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8-K - 8-K - Sunworks, Inc. | sunworks8k031616.htm |
Exhibit 99.1
Nasdaq: SUNW Investor Presentation March 2016 Take Your Power Back
Safe Harbor Statement This presentation contains forward-looking statements that involve risks and uncertainties, including statements regarding relating to our future business expectations and predictions and financial conditions and results of the operations. These forward-looking statements are based on our current expectations and projections about future events and they are subject to risks and uncertainties known and unknown that could cause actual results and developments to differ materially from those expressed or implied in such statements. In some cases, you can identify forward-looking statements by terminology, such as “expects,” “anticipates,” “intends,” “estimates,” “plans,” “believes,” “seeks,” “may,” “should”, “could” or the negative of such terms or other similar expressions. They include statements regarding the timing and expected benefits of our acquisitions and acquisitions strategy, and also include statements relating to or regarding: estimates and projections for our 2015 financial results; plans and strategies for growth; expectations for the market for solar energy; and other objectives, expectations and intentions and other statements that are not historical facts. These forward-looking statements are based largely on the expectations of the Company and are subject to a number of risks and uncertainties. These include, but are not limited to, risks and uncertainties associated with: the impact of economic, competitive and other factors affecting the Company and its operations, markets, product, and distributor performance, the impact on the national and local economies resulting from terrorist actions, and U.S. actions subsequently; and other factors detailed in reports filed by the Company. Forward-looking statements should not be read as a guarantee of future performance or results, and will not necessarily be accurate indications of the times at, or by, which such performance or results will be achieved, if at all. A full discussion of our operations and financial condition, including factors that may affect our business and future prospects is contained in documents we have filed with the SEC and will be contained in subsequent filings with the SEC. While we believe that our assumptions are reasonable, it is very difficult to predict the impact of known factors on, and it is impossible to anticipate all factors that could affect, our actual results. We undertake no obligation to publicly update or revise any forward-looking statement as a result of new information, future events or otherwise, except as otherwise required by law. * Nasdaq: SUNW
Investor Highlights One of the fastest growing solar system providers in the Western USDisciplined and selective approach to acquisitions in the consolidating solar power industryFull Service Solar IntegratorTechnology and manufacturer agnostic model provides flexibility in designing customer solutions * Sunworks provides solar panel power systems for the residential, commercial and agricultural markets in the western U.S. 100% Organic Growth Net Income and Positive Free Cash Flow Customer referral rate >40% and growing Low customer acquisition costs Residential Competitive Win Rate > 90% Consolidating industry with > 600 acquisition targets in California alone Nasdaq: SUNW
Solar Market Overview * Extension of the solar Investment Tax Credit (ITC) is expected to foster ~$40B in incremental investment in solar between 2016 and 2020 US Solar Build by Customer Segment(GW) Sources: Bloomberg New Energy Finance, EIA 826, 860 and 861.. Nasdaq: SUNW
Opportunities in Target Market * Primarily focused on building critical mass in acquisition target-rich Western US markets Target market of CA and NV represents~60% of U.S. market U.S. PV Installations(MWDC, Q3 2014) Sources: US Department of Energy SunShot Initiative Report January 20, 2015, SEIA. Targeting acquisitions in consolidating CA market > 600 installers across a range of system capacities in CA alone Nasdaq: SUNW
