Plug Power Inc. (NASDAQ:PLUG) Q4 2023 Earnings Call Transcript

Plug Power Inc. (NASDAQ:PLUG) Q4 2023 Earnings Call Transcript March 1, 2024

Plug Power Inc. isn’t one of the 30 most popular stocks among hedge funds at the end of the third quarter (see the details here).

Operator: Hello, and welcome to the Plug Power Fourth Quarter 2023 and Year End Earnings Call and Webcast. [Operator Instructions] As a reminder, this conference is being recorded. It’s now my pleasure to turn the call over to [Merrill Dresty] (ph), Marketing and Communications Manager for Plug Power. Please go ahead, Merrill.

Unidentified Company Representative: Thank you. Welcome to the Plug Power Q4 year-end earnings call. This will include forward-looking statements. These forward-looking statements include, among others, statements of expectations, beliefs, future plans and strategies, anticipated results from operations and developments and other matters that are not historical facts. We intend these forward-looking statements to be covered by the safe harbor provisions for forward-looking statements contained in Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934. We believe that it’s important to communicate our future expectations to investors. However, investors are cautioned not to unduly rely on forward-looking statements and such statements should not be read or understood as a guarantee of future performance or results.

Such statements are based upon the current expectations, estimates, forecasts and projections as well as the current beliefs and assumptions of management, and are subject to significant risks and uncertainties that could cause actual results or performance to differ materially from those discussed as a result of various factors, including, but not limited to, the risks and uncertainties discussed under Item 1A, Risk Factors, in our annual report on Form 10-K for the fiscal year ending December 31, 2023, and other reports we file from time to time with the Securities and Exchange Commission. These forward-looking statements speak only of day in which statements are made and we do not undertake or intend to update any forward-looking statements after this call or as a result of new information.

At this point, I’d like to turn the call over to Plug Power’s CEO, Andy Marsh.

Andy Marsh: Thank you, Merrill, and thank you everyone for joining today’s call. On January 24th, Paul and I provided an overview of Plug Power’s results and achievements from the past year. A highlight was the launch of our Georgia plant, making us a leader in the PEM electrolyzer space and the world’s foremost producer of liquid green hydrogen. This achievement signifies a leap forward for the hydrogen industry, placing Plug Power at the vanguard green hydrogen production and challenging the status quo. Our ambitions continues with the initiation of a joint venture with Olin at St. Gabriel, Louisiana, poised to further assert our leadership in the liquid hydrogen production world with its upcoming operation expected in the third quarter.

Additionally, the securing of a $1.6 billion term sheet from the Department of Energy is a testament to our commitment to enhancing our hydrogen production capabilities across the United States. We expect conditional approval under the term sheet in the coming weeks. Financially, in the past quarter, we made important strides in improving cash management and fostering growth that bolsters cash generation, effectively addressing our going concern. We had operational successes, such as expanding our material handling footprint with giants like Walmart, Home Depot and Amazon, and pioneering with a 1-megawatt electrolyzer system for on-site green hydrogen generation at an Amazon facility. Our launch of innovative platforms and products, including a high power stationary fuel cell system and 100-megawatt electrolyzer project for GALP, underscores our relentless pursuit of innovation and leadership in the green energy sphere.

These efforts reflect our strategic intent to augment our product suite and enlarge our market footprint, cementing our role in spearheading a more sustainable energy future. As we move into 2024, our focus sharpens on fortifying our financial foundation and sustaining continued expansion. Our resolve to propel the hydrogen economy is matched by our strategic shift towards capitalizing on existing investment and a cautious approach to cash management, setting the stage for persistent growth and innovation. Cornerstone to this year’s strategic direction is a significant restructuring aim in unlocking $75 million in savings, demonstrating our commitment to operational excellence and fiscal discipline. Additionally, we’ve reevaluated our pricing to ensure it mirrors the unparalleled view value of our innovative offering.

Looking ahead, investors can expect to see a marked improvement in our financial health, highlighted by improved gross margins and reduced cash outflows, supported by a decrease in working capital. These initiatives are critical for navigating financial complexity and laying down the groundwork for continuous innovation and leadership in the renewable energy sector, promising a clear trajectory for value creation and sustainable growth in the dynamic hydrogen economy. Now, let me turn the discussion over to Paul for financial insights.

