Q1 2026 Impinj Inc Earnings Call

April 29, 2026

Operator 2: Welcome to Impinj's Q1 2026 financial results conference call. All participants will be in a listen-only mode. After today's presentation, there will be an opportunity to ask questions. Please note, this event is being recorded. I would now like to turn the conference over to Mr. Andy Cobb, Vice President, Corporate Finance and Investor Relations. Please go ahead.

Operator: Welcome to Impinj's Q1 2026 financial results conference call. All participants will be in a listen-only mode. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star, then one on a touch-tone phone. To withdraw your question, please press star and then two. Please note, this event is being recorded. I would now like to turn over the conference to Mr. Andy Cobb, Vice President, Corporate Finance and Investor Relations

Andy Cobb: Thank you, Nick. Good afternoon, and thank you all for joining us to discuss Impinj's Q1 2026 results. On today's call, Chris Diorio, Impinj's Co-founder and CEO, will provide a brief overview of our market opportunity and performance. Cary Baker, Impinj's CFO, will follow with a detailed review of our Q1 financial results and Q2 outlook. We will then open the call for questions. You can find management's prepared remarks plus trended financial data on the company's investor relations website. We will make statements in this call about financial performance and future expectations that are based on our outlook as of today. Any such statements are forward-looking under the Private Securities Litigation Reform Act of 1995. Whereas we believe we have a reasonable basis for making these forward-looking statements, our actual results could differ materially because any such statements are subject to risks and uncertainties.

Speaker #2: call for questions. You can find management prepared remarks plus trended financial data on the company's investor relations website. We will make statements in this call about expectations that are based on our outlook as of today.

Speaker #2: Any such statements are forward-looking under the private securities litigation reform act of 1995. Whereas we believe we have a reasonable basis for making these forward-looking statements, our actual results could differ materially, because any such statements are subject to risks and uncertainties.

Speaker #2: We describe these risks and uncertainties in the annual and quarterly reports we file with the SEC. We do not undertake an expressly disclaim any obligation to update or alter our forward-looking statements except as required by law.

Andy Cobb: We describe these risks and uncertainties in the annual and quarterly reports we file with the SEC. We do not undertake and expressly disclaim any obligation to update or alter our forward-looking statements except as required by law. On today's call, all financial metrics, except for revenue or where we explicitly state otherwise, are non-GAAP. All balance sheet and cash flow metrics, except for Free Cash Flow, are GAAP. Please refer to our earnings release for a reconciliation of non-GAAP financial metrics to the most comparable GAAP metrics. Before turning to our results and outlook, note that we will participate in the 2026 Evercore TMT Global Conference on 2 June in San Francisco. We look forward to connecting with many of you this quarter. I will now turn the call over to Chris.

Speaker #2: On today's call, all financial metrics except for revenue or where we explicitly state otherwise are non-GAAP. All balance sheet and cash flow metrics except for free cash flow are GAAP.

Speaker #2: Please refer to our earnings release for reconciliation of non-GAAP financial metrics to the most comparable GAAP metrics. Before turning to our results and outlook, note that we will participate in the 2026 Evercore TMT Global Conference on June 2nd in San Francisco.

Speaker #2: We look forward to connecting with many of you this quarter. I will now turn the call over to Chris.

Speaker #3: Thank you, Andy. And thank you all for joining the call. Our first quarter results were solid, with revenue and adjusted EBITDA exceeding the top end of our guide range.

Chris Diorio: Thank you, Andy, and thank you all for joining the call. Our Q1 results were solid, with revenue and Adjusted EBITDA exceeding the top end of our guide range. endpoint ICs bookings hit an all-time record, driven by the custom ASIC ramp at our second large North American supply chain and logistics end user, our market-leading share position, retailer rebuys, and customers booking beyond our standard lead times amid lengthening competitor lead times. Looking further out, we're approaching H2 2026 prudently, hedging against multiple possible macro scenarios. Starting with endpoint ICs, the RAIN Alliance has now released the 2025 industry volumes, and our market share grew 1,700 basis points over 2024. That share gain is a springboard for strong Q2 demand. We believe we can meet that demand in the multiple scenarios we are modeling.

Speaker #3: And when I see bookings hit an all-time record, driven by the custom ASIC ramp at our second-largest North American supply chain and logistics end user, our market-leading share position, retailer rebuys, and customers booking beyond our standard lead times, amid lengthening competitor lead times.

Speaker #3: Looking further out, we're approaching second-half 2026 prudently, hedging against multiple possible macro scenarios. Starting with Endpoint ICs, the RAIN Alliance has now released the 2025 industry volumes and our market share grew 1,700 basis points over 2024.

Speaker #3: That share gain is a springboard for strong second-quarter demand. We believe we can meet that demand in the multiple scenarios we are modeling. Looking forward, we are focused on using Gen2X and enterprise solutions to spur preference for our Endpoint ICs and grow our share further.

Chris Diorio: Looking forward, we are focused on using Gen2X and enterprise solutions to spur preference for our endpoint ICs and grow our share further. Q1 inlay partner inventory declined sequentially as expected, so we enter the Q2 with healthy channel inventory and clear air to execute our strategy. Turning to our opportunities in supply chain and logistics, we shipped meaningful volumes of the custom ASIC in the Q1 and expect those volumes to more than double in the Q2, with the end user on track to fully convert to that ASIC before year-end. That ASIC opens the door for us to migrate upstream to our customer's customers, delivering ICs, readers, and solution software that improve item visibility and traceability at a double-digit number of accounts. In retail apparel, we expect endpoint IC demand to increase in the Q2.

Speaker #3: First quarter inlay partner inventory declined sequentially as expected, so we enter the second quarter with healthy channel inventory and clear air to execute our strategy.

Speaker #3: Turning to our opportunities, in supply chain and logistics, we shift meaningful volumes of the custom ASIC in the first quarter and expect those volumes to more than double in the second, with the end user on track to fully convert to that ASIC before year-end.

Speaker #3: That ASIC opens the door for us to migrate upstream to our customers' customers, delivering ICs, readers, and solution software that improve item visibility and traceability at a double-digit number of accounts.

Speaker #3: In retail apparel, we expect Endpoint IC demand to increase in the second quarter. Multiple new end users are speaking openly about RAIN adoption including a large European brand with whom we are closely engaged.

Chris Diorio: Multiple new end users are speaking openly about RAIN adoption, including a large European brand with whom we are closely engaged. We are proving the benefits of Gen2X in retail, for example, by using it to dramatically improve item readability at a large Asia-based lifestyle brand and unlock a significant share shift opportunity. In general merchandise, we're focused on cosmetics, personal care, and health, with the goal of unlocking significant incremental endpoint IC opportunities and again, demonstrating the benefits of Gen2X. Food volumes are growing modestly as expected, with the bakery rollout on track to double the number of deployed stores this year. Also in food, we and our partners beat the self-checkout readability targets set by the European grocer to progress to a store pilot. Although still early, full-store grocery self-checkout enabled by our endpoint ICs and software is a massive opportunity.

Speaker #3: And we are proving the benefits of Gen2X in retail, for example, by using it to dramatically improve item readability at a large Asia-based lifestyle brand and unlock a significant share shift opportunity.

Speaker #3: In general merchandise, we're focused on cosmetics, personal care, and health, with the goal of unlocking significant incremental Endpoint IC opportunities and, again, demonstrating the benefits of Gen2X.

Speaker #3: Food volumes are growing modestly as expected, with the bakery rollout on track to double the number of deployed stores this year. Also in food, we and our partners beat the self-checkout readability targets set by the European grocer to progress to a store pilot.

