Wrap Technologies Inc (WRAP) 2025 Q3 法說會逐字稿

Good day, and thank you for standing by. Welcome to the Wrap Technologies, Inc. third quarter 2025 earnings conference Call. (Operator Instructions) Please be advised that today's conference is being recorded.

I would now like to hand the conference over to your speaker today, Lou Springer.

Thank you. Good afternoon, and welcome to Wrap Technologies third quarter 2025 earnings conference call. I'm Lou Springer, Vice President of Finance. Joining me today are Scot Cohen, Chief Executive Officer; and Jared Novick, President and Chief Operating Officer. We appreciate your time and continued interest in Wrap.

Before we begin, please note that certain statements made on today's call are forward-looking statements within the meaning of the federal securities law. These statements are based on current expectations, assumptions and projections and involve risks and uncertainties that may cause actual results to differ materially. Important factors are discussed in our filings with the US Securities and Exchange Commission, which are available at sec.gov. The forward-looking statements included in this conference call are only made as of the date of this call, and we disclaim any obligation to update forward-looking statements, except as required by law.

Nothing on this call constitutes an offer to sell or the solicitation of an offer to buy any security. Any offering, if made, will be pursuant to an effective registration statement and prospectus. Unless otherwise indicated, our commentary compares the quarter ended September 30, 2025, with the prior year period. As a reminder, we may reference non-GAAP measures to provide additional insight into our operating performance. Reconciliations to the most directly comparable GAAP measures are or will be provided in our supplemental materials.

With that, I'll turn the call over to our CEO, Scot Cohen.

Thanks, Lou. Good afternoon, everybody, and thank you for joining us. The third quarter represented our strongest in the past two years, delivering $2 million in gross revenue, 12% of which came from subscription-based sales, suggesting a clear improvement in our core fundamentals. We believe it also marked a pivotal stage in our transformation. From being a straightforward device manufacturer becoming a provider of non-lethal response subscription solutions for law enforcement and for Counter-UAS operations.

Through a series of coordinated product launches, strategic partnerships and opening of our new U.S. manufacturing hub, we believe we are advancing our mission of safer outcomes while expanding our reach into federal, defense and international markets.

Beyond the financial results, we believe Q3 was a pivotal moment of traction and validation, demonstrating the strength of our technology in the field and the clarity and direction that now is guiding us forward. Over the past 90 days, data collected from 516 law enforcement agencies shows a measurable and accelerating shift in use of force practices.

BolaWrap adoption continues to be on the rise. While we have observed TASER, pepper spray and baton use declining, I wish we could take credit for it, but it's the fact that the policies are tightening around the country, making it harder and harder to use the tools on the belt today.

At the same time, we're observing a huge run-up in hands-on incidents. And as that happens, this results in officer injury and litigation expenses that far exceed the billion exceed the billions of dollars. Many times, these events occur when the officer at the highest risk, closing the gap of time and distance. That is precisely where our non-lethal response aims to change the equation.

We are now seeing that when departments are fully deployed and properly trained, BolaWrap becomes the most used tool on the belt, allowing officers to recognize the opportunity to gain safely at a distance through a non-lethal and pre-escalation solutions.

As of today, BolaWrap 150 has now demonstrated a 92% field success rate with 0 reported deaths, 0 serious injuries and 0 lawsuits, a record unmatched by any other known or widely deployed tool in public safety. Departments across North Carolina, Colorado and Kentucky are reporting to us that their BolaWrap deployments are outpacing TASER use, even though there are fewer BolaWraps in circulation. We attribute this acceleration to policy reform, community expectations and command level support across the country. And these conversations deepen as these conversations deepen, we uncover a powerful truth. We realize that the successful non-lethal adoption isn't just about delivering device or providing training.

The third critical element is policy alignment. That realization that success deeply depends on along with training and policies are driving our evolution. We're now building a non-lethal response.

Our President and COO, Jared Novick, will now explain non-lethal response non-lethal response actually means.

Thank you, Scot. Here at Wrap, we're building a connected ecosystem of training, policy and tools that are designed to work together to deliver safer outcomes, measurable performance improvements and recurring value for our customers. I'll break that down into three areas. For training, our WrapTactics platform is a subscription platform, and it provides behavioral scenario-based officer training.

It's now active in agencies such as Highland Park in Illinois, Lee County in Florida, both of which have converted to recurring subscription models that combine BolaWrap use with ongoing digital learning analytics and performance tracking.

