Q3 2026 Innovative Solutions and Support Inc Earnings Call

August 13, 2026

Speaker #1: Greetings, and welcome to the Innovative Solutions & Support Inc. Q3 2026 earnings call. At this time, all participants are on listen-only mode. A question and answer session will follow the formal presentation.

Operator: Greetings, and welcome to Innovative Aerosystems' Q3 2026 results conference call. At this time, all participants are on a listen-only mode. A question and answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press star zero on your telephone keypad. As a reminder, this conference is being recorded. I would now like to turn the conference over to your host, Paul Bartolai. Thank you. You may begin.

Operator: Greetings, and welcome to Innovative Aerosystems' Q3 2026 Results Conference Call. At this time, all participants are on a listen-only mode. A question-and-answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press star zero on your telephone keypad. As a reminder, this conference is being recorded. I would now like to turn the conference over to your host, Paul Bartolai. Thank you. You may begin.

Speaker #1: If anyone should require operator assistance during the conference, please press *0 on your telephone keypad. As a reminder, this conference is being recorded. I would now like to turn the conference over to your host, Paul Bartolai.

Speaker #1: Thank you. You may begin.

Speaker #2: Thank you. Good morning, everyone, and welcome to INNOVATIVE AEROSYSTEMS Q4, fiscal 2026 results conference call. Leading the call today are our CEO, Shahram Askarpour, and CFO, Jeff DiGiovanni.

Paul Bartolai: Thank you. Good morning, everyone, and welcome to Innovative Aerosystems' Q3 fiscal 2026 results conference call. Leading the call today are our CEO, Shahram Askarpour, and CFO, Jeff DiGiovanni. This morning, we issued a press release detailing our fiscal 2026 Q3 operational and financial results. This release is publicly available in the investors relations section of our corporate website at www.innovative-ss.com. I would like to remind you that management's commentary and responses to questions on today's conference call may include forward-looking statements, which by their nature are uncertain and outside of the company's control. Although these forward-looking statements are based on management's current expectations and beliefs, actual results could differ materially. Our management believes that these forward-looking statements are reasonable. However, you should not place undue reliance on any such forward-looking statements because such statements speak only as of today's date.

Speaker #2: This morning, we issued a press release detailing our fiscal 2026 Q3 operational and financial results. This release is publicly available in the investors' relations section of our corporate website at www.iascorp.com.

Speaker #2: I would like to remind you that management's commentary and responses to questions on today's conference call may include forward-looking statements. Which, by their nature, are uncertain and outside of the company's control.

Speaker #2: Although these forward-looking statements are based on management's current expectations and beliefs, actual results could differ materially. Our management believes that these forward-looking statements are reasonable.

Paul Bartolai: Although these forward-looking statements are based on management's current expectations and beliefs, actual results could differ materially. Our management believes that these forward-looking statements are reasonable. However, you should not place undue reliance on any such forward-looking statements because such statements speak only as of today's date.

Speaker #2: However, you should not place undue reliance on any such forward-looking statements because such statements speak only as of today's date. We do not undertake any obligation to publicly update or revise any forward-looking statements.

Paul Bartolai: We do not undertake any obligations to publicly update or revise any forward-looking statements, whether as a result of new information, future events, or otherwise, except as required by law. In addition, forward-looking statements are subject to certain risks and uncertainties that could cause actual results, events, and developments to differ materially from our historical experience and our present expectations or projections. These risks and uncertainties include, but are not limited to, those described in the reports which we file with the SEC. For a discussion of some of the factors that could cause actual results to differ, please refer to the Risk Factors section of our latest reports filed with the SEC. During the call, we will reference certain non-GAAP financial measures.

Speaker #2: Whether as a result of new information, future events, or otherwise, except as required by law. In addition, forward-looking statements are subject to certain risks and uncertainties that could cause actual results, events, and developments to differ materially from our historical experience.

Speaker #2: And our present expectations or projections. These risks and uncertainties include but are not limited to those described in the reports which we file with the SEC.

Speaker #2: For a discussion of some of the factors that could cause actual results to differ, please refer to the Risk Factors section of our latest reports filed with the SEC.

Speaker #2: During the call, we will reference certain non-GAAP financial measures. For reconciliation of these measurements, to the most directly comparable measured, calculated in accordance with GAAP is provided in the press release.

Paul Bartolai: The reconciliation of these measurements to the most directly comparable measured, calculated in accordance with GAAP is provided in the press release, which is also available on our website. Today's call will begin with prepared remarks from Shahram, who will provide a review of our recent business performance and an update on our strategic framework, followed by a financial update from Jeff. At the conclusion of these prepared remarks, we will open the line for your questions. With that, I'll turn the call over to Shahram.

Speaker #2: Which is also available on our website. Today's call will begin with prepared remarks from Shahram, who will provide a review of our recent business performance and an update on our strategic framework, followed by a financial update from Jeff.

Speaker #2: At the conclusion of these prepared remarks, we will open the line for your questions. And with that, I'll turn the call over to Shahram.

Speaker #3: Thank you, Paul, and good morning to everyone joining us on the call today. During the third quarter, the IA team delivered another strong operational and financial performance driven by continued organic growth, improved margin realization, and free cash flow conversion.

Shahram Askarpour: Thank you, Paul, and good morning to everyone joining us on the call today. During the Q3, the IA team delivered another strong operational and financial performance, driven by continued organic growth, improved margin realization, and free cash flow conversion. Importantly, beyond our strong financial performance, we made meaningful progress advancing the key strategic priorities that we believe will drive sustainable long-term value creation. These progress points include some recent developments, such as the acquisition of Aydin Displays and a new OEM contract with a leading developer of electric vertical take-off and landing aircraft, which represents the first major award based on our Liberty Flight Deck. I will discuss each of these important items later in my remarks. We are excited by the strong momentum in our business, and we are confident we are well-positioned for a solid finish to fiscal 2026 while building momentum into fiscal 2027.