Speaker #3: Although still early, full-store grocery self-checkout enabled by our Endpoint ICs and software is a massive opportunity. Overall, we are making strong progress advancing supply chain and logistics, general merchandise, and food to fill in behind retail apparel, which is now in mainstream adoption.

Chris Diorio: Overall, we are making strong progress advancing supply chain and logistics, general merchandise and food to fill in behind retail apparel, which is now in mainstream adoption. On the development front, we're growing our software and solutions teams to help solve end-to-end enterprise systems problems. We upgraded the processor and memory in our flagship reader to better support machine learning at the edge, helping us address those enterprise systems problems. Because the solutions almost invariably need Gen2X, we drive preference for our endpoint ICs at the same time. We also continue advancing Gen2X, for example, with a forthcoming update to our reader ICs and readers that improve M800 tag read range by up to 25%. In closing, we have an enviable market position, endless opportunities in front of us, good product supply, and a strong wind at our backs.

Speaker #3: On the development front, we're growing our software and solutions teams to help solve end-to-end enterprise systems problems. We upgraded the processor and memory in our flagship reader to better support machine learning at the edge, helping us address those enterprise systems problems.

Speaker #3: And because the solutions almost invariably need Gen2X, we drive preference for our Endpoint ICs at the same time. We also continue advancing Gen2X, for example, with a forthcoming update to our reader ICs and readers that improve M800 tag read range by up to 25%.

Speaker #3: In closing, we have an enviable market position in this opportunities in front of us, good product supply, and a strong wind at our backs.

Speaker #3: As we continue driving our bold vision, I remain confident in our market position and energized by the opportunities ahead. But faced with today's unpredictable macro, we're approaching the second-half prudently, even as we pursue market share solutions successes and growth.

Chris Diorio: As we continue driving our bold vision, I remain confident in our market position and energized by the opportunities ahead. Faced with today's unpredictable macro, we're approaching the H2 prudently, even as we pursue market share, solutions, successes, and growth. As always, before I turn the call over to Cary for our financial review and Q2 outlook, I'd like to again thank every member of the Impinj team for your tireless effort. I feel honored by my incredible good fortune to work with you. Cary?

Speaker #3: As always, before I turn the call over to Carrie for our financial review and second-quarter outlook, I'd like to again thank every member of the Impinj team for your tireless effort.

Speaker #3: I feel honored by my incredible good fortune to work with you. Carrie?

Speaker #2: Thank you, Chris, and good afternoon, everyone. First quarter revenue was $74.3 million, down 20% sequentially from $92.8 million in fourth quarter 2025, and flat year-over-year from $74.3 million in first quarter 2025.

Cary Baker: Thank you, Chris, and good afternoon, everyone. Q1 revenue was $74.3 million, down 20% sequentially from $92.8 million in Q4 2025, and flat year over year from $74.3 million in Q1 2025. Q1 endpoint IC revenue was $63.2 million, down 16% sequentially from $75.2 million in Q4 2025, and up 3% year over year from $61.2 million in Q1 2025. Endpoint IC revenue exceeded our expectations, driven by turns orders. Looking forward, we expect Q2 endpoint IC product revenue to increase sequentially on the favorable side of normal seasonality.

Speaker #2: First quarter Endpoint IC revenue was $63.2 million, down 16% sequentially from $75.2 million in fourth quarter 2025, and up 3% year-over-year from $61.2 million in first quarter 2025.

Speaker #2: Endpoint IC revenue exceeded our expectations, driven by turns orders. Looking forward, we expect second-quarter Endpoint IC product revenue to increase sequentially on the favorable side of normal seasonality.

Speaker #2: First quarter systems revenue was $11 million, down 37% sequentially from $17.7 million in fourth quarter 2025, and down 15% year-over-year from $13.1 million in first quarter 2025.

Cary Baker: Q1 systems revenue was USD 11 million, down 37% sequentially from USD 17.7 million in Q4 2025, and down 15% year over year from USD 13.1 million in Q1 2025. Systems revenue fell short of our expectations, due primarily to the timing of lighthouse enterprise CapEx spend. Looking forward, we expect Q2 systems revenue to increase sequentially. Q1 gross margin was 52.4%, compared with 54.5% in Q4 2025 and 52.7% in Q1 2025. The sequential decline was driven primarily by higher indirect costs, annual endpoint IC price declines, and revenue mix. The year over year decline was driven primarily by higher indirect costs and revenue mix, partially offset by the continued M800 ramp. Looking forward, we expect Q2 product gross margin to increase sequentially.

Speaker #2: Systems revenue fell short of our expectations due primarily to the timing of Lighthouse Enterprise CapEx spend. Looking forward, we expect second-quarter systems revenue to increase sequentially.

Speaker #2: First quarter gross margin was $52.4% compared with $54.5% in fourth quarter 2025 and $52.7% in first quarter 2025. The sequential decline was driven primarily by higher indirect costs, annual Endpoint IC price declines, and revenue mix.

Speaker #2: The year-over-year decline was driven primarily by higher indirect costs and revenue mix, partially offset by the continued M800 ramp. Looking forward, we expect second-quarter product gross margin to increase sequentially.

Speaker #2: Total first-quarter operating expense was $35.5 million, compared with $34.2 million in fourth quarter 2025 and $32.6 million in first quarter 2025. Operating expense was below our expectations, driven primarily by good fiscal discipline and timing of spend.

Cary Baker: Total Q1 operating expense was $35.5 million, compared with $34.2 million in Q4 2025 and $32.6 million in Q1 2025. Operating expense was below our expectations, driven primarily by good fiscal discipline and timing of spend. Research and development expense was $20.4 million. Sales and marketing expense was $7.3 million. General and administrative expense was $7.8 million. Looking to Q2, we expect similar operating expense to Q1. Q1 Adjusted EBITDA was $3.4 million, compared with $16.4 million in Q4 2025 and $6.5 million in Q1 2025. Q1 Adjusted EBITDA margin was 4.5%. Q1 GAAP net loss was $25.3 million.

Speaker #2: Research and development expense was $20.4 million, sales and marketing expense was $7.3 million, general and administrative expense was $7.8 million. Looking to second quarter, we expect similar operating expense to first quarter.

Speaker #2: First quarter adjusted EBITDA was $3.4 million, compared with $16.4 million in fourth quarter 2025 and $6.5 million in first quarter 2025. First quarter adjusted EBITDA margin was $4.5%.

Speaker #2: First quarter gap net loss was $25.3 million, first quarter non-gap net income was $4.4 million, or $0.14 per share on a fully diluted basis.

Cary Baker: Q1 non-GAAP net income was $4.4 million or $0.14 per share on a fully diluted basis. Turning to the balance sheet. We ended Q1 with cash equivalents, and investments of $235.2 million, compared with $279.1 million in Q4 2025 and $232.5 million in Q1 2025. Inventory totaled $86.3 million, up $1.3 million from the prior quarter. Q1 CapEx totaled $1.7 million. Free cash flow was $2.2 million. Before turning to our guidance, I want to highlight a few items specific to our results and outlook. First, in March, we opportunistically repurchased $40.2 million aggregate principal of our 1.125% convertible notes due May 2027, using cash on hand.

Speaker #2: Turning to the balance sheet, we ended the first quarter with cash, cash equivalents, and investments of $235.2 million, compared with $279.1 million in fourth quarter 2025 and $232.5 million in first quarter 2025.

