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Avangrid’s (AGR) CEO Jim Torgerson on Q1 2016 Results – Earnings Call Transcript

Avangrid, Inc. (NYSE: AGR ) Q1 2016 Results Earnings Conference Call April 26, 2016, 10:00 AM ET Executives Patricia Cosgel – VP IR Jim Torgerson – CEO Rich Nicholas – SVP & CFO Bob Kump – CEO of Avangrid Network Frank Burkhartsmeyer – CEO of Avangrid Renewable Analysts Andy Levi – Avon Capital Advisors Christopher Turnure – JPMorgan Paul Patterson – Glenrock Associates Joe Zhou – Avon Capital Operator Good morning. My name is Kissie. I would like to welcome everyone to the Avangrid First Quarter 2016 Earnings Conference Call. I would like to turn the call over to Ms. Patricia Cosgel. Patricia Cosgel Thank you, Kissie and good morning to everyone. Thank you for joining us to discuss Avangrid’s first quarter 2016 earnings results. I’m Patricia Cosgel, Vice President of Investor and Shareholder relations. Presenting on the call today are Jim Torgerson our Chief Executive Officer and Rich Nicholas our Chief Financial Officer; Bob Kump, our Chief Executive Officer for Avangrid Network and Frank Burkhartsmeyer, and our Chief Executive Officer of Avangrid Renewables will also be participating on the call. If you do not have a copy of our press release or presentation for today’s call, they’re on our website at www.avangrid.com. During today’s call we will make various forward-looking statements within the meaning of the safe harbor provisions of the U.S. Private Securities Litigation Reform Act of 1995. Significant factors that could cause results to differ from those anticipated are described in our earning release and filings with the SEC. With that said, I’d turn the call over to Jim Torgerson. Jim Torgerson Thanks Patricia and good morning, everyone and thanks for attending our earnings conference call. We had an excellent first quarter at Avangrid and we had strong performance from all of our businesses. As you can see from our press release, the net income and earnings per share were up 24% to $212 million of net income and $0.69 per share. Now that’s up on a adjusted basis including UIL from 2015. So adjusted EBITDA grew 8% to $575 million and earnings growth in all of our business and we had very strong cash flow. Now this was a result of improvement in operating expense and the revenue decoupling we have at most of the utilities offset some of the milled winter weather. We did have some impacted at Berkshire Gas and Southern Connecticut Gas where the heating degree days were like 10.6% warmer than normal our fewer heating degree days than where would be normal. We did have higher wind production. It was up 13% over 2015, still down a little bit from what we would consider a normal wind production year, but it did help to increase our gross margin by 2.4% over the 2015 first quarter. The other thing we did was we extended the useful lives of our renewable assets and this was looking at component by component. It was down on a worldwide basis by Iberdrola. Based on Iberdrola’s experience and looking at the engineering analysis that we did, so each component we looked at and determine that we were really not depreciating it on an appropriate life and it really needed to be extended and we’ll get into that a little bit. So the first quarterly AVANGRID dividend was $43.2 a share. It was paid on April 1 of this year. And the second quarterly dividend of the same amount was declared by the Board on April 20 and payable July 1. And as a result of what we’re looking in for the rest of this year and into the future now, we expect our payout ratio to be declining a little faster clip and you can see that as of yesterday our dividend yield was 4.5%. 2016 earnings per share outlook now, we’re increasing it to the range of $2.10 to $2.20. Now looking at the first quarter and I’m on Page 7 of the presentation, which is on our website, the first quarter 2016 results were on target. Net income you can see, we had $212 million looking at some of the non-recurring items and we had a non-recurring item by the sale of the Iroquois Gas pipeline, which generated net income about $19 million, but taking that aside we were up 14%, but including that we were up 24% over the previous year’s first quarter. Earnings per share were up again the same amounts, earnings of $0.69 versus $0.56 in the previous year. So some of the things that impacted us obviously the higher wind production and then the extension of renewable asset useful life going from roughly 25 to 30 years and we’ll talk about that in a minute and then the non-recurring sale of the Iroquois pipeline. On the next page, we look at the key earnings and cash drivers, and we pay rigorous attention to the integration that’s been going on identifying planning for best practices in 2016. We’ve been making very good progress. The planning has been completed and it was done on-schedule. We had planned on getting that done by the end of the first quarter, which we did. And then we look at the results for that year. The net income was actually up 7% and weather did have an impact since we don’t have decoupling at Berkshire and Southern Connecticut Gas, but the good thing is those will be put in place since they are required to be implemented in our next rate case. And we have a continuous focus on our operating expenses and minimizing those to the extent we can and are possible. So renewal business, wind production was up 13%, energy prices on merchant projects, it was pretty flat actually down about a 1% and this includes directs along with the prices for energy. The PPA contracts were up about 3% over the previous year’s first quarter and we have included some information on the pricing and actually the roll off of some of these contracts. And when we look at our financial position, we’re in a great financial position with our very strong balance sheet. We’ve low leverage, which we can translate in the low interest cost and our consolidated credit facilities we executed a $1.5 billion credit facility, which is now in place giving us great liquidity on a short term basis that we can use it as we need. Now talking about the extension of the useful life of certain renewable assets, as I said we looked at a component by component basis and we determine that the towers from the transmission equipment that’s in place there, the depreciable life was really in excess of the 25 years. So on average we’ve moved up to about 30-year life for the wind farms that we have and again we have best-in-class technology, operational management and we have the world-wide experience of Iberdrola and based on that experience. We looked at the life of assets, particularly the ones that Iberdrola has in Scotland and recognize that they were useful life was going much beyond the 25 years that we’ve been using. In fact they’ve been in place for over 20 years already and have seen no deterioration. So with this worldwide experience and taking the worldwide view that the assets needed to be extended, Iberdrola across the Board has extended the useful life for renewable assets to about 30 years on average. And so which we also think is consistent with what some others in the industry are doing. Moving on to the merger integration summary, we’re making great progress on that. We launched it last October and that was focused really on day one implementation and in the merger integration planning. The first thing I want to do is to make sure we could operate effectively once the merger was completed, which we did do and did it successfully. The next step in Phase 1 was really to identify the plans and what we needed to do and then get our teams together, we had a dozen teams working on it with over 240 people — 270 people. We had 120 different projects that we looked at and so now we completed that phase and we’re moved into Phase 2. The next steps there are really the project teams are transitioning to implement the integration plans now. That will happen over the next 12 to 18 months as we put these in place, things can be faster, obviously we will do quicker, but a lot of it depends on software changes and integrating different computer software. And then also the thing we’re identifying and executing on operational best practices and aligning outline grid with the global business model where we can and where it makes sense and I think in many areas particularly purchasing, IT, other areas make a great deal of sense in aligning that on a global basis. Day One Readiness as I said was achieved and all the integration projects were on track. For our projections for the planning period, when we had the Investor Day back in February, we talked about a five-year plan. I kind of like to go over some of the aspects of our five-year strategic outlook and the progress we’re making. When you look at the projections, 70% of our investments will be in regulated activity and the other roughly 30% will be related to our renewal business. Adjusted EBITDA in the 2020 year about 26% will come from renewables and about 73% from our networks business. So when you look at EBITDA, 73% are coming from regulated activities, which is very stable and predictable for us. When you look at on Page 12 for Avangrid Networks, when we take a look at the regulatory to legislative and the FERC update we want to go through, the New York trends that was made up of initial three projects. We received FERC approval on March 17. Had a total ROE of 10% and that’s a combination of being an RTO and also having a base ROE. Equity ratio is at 53% and our initial investment is $44 million. We’re implementing settlement right and obtaining an asset transfer order from the New York Public Service Commission. The projects are on track, We expect to have rates in effect on June 1 of this year. The New York Rev, the final track one guidance has been released. The distributed system implementation plan and the benefit cost analysis is going to be filed by each of the utilities at the end of June of this year. And our New York rate case, which involves both our RG&E and NYSEG for both gas and electric rich company, the hearings have been completed. As we said before, we had a settlement that’s now in place. We expect the commission to decide this on May 19 and then the rates to go into place on June 1. For Connect New York, this is a new project that we’re going to be making a filing by the end of this month. It’s a 1,000 megawatt DC underground transmission line that we’re going to be making a filing to a pursue that. The New England RFP we bitter selection process, we’re expecting it to be by the end of July and as you know we have two projects in Maine, two proposals regarding transmission. One another project which is we would be providing the wind resources from our renewable businesses in New York on another transmission line have been proposed by Eversource. So we have three projects in this RFP and we’re very hopeful and confident that we should be successful on those. And then the FERC ROE compliant in the New England, the ALJ issued an order on March 22 which recommended a base ROE for the 15 month refund period in complain number two of an ROE of 9.59 and the cap of 10.2 for that 15 month period. Then for the Complaint 3 and going prospectively, his recommendation was for a base ROE of 10.9 with a cap of 12.19 for the 15 months refund period and then going forward. FERC is expected to make their final decision later this year, early in 2017 and if adopted as final the ALJ mid it’s decision, that would require a net increase in our reserve for complaints two and three of about $10.2 million net of tax based on what we know today from those proceeding. Moving on to some of the projects we have going on and keep in mind we’re focusing on improving our resiliency, replacing the aging infrastructure and automating our system. One of the great ones we have at the Cooper Mill Static Synchronous Compensator, which is being put in place into Maine and this was after a quest of