Speaker #3: Importantly, beyond our strong financial performance, we made meaningful progress advancing the key strategic priorities that we believe will drive sustainable long-term value creation. These progress points include some recent developments such as the acquisition of Aydin Displays and a new OEM contract with a leading developer of electric vertical takeoff and landing aircraft, which represents the first major award based on our liberty flight deck.

Speaker #3: I will discuss each of these important items later in my remarks. We are excited by the strong momentum in our business, and we are confident we are well positioned for a solid finish to fiscal 2026 while building momentum into fiscal 2027.

Speaker #3: I will now discuss third quarter results with greater detail. Despite the difficult prior year comparison I am pleased to state that we were able to generate approximately 11% revenue growth in the third quarter.

Shahram Askarpour: I will now discuss Q3 results in greater detail. Despite a difficult prior year comparison, I'm pleased to state that we were able to generate approximately 11% revenue growth in the Q3, highlighting what remains a period of increased demand across our commercial aftermarket and business aviation markets. Our disciplined execution, combined with a more favorable business mix and improved operating leverage, contributed to Q3 net income of $4.5 million, or $0.25 per diluted share, compared to $0.14 a year ago. Gross margin of nearly 52%, compared to 36% last year, and adjusted EBITDA growth of approximately 75% from a year ago, highlighting the strength and scalability of our business model. These results reflect our disciplined execution of IA Next, our long-term value creation strategy focused on organic growth through innovation and integrated solutions, operational excellence, and disciplined returns-focused capital allocation.

Speaker #3: Highlighting what remains a period of increased demand across our commercial aftermarket and business aviation markets. Our discipline execution combined with a more favorable business mix and improved operating leverage contributed to third quarter net income of 4.5 million or 25 cents per diluted share compared to 14 cents a year ago.

Speaker #3: Gross margin of nearly 52%, compared to 36% last year, and adjusted EBITDA growth of approximately 75% from a year ago, highlighting the strength and scalability of our business model.

Speaker #3: These results reflect our discipline execution of IA next our long-term value creation strategy focused on organic growth through innovation and integrated solutions. Operational excellence and discipline returns focused capital allocation.

Speaker #3: I'll now provide additional details on our recent progress and the strategic priorities that will drive our performance going forward. In July, we announced the acquisition of Aydin Displays a leading developer and manufacturer of rugged display technologies serving defense, industrial, and other mission-critical aerospace applications.

Shahram Askarpour: I'll now provide additional details on our recent progress and the strategic priorities that will drive our performance going forward. In July, we announced the acquisition of Aydin Displays, a leading developer and manufacturer of rugged display technologies serving defense, industrial, and other mission-critical aerospace applications. Aydin is located right up the road from Exton in Birdsboro, PA and currently supports over 20 military platforms across more than 80 countries. Aydin brings with it a leased vertical integrated manufacturing facility. Together with our Exton facility, we will be able to serve our customers more efficiently and further grow our business with the expanded footprint. Aydin enhances our display technology capabilities, bringing us additional engineering talent, proven display technologies, and a respected product portfolio that aligns closely with our integrated avionics solutions. Aydin further strengthens our position in our traditional military avionics markets through exposure to new defense platforms.

Speaker #3: Aydin is located right up the road from Exton in Birdsboro, PA, and currently supports over 20 military platforms across more than 80 countries. Aydin brings with it at least vertical integrated manufacturing facility together with our Exton facility we will be able to serve our customers more efficiently and further grow our business with the expanded footprint.

Speaker #3: Aydin enhances our display technology capabilities, bringing us additional engineering talent, proven display technologies, and a respected product portfolio that aligns closely with our integrated avionics solutions.

Speaker #3: Aydin further strengthens our position in our traditional military avionics markets through exposure to new defense platforms. Additionally, the acquisition expands our military business into naval and ground programs and also diversifies our business into industrial applications including the medical instrument market.

Shahram Askarpour: Additionally, the acquisition expands our military business into naval and ground programs and also diversifies our business into industrial applications, including the medical instrument market. This is our first acquisition of an operating business and demonstrates the broadening scope of our M&A strategy beyond the product line acquisitions we have historically pursued. Looking ahead, we will continue to target aerospace and defense component product lines and businesses with significant aftermarket potential for proprietary content, above-market growth, strong cash generation, and profitability. Our acquisition pipeline remains very active. As we build the business through accretive acquisitions, we also remain highly focused on continuing to drive organic growth through new product introductions, cross-selling initiatives, and contract wins. To that end, in August, we announced an exciting new contract win with a leading Japanese developer of electric vertical takeoff and landing aircraft.

Speaker #3: This is our first acquisition of an operating business and demonstrates the broadening scope of our M&A strategy beyond the product line acquisitions we've historically pursued.

Speaker #3: Looking ahead, we will continue to target aerospace and defense component product lines and businesses with significant aftermarket potential for prior to a content above market growth strong cash generation and profitability.

Speaker #3: Our acquisition pipeline remains very active. As we build the business through accretive acquisitions, we also remain highly focused on continuing to drive organic growth through new product introductions cross-selling initiatives and contract wins.

Speaker #3: To that end, in August we announced an exciting new contract win with a leading Japanese developer of electric vertical takeoff and landing aircraft. Under the agreement, IA will develop the main display and avionics architecture for an EVTOL aircraft program.

Shahram Askarpour: Under the agreement, IA will develop the main display and avionics architecture for an eVTOL aircraft program. This is the first OEM program based on our Liberty Flight Deck, highlighting the growing commercial validation of our technology. We expect early engineering work to begin in Q4 2026, with initial production targeted for late 2027. We currently expect to progress towards full production during 2028, in support of customers targeted 2028 full-scale commercial launch. The program currently holds a total of over 400 eVTOL orders from partners in Japan and overseas. The advanced air mobility market represents one of the most exciting frontiers in aviation, and our flexible integrated avionics platforms are ideally suited for this market. This program reflects our continued focus on developing next-generation systems that enable safer, smarter, and more capable flight across both traditional and emerging aviation platforms.