Speaker #2: Inventory totaled $86.3 million, up 1.3 million from the prior quarter. First quarter capital expenditures totaled $1.7 million, free cash flow was $2.2 million. Before turning to our guidance, I want to highlight a few items specific to our results and outlook.

Speaker #2: First, in March, we opportunistically repurchased $40.2 million aggregate principal of our $1.125% convertible notes due May 2027 using cash on hand. This repurchase highlights our commitment to minimize dilution in this case by roughly $400,000 shares as we manage our convertible debt.

Cary Baker: This repurchase highlights our commitment to minimize dilution, in this case by roughly 400,000 shares, as we manage our convertible debt. Second, our indirect cost of goods sold increased in Q1, driven by a short-term Endpoint IC production issue that reduced our back-end capacity utilization. That issue is fixed and behind us. Third, as Chris highlighted, our inlay partners exited Q1 with healthy Endpoint IC channel inventory. In Q2, we anticipate strong sequential Endpoint IC product revenue growth, driven primarily by underlying demand and to a lesser extent by no channel inventory burn-down. Turning to our outlook. We expect Q2 revenue between $103 to 106 million, compared with revenue of $97.9 million in Q2 2025, a year-over-year increase of 7% at the midpoint.

Speaker #2: Second, our indirect cost of goods sold increased in the first quarter driven by a short-term Endpoint IC production issue that reduced our back-end capacity utilization.

Speaker #2: That issue is fixed and behind us. Third, as Chris highlighted, our inlay partners exited first quarter with healthy Endpoint IC channel inventory. In second quarter, we anticipate strong sequential Endpoint IC product revenue growth, driven primarily by underlying demand and to a lesser extent by no channel inventory burned down.

Speaker #2: Turning to our outlook, we expect second quarter revenue between $103 and $106 million, compared with revenue of $97.9 million in second quarter 2025, a year-over-year increase of 7% at the midpoint.

Speaker #2: We expect adjusted EBITDA between $27.8 and $29.3 million. On the bottom line, we expect non-gap net income between $24.6 and $26.1 million, reflecting non-gap fully diluted earnings per share between $77 and $82.

Cary Baker: We expect Adjusted EBITDA between $27.8 and 29.3 million. On the bottom line, we expect non-GAAP net income between $24.6 and 26.1 million, reflecting non-GAAP fully diluted earnings per share between $0.77 and $0.82. In closing, I want to thank the Impinj team, our customers, our suppliers, and you, our investors, for your ongoing support. I will now turn the call to the operator to open the question and answer session. Nick?

Speaker #2: In closing, I want to thank the Impinj team, our customers, our suppliers, and you, our investors, for your ongoing support. I will now turn the call to the operator to open the question-and-answer session.

Speaker #2: Nick?

Speaker #3: Thank you. We will now begin the question-and-answer session. To ask a question, you may press star, then 1 on your touchtone phone. If you are using a speakerphone, please pick up your handset before pressing the keys.

Operator 2: Thank you. We will now begin the question-and-answer session. To ask a question, you may press star then one on your touchtone phone. If you are using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star and then two. As a courtesy to others, we ask that you limit yourself to one question and one follow-up. If you have additional questions, please re-queue, and we will take as many questions as time allows. At this time, we'll pause momentarily to assemble the roster. The first question will come from Timothy Arcuri with UBS. Please go ahead.

Operator: Thank you. We will now begin the question-and-answer session. To ask a question, you may press star then one on your touchtone phone. If you are using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star and then two. As a courtesy to others, we ask that you limit yourself to one question and one follow-up. If you have additional questions, please re-queue, and we will take as many questions as time allows. At this time, we'll pause momentarily to assemble the roster. The first question will come from Timothy Arcuri with UBS. Please go ahead.

Speaker #3: If at any time your question has been addressed and you would like to withdraw your question, please press star and then 2. As a courtesy to others, we ask that you limit yourself to one question and one follow-up.

Speaker #3: If you have additional questions, please requeue, and we will take as many questions as time allows. At this time, we'll pause momentarily to assemble the roster.

Speaker #3: And the first question will come from Timothy Arcuri with UBS. Please go ahead.

Speaker #4: Hi. This is Natalia Wingber for Timothy Arcuri. Thank you so much for taking the question. So first one was on the record bookings. Congratulations on that.

Natalia Wymar: Hi, this is Natalia Wymar for Timothy Arcuri. Thank you so much for taking the question. First one was on the record bookings. Congratulations on that. Just wanted to understand if that kind of offers you guys incrementally more visibility into Q3, and I think specifically you're calling out having a little bit more of conservative stance in H2. How should we kind of think, you know, about the visibility that you guys have?

Natalia Winkler: Hi, this is Natalia Wymar for Timothy Arcuri. Thank you so much for taking the question. First one was on the record bookings. Congratulations on that. Just wanted to understand if that kind of offers you guys incrementally more visibility into Q3, and I think specifically you're calling out having a little bit more of conservative stance in H2. How should we kind of think, you know, about the visibility that you guys have?

Speaker #4: Just wanted to understand if that kind of offers you guys incrementally more visibility into September quarter and I think specifically you're calling out having a little bit more of conservative stance in the second half.

Speaker #4: So how should we kind of think about the visibility that you guys have?

Speaker #2: Yeah. Hey, Natalia. This is Cary. Thanks for the question. I'll take it first. There are a variety of factors that drove our strong Q1 bookings.

Cary Baker: Yeah. Hey, Natalia, this is Cary. Thanks for the question. I'll take it first. There are a variety of factors that drove our strong Q1 bookings. First, our ecosystem is aggressively ramping the custom ASIC to support our North American supply chain and logistics customer. Second, we're beginning to see retail rebuy after a prolonged period of destocking. Within those two trends, we did see inlay partner request times move from the lower end of our standard to the higher end of our standard lead times. Finally, to a lesser extent, we saw some customers book beyond our standard lead times, likely in response to lengthening lead times from our competitor. At this point, we believe that the orders match the demand. In fact, our Q2 bookings are off to a good start, and they're right within our standard lead times.

Speaker #2: First, our ecosystem is aggressively ramping the custom ASIC to support our North American supply chain and logistics customer. And second, we're beginning to see retail rebuys after a prolonged period of destocking.

Speaker #2: Within those two trends, we did see inlay partner request times move from the lower end of our standard to the higher end of our standard lead times.

Speaker #2: And then finally, to a lesser extent, we saw some customers book beyond our standard lead times, likely in response to lengthening lead times from our competitor.

Speaker #2: At this point, we believe that the orders match the demand. And in fact, our two Q bookings are off to a good start, and they're right within our standard lead times.

Speaker #4: Thank you. And I guess a follow-up, Cary, probably to you as well on the gross margin. It sounds like in March quarter, there were a few factors affecting the one-time back-end capacity issue, the mix.

Natalia Wymar: Thank you. I guess a follow-up, Cary, probably to you as well on the gross margin. You know, it sounds like in Q1 there were a few factors affecting, you know, there's the one-time back-end capacity issue, the mix, and then I think usually it goes through the annual kind of pricing negotiations in Q1 as well. Can you kind of help us maybe decipher how these factors are, you know, how they have fared in Q1 and how should we think about them in Q2?

Natalia Winkler: Thank you. I guess a follow-up, Cary, probably to you as well on the gross margin. You know, it sounds like in Q1 there were a few factors affecting, you know, there's the one-time back-end capacity issue, the mix, and then I think usually it goes through the annual kind of pricing negotiations in Q1 as well. Can you kind of help us maybe decipher how these factors are, you know, how they have fared in Q1 and how should we think about them in Q2?