ISO New England to make this investment to support the regional bulk electric system and really relates to upgrades in the Boston area that are being done by a Eversource and National Grid. Now it does require a substation expansion within the 200 MVAr STATCOM, which is the static synchronize compensator. The investment there is going to be over between 2016 to 2018 and an about $52 million. Also at Maine and also for about $52 million is our Customer Smart Care Data System upgrade and this is going to enhance our customer service and flexibility, allowing from more innovative rate design, allowing for dynamic pricing and then it’s also going to help us to optimize our AMI capabilities. And as you recall, we put in AMR entirely in CMP service territory. In Connecticut for our transmission projects we have the metro north railroad corridor where we’re replacing the transmission lines along the metro north corridor and keep in mind our transmission lines are on the catenary that provide the electricity to allow the trains to run. So if catenary is over 100 years old and are deteriorating, so we have concluded along with ISO England that we need to replace those. We’re putting along monopoles along the corridor and that investment in this five-year timeframe is going to total about a $150 million. Then in New York, we have the Guinea Retirement Transmission alternative and this is going to provide a 345 KV connections to the New York power grid, help ensure reliable service to the Rochester area and then also allow the ultimate retirement of the local generation plants. That investment again is $140 million. It’s started, its already spending money there and we started last year. It should be in operation by the end of ’17. Turning to our renewables business and looking at our projections for the next two years, we have currently 5.7 gigawatts in operation and another 744 megawatts are under construction. I will spend a minute going over which one of those projects are. If you keep in mind that the first one in North Carolina will be operational by the end of this year and that’s a 208 megawatt project, $375 million in capital spending, that’s a 13 year PPA with Amazon and it’s under construction as we speak. El Cabo is almost a 300 megawatt project in New Mexico that will be supplying power to California IRU and our people did a great job in piecing together the transmission that would be needed to move that power from New Mexico into California. This project is about $515 million. It will be completed by the end of 2017 and that has a 20-year PPA with the California IOU. Tulare is 132 megawatt project in California. Again that will be completed by the end of 2017. We’ll spend about $235 million on that and that has a 15 year PPA with the California IOU and we’re currently finalizing the off-take agreements, but that should be operational in that timeframe. We also have a smaller project in Vermont of 30 megawatts, $75 million in capital spending. Little more expensive in the Northeast to build these projects, but it has a 25-year PPA with an IOU and there we’re just waiting for the agency to give us the pre construction ruling, pretty much everything is in place. And then a 76 megawatt project in Colorado, again completed in the end of 2017. We’ll spend about $120 million there with a 25-year PPA with an IOU and we’re finalizing activity there. Now in total we’re going to spend about $1.3 billion in investments between 2016 and 2017 and that will increase our installed capacity to 6.5 gigawatts by end of 2017. On Page 16 we have a map that shows potential projects and these of the 6.1 gigawatts pipeline we have, we have about 2250 megawatts of wind and solar that we believe would be the ones that will provide the next opportunities in the 2018 to 2020 timeframe. These are the ones that are probably closest to coming in the final development either because we know there RFPs are going to be coming out amd we have more assets in place. We have the engineering done and so forth. But these are the ones we would say are most likely to be developed to supply the next 650 or so megawatts that we have planned for the 2018 to 2020 timeframe. Now I’m not going to go into detail, but you can see they’re spread out throughout the country giving us great diversity and there is a mix of both solar and wind that we have and so you can see this. These are real projects that can easily get developed. So let me highlight a couple of things. One, we had great performance in the first quarter. It gives a lot of visibility for the remainder of the year. Our strategic plan for the next five years through 2020 is clearly on track and we’re performing rather well to get that done. The integration and execution of our plan is in progress to integrate the UI oil in the old Iberdrola USA. We’ve extended the use of life of renewal of assets based on sound engineering and experience we have from Iberdrola worldwide and our 2016 earnings per share outlook we’ve increased it to 210 to 220 per share based on a lot of these factors. And so with that I’m going to turn it to Rich Nicholas, who is going to spend some time on the financial activities. Rich Nicholas Thank you, Jim. Good morning, everyone. Thanks for joining us today. As Jim said a very strong quarter for Avangrid and I am Slide 19, little more details are on the operating segments, while net income grew 24% quarter-over-quarter including UIL and the adjusted 2015 numbers. As you can see networks, was up 7.3% and renewables had a very strong quarter up 64% 2016 over 2015. The corporate and other segment does include gas as well as corporate and you can see positive results there. As a historical contract that was out of market that we rolled off and we see the benefit of that and positive earnings in the corporate segment. Moving to Slide 20, some of the key drivers in addition to the ones Jim had mentioned, we did benefit from decoupling in most of our companies. Southern Connecticut does not have decoupling but will in its next rate case per state statue and Berkshire Gas does not as well. However, the impact of those relatively small in the overall scheme of things from the warm weather, we do see the increase in cost related to the Reliability Support Agreement, but those are also offset in revenue and we did see lower employee related cost quarter-over-quarter. Turning to renewables, 13% improvement in wind production and that’s made up of both better wind quarter-over-quarter as well as additional capacity. Last year we did add roughly 200 megawatts with the back of wind form in Texas and the extension of renewable asset lives to new estimates there were positive by $13 million of net income for the quarter. In the other segment sale of the interest Iroquois that Jim mentioned for an after tax gain of $19 million and we did see some higher gas spreads for the contracted gas storage business. Moving to Slide 21, little more details geographically on the renewable load factor where we saw an increase from 28% last year to 31% this year and this is why being geographically diverse really helps. As you can see different results so in the West we were up to a 20% load factor versus what we would have been 16.6 last year. So a 3.4% percentage point increase. Slightly less wind in midcontinent and in Texas you can see there the big increase in part was driven to the additional capacity that I mention as well better wind. On Slide 22 looking at that 13% increase in wind production, that’s where you really see in the South Texas area, now 47% increase reflecting the additional wind farm in Texas spread pretty well across the geographic U.S. Turning to Slide 23 when we look at pricing in the renewable business this year versus last year, in total about a 1% increase and that was made up of about 3% better pricing on the PPA side, slightly lower pricing on the merchant side including the renewable energy certificates. Again slightly different results across the continent and when we look at overall, about 67% of our megawatts or PPAs 33% are in merchant and we also hedge some of our merchant where we can and so total about 80% is in PPA or hedges and about 20% in merchant. Turning to Slide 24, looking at our gross margin growth of 7% quarter-over-quarter. Again here we’ve provided some additional detail by both geography and wind versus solar, versus our thermal plant in Oregon. And you can see the effects of the various drivers on gross margin, better production increased by $26 million. We did have some PTCs that expired and the market-to-market of negative 9 is actually we still have positive mark-to-market in 2016 just less positive than we had in 2015. So overall a 7% growth, primarily driven by the production that we’ve been discussing. Turning to Slide 25 adjusted EBITDA, growing 8%. Again strong performance in renewables, renewables makes up about 25% of the EBITDA, but grew by 18% driven by the production and that works a good solid showing increase of 3% really helped by the lower employee cost and revenue decoupling.. As Jim mentioned, we have very strong cash flow for the quarter. On Slide 26, our free cash flow of Avangrid consolidated was about $175 million more than our CapEx requirements and CapEx as you know is very seasonal especially in the Northeast and the networks business as you come out of the winter so strong cash flow networks, but we would expect to see CapEx pick up. And on renewables, total cash from operations up $120 million and free cash flow of $50 million puts us in very good position moving into the rest of 2016. So when we look on Slide 27, our leverage is really primarily is the network segment of our business, UIL Holding company did have a $450 million note that continues and then little over $200 million of tax equity investments that we will be amortizing and expect to be fully amortized by 2019. We’ve got very manageable debt maturities over the next several years again at the networks business. So moving to Slide 28, that strong balance sheet results in net leverage of just under 24% in the first quarter of 2016 and net debt to adjusted EBITDA of 2.4 times. We don’t expect or there were no, excuse me, there were no new debt issuances in the first quarter and through the planning period through 2020, while we do expect net leverage to increase modestly into the low 30% range, we would also expect that net debt to EBITDA would remain relatively flat as we grow the earnings of business. In addition, AVANGRID was recently updated within the last several days by S&P and Fitch from BBB flat to BBB plus recognizing our strong financial position. As a result of first quarter results and the new estimates around useful lives, we did update our outlook for 2016 and increased it from $2 a share to a range of $2.10 to $2.20, primarily driven by the new estimates around the renewables business depreciable lines. So very strong performance to start the year and we look forward to your questions-and-answers I also look forward to seeing many of you at the AGA Conference in the next few weeks. So with that, I will hand it back to our operator Kissie for question-and-answer session. Thank you. Question-and-Answer Session Operator [Operator Instructions] Our first question comes from the line of Andy Levi with Avon Capital Advisors. Andy Levi Hi good morning. How are you? It was a really good rundown guys. Jim Torgerson Thanks Andy. How are you doing? Andy Levi I’m doing pretty well actually. [Done have someway]. Okay. So just a couple I guess easy questions. So just on the asset life to change on the renewals, so the $13 million is that we annualize at times by four or is that it — was there like a little bit of catch-up? I’m just trying to figure out on an annual basis how much we should add to earnings going forward? Jim Torgerson Yes the quarter would be annualized. Rich Nicholas Probably looking in $0.14, $0.15 annual earnings per share benefit. Andy Levi Okay. And that such $0.14 to $0.15 and that will go