Speaker #3: This is the first OEM program based on our liberty flight deck highlighting the growing commercial validation of our technology. We expect early engineering work to begin in Q4 2026 with initial production targeted for late 2027.

Speaker #3: We currently expect to progress towards full production during 2028 support of customers targeted 2028 full-scale commercial launch. The program currently holds a total of over 400 EVTOL orders from partners in Japan and overseas.

Speaker #3: The advanced air mobility market represents one of the most exciting frontiers in aviation and our flexible integrated avionics platforms are ideally suited for this market.

Speaker #3: This program reflects our continued focus on developing next-generation systems that enable safer smarter and more capable flight across both traditional and emerging aviation platforms.

Speaker #3: As previously discussed, we completed the development and certification of the UMS version 2. Production began in June of this year, and Q3 revenues benefited from this product line.

Shahram Askarpour: As previously discussed, we completed the development and certification of the UMS version 2. Production began in June of this year, and Q3 revenues benefited from this product line. The radio management unit contract with L3 is at its final certification phase, and production deliveries will commence in Q1 of our fiscal 2027. The KC-767 contract with Boeing is progressing per plan, and production deliveries will commence in Q2 of our fiscal 2027. In addition to progress on our strategic initiatives, we recently made meaningful strides in our corporate rebranding and efforts to expand market visibility. Last October, we announced our rebranding to Innovative Aerosystems, a pivotal step in our broader strategic evolution. Building on that momentum, we are pleased to announce our planned Nasdaq ticker symbol change to IA, better aligning our public market identity with our corporate name, brand, and long-term strategy.

Speaker #3: The radio management unit contract with L3 is at its final certification phase, and production deliveries will commence in Q1 of our fiscal 2027. The KC-767 contract with Boeing is progressing per plan, and production deliveries will commence in Q2 of our fiscal 2027.

Speaker #3: In addition to progress on our strategic initiatives, we recently made meaningful strides in our corporate rebranding and efforts to expand market visibility. Last October, we announced our rebranding to Innovative Aero System a pivotal step in our broader strategic evolution.

Speaker #3: Building on that momentum, we are pleased to announce our planned NASDAQ ticker symbol change to IA, better aligning our public market identity with our corporate name, brand, and long-term strategy.

Speaker #3: The company will seize trading under the NASDAQ ticket symbol ISSC and begin trading under the symbol IA effective at the US market open on August 18.

Shahram Askarpour: The company will cease trading under the Nasdaq ticker symbol ISSC and begin trading under the symbol IA, effective at the US market open on August 18th. To mark this milestone, members of our leadership team will be in New York to ring the Nasdaq closing bell on August 18th. Additionally, on June 29, IA was added as a member of the US Small Cap Russell 2000 Index as part of the 2026 Russell Indexes reconstitution. This is an important milestone in our company's evolution and is a direct reflection of the important progress we have made against our strategic priorities and long-term investments we have been making to scale our business. In summary, we are excited by our strong third-quarter results, as well as the important progress towards our strategic plan.

Speaker #3: To mark this milestone, members of our leadership team will be in New York to ring the NASDAQ closing bell on August 18. Additionally, on June 29, IA was added as a member of the US small cap Russell 2000 index as part of the 2026 Russell indexes reconstitution.

Speaker #3: This is an important milestone in our company's evolution and is a direct reflection of the significant progress we have made against our strategic priorities and the long-term investments we have been making to scale our business.

Speaker #3: In summary, we are excited by our strong third quarter results as well as the important progress towards our strategic plan. Based on our strong business momentum and successful execution, we are confident we remain well on track to achieve our long-term 250 million revenue target.

Shahram Askarpour: Based on our strong business momentum and successful execution, we are confident we remain well on track to achieve our long-term $250 million revenue target. As before, we remain focused on our strategy, energized by the opportunities ahead, and committed to creating long-term value for our shareholders in the years ahead. With that, I will turn the call over to Jeff for his prepared remarks.

Speaker #3: As before, we remain focused on our strategy energized by the opportunities ahead and committed to creating long-term value for our shareholders in the years ahead.

Speaker #3: With that, I'll turn the call over to Jeff for his prepared remarks.

Speaker #1: Thank you, Shahram, and good morning to all those joining us. Today, I will provide a high-level overview of our third quarter performance including a discussion of our balance sheet and our liquidity profile at quarter end.

Jeff DiGiovanni: Thank you, Shahram, and good morning to all those joining us. Today, I will provide a high-level overview of our Q3 performance, including a discussion of our balance sheet and our liquidity profile at quarter end, and conclude with comments on our outlook for the business, which remains positive given current demand conditions. We generated net revenues of $26.7 million in Q3, up approximately 11% from Q3 last year, driven by another quarter of strong organic growth in our commercial aviation and business jet markets, partially offset by an elevated prior year comparison within our F-16 business. As a reminder, in Q3 2025, F-16 revenues were $12.6 million, as there was a pull forward of revenue due to the transition of manufacturing into an Exton facility, as compared to $5.7 million in the current quarter.

Speaker #1: And to conclude, our outlook for the business remains positive given current demand conditions. We generated net revenues of $26.7 million in the third quarter, up approximately 11% from the third quarter last year, driven by another quarter of strong organic growth in our commercial aviation and business jet markets.

Speaker #1: Partially offset by an elevated prior year comparison within our F-16 business. As a reminder, in the third quarter of 2025, F-16 revenues were 12.6 million as there was a pull forward of revenue due to the transition of manufacturing into an extent facility as compared to 5.7 million in the current quarter.