Speaker #4: And then, I think usually it goes through the annual kind of pricing negotiations in this quarter as well. Can you kind of help us maybe decipher how these factors are—how they have expired in the first quarter, and how we should think about them in the second quarter?

Speaker #2: Yeah. I'll start first with the annual price negotiations. Those were largely complete entering the first quarter. There were a couple of laggards, but mostly complete entering the quarter.

Cary Baker: Yeah. I'll start first with annual price negotiations. Those were largely complete entering Q1. There were a little bit, a couple laggards, but mostly complete entering the quarter. We didn't exactly size it other than to say it was within our normal expectations. Maybe a little bit on the aggressive side as we were driving pricing to support the food ramp that we expect to begin this year. On the capacity utilization issue, we had an issue with one of our production tools that drove that capacity underutilization. As I mentioned, that issue is now behind us. We expect to have full production in Q2. If I were to size it, I would say that the underutilization charge was roughly 100 basis points impact to Q1.

Speaker #2: We didn't exactly size it other than to say it was within a normal expectation. Maybe a little bit on the aggressive side as we were driving pricing to support the food ramp that we expect to begin this year.

Speaker #2: On the capacity utilization issue, we had an issue with one of our production tools that drove that capacity under utilization. As I mentioned, that issue is now behind us, and we expect to have full production in Q2.

Speaker #2: If I were to size it, I would say that the underutilization charge was roughly 100 basis points impact to Q1. And we expect in the second quarter, on a product basis, our gross margin to increase sequentially.

Cary Baker: We expect in Q2 on a product basis, our gross margin to increase sequentially. Of course, in Q2, recall we have the $17 million license revenue, so that will drive an outsized gross margin increase. If I strip that out and I look at just the product, we expect a sequential increase in product gross margin.

Speaker #2: Of course, in the second quarter, recall we have the $17 million license revenue. So that will drive an outsized gross margin increase. But if I strip that out and I look at just the product, we expect a sequential increase in product gross margin.

Speaker #4: Thank you.

Natalia Wymar: Thank you.

Natalia Winkler: Thank you.

Speaker #2: Thank you.

Cary Baker: Thank you.

Speaker #3: The next question will come from Jim Ricciuti with Needham & Company. Please go ahead.

Operator 2: The next question will come from Jim Ricchiuti with Needham & Company. Please go ahead.

Operator: The next question will come from Jim Ricchiuti with Needham & Company. Please go ahead.

Speaker #2: Thanks. Cary, just a follow-up to that is the improvement that you're anticipating in Q2 product gross margin. Is that mainly that 100 basis points, or are there some other factors that will drive additional improvement to product gross margins in Q2?

Jim Ricchiuti: Thanks. Cary, just a follow-up to that. Is the improvement that you're anticipating in Q2 product gross margin, is that mainly that 100 basis points, or are there some other factors that will drive additional improvement to product gross margins in Q2?

Speaker #5: Yeah. The 100 basis points is obviously sizable. So yes, that's driving a lot of it. But in addition, the M800 continues to ramp. That drives gross margin accretion.

Cary Baker: Yeah. The 100 basis points is obviously sizable. Yes, that's driving a lot of it. In addition, the M800 continues to ramp. That drives gross margin accretion. We're getting our lost revenue scale back in Q2, which will drive leverage against our fixed operating costs. We also expect higher systems revenue in Q2. All of those factors will contribute to the sequential increase in product gross margin.

Speaker #5: We're getting our lost revenue scale back in Q2, which will drive leverage against our fixed operating costs. And we also expect higher systems revenue in the second quarter.

Speaker #5: All of those factors will contribute to the sequential increase in product gross margin.

Speaker #2: And the three factors that you cited beyond the production issue, would you say that they're in total and combined would be a bigger tailwind than just recapturing that 100 basis points?

Jim Ricchiuti: The three factors that you cited beyond the production issue, would you say that they, in total and combined, would be a bigger tailwind than just recapturing that 100 basis points?

Speaker #5: Probably not, Jim. I think the 100 basis points will be the largest, even when comparing the rest as a collective.

Cary Baker: Probably not, Jim. I think the 100 basis points will be the largest, even when comparing.

Cary Baker: Probably not, Jim. I think the 100 basis points will be the largest, even when comparing-

Jim Ricchiuti: Okay

Cary Baker: the rest as a collective.

Speaker #2: Okay. And just quick follow-up just on OPEX. I'm wondering if how we might be thinking about OPEX in the second half, just giving some of the puts and takes around demand and also some of the conservatism that you talked about, just in light of the macro.

Jim Ricchiuti: Okay. Just quick follow-up just on OpEx. Wondering if how we might be thinking about OpEx in H2, just giving some of the puts and takes around demand and also some of the conservatism that you talked about just in light of the macro?

Speaker #5: Yeah. We expect our OPEX to follow normal seasonal patterns. So we'll see similar OPEX in the second quarter and then the back half steps up.

Cary Baker: Yeah. We expect our OpEx to follow normal seasonal patterns. We'll see similar OpEx in Q2, and then the H2 steps up. That is a combination of us continuing to invest in our business, primarily in the engineering line, and offset by the seasonal pressure, upward pressure on OpEx that we see in H1 of the year.

Speaker #5: That is a combination of us continuing to invest in our business, primarily in the engineering line, and offset by the seasonal pressure, upward pressure on OPEX that we see in the first half of the year.

Speaker #2: Yeah. Thank you.

Jim Ricchiuti: Okay. Thank you.

Speaker #5: Thank you, Jim.

Cary Baker: Thank you, Jim.

Speaker #6: Thanks, Jim.

Chris Diorio: Thanks, Jim.

Speaker #3: The next question will come from Troy Jensen with Canter Fitzgerald. Please go ahead.

Operator 2: The next question will come from Troy Jensen with Cantor Fitzgerald. Please go ahead.

Operator: The next question will come from Troy Jensen with Cantor Fitzgerald. Please go ahead.

Speaker #6: Hey, gentlemen. Congrats on just another great quarter and great results here. Thanks, Troy.

Troy Jensen: Hey, gentlemen. Congrats on just another great quarter and great results here.

Chris Diorio: Thanks, Troy.

Speaker #7: Hey, so Chris, I guess for you, I thought coming into the quarter, retail might have been at risk a little bit given high gas prices.

Troy Jensen: Hey, Chris, I guess for you, I, you know, I thought coming into the quarter, retail might have been at risk a little bit given the high gas prices, but you seem more bullish than ever on retail. Can you just talk a little bit? Obviously, it seems like it's expanding SKUs and new customers, but any more detail would be great.

Speaker #7: But you seem more bullish than ever on retail. So can you just talk a little bit? Is this obviously, it seems like it's expanding SKUs and new customers, but in more detail would be great.

Speaker #6: Yeah. So Troy, we do see some retail strength. We see retail rebuys especially helped by the tariff clarity and essentially the tariff whipsaws are gone, and there's more certainty in the markets associated with tariffs.

Chris Diorio: Yeah, Troy, we do see some retail strength. We see retail rebuyes, especially helped by the tariff clarity and essentially, the tariff whipsaws are gone, and there's more certainty in the markets associated with tariffs. We see new program growth at many accounts, Abercrombie & Fitch, Aritzia, Athleta, Old Navy, just many others. When you combine those factors together, we feel good about the retail situation in the market. On top of that retail growth, we feel good about what's following in behind, which is supply chain and logistics, retail general merchandise, and food. I think those factors are contributing to our to some of the strength we saw in Q1 and the very strong bookings we saw in Q1 leading into Q2.