Paul Middleton: Good morning, everybody. As I shared back in January in the business update, 2023 was another substantial year for Plug Power, and there were many positives. Focusing specifically on a 10-K filing last night, there are a few highlights I would point out. Based on our actions in the last few months, we have addressed the going concern issue. As we finalized the accounting for the fourth quarter, sales for the fourth quarter came in at $222 million, which was slightly higher than the guidance we had provided back in January. Regarding the material weakness issues identified in our 2022 filing, based on the efforts in 2023, we have resolved the issues that were outstanding, and this reflects a substantial improvement in our key operations and processes.

We have two new specific issues in ’23 that relate to new business dynamics, but these are much more narrow issues and we feel confident we can resolve these in the coming months. There were many challenges in 2023 as well, and some of these certainly impacted our Q4 2023 results. The chaos in the hydrogen fuel market in ’23 with an unprecedented number of industry fuel facility shutdowns culminated in the third quarter and has since abated, but defects continued into the fourth quarter. Our own hydrogen plant’s scale-up effort has taken longer than planned, and given our continued application growth and the new demand from these application sales, it has made the industry shortage and the new facility delays more of a pressing issue. Doing big new things generally often is harder than you plan and often — and our new product platforms like the 5-megawatt electrolyzer system or high power stationary have held true to this, which in turn pushed some of the sales into 2024 and has delayed some of the cost down activities associated with these new platforms.

Some of the IRA guidance on varied provisions in 2023 were favorable to Plug, but recent guidance on PTC and manufacturing credits were not as favorable as hoped. We are active in the treasury comment process and continue to advocate for final rules that will be more appropriate for the industry. And lastly, as we said last time, the overall economy and political factors like the interest rate hikes have not exactly made it easier to find debt capital efficiently. Given these factors, as we discussed in the January Business Update call, we have decided to make certain decisions to posture for better cash position in lieu of just revenue. As an example, instead of our normal PPA sale leasebacks for which we get revenue, but must restrict a lot of the cash, we held many of those programs in Q4 that were underway in lieu of completing the standard sale leaseback transaction and commenced the program under the new IRA transferability rules, which we believe will allow us to sell the ITC benefits in 2024.

We’ve also slowed new pilot programs for new platforms, given they generally consume more cash in the initial phases. These were business decisions that will guide our near-term focus as well. During the fourth quarter, we had one of our significant traditional PPA customers move to a direct sales approach and they purchased seven sites. However, given the fuel issues previously mentioned, they pushed the deployment into ’24. Also, as I mentioned, we purposely held off on traditional PPA sales leaseback transactions in the fourth quarter for other customers, which resulted in lower sales than historically. And on our 1- and 5-megawatt electrolyzer platforms, these are new designs and new offerings that have taken time to scale. Many new programs were shipped in Q4, but just did not get to final commissioning, hence the respective sales were pushed into ’24.

As a net impact from overall lower sales than originally anticipated, this resulted in lower volumes and in turn lower fixed cost absorption. This, coupled with continued new product investments and certain inventory valuation charges as we continue to shape the business model and market approach, overall, resulted in lower gross margins than originally anticipated for the fourth quarter. The inventory provision were non-cash charges, and we remain focused on how to monetize and maximize the leverage of these assets, but given the dynamics, it was prudent to report these valuation adjustments. And the last comment I would make is that given the softening of the capital markets and our stock price, it led us to do a more in-depth evaluation of goodwill we had on our balance sheet.

As a result, we reported a non-cash impairment charge for the goodwill of $250 million. Turning our focus to ’24, we know we must significantly improve margins and cash flow and we see this as an opportunity to reset. We are pursuing significant price increases across all offerings, equipment, service and fuel. We’ve implemented a reduction in workforce and hiring freeze, which will lower payroll costs. We are consolidating facilities and streamlining processes. We’re reducing spend on non-personnel costs. We’ve invested significantly in inventory in 2023 to support the ongoing growth and this means we have much of the material we need for 2024 on hand. And so, our focus now is to optimize and significantly reduce the inventory investment. We’re making certain focused commercial decisions, such as pushing traditional PPA customers to direct sales models versus our past practice where we subscribe to solution; we’re managing the timing of deployments in certain new platforms with enhanced focus on cash and profitability; we will continue the nurturing effort on these platforms, but focus on escalating the cost curves before we ramp sales efforts.