into next year. So we add that to next year and that was not contemplated I guess when you gave your Analyst Day, is that correct? Rich Nicholas Correct. Andy Levi Okay. That is additive. And then just as far as the because you gave more information on the renewable kind of drop off as far as contracts and things like that, I want to know really contract, but more kind of your hedge book. How should we think about pricing going forward and as far as because obviously when you re-contract the price will be lower and I think your average price I am guessing is around $55, so what is the timing of when the contracts drop off and having to re-contract those, that I don’t — right, you didn’t really give? Jim Torgerson Well we have on Page 34 you can see we have as the TPA expire and you can see it’s a graph I understand and what we’ll be doing when the contracts drop off its trying to re-contract in the first place, but other than that, they will be migrating to merchant and I would expect as the prices will be whatever the market will be at that point in time. Now it could be that obviously we’re going to sign a long term or a longer term PPA or an extension of some contract that would be at a higher price than the current market spot price, but we’ll have to see where the market is at different points in time. Andy Levi But do you give anywhere where you show the amount of megawatts and the hedge prices drop off or that’s I guess we have to figure that out ourselves. Jim Torgerson Yeah, we thought we would leave some of that work left to you guys and we didn’t do it Andy. Andy Levi Okay. Okay. So could you have this one benefit and then I’m just trying to figure out when these PPA will drop off and then what the earnings change would be. Okay, and then I’m sorry if I missed this, just what was the wind condition versus normal? Did you give that? Jim Torgerson No, but I think Frank can probably give you some idea what it was in the first quarter. Andy Levi Thank you. Jim Torgerson Frank you got. Frank Burkhartsmeyer Yeah Andy. The first quarter was still a bit below the long term average and around and it varies course by region, but somewhere around 5% below average still in the first quarter. January was very — was I think and we mentioned this when we were out January was quite down and then its normalized quite a bit since then but it’s still behind year-to-date. It’s hard though to just look at a three month slice. It’s — if you look long term that numbers moves around quite a bit by quarter. So, was …. Andy Levi Were there certain regions that were different as far as like where it was Texas above normal? Jim Torgerson I think West, I’d say the West is still behind where we were expecting — where we expect it long term. Andy Levi Okay. And what was Texas to you now? Jim Torgerson Texas was closure to long term, but I’m sorry I don’t know off the cuff here. Andy Levi Yeah, I am just being selfish. I am trying to figure out with some of the other guys out there so, other companies I should say. Okay. So just to summarize, so you increased the guidance by $0.10 to $0.20 and the change in accounting is $0.14 to $0.15 of that, is that what you’re saying? Jim Torgerson Right, so if you look at the midpoint of the guidance up $0.15 it’s really the effect of the new estimated useful lives. Andy Levi Great. And I guess that could be an industry-wide thing right. So like next era or something like that may end up benefiting from that as well. Jim Torgerson We believe next era is already at that. Andy Levi Are they, are they okay. It’s great. Jim Torgerson I think we’re catching up. Andy Levi Yeah, catching up okay. Thank you very much. That was a really great run down. Jim Torgerson Thanks Andy. Operator Our next question comes from the line of Christopher Turnure with JPMorgan. Christopher, your line is live. Christopher Turnure Good morning guys. Thanks for the extra details today, they’re very helpful. I wanted to may be understand some of the drivers that have changed for you over the past two months or so since the Analyst Day and the impact potentially on your long term earnings CAGR that you gave at the Analyst Day. And maybe you could give you color on the depreciation expense going down obviously that’s a help the AIJ decision from FERC prospectively may be assuming that in fact is the final decision and then even know it’s a small slice to your ownership stake in Northeast Energy Direct did have optionality for you guys to increase that and I was wondering if that has a material impact on your longer term guidance as well? Jim Torgerson Yeah, I think going forward we were — we’re on track with our strategic plan, I think for both this year and the longer term. The thing that changed on the earnings was really the depreciation modification that we did and it was really based on what Iberdrola was saying worldwide and their experience with wind farms in Scotland that they had for over 20 years. And then we did a lot of engineering analysis. So that was really the basis for the change. Everything else has pretty much been on track and I can’t say that there have been anything dramatically changed from what you heard at least from a long-term strategic standpoint and even for this year on from what you heard at Investor Day in February. As far as the FERC ROE, that’s got our ways to go yet. If it ends up being what the ALJ recommended prospectively, I think that would be plus because then we were looking at an ROE that would be slightly higher than the 10.57 and 11.74 cap that we currently have in place right now based on the FERC order from complaint number 1. So if they take complaint number 3 that will have a charge, we’ll have to set up a reserve for the complaint 2 basically and then moving forward though it would be positive for us. And on Northeast Energy Direct, we took really an immaterial charge and what we see is that it wasn’t going to be anything that was going to be in before 2019 at the earliest and so it really has a very minimal impact to our longer and short test. If anything at all, we’re still very comfortable with our 8% to 10% growth in net income over the five year period. And so I don’t see anything changing dramatically from that. And that is — we’ll see what happens going forward, but we were going to invest about $80 million over the five year horizon and so it really wasn’t going to impact us that much. Christopher Turnure Okay. So net, net really no change to that range that you gave and the optionality of that pipeline to go up to I think there was maybe a 12% ownership stake or something in that vicinity all kind of net backed to no change? Rich Nicholas Yes we could have got, it would have been up to 15%, but we never really — we didn’t factor that in because that was just the contract and depending on a lot of things happening with the RFPs and the EVC proposal that would have had to been consummated in New England for us to even get higher percentage. So net, net, we don’t see a change and we’re very comfortable with the 8% to 10% range. Christopher Turnure Okay. Great. And then maybe you could give us more detail on the Connect New York project. It’s I guess a 1,000 megawatts TC, but how long is it going to be? Could you give us any kind of CapEx numbers there and even though I guess it’s early stage and then maybe some information on how you’re thinking about timing and whether or not that’s in your current plan as well? Rich Nicholas Yes Bob Kump can fill in on that one. Bob Kump Yeah Chris, hi it’s Bob. So I think we spoke at our Investor Day back in February that this was not a project that at this point we had in our numbers, but one we were developed. As Jim mentioned in his remarks today, we are making a filing of that as part of a proceeding going on a public policy proceeding, a spin-off of the AC proceeding that’s been going on in New York. So that will be filed by the end of this month, in fact later this week. The details of the project itself in terms of cost and timing are to be determined, will not be made public as part of the instant proceeding, but we continue to move forward. The first phase of this would be let’s call an Article 7 filing to do that later this year. So everything remains on track with that. We’re having a lot of discussions with third parties about it. We continue to believe very strongly that this has a great fit given the situation as it exist currently in New York and that is insufficient transmission capabilities that stay, tremendous efforts by environmentalists to avoid anything overhead, excess capacity upstate and the threat of nuclear plants closing, which the Governor doesn’t want to see and so we really see this project solving a key issue facing New York State from a transmission standpoint. Christopher Turnure Great. Thank you very much. Rich Nicholas Thanks Chris. Operator Our next question comes from the line of [Felix Curman]. Unidentified Analyst Hi guys. Congratulations on a great quarter. Rich Nicholas Thanks. Unidentified Analyst Jim, I think you’ve touched on this in the last question, but you are still comfortable right with the 8% to 10% CAGR? Jim Torgerson Yes. Unidentified Analyst And then just mathematically speaking right, if we pick up $0.15, it’s roughly about 7.5% above your original ’16 guidance. If one were to just mathematically spread that out over the year 2014 through 2020 CAGR, can we pick up 1% on the CAGR over the term or no? Jim Torgerson What I’d say is we are looking at the 8% to 10% and we feel pretty comfortable with that. If you take 2014 where we were working off before and if you’re adding 7.5% at least in this year then we would probably say that its moving up a little bit, but we’re still 8% to 10% sounds pretty good right now. Unidentified Analyst Okay. Great, great and then just one quick question on the merchant PPA prices, can you just circle back and tell us how this price that you put here relates to the number you gave you in the Analyst Day and how you are thinking about that number going forward in your guidance. Jim Torgerson Well what we said in the Analyst Day is we were looking at something in the $27, $28 range. that was without the wrecks. So when you look at the merchant price you got to add the wrecks into that and the wrecks they vary in price from $5 and right now they were looking in the first quarter they were quite a bit higher. They were probably closer to $8 or $9 now across but they vary by region. I don’t know Frank do you want anything to do that? Frank Burkhartsmeyer No, that’s just in Jim we had that, you nailed it. Unidentified Analyst Okay. So this $30, $35 price here is higher than what you had expected at the Analyst Day? Frank Burkhartsmeyer No, no sorry, that’s consistent. Unidentified Analyst That’s consistent. And are you guys are assuming this phase flat through the period. Jim Torgerson Yes. Unidentified Analyst Okay. Okay. Thank you. Operator Our next question comes from the line of Paul Patterson. Paul your line is live. Paul Patterson Good morning. Jim Torgerson Hi Paul. Paul Patterson Just a few quick questions number one on the depreciable life change, was there any specific component or technology or one specific issue or couple of issues that led to that. Jim Torgerson The biggest thing was the dollars, they were laughing a lot longer than we would have expected, but then also you look at the transmission equipment that’s part of the wind farm whether they had transformers and sub stations and those type of things. Their average life was much longer and the towers were on the pads that we put in to support the towers were all of — would have a longer life. So basically the civil work and the transmission activity were the ones that we were looking not so much the turbine and the blades. Paul Patterson Okay. And was there anything that caused it to be revaluated specifically in the first quarter or just is that how it happens sort of coincidentally? Jim Torgerson Yes, it was more how it happens and