Speaker #6: We see new program growth at many accounts, Abercrombie & Fitch, Aritzia, Fabletics, Old Navy, just many others. And so when you combine those factors together, we feel good about the retail situation in the market.

Speaker #6: And on top of that, retail growth, we feel good about what's falling behind, which is supply chain and logistics, retail general merchandise, and food.

Speaker #6: So I think those factors are contributing to our some of the strength we saw in the first quarter and a very strong bookings we saw in the first quarter leading into the second quarter.

Speaker #6: Obviously, macro uncertainties are staring us in the face behind that, and so we're being prudent and cautious as we look forward. But we feel good about 2026.

Chris Diorio: Obviously, macro uncertainty is just staring us in the face behind that, we're being prudent and cautious as we look forward. We feel good about 2026 absent that macro uncertainty, there's a big if associated with it. If consumer demand holds up through that macro, we feel good about 2026 overall.

Speaker #6: Absent that macro uncertainty and this big if associated with it, but if consumer demand holds up through that macro, we feel good about 2026 overall.

Speaker #7: Yep. Clearly. Good job. All right. Maybe one quick follow-up too. Can we just dive into a little bit on the NXP royalty? Just the longevity of that.

Troy Jensen: Yep, clearly. Good job. All right, maybe one quick follow-up to that. Can we just dive into a little bit on the NXP royalty, just the longevity of that? Do you guys feel like their new chip has no longer violates your guys' IP? You know, if so, how long would it take them to try to, like, design out? If designing out, is that an opportunity for you guys to get more share here? Any insight would be great.

Speaker #7: Do you guys feel like their new chip has no longer violates your guys' IP? And if so, how long would it take them to try to design out?

Speaker #7: And if designing out, is that an opportunity for you guys to get more share here? But any insight would be great.

Chris Diorio: Yeah, Troy, it's, there's a limited amount of information that we have right now because NXP's new IC is of course new. I'll just say that we don't know yet if they have designed out or not designed out our intellectual property. We do know, of course, that the older ICs which are still in market use our intellectual property because there were, or, you know, court rulings and juries decided that they did use our intellectual property. NXP needs to either sunset those existing ICs or redesign them as well. We don't know the timeframe for them doing so. We obviously got the payment this year. Can't speak to next year, but we're guardedly optimistic that we'll get another payment next year, and then we'll see what happens after that.

Speaker #6: So yeah, Troy, there's a limited amount of information that we have right now because NXP's new IC is, of course, new. I'll just say that we don't know yet if they have designed out or not designed out our intellectual property.

Speaker #6: We do know, of course, that the older ICs, which are still in market, use our intellectual property because there were court rulings and juries decided that they did use our intellectual property.

Speaker #6: So NXP needs to either sunset those existing ICs or redesign them as well. We don't know the timeframe for them doing so. We obviously got the payment this year.

Speaker #6: Can't speak to next year, but regardedly optimistic that we'll get another payment next year, and then we'll see what happens after that. Obviously, time will tell.

Chris Diorio: Obviously, time will tell, and if, as we learn more and are able to report things out, we will.

Speaker #6: And as we learn more and are able to report things out, we will.

Speaker #5: And Troy, just to be clear, the payment that we received this year was $17 million. Up from $16 million last year.

Cary Baker: Troy, just to be clear, the payment that we received this year was $17 million, up from $16 million last year.

Speaker #7: Yep. All right. All right, gentlemen. Keep up the great work.

Troy Jensen: Yep. All right. All right, gentlemen, keep up the great work.

Speaker #6: Thank you, Troy.

Chris Diorio: Thank you, Troy.

Speaker #5: Thank you.

Cary Baker: Thank you.

Speaker #3: The next question will come from Blaine Curtis with Jefferies. Please go ahead.

Operator 2: The next question will come from Blayne Curtis with Jefferies. Please go ahead.

Operator: The next question will come from Blayne Curtis with Jefferies. Please go ahead.

Speaker #8: Hey, Andrew Weener on from Blaine. Thanks for taking my question. Just wanted to follow up on the European grocery opportunity. I know the current food opportunity is bakery moving into protein.

Ezra Weener: Hey, as for Ezra Weener, I'm for Blayne Curtis. Thanks for taking my question. Just wanted to follow up on the European grocery opportunity. I know the current food opportunity is bakery moving into protein. This seems like it would be a little bit more all-encompassing. Can you talk about kind of the sizing that opportunity and the timeline, and then have a follow-up after?

Speaker #8: This seems like it would be a little bit more all-encompassing. Can you talk about kind of the sizing of that opportunity and the timeline and then have a follow-up after?

Chris Diorio: Yes, it is a very large opportunity. It is, really for us, the first meaningful opportunity that is a full store, every item tagging and consumer self-checkout opportunity. To date, the testing has been all lab testing. European grocers set certain readability targets for them to make an internal decision to transition to a live store pilot. Not only did we and our partners meet those readability targets, but we exceeded them, and we're waiting for the decision for them to go forward with a store pilot. We're excited about that opportunity. We continue to be. We have a very close relationship with that grocer and, looking forward to being able to continue to report positive results there. To answer your question, very large. All items.

Speaker #6: So yes, Ezra. So it is a very large opportunity. It is really for us the first meaningful opportunity that is a full-store every item tagging and consumer self-checkout opportunity.

Speaker #6: To date, the testing has been all lab testing. European grocers set certain readability targets for them to make an internal decision to transition to a live-store pilot.

Speaker #6: And not only did we and our partners meet those readability targets, but we exceeded them, and we're waiting for the decision for them to go forward with a store pilot.

Speaker #6: So we're excited about that opportunity. We continue to be. We have a very close relationship with that grocer. And looking forward to being able to continue to report positive results there.

Speaker #6: But to answer your question, very large, all items they do control a lot of their own supply. So they're one of the grocers that would be an idea that are an ideal candidate for tagging all items because they can get the tags on because they have significant control over their own supply chain.

Chris Diorio: They do control a lot of their own supply, so they're one of the grocers that are an ideal candidate for tagging all items because they can get the tags on because they have significant control over their own supply chain.

Speaker #8: Got it. And then a follow-up question. You talked about with the ASIC opportunity moving upstream at a double-digit number of accounts. Can you talk a little bit about that process and what that looks like?

Ezra Weener: Got it. Follow-up question. You talked about, with the ASIC opportunity moving upstream at a double-digit number of accounts. Can you talk a little bit about that process and what that looks like?

Speaker #6: Yeah. So our second-largest North American supply chain and logistics end user has done an amazing—just an amazing—job driving operational efficiencies across their organization using Raynor FID.

Chris Diorio: Yeah. Our second-largest North American supply chain and logistics end user has done Just an amazing job driving operational efficiencies across their organization using RAIN RFID. The customer IC is a further step down that path for them and also for us. Both they and we see opportunities for them to use their prowess and their learnings, basically what they've done, what they've learned, to help their customers in the same way. It's not just about package shipping. It's about driving operational efficiencies at their customers and leveraging their learnings to improve their customers' operations. It's a big opportunity for them. It's also a big opportunity for us.

Speaker #6: The custom ICs are further stepped down that path for them and also for us. Both they and we see opportunities for them to use their prowess and their learnings, basically what they've done, what they've learned, to help their customers in the same way.

Speaker #6: It's not just about package shipping. It's about driving operational efficiencies at their customers and leveraging their learnings to improve their customers' operations. So it's a big opportunity for them.

Speaker #6: It's also a big opportunity for us. And I guess the way I think you should you really should think about it is that end user that we've been working with for these many years is actually a partner for us.