On policy, through our collaboration with LETAC USA, we're helping departments nationwide create nonlethal responses and those policies that align with it tactically. These aim to ensure agencies not only have the tools and the training, but also the policy framework to use them effectively. Beyond the BolaWrap 150, we have expanded our product family to include WrapVision, a body-worn camera system and WrapReality, an immersive VR training platform.

And now our new MERLIN unmanned Aerial payload, enabling drone-based response and interdiction. Together, these three pillars, training, policy and tools, form the foundation of a recurring system business model, transforming once was a onetime hardware sale into a multiyear subscription contract that integrate hardware, software and training.

We believe this model creates scale, predictability and enduring partnerships with agencies by shifting Wrap from a transactional sales to a long-term systems provider at the heart of modern non-lethal response.

This advancement is also reflected in our financial results. While managed services contributed lower margin professional services revenue, the higher-margin system sales driven by BolaWrap, WrapTactics and WrapVision delivered the majority of our growth.

We believe this shift towards recurring and integrated systems revenue is driving margin expansion and positioning Wrap for profitability. Our focus remains on scaling the business responsibly, improving efficiency, strengthening the balance sheet and expanding high-margin recurring revenue streams.

And with that, I'll pass it back to Scot.

Thanks, Jared. Wrap is bringing back non-lethal. I now predict a clear future where non-lethal responses can integrate with drones and law enforcement defense and homeland security and the future where policy leaders demand that ground robots protecting schools, hospitals, transportation systems, invest in non-lethal responses. We've already demonstrated the world's first drone to person interdiction using BolaWrap's patented technology, demonstrating that Wrap's capability extends beyond the street into the sky and into the future of public safety. We believe our integrated ecosystem positions Wrap to be the next era of innovation across multiple domains. The US law enforcement market roughly includes roughly 18,000 agencies and approximately 1 million officers, an enormous opportunity to own them.

But the adjacent markets, the private security market, the commercial market, corrections, health care, transportation, defense are at least 20 times larger.

Looking at the Counter-UAS market, which our MERLIN and PAN-DA programs address is projected to exceed $15 billion globally by 2030. By integrating our non-lethal response technology into aerial and robotic systems, Wrap is tapping into one of the fastest-growing segments in the Defense and Homeland Security.

Jared, why don't you give an explanation of what we're doing federally?

Yeah. Thanks, Scot. Now that our total addressable market is no longer limited to just law enforcement. It is now expected to encompass all the global public safety and to support our expansion into Defense and Homeland Security markets, we established Wrap Federal that's designed to be our DCAA compliant Federal division, and we began building a presence in Washington, D.C.

We've added new hires and contracted federal advisers to strengthen relationships across key agencies and to help ensure that we, as Wrap, are aligned with the Department of Defense and the Department of Homeland Security and their procurement standards. The structure through Wrap Federal positions us to participate in upcoming federal modernization initiatives focused on nonlethal Counter-UAS and machine demand capabilities.

Internationally, Wrap continues to demonstrate strong momentum. These international markets also represent significant reorder volume and growing demand for officer recertifications as agencies expand training programs and renew subscriptions under our WrapTactics ecosystem. Together, our federal and international efforts reflect a unified strategy, advancing Wrap's submission from a US law enforcement solution to a global provider of scalable non-lethal response. And in September, we officially opened our Norton Virginia manufacturing and training facility inaugurated by Governor Glenn Youngkin and state leadership. This facility anchors our Made in America production strategy. We are seeking to expand capacity, create high-tech jobs and ensure Wrap's eligibility under federal procurement preferences for domestic content.

It also serves as our hub for R&D, product demonstration and immersive training, bringing agencies and partners together to experience Wrap's technologies firsthand. This investment is intended to strengthen our ability to scale, innovate and deliver systems that keep people safe, all built right here in the United States.

We acknowledge that lethal tools will always have a role in policing and defense. But our mission is to ensure that non-lethal comes first. That's the bridge between today's encounters and tomorrow's outcomes, saving lives, reducing liability and restoring trust. Our integrated ecosystem of training policy and tools presents a key opportunity to extend into commercial, health care, transportation, defense and education sectors.

We're protecting communities, schools, hospitals and critical infrastructure across the US and abroad.

I'll pass it back to Scot.

Thanks, Jared. The third quarter has shown that our fundamentals are solid. Our systems are working, and our strategy is gaining traction. We're bringing today's momentum to tomorrow's larger opportunity. One that is intended to reshape the role of non-lethal response worldwide. What began as a single device is now a non-lethal responsive tools, training and policy that operate on the ground, in the air and across public domains.