Speaker #1: Excluding the F-16 revenue from both periods, and the new acquisitions our business grew by over 40% during the third quarter. Product sales were 17.5 million during the third quarter up from 16.6 million during the same period last year driven by strong sales into our commercial and business aviation markets.

Jeff DiGiovanni: Excluding the F-16 revenue from both periods and the new acquisitions, our business grew by over 40% during Q3. Product sales were $17.5 million during Q3, up from $16.6 million during the same period last year, driven by strong sales into our commercial and business aviation markets. Service revenues was $9.2 million, up from $7.5 million in the same period last year, due to growth in service volumes related to the Inertial Reference Units and autopilot product lines. Gross profit was $13.8 million during Q3, up 61% from $8.6 million in the same period last year. The improvement was driven by revenue growth and a favorable sales mix given the strong commercial aftermarket growth. As we have discussed previously, we experienced some lumpiness in the timing of expense recognition during the manufacturing transition from Honeywell that impacted our quarterly results.

Speaker #1: Service revenues were $9.2 million, up from $7.5 million in the same period last year, due to growth in service volumes related to the IRUs and Autopilot product lines.

Speaker #1: Gross profit was 13.8 million during the third quarter up 61% from 8.6 million in the same period last year. The improvement was driven by revenue growth and a favorable sales mix given the strong commercial aftermarket growth as we've discussed previously we experienced some lumpiness in the timing of expense recognition during the manufacturing transition from Honeywell that impacted our quarterly results.

Speaker #1: Last year's third quarter results were impacted by elevated costs on the F-16 product line as Honeywell incurred extra expenses in order to expedite the building of safety stock ahead of fully transitioning production to us.

Jeff DiGiovanni: Last year's Q3 results were impacted by elevated costs on the F-16 product line, as Honeywell incurred extra expenses in order to expedite the building of safety stock ahead of fully transitioning production to us. As a result, our Q3 gross margin was 51.7%, up from 35.6% last year. This is our fourth consecutive quarter with gross margins of at least 50%. Operating expenses during Q3 2026 was $7.8 million, an increase from $5.1 million during the same period last year. R&D expense increased by approximately $1 million as compared to the prior year. As previously discussed, the company is accelerating investments in R&D to drive long-term growth for the next-gen capabilities that support multiple platforms and end markets. As such, we continue to expect elevated R&D spending to support our growth initiatives.

Speaker #1: As a result, our third quarter gross margin was 51.7% up from 35.6% last year this is our fourth consecutive quarter with gross margins of at least 50%.

Speaker #1: Operating expenses during the third quarter of 2026 was 7.8 million an increase from 5.1 million during the same period last year R&D expense increased by approximately 1 million dollars as compared to the prior year.

Speaker #1: As previously discussed, the company is accelerating investments in R&D to drive long-term growth for the next gen capabilities that support multiple platforms and end markets.

Speaker #1: As such, we continue to expect elevated R&D spending to support our growth initiatives. Net income was $4.5 million, or $0.25 per diluted share, during the third quarter compared to net income of $2.4 million, or $0.14 per share, in the third quarter of last year.

Jeff DiGiovanni: Net income was $4.5 million, or $0.25 per diluted share during the Q3, compared to net income of $2.4 million, or $0.14 per share in the Q3 of last year. Adjusted net income, which includes the same adjustments made to adjusted EBITDA, in addition to an adjustment for the amortization of acquired intangibles, was $6 million for the quarter as compared to $2.9 million last year. Adjusted earnings per diluted share were $0.33 versus $0.16 last year. Adjusted EBITDA was $7.7 million during the Q3, up from $4.4 million in the Q3 of last year due to the solid revenue growth and more favorable revenue mix, partially offset by the continued investments in R&D to drive long-term growth for the next-gen capabilities that support multiple platforms and end markets. Moving on to backlog.

Speaker #1: Adjusted net income, which includes the same adjustments made to adjusted EBITDA in addition to an adjustment for the amortization of acquired intangibles, was $6 million for the quarter as compared to $2.9 million last year.

Speaker #1: Adjusted earnings per diluted share were 33 cents versus 16 cents last year. Adjusted EBITDA was 7.7 million during the third quarter up from 4.4 million in the third quarter of last year due to the solid revenue growth and more favorable revenue mix partially offset by the continued investments R&D to drive long-term growth for the next gen capabilities that support multiple platforms and end markets.

Speaker #1: Moving on to backlog, new orders in the third quarter of fiscal 2026 were $22.7 million, and backlog as of June 30th was approximately $83 million—an increase of approximately $5.5 million over the comparable prior year period.

Jeff DiGiovanni: New orders in the Q3 of fiscal 2026 were $22.7 million, and backlog as of 30 June was approximately $83 million, an increase of approximately $5.5 million over the comparable prior year period. Backlog represents the value of contracts and purchase orders, less revenue recognized to date on those contracts and purchase orders. The backlog includes committed purchases and excludes potential future sole source production orders under the company's engineering development contract programs. Next, turning to cash. Compared to $10.3 million in the year ago comparable period, driven by our solid operating results and financial discipline. Capital expenditures during the first 9 months of 2026 were $3.2 million versus $5.5 million in the year ago period. Free cash flow was $12.3 million during the first 3 quarters of the year, up from $4.8 million in the previous year.

Speaker #1: Backlog represents the value of contracts and purchase orders, less revenue recognized to date on those contracts and purchase orders. The backlog includes committed purchases and excludes potential future sole source production or.

Speaker #1: Under the company's engineering development contract programs. Next, turning the cash. Compared to 10.3 million in the year ago comparable period driven by our solid operating results and financial discipline.

Speaker #1: Capital expenditures during the first nine months of 2026 were 3.2 million versus 5.5 million in the year ago period. Free cash flow was 12.3 million during the first three quarters of the year.