Now that we’ve commissioned the new hydrogen facilities in Georgia and Tennessee, we will use these plants to drive margin improvement and fuel cost. Cost at these facilities is expected to be one-third the market cost without any ITC or PTC benefits. And we’ve slowed investment in the follow-on hydrogen facilities in Texas and New York until we find the right financing solution. In 2024, we are targeting to reduce the cash burn by over 70% from 2023 with lower CapEx, a reduction in investment working capital and improved margins. We’re also targeting to leverage these improvements to achieve a positive cash flow rate in the next 12 months. Raising prices, slowing new product scaling and pushing traditional PPA market customers to direct sales models collectively will mean a lower revenue growth rate in the near term compared to our prior history, but we think this paradigm shift is critical and necessary given the market conditions.

And equally important, it will substantially improve the foundation for which Plug will be able to grow more rapidly and profitably in the years to come. We feel confident about these strategic decisions to adjust our near-term focus and to improve cash burn, and we are seeing benefits even in the first quarter. In addition, we filed an ATM facility, which can be used to address the accounting exercise for the going concern analysis given the liquidity available to us under the principal transaction aspect of the facility. Our near-term capital strategy is very focused: drive significant improvement in the cash burn by reducing CapEx, reducing inventory investment, improving margins and tempering new platform spending; work with the DOE to secure the DOE $1.6 billion project financing facility while developing complementary follow-on project financing solutions; leverage the ATM facility as needed as we continue to develop the very debt solutions we are evaluating and continuing to develop very debt opportunities.

The company has received and continues to receive many debt offers, but they have not been for terms that are interesting to the company. Part of this was driven from the ongoing interest rate hikes. The ATM program coupled with the reduced cash burn efforts puts us in a position to be more selective as we continue developing these solutions. I’ll now turn it back to Andy.

Andy Marsh: Well, thank you everyone, and we’re ready to take questions.

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Q&A Session

Operator: Thank you. We’ll now be conducting a question-and-answer session. [Operator Instructions] Our first question today is coming from James West from Evercore ISI. Your line is now live.

James West: Hey, good morning, Andy, Paul.

Andy Marsh: Good morning, James. I got Sanjay here also.

James West: Hey, Sanjay, sorry. Good morning to you as well. The first question, and Paul, you alluded to a lot of this in your prepared comments, but the bridge kind of debt financing, we’re at a point where cash has come down and there’s a lot of concerns, of course, by the market. And I recognize the ATM should relieve a lot of that concern. But does — I guess there’s two parts to this. One, when should we think about your ability or your plans to announce some bridge type of financing here? And then two, does the ATM work, does that — the accounting-wise, does that help secure the DOE loan?

Paul Middleton: Yeah…

James West: So, a lot to unpack. Sorry.

Paul Middleton: That’s okay. So, I guess, just answering the second question first. Obviously, us solving the going concern helps not only the DOE loan, but helps other debt solutions as well. It helps in many, many ways, and so that is certainly significantly helpful. And the capacity of that facility, not to say we will use it all, but it’s something that we can use ongoing as we move through the year to continue to address future liquidity solutions, while we chase and develop things like the DOE loan and other things. First and foremost, our focus the last quarter was solving the going concern, which we have done. That helps tremendously with customers, vendors, other debt providers. We are still nurturing a number of different parties.

We still even, as of last week, we get term sheets and we’re nurturing solutions. And so, I would also say, we absolutely, as I mentioned, expect a significant reduction in the burn this year. We’re sitting in a good position as we started the year. We’re already seeing benefits of that in the first quarter. CapEx will come down tremendously. Inventory is a substantial asset that we can leverage and help reduce the burn in our working capital. And all of those things, success begets success. And so, we’ll continue to — I think we’ll have a number of new solutions, we’ll keep working through into the second quarter and we’ll keep you posted as those things unfold. But you will absolutely see a reduction in the burn, which — it sets the stage for us to continue finding better solutions as we move forward.

