Transcat Reports Record Second Quarter Operating Income of $3.1 Million on Strong Service Gross Margin

• Consolidated gross margin up 260 basis points to 27.6% driven by impressive Service segment gross margin of 32.2%
• Total revenue of $41.6 million consistent with prior-year period in a challenging market environment; Service segment achieved 46^th consecutive quarter of year-over-year growth
• Quarterly cash from operations of $8.5 million; debt reduced by $5.8 million

ROCHESTER, N.Y.--(BUSINESS WIRE)--Transcat, Inc. (Nasdaq: TRNS) (“Transcat” or the “Company”), a leading provider of accredited calibration, repair, inspection and laboratory instrument services and value-added distributor of professional grade handheld test, measurement and control instrumentation, today reported financial results for its second quarter ended September 26, 2020 (the “second quarter”) of fiscal year 2021, which ends March 27, 2021 (“fiscal 2021”). Results include the previously-reported acquisition of TTE Laboratories, Inc. (referred to as “pipettes.com”) effective February 21, 2020.

“Our Service segment delivered another excellent quarter, reaching the second highest gross margin level in company history at 32.2%, an increase of 660 basis points year-over-year,” commented Lee D. Rudow, President and CEO. “Technician productivity, expense reductions and strategic pricing drove the margin improvement, which was further helped by a favorable mix and the results of pipettes.com. Our teams have done a tremendous job leveraging our technology investments and have remained focused on driving efficiencies and better cost controls in our lab network.”

“In addition to the high level of performance in our Service segment, we were certainly encouraged with the Distribution segment, where sales grew significantly over our first quarter of fiscal 2021. Overall, our Service margin performance helped drive record second quarter consolidated operating income of more than $3 million, exceeding our expectations. Additionally, we continued to generate strong cash from operations, which was used in part to reduce debt and fund technology investments.”

Second Quarter Fiscal 2021 Review (Results are compared with the second quarter of the fiscal year ended March 28, 2020 (“fiscal 2020”))

($ in thousands)							Change
	FY21 Q2			FY20 Q2			$'s			%
Service Revenue	$	24,554		$	23,502		$	1,052		4.5	%
Distribution Sales		17,053			18,261			(1,208	)	(6.6	%)
Revenue	$	41,607		$	41,763		$	(156	)	(0.4	%)
Gross Profit	$	11,494		$	10,445		$	1,049		10.0	%
Gross Margin		27.6	%		25.0	%
Operating Income	$	3,078		$	3,059		$	19		0.6	%
Operating Margin		7.4	%		7.3	%
Net Income	$	2,024		$	2,379		$	(355	)	(14.9	%)
Net Margin		4.9	%		5.7	%
Adjusted EBITDA*	$	5,223		$	4,788		$	435		9.1	%
Adjusted EBITDA* Margin		12.6	%		11.5	%

*See Note 1 on page 4 for a description of this non-GAAP financial measure and page 9 for the Adjusted EBITDA Reconciliation table.

Despite the ongoing impact from the COVID-19 pandemic, consolidated revenue remained stable year-over-year. Consolidated gross profit increased $1.0 million, or 10.0%, and gross margin expanded 260 basis points as a result of continued productivity improvements in the Service Segment, strategic pricing and cost controls, which offset continued softness in the Distribution segment. Operating expenses grew $1.0 million, or 13.9%, due to investments to further technology initiatives and incremental expenses related to pipettes.com. Net income per diluted share was $0.27 compared with $0.32 in last fiscal year’s second quarter with the prior period benefiting by $0.05 from a lower tax rate due to increased discrete income tax benefits related to stock-based awards.

Service segment margins saw significant expansion

Represents the accredited calibration, repair, inspection and laboratory instrument services business
(59% of total revenue for the second quarter of fiscal 2021).