Chris Diorio: I guess, you know, the way I think you really should think about it is that end user that we've been working with for these many years is actually a partner for us. It's a replication partner that is now starting to pull us into other accounts. They're a fantastic partner for us.

Speaker #6: It's a replication partner that is now starting to pull us into other accounts. And they're a fantastic partner for us.

Speaker #8: Got it. Thank you.

Ezra Weener: Got it. Thank you.

Speaker #6: Thank you.

Chris Diorio: Thank you.

Speaker #3: The next question will come from Christopher Roland with Susquehanna. Please go ahead.

Operator 2: The next question will come from Christopher Rolland with Susquehanna. Please go ahead.

Operator: The next question will come from Christopher Rolland with Susquehanna. Please go ahead.

Speaker #9: Hey, guys. Thanks for the question. My question's also on the competitive landscape and your competitors' new offering. They kind of described their situation in RFID as having channel issues in 2025 with their partners, but coming in 2026, clean in terms of that perspective, and then great prospects for their new product with greater capabilities.

Christopher Rolland: Hey, guys. Thanks for the question. My question's also on the competitive landscape and your competitor's new offering. They kind of described their situation in RFID as, you know, having channel issues in 2025 with their partners, but coming in 2026 clean in terms of that perspective, and then great prospects for their new product with greater capabilities. I guess would you describe their situation as similar to your own? If you could talk about the competitive prospects for their new product and where you think market share might move between you and them, moving forward on these new capabilities.

Speaker #9: I guess, would you describe their situation as similar to your own? And then if you could talk about the competitive prospects for their new product and where you think market share might move between you and them moving forward on these new capabilities.

Speaker #6: Okay. Phew, Chris, that's quite a question. I think I could talk for maybe an hour on that one, but I'll do my best here.

Chris Diorio: Okay. Phew, Chris, that's quite a question. I think I could, I could talk for maybe an hour on that one, but I'll do my best here. First, starting with our competitor's IC. I'm gonna start in a slightly different spot. You've probably noticed, as have others, that the RAIN Alliance endpoint IC numbers in 2025 were down. Part of that reason, of course, was due to retailer destocking and the impact of tariffs and other whipsaws that happened in the market. We believe another part of it was due to excess channel inventory of our competitor ICs, so competitor ICs in the channel that needed to get burned down. We believe that to be the case.

Speaker #6: First, starting with our competitors' IC. I'm going to start in a slightly different spot. You probably noticed, as have others, that the Raynor Alliance Endpoint IC numbers in 2025 were down.

Speaker #6: Part of that reason, of course, was due to retailer destocking and the impact of tariffs and other whipsaws that happened in the market. But we believe another part of it was due to excess channel inventory of our competitor ICs.

Speaker #6: So competitor ICs in the channel that needed to get burned down. So we believe that to be the case. I think your comments that there was some you didn't use the word burned down, but that there was some improvement in their overall channel position would tend to buoy our belief that that's what happened and was part of the reason for the decline.

Chris Diorio: I think your comments that there was some, you didn't use the word burndown, but that there was some improvement in their overall channel position would tend to buoy our belief that that's what happened and was part of the reason for the decline. As we look forward, we had record first quarter endpoint IC bookings. Some of that strength undoubtedly spilled over to our competitor as well. The market's strong. We're doing well. We had strong bookings. They probably did too. As we look forward, they've got a new IC. It's early in the market. We haven't seen it out there much at all. Our competition for it is our existing M800, which is performing very well in the market. We also continue to improve that M800 with time, and Gen2X.

Speaker #6: As we look forward, we had record first quarter endpoint IC bookings. Some of that strength undoubtedly spilled over to our competitor as well. The strong bookings.

Speaker #6: They probably did too. As we look forward, they've got a new IC. It's early in the market. We haven't seen it out there much at all.

Speaker #6: Our competition for it is our existing M800, which is performing very well in the market. We also continue to improve that M800 with time.

Speaker #6: And Gen2X. And Gen2X is kind of unique in that it doesn't just improve the endpoint IC. It improves the reader as well. On the last earnings call, I talked about improvements to reader sensitivity that extended a reader's hearing range by more than 40%.

Chris Diorio: Gen2X is kind of unique in that it doesn't just improve the endpoint IC, it improves the reader as well. On the last earnings call, I talked about improvements to reader sensitivity that extended a reader's hearing range by more than 40%. On this call, I talked about changes that improve a tag's ability to be powered and extend its range by up to 25%. We've got further improvements in Gen2X in the wings. Gen2X is really optimized for enterprise solutions. I truly believe that our product portfolio, our solutions emphasis, what we're doing in enterprise solutions, and Gen2X will allow us to solve enterprise problems in a way that mix-and-match components just can't.

Speaker #6: On this call, I talked about changes that improve a tag's ability to be powered and extend its range by up to 25%. And we've got further improvements in Gen2X in the wings.

Speaker #6: I truly and Gen2X is really optimized for enterprise solutions. So I truly believe that our product portfolio our solutions emphasis what we're doing in enterprise solutions and Gen2X will allow us to solve enterprise problems in a way that makes a match components just can't.

Speaker #6: So look for us to continue to drive into the market, focus on enterprise solutions, and drive successes for us as a company.

Chris Diorio: Look for us to continue to drive into the market, focus on enterprise solutions, and drive successes for us as a company.

Speaker #3: Fantastic. And maybe coupled with that success, where are you planning to invest or reinvest? Do you just see many more inorganic or organic opportunities, or do you think there could be some inorganic opportunities here to whether they're bolt-ons or adjacencies something else to do in this market?

Christopher Rolland: Fantastic. Maybe coupled with that success, you know, where are you planning to invest or reinvest? Do you just see many more inorganic or organic opportunities, or do you think there could be some inorganic opportunities here to, you know, whether they're bolt-ons or adjacencies, something else to do in this market?

Speaker #6: Yeah. So I'll take that one also. So invest we continue to we continue investing in our existing product lines and expect us to continue doing so.

Chris Diorio: Yeah. I'll take that one also. Invest. We continue investing in our existing product lines and expect us to continue doing so. We've got a lot of improvements and changes and overall positive things we can make. Equally importantly, perhaps more important, is the effort we're putting into enterprise solutions, making our products-And the enterprise benefit of the-- to the from those products be seamless for the enterprise. Driving partner replication of those solutions so we can expand the pace or exposure. Both expand it in adoption and increase the pace of adoption. In response to the last question, I talked about our second-largest North American supply chain and logistics end user as a partner, and we truly see them as a partner.

Speaker #6: We've got a lot of improvements and changes in overall positive things we can make. Equally importantly, perhaps more important, is Stanford. We're putting into enterprise solutions.

Speaker #6: Making our products and the enterprise benefit of those products be seamless for the enterprise, and driving partner replication of those solutions so we can expand the pace of both expanded adoption and increase the pace of adoption.

Speaker #6: So in response to the last question, I talked about our second-largest North American supply chain and logistics end user as a partner. And we truly see them as a partner because what their prowess and know-how and our technology underpinning I believe we can drive solutions out into the market broadly.

Chris Diorio: With their prowess and know-how and our technology underpinning, I believe we can drive solutions out into the market broadly. In terms of other opportunities for us, inorganic opportunities, obviously, we keep our eyes open and, you know, if an opportunity arises, so we'll be looking.

Speaker #6: In terms of other opportunities for us, inorganic opportunities, obviously, we keep our eyes open and if an opportunity arises, we'll be looking.

