- it may go out further, but there's no danger in that as all of the current task orders can take the option of pushing their current work out until December of 2019. So the federal government has up until that time to get the new contract in place. We are positioning ourselves for the recompete by putting in the things that are hard to do for our competitors into the RFP, such as ATO, Authorization to Complete -- Operate, ATO, and also being able to operate at, what we call, FISMA Moderate, Federal Information Systems Management Act (sic) [Federal Information Security Management Act]. This is -- all has to do with security. And we have all of the 8 major components of DHS locked up, and they're very happy with us, and they will have a say in this acquisition process. So we are pretty confident that we're in a good position for the recompete. Did that answer your questions, Mike?
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Operator [8]
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(Operator Instructions) Our next question is from Sam Donaldson, private investor.
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Samuel Donaldson, [9]
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Well, Congratulations. It appears that your turnaround strategy is working. And, Jin, you said you were very pleased by that. Well, we're very pleased with that too, and to you and to Jason and Kito and everybody on the team, we appreciate it. I was going to ask about the Coast Guard, that's my old (inaudible), but I think you handled that. I would just bring up one more thing, though, from the past. The COD, at one point it appeared to me as dead, really, and then I think in the last conference call, you said something like (inaudible) maybe in 2 years, the government will have its act together. What's your latest estimate of whether there will ever be any light in the tunnel at the end of that?
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [10]
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Right. So the Certificate-on-Device, I think that, that's a technology that customers, both private and federal government public can take advantage of. We are still pushing to get some of the work done. We are talking with some potential customers that may be using that particular service. And these are our existing customers, and we've been using -- providing this capability and demonstrating this capability to those folks. What we have done with the Certificate-on-Device is that since our development -- software development effort is -- majority is complete, so what we're doing is now we're -- we hoped that investment in that as the solution is ready to go. As we get customers on board, what we will do is we will turn that on and provide that capability, and we'll hire up the necessary O&M staff, operation and maintenance staff, to support those projects. So I think we are in a very good place. I think that there is some reasonable strong interest in the -- our Certificate-on-Device because all the folks are looking at how do we identify these mobile devices that are coming onto our network. So we are going out there, we are pitching this to our customer. And I think we are getting some reasonable interest. Jason, would you like to add anything to that?
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Jason Holloway, WidePoint Corporation - Executive VP and Chief Sales & Marketing Officer [11]
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Sure. Hey, Sam. The other thing that I wanted to add to what Jim said is that along with the Trusted Mobility Management, the convergence, we've also have taken this opportunity to be very proactive, and we're actually doing a technology convergence into the ITMS platform. So the intelligent telecommunications management system that we have right now between the Identity Management group or the cyber group, along with the Telecom Lifecycle management group, we have brought the 2 organizations together, and there's been an actual convergence of the technology itself. So this is also something that is going to really position us in the marketplace. And these -- this is where we see -- this being a very, very strong key differentiator for us by putting that in there. So again, it's just going to give us the opportunity for us to have a very robust single-integrated platform to take to the marketplace.
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Samuel Donaldson, [12]
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All I can say, gentlemen, is keep going, I'm not getting any younger.
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [13]
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You won't have to wait much longer, Sam.
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Operator [14]
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Our next question comes from [Rich Molenski], private investor.
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Unidentified Participant, [15]
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And one thing that was really positive was that, even though the contract, the $1.5 million contract you didn't get in the fourth quarter, you announced in March. Is that business going to be booked in the first quarter do you expect? Or we looking more to the second quarter? Any indication you give us on that quarter.
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Kito Mussa, WidePoint Corporation - Executive VP & CFO [16]
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This is Kito. The contracts you're talking about, that's going to be booked in the first quarter. And it's been something we've had for many years so we're very happy to be able to rewin that work.
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [17]
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Yes. And just a little more color on that is that, if that would've come in, in the fourth quarter, our fourth quarter numbers would've been even better than what we reported. And so this $1.8 million is going to show up in the first quarter. And our run rate between the fourth quarter of all of our managed services are pretty much the same. So aside from some of the accessories sales and such. So I think it will be -- a little bit comparable. So I think -- I wouldn't go out and buy a Ferrari or a Lamborghini, just yet.
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Operator [18]
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Ladies and gentleman, we have reached the end of the question-and-answer session. And I would like to turn the call back to Jin Kang for closing remarks.
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Jin Kang, WidePoint Corporation - Executive VP, CEO, President & Director [19]
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Thank you, operator. We thank you all for joining us today on our fourth quarter call. And we look forward to connecting with you on our first quarter 2018 call in May. We appreciate everyone taking the time to join us today. Thank you, again, and have a great evening.
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Operator [20]
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This concludes today's conference
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