($ in thousands)							Change
	FY21 Q2			FY20 Q2			$'s		%
Service Segment Revenue	$	24,554		$	23,502		$	1,052	4.5	%
Gross Profit	$	7,900		$	6,012		$	1,888	31.4	%
Gross Margin		32.2	%		25.6	%
Operating Income	$	2,977		$	1,837		$	1,140	62.1	%
Operating Margin		12.1	%		7.8	%
Adjusted EBITDA*	$	4,475		$	3,101		$	1,374	44.3	%
Adjusted EBITDA* Margin		18.2	%		13.2	%

*See Note 1 on page 4 for a description of this non-GAAP financial measure and page 9 for the Adjusted EBITDA Reconciliation table.

The increase in Service revenue reflected new Life Science business, including $1.2 million of incremental revenue from pipettes.com, which more than offset softness from other markets. On a trailing twelve-month basis, Service revenue was $94.6 million, up 4.3% when compared with the trailing twelve-month period ending with the prior-fiscal year second quarter.

Service segment gross margin improved 660 basis points due to continued productivity initiatives and technology enhancements, more seasoned technicians, optimized client-based lab operations, strategic pricing, and a favorable mix of Service work performed in the quarter.

Distribution segment revenue and margins continued to be impacted by COVID-19 pandemic

Represents the sale and rental of new and used professional grade handheld test, measurement and control instrumentation (41% of total revenue for the second quarter of fiscal 2021).

($ in thousands)							Change
	FY21 Q2			FY20 Q2			$'s			%
Distribution Segment Sales	$	17,053		$	18,261		$	(1,208	)	(6.6	%)
Gross Profit	$	3,594		$	4,433		$	(839	)	(18.9	%)
Gross Margin		21.1	%		24.3	%
Operating Income	$	101		$	1,222		$	(1,121	)	(91.7	%)
Operating Margin		0.6	%		6.7	%
Adjusted EBITDA*	$	748		$	1,687		$	(939	)	(55.7	%)
Adjusted EBITDA* Margin		4.4	%		9.2	%

*See Note 1 on page 4 for a description of this non-GAAP financial measure and page 9 for the Adjusted EBITDA Reconciliation table.

Distribution segment sales continued to be impacted by the COVID-19 pandemic, with reduced demand from oil and gas related businesses and other industrial manufacturing sectors. Rental revenue was up 32% sequentially from the first quarter of fiscal 2021 and was up 1.2% over the prior-year period. Distribution gross margin reflects lower volume from core product sales and reduced co-operative advertising and rebate programs as vendors reduced these programs to lower their costs.

Six Month Review (Results are compared with the first six months of fiscal 2020)

Total revenue was $80.5 million, a decrease of 4.3%, or $3.6 million, primarily due to a reduction in demand for Distribution products as a result of the COVID-19 pandemic which commenced at the beginning of the Company’s fiscal 2021 year. Despite the lower revenue, consolidated gross profit was up $0.4 million, or 2.0%, and gross margin expanded 160 basis points to 26.0%. Consolidated operating expenses increased $1.4 million, or 8.9%, as the Company continued to invest in technology initiatives. As a result, operating income was $4.0 million compared with $5.0 million in last fiscal year’s period.

Net income was $2.8 million, or $0.38 per diluted share, compared with $4.1 million, or $0.55 per diluted share. Adjusted EBITDA was consistent at $8.7 million. See Note 1 on page 4 for a description of this non-GAAP financial measure and page 9 for the Adjusted EBITDA Reconciliation table.

Strong Balance Sheet and Liquidity

Year-to-date net cash provided by operations of $12.5 million increased from $2.8 million in the prior-year period and was used to fund $3.1 million of capital expenditures and $7.6 million of debt repayment. Capital expenditures were primarily focused on technology, Service segment capabilities and rental pool assets.