Our mission remains clear, safer outcomes for officers, safer outcomes for community. And we believe our opportunity has never been greater. Thank you for your continued trust and support.

We're now going to turn it over the line over to questions, Lou, back in your court.

Thanks, Scot. The first question coming in is from Twitter. Now that the company seems to be heading in the right direction. And as you think about your future capital needs, do you see Wrap finally being able to approach the capital markets and execute a public secondary as opposed to very dilutive and expensive private placements and preferred offerings of the past?

Yes, I do see us being able to tap those markets. The Board is -- the Board and management is regularly evaluating financial options. And yes, the capital markets has been open to us and look for the answer to that is yes, we will be continuing to evaluate those options.

The next question comes from online. What made you go back to non-lethal and how is that different than less lethal?

No, we started this company. It was started as a non-lethal device. In fact, we started a site nonlethalmoves.com. The entire Axon, the time is called TASER, pepper spray. They were all categoring themselves as non-lethal. And actually, we went out to market as an non-lethal tool, if some of you remember from way back in the early days. But it wasn't until the data that we've been so aggressively speaking.

And as we've really got to look at this data and shared it with a number of different influencers in the space used to force experts, a number of different types of lawyers that specialize in this area. We are absolutely clear. This device is non-lethal. And you're going to hear us talk a lot more about that, but that puts us in a different category than the other companies that or the other products that are on the belt today, they've all gone into a less than lethal category.

And we feel very strong about our non-lethal status. And we will and we know and just looking at the data as the data comes in and continues to build that non-lethal status just gets clearer and clearer to us. So I think it's bringing back that word was really driven by the data that we're looking at. And when you look at the data sets that we're looking at, it's super clear to us. So yes, we're coming back. And yes, there we think there's a big difference between less than lethal and lethal. And this is the space that we're playing. This is a place that we are going this is a space we're grow in and this is the space the space that we're going to innovate in, both on the policy side, the tool side and the training front.

The next question comes from Twitter. Can you provide clarity on the bylaws amendment and if you guys are planning on doing any splits?

On the bylaw amendment, there's a pretty detailed there is a detailed explanation in the SEC filings. So or anybody wants to detail, it's right there for you. It's pretty lengthy. So I suggest you go to that. And with splits, I know we have no intention to split. That was a protective measure that offers flexibility. So there is no intention to do any kind of reverse split. Next question.

Thank you. Yes. Next question comes from online. What gives you the confidence that adoption is happening and that departments are moving away from other less lethal tools and solutions?

I want to have a conversation about this. So Jared, would like you to weigh in here. But for me, what's driving our clarity is the documented cases, the documented deployments the deployment data is spiking. And we're getting reports regularly yesterday, we just got a report of a department that had 10 devices.

They used it they've had 17 successful deployments in less than 18 months with 70 laser deployments. That those numbers, yes, just 10 devices. But if you -- there's no reason why that should be an isolated success story. That success I was led by a connected trainer that had -- that has been leading around some certain belief in a mindset around our program.

I haven't talked to that Chief directly, but that data set right there. If you would just take that to a neighboring there's a neighboring county right to the county that reported this. And if you just compare that to the TASER use of a neighboring it's an actual county, literally, our devices being deployed 1,800% more than a TASER or Pepper spray. So I just have to think with that kind of traction but that kind of usage. To me, this is clear. It's being adopted with it, and I'd love to take credit for it, but I think it's just I can tell you most of this deployment, a lot of the success is coming from the policies is getting tighter and tight.

And therefore, it's they're going to the BolaWrap because their choices are now limited. And as we get our training integrated in a more connected way you'll see because we're seeing this now, we're seeing deployments continue to take off. And I believe that the rate that we're seeing this, this will have to spread to the rest of the country because it's being used. And it's being used because it's needed, and it's because it's getting off making officers safer, it's giving them an advantage, a clear advantage than they ever had. And I think our whole company believes in that because we're looking at the videos look at the body cam, we're looking at the data, and it just gets clear and clearer every day.

I'll add, yes, I can add in on that. Look, the reason we feel that way is because in our conversations and remember, we have spent time over the last quarter and the previous quarters directly engaging with departments who have BolaWrap. We also engage with the departments that don't have BolaWraps.

