Gilat Satellite Networks Ltd (GILT) 2017 Q1 法說會逐字稿

Ladies and gentlemen, thank you for standing by. Welcome to Gilat's First Quarter 2017 Results Conference Call. (Operator Instructions) As a reminder, this conference is being recorded, May 16, 2017.

I would now like to turn the call over to June Filingeri of Comp-Partners to read the safe harbor statement. June, please go ahead.

Thank you, Ativa. Good morning, and good afternoon, everyone. Thank you for joining us today for Gilat's First Quarter 2017 Conference Call and Webcast. A recording of this call will be available beginning at approximately noon Eastern Time today, May 16, and will be available for telephone replay until May 19th at noon. The webcast will also be archived on Gilat's website for a period of 30 days.

Also please note that investors are urged to read the forward-looking statements in Gilat's earnings releases with a reminder that statements made on this earnings call that are not historical facts may be deemed forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995.

All such forward-looking statements, including statements regarding future financial operating results involve risks, uncertainties and contingencies, many of which are beyond the control of Gilat, and which may cause actual results to differ materially from anticipated results.

Gilat is under no obligation to update or alter these forward-looking statements, whether as a result of new information, future events or otherwise. The company expressly disclaims any obligation to do so. More detailed information about risk factors can be found in Gilat's reports filed with the Securities and Exchange Commission.

With that said, let me turn to introductions. On the call today are Yona Ovadia, Gilat's CEO; and Adi Sfadia, Gilat's Chief Financial Officer. I would now like to turn the call over to Yona Ovadia. Yona, we are ready to begin.

Thank you, June, and good morning, and good day, good afternoon, everyone. Thank you for joining us today.

I'm very pleased today to report that Gilat achieved very good results for the first quarter of 2017. Revenues increased 21% year-over-year to $63.9 million compared to $52.7 million in Q1 of 2016, and adjusted EBITDA reached $4.2 million or 6.6% of revenues and a significant increase compared to $763,000 or 1.4% of revenues in the first quarter of last year. This profitability improvement is the result of our efforts both on the business side, where we see more profitable revenue from deals that are the fruit of our new strategy as well as continued efforts on the operations side to drive costs out of the business. We're, of course, pleased with these results, which I will elaborate on in my closing comments, and we are committed to continue our efforts to get back to profitable growth.

In the first quarter, there were several important developments in the satellite industry, namely in-flight connectivity industry, China and cellular backhaul that have direct relevance to Gilat and our business going forward.

Let me start with in in-flight connectivity, where we have -- which we have identified as a growth engine for Gilat. Last week, Gogo held a high-profile, live airborne event for media and analysts aboard their test plane, the Jimmy Ray. Gogo demonstrated their next-generation 2Ku service that is powered by our IFC solution. I am pleased to report that our IFC modem exhibited unprecedented performance and received high marks from the analysts and media community.

For example, Andrew De Gasperi of Macquarie commented in a research report published after the event and I quote, "We observed significant improvement in throughput, speed and latency on today's test flight this 2016, likely tied to the use of HTS satellite and the new Gilat 400 megabit per second modem." Andrew further said, when referring to the 10 different speed tests that they conducted, and I'm quoting, "On average, this was roughly 5x the speed of our first test flight. We would highlight that some had achieved upward of 90 megabit per second at some point." And I want to thank here Andrew for allowing us to use -- to quote his words from this flight.

To the best our knowledge, these results are the highest performance results ever achieved onboard the commercial aircraft as well as the demonstration of continuous service and excellent user experience. Gilat aero modem delivers uninterrupted service across multiple satellites and multiple beams, which, again, to our best knowledge, is unique in the industry today.

Gogo plans to install Gilat's modem to power their 2Ku solution on more than 1,600 aircraft across 13 airlines, commencing this year. We, of course stand to benefit from this deployment plan that have already been one of the contributors to our results in the first quarter of 2017.

In addition to this success in the aero, our mobility strategy is also progressing in the connectivity for the train market, especially in China. On past calls, we spoke about our Chinese customer, CRRC, the world's largest railway transportation supplier. While I said on previous calls that this project is a complex one and progresses accordingly, I'm pleased to report that CRRC moved to the next phase of testing and is planning to start passenger drive with 2 of our antennas in 2 commercial trains in the second half of 2017. This phase will not only test equipment but also explore various business model that will dictate future deployments.

Concluding the IFC chapter, mobility remains a growth engine for us and the tailwind of existing achievements -- sorry, with the tailwind of existing achievements, we are pursuing new opportunities and are optimistic about our growth, both in aero as well as other mobility markets.