how Iberdrola was looking at across the globe and all of their wind farms being what 15,000 megawatts that are operating and looking at their experience across the world and then doing the engineering analysis, so just so happened and came in the first quarter and we then applied it to what we have here in the U.S. and found it to be consistent and made sense to apply that change. Paul Patterson Okay. There was also another FERC ALJ ruling we expect to the California power crises that mentioned Iberdrola and Shell. Have you guys — does that have any impact on you guys and is there any reserve that’s been there before not that you could talk about? Jim Torgerson Paul, if there would have been a reserve, we really would have called it out. Certainly it has an impact from the stand but we’re going to have spend more of legal fees in order to keep pursuing this, but the fact of the matter is we believe our positions were well founded and we still believe that and FERC’s staff actually supported letting us out of that whole activity with the California. So we feel pretty strong with our position is sound and the ALJ came up with a recommendation we did not find that there was any market manipulation on our part and it was just a difference between what he felt was a contact price and what some stock prices were. That was the difference he was sitting and he felt that was high. So we believe in the end for the FERC Commission will find correctly and turn this around when the FERC, the whole Commission actually has the chance to look at it. Paul Patterson Okay. But if they did it, just because we do an ALJ ruling out there, how would — would it just be a one timer or something that you guys will have to deal with if they were to go with the ALJ rack or would that be an ongoing impact? Rich Nicholas It would be one time since we’re looking at the termination of what the — from the complaint what might have to be refunded and that’s something that hasn’t even been determined set. The ALJ didn’t even make that determination yet. There is no determination on that whatsoever. Paul Patterson Okay. Got it. Rich Nicholas Okay. Paul Patterson And then on the Guinea transmission retirement thing, if Guinea does not as you know New York is talking about keeping some of the new stuff and what have you, if Guinea was supported, would that impact Guinea retirement project at all? Bob Kump No this is Bob, that project as Jim mentioned is under construction as we speak and will be completed by the end of the first quarter of next year. There in the event that the plant closes, obviously our goal as an organization is to try to help the situation through things like Connect New York and improve transmission such that those plants can continue to operate have access to higher price markets. Paul Patterson And then just finally, the credit rating, what is the credit rating goal you guys have for the company? Jim Torgerson Well you just saw that we were upgraded from BBB flat to BBB plus. Our goal is to maintain a strong balance sheet and strong credit metrics. I wouldn’t say that we have an absolute target on any given agency or given rating. Paul Patterson Okay. But you want to expect it to change, you don’t have a substantially lower one or in general we should think that it’s general area that you’re now is pretty much where you want to be or is that safe to say or I don’t want to put words in your mouth? Rich Nicholas Well I think it reflects our financial position. Jim Torgerson We’re happy with where it is and obviously we could always see it go higher, but that’s what the rating agencies will determine but as Rich said we want to make sure we maintain a strong investment grade rating and that we can do finance all the projects we want to do. That’s the reason behind it. Paul Patterson Absolutely. Thanks so much. Operator Our next question comes from the line of [Andrew]. UnidentifiedAnalyst Thank you. Good morning guys. First a question on, you already talked a bit about the MED pipeline from an equity perspective what about for your LVT customers? Do you need to off-take agreements somewhere else now? Jim Torgerson Well the problem we have Andrew is that in Berkshire that the only pipeline that serves Berkshire. So we have a moratorium in place in Eastern division of our Massachusetts operation there and it’s small. But still we can’t add anymore customers up in Massachusetts in that Eastern division because we don’t have any more capacity. For the other utilities and the LDCs we have, we’re actually in very good shape and in Connecticut we have three pipelines starting on the New York, we’re in good shape. So we don’t really have that same issue. Where it’s going to be more significant is that the pipeline was thought to be more to be supplying for electric generation particularly in the winter when I think the capacity is all taken by the LDCs in New England. So that’s where we’re going to see some more problems potentially in the future. Our LDCs are in okay shape. We had all the supply we need to serve our existing customers. We’re not going to be able to grow as much in that one Eastern division of Massachusetts at this point because we don’t have additional capacity. We’ll be looking at alternatives, but some of them are going to clearly be higher price. If we have to put in more LNG or propane air, it’s going to cost more and is that something we should be doing to be able to serve additional customer, new customers and that’s I want to work out with the Massachusetts DPU. But for the other jurisdictions we’re in good shape. It’s just that we saw this pipeline is helping solve the problems in New England with electric generation. UnidentifiedAnalyst All right. Great. The next question is on integration. In the slides you mentioned Phase 1 and Phase 2, I know it’s early, but how many phases are there and do you have any sense how many years until you consider the two companies fully integrated? Jim Torgerson There is two phases, we’re in the Phase 2 now. I would expect that Phase 2 is going to vary, but I think we should be done with Phase 2 in let’s say 12 to 24 months timeframe and some of it are going to be significant software changes where we like our SAP system. We got to look at the configuration and the modules that are being utilized by each of the different companies and bring those together. They were all working off the same systems, modules and configurations. Now that’s going to take a little time and then the resources we have to build to do that along with all the other projects we have going on. So, I think the software activities will take a little longer, I think just integrating people, integrating processes and procedures, we’ll get that done this year. I would be pretty confident of that. Paul Patterson Great, next question we had asked at the Analyst Day about any guidance for effective tax rates, you had a chance to kindly go through that and give us a ballpark number a range what we can expect? Rich Nicholas When the 10-Q comes out for the quarter we’ll have an update on the effective tax rate for the quarter. Obviously the PTCs have an impact as you move forward in time but we haven’t put any specific effective tax rate guidance out there… Paul Patterson So that can be considered doing? James Torgerson We’ll take a look at it. Paul Patterson Okay. Fair enough. The last question, Jim I don’t mean to get personal here, but I know this has been new employment concept had some changes to the wording and particularly around change in control and severance plan. Is there anything that we should be reading into in terms of Avangrid either as a buyer or seller in this M&A market? Jim Torgerson Absolutely nothing to right in there. That’s just that the philosophy Avangrid has related to change in control and this is nothing new, nothing to read in. Paul Patterson Okay. Great. Thank you guys. And I was want to echo the comments, I appreciate the increased disclosure particularly around wind in the slide deck there. Jim Torgerson Thanks. Operator Our next question comes from the line of [Julian]. Unidentified Analyst Hi good morning. Jim Torgerson Hi, Julian, how are you doing? Unidentified Analyst Good, thank you for taking the time. So wanted to follow up on your connect line here, can you elaborate a little bit on the status of the project just vis-à-vis routing that’s been obtained the sliding etcetera. Then also I know you want to talk about cost per say, but elaborate at least on timing and it’s procedure to get this project approved. I suppose as part of the AC transmission our proposals do better. Jim Torgerson Correct, correct Julian. So yeah let me give a little more color. Obviously familiar with the base projects, it’s a 1,000 megawatt DC line eminating from essentially the Utica area utilizing the rights of oil along the true way down past the two congestion points into the New York City area, right that’s the general concept, it’s about 170, 180 miles roughly is the length of the project. Our view is as I mentioned we’ll submit as part of this AC proceeding on public policy, we will be working and filing the primary permitting application with the New York PSC 7 later this year. Everything went perfectly and how things are with the transmission projects, I would say the best you could hope for may be construction in the 18 and on timeframe. Unidentified Analyst Great. Excellent. And then can you elaborate a little bit on Upstate New York opportunities around the RPS expansion and what that means? I suppose obviously you were talking about New York Connect project today, but more holistically we’ve talked about nuclear earlier, but we’ve chipped in a little bit more on the emphasis on the eventual RPS and long term PPA opportunities in this that is forthcoming in the state. Jim Torgerson Yeah, I guess I’ll say beyond Connect New York we’ve mentioned the New York Transco. We’re working with other utilities on AC type transmission projects, again largely focused on system reliability as well as these congestion points from Upstate to Downstate. We’re working with the New York power authority on a project in the Western New York that would better enable hydro electricity access to the downstate region. So those are kind of transmission areas of focus. The other quite frankly is in addition to the nuclear looking for better markets. You have tremendous opportunities in around the park for wind and I will let Frank speak to that more, but we have a couple of operating farms already in that area and several I think were listed on the slide in this presentation in that area as well as potential opportunities for greater wind and as you correctly mention high on the radar screen of the government. So we’re tracking it from both ends. I don’t know Frank if you want to add anything else. Frank Burkhartsmeyer Well, just I’ll just affirm that we very actively maintained development opportunities in the New York area. We have to see how the rules play out in terms of the ability to do long-term contracts, which will make that more attractive to us. As we stated we’re only going to build where we can guarantee that we have long-term off take certainty. But we like the market obviously and we’ve got some really good development opportunities there that we’ve laid out on Slide 16. So we will stay tuned in and see how the policy changes there, but right now there is not a long-term energy market for renewables there but we’ll have to see how that evolves. Jim Torgerson And I guess the last thing I will then add is when you look at in particular our Connect New York project that emanates as I said. Unidentified Analyst You need something by 12. Jim Torgerson I am sorry. That project emanates in the Utica area and when you look at not only most of the nuclear facilities that are currently looking for better pricing, you’ve got up in Neymar 1 and 2, Fitzpatrick and then when you look at the projects that Frank has mentioned that are all off the Eastern edge of