But for those that do, this is data coming right from them in their conversations. And they are using the BolaWrap that we keep saying to gain an advantage and time and distance because we started having these conversations. And we ask, well, how many arrests do you make a day that end up in handcuffs. And the answer is that's actually probably one of the riskiest things that an officer does is that when they put their hands on a subject, it's also the exact moment when the subject is likely to resist violently that's when their reality sets in, like this is getting real.

And so now all of a sudden, when you give an officer, a BolaWrap and they have the legal right to apprehend someone. How are they going to close that distance and minimize the risk? They're not maybe legally allowed in their policy to use higher uses of force. They may not be allowed in policy to use a TASER or baton or anything else.

So what we're seeing in these discussions and these are trusted conversations that hands-on incidents are going up because they don't have the tool.

And when the hands on go up, with someone who has unknown intentions, they're getting into a fist fight. I means injuries are going up. And his claims are going up. And so when that light bulb goes off, it's less about the buttons on the BolaWrap, which we certainly have a great training program on how to teach you to use a BolaWrap. But the real key is when and how and realizing as soon as there's a legal right to apprehend, and an officer has to get them over here to over there.

That's probably one of the riskiest things they do on their job. And so if we can help them minimize that risk in a pain-free way, that's our core value proposition, but it's got to be delivered not just as a product sale. It's not just a widget, and we have to make great widgets, and we will, and we do. But we also have to support it the right way with training, but the training has to also be allowed to be trained that way with the right policy.

So what you heard in earlier call is that we're now going to market with an integrated policy-led, non-lethal response policy that allows officers to deploy the BolaWrap early and often from where they're the most safe to help apprehend subjects and people safely and all parties win. When that talk track happens and occurs, and we're pulling data, we are seeing that adoption skyrocket, because there's, frankly, more opportunities every day for officers to use a BolaWrap than anything else on their belt.

And when that gets catches momentum, and we believe it does, it is, that's where we're seeing declining usage of other uses of force and the increasing usage of BolaWrap. And we also said in our script, that we do believe that lethal response is part of the job. It's probably an unfortunate truth to the job. And we support officers in their split-second decision making to make that lethal call. But we also think it's our duty to give them a non-lethal response.

Everything else between non-lethal and all the way to lethal is a bit you carry a chance of a fatality. And if we have technology today, and our technology is out in front of policy, so we have to fix that. But if we have technology and tools and training and policy solutions today, it's our company's duty to get that into departments to support them. How they operate and how they solve things tactically. That's up to them. We're not going to be Monday morning quarterback and always judge with the benefit of hindsight, but we have to empower them with what we have as a core offering.

And when we embraced fully embraced nonlethal, we said that this cassette doesn't have to just be on a handheld device on the belt. Why don't you put it on a drone? Are there ways you can put this cassette and give officers multiple engagements for their opportunities? Can you put these drones into schools? What does that mean for private security when you have a nonlethal response? So as we figured out our go-to-market and got adoption from conversations and law enforcement and as our technology gets better in explored adjacent markets, our whole addressable market just grew significantly, and it grew into the Department of Defense and the Department of Homeland Security.

So I personally get and the whole it's contagious in the company were all feel empowered and have a duty to present these technologies in an integrated way. So I think it's an excellent it's rooted in data. It's rooted in real conversations and it's been a request from us, from users to do it. It's not a guess. We're clear on our direction or execution.

Next question, please.

Next question came from the online portal. Do you have any updates on where we're at with the potential Chile deal you mentioned in Q2?

I'll take it. We get we're dealing with Chile on a weekly, sometimes daily basis. So it's a constant effort. There's an opportunity that we're all reading about in Chile. We get the news when you get the news. We're seeing it. We're very active. And we're anticipating doing some real business down there, hopefully, it's next year. But lots of engagement, and we continue to fight the fight and present and show up when we need to show up, but we're tracking it.

We think we're they're looking for a non-lethal solution. So guess what, when you're looking for a non-lethal solution, there's not too many things you're going to find around that. There's not too many things out there. So non-lethals what you truly want you're coming to find us. And you will find us hopefully, we find you, but you'll find us because this is where the only place you can get it right now. And so that's why the Chile we don't believe Chile is going anywhere. We don't believe any of these conversations are going anywhere. We got to get them over the line.

And now we're putting the team together to execute and get these deals over the line to bring what we all want which is a much bigger business. So we had to get -- we had to discover who we were. And that took a lot of work. It took a long time. I apologize for that. But guess what, we're here now. And we are clear. And we know what we've got. And you guys invested in the right tool. It still works, but it just couldn't be a tool that was sold.