Speaker #1: Up from 4.8 million in the previous year. Our strong free cash flow reflects the capital light nature of our business model translating into consistently strong conversion rates.

Jeff DiGiovanni: Our strong free cash flow reflects the capital-light nature of our business model, translating into consistently strong conversion rates. At the end of the Q3 of 2026, we had total debt of $54.5 million and cash and cash equivalents of $10.7 million, resulting in net debt of $43.8 million. Net debt increased $21 million from the year ago period, despite more than $35 million deployed towards acquisitions and capital expenditures in support of growth initiatives. As of 30 June, we had total cash and availability under a line of credit of approximately $53.7 million. Our net leverage at the end of the quarter was 1.4x, despite the recent acquisitions. Our modest leverage, combined with our availability under our expanded credit facility, gives us significant financial flexibility to continue executing on our strategic initiatives.

Speaker #1: At the end of third quarter of 2026, we had total debt of 54.5 million and cash and cash equivalents of 10.7 million resulting in net debt of 43.8 million.

Speaker #1: Net debt increased 21 million from the year ago period despite more than 35 million deployed towards acquisitions and capital expenditures in support of growth initiatives.

Speaker #1: As of June 30th, we had total cash and availability under line of credit of approximately 53.7 million. Our net leverage at the end of the quarter was 1.4 times despite the recent acquisitions.

Speaker #1: Our modest leverage combined with our availability under expanded credit facility gives us significant financial flexibility to continue executing on our strategic initiatives. Before we move into our Q&A session, I'd like to provide our current thoughts around the outlook for the remainder of the fiscal 2026.

Jeff DiGiovanni: Before we move into our Q&A session, I'd like to provide our current thoughts around the outlook for the remainder of the fiscal 2026. As we look ahead, we expect to close out our fiscal 2026 on a positive note. We expect to generate Q4 revenue around $28 to $30 million, including continued expected organic growth and the contribution from recent acquisitions. That completes our prepared remarks. Operator, we're now ready for the question and answer portion of the call.

Speaker #1: As we look ahead, we expect to close out our fiscal 2026 on a positive note. We expect to generate fourth quarter revenue around 28 to 30 million dollars including continued expected organic growth in the contribution from recent acquisitions.

Speaker #1: That completes our prepared remarks. Operator, we are now ready for the question-and-answer portion of the call.

Speaker #2: Thank you. At this time, we'll be conducting a question and answer session. If you'd like to ask a question, please press star one on your telephone keypad.

Operator: Thank you. At this time, we'll be conducting a question and answer session. If you'd like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two if you'd like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we poll for questions. Our first question comes from Bobby Brooks with Northland Capital Markets. Your line is now live.

Speaker #2: A confirmation tone will indicate your line is in the question queue. You may press star two if you'd like to remove your question from the queue.

Speaker #2: For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we poll for questions.

Speaker #2: Our first question comes from Bobby Brooks with Norland Capital Markets. Your line is now live.

Speaker #3: Hey, good morning team, and thank you for taking my questions. I wanted to unpack the EVOLTEL program. Yesterday was very exciting news, but I wanted to hear more about how this one came about and how long the sales process attached to it was.

Bobby Brooks: Hey, good morning, team, and thank you for taking my questions. I wanted to unpack the eVTOL program win yesterday. Very exciting news, but wanted to hear more about how this win came about. How long was the sales process attached to it? The last piece, you cite $50 million total contract value. Is that assuming all 400-plus units are produced, or just how should we be thinking about $50 million?

Speaker #3: Then the last piece you cite, like $50 million total contract value—is that assuming all 400-plus units are produced, or just, how should we be thinking about the $50 million?

Speaker #4: So for the yeah, we're having a little bit of a phone issue here. For the your first question of how long was the sale process, it's been about a year now that we've been working with this company to finalize agreements and put them in place.

Shahram Askarpour: So for the We're having a little bit of a phone issue here. For your first question of how long was the sale process, it's been about a year now that we've been working with this company to finalize agreements and put them in place. In terms of your question about what the value of the contract is, we really can't comment on that right now. It's early on. We know they have about 400 airplanes in the backlog, but that's not the extent of this program. We believe that there is a significant number of aircraft that are going to be produced by this manufacturer.

Speaker #4: In terms of your question about what the value of the contract is, we really can't comment on that right now. It's early on. We know the we know they have about 400 airplanes in the backlog but that's not the extent of this program.

Speaker #4: We believe that there is significant number of aircraft that are going to be produced by this manufacturer.

Speaker #2: That contract value is assuming

Jeff DiGiovanni: That contract value is assuming all 400-plus get shipped out.

Speaker #3: all 400 plus get shipped out.

Speaker #4: Got it. That's helpful. And maybe just to, if you could, touch on what factors you think led you guys to get this one. Obviously, delivery, flight deck, very customizable—I'm guessing that was a piece.

Bobby Brooks: Got it. That is helpful. And maybe just if you could touch on what the factors that you think led you guys to get this win. Obviously, Liberty Flight Deck, very customizable. I am guessing that was a piece. Was there anything else important to note there on landing that one?

Speaker #4: Was there anything else important to note there on landing that one?

Shahram Askarpour: Again, when we look at the cockpit of some of these newer aircraft that are coming into the market, the customization of their graphics and the cockpit displays is very important and key to the operators. Our system is very flexible, and we can customize it at a very reasonable cost, and that is essentially what made it attractive to this particular company. But we are seeing similar interest from a number of aircraft manufacturers. Again, this is the first air mobility aircraft that we have signed a contract with, but it is not the only one that going forward we see in the horizon.

Speaker #3: Again, when we're looking

Speaker #4: at when we look at the cockpit of some of these newer aircraft that are coming into the market, the customization of their graphics and the cockpit displays is very important and key to the operators.