The second satellite industry development is in China, which we have identified as a strategic territory for Gilat. In April, China successfully launched into orbit its first HTS communication satellite, ChinaSat 16, operating in the Ka-band, and can accommodate more than 20 gigabits per second of data throughput and is able to provide 26 user beams covering China and offshore areas. What is exciting to us is that China Satcom is using Gilat's technology for the ground segment system, which we have already installed. Once in orbit, testing is complete and deployment starts, Gilat expects to be a strong beneficiary via sales of VSATs and other equipment for both fixed and mobility applications, including IFC, maritime and enterprise.

In addition to Gilat's key position in the Chinese market with China Sat and CRRC, Gilat is making headway in China with full portfolio of in-house aero terminal components, including their airborne modem and our dual-band Ku/Ka antenna and transceivers. We are moving forward with this end-to-end solution in the domestic IFC market in China together with our partner Air Media while we continue to explore additional opportunities and partnerships.

The third industry development I would like to discuss is the area of cellular backhaul. Our excitement about the market potential in this solution was reinforced by a recent NSR report entitled Satellite Backhaul "Crossing the Chasm". In this report, NSR referred to 2016 as an inflection year for cellular backhaul due to the large projects being deployed by the likes of Softbank-Sprint and Everything Everywhere.

Another indication of the satellite market moving into mainstream came in February from Eutelsat's CEO, Rodolphe Belmer, who predicted that new very high throughput satellites will unlock the mass market by delivering fiber-like benefits at fiber-like prices. This is worth highlighting -- I'm sorry, it is worth highlighting the fact that these viewpoints are in direct accord with our strategy and as we have said all along and that each of these Tier 1 customers mentioned in the NSR report Softbank-Sprint, Everything Everywhere is implementing its LTE network with Gilat's cellular backhaul solution as is Optus in Australia as well as others that were not published.

We continue to believe that cellular backhaul over satellite market is materializing and as such, we continue to pursue additional opportunities and believe that they will contribute further to our growth.

Finally, regarding our project in Peru. First quarter revenues were as expected, and we expect to deliver a complete regional solution for certification towards the end of 2017 and in the first half of 2018 and then move to operate -- to ongoing operations of these networks.

So in summary, Gilat achieved very strong results in the first quarter of 2017 as evidenced by the increase in revenues and more importantly, by the substantial increase of our adjusted EBITDA. Profitability improved year-over-year on a GAAP and non-GAAP basis in the first quarter, and Gilat management remains committed to achieving both line -- bottom line profitability, both GAAP and non-GAAP. And supporting our commitment are the deals attributed to our new strategy that are starting to bear fruit, which encourages us to continue pursuing this growth engines with the aim of achieving profitable growth, and we are therefore comfortable with the projected EBITDA targets set for this year.

With that, Adi, we are ready to hear your report. Please go ahead.

Thank you, Yona, and good morning, and good afternoon, everyone. I would like to remind everyone that our financial results are presented both on a GAAP and non-GAAP basis. We regularly use supplemental non-GAAP financial measures internally to understand, manage and evaluate our business and to make operating decisions.

We believe these non-GAAP financial measures provide consistent and comparable measures to help investors understand our current and future operating performance. Non-GAAP financial measures mainly exclude the effect of stock-based compensation, amortization of purchased intangibles and litigation expenses related to trade secret claims. The reconciliation table in our press release highlights this data and our non-GAAP information presented exclude these items.

I will now move to our financial highlights for the first quarter of 2017. Revenues for the first quarter of 2017 were $63.9 million, a 21% increase compared to $52.7 million in the first quarter of 2016. In comparison to the first quarter of 2016, our total revenues were 20% lower. The decrease is primarily attributable to seasonality in our business with our first quarter typically our strongest. In addition, we had lower revenues from our project for Fitel in Peru compared to the previous quarter. As discussed previously, revenues from Fitel can vary quarter-to-quarter depending on the percentage of the project's completion. First quarter Fitel-related revenues were as expected.

Our GAAP gross margin in the first quarter of 2017 increased to 27.1% of revenues from 23.5% in the same quarter last year. The increase in our gross margin is mainly attributable to a different revenue mix. Our gross margin in the previous quarter was 30.1%, which benefited from higher revenue volume.

Total R&D expenses on a GAAP basis were $6.7 million compared to $5.8 million in the same quarter of last year and $6.5 million in the previous quarter. Further marketing expenses were $5.8 million compared to $5.1 million in the same quarter last year and $6.2 million in the previous quarter.

G&A expenses were $4.8 million compared to $4.4 million in the same quarter last year and $5 million in the previous quarter. Total operating expenses on a GAAP basis were $17.3 million compared to $15.4 million in the same quarter last year and $17.7 million in the previous quarter.