At the end of the second quarter, Transcat had $28.9 million available for borrowing under its secured revolving credit facility. Total debt of $22.7 million was down $7.6 million from fiscal 2020 year-end. The Company’s leverage ratio, as defined in its credit agreement, was down to 1.19 at quarter end compared with 1.53 at fiscal 2020 year-end.

Outlook

Mr. Rudow concluded, “The results of the second quarter were strong and we are pleased with the significant progress made in our Service margin expansion initiatives. Our balance sheet is solid and the M&A pipeline is active. Additionally, we believe our new customer pipeline positions us well for strong organic growth as we work through these current challenging times. We are equally focused on continuing to advance our initiatives aimed at further enhancing our Service business, including additional technology deployments to drive productivity.

“As we head into the winter months, we remain cautious given the high degree of uncertainty that still exists in today’s COVID-19 impacted economic environment. For the third quarter of fiscal 2021, we expect Service revenue to grow modestly versus last fiscal year’s third quarter, and we anticipate solid improvement in gross margin year-over-year. Distribution is likely to continue to be negatively impacted by the current economic environment. We expect operating income for the third quarter of fiscal 2021 to be similar to the third quarter of fiscal 2020.”

Transcat adjusted its expected income tax rate for fiscal 2021 to a range of 22% to 23% from the previously provided range of 20% to 21%, largely due to profitability exceeding previous estimates.

The Company now expects capital expenditures to be approximately $5.5 million to $6.5 million, up from the previous estimated range of $5.0 million to $5.5 million. Capital investments are expected to be primarily for technology, growth-oriented opportunities within both of its operating segments, and rental pool assets. Maintenance and existing asset replacements are expected to be consistent with fiscal 2020 at approximately $1.0 million to $1.5 million.

Webcast and Conference Call

Transcat will host a conference call and webcast on Wednesday, October 28, 2020 at 11:00 a.m. ET. Management will review the financial and operating results for the second quarter, as well as the Company’s strategy and outlook. A question and answer session will follow the formal discussion. The review will be accompanied by a slide presentation, which will be available at www.transcat.com/investor-relations. The conference call can be accessed by calling [phone]. Alternatively, the webcast can be monitored at www.transcat.com/investor-relations.

A telephonic replay will be available from 2:00 p.m. ET on the day of the call through Wednesday, November 4, 2020. To listen to the archived call, dial [phone] and enter conference ID number 13710941, or access the webcast replay at www.transcat.com/investor-relations, where a transcript will be posted once available.

NOTE 1 – Non-GAAP Financial Measures

In addition to reporting net income, a U.S. generally accepted accounting principle (“GAAP”) measure, we present Adjusted EBITDA (earnings before interest, income taxes, depreciation and amortization, non-cash stock compensation expense, restructuring expense, and non-cash loss on sale of building), which is a non-GAAP measure. The Company’s management believes Adjusted EBITDA is an important measure of operating performance because it allows management, investors and others to evaluate and compare the performance of its core operations from period to period by removing the impact of the capital structure (interest), tangible and intangible asset base (depreciation and amortization), taxes, stock-based compensation expense and other items, which is not always commensurate with the reporting period in which it is included. As such, the Company uses Adjusted EBITDA as a measure of performance when evaluating its business segments and as a basis for planning and forecasting. Adjusted EBITDA is not a measure of financial performance under GAAP and is not calculated through the application of GAAP. As such, it should not be considered as a substitute for the GAAP measure of net income and, therefore, should not be used in isolation of, rather in conjunction with, the GAAP measure. Adjusted EBITDA, as presented, may produce results that vary from the GAAP measure and may not be comparable to a similarly defined non-GAAP measure used by other companies. See the attached Adjusted EBITDA Reconciliation table below.