Enhances customer acquisition Tech support, warranties, 24 hour on-site response time for service Customer Centric Operating Model Nasdaq: SUNW * > 80% of our customers say they would buy from us again Customer Financing Support Proprietary Scalable CRM system After-sale customer support Enterprise Resource Management Facilitates more efficient integration of acquisitions Flexibility in working with different financing methods
Customer-Focused Financing Alternatives Nasdaq: SUNW * Uniquely focused on providing customers with ability to purchase solutions for a faster payback and higher return on investment Lowest Net System CostEligible for investment tax credit (ITC)No Monthly PaymentExemption from future utility rate hikes20 year total payments are ~1/3 of total lease paymentsHighest Total Value of SystemHome value appreciation… greater flexibility if home is sold Refer to Slide #22 in Appendix for additional detail regrading financing alternatives
Competitive Landscape * We are a Different Kind of Solar Company Solar City SunEdison Vivint Sunworks Primary Market(s) National National 12 States and DC CA, NV Model Sale, Lease & PPA Sale, Lease & PPA Sale, Lease & PPA Sell Ownership Referral % <30% <30% <30% Residential >40%~70% including commercial Profitability No No No Yes Staffing High turnover High turnover High turnover Low turnover Focus 1. Customer First2. Deliver Superior Value3. Do what we say we will do Head to Head Competition 92% success vs. major solar companies Nasdaq: SUNW
Targeting Acquisitions for Growth Nasdaq: SUNW * Solar integration industry is highly fragmented with opportunities for further consolidation at attractive valuations $15M - $50M in annual revenue Willingness of management to build the business and work with team Residential and Commercial Western United States Target-rich landscape> 600 installers in CA aloneLarge # of installers have limited resources to scale business, andHave limited exit opportunitiesAcquisition and integration experience increase probability of successFirst-mover advantage… limited competition from other acquirers Disciplined approach with clear target selection criteria
Recent Acquisitions * Acquired and integrated growing, profitable businesses to leverage synergies and expand coverage Date: January 2014Revenues:$8.5M (2013)Growth: >100% since 2012Profitable each year since foundingMarket: Commercial, agricultural and residential in N. CAStrong operational management team Date: March 2015 Revenues: $7.2M (2014)Growth: >50% annual since foundingMarket: Commercial & industrial in S. CAOutsourcing subcontractor modelRetained founder and management team Date: December 2015Revenues: $14M (2015)Growth: Average >100% since 2013Market: Commercial and agricultural in N. CAUnique racking system capability with huge labor savingRetained founder and management team Nasdaq: SUNW
* Unique blend of targeted marketing and lead generation support high win rates and low customer acquisition costs Marketing Strategy for Organic Growth Targeted Marketing Referrals Robust referral network… virtually 100% of commercial and ~40% of residential business leads are generated by referrals Radio programming, media coverage, trade shows, and outreach Getting it right the first time and standing behind our work Strong Reputation Expand Funding additional initiatives to aggressively grow residential business Nasdaq: SUNW
Financial Results * Strong revenue growth with increasing profitability Quarterly Revenue and Gross Margin ($ in millions) * Our expected 2016 financial results are based on management’s views and expectations. These expected results should not be read as a guarantee of future performance or results, and will not necessarily be accurate indications of the times at, or by, which such performance or results will be achieved, if at all. Annual Revenue and Gross Margin Nasdaq: SUNW
Annual Revenue by Division * Acquired divisions growing organically and leveraging synergies with Sunworks ($ in millions) Nasdaq: SUNW
An Increasing Backlog of Business * ($ in millions) Building a base for future growth with a book-to-bill ratio >1.0 Nasdaq: SUNW Backlog refers to the accumulation of all signed contracts that have not yet been completed