Speaker #3: The next question will come from Guy Hardwick of Barclays. Please go ahead.

Operator 2: The next question will come from Guy Hardwick of Barclays. Please go ahead.

Operator: The next question will come from Guy Hardwick of Barclays. Please go ahead.

Speaker #10: Hi. Good evening. Hi, Guy. Hi. Just a quick if at a easy one for you, Chris. You said you feel good about 2026. If I was asked you to order rank in order of the factors which make you feel good about '26, what would you start with and what are the other ones?

Guy Hardwick: Hi, good evening.

Chris Diorio: Hello, Guy.

Cary Baker: Hi, Guy.

Guy Hardwick: Hi, just a quick, very easy one for you, Chris. I mean, you said you feel good about 2026. If I was to ask you to order, rank in order the factors which make you feel good about 2026, what would you start with, and what are the other ones?

Chris Diorio: Well, I'm gonna have to think about that one for a second, Guy. I'm excited about a lot of things. Number one, I'd start with our opportunities around enterprise solutions. Us bringing ML to bear at the edge on the reader to confine read zones, to identify items that are transitioning, whether it's through a dock door, store exit, front store, back store, any of these transitions. ML is providing us some very significant benefits, and I believe will transform the industry and our ability to drive those solutions in the market and provide enterprise benefits. That'd be number one. Number two after that would be Gen2X, and what we're doing in Gen2X to enable those ML solutions, again, to spur enterprise adoption.

Speaker #6: Well, I'm going to have to think about that one for a second, guys. So I'm excited about a lot of things. Number one, I'd start with our opportunities around enterprise solutions.

Speaker #6: Us bringing ML to bear at the edge on the reader to confine read zones to identify items that are transitioning, whether it's through a dock door store, exit, front store, back store, any of these transitions.

Speaker #6: ML is providing us some very significant benefits, and I believe we'll transform the industry and our ability to drive those solutions in the market and provide enterprise benefits.

Speaker #6: So that'd be number one. Number two after that would be Gen2X. And what we're doing in Gen2X to enable those ML solutions again to spur enterprise adoption.

Speaker #6: We're going to see those that adoption happening in the areas that I mentioned already: supply chain and logistics, and I'll put that one first because that's where we believe we can first and best apply our ML techniques and Gen2X.

Chris Diorio: We're gonna see that adoption happening in the areas that I mentioned already, supply chain and logistics. I'll put that one first because that's where we believe we can first and best apply our ML techniques in Gen2X, and obviously there's a lot of transitions, and readability needs to be incredibly high for those use cases. You know, you don't wanna miss any package. Supply chain and logistics and us falling in behind our key end user there and helping them and us and their customers in the market. I'd probably put that one number one. Of course, we have general merchandise and food, which are the other two that I mentioned. We are waiting on some of the key end users to choose what categories they'll be going forward with in the latter part of 2026.

Speaker #6: And obviously, there's a lot of transitions and readability needs to be incredibly high for those use cases. You don't want to miss any package.

Speaker #6: So supply chain and logistics and us falling in behind our key end user there and helping them and us and their customers in the market.

Speaker #6: So I'd probably put that one number one. And then, of course, we have general merchandise and food, which are the other two that I mentioned.

Speaker #6: We are waiting on some of the key end users to choose what categories they'll be going forward with in the latter part of 2026 across general merchandise.

Chris Diorio: Across general merchandise, we mentioned some categories, of course. Health, cosmetics, beauty, and then there's obviously food there, food, ramp, proteins, and then bakery. All of those are out there. We're being a little bit prudent in terms of us picking and choosing, simply because we're gonna wait to see what the customer announces. We do expect a growth in general merchandise and food this year, and we'll be pushing on both of them. That's how I order them. I order them in basically the order in which I spoke to them rather than calling one, two, and three, but that's how I'd see things. Secular growth in retail, of course. Supply chain and logistics, enterprise solutions, huge opportunity. Food and general merchandise coming up behind.

Speaker #6: We mentioned some categories, of course. Health, cosmetics, beauty, and then there's obviously food there, food ramp and proteins and bakery. So all of those are out there.

Speaker #6: We're being a little bit prudent in terms of us picking and choosing simply because we're going to wait to see what the customer analysis but we do expect a growth in general merchandise and food this year, and we'll be pushing on both of them.

Speaker #6: So that's how I order them. I order them in basically the order in which I spoke to them rather than calling one, two, and three, but that's how I'd see things.

Speaker #6: Secular growth in retail, of course. Supply chain and logistics, enterprise solutions, huge opportunity. And then food and general merchandise coming up behind.

Speaker #10: Thank you. And just as a follow-up, just after five consecutive months of double-digit declines in US parallel imports, just wondering how you feel about the status of apparel inventories amongst your largest customers here in the US?

Guy Hardwick: Thank you. Just as a follow-up, just after five consecutive months of double-digit declines in US apparel imports, just wondering how you feel about the status of apparel inventories amongst your largest customers here in the US.

Speaker #6: We see apparel inventories picking up both because they're incredibly lean right now. And you can listen to some of the retailers who are actively talking about growing some inventories.

Chris Diorio: We see apparel inventories picking up, both because they're incredibly lean right now. You can listen to some of the retailers are actively talking about growing some inventories. We see inventories picking up, it's also the tariff side. Tariff certainty has contributed to increased orders.

Speaker #6: So we see inventories picking up. And it's also the tariff side. Tariff certainty has contributed to increased orders.

Speaker #10: Thank you.

Guy Hardwick: Thank you.

Speaker #6: Thank you.

Chris Diorio: Thank you.

Speaker #3: The next question will come from Scott Searle with Roth Capital. Please go ahead.

Operator 2: The next question will come from Scott Searle with Roth Capital. Please go ahead.

Operator: The next question will come from Scott Searle with Roth Capital. Please go ahead.

Speaker #11: Hey, good afternoon. Thanks for taking the questions and great job on the quarter and the outlook. Hey, Chris. You've referenced a couple of times concern from a macro standpoint.

Scott Searle: Hey, good afternoon. Thanks for taking the questions. Great job on the quarter and the outlook.

Chris Diorio: Thank you.

Scott Searle: Hey, Chris, you've referenced a couple times concern from a macro standpoint. I wonder if you could flush that out a little bit. Are you seeing any of that in terms of order patterns from your customer base? As we look into the H2 of this year, and you kind of answered this indirectly in a couple of our earlier questions. Should we be expecting normal seasonality, all things, you know, equal? You know, what are you baking in in terms of your expectations for a large general merchandise customer moving into the next phase of development and food? You know, given yesterday's comments from Avery Dennison, it sounds like they're expecting those to move pretty aggressively in the H2.

Speaker #11: I wonder if you could flush that out a little bit. Are you seeing any of that in terms of order patterns from your customer base?

Speaker #11: And then as we look into the second half of this year, and you kind of answered this indirectly in a couple of earlier questions, but should we be expecting normal seasonality all things equal?

Speaker #11: And what are you baking in in terms of your expectations for a large general merchandise customer moving into the next phase of development and food?

Speaker #11: Given yesterday's comments from Avery Dennison, it sounds like they're expecting those to move pretty aggressively in the second half. I'm wondering if you could kind of gauge the range of outcomes and what you guys are building into your baseline expectations.

Scott Searle: I'm wondering if you could kind of gauge the range of outcomes and what you guys are building into your baseline expectations?

Speaker #6: Okay. I'm going to try and take those questions. There's a lot of questions in there, and I'm going to try and take them, and I'm going to tag team with Carrie.