ABOUT TRANSCAT

Transcat, Inc. is a leading provider of accredited calibration, repair, inspection and laboratory instrument services. The Company is focused on providing best-in-class services and products to highly regulated industries, particularly the Life Science industry, which includes pharmaceutical, biotechnology, medical device and other FDA-regulated businesses; as well as aerospace and defense, and energy and utilities. Transcat provides periodic on-site services, mobile calibration services, pickup and delivery, in-house services at its 22 Calibration Service Centers strategically located across the United States, Puerto Rico and Canada, and services at 20 imbedded customer-site locations. The breadth and depth of measurement parameters addressed by Transcat’s ISO/IEC 17025 scopes of accreditation are believed to be the best in the industry.

Transcat also operates as a leading value-added distributor that markets, sells and rents new and used national and proprietary brand instruments to customers primarily in North America. The Company believes its combined Service and Distribution segment offerings, experience, technical expertise and integrity create a unique and compelling value proposition for its customers.

Transcat’s strategy is to leverage the complementary nature of its two operating segments, its comprehensive service capabilities, strong brand, enhanced e-commerce capabilities and leading distribution platform to drive organic sales growth. The Company will also look to expand its addressable calibration market through acquisitions and capability investments to further realize the inherent leverage of its business model.

More information about Transcat can be found at: Transcat.com.

Safe Harbor Statement

This news release contains forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. Forward-looking statements are not statements of historical fact and thus are subject to risks, uncertainties and assumptions. Forward-looking statements are identified by words such as “expects,” “estimates,” “projects,” “anticipates,” “believes,” “could,” “plans,” “aims” and other similar words. All statements addressing operating performance, events or developments that Transcat expects or anticipates will occur in the future, including but not limited to statements relating to anticipated revenue, profit margins, the impact of and the Company’s response to the COVID-19 pandemic, the commercialization of software projects, sales operations, capital expenditures, cash flows, operating income, growth strategy, segment growth, potential acquisitions, integration of acquired businesses, market position, customer preferences, outlook and changes in market conditions in the industries in which Transcat operates are forward-looking statements. Forward-looking statements should be evaluated in light of important risk factors and uncertainties. These risk factors and uncertainties include those more fully described in Transcat’s Annual Report and Quarterly Reports filed with the Securities and Exchange Commission, including under the heading entitled “Risk Factors.” Should one or more of these risks or uncertainties materialize, or should any of the Company’s underlying assumptions prove incorrect, actual results may vary materially from those currently anticipated. In addition, undue reliance should not be placed on the Company’s forward-looking statements, which speak only as of the date they are made. Except as required by law, the Company disclaims any obligation to update, correct or publicly announce any revisions to any of the forward-looking statements contained in this news release, whether as the result of new information, future events or otherwise.

FINANCIAL TABLES FOLLOW.

TRANSCAT, INC. CONSOLIDATED STATEMENTS OF INCOME (In Thousands, Except Per Share Amounts)
	(Unaudited) Second Quarter Ended				(Unaudited) Six Months Ended
	September 26, 2020		September 28, 2019		September 26, 2020		September 28, 2019
Service Revenue	$	24,554	$	23,502	$	47,521	$	45,900
Distribution Sales		17,053		18,261		32,990		38,258
Total Revenue		41,607		41,763		80,511		84,158
Cost of Service Revenue		16,654		17,490		33,552		34,516
Cost of Distribution Sales		13,459		13,828		26,056		29,145
Total Cost of Revenue		30,113		31,318		59,608		63,661
Gross Profit		11,494		10,445		20,903		20,497
Selling, Marketing and Warehouse Expenses		4,291		4,231		8,365		8,703
Administrative Expenses		4,125		3,155		8,496		6,777
Total Operating Expenses		8,416		7,386		16,861		15,480
Operating Income		3,078		3,059		4,042		5,017
Interest and Other Expense, net		317		297		560		582
Income Before Income Taxes		2,761		2,762		3,482		4,435
Provision for Income Taxes		737		383		660		338
Net Income	$	2,024	$	2,379	$	2,822	$	4,097
Basic Earnings Per Share	$	0.27	$	0.32	$	0.38	$	0.56
Average Shares Outstanding		7,417		7,331		7,405		7,293
Diluted Earnings Per Share	$	0.27	$	0.32	$	0.38	$	0.55
Average Shares Outstanding		7,549		7,484		7,525		7,441

