DATA I/O CORP 10-Q

Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations General Forward-Looking Statements This Quarterly Report on Form 10-Q includes forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. This Act provides a “safe harbor” for forward-looking statements to encourage companies to provide prospective information about themselves as long as they identify these statements as forward-looking and provide meaningful cautionary statements identifying important factors that could cause actual results to differ from the projected results. All statements other than statements of historical fact made in this Quarterly Report on Form 10-Q are forward-looking. In particular, statements herein regarding economic outlook, impact of COVID-19 including shutdown in Shanghai, China and related recovery; industry prospects and trends; expected business recovery; industry partnerships; future results of operations or financial position; future spending; expected expenses, breakeven revenue point; expected market decline, bottom or growth; market acceptance of our newly introduced or upgraded products or services; the sufficiency of our cash to fund future operations and capital requirements; development, introduction and shipment of new products or services; changing foreign operations; taxes, trade issues and tariffs; expected inventory levels; expectations for unsupported platform or product versions and related inventory and other charges; Russian invasion of Ukraine impacts; supply chain expectations; semiconductor chip shortages; and any other guidance on future periods are forward-looking statements. Forward-looking statements reflect management’s current expectations and are inherently uncertain. Although we believe that the expectations reflected in these forward-looking statements are reasonable, we cannot guarantee future results, levels of activity, performance, achievements, or other future events. Moreover, neither Data I/O nor anyone else assumes responsibility for the accuracy and completeness of these forward-looking statements. We are under no duty to update any of these forward-looking statements after the date of this Quarterly Report. The Reader should not place undue reliance on these forward-looking statements. The discussions above and in the section in Item 1A., Risk Factors “Cautionary Factors That May Affect Future Results” in our Annual report on Form 10-K for the year ended December 31, 2022, describe some, but not all, of the factors that could cause these differences. Overview The second quarter of 2023 reflects strong revenues, gross margin, and profitability. It represented the fourth consecutive quarter of profitability and more normal operations. The prior year comparisons reflect impacts from COVID-19, Ukraine war and a host of other challenges that have positioned us where we are now in 2023. 15 Table of Contents COVID-19 Background and Update During 2022, we continued to react to, and manage our business relative to, the COVID-19 pandemic. Early in the year as our business started to return to more normal in parts of the world, challenges arose that were difficult for our business. During parts of the first and second quarters of 2022, our Shanghai facility and operations were shut down for two and a half months as required by China pursuant to their zero-COVID policy. This shutdown impacted our supply chains, shipping times, travel, trade shows, and forced remote work. We were largely able to resume operations and begin recovery late in the second quarter and throughout the third quarter of 2022. Customers continued to restrict in-person sales and other visits. We continued to do business by converting these interactions to remote and virtual means as we have implemented new processes and technology. Our resilient supply chain model was able to support our customers by having alternate facilities that were open and responded to the critical impacts of the shutdown. Later in the fourth quarter of 2022, China’s zero-COVID policy was effectively cancelled. In December most of our employees in Shanghai China were out briefly with COVID-19 and we resumed normal operations early in 2023. We believe that our China demand was soft during the first and second quarter of 2023 due to both COVID-19 recovery in China and customers dealing with the implications of new emission standards effective mid-year. Other Major Impacts The war in Ukraine starting in early 2022, while having little direct impact on us from Russia or Ukraine, affected supply chains, shipping, European economic uncertainty and energy concerns. Inflation impacted everyone. We believe we were able to adequately address inflation with pricing adjustments such that our margins were mostly maintained. The strengthening of the dollar in 2022 created headwinds for revenues, as typically over 90% of our business is international. Interest rate hikes by central banks were a concern, especially for cyclical industries with resulting worries about capital spending and planning for recessionary impacts. Certain labor markets were tight during the year causing recruiting challenges. The impact of semiconductor chip shortages, that began mid-2021 and continued well into 2022, are not completely resolved yet in 2023. Many of the issues described in the overview have caused supply chain disruptions and lead time unreliability, which we have managed carefully by maintaining and increasing key inventory levels. We believe there is less risk exposure on these issues and we are now reducing inventory levels and expect to continue reducing inventory through 2023. Finally on a brighter note, the continued outlook by industry analysts for automotive electronics, which remains our primary market focus, remains strong based on the long-term forecast for a decade. 