Ontario, I think again our project Connect New York fits well with where a lot of that potential generation both renewable and nuclear would reside. Rich Nicholas If you look at the renewable projects, as Frank mentioned we have almost, we have four projects potentially with almost 400 megawatts in the New York area that could add to the development of that. So as Frank said, we’re pursuing this pretty aggressively. Unidentified Analyst But any sense on timing for that PPA or an RFP in the state direction? Jim Torgerson I don’t think we’ve seen anything on RFP, at this point no. I think the key is going to be providing transmission access. And the other thing to keep in mind is the New York does have a renewable portfolio of standard now of 50% by 2030. So they’re going to be needing additional renewable resources and having those in state will be a plus and also them having the transmission to get it done in the marketplace in the New York City is going to be a plus. So I think all those factors are positive for us. Bob Kump And the Governor as you know has a keen interest in keeping those nuclear plants running and it’s proposal and the commission’s proposal around that specifically for the nuclear to support them, but we’re really looking at what’s the longer term option again for providing access to better priced markets for upstate generation. Unidentified Analyst All right, thank you. Jim Torgerson Thanks. Operator Our next question comes from the line of Andy Levi, Andy your line is on. Joe Zhou Hi this is Joe Zhou from Avon Capital. How are you? Jim Torgerson Good. Joe Zhou Just a follow up for the New York on the rent, is this a project that competing against the Compass project? Jim Torgerson I’m sorry which project? Joe Zhou Compass which developed by PBL? Jim Torgerson9 I guess to the extent that any project is looking to provide greater access for power to the New York City area, you could call it competing. Obviously that line my understanding of it, I don’t know lot about it but it is bringing power from PJM, not helping the market in Upstate, New York which is what the Governor is focused on. So from that perspective they’re very different project. But they’re all intending to provide greater access power. Obviously we are also focused on renewable energy and clean energy as part of this. Joe Zhou Okay. Great. Thank you. Jim Torgerson Okay. Operator There are no further questions in queue at this time. Jim Torgerson Okay. Well thank you everybody for participating to the extent you have other questions please don’t hesitate to contact our Investor Relations people, Patricia, Michelle, Carlotta would be very happy to answer your questions and thank you for participating today. Operator That concludes this morning’s teleconference. You may now disconnect your lines. Copyright policy: All transcripts on this site are the copyright of Seeking Alpha. However, we view them as an important resource for bloggers and journalists, and are excited to contribute to the democratization of financial information on the Internet. (Until now investors have had to pay thousands of dollars in subscription fees for transcripts.) So our reproduction policy is as follows: You may quote up to 400 words of any transcript on the condition that you attribute the transcript to Seeking Alpha and either link to the original transcript or to www.SeekingAlpha.com. All other use is prohibited. 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Active Power’s (ACPW) CEO Mark Ascolese on Q1 2016 Results – Earnings Call Transcript

Active Power, Inc. (NASDAQ: ACPW ) Q1 2016 Earnings Conference Call April 26, 2016 08:30 AM ET Executives Mark Ascolese – President and CEO Jay Powers – CFO and VP, Finance Analysts Craig Irwin – ROTH Capital Partners Amit Dayal – Rodman & Renshaw Operator Good morning, everyone. Thank you for participating in today’s conference call to discuss Active Power’s Financial Results for the Frist Quarter Ended March 31, 2016. With us today are Mr. Mark A. Ascolese, President and Chief Executive Officer of Active Power; and Mr. Jay Powers, Chief Financial Officer and Vice President of Finance. Following their remarks, we will open up the call for questions. Any statements made by management on this call that relate to future results and events are forward-looking statements based on Active Power’s current expectations. Actual results and the outcome of future events could differ materially from those projected in the forward-looking statements because of a number of risks and uncertainties, which are discussed in the company’s filings with the SEC and in the cautionary note regarding forward-looking statements in the company’s press release. Active Power assumes no obligation to update these forward-looking statements. On today’s call, the company will be referring to adjusted EBITDA, a non-GAAP financial measure. Adjusted EBITDA is reconciled to GAAP net loss in the company’s press release, which we encourage you to review. I would like to remind everyone, that this call will be available for replay via Active Powers’ website at www.activepower.com. Also please note that information presented on today’s call, speaks only as of today April 26, 2016. Any time sensitive information provided may no longer accurate at the time of the webcast replay. I would now like to turn the call over to the President and Chief Executive Officer of Active Power, Mr. Mark A. Ascolese. Sir, please go ahead. Mark Ascolese Good morning everyone. We issued a press release earlier today, announcing results for our first quarter ended March 31. There’s no way to dress up our results in the first quarter. We anticipated going in, but based on our low bookings in the fourth quarter that we turned in a poor sales performance. Our fourth and first quarters have been impacted by deferments in delivery for orders already in backlog that are anticipated to ship until later period, and buyers scrutinizing their capital investment spending during this downward cycle. Delaying orders being awarded. As disappointing is the results for us in the quarter, other trends we’re seeing in the cade are refined value proposition and activities that support this effort are having a positive impact. I’d like to take a few minutes to discuss where we’re seeing an increased interest for our products, specific actions we’ve take to support our sales organization, and early results from taking our story to the market. We’re generating interest from those customers who want to do more with less; that is less capital and operating spending, less downtime and less carbon emissions. This interest is particularly gaining momentum among healthcare and industrial operators where our technology is uniquely suited. In fact bookings for non-IT applications experienced double-digit growth in both total number and total dollar values than the first quarter of 2014 to the first quarter of 2016. Our success rate is also far better in these non-IT applications that in datacenter markets where a bias towards battery energy storage still exists. The concept to Total Cost of Ownership or TCO has been emerging at the forefront of business decisions as the market continues to be cost sensitive. This was certainly the sentiment of some of the largest product reserves of electrical infrastructure equipment for datacenters that we spoke with prior to our recent TCO thrust. It is important to note, these changes we are now addressing are not changes that we’ve driven our customers to make. The changes we are making are addressed to shift in demand and the questions being asked of us by our customers. In other words, as you might expect, customer are driving changes to industry dynamics and we are responding to highlight how our technology the same as we have been offering does a much better job of addressing their current and future needs as they might have previously perceived. These are profound advantages to working with Active Power solutions and now we have our TCO proposition front and center to make our case known. As we discussed on our last call, we’re now sharing at the very outset with perspective customers, how we can significantly lower their TCO, reduce our carbon footprint and improve their operations resiliency. We have been and continue to focus our efforts on tools to support our value proposition of 40% less cost, 12 times less likely to fail and nine times less carbon emissions by deploying our technology. These tools included tailored presentations for key vertical markets, a revamp TCO calculator, new white papers that back our TCO reliability claims and refinements to our web page. Our home page now places front and center the three industries we are pursuing; datacenter, healthcare and industrial manufacturing, enabling visitors to quickly get to where they need to go for more information. Each industry page is tailored to their respective audience and appeals to the customers’ strongest decision making drivers. These pages are chalked full of relevant case studies, solution guides, white papers and industry articles. I’d now like to share recent feedback from the field, where early indications point to our refined value proposition resonating with perspective customers. Earlier this year, we presented to our global foods producer to support one of the cardboard manufacturing plants in Central America. We led with our TCO story and demonstrated compelling cost savings versus conventional products due to our systems high efficiency, permanent energy storage and lower cooling requirements. With an approximately 4% UPS energy efficiency improvement over the competition in this scenario, and utility rates at an average of $0.21 per kilowatt hour, TCO savings are even more magnified particularly over a 15 year period. What keeps me excited is knowing the large datacenter market from which we generate roughly 50% of our revenues is increasingly up for grabs. Now more than ever, the legacy decision making for sticking with battery based solutions is seemingly yet gradually being second guess. By way of example, one of the leading e-tailers is coming to see us in the next few weeks because of our TCO. Also one of the world’s largest datacenter co-location provider is coming to see us because of our TCO. We anticipate these being really good sized deals and they are more out there. These developments have taken shape within the past few months since we repositioned our TCO and went to market with it and made a 15% decline in the three phased UPS market we serve. Put plainly, we aren’t concerned with the size or growth of the overall datacenter market. But we are concerned with significantly increasing our share of it and I like our chances of succeeding in that mission. We believe our success on the datacenter side of the market will be complemented by our success from the non-datacenter market. We’ve had productive discussions with three system designer integration firms to sell in the bottling companies to bundle their critical power equipment in support of their customers’ facilities. These firms manufacture filling lines and packaging equipment for the beverage industry. We have a proven track record in selling in to the bottling market having to deploy more than 45 wheels in UPS system and productions facilities in nine countries operated by one of the largest brewers in the world. We believe our experience and success in this market, coupled with a compelling value proposition has been well received. On the healthcare front, our value proposition is being embraced by the facilities and engineering networks we have been engaged with over the last few months. We’ve booked a UPS order earlier this month for medical research organization on the east coast as a direct result of our TCO story, which is anticipated to ship later this quarter. These efforts have also led us to a sales opportunity with a large healthcare operator in the Southeastern US that manages multiple hospitals. I recently returned from a trip to