James West: Okay. Got it. And then maybe Andy or Sanjay, as you’ve addressed the new pricing with your customers, and I know I asked you this on your last call, it was kind of early days there, but — and the discussions are never easy, of course, but how have they gone? At this point, has the pricing increases, have they been successful? Are you seeing the benefits of that? I guess, how is that all playing out in the market?

Andy Marsh: So, James, as you mentioned quoting me from the January call, it’s never an easy discussion. But when we look at our customer base, we’re through about half those discussions. And we’ve made good progress. I think you’ll see the main benefits starting to flow through our financials in the second quarter. I want to point to two press releases from last week, where we announced new deals. Both of those deals, we were able to achieve our newer higher price structure, actually after the initial negotiations with those customers. So, it’s never a panacea. I would also say that we have seen some support on the supply side. Our partners in the industrial gas market like Linde have been helpful in helping us resolve some of these challenges.

So, I think you are seeing support on the pricing side, but also some support on the supply side. I had one of our largest suppliers tell me the success in the future of the hydrogen market really is dependent upon what Plug has done. And so, there are folks who are looking to find ways to help us. And I think the second quarter, it will become apparent.

James West: Well, maybe following up on that, Andy, the comment period for the guidance on 45V is in here. Curious what you’re hearing from the U.S. government and representatives that you’re obviously close to particularly in New York State and West Virginia on how that the IRS guidance may change?

Andy Marsh: So, James, the guidance has been — there were over 29,000, 30,000 comments to the guidance. If I was going to take a step back and point to one comment that came actually from all seven hydrogen hubs, the hubs are very important to the DOE and the Biden Administration. And it is remarkable that all those hubs stood together and said that the guidances given will be very, very — will really slow the growth if they continue in place as they are. I’ve spent time on the hill with union leaders, with one union where there were 500,000 members of the union, folks from the — new CEOs from the nuclear power industry. And I think when we look at it, we would expect that nuclear and hydro, there will be reduced restrictions on those two.

I think you’ll probably see that grandfathering, which would kill many financing options, probably will be lifted. I think something will happen on time matching, that I think a lot of folks here, the wind and solar industry has been very aggressive. Folks on the hills will point to me to one that many of these initial announcements from treasuries have been very strict and they have loosened up. And I think a perfect one is natural gas stoves, right, which were very, very restricted. I think that it won’t — I think you’ll see changes, and I think those changes will be positive for the industry, not perfect, but positive.

James West: Got it. All right, thanks, Andy. Thanks, Paul.

Andy Marsh: Okay. Thanks, James.

Operator: Thank you. Next question is coming from Manav Gupta from UBS. Your line is now live.

Manav Gupta: Good morning, guys. One growth area…

Andy Marsh: Good morning.

Manav Gupta: One growth area where we’re seeing a lot of exciting news and I think you can have leverage and was kind of missing a little from the earlier comments was this entire AI-driven data centers, backup power. Obviously, you have contracts with Microsoft over there. Can you talk about how you can use your — leverage your system and what you’re seeing out there to kind of attack that market and grow in this backup power market or even off the grid solutions for data centers and stuff?

Andy Marsh: So, when you look at the three major data center operators, Plug is engaged and planning. And I’m going to call them some initial deployment and test with all. This won’t be rapid during the next year or two. But certainly, all of them because of the restrictions of diesel engines, because of — as you mentioned that how do you want to make sure you have continuous uptime, and look, Plug has developed the premier product. No one’s gone through all the requirements to be able to operate in a data center. The big challenge and the one that we’re working through is making sure how you manage hydrogen. And we really working with these customers to really use not only the product as a backup power system, but also to be able to do peak low shaving.

And I think the combination of those two will really allow this market to grow. I don’t think it’s a 2024 event. I think it could be a late 2025 event where you start seeing some deployments. It’s a little level of scale. But that’s — we’ve spent a lot of time and we developed a rather comprehensive marketing approach with one of the leading firms and — consulting firms in the world who knows more about hydrogen than anyone else. And they have told me that this is the market that ultimately will become our dominant market. But it’s going to take a bit.