2023 During both the first and second quarter of 2023, our operations were much more normal. The strong dollar impacts started to reverse during the fourth quarter of 2022 and have provided tail winds for revenue sequentially through the second quarter of 2023, especially for the Euro. Macroeconomic news, while improving, continued to be fairly negative. On a more positive note, inflation, while still elevated, appears to be diminishing. Interest rates continue to be higher, but an anticipated recession has not occurred outside of Germany. COVID-19, semiconductor shortages, shipping & supply chain issues, and domestic labor tightness slowing recruiting, are improving situations and no longer top of mind. In-person trade shows are occurring and generating leads. Travel and face-to-face customer meetings are happening. We think our new capabilities of supplier resilience, inventory and production in multiple locations, leveraging remote and virtual services, are capabilities to retain and build upon. We continue to focus on managing our costs carefully and executing strategies for growth. We are focusing our research and development efforts in our strategic growth markets, namely automotive electronics and IoT new programming technologies, secure supply chain solutions, automated programming systems and their enhancements for the manufacturing environment and software. At Data I/O, we are investing for the long-term to retain and extend our leadership position in automotive electronics and security deployment. We are continuing to develop technology to securely provision newer categories of semiconductors, including Secure Microcontrollers, Authentication Chips, and Secure Elements. We continue to focus on extending the capabilities and support for our product lines and supporting the latest semiconductor devices, including various configurations of NAND Flash, eMMC, UFS and microcontrollers on our newer products. 16 Table of Contents Our customer focus has been on global and strategic high-volume manufacturers in key market segments like automotive electronics, IoT, industrial controls and consumer electronics, as well as programming centers. Although the long-term prospects for our strategic growth markets should remain good, these markets and our business have been, and are likely to continue to be, adversely impacted by COVID-19 and other global political and economic factors. On the product side, we continue to invest with a long-term focus towards expanding our markets and creating unique value for our customers. This is true for both our traditional core business as well as the emerging security deployment business. Our strong cash position and balance sheet, combined with our long-term view of the market, gives us the financial flexibility to make these investments. CRITICAL ACCOUNTING POLICY JUDGMENTS AND ESTIMATES The preparation of financial statements in accordance with accounting principles generally accepted in the United States of America requires that we make estimates and judgments, which affect the reported amounts of assets, liabilities, revenues and expenses, and related disclosures of contingent assets and liabilities. On an on-going basis, we evaluate our estimates, including those related to revenue recognition, sales returns, bad debts, inventories, income taxes, warranty obligations, restructuring charges, contingencies such as litigation and contract terms that have multiple elements and other complexities typical in the capital equipment industry. We base our estimates on historical experience and other assumptions that we believe are reasonable under the circumstances. Actual results may differ from these estimates under different assumptions or conditions. We believe the following critical accounting policies affect the more significant judgments and estimates used in the preparation of our financial statements: Revenue Recognition: Accounting Standards Codification (ASC) Topic 606, Revenue from Contracts with Customers (ASC 606) provides a single, principles-based, five-step model to be applied to all contracts with customers. It generally provides for the recognition of revenue in an amount that reflects the consideration to which the Company expects to be entitled, net of allowances for estimated returns, discounts or sales incentives, as well as taxes collected from customers when control over the promised goods or services are transferred to the customer. We expense contract acquisition costs, primarily sales commissions, for contracts with terms of one year or less and will capitalize and amortize incremental costs with terms that exceed one year. During 2023 and 2022, the impact of capitalization of