It had to be coupled with training integrated training and policies matter. We're in policy discussions on a daily basis here now. So it's part of our go-to-market. It's part of our talk track, it matters. So the clarity is setting in, and there's a lot of movement. So you'll be hearing us unpack over the next couple of quarters that will signify and let -- signify how we're positioning and how we're getting after this opportunity.

The next question comes from online. What makes DFR-X different than DFR?

Scot, I can take that one.

Please.

Well, law enforcement and public safety today are now becoming more and more accustomed to drone as a first responder. Just the idea of drones was somewhat new, not too long ago. And the way they're being utilized today by and large part, at least in public safety is to put what we call eyes on in advance and respond quickly with situational awareness to officers. They can be rapidly launched. There are sometimes two-way audio and a relay video. But in terms of capability beyond that, they are largely limited to just a remote passive observer.

Now with the expansion of what we do, just the idea, can you put a BolaWrap on a drone? Well, technically, you don't need the yellow device to launch and deploy of BolaWrap. So that means you now have a small form factor. And because drones have limited size, weight and power, we're actually able to stack small form factors of cassettes onto the drone. And when you do that, you have, if you want, 4, 6, 8.

However, many of the drone can support. And remind you, we can partner with any drone capability that we'd like. So now you're giving officers, everything they have with grown as a first responder. But now you're allowing them to do something and that doing something is the ex part in DFRX.

We believe that when you put these cassettes on the drone, you now can interdict. And what does that mean? Well, when you manage the threat or you're trying to increase safety and buy time and distance, those you're actually able to deter and delay and distract with BolaWrap technology, and that's novel, and that's unique, and it's protected. So we have a proprietary way to add a non-lethal response that's just not on the belt but also on a drone, we're now taking to the skies. And so what we are doing with DFR-X is taking the next evolutionary step in DFR, and we're giving a proactive control element before things escalate, multiple engagement opportunities and with the aim of keeping everyone safer.

Thanks, Jared.

We're going to go pretty quick on these last two, Lou, you want to ask the next one, and I'll close with I'll take the next two.

Sure. Absolutely. The next question came from the online portal. Please comment on your plans to obtain sales. Can you describe your sales force?

Yeah. So probably about 18 months ago or, call it, two years ago, we were -- we're getting pretty close to 150 or so employees, and we've got all the way down to probably 15, I think, at a low sometime about 8 months ago. And now we're ramping why are we ramping because we're clear. And we've taken and this is this should tell you the fact that we are playing offense.

We've gone from one person in marketing and one person in sales to I think we have a total count. We've onboarded close to 18 people that touch sales and marketing and including the D.C. office. So it's a huge push. It's the largest resource and it's the biggest hiring spree we've done, and it's all in sales and marketing. It shows you what we're thinking.

We're going to press this because the times now. You don't get this opportunity many times in your lifetime. There's a problem out there. And technology got ahead of the policies. We came out with this tech. No one had ever seen it before. Nobody ever thought it before, the work policy supporting it. There wasn't training supporting it. We came up with their own training. That is changing. And we get to ride that change. You see this we believe this is going to move a lot faster.

Now the heavy work, the heavy lifting has there are a lot of heavy lifting, a lot of wood shopped. But now with this kind of sales force and team. That's a big indicator. We think there's a big -- a very big and large opportunity for us there. I think the final question was where is the company on declassification. The government shutdown didn't help things, but we think we're we don't think they should have been classified as a fire to begin with.

We put a lot of effort into it because we know what it unlocks, we get this declassified at a very large international opportunity for us, and it allows us to sell into a much larger security guard market where they're basically unarmed and they're not trained. And they have really lousy policies. So the corporate side that, let's call it the commercial side of this is actually bigger.

And that's hard to get your head around as Jared mentioned, like our TAM has actually gotten massive here. So if this starts tracking like we hope, and we're all on the call here because you guys were downloading our latest and greatest. But this company should be going on a higher spree. This company is going through a growth phase stage now. And we're certainly putting our money and resources behind marketing and selling of the product. That's where we need to be right now. And the big step is we know we finally know who we are, and we're clear about it. That's it. I think Lou's let's wind this up.

Sure. Thank you, Scot. That concludes our question-and-answer portion. On behalf of Scot, Jared and the entire Wrap team, thank you for your engagement and support. We look forward to updating you on our progress. This concludes Wrap Technologies third quarter 2025 earnings call. Have a good evening.

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