GAAP operating profit in Q1 was $18,000 compared to an operating loss of $3 million in the same quarter last year and operating profit of $6.5 million in the previous quarter. The GAAP loss was $784,000 or a loss of $0.01 per diluted share compared to a loss of $4 million or a loss of $0.09 per diluted share in the same quarter last year and net income of $4.5 million or income of $0.08 per diluted share in the previous quarter.

On a non-GAAP basis, the operating profit for the first quarter was $2.5 million or 3.7% of revenues compared to an operating loss of $1.2 million in the same quarter of last year. Non-GAAP operating profit for the previous quarter was $9 million or 11.1% of revenues. Non-GAAP net income for the first quarter was $1.7 million or an income of $0.03 per diluted share compared to a non-GAAP loss of $2.2 million or a loss of $0.05 per diluted share in the same quarter last year. Non-GAAP net income for the previous quarter was $7 million or an income of $0.13 per diluted share.

Adjusted EBITDA for the first quarter of 2017 was $4.2 million or 7% of revenues compared to adjusted EBITDA of $763,000 or 1% of revenues in the same quarter last year. Adjusted EBITDA in the previous quarter was $10.8 million or 13% of revenues.

As of March 31, 2017, our total cash and equivalents, including restricted cash net of short-term bank loans and credits, were $93.1 million, a decrease of $18.5 million from the previous quarter. The decrease is primarily attributable to our Fitel projects in Peru where we have received initial down payment from the government to build the network and finance the project.

DSOs, which exclude receivable and revenues of our service segment, increased to 90 days compared to 89 days in the previous quarter. Our shareholders' equity at the end of the quarter totaled about $210.3 million compared to -- with $209.8 million at the end of the previous quarter.

That concludes our review. Thank you for your attention. I would like now to open the call for questions. Operator, please.

(Operator Instructions) The first question is from Kevin Dede of Rodman & Renshaw.

It's Kevin Dede at Rodman. Yona, thanks for detailing the update on the Chinese train system, appreciated hearing that, and congratulations on the progress there. I was just a little curious about the second driver that you mentioned in terms of your growth strategy as the HTS satellite in China and the fact that you've been chosen for the ground segment there, which I think is incredibly appealing. It just seems to me, if I take a step back and I look at it, maybe from a geosynchronous view -- sorry, for the satellite reference there. But I just -- it just seems to me that's not synchronous with the way that the Chinese tend to operate. It just seems to me that they choose to rely on internally Chinese-developed technology. And I'm wondering, I mean, it's not a matter of when -- or it's not a matter of if, it's just a matter of when, and I'm just wondering what you're doing to protect your IP and to make sure that even though you're being relied upon for the initial deployment, how would you be able to stay involved?

Kevin, first, it's a very, very valid question. First, as far as the growth that we are projecting, obviously, once the satellite is launched, they will look to sell the capacity in all possible applications, be that IFC, maritime, on the ground. And they are already discussing with us, acquiring the VSAT and the [personnel] equipment that is necessary for that. We have a balance here to maintain. The standard position, not only China SATCOM, but if anybody of you did business within China, would be that if we want to make a breakthrough in the market, in the Chinese market, we have to reduce our prices and make them stay definitely lower than whatever they are. So we are here, we need to run a balancing act between the fact that we want to protect our IP versus the fact that we want, of course, to capture as much as possible from the market. At this point in time, we are managing very strict policy of protection of our IP. And without being able to go into detail, we defined a strategy or I would say, a better approach, how to protect our IP, which we will defend at all costs. And we'll make sure that we are compensated this way or the other for our technology and the product that we deliver. We may find various forms of cost reduction per the pressures of the market in order to take marketplace. But under no circumstances will we violate the framework and guidelines we defined to ourselves to protect our strategy, our -- I'm sorry, our IP. And I hope that we will strike the right balance.

So will you be manufacturing in China?

We will not be manufacturing in China. We may be assembling in China at some point in time if volumes pick up, but we're not going to transfer the IP into China. We're not going to transfer key components of our products into China. However, it -- maybe at some point, we would do assembly.

Okay. Congrats on work with global and the IFC advances there. I'm curious about your relationships with other airlines and other airline manufacturers. I know that, especially that Gogo service is available across many airlines, and I'm just wondering if you can talk to the progress you've made and -- with other customers.

Well, we already announced our relationship with Air Media in China and they are our service provider, and their role in the relationship is to bring the airlines into the agreement. So we're working with them and supporting them on that. We are also in touch with other service providers around the world. But at this point, I cannot go into specific names and where those opportunities stand.