Singapore to meet with a large telecom company that is constructing a large co-location datacenter in the region. I was inspired by their response to our value proposition, specifically our TCO and sustainability advantage as interlines with their mission to provide resilient and energy efficient facilities that are reliable and cost efficient. As one of the leading datacenter developers in Asia, our stated mission represents the overall state of the industry for the foreseeable future and validates our TCO and value proposition. Further to these issues, the government of Singapore signed the Paris agreement on climate change on April 22, which will see the city state pledge submissions intensity by 36% by 2030 compared to 2005 levels. According to industry media source datacenter dynamics, datacenters there consume approximately 7% of the total energy used in the country, despite accounting for just 1% of the total land area. These factors favor Active Power and we’ve been aggressively building out our arsenal to make our presence more pronounced in Singapore and throughout the Asia-Pacific region. I’m excited to share that we received an order for four CleanSource HD UPS systems from the Singapore based telecom company, which was booked in the first quarter and is anticipated to ship this quarter. We anticipate building our future project phases with this new customers as well as targeting new prospects in the country. I’m also encouraged by the reception of our shift in sales strategy from these customers and by the marketing assets we’ve deployed and placed in the hands of our sales organization to go out and win business. We believe these are all positive steps that will enable field sales to clearly and distinctly demonstrate to perspective customers how we can save their money and reduce their impact on the environment. As I mentioned earlier, it is the customers who are driving change. Although they may seek change that addresses one purchasing decision be it TCO reliability or sustainability, they are increasingly open to change, they are also learning that beyond the primary reason for their change, we have to other main reasons to support their selection of Active Power. With our new sales and marketing strategy intact, our first quarter bookings include large follow-on UPS orders for an international brewer and a global technology company, both anticipated to ship in the second quarter. We also booked an order for CleanSource HD UPS for a shipment to western Africa later this year to support a production facility. We received a follow-on order for two of our modular prior products from a long standing customer for their co-location datacenter market in the mid-west. The two imposers will be deployed later this year and will make our CleanSource power systems onsite. Shipments in the quarter include two CleanSource HD unit for a healthcare facility in Florida which was awarded to our OEM partner Caterpillar. We also fulfilled orders for co-location datacenter in the UK, a pharmaceutical production farm based in Japan and a children’s hospital in Missouri. Before we go further, I’d like to turn the call over to Jay to give us more financial details about the quarter. I’ll then come back to provide some closing comments. Jay? Jay Powers As we anticipated and as Mark mentioned earlier, first quarter sales performance was driven by low bookings in the fourth quarter. Despite these challenges, bookings improved 25% to $10 million compared to the previous quarter, resulting in a book-to-bill ratio of 1.77. Bookings amount represent an anticipated revenue from products orders received during the period that are believed to be firm and from signed contracts for service works. Please refer to the supplemental information in our press release for more details regarding bookings. As we state, our business is inherently variable from quarter-to-quarter, so we longer term trends to be more meaningful as we access performance. First quarter revenues were $5.7 million down 56% compared to the first quarter of 2015 to 54% in the previous quarter. The decrease in revenue from both periods is due to lower product sales and service sales. We were impacted by both recent booking performance as well as customer project delays, resulting in deferral revenue to future periods. As a reminder, inherent variability in demand for our products contributes to quarterly fluctuations and mix as orders can range from multi-dollar MIS or UPS shipment to a single module UPS shipment for less than $100,000. One large MIS order in the quarter for example can have a significant impact in the business in a particular period. By region, revenue for the first quarter was $3.8 million in the Americas, a decrease of $6.1 million from the year ago period. In EMEA revenue was $900,000 down 2.1 million, in Asia revenue was $980,000, an improvement of $740,000. Please refer to the supplemental information in our press release for more detail on our revenue split by product and geography. The dollar amount of backlog was approximately $35.1 million at March 31. Of our total backlog, approximately $9.6 million is not expected to be filled in the following 12 months which includes long term service contract in UPS product orders. Backlog represents the amount of anticipated revenue from prior bookings at the end of period. Gross margin this quarter was 14% compared to 33% in the first quarter of 2015, and 25% in the previous quarter. The decrease in gross margin from both periods is primarily related to under absorption of fixed overhead cost to manufacturing against substantially lower product revenue and the decline in volume and service revenue which traditionally has higher margins. Total expenses were $4.7 million for the quarter, down $1.1 million from the first quarter of 2015 and 1.2 million from the previous quarter. The decreases were primarily due to lower payroll expenses, lower emissions and management’s focus on disciplined spending. In fact, the expenses are down 8 of the last 10 quarters. As we mentioned last quarter, we remain vigilant managing our expenses and identifying ways to improve operational efficiencies in light of current market conditions, while continuing to support the growth of the business. It is also worth noting, as we did last quarter, that problematic spending incurs through the regular course of business which can fluctuate from quarter-to-quarter and includes variable sales optimization, employee incentive compensation and product development activities for example. Adjusted EBITDA in the first quarter was a loss of $3.4 million compared to a loss of $864,000 in the year ago period. This compares to a loss in adjusted EBITDA of $2.2 million in the previous quarter. The decrease for both periods is primarily due to lower revenue resulting in higher net loss for the first quarter of 2016. Now turning to the balance sheet; we ended the first quarter with $11.2 million in cash, a decrease of $1.1 million from the end of the fiscal 2015. Cash requirements to fund any future working capital increases are expected to be funded through a revolving credit facility with Silicon Valley Bank, our outstanding borrowing amount at March 31 was $5.5 million. As a reminder and as we mentioned last quarter, we’ll not provide guidance, however we will continue to provide perspective and market trends that impact our business and growth prospects. This completes the financial portion of our presentation. I’d now like to turn the call back over to Mark. Mark Ascolese As we stated last quarter, we believe we will benefit from key industry drivers in 2016 as we emphasize our value proposition. Those market drivers include an increasingly cost conscious environment, a reduction in UPS run-time specifications, and a growing acceptance of modular design built. Our products and solutions can deliver significant capital and operating expense savings that reduces TCO by up to 40% over 15 years. Our products are 12 times less likely to fail compared to competitive offerings. Lastly and most importantly, our flywheel technology uses nine times less carbon than competitive offering over their use for life. Regardless of the overall market and the market size, we believe we can win an increasing share as our TCO sales strategies continue to gain traction. Although we have experienced two consecutive quarters of challenging business conditions, we remain focused on the depth of our fundamental long term planning. Our priorities remain unchanged and our aim is increasing bookings and backlog, improving operational efficiency and controlling cost. Expense and cash management is one that we will continue to emphasize from a strategic level, as initiatives on these fronts are particularly important in light of our performance and the condition of the markets we serve. We believe we’ll be in a position to capitalize on our earnings potential with an improved operating efficiency and meaningful leverage in our model as we continue to aggressively lead with our refined value proposition and as market conditions steadily improves. Now with that, we’ll be happy to open the calls to your questions. Question-and-Answer Session Operator [Operator Instructions] our first question comes from Craig Irwin of ROTH Capital Partners. Please go ahead. Craig Irwin – ROTH Capital Partners Mark can you may be discuss a little bit more the outlook for 2Q, how you see both your revenue and order progression taking shape? Mark Ascolese Okay, you know we don’t discuss specifics here, but we see a slightly improving market environment coupled with the fact that large customers, our large perspective customers are in fact engaging with us in this discussion of sustainability and cost. So we think, generally speaking, that bodes well going forward. Obviously our last two quarters you have to go back many years to see a performance at these levels. We do not expect for that to continue and we have shown progress in controlling expenses here and managing the cash. We expect that to also continue. Craig Irwin – ROTH Capital Partners My second question is related to the pipeline, could you may be give us some color on how you see the pipeline which changed since you reported your fourth quarter results, and update us on the potential for large orders to potentially materialize in the next quarter or two. Mark Ascolese Yeah, so we talked about this last quarter on our call. We’ve seen over the last let’s call it 15 months, a nice increase in opportunities coming in to the pipeline. And as we discussed on our last call, over the last 12 months, we have seen an increase in the number of jobs of over $1 million. We believe, especially since the fourth quarter of last year, we believe a portion of those opportunities are showing up because of the emphasis and the repositioning of the value proposition that we brought forth to the market. It will take time for deals that over $1 million to close, but we are feeling good at this point about the fact that there are more opportunities setting in the pipeline and that we are getting a favorable response to the discussions we have with prospects relative to our value proposition and relative to their interest in these technologies. Craig Irwin – ROTH Capital Partners My last question is related to expenses; so your bottom line number, I guess with the revenue was a big accomplishment, I mean that’s some pretty rigorous expense controls. Can you talk about whether or not this was more of a variable item or a timing or if there was anything one-time in there, and are you likely to add back expenses if we see the rebound in activity in the second half of the year. Mark Ascolese On a fundamental basis, we have for a company our size an inordinate amount of fixed overhead cost especially related to our factory. Those are costs that we can’t do a lot about in the short term. Every other cost in the company from headcount to salaries to any type of spending is a target for us to figure out how