incremental costs for obtaining contracts was immaterial. We exclude sales, use, value added, some excise taxes and other similar taxes from the measurement of the transaction price. We recognize revenue upon transfer of control of the promised products or services to customers in an amount that reflects the consideration we expect to receive in exchange for those products or services. We have determined that our programming equipment has reached a point of maturity and stability such that product acceptance can be assured by testing at the factory prior to shipment and that the installation meets the criteria to be a separate performance obligation. These systems are standard products with published product specifications and are configurable with standard options. The evidence that these systems could be deemed as accepted was based upon having standardized factory production of the units, results from batteries of tests of product performance to our published specifications, quality inspections and installation standardization, as well as past product operation validation with the customer and the history provided by our installed base of products upon which the current versions were based. The revenue related to products requiring installation that is perfunctory is recognized upon transfer of control of the product to customers, which generally is at the time of shipment. Installation that is considered perfunctory includes any installation that is expected to be performed by other parties, such as distributors, other vendors, or the customers themselves. This analysis considers the complexity, skill and training needed, as well as customer expectations regarding installation. 17 Table of Contents We enter into arrangements with multiple performance obligations that arise during the sale of a system that includes an installation component, a service and support component and a software maintenance component. We allocate the transaction price of each element based on relative selling prices. Relative selling price is based on the selling price of the standalone system. For the installation and service and support performance obligations, we use the value of the discount given to distributors who perform these components. For software maintenance performance obligations, we use what we charge for annual software maintenance renewals after the initial year the system is sold. Revenue is recognized on the system sale based on shipping terms, installation revenue is recognized after the installation is performed, and hardware service and support and software maintenance revenue is recognized ratably over the term of the agreement, typically one year. Deferred revenue includes service, support and maintenance contracts and represents the undelivered performance obligation of agreements that are typically for one year. When we license software separately, we recognize revenue upon the transfer of control of the software, which is generally upon shipment, provided that only inconsequential performance obligations remain on our part and substantive acceptance conditions, if any, have been met. We recognize revenue when there is an approved contract that both parties are committed to perform, both parties’ rights have been identified, the contract has substance, collection of substantially all the consideration is probable, the transaction price has been determined and allocated over the performance obligations, the performance obligations including substantive acceptance conditions, if any, in the contract have been met, the obligation is not contingent on resale of the product, the buyer’s obligation would not be changed in the event of theft, physical destruction or damage to the product, the buyer acquiring the product for resale has economic substance apart from us and we do not have significant obligations for future performance to directly bring about the resale of the product by the buyer. We establish a reserve for sales returns based on historical trends in product returns and estimates for new items. Payment terms are generally 30 to 60 days from shipment. We transfer certain products out of service from their internal use and make them available for sale. The products transferred are typically our standard products in one of the following areas: service loaners, rental or test units; engineering test units; or sales demonstration equipment. Once transferred, the equipment is sold by our regular sales channels as used equipment inventory. These product units often involve refurbishing and an equipment warranty, and are conducted as sales in our normal and ordinary course of business. The transfer amount is the product unit’s net book value, and the sale transaction is accounted for as revenue and cost of goods sold. Allowance for Doubtful Accounts: We base the allowance for doubtful accounts receivable (Current Estimate of Credit Losses) on our assessment of the credit losses collectively expected for the future, as well as collectability of specific customer accounts and the aging of accounts receivable. If there is deterioration of a major customer’s credit worthiness or actual defaults are higher than historical experience, or events forecast that collectively indicate some impairment