Manav Gupta: Perfect, Andy. And just a quick clarification here. On multiple calls in the last two times, you have indicated that there are a whole bunch of unplanned outages within the hydrogen industry, which were restricting supply. Those were the headwinds to your third quarter margins. Those were also the headwinds to your fourth quarter margins, but you had also indicated that things are improving as we get into January. So, should we assume that at least some of those unplanned downtimes are gone and then your own supply is ramping up, so some of those shortfalls would be better addressed as we enter 2024?

Andy Marsh: The answer to your question is yes. If you look at the network at the moment, it has been stable throughout 2024. Our increased production, the rest of the network — our increased production, the rest of the network has been relatively stable. And I would think — I have not spent a minute in 2024 worrying about customers not receiving hydrogen, which is dramatically different what it was like in October, November, and in 2023.

Manav Gupta: Thank you, Andy. That’s very positive to hear. Thank you.

Andy Marsh: You’re welcome.

Operator: Thank you. Next question is coming from Craig Erwin from [Plug Power] (ph). Your line is now live.

Andy Marsh: Good morning, Craig.

Craig Irwin: Good morning, Andrew. And I’m from ROTH MKM.

Andy Marsh: I thought I hired you, Craig.

Craig Irwin: No. We’ve been friends a long time, Andy, but no.

Andy Marsh: I don’t know how to take that, Craig.

Craig Irwin: No way. Let’s stay friends.

Andy Marsh: Yeah, okay.

Craig Irwin: So, Andy, there’s obviously a really intense amount of interest out there about your ability to take your third-party hydrogen procurement cost and make that a customer cost, a direct customer cost while you bring online green hydrogen, which is obviously a much more compelling product to your customers and to Plug Power. So, can you maybe give us a little bit more color on the underlying mix of contracts? You said you started roughly half the conversations. What’s the average duration of the contracts that governs the pricing for your hydrogen supply agreements with these third-party customers? And are these — do these come up annually? Do they come up typically on a mix every three years? How much flexibility do you have in there from the contractual position we have with people?

And if we estimate simplistically that there was a burn of a couple hundred million last year from these underwater contracts, do you get through half of it? Do we see half of that burn eliminated? I mean, how should we look at it?

Andy Marsh: Craig, I’m going to turn that over to Sanjay. But I’ll just add that there’s been a recognition, and I mentioned this in my remarks, with some of our long-term industrial gas partners like Linde who have been helpful. And I’ll let Sanjay go into more detail here on how we see this playing out during the next 12 to 18 months. Sanjay?

Sanjay Shrestha: Great. Thanks, Andy. Hey, Craig, how are you? So, a couple of comments here, Craig, first, right, and I think, let me just echo what Andy just mentioned here. There’s been a lot of very constructive collaboration with our hydrogen third party suppliers. And when you think about our contracting structure with them, there are several — actually as it stands today, there are several contracts that actually comes to an end by ’26, there are several that comes to an end by ’27. And if you actually take that into consideration…

Andy Marsh: And some that go in this year, ’25.

Sanjay Shrestha: Exactly, right. And Craig, when you think about then our internal production that is going to be up and running by the end of third quarter, including the Olin JV, that actually covers as much as 85%. Now, having said that, our plan here is to continue to work with some of our industrial gas partners, make sure the pricing is improved, pricing is right, collaborate with also our customers. So, it’s almost like a three-way type of a situation where we’re trying to get that passed on to the customer, we’re trying to get better pricing from our industrial gas customer, and then you blend in our lower-cost production from Georgia, from Tennessee, from Louisiana. But I think as you really go to the second half of this year and Q4 of this year, you will see a step change in our fuel cost and the overall margin profile, driven by better pricing that Andy talked about, driven by potentially lower cost coming from our third-party supplier, and add on top of that, our lower cost of production coming from our own internal facility, I think you will really see a step change as you think about Q3 and Q4 of this year from our fuel margin and cash burn associated with that business.

Craig Irwin: Excellent. So, that’s a large piece of the equation that I really wanted to discuss, right? So, last call, you mentioned that you have plans in place for a 70% reduction in cash needs in ’24 versus what you saw in 2023. Obviously, right-sizing the hydrogen pricing, bringing online green hydrogen is an important piece of that. Can you maybe give us a little bit more color as far as working capital and how that contributes, and then the relative contribution from price increases, and I know it’s painful, but the headcount reductions that you put in place?

Andy Marsh: Paul, do you want to take that one?