Speaker #4: Our system is very flexible, and we can customize it at a very reasonable cost. That's essentially what made it attractive to this particular company.

Speaker #4: But we're seeing similar interest from a number of aircraft manufacturers again this is the first this is the first air mobility aircraft that we've signed the contract with but it's not the only one that's going forward we see in the horizon.

Speaker #4: Got it. That's helpful. And then just last week Honeywell Aerospace called out some challenges within their own supply chain specifically relating to electronic suppliers.

Bobby Brooks: Got it. That is helpful. And then just last week, Honeywell Aerospace called out some challenges within their own supply chain, specifically relating to electronic suppliers. My initial thought is this would not be you or affecting you, but just wanted to confirm that and hear anything you might be seeing within your own supply chain.

Speaker #4: My initial thought is this wouldn't be this wouldn't be you or affecting you but just wanted to confirm that and hear anything you might be seeing within your own supply chain.

Speaker #3: So our supply chain is a little bit different than Honeywell's supply chain as we don't outsource our circuit cards. We build them in-house. We're don't have those kind of issues that they have and also we the basic principles that we've had in our product development for years is always been that we make sure any component that we have multiple sources available and sometimes we even qualify some of the key components like the LCD for example we qualify our system with LCDs from multiple suppliers multiple manufacturers that make the same size so we don't get into this trap of supply chain.

Shahram Askarpour: Our supply chain is a little bit different than Honeywell's supply chain, as we do not outsource our circuit cards. We build them in-house. We do not have those kind of issues that they have. Also, the basic principles that we have had in our product development for years has always been that we make sure any component, that we have multiple sources available, and sometimes we even qualify some of the key components, like the LCD, for example. We qualify our system with LCDs from multiple suppliers, multiple manufacturers that make the same size, so we do not get into this trap of supply chain. The landscape of and we see that in the international scope, that there is a lot of changes happening with the political environment that is out there.

Speaker #3: The landscape of and we see that in the international scope that there's a lot of changes happening with the kind of the political environment that's out there and it's created a lot of issues for the companies that few years ago they saw opportunities to make a quick cash by outsourcing all of their IP to countries abroad in Southeast Asia and that's creating some of these supply chain issues for them now because they don't have the capabilities to do it in-house.

Shahram Askarpour: It created a lot of issues for the companies that a few years ago, they saw opportunities to make quick cash by outsourcing all of their IP to countries abroad in Southeast Asia, and that is creating some of these supply chain issues for them now because they do not have the capabilities to do it in-house.

Bobby Brooks: That is super helpful, Shahram. Really appreciate it. Then just last one for me. Jeff, in your prepared remarks, I think you made the comment of excluding the F-16 year-over-year comps and the sales this quarter. I believe acquisitions as well, you gave a growth rate. Could you just repeat that?

Speaker #4: That's super helpful college share I'm really appreciate it and then just last one for me Jeff in your prepared remarks I think you gave you've made the comment of like excluding S16 the S16 year over year comps and the sales this quarter and I believe acquisitions as well you gave a growth rate could you just repeat that?

Speaker #2: Yes. What we did was we backed out the F16 over comparable periods, because keep in mind this time last year there was about $12 million of F16 revenue that got sort of front-loaded because of the buildup of inventory before the changeover to the XMPA, versus $5 million this quarter.

Jeff DiGiovanni: Yes. What we did was we backed out the F-16 over comparable periods, because keep in mind, this time last year, there was about $12 million of F-16 revenue that got sort of front-loaded because of the build-up of inventory before the change over to the Exton versus $5 million this quarter. So when you back those two out and the acquisitions revenue, we came in about 40% growth year-over-year.

Speaker #2: So when you back those two out and the acquisitions revenue we came in about 40% growth year over year.

Speaker #4: When you're organic side.

Shahram Askarpour: On the organic side.

Speaker #2: Correct.

Jeff DiGiovanni: Correct.

Speaker #4: That's very impressive. Congrats on the strong quarter. I'll return to the queue.

Bobby Brooks: That is very impressive. Congrats on the strong quarter. I will return to the queue.

Speaker #2: Thank you.

Jeff DiGiovanni: Thank you.

Speaker #1: Our next question comes from Josh Sullivan with Jones Trading Company. Your line is now live.

Operator: Our next question comes from Josh Sullivan with JonesTrading. Your line is now live.

Speaker #4: Hey, good morning.

Josh Sullivan: Hey, good morning.

Speaker #3: Good morning, Josh. Just as you guys execute on your long-term strategy here and the recent acquisitions how do we think of that 50% gross margin run rate you're doing over the last four quarters here looking ahead?

Shahram Askarpour: Morning, Josh.

Josh Sullivan: Just as you guys execute on your long-term strategy here and the recent acquisitions, how do we think of that 50% gross margin run rate you're doing over the last four quarters here looking ahead?

Speaker #4: I think that's kind of where we've guidance we've given before was somewhere around 45 to 50%. Again, quarter per quarter depending on. Product mix that we sell those margins are going to vary but around 50% is seems to be where we're heading as we on some of these product lines that we acquired as well the insourcing of the circuit cards is ongoing right now and we believe that once all of that is completed that those margins should become more uniform and as well as you know fall in with that 50% gross margin which is our ultimate goal is to try to keep it there.

Shahram Askarpour: I think that's kind of where guidance we've given before was somewhere around 45% to 50%. Again, quarter per quarter, depending on the product mix that we sell, those margins are going to vary. But around 50% seems to be where we're heading. On some of these product lines that we acquired as well, the insourcing of the circuit cards is ongoing right now. We believe that once all of that is completed, that those margins should become more uniform as well as fall in within that 50% gross margin, which is our ultimate goal is to try to keep it there.

Speaker #2: But moreover we're really focusing on the EBITDA margin where we said before about 25 to 30% overall from an EBITDA margin perspective.