Okay, fair enough. If we were just to take a step back, how would you characterize the different initiatives that you're working on? Because you detailed quite a few things and some seem that they could be contributing immediately and some later. I was just wondering what you think we should look for near term, say, over the next couple of quarters to support your $280 million to $300 million guidance and what you think we should look for sort of later on. I understand, obviously, with the CRRC and the train, mobility for train initiative, that's probably a second half or 2018 initiative. But could you just characterize some of the other things that you think are more nearer term?

Yes. I think that we will see more sort of backhaul deals in the coming 2 quarters. I think also that we will see progress with the service providers of the in-flight connectivity on various fronts and components. I think we'll see continued improvement in our Wavestream business. And the underlying assumption is we will see continuous improvement in the efficiency of our business and our efforts to drive cost out of the business. So I think these are the 4 vectors that will work for us in the coming 2 to 3 quarters. And I think it all is summarized into the fact that we are comfortable with our revenue, but more importantly, our EBITDA targets. And we have planned quite detailed ones, how to make sure that we, quarter-after-quarter in 2017, we will make our targets, particularly -- not that I'm saying we will miss our targets on the revenue side, but our focus is on making the profitability -- meeting or exceeding profitability predictions.

It's Adi. I think it's important to mention that those 3 lines, cellular backhaul, IFC and our Wavestream line of business, have significantly better margins than the regular, enterprise and consumer. Over there, our customers are willing to pay not only on boxes but also on technology. And the margins are better, so it's also a growth engine on the top line but also on the bottom line.

Okay. That sort of helps get my arms around the -- my last question, which is just to your fourth point on operating efficiency and cost efficiency. Is it really -- could you just sort of, I understand the margin profile now, so thanks for that. But I just wanted to make sure I understood what you were doing on the cost side to ensure -- I know that you spoke into it in past calls. I was just hoping you wouldn't mind refreshing my memory.

On the cost side, we are continuously looking for efficiency. We recently replaced our full-term key manufacturer and managed to reduce the cost. And we are looking on a daily basis how to be more efficient and how to drive the cost of the product lower, so we'd be able to be more competitive in the market.

The next question is from Andrew Spinola of Wells Fargo.

I was wondering if you could maybe provide a little additional color on the growth year-over-year. I guess, your revenue in the quarter was up 21%. I'm just wondering, which markets are driving that or which of your products are driving that? Is it some of these new products you've referenced like the deals with Gogo? Is that what's driving it? Or is it your traditional business?

It's Adi. It's a combination of 2. First of all, we saw more progress in our project in Peru if we are talking about year-over-year. And also, in the mobility, we saw a very nice growth year-over-year. It's good to remember that in our business, it's not -- you cannot expect to see every quarter, quarter-over-quarter or year-over-year a change because in some cases, we depend on large-scale projects. So it might be changing between the quarters. But if we are comparing to the first quarter, last year, the main change is our project in Peru and mobility.

Understood. Could you maybe provide some color on the activity you've seen in the enterprise market with your VSAT products? That market's been under a lot of pressure for the operators, a lot of pricing pressure. And I'm wondering how that's translating to your business.

In general, we continue to see the price pressure, as you said. It's an ongoing battle with -- on every deal. Over there, most of the customers, it's a price that's less on technology, more on price, not in the cellular backhaul, which over there, you can see better margins.

Understood. Just a follow-up on that question. I guess, sort of hoping that at some point, the lower price points on the capacity is going to drive more demand. I'm just -- it doesn't sound like you're seeing that in the enterprise market. I just wanted to be clear with that. And also as a follow-on, have you seen any difference now that the Epic satellites are in the sky? Is that driving any additional demand in enterprise? Or is that just mostly mobility?

As far as EPIC, I think it's mostly mobility. But we believe that the market currently is developing opportunities. But they also see that the trend of reduction and from what I can tell you, Andrew, is that I see others that are waiting to see whether we hit rock bottom before they are engaging and if they're willing to engage, it's a very short term because they want to benefit from further reduction. So I think we haven't hit rock bottom yet at the point which we will see -- start to see more opportunities mature. I think that the world is looking at a price going down and saying, well, have we reached the bottom or is it -- does it continue? Basically, while we still want our customers, we are -- we get discussions and extensions, which are short term because everybody wants to see where it is going.

(Operator Instructions) There are no further questions at this time.

Before I hand to Yona to go ahead with his closing statement. I would like to remind participants that a replay of this call is scheduled to begin in 2 hours after the conference. In the U.S., please call 1 (888) 782-4291. In Israel, please call (03) 925-5918. Internationally, please call (972) 3 925-5918.

Mr. Ovadia, would you like to make your concluding statement?

I want to thank you all for joining us on the call today and for your time and attention. We hope to see you soon or speak to you in our next call. Thank you very much and have a great day.

Thank you. This concludes Gilat's First Quarter 2017 Results Conference Call. Thank you for your participation. You may go ahead and disconnect.