to manage and control. We’ve been doing that quite honestly for the last two and a half years. We got much more aggressive after the fourth quarter of last year with the bookings results and we do not plan on a short term to be adding cost back in to the business. I would have to see a couple of quarters of upward growth, let’s say the bookings number to do that. We would add variable direct labor cost in to the shop if need be obviously, which is not hard for us to do. So that would definitely be on the cards. Craig Irwin – ROTH Capital Partners Great, thank you for that and I guess strong execution given the revenue run in the quarter. Operator Our next question comes from Amit Dayal of Rodman & Renshaw. Please go ahead. Amit Dayal – Rodman & Renshaw Last quarter you indicate that the drop in revenue is more of a push-out versus loss of customers. Do you still believe these levels of revenues are not indicated with customer’s losses, could you just clarify the sharp drop in the year-over-year revenues from at least the product side? Mark Ascolese Yes. So I think what I said last quarter was that we did not lose some of the bookings you would anticipate in the fourth quarter. The customer didn’t go away, they didn’t cancel projects. As a matter of fact I think we lost one deal to the competition that we thought we were going book in the fourth quarter. That has continued in the first quarter of this year. Like you I am concerned that if that continues over some period of time there’s always a possibility the projects may get cancelled. We did experience in the first quarter the push-out of some of our backlog that we had anticipated shifting in the first quarter that has moved to the second quarter. Again, orders were not cancelled but product and inventory that we fully expected to ship did not and is moving to the second quarter. So we were not seeing cancellation of backlog at this point and we’re not seeing a loss of especially large projects that we anticipated wining. We are merely seeing a longer decision cycle, more protracted decision cycle in this environment. Not surprising, I just came out with their figures for 2015 and the North American market for example was down 15% last year in the prior ranges we participate in, and globally it was down double-digit. So it’s not surprising to see that kind of behavior in a market that is contracting like that. But we still have as I mentioned, we still see lots of opportunity in our pipeline and we still have additional opportunities coming into the pipeline every quarter, especially of opportunities above $1 million. Amit Dayal – Rodman & Renshaw So the revenues that were recognized in the first quarter were these sales generated in the first quarter or were they part of the backlog from previous quarters? What I find like how much of the revenues are coming in the in-quarter sales versus from previous backlogs. Jay Powers Amit, it really is a combination, throughout the quarter we routinely get book bill, for example in our service business. Our service business does often get – the repair and spare parts opportunity will rise within the quarter. The hot bed was the third was backlog that we had entering in to the quarter that we anticipated shipping within the quarter that customers notified us they’d be to reschedule for a variety of reasons including delays at the site and their build-out schedule. So like any quarter, it’s a mixture of stuff that came in from backlog and book-to-bill. Amit Dayal – Rodman & Renshaw And on the margin, once we sort of get back on historical levels of revenue should we expect margins to sort of bounce back to those levels. Is it just from the additional overheads that were not absorbed because of the lower revenues, is that the key driver for the lower margins this time. Jay Powers It absolutely is, as a matter of fact here, we continue to take cost out even within the gross margin area, some of the variable costs and other things. I would anticipate that when volume returns to more normal levels that I think we could actually enjoy higher gross margins as we don’t replenish on those costs and we continue to work hard on projects that cost reduce the product. We continue to look at the product and look at our supply chain for opportunities to take private cost out. So the margin is not an indication of price changes in the market. It’s really due to the amount of those fixed cost of people and overheads that were not able to absorb the significant decline in the volume in the quarter. Amit Dayal – Rodman & Renshaw Just one last question, backlogs improved slightly, is it more MIS or UPS products that’s stronger for you in terms of backlog. Jay Powers It also is a combination, we did have one large order for an MIS opportunity that was in Mark’s comments, a repeat customer that ordered two of our power house units which will contain our UPS system with inside the power house. So there was an increase in the MIS area, but the predominant number would be increase in UPS side of the business. Operator [Operator Instructions] our next question comes from John [Fanning] of [Coast Capital]. Please go ahead. Unidentified Analyst I want to dig a little bit deeper in to your non-datacenter projects. You’ve mentioned within the call that your pipeline’s getting better. In fact I think you mentioned a couple of firms are coming to see you soon. Why are you wining these projects over competitors and just from your perspective to the extent you can share, what do you think your success rate is for wining these projects maybe a little bit better than your datacenter projects. Mark Ascolese Well number one, we don’t have to overcome the issue of electrochemical storage with these customers. They are not pre-disposed to deploy those types of system, as a matter of fact they don’t like those type of systems because they really – if you’re talking about a shop full of production facility, they really don’t have the wherewithal to build special rooms and air conditioning and special environments to protect all that stuff. So first of all we don’t have that argument. Secondly when you look at our footprint and you look at our efficiencies and you look at the design life of the product and the cost to maintain it, we are head and shoulders above a double conversion battery based solution or even the drugs products that are out there. So it is just all around an easier sale for us to make, and the value proposition and the cost is really significant to the customer. And in these cases the customer may only be looking for 10 or 15 or 20 seconds of [life] through time where in datacenter applications they may be looking for more than that. So our solution to choose up with 15 second or 18 seconds also meets their design spec for that and we’re much more cost effective for example that super caps or some of these other technologies that are out there for bridging times in that order. Unidentified Analyst Mark, just if I can expand on this just a little bit more, for your non-datacenter versus datacenter deals from initial engagement to deal closing, I’m just asking kind of on the sales cycle, is it a little bit quicker, is it a little bit longer? Just give me some idea of what the sales cycle would be? Mark Ascolese So for a new customer last quarter we experienced 25% to 28% new customers again. For a new customer when we enter the project and early on when they’re just starting to figure about designing sector that can take a year in that market. If there’s an existing customer that we have supplied product to in the past, from the time we hear about a project to the time that we actually ship product can be half that time or even less. Sometimes we’ll hear about a product in the industrial space, a project that’s four months or five months out. We had one of those in the fourth quarter of last year, brand new customer. I think we talked about it on our last call. Where the opportunity came up and it was shipped within the quarter, they had a mean, we had a solution. They bought obviously our TCOs story and we were able to ship and commission the product for them. So it’s a little bit less than datacenters and the projects tend to be lower in value. Okay, so a typical datacenter project with a large datacenter operator can be a couple of million dollars or better. A very large opportunity in the industrial space could be a 1.2 million or 1.3 million. So difference in size generally speaking. Unidentified Analyst And just as a follow-up to my last question is, on your healthcare and industrial verticals the two that you’re going after can you give me some idea of kind of the market size and the dynamics that are shaping these two verticals and how you’re attacking both of these. Mark Ascolese So within the UPS market space, the UPS market that we address is around $1.6 billion, $1.7 billion. Within that space, first of all, datacenter is the largest vertical. Healthcare and industrial are the next two largest vertical and they happen to be growing at this point within the mix, where the datacenter space is not. And so they are significant markets in the $300 million to $400 million range that we are playing in they are growing. And forgot the second part of your question, you’re going to have to remind me. Unidentified Analyst Sure, it was the market size and kind of the dynamics, what’s driving growth within these markets. Mark Ascolese It’s a little bit different than a datacenter where they kind of have obviously an organized shutdown of the computer system that can take 30-40 seconds; they got to get generators up online. Typically in a manufacturing environment they want to have an organized shut down of a production line and that is normally counted in seconds. So they just want to stop the production line in an organized fashion and they want to stop the flow of raw material to the production line in an organized fashion, so that they don’t have to go in and clean out all their tubs and vessels and pipes. If they don’t do it in a realized fashion especially if it’s a glass operation where you break a lot of glass in a process, you also have to go and clean out everything and that could take a day, just to reset. So they are trying to solve the typical non-power anomalies that we resolve, but they are trying to do it in an organized fashion should there be an outage and they typically don’t to go to generators. And so they typically wanted to have a process that could be automated, that if there is an issue of power outage within a matter of let’s say 10 or 12 seconds, our equipment and their equipment working together and communicating together could have a very soft shutdown of their production line and then bring it back up online when the power comes back. And we fit what they are looking for obviously from a technical perspective. You add to that fact that we’re 60% smaller than a competitive solution and that are our maintenance requirements are de-minimus compared to the other solutions, and it’s just a very good solution for the customer. Operator Our next question comes from Tim [Macquarey] of Shardain Capital. Please go ahead. Unidentified Analyst Can you talk a little about pricing trends in the major product areas, and I think that’s it. Mark Ascolese In this industry there are four large multinational companies that compete and three of them sell battery based solutions, one of them sells a diesel rotary UPS system, and the guys that are selling the battery based solutions have over time learned to get all the cost out or a significant amount cost out of the upfront cost of their solutions. And the fundamental reason for that is because they have huge operating costs, after the first couple of years of an installation and that operating cost comes in the form of the requirement to check out the batteries every quarter and requirement to replace those batteries. Sometime between your three and your six, those are significant cost to a customer. Their systems also tend to be a