TRANSCAT, INC. CONSOLIDATED BALANCE SHEETS (In Thousands, Except Share and Per Share Amounts)
	(Unaudited)
	September 26, 2020			March 28, 2020
ASSETS
Current Assets:
Cash	$	962		$	499
Accounts Receivable, less allowance for doubtful accounts of $589
and $480 as of September 26, 2020 and March 28, 2020, respectively		27,647			30,952
Other Receivables		717			1,132
Inventory, net		13,685			14,180
Prepaid Expenses and Other Current Assets		2,369			1,697
Total Current Assets		45,380			48,460
Property and Equipment, net		21,475			20,833
Goodwill		41,773			41,540
Intangible Assets, net		6,737			7,977
Right To Use Asset, net		10,010			8,593
Other Assets		685			719
Total Assets	$	126,060		$	128,122
LIABILITIES AND SHAREHOLDERS' EQUITY
Current Liabilities:
Accounts Payable	$	11,055		$	11,947
Accrued Compensation and Other Liabilities		7,118			6,907
Income Taxes Payable		438			86
Current Portion of Long-Term Debt		2,024			1,982
Total Current Liabilities		20,635			20,922
Long-Term Debt		20,709			28,362
Deferred Tax Liabilities		3,072			3,025
Lease Liabilities		8,197			6,832
Other Liabilities		3,345			1,894
Total Liabilities		55,958			61,035
Shareholders' Equity:
Common Stock, par value $0.50 per share, 30,000,000 shares authorized;
7,432,582 and 7,381,180 shares issued and outstanding
as of September 26, 2020 and March 28, 2020, respectively		3,716			3,691
Capital in Excess of Par Value		18,453			17,929
Accumulated Other Comprehensive Loss		(682	)		(1,010	)
Retained Earnings		48,615			46,477
Total Shareholders' Equity		70,102			67,087
Total Liabilities and Shareholders' Equity	$	126,060		$	128,122

TRANSCAT, INC. CONSOLIDATED STATEMENTS OF CASH FLOWS (In Thousands)
	(Unaudited) For the Six Months Ended
	September 26, 2020			September 28, 2019
Cash Flows from Operating Activities:
Net Income	$	2,822		$	4,097
Adjustments to Reconcile Net Income to Net Cash Provided
by Operating Activities:
Loss on Sale of Property and Equipment		68			240
Deferred Income Taxes		47			10
Depreciation and Amortization		3,736			3,303
Provision for Accounts Receivable and Inventory Reserves		523			201
Stock-Based Compensation Expense		678			305
Changes in Assets and Liabilities:
Accounts Receivable and Other Receivables		3,543			778
Inventory		623			(807	)
Prepaid Expenses and Other Assets		(625	)		(1,149	)
Accounts Payable		(892	)		(3,433	)
Accrued Compensation and Other Liabilities		1,626			(475	)
Income Taxes Payable		327			(236	)
Net Cash Provided by Operating Activities		12,476			2,834
Cash Flows from Investing Activities:
Purchase of Property and Equipment		(3,116	)		(4,048	)
Proceeds from Sale of Property and Equipment		-			184
Business Acquisitions, Net of cash acquired		-			(452	)
Payment of Contingent Consideration & Holdbacks Related to Business Acquisition		-			(484	)
Net Cash Used in Investing Activities		(3,116	)		(4,800	)
Cash Flows from Financing Activities:
(Repayments of) Proceeds from Revolving Credit Facility, net		(6,632	)		4,598
Repayments of Term Loan		(979	)		(938	)
Issuance of Common Stock		474			1,372
Repurchase of Common Stock		(1,287	)		(2,822	)
Net Cash (Used in)/Provided by Financing Activities		(8,424	)		2,210
Effect of Exchange Rate Changes on Cash		(473	)		(112	)
Net Increase in Cash		463			132
Cash at Beginning of Period		499			788
Cash at End of Period	$	962		$	920