A Solid Balance Sheet *5 A solid and improving balance sheet to support growth plans 12/31/15 12/31/2014 Cash $12,040 $414 Total Assets $34,864 $6,721 Total Debt $3,860 $1,778 Total Liabilities $11,322 $4,761 Total Shareholders’ Equity $23,542 $1,960 Current ratio 2.1:1 0.8:1 Working capital $11,674 ($743) ($ in thousands) Nasdaq: SUNW
A Solid Balance Sheet * A solid and improving balance sheet to support growth plans 12/31/15 12/31/2014 Cash $12,040 $414 Total Assets $34,864 $6,721 Total Debt $3,860 $1,778 Total Liabilities $11,322 $4,761 Total Shareholders’ Equity $23,542 $1,960 Current ratio 2.1:1 0.8:1 Working capital $11,674 ($743) ($ in thousands) Nasdaq: SUNW
Capital Structure * Well-capitalized with low level of debt... provides stability and additional capacity for growth Book Value of Capital $27.4M Total Capital 86% Book Value of Equity 14% Total Debt Nasdaq: SUNW
Cash Flow Activity Nasdaq: SUNW * Strong Cash Position and Access to Capital
Executive Management Team * Deep executive management, M&A and solar operations experience JAMES NELSON – Sunworks CEO20+ years in Private Equity with consolidation experience (Peterson Partners, Millennial Capital Partners)Mgmt. Consulting (Bain & Co.)MBA, Brigham Young University TRACY WELCH – Sunworks CFOCFO with large companies (Ambre Energy, Global Ethanol, Schwan’s)Led IR as Treasurer at Iomega ($2B former NYSE listed)M&A execution & integration of 40 acquisitions ($10M - $500M)MBA, University of Utah ABE EMARD – Sunworks COOCo-founder of SUNworksVP Business Development, Emard ElectricC-10 Electrical License20 years construction managementConstruction Mgmt studies, UC Davis DANNY MITCHELL – Commercial SoCalFounder of MD EnergyChief Operating Officer and Director, Fullmer ConstructionA, B, C-10 Licenses25 years construction management KIRK SHORT– Commercial NorCalFounder of Elite SolarC-46 License15 years construction and solar management in 4 states EMIL BEITPOLOUS – Residential Co-founder of SUNworksGeneral Superintendent for Emard Electric General Contractor B License20 years construction managementConstruction Mgmt studies, Chico State Nasdaq: SUNW
Investor Highlights One of the fastest growing solar system providers in CADisciplined and selective approach to acquisitions in the consolidating solar power industry“One-stop” shop for solar needsTechnology and manufacturer agnostic model provides flexibility in designing customer solutions * Sunworks provides solar panel power systems for the residential, commercial and agricultural markets in the western U.S. 100% Organic Growth Net Income and Positive Free Cash Flow Customer referral rate >40% and growing Low customer acquisition costs Residential Competitive Win Rate > 90% Consolidating industry with > 600 acquisition targets in California alone Nasdaq: SUNW
Contact Information * Sunworks, Inc.www.sunworksusa.comJames Nelson, President & CEOjnelson@sunworksusa.com916.409.6900Tracy Welch, CFOtracy@sunworksusa.com916.409.6900Hayden IR - Investor RelationsRob Fink, Managing Director rob@haydenir.com646.415.8972 Nasdaq: SUNW
Appendix Nasdaq: SUNW
Financing Alternatives * Providing the lowest cost, highest value financing alternative Local Utility Purchase to Own Finance to Own Lease System Cost $27,600 $30,924 ITC Benefit $8,280 $9,277 Net System Cost $19,320 $21,647 Interest Rate 6.5% Year 1 Monthly Payment $220 $160 $176 20 Year Avg. Monthly Payment $405 $0 $160 $234 20 Year Total Payments $97,114 $19,320 $38,400 $56, 176 Est. 20 Year Utility Savings $97,114 $97,114 $97,114 Est. Value Added to Home $35,000 $35,000 Negative Must be Transferred Net 20 Year “Value” of System $0 $112,794 $93,174 $40,937 Nasdaq: SUNW
Leading-Edge Technology * High Efficiency Design to Produce 200% of the Power Output of Conventional Solar Cells Revolutionary Design maximizes the conversion of sunlight into electricity High Efficiency… utilizing a 3D design increases conversion efficiency Wide Angle Light Collection… capturing more light in the morning and evening hours, as well as winter months when the sun is not directly overheadAs a result… patent-pending 3D cell can produce 200% of the power output of conventional cells… reduces payback period by >40% Nasdaq: SUNW