is expected, our estimates of the recoverability of amounts due to us could be adversely affected. Inventory : Inventories are stated at the lower of cost or net realizable value. Adjustments are made to standard cost, which approximates actual cost on a first-in, first-out basis. We estimate reductions to inventory for obsolete, slow-moving, excess and non-salable inventory by reviewing current transactions and forecasted product demand. We evaluate our inventories on an item-by-item basis and record inventory adjustments accordingly. If there is a significant decrease in demand for our products, uncertainty during product line transitions, or a higher risk of inventory obsolescence because of rapidly changing technology and customer requirements, we may be required to increase our inventory adjustments, and our gross margin could be adversely affected. Warranty Accruals: We accrue for warranty costs based on the expected material and labor costs to fulfill our warranty obligations. If we experience an increase in warranty claims, which are higher than our historical experience, our gross margin could be adversely affected. Tax Valuation Allowances: Given the uncertainty created by our loss history, as well as the current and ongoing cyclical and COVID-19 pandemic related uncertain economic outlook for our industry, capital and geographic spending, as well as income and current net deferred tax assets by entity and country, we expect to continue to limit the recognition of net deferred tax assets and accounting for uncertain tax positions and maintain the tax valuation allowances. At the current time, we expect, therefore, that reversals of the tax valuation allowance will take place as we are able to take advantage of the underlying tax loss or other attributes in carry forward or their use by future income or circumstances allow us to realize these attributes. The transfer pricing and expense or cost sharing arrangements are complex areas where judgments, such as the determination of arms-length arrangements, can be subject to challenges by different tax jurisdictions. Share-based Compensation: We account for share-based awards made to our employees and directors, including employee stock option awards, performance stock unit awards and restricted stock unit awards, using the estimated grant date fair value method of accounting. For options, we estimate the fair value using the Black-Scholes valuation model and an estimated forfeiture rate. Restricted stock unit awards and performance stock unit awards are valued based on the average of the high and low price on the date of the grant and an estimated forfeiture rate. For options, performance and restricted stock unit awards, expense is recognized as compensation expense on the straight-line basis. Employee Stock Purchase Plan (“ESPP”) shares were issued under provisions that do not require us to record any equity compensation expense. 18 Table of Contents RESULTS OF OPERATIONS: NET SALES Three Months Ended Six Months Ended Net sales by product line June 30, 2023 Change June 30, 2022 June 30, 2023 Change June 30, 2022 (in thousands) Automated programming systems $ 5,935 62.9 % $ 3,644 $ 11,862 57.7 % $ 7,520 Non-automated programming systems 1,463 30.0 % 1,125 2,767 25.0 % 2,214 Total programming systems $ 7,398 55.1 % $ 4,769 $ 14,629 50.3 % $ 9,734 Three Months Ended Six Months Ended Net sales by location June 30, 2023 Change June 30, 2022 June 30, 2023 Change June 30, 2022 (in thousands) United States $ 1,010 95.7 % $ 516 $ 1,947 142.2 % $ 804 % of total 13.7 % 10.8 % 13.3 % 8.3 % International $ 6,388 50.2 % $ 4,253 $ 12,682 42.0 % $ 8,930 % of total 86.3 % 89.2 % 86.7 % 91.7 % Three Months Ended Six Months Ended Net sales by type June 30, 2023 Change June 30, 2022 June 30, 2023 Change June 30, 2022 (in thousands) Equipment sales $ 4,557 73.4 % $ 2,628 $ 8,608 64.5 % $ 5,234 Adapter sales 1,979 38.9 % 1,425 4,246 39.3 % 3,048 Software and maintenance 862 20.4 % 716 1,775 22.2 % 1,452 Total $ 7,398 55.1 % $ 4,769 $ 14,629 50.3 % $ 9,734 Net sales in the second quarter of 2023 were $7.4 million, up 55% as compared with $4.8 million in the second quarter of 2022. The dramatic comparison reflects the continued second quarter of 2022 Shanghai COVID-19 restrictions and lockdowns, and the war in Ukraine which impacted European business as well as supply chain, and revenue recognition for shipments that had been held up or delayed. Revenues also benefited from the impact of the weakening US Dollar for translation of foreign subsidiary amounts. Recurring and consumable revenues, which includes adapter sales, represented a more normal proportion at 41% of revenues in the second quarter of 2023, as compared with 45% of the second quarter of 2022. Year-to-date, total capital equipment sales were 59% of revenues, adapters were 29%, and software and services revenues were 12% of revenues, respectively, in the second quarter of 2023 compared with 54%, 31% and 15%, respectively, for the second quarter of 2022. On a geographic basis, international sales represented approximately 86.3% of total net sales for the second quarter of 2023 compared with 89.2% in the prior year period. 