Jeff DiGiovanni: Moreover, we're really focusing on the EBITDA margin, where we've said before, about 25% to 30% overall from an EBITDA margin perspective.

Speaker #4: Right. Right. Okay. And then you

Josh Sullivan: Right. Okay. You made a comment about the medical instrument market in your prepared remarks there. Did it just come with the acquisition or is this an area where we could see some efforts going forward?

Speaker #3: made a comment about you know the medical instrument market in your prepared remarks there. You know is this just did it just come with the acquisition or is this an area where we could see you know some efforts going forward?

Speaker #4: So they've again they Aydin is in the mission display business. They some of those applications fall within the medical instrument industry. They do have a small portion of their revenue that comes from that market and it allows us to seek other opportunities.

Shahram Askarpour: So again, Aydin is in the mission display business. Some of those applications fall within the medical instrument industry. They do have a small portion of their revenue that comes from that market, and it allows us to seek other opportunities. For example, there is more to medical instruments than just the display side of it. At IA, we have the capabilities to go into that area of the market. We have never done that before. Gaining customers in the medical instrument area would allow us to take a look to see whether there is additional products we can develop that is used by that market. The volumes, obviously, are much higher than the aviation and the aerospace market for those products.

Speaker #4: For example, there's more to medical instruments than just the display side of it. At IA, we have the capabilities to go into that area of the market.

Speaker #4: We've never done that before. Gaining customers in the medical instrument area would allow us to take a look to see whether there is additional products we can develop that's used by that market.

Speaker #4: The volumes, obviously, are much higher in the market for those products.

Josh Sullivan: Got it. Then just coming out of Farnborough Air Show, any regulatory dynamics we should be thinking about looking at potential ATC funding or altimeters or anything from next gen FAA we should be thinking about as it relates to opportunities that IA strategy?

Speaker #3: And then, just coming out of Farnborough Air Show, any regulatory dynamics we should be thinking about? Looking at, you know, potential ATC funding, or altimeters, or anything from NextGen FAA we should be thinking about as it relates to opportunities that ISSC—or sorry, rather IA—strategy?

Speaker #4: So FarmBro was interesting the mandate that's coming out of the FAA for the 5G friendly radar altimeters is coming up. We do not have a radar altimeter in our product portfolio.

Shahram Askarpour: Farnborough was interesting. The mandate that is coming out of the FAA for the 5G-friendly radar altimeters is coming up. We do not have a radar altimeter in our product portfolio. So that does not benefit us as much. But we continue looking at teaming as well as acquisitions, and we look at product lines that have a good future within them, and radar altimeter is one of the product lines that it is on our acquisition strategy.

Speaker #4: So that doesn't benefit us as much. But you know we continue looking at teaming as well as acquisitions and we look at product lines that have a good future within them and radar altimeter is one of the product lines that it's on our acquisition strategy.

Speaker #3: Great. Thank you for the

Josh Sullivan: Great. Thank you for the time.

Speaker #4: Thank you.

Shahram Askarpour: Thank you.

Jeff DiGiovanni: Thank you.

Speaker #1: Our next question comes from Greg Palm with Craig-Hallum. Your line is now live.

Operator: Our next question comes from Greg Palm with Craig-Hallum. Your line is now live.

Speaker #4: Yeah. Good morning, guys, and congrats on a lot of positive news. I wanted to maybe start because the 40% kind of organic, on a more apples-to-apples comparison, was pretty impressive, and it can be hard for some of us to kind of delineate the growth drivers.

Greg Palm: Good morning, guys, and congrats on a lot of positive news. I wanted to maybe start because the 40% organic on a more apples to apples comparison was pretty impressive, and it can be hard for some of us to delineate the growth drivers. I do not know, based on end market exposure and the various programs, what are the biggest drivers of that? How much of that is just you are tied to some end markets that are growing versus some of these new programs or product lines that are starting to ramp?

Speaker #4: So, I don't know—based on end market exposure and the various programs, what are the biggest drivers of that? Like, how much of that is just, you know, you're tied to some end markets that are growing, versus some of these new programs or product lines that are starting to ramp?

Speaker #2: Sure. So, I think with the aging fleet, you're seeing services go up in terms of replacements as well as just repairs. So that's where we saw growth there in the commercial side, as well as business aviation. This was the quarter we started shipping at UMS too.

Jeff DiGiovanni: Sure. I think with the aging fleet, you are seeing services go up, in terms of replacement as well as just repairs. That is where we saw, one, growth there in the commercial side as well as business aviation. This was the quarter we started shipping at UMS 2, so we actually have the growth in there from a UMS 2 perspective year-over-year, which I would say the business aviation was a little down last year, and you are seeing that pick up, mainly with the UMS 2 for that product line. You are seeing growth drivers in both business aviation, a little bit in the military as well this quarter, beside the F-16, and then we saw mostly in the commercial air transport, again, both in the product sales as well as services-related activities.

Speaker #2: So we actually have the growth in there from a UMS2 perspective year over year, which I would say the business aviation was a little down last year, and you're seeing that pick up mainly with the UMS2 for that product line.

Speaker #2: But you're seeing gross drivers in both business aviation, a little bit in the military as well this quarter besides the F-16, and then we saw mostly in the commercial air transport, again both in the product sales as well as services-related activities.

Speaker #4: Yep. Okay. And as it relates to military I think F-16 was either at or maybe even above that higher end of kind of what you had talked about and was up I think F-16 specifically was up significantly versus last quarter just help us understand is are you ramping that up a little bit faster than what you thought?

Greg Palm: Yep. Okay. As it relates to military, I think F-16 was either at or maybe even above the higher end of what you had talked about, and I think F-16 specifically was up significantly versus last quarter. Just help us understand, are you ramping that up a little bit faster than what you thought? Was there anything one-time issue in the quarter?

Speaker #4: Was there anything kind of one time-ish in the quarter?