Paul Middleton: Yeah. And I think there’s a couple of big numbers that make it directionally a little bit more easy to follow the math. If you look at CapEx last year of north of $650 million. This year, we’re cutting that number. Right now, the tentative plan is $250 million. We’re trying to even get that down. So, that’s a pretty substantial reduction in itself. And then, if you look at inventory, last year, we grew it by roughly $400 million. Obviously, we’re not going to do that this year, so that’s a $400 million improvement on its own. In addition to that, we actually think we can reduce inventory, so that’ll be a working capital positive. So, it could be $200 million to $300 million additional. So, that’s, call it, $700 million plus $400 million, that’s $1.1 billion, just those two events alone.

So, obviously, we expect the results to get better. The things like price increases, the cost reduction that Andy mentioned, the facility consolidations that we’re working on, some of the streamlining of the processes, those will help the operating burn as well. The fuel dynamics getting better on the industry availability in our own facilities. But the biggest contributors really come from that CapEx reduction and the inventory leverage. And so, those will be tremendous. And as I mentioned, we’re already seeing benefits that in Q1 and we’ll see it really grow very quickly as we move into the following quarters.

Craig Irwin: Okay. Excellent. And then, there’s been some very active conversation out there about the requirements for NEPA environmental compliance on the hydrogen plants that you’re building. I know these are embedded pieces of the DOE loan process, but can you maybe update everyone on the overall loan process and how NEPA is included for qualification of sites to receive funding?

Andy Marsh: So, I’m going to turn it over to Sanjay. As I mentioned in my opening remarks, Craig, we expect conditional approval by the end of this month, if not sooner. But Sanjay, do you want to talk about the NEPA process?

Sanjay Shrestha: Sure. So, Craig, I think the most — the one that we’re really very much focused on right now is our project in Texas, right? And one of the incremental benefits that we have there is we have done a lot of work with the developer that we worked with getting that project to where it is right now. And there’s a lot of work that was done in the past that we can leverage. And obviously, we’re looking to actually get that process restarted here, which is a key, as you rightfully pointed out, in terms of the loan guarantee program, getting that environmental permit done. We have a team that is exclusively focused on that. And you’ve heard us say this before, right, that actually, especially in case of Texas, we believe that is going to be a relatively faster process versus your standard terms that you hear about multi-year process of getting the NEPA approval done.

We actually believe that, that process is something that we should be able to wrap up here in Q2, certainly by the end of Q2, leveraging all the work that has been done. And given the timing of where we are with the loan guarantee program, timing of when we think we can get the NEPA done, we feel very good about really being able to collaborate with the Department of Energy, especially on a landmark project like Texas where you are using wind power, right? We’re using — it’s going to be one of the largest liquid green hydrogen plant that actually matches everything that we’re talking about in terms of additionality to all the renewable energy credits to the low — PPA we have in place from the wind energy perspective. It’s going to be our 120-megawatt electrolyzer, Plug 45 tons of liquefier, 15 and 30, and the first green hydrogen plant that probably has a lump sum turnkey EPC contract.

So that’s how we feel about it, Craig, and we feel pretty good about where we are with that process, what needs to be done, really leveraging all the work that has been done in the past. And that’s really our primary focus right now.

Craig Irwin: Excellent. And then, this is a question that I’m not sure you can answer, but I’m going to try for it anyway. It’s top of mind for a lot of people, right? So, this DOE loan can fund up to 80% of a project’s costs. Can you maybe give us color or some sort of understanding as far as how close to this 80% number you think is rational for you to receive as far as total project costs? And then, there’s conversation out there not just about retroactive spending, but about scope maybe being slightly wider, that some of the expenses that have been incurred as far as the development costs and other associated projects might also see funding eligibility in some of these other loan packages. Is that a potential opportunity for Plug as you look to finalize terms with the Department of Energy?

Andy Marsh: So, Craig, I’m going to let Paul take the first half and let Sanjay take some of the second half here.

Sanjay Shrestha: Do you want to start, Paul?