19 Table of Contents Second quarter 2023 bookings were $7.6 million, as compared with $6.4 million in the prior year period. Year-to -date bookings were $13.3 million, as compared with $12.6 million in the prior year-to date period. We experienced softness in China demand in the first and second quarter of 2023, we believe, as they recovered from COVID-19 and in their preparation for new automotive emission standards. Longer term, we see potential for more demand in China driven by new production changes and especially the transition to electric vehicles (EV). Backlog at June 30, 2023 was approximately $3.8 million, up from $3.2 million at March 31, 2023 and down from $5.8 million at June 30, 2022, which reflected the build up from the Shanghai shutdown. Data I/O had $1.6 million in deferred revenue at June 30, 2023, down from $2.0 million at March 31, 2023 due to a lease to purchase conversion with a large deferred credit recognition, and $1.5 million at June 30, 2022. GROSS MARGIN Three Months Ended Six Months Ended June 30, 2023 Change June 30, 2022 June 30, 2023 Change June 30, 2022 (in thousands) Gross margin $ 4,373 58.6 % $ 2,758 $ 8,675 71.4 % $ 5,061 Percentage of net sales 59.1 % 57.8 % 59.3 % 52.0 % Gross margins as a percentage of sales were 59.1% in the second quarter of 2023 as compared to 57.8% in the same period of 2022 with margins improved by higher sales volume on relatively fixed costs; product mix including a recognition of previously deferred rental income as a purchasing credit; and our channel mix, offset in part by less favorable factory variances. For our channel mix, with direct sales from the Americas and parts of Europe stronger in the second quarter of 2023, and where we account for selling commissions in our operating expenses, we show a higher level of gross margin as a percentage of sales. Year-to-date gross margins were similar for the three- and six-month periods of 2023, but the same periods in 2022 were impacted by the Shanghai COVID-19 shutdown, sales volume relative to fixed costs, currency effects and factory variances. RESEARCH AND DEVELOPMENT Three Months Ended Six Months Ended June 30, 2023 Change June 30, 2022 June 30, 2023 Change June 30, 2022 (in thousands) Research and development $ 1,720 10.5 % $ 1,557 $ 3,345 5.4 % $ 3,173 Percentage of net sales 23.2 % 32.6 % 22.9 % 32.6 % Research and development (“R&D”) expenses in the second quarter of 2023 were up compared to the same period in 2022, with additional outside services in support of our product lines, as well as incentive compensation where there was none in 2022 due to losses. Year-to-date R&D expense changes were primarily due to the same factors as in the second quarter. We have maintained our investment in our product development and supporting our growth initiatives. 20 Table of Contents SELLING, GENERAL AND ADMINISTRATIVE Three Months Ended Six Months Ended June 30, 2023 Change June 30, 2022 June 30, 2023 Change June 30, 2022 (in thousands) Selling, general & administrative $ 2,489 29.1 % $ 1,928 $ 4,997 25.7 % $ 3,976 Percentage of net sales 33.6 % 40.4 % 34.2 % 40.8 % Selling, General and Administrative (“SG&A”) expenses in the second quarter of 2023 increased by approximately $561,000 from the prior year period primarily due to higher channel and sales commissions associated with higher revenue; recruiting fees; outside services; and additional information technology projects and support, as well as incentive compensation where there was none in 2022 due to losses. Year-to-date SG&A expenses varied primarily due to the same factors as in the second quarter. Cost control measures have remained in place during the first two quarters of 2023 and are expected to continue in the third quarter of 2023. INTEREST Three Months Ended Six Months Ended June 30, 2023 Change June 30, 2022 June 30, 2023 Change June 30, 2022 (in thousands) Interest income $ 49 4800.0 % $ 1 $ 84 4100.0 % $ 2 Interest income was higher in the second quarter of 2023 and year-to-date compared to the same periods in 2022 due to higher average interest rates and higher invested balances. INCOME TAXES Three Months Ended Six Months Ended June 30, 2023 Change June 30, 2022 June 30, 2023 Change June 30, 2022 (in thousands) Income tax benefit (expense) $ (109 ) 78.7 % $ (61 ) $ (144 ) (72.3 )% $ (519 ) Income tax benefit (expense) for the second quarter of both 2023 and 2022 primarily related to foreign and state taxes. 21 Table of Contents Year-to-date income tax benefit (expense) was primarily due to the same factors as in the second quarter, as well as during the first quarter of 2022, a China dividend withholding tax of $442,000 was paid in connection with a dividend repatriation to the US parent company. The effective tax rate differed from the statutory tax rate primarily due to the effect of valuation allowances, as well as foreign taxes. We have a valuation allowance of $9.6 million as of June 30, 2023. As of June 30, for both 2023 and 2022, our deferred tax assets and valuation allowance have been reduced by approximately $437,000 and $405,000, respectively, associated with the requirements of accounting for uncertain tax positions. Given the uncertainty created by our loss history, as well as the volatile and uncertain economic outlook for our industry and capital spending, we have limited the recognition of net deferred tax assets including our net operating losses and credit carryforwards and continue to maintain a valuation allowance for the full amount of the net deferred tax asset balance. Financial Condition LIQUIDITY AND CAPITAL RESOURCES June 30, 2023 Change December 31, 2022 (in thousands) Working capital $ 18,001 $ 422 $ 17,579 At June 30, 2023, our principal sources of liquidity consisted of existing cash and cash equivalents. Cash at $11.9 million has increased $360,000 year-to-date, but was approximately the same as on March 31, 2023. Net working capital at June 30, 2023 was $18.0 million, up $0.4 million compared to December 31, 2022, and approximately the same as on March 31, 2023. Receivables were reduced $267,000 compared to December 31, 2022. Collection of receivables was good during the second quarter of 2023 with DSO (Days Sales Outstanding, a collections metric) well below our target. Inventory increased by $150,000 compared to December 31, 2022. While inventory had been elevated in 2022 to address potential shortage risks, we no longer see the same exposure, so we are managing operations to reduce inventory levels going forward during 2023. Although we have no significant external capital expenditure plans currently, we expect to continue to carefully make and manage capital expenditures to support our business. We plan to increase our internally developed rental, security provisioning, sales demonstration and test equipment as we develop and release new products. Capital expenditures are currently expected to be funded by existing and internally generated funds. As a result of our cyclical industry, significant product development, customer support and selling and marketing efforts, we have required substantial working capital to fund our operations. We have tried to balance our level of development spending with the goal of profitable operations or managing lower business levels related to COVID-19. We have implemented or have initiatives to implement geographic shifts in our operations, optimize real estate usage, reduce exposure to the impact of currency volatility and tariffs, increase product development differentiation, and control costs. 22 Table of Contents We believe that we have sufficient cash or working capital available under our operating plan to fund our operations and capital requirements through the next one-year period, and beyond. We may require additional cash at the U.S. headquarters, which could cause potential repatriation of cash that is held in our foreign subsidiaries. We currently do not have plans and/or intentions to make further repatriations. For any repatriation, there may be tax and other impediments to any repatriation actions. As many repatriations typically have associated withholding taxes, those amounts withheld will be a current tax without generating a current or deferred tax benefit. Our working capital may be used to fund possible losses, business growth, project initiatives, share repurchases and business development initiatives, including acquisitions, which could reduce our liquidity and result in a requirement for additional cash before that time. Any substantial inability to achieve our current business plan could have a material adverse impact on our financial position, liquidity, or results of operations and may require us to reduce expenditures and/or seek possible additional financing. OFF-BALANCE SHEET ARRANGEMENTS Except as noted in the accompanying consolidated financial statements in Note 5, “Leases” and Note 6, “Other Commitments”, we have no off-balance sheet arrangements. NON-GENERALLY ACCEPTED ACCOUNTING PRINCIPLES (GAAP) FINANCIAL MEASURES Earnings Before Interest, Taxes, Depreciation and Amortization (“EBITDA”) was $490,000 in the second quarter of 2023 compared to ($445,000) in the second quarter of 2022. Adjusted EBITDA, excluding equity compensation (a non-cash item), was $869,000 in the second quarter of 2023, compared to ($65,000) in the second quarter of 2022. Non-GAAP financial measures, such as EBITDA and adjusted EBITDA, should not be considered a substitute for, or superior to, measures of financial performance prepared in accordance with GAAP. We believe that these non-GAAP financial measures provide meaningful supplemental information regarding the Company’s results and facilitate the comparison of results. A reconciliation of net income to EBITDA and adjusted EBITDA follows: NON-GENERALLY ACCEPTED ACCOUNTING PRINCIPLES (GAAP) FINANCIAL MEASURE RECONCILIATION Three Months Ended June 30, Six Months Ended June 30, 2023 2022 2023 2022 (in thousands) Net Income (loss) $ 300 $ (657 ) $ 395 $ (2,477 ) Interest (income) (49 ) (1 ) (84 ) (2 ) Taxes 109 61 144 519 Depreciation & amortization 130 152 288 293 EBITDA earnings (loss) $ 490 $ (445 ) $ 743 $ (1,667 ) Equity compensation 380 380 629 671 Adjusted EBITDA, excluding equity compensation $ 870 $ (65 ) $ 1,372 $ (996 ) Recently Adopted Accounting Pronouncements See Note 1 of Notes to Condensed Consolidated Financial Statements included in Part 1, Item 1 for a discussion of recently adopted accounting pronouncements. 23 Table of Contents Item 3 . Quantitative and Qualitative Disclosures About Market Risk Not applicable.