TRANSCAT, INC. Adjusted EBITDA Reconciliation Table (Dollars in thousands) (Unaudited)
	Fiscal 2021
	Q1			Q2			Q3			Q4			YTD
Net Income	$	798		$	2,024								$	2,822
+ Interest Expense		224			233									457
+ Other Expense / (Income)		19			84									103
+ Tax Provision		(77	)		737									660
Operating Income	$	964		$	3,078								$	4,042
+ Depreciation & Amortization		1,871			1,864									3,735
+ Restructuring Expense		360			-									360
+ Other (Expense) / Income		(19	)		(85	)								(104	)
+ Noncash Stock Compensation		312			366									678
Adjusted EBITDA	$	3,488		$	5,223								$	8,711
Segment Breakdown
Service Operating Income	$	1,129		$	2,977								$	4,106
+ Depreciation & Amortization		1,394			1,359									2,753
+ Restructuring Expense		193			-									193
+ Other (Expense) / Income		(15	)		(57	)								(72	)
+ Noncash Stock Compensation		162			196									358
Service Adjusted EBITDA	$	2,863		$	4,475								$	7,338
Distribution Operating Income	$	(165	)	$	101								$	(64	)
+ Depreciation & Amortization		477			505									982
+ Restructuring Expense		167												167
+ Other (Expense) / Income		(4	)		(28	)								(32	)
+ Noncash Stock Compensation		150			170									320
Distribution Adjusted EBITDA	$	625		$	748								$	1,373
	Fiscal 2020
	Q1			Q2			Q3			Q4			YTD
Net Income	$	1,718		$	2,379		$	1,477		$	2,493		$	8,067
+ Interest Expense		244			243			216			231			934
+ Other Expense / (Income)		41			54			(22	)		113			186
+ Tax Provision		(45	)		383			420			905			1,663
Operating Income	$	1,958		$	3,059		$	2,091		$	3,742		$	10,850
+ Depreciation & Amortization		1,622			1,681			1,648			1,707			6,658
+ Other (Expense) / Income		159			(54	)		22			(112	)		15
+ Noncash Stock Compensation		203			102			305			274			884
Adjusted EBITDA	$	3,942		$	4,788		$	4,066		$	5,611		$	18,407
Segment Breakdown
Service Operating Income	$	738		$	1,837		$	488		$	2,609		$	5,672
+ Depreciation & Amortization		1,220			1,246			1,206			1,257			4,929
+ Other (Expense) / Income		77			(38	)		13			(72	)		(20	)
+ Noncash Stock Compensation		112			56			159			143			470
Service Adjusted EBITDA	$	2,147		$	3,101		$	1,866		$	3,937		$	11,051
Distribution Operating Income	$	1,220		$	1,222		$	1,603		$	1,133		$	5,178
+ Depreciation & Amortization		401			436			442			450			1,729
+ Other (Expense) / Income		83			(17	)		9			(40	)		35
+ Noncash Stock Compensation		91			46			146			131			414
Distribution Adjusted EBITDA	$	1,795		$	1,687		$	2,200		$	1,674		$	7,356