Chris Diorio: Okay, I'm gonna try and take those There's a lot of questions in there, and I'm gonna try and take them, and I'm gonna tag team with Cary, and he'll catch me on the parts that I miss. To start with, no, we are not seeing anything currently from the macro perspective. However, we look at the clouds on the horizon, and we want to be prudent. Our hope and expectation is that consumer demand will hold, and if it does, as I said, we expect 2026 to be a good year. I can't predict the future, and the things that are going on right now are way out of our control, and that's where our prudence comes in. We're just being careful, and we're modeling a bunch of different scenarios.

Speaker #6: And you'll catch me on the parts that I mix. So to start with, no, we are not seeing anything currently from the macro perspective.

Speaker #6: However, we look at the clouds on the horizon, and we want to be prudent. Our hope and expectation is that consumer demand will hold, and if it does, as I said, we expect 2026 to be a good year.

Speaker #6: But I can't predict the future and that things that are going on right now are way out of our control. And so that's where our prudence comes in.

Speaker #6: So we're just being careful, and we're modeling a bunch of different scenarios. But as of right now, do we see any pullbacks or any impact right now?

Chris Diorio: As of right now, do we see anything, any pullbacks or any impact right now? Nothing of consequence. Second, in the categories. Let me speak to food a little bit because yes, Avery Dennison did make those comments the other day, or yesterday. And we obviously know of that account and specifically the accounts that they're talking about, and are in there and trying to drive the use case in those accounts. Our preference here is to wait for the enterprise end user to make a statement in terms of what they're gonna do. And that's just a preference, just is the way they are.

Speaker #6: Nothing of consequence. Second, I mean, in the categories, let me speak to food a little bit because, yes, Avery Dennison did make those comments the other day.

Speaker #6: And or yesterday. And we obviously are no of those or no of that account and specifically the accounts that they're talking about. And our in there and trying to drive the use case in those accounts.

Speaker #6: Our preference here is to wait for the enterprise end user to make a statement in terms of what they're going to do. And that's just a preference, just as the way they are.

Chris Diorio: You know, I'm not saying anything negative there, just we're going to wait and see until they make an announcement, then we'll speak a bit more about it. Don't view our reticence to speak a lot as anything negative on the opportunity there. It is a real opportunity, and we're excited about it. We only guide 1 quarter at a time. Customer hasn't made an announcement yet, so when they make an announcement, we'll speak more about it. That also covers the general merchandise categories. I alluded to some of the general merchandise categories as I spoke just 1 minute ago about. We see significant opportunities in those categories, health, beauty, cosmetics, personal care, and we're putting effort into those categories to make them go.

Speaker #6: And I'm not saying anything negative there, just we're going to wait and see until they make an announcement, and then we'll speak a bit more about it.

Speaker #6: So don't view our reticence to speak a lot as anything negative on the opportunity there. It is a real opportunity. And we're excited about it.

Speaker #6: We only guide one quarter at a time. Customer hasn't made an announcement yet, so when they make an announcement, we'll speak more about it.

Speaker #6: And that also covers the general merchandise categories. I alluded to some of the general merchandise categories. As I spoke just a minute ago about, we see a significant opportunities in those categories.

Speaker #6: Health, beauty, cosmetics, personal care, and we're putting effort into those categories to make them go. When the customer makes an announcement, we'll be as excited as you are.

Chris Diorio: When the customer makes an announcement, we'll be as excited as you are, or maybe the other, or we'll be more excited than you are, I'll put it that way. What did I miss? Cary, what did I miss? You did great.

Speaker #6: Or maybe the other we'll be more excited than you are. I'll put it that way. So what did I miss? Carrie, what did I miss?

Speaker #11: You did great. No, that was perfect the first time. Thanks so much. And I'll hopefully make the follow-up quick. But in terms of the European food opportunity, given the magnitude of the items there, you have to push down across the entire supply chain and vendor supply chain.

Cary Baker: You did great.

Scott Searle: No, that was perfect, Chris. Thank you so much. I'll hopefully make this the follow quick. In terms of the European food opportunity, given the magnitude of the items there, you know, you have to push down across the entire supply chain and vendor supply chain. Is that something?

Speaker #11: Is that something that requires DPP and maybe just some quick updated thoughts on that and timing? Thanks.

Chris Diorio: Yeah.

Scott Searle: that requires DPP? Maybe just some quick updated thoughts on that and timing. Thanks.

Chris Diorio: The first answer, the answer to the first question is it doesn't really require DPP. DPP is rolling out. The category that impacts us in terms of a DPP rollout is textiles, and this is a grocery opportunity. The other stuff is batteries and tires and stuff, which is kind of not really relevant. The difference between this grocer and many others is that they control the significant majority of their own supply chain. If they wanna get tagging, they can do it themselves. Of course, they sell some categories as well, but they're in a very good position in order to drive the tagging when they say go. That's why we see a significant opportunity there.

Speaker #6: The first answer to the answer to the first question is it is not it doesn't really require DPP. DPP is rolling out. The category that impacts us in terms of a DPP rollout is textiles.

Speaker #6: And this is a grocery opportunity. The other stuff is batteries and tires and stuff, which is kind of not really relevant. The difference between this grocer and many others is that they control the significant majority of their own supply chain.

Speaker #6: So if they want to get tagging, they can do it themselves. Of course, they sell some categories as well. But they're in a very good position in order to drive the tagging when they say go.

Speaker #6: So that's why we see a significant opportunity there. In terms of the DPP overall, the delegated act for textiles will come into force in 2027.

Chris Diorio: In terms of the DPP overall, the delegated act for textiles will come into force in 2027. There'll be a grace period, currently estimated to be about 18 months. We'll have to wait and see how that goes. If you want my best estimate, I'd say DPP will be meaningful near the end of this decade. We are participating in many of those DPP efforts. RAIN RFID is now approved as a data carrier for DPP. We're doing some work on the N20C side, on the data side, on our ICs to support DPP. Expect us to be a key part of it, but at a measured pace because the actual implementation is still several years away.

Speaker #6: There'll be a grace period. Currently estimated to be about 18 months. We'll have to wait and see how that goes. Do you want my best estimate?

Speaker #6: I'd say DPP will be meaningful near the end of this decade. We are participating in many of those DPP efforts right now. FID is now approved as a data carrier for DPP.

Speaker #6: We're doing some work on the endpoint C side on the data side on our ICs to support DPP. And so expect us to be a key part of it.

Speaker #6: But at a measured pace because the actual implementation is still several years away.

Speaker #3: Perfect. Hey, great. Thanks so much. And congrats again on the quarter, network.

Scott Searle: Perfect. Hey, great. Thanks so much.

Chris Diorio: Okay.

Scott Searle: Congrats again on the quarter, Nick.

Speaker #6: Well, thank you.

Chris Diorio: Well, thank you.

Speaker #3: This concludes our question and answer session. I would like to turn the conference back over to Chris Diorio, co-founder and CEO, for any closing remarks.

Operator 2: This concludes our question and answer session. I would like to turn the conference back over to Chris Diorio, Co-founder and CEO, for any closing remarks.

Operator: This concludes our question and answer session. I would like to turn the conference back over to Chris Diorio, Co-founder and CEO, for any closing remarks.

Speaker #6: Thank you, Nick. And I'd like to thank you all for joining the call today. Thank you very much for your ongoing support. Bye-bye.

Chris Diorio: Thank you, Nick. I'd like to thank you all for joining the call today. Thank you very much for your ongoing support. Bye-bye.

Operator 2: The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.

Operator: The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.

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