XPEL, Inc.: Form 10-Q for the period ended Mar 31, 2025

This Management’s Discussion and Analysis provides material historical and prospective disclosures intended to enable investors and other users to assess the financial condition and results of operations of XPEL, Inc. (“XPEL” or the “Company”). Statements that are not historical are forward-looking and involve risks and uncertainties discussed under the heading “Forward-Looking Statements” in this report and under “Business," "Risk Factors,” "Management's Discussion and Analysis of Financial Condition and Results of Operations" and "Financial Statements and Supplementary Data" in the Annual Report which is available on the SEC’s website at www.sec.gov (http://www.sec.gov).

Forward-Looking Statements

This quarterly report on Form 10-Q contains not only historical information, but also forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended. These forward-looking statements are subject to the safe harbor created by those sections. In addition, the Company or others on the Company’s behalf may make forward-looking statements from time to time in oral presentations, including telephone conferences and/or web casts open to the public, in press releases or reports, on the Company’s internet web site, or otherwise. All statements other than statements of historical facts included in this report or expressed by the Company orally from time to time that address activities, events, or developments that the Company expects, believes, or anticipates will or may occur in the future are forward-looking statements, including, in particular, the statements about the Company’s plans, objectives, strategies, and prospects regarding, among other things, the Company’s financial condition, results of operations and business, and the outcome of contingencies, such as legal proceedings. The Company has identified some of these forward-looking statements in this report with words like “believe,” “can,” “may,” “could,” “would,” “might,” “forecast,” “possible,” “potential,” “project,” “will,” “should,” “expect,” “intend,” “plan,” “predict,” “anticipate,” “estimate,” “approximate,” “outlook,” or “continue” or the negative of these words or other words and terms of similar meaning. The use of future dates is also an indication of a forward-looking statement. Forward-looking statements may be contained in the notes to the Company’s condensed consolidated financial statements and elsewhere in this report, including under the heading “Management’s Discussion and Analysis of Financial Condition and Results of Operations.”

Forward-looking statements are based on current expectations about future events affecting the Company and are subject to uncertainties and factors that affect all businesses operating in a global market as well as matters specific to the Company. These uncertainties and factors are difficult to predict, and many of them are beyond the Company’s control. Factors to consider when evaluating these forward-looking statements include, but are not limited to:

• We are highly dependent on the automotive industry. A prolonged or material contraction in automotive sales and production volumes could adversely affect our business, results of operations and financial condition.
• We currently rely on one distributor for our products in China.
• A significant percentage of our revenue is generated from our business in China, a market that is associated with certain risks.
• The loss of one or more of our key personnel or our failure to attract and retain other highly qualified personnel in the future, could harm our business.
• A material disruption from our contract manufacturers or suppliers or our inability to obtain a sufficient supply from alternate suppliers could cause us to be unable to meet customer demands or increase our costs.
• Our operating results can be adversely affected by inflation, changes in the cost or availability of raw materials, labor, energy, transportation and other necessary supplies and services.
• Technology cold render the need for some or our products obsolete.
• Changes in OEM accessorization strategies or production volumes could impact our business.
• Our accounting estimates and risk management processes rely on assumptions or models that may prove inaccurate.
• Our industry is highly competitive.
• Harm to our reputation or the reputation of one or more of our products could have an adverse effect on our business.
• Our revenue and operating results may fluctuate, which may make our results difficult to predict and could cause our results to fall short of expectations.
• Technology could render the need for some of our products obsolete.
• Infringement of our intellectual property could impact our ability to compete effectively.
• If changes to our existing products or introduction of new products or services do not meet our customers’ expectations or fail to generate revenue, we could lose our customers or fail to generate any revenue from such products or services and our business may be harmed.
• We depend on our relationships with independent installers and new car dealerships and their ability to sell and service our products. Any disruption in these relationships could harm our sales.
• We may not be able to identify, finance and complete suitable acquisitions and investments, and any completed acquisitions and investments could be unsuccessful or consume significant resources.
• We may incur material losses and costs as a result of product liability and warranty claims.
• Our failure to satisfy international trade compliance regulations, and changes in U.S. government sanctions, could have a material adverse effect on us.
• We may seek to incur substantial indebtedness in the future.
• We cannot be certain that additional financing will be available on reasonable terms when required, or at all.
• Our variable rate indebtedness exposes us to interest rate volatility, which could cause our debt service obligations to increase significantly.
• General global economic and business conditions affect demand for our products.
• A public health crisis could impact our business
• Economic, political and market conditions can adversely affect our business, financial condition and results of operations.
• Existing and potential new trade policies, such as tariffs, could adversely affect our operational costs and business.

We believe the items we have outlined above are important factors that could cause estimates included in our financial statements to differ materially from actual results and those expressed in a forward-looking statement made in this report or elsewhere by us or on our behalf. We have discussed these factors in more detail in the Annual Report and supplemented in this Report. These factors are not necessarily all of the factors that could affect us. Unpredictable or unanticipated factors that we have not discussed in this Report could also have material adverse effects on actual results. We do not intend to update our description of important factors each time a potential important factor arises, except as required by applicable securities laws and regulations. We advise our shareholders that they should (1) be aware that factors not referred to above could affect the accuracy of our forward-looking statements and (2) use caution when considering our forward-looking statements.

Company Overview

The Company is a supplier of protective films, coatings and related services primarily to the automobile aftermarket, new car dealerships and automobile OEMs. The majority of our revenue is derived from the sale of our automotive products and related services while the remainder of our revenue is derived from non-automotive products including architectural window film and marine and flat surface protection films. .

The Company began as a software company designing vehicle patterns used to produce cut-to-fit protective film for the painted surfaces of automobiles. In 2007, we began selling automotive surface and paint protection film products to complement our software business. As paint protection film technology improved and became more durable, awareness and adoption of paint protection film continued to increase driving significant industry growth over the last several years. Initial adoption of paint protection film came primarily from luxury car enthusiasts in the United States and Canada. These enthusiasts were primarily served by a growing automotive aftermarket of independent installers of automotive paint protection and window films. Internationally, nascent demand began to build as awareness and adoption in the United States and Canada continued to increase. Over the last few years, new car dealership interest in our products has increased due to their exposure to the aftermarket installer network while OEM interest in the product increased through their exposure to the new car dealerships who had been selling the product.

Strategic Overview

Our strategy initially centered on how best to serve and grow our network of independent installers in the US and Canada and to sell products internationally through independent distributors while simultaneously building and enhancing eh XPEL brand. This "best-in-class" service strategy was then extended to new car dealerships and OEMs. Internationally, while our initial market entry was primarily through indirect distribution, we desire to ultimately sell directly to the majority of the top twenty-five car markets in the world which is an important element of our acquisition strategy.

Key Business Metric - Non-GAAP Financial Measures

Our management regularly monitors certain financial measures to track the progress of our business against internal goals and targets. We believe that the most important measure to the Company is Earnings Before Interest, Taxes, Depreciation, and Amortization (“EBITDA”).

EBITDA is a non-GAAP financial measure. We believe EBITDA provides helpful information with respect to our operating performance as viewed by management, including a view of our business that is not dependent on (i) the impact of our capitalization structure and (ii) items that are not part of our day-to-day operations. Management uses EBITDA (1) to compare our operating performance on a consistent basis, (2) to calculate incentive compensation for our employees, (3) for planning