TRANSCAT, INC. Additional Information - Business Segment Data (Dollars in thousands) (Unaudited)
							Change
SERVICE	FY 2021 Q2			FY 2020 Q2			$'s			%
Service Revenue	$	24,554		$	23,502		$	1,052		4.5	%
Cost of Service Revenue		16,654			17,490			(836	)	(4.8	%)
Gross Profit	$	7,900		$	6,012		$	1,888		31.4	%
Gross Margin		32.2	%		25.6	%
Selling, Marketing & Warehouse Expenses	$	2,427		$	2,227		$	200		9.0	%
General and Administrative Expenses		2,496			1,948			548		28.1	%
Operating Income	$	2,977		$	1,837		$	1,140		62.1	%
% of Revenue		12.1	%		7.8	%
							Change
DISTRIBUTION	FY 2021 Q2			FY 2020 Q2			$'s			%
Distribution Sales	$	17,053		$	18,261		$	(1,208	)	(6.6	%)
Cost of Distribution Sales		13,459			13,828			(369	)	(2.7	%)
Gross Profit	$	3,594		$	4,433		$	(839	)	(18.9	%)
Gross Margin		21.1	%		24.3	%
Selling, Marketing & Warehouse Expenses	$	1,864		$	2,004		$	(140	)	(7.0	%)
General and Administrative Expenses		1,629			1,207			422		35.0	%
Operating Income	$	101		$	1,222		$	(1,121	)	(91.7	%)
% of Sales		0.6	%		6.7	%
							Change
TOTAL	FY 2021 Q2			FY 2020 Q2			$'s			%
Total Revenue	$	41,607		$	41,763		$	(156	)	(0.4	%)
Total Cost of Revenue		30,113			31,318			(1,205	)	(3.8	%)
Gross Profit	$	11,494		$	10,445		$	1,049		10.0	%
Gross Margin		27.6	%		25.0	%
Selling, Marketing & Warehouse Expenses	$	4,291		$	4,231		$	60		1.4	%
General and Administrative Expenses		4,125			3,155			970		30.7	%
Operating Income	$	3,078		$	3,059		$	19		0.6	%
% of Revenue		7.4	%		7.3	%

TRANSCAT, INC. Additional Information - Business Segment Data (Dollars in thousands) (Unaudited)
							Change
SERVICE	FY 2021 YTD			FY 2020 YTD			$'s			%
Service Revenue	$	47,521		$	45,900		$	1,621		3.5	%
Cost of Service Revenue		33,552			34,516			(964	)	(2.8	%)
Gross Profit	$	13,969		$	11,384		$	2,585		22.7	%
Gross Margin		29.4	%		24.8	%
Selling, Marketing & Warehouse Expenses	$	4,775		$	4,613		$	162		3.5	%
General and Administrative Expenses		5,088			4,196			892		21.3	%
Operating Income	$	4,106		$	2,575		$	1,531		59.5	%
% of Revenue		8.6	%		5.6	%
							Change
DISTRIBUTION	FY 2021 YTD			FY 2020 YTD			$'s			%
Distribution Sales	$	32,990		$	38,258		$	(5,268	)	(13.8	%)
Cost of Distribution Sales		26,056			29,145			(3,089	)	(10.6	%)
Gross Profit	$	6,934		$	9,113		$	(2,179	)	(23.9	%)
Gross Margin		21.0	%		23.8	%
Selling, Marketing & Warehouse Expenses	$	3,590		$	4,090		$	(500	)	(12.2	%)
General and Administrative Expenses		3,408			2,581			827		32.0	%
Operating Income	$	(64	)	$	2,442		$	(2,506	)	(102.6	%)
% of Sales		(0.2	%)		6.4	%
							Change
TOTAL	FY 2021 YTD			FY 2020 YTD			$'s			%
Total Revenue	$	80,511		$	84,158		$	(3,647	)	(4.3	%)
Total Cost of Revenue		59,608			63,661			(4,053	)	(6.4	%)
Gross Profit	$	20,903		$	20,497		$	406		2.0	%
Gross Margin		26.0	%		24.4	%
Selling, Marketing & Warehouse Expenses	$	8,365		$	8,703		$	(338	)	(3.9	%)
General and Administrative Expenses		8,496			6,777			1,719		25.4	%
Operating Income	$	4,042		$	5,017		$	(975	)	(19.4	%)
% of Revenue		5.0	%		6.0	%