Speaker #3: The last quarter we were down on the F-16 and part of that was because of one of the product lines and we have two product lines that we acquired for the F-16.

Shahram Askarpour: Last quarter, we were down on the F-16, and part of that was because of one of the product lines. We have two product lines that we acquired for the F-16. One is the digital flight control computer, and the other one is the mission display generator. The mission display generator transition completed in last quarter, more towards the end of the quarter, which limited the amount of deliveries we could do on that product line. This quarter was the first quarter that we did, Q3 was the first quarter that we had full production for the whole period of 3 months. We are hitting that kind of $5 million range per quarter that we think is sustainable long-term.

Speaker #3: One is the digital flight control computer and the other one is the mission display generator. The mission display generator transition completed in last quarter more towards the end of the quarter which limited the amount of deliveries we could do on that product line.

Speaker #3: So this quarter was the first quarter that we did the Q3 was the first quarter that we had full production for the whole period of three months.

Speaker #3: And so, you know, we're hitting that kind of $5 million range per quarter that we think is sustainable long term.

Speaker #4: Okay, fair enough. And then I wanted to shift gears to the press release last night—I thought that was interesting. So maybe a couple of questions related to that.

Greg Palm: Okay. Fair enough. I wanted to shift gears to the press release last night. I thought that was interesting. Maybe a couple of questions related to that. The $50 million in contracted value, I just want to be clear, Jeffrey, you said that was based on the 400 orders that this customer has. Hypothetically, what would happen if this customer got and made thousands of these aircrafts? Are you going to see a pretty significant increase versus that? Are you sole source on this program?

Speaker #4: The 50 million in contracted value I just want to be clear that's Jeff you said that was based on the 400 orders that this customer has.

Speaker #4: So hypothetically what would happen if this customer got you know and made thousands of these aircrafts? I mean are you going to see a pretty significant increase versus that?

Speaker #4: I mean, are you the sole source on this program?

Speaker #3: Yeah. So we're you know we're going to be part of the certification of the baseline of the equipment. So typically you become sole source on it.

Shahram Askarpour: Yeah. We're going to be part of the certification of the baseline of the equipment, so typically, you become sole source on it. Again, the $50 million in value was a kind of a nominal number. But sitting at this end of it, you really don't know what the final thing is going to look like. I remember when we did the system for Pilatus for the PC-24, our expectations were 30 ships a year, and that's what we told the Street, because that's what they told us. We're delivering close to 60 ships a year now on that platform. So this initial program that we have right now over the next year, it's really an engineering development program, to configure the system to everything that their requirements are. Once the production begins, I believe we will see growth in their volume.

Speaker #3: And again the 50 million dollar in value was a kind of a nominal number. But you know sitting at this end of it you really don't know what the final thing is going to look like.

Speaker #3: I remember when we did the system for Pilatus for the PC-24 our year and that's what we told the street because that's what they told us.

Speaker #3: We're delivering close to 60 ships a year now. On that platform. So this initial program that we have right now over the next year it's really an engineering development program to configure the system to everything that their requirements are and once the production begins I believe we will see growth in their volume.

Speaker #3: It is an impressive platform. Compared to other companies that have done similar air mobility aircraft.

Shahram Askarpour: It is an impressive platform compared to other companies that have done similar air mobility aircraft.

Speaker #4: Yep. Okay. And you know as it relates to this I mean how big of an opportunity is that you know whether it's you know air mobility EV toll opportunity versus some of the other kind of newer aircrafts?

Greg Palm: Yep. Okay. As it relates to this, how big of an opportunity is that? Whether it's air mobility, eVTOL opportunity versus some of the other kind of newer aircrafts. Where are you seeing, in terms of your pipeline, the most opportunities for Liberty?

Speaker #4: I mean, where are you seeing, in terms of your pipeline, the most opportunities for Liberty?

Speaker #3: So, I think the air mobility systems is where eventually the business, the industry, is going. The opportunities are huge. I don't know how to put a number on it.

Shahram Askarpour: I think the air mobility systems is where eventually the industry is going. The opportunities are huge. I do not know how to put a number on it, but they are significant because when you listen to the number of aircrafts that are talked about are significant to the point where you imagine where all these airplanes going to fly. But that is the future that we are looking at. The market is significantly large, and there is number of players in there. Honeywell has systems for Air Mobility Command, so does Rockwell Collins, so does Thales. Again, what it comes to is how quickly, how nimble are you? How quickly can you modify your system to work on another platform? And that is where we see our advantage in this market.

Speaker #3: But they're significant because when you listen to the number of aircraft that are talked about are significant to the point where you imagine where all these airplanes are going to fly.

Speaker #3: But that's the future that we're looking at. The market is significantly large and there is number of players in there. I mean Honeywell has systems for air mobility command.

Speaker #3: So there's Rockwell Collins. So there's Thales. Again what it comes to is how quickly how nimble are you? How quickly can you modify your system to work on another platform?

Speaker #3: And that's where we see our advantage. In this market.

Speaker #4: Yeah. Well it seems like a pretty compelling new opportunity for you. All right. I'll leave it there. Best of luck. Thanks.

Speaker #2: Thank you.

Speaker #3: Thank you.

Speaker #1: We have reached the end of the question and answer session. I'd now like to turn Nicole back over to management for closing comments.

Greg Palm: Well, it seems like a pretty compelling new opportunity for you. All right, I will leave it there. Best of luck. Thanks.

Speaker #3: Thank you, operator, and thank you, everybody, for joining our call today. Have a nice day.

Shahram Askarpour: Thank you.

Operator: We have reached the end of the question and answer session. I would now like to turn the call back over to management for closing comments.

Shahram Askarpour: Thank you, operator, and thank everybody for joining our call today. Have a nice day.

Operator: This concludes today's conference. You may disconnect your lines at this time, and we thank you for your participation.