Paul Middleton: Yeah. I guess, I’m very confident and optimistic. And the reason why is because we’ve worked extensively with the DOE the last — really the last year and a half. And we’ve looked at projects we’ve deployed. We’ve looked at projects that we’re working on. We’ve used those as proxies to understand what we’re doing and how we’re doing it. And they serve as good baselines to really have gotten to the point we’re at with structuring it the way we have and thinking about how this will work. And so, I feel very good about that coming to fruition and being able to utilize the full 80% and the understanding that we have with the DOE of how these programs work and how the costs are sourced and how it applies. So, I feel really good about that. And Sanjay, I don’t know if you…

Sanjay Shrestha: Yeah, and I think, Paul, you really kind of captured it. Craig, I think, look, we’re obviously going through final details here. And as you rightfully pointed out, probably don’t want to get into too much more detail. But having said that, there’s been — there’s quite a bit of capital that have already been spent to get the project where it is right now. So, I think we feel pretty good about our position of how much money has been spent, whether it’s on development effort, whether it’s on all the big procurement items that actually goes in getting this project built, right? So that scenario could unfold as you pointed out here. But look, given that we’re having all this in-depth discussion at this point in time, I think getting into too much more detail than that at this point in time is probably not something we would want to do.

But understand your logic, get your point where you’re coming from, and a lot of the money has been spent from our equity contribution perspective for that project in Texas, and we feel pretty good about our position there.

Craig Irwin: Great. Thanks, guys. Congrats on the progress here.

Andy Marsh: Thanks, Craig.

Operator: Thank you. Next question is coming from Bill Peterson from JPMorgan. Your line is now live.

Bill Peterson: Yeah. Hi. Good morning, team. Thanks for taking the questions.

Andy Marsh: Good morning, Bill.

Bill Peterson: So, if we think about 2024, revenue growth in the context of a focus on cash preservation, improving your equipment margins, service margins, and so forth, typically, you guys have discussed sort of a one-third first half, two-thirds second half. But again, thinking about the cost reduction efforts, pushing pricing, shifting away some PPAs, some business from ’23 shifting to ’24, how should we think about the revenue trajectories through the year, starting with the first quarter that’s more than halfway through now? And then, if you can kind of discuss at a higher level, like the breakouts in the larger buckets, materials handling, electrolyzers, which presumably would be back-half weighted, especially in light of maybe more certainty around the IRA and so forth? But anything for — how to think about the revenue growth this year and trajectory would be helpful.

Andy Marsh: Bill, I’m going to let Paul take that one.

Paul Middleton: Yeah, I think both in terms of normal seasonality with material handling, as well as the scaling of even follow-on and new projects, those factors will still keep us in that kind of the one-third, two-thirds scenario in terms of the revenue for the year. We do expect overall a growth year-over-year. It’ll probably be slightly tempered from years past, just given some of those dynamics of price increases and not doing the PPA sale, lease back transactions and others. So, I think — but I think for the overall, in terms of the first half and second half, I think using traditional trends and percentages is probably good proxies. I think, overall, in terms of the sales mix, I’ll talk at a more higher level. I think the energy technology section of the business, the whole swath of all of those things, probably be 60% of our sales somewhere in that range.

And I think that’s a strong statement showing how that business is really ramping and growing. And I hope we’re being conservative on the application side because we do see a lot of opportunities. And as Andy mentioned, even the programs that we’ve announced in the last week I think are fantastic signals of what our opportunities are there. And those are substantial markets, and we’re seeing still a lot of interest and excitement there. So, hopefully, we’re being conservative. But I think, as we said today, those are probably the proxies that I would give you to guide some of your thoughts on how that will play.

Bill Peterson: Okay. Thanks for that. And just as a snapshot, it’s nice to see that Georgia is up and running and Tennessee, but what is the average output per day? I believe you talked about achieving 15 tons per day out of Georgia, but just trying to get a sense for how the operations are running and what the trajectory looks like looking ahead?

Andy Marsh: So, Bill, we’re fine tuning. We’ve produced 11 tons of the 15 out of Georgia. Tennessee is almost back to full production of 10 tons or 11 tons per day. I expect by mid-second quarter, we’ll be putting out all 15 tons out of Georgia.

Bill Peterson: Okay. Thanks for that. Just one final, just sort of housekeeping. In the last January update, you talked about your current near-term unrestricted cash of above $100 million. What is the near-term cash position today, if you’re able to say?