little bit more less efficient. So let’s put it another way, we may use and do use less electricity in the fulfillment of our filling up of the power than they do. So when a customer is buying a product, they tend to look at upfront cost. And they will compare our cost to the upfront cost of the battery based solution and the mindset in many cases especially for large purchasers are, they were a little bit more expensive on the front end. This discussion we’re having about TCO is the education of those customers to show them that we’re really a cost parity at the front end and we can save them 40% over the life of the installation. And quite honestly money does talk in the industry and it’s a matter of showing those facts, it’s a matter of delivering the TCO calculator and letting the prospect apply all their known costs in to that model and to calculate the results for themselves and determine whether or not the packs that we present them are correct. And so that is the discussion we’re having with prospects and it is resonating obviously because these are hard dollars we’re talking about. We’re talking about what you pay for electricity every month, we’re talking about what you pay for maintenance every month, we’re talking about not having to replace massive bags of batteries and battery cabinets every so many years, over a 15 year life of a datacenter. Unidentified Analyst I get, I’m asking something a little bit differently is that even includes accounting for that discussion that you’re having and the lower total cost of ownership, what pricing trends are you seeing for your products. Have they been relatively flat, down at some normal price decline, increase, that’s what I’m trying to get at. Even accounting for those discussions what price experience have you had over the past let’s call it 6 to 12 months. Mark Ascolese Let’s talk about the US market first; we actually have kind of maintained price and we’ve done that mainly due to this TCO discussion. We’ve also done a lot of work on the margin side in some instances on large opportunities for we have to get a little more aggressive on price. We’ve got aggressive cost out programs going on within the company. In places like Europe where the euro has declined so much in value, it’s a very big issue for us, and we’re still selling at premium over there. We’ve not been able to raise prices over there, obviously we’ve had to lower our prices somewhat, and we’ve had to make concerted effort on the TCO story to offset what’s going on with the euro currency valuation. Plus our major competitors in Europe, people like Piller, Eurodiesel, and Hitec are all European based companies, and so in that market we tend to have a harder time against those guys than we do in other markets. But we’ve been, at least in the last 2.5 years, we’ve been able to maintain pricing good here. We’ve not been able to raise price, but we’ve been able to maintain price and we’ve been able to get cost out of the product. Operator This concludes the question and answer session. I’d like to turn the conference back over to the management team for any final remarks. Mark Ascolese Thank you for being on our call this morning. On behalf of the entire senior management team, our employees and our Board, I would like to express our appreciation for your continued interest in and support of Active Power. We look forward to speaking to you again next quarter. Operator Thank you, sir. This now concludes today’s call. Thank you for joining us. You may now disconnect. Copyright policy: All transcripts on this site are the copyright of Seeking Alpha. 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How To Survive The Coming Market Crash

If we have an atom that is in an excited state and so is going to emit a photon, we cannot say when it will emit the photon. It has a certain amplitude to emit the photon at any time, and we can predict only a probability for emission; we cannot predict the future exactly. —Richard Feynman This week, the S&P 500 finally broke through its 2,100 level, despite a huge influx of negative earnings reports . Though it failed to hold, the resistance has been tested. We ask whether the fundamentals of the stocks in this index could justify a true breakthrough of this resistance level. Much of this 7-year rally has been bolstered by central bank stimuli and stock buybacks. Both of these catalysts are coming to their ends. Most notably, as pointed out by Seeking Alpha contributor Gary Gordon, corporations are abandoning their buyback programs as a result of debt concerns. The next market crash will inevitably be labeled a “debt” or “balance sheet” market crash – allow me to explain: The Japanese market crash of the 1990s was caused by companies selling their assets to pay off debt. Individually, each company was doing the logical thing: Cleaning its balance sheets. However, when the majority of corporations engage in this action at once, you have a situation in which no companies are borrowing – despite ZIRP. The quiet liquidation of assets to pay off debt leads to a market crash that is stealthy at first but quickly turns into a landslide. The problem in the current market is investors’ ignorance of such an activity in favor of the go-to data, such as strong nonfarm payroll reports and interest rates. When we see such positive data, we feel the equity prices are justified. The problem is that if the economy really does look good, the Federal Reserve (the Fed) will have no choice but to “slow things down” by raising interest rates; and we all know what happened last time the Fed raised rates. That is, we are in trouble either way. On the one hand, if the fundamentals as per company activities and earnings look bad, the market should react negatively. On the other hand, if economy data supports a strong economy, the “data-driven” Fed must raise rates, which will cause a market correction. It seems that in either case, the 2,100 level of the S&P 500 should not hold for long. From a technical standpoint, the S&P 500 is stuck between 1,810 and 2,134. If this condition holds, we have much more downside at the 2,100 level than upside; i.e., a downward movement can bring us down 300 points but an upward movement is unlikely to bring us up more than 30 points. One problem with earnings being so poor is that the drop in earnings necessarily raises the P/E of stocks in the S&P 500. We are looking at an average P/E of 25. Falling earnings should be seen as a warning sign that the P/E is on the rise – that stocks are becoming increasingly expensive. The natural – logical – reaction would be to sell stocks and instead short stocks or buy bonds and other non-correlated investments, such as gold . Still, the market could continue to rise, as a result of short squeezes and algorithmic trading, which makes up 50% of the market’s trades. A new all-time high could be on the horizon, but it would be historical: The first all-time high created by a short squeeze, not by fundamentals. The question we must ask now is whether a reversal is also on the horizon. Thesis Corporate debt will be the catalyst for the next market crash. This market crash will be the result of balance sheet recession, which was the same type of recession that caused the Japanese market crash. This type of crash is fueled by debt: Corporate debt reaches all-time highs Companies begin to default Other companies begin paying off their debt out of fear To pay off this debt, assets are sold (this is where the crash begins) Borrowing slows The government lowers interest rates to attract borrowers Monetary policy fails because it relies on the assumption that borrowers always exist The economy grinds to a halt Investors move their capital into savings and precious metals, as bonds and equities no longer pay off Food for Thought Balance sheet recessions are basically invisible because only two groups of people look at balance sheets: fundamental investors and creditors (banks). The latter group only wants to know the probability that a company will default. The former group only sees the trees – not the forest. To put it more clearly, think of it this way. If you’re an investor looking at company ABC and you notice ABC paying off debt, you’ll think of this as a bullish indicator. After all, paying off debt is the responsible thing, especially when the company’s debt is at record-high levels. However, the point of a company is to invest your money better than you can. If that company is not investing but paying off debt, it is ignoring its main duty. In addition, paying off debt is not part of the growth cycle of a business, and a company spending its money to reduce debt is therefore not a worthwhile investment. As for how this relates to a market crash, investors look at companies individually. Rarely would an investor note that the result of a massive number of companies engaging in debt reduction equates to a lack of borrowing, which equates to the government engaging in new fiscal and monetary policies – the latter of which fails during the beginning stages of a balance sheet recession, and the former only softens the blow, delaying the inevitable. When we step back and look at company behavior as a whole, we begin to see the forest: Paying debt when interest rates are near-zero is the sign of a recession. What spurs debt reduction? Defaults, exposure to debtors at risk of default, and heightened overall default risk. Food for thought: Click to enlarge The Contrarian Strategy We should always be hedged against a Japan-like market crash. But going short on the S&P 500, such as via the SPDR ETF (NYSEARCA: SPY ) could be dangerous during a phase in which government intervention and short squeezes could bring us to new highs. Instead, I recommend a ratio back spread: Click to enlarge Here, we short an out of the money (OTM) put option with a near strike price and buy two OTM put options with a far strike price and long expiration date. This position is taken when we think a large downward movement will happen in the future for SPY but simply cannot pinpoint when. Here, we are delta neutral and theta positive, which means that the small, daily fluctuations of the SPY will only help us profit via time decay. However, once a large downward move takes place, we will see the profit of the above option strategy skyrocket, as the delta for the bought put will increase much more quickly than that of the sold put (note how gamma is negative). Vega is high, implying that any volatility change in the SPY will lead to an increase in the above spread. With market volatility at a relative low, now is a good time to open such a spread. We only need to do one thing to manage the spread: Roll over the front-end put every month. That is, every month, sell a monthly put option that is roughly $10 out of the money. In this way, we keep the strategy delta-neutral and theta positive. Happy trading. Learn More about Earnings My Exploiting Earnings premium subscription is now live, here on Seeking Alpha. In this newsletter, we will be employing both fundamental and pattern analyses to predict price movements of specific companies after specific earnings. I will also be offering specific strategies for playing those earnings reports. In our last four newsletters, have accurately predicted earnings beats 100% of the time. In the most recent newsletter, we predicting how Microsoft (NASDAQ: MSFT ) will react after its upcoming earnings report. Request an Article Because my articles occasionally get 500+ comments, if you have a request for an analysis on a specific stock, ETF, or commodity, please use @damon in the comments section below to leave your request. Disclosure: I/we have no positions in any stocks mentioned, and no plans to initiate any positions within the next 72 hours. I wrote this article myself, and it expresses my own opinions. I am not receiving compensation for it (other than from Seeking Alpha). I have no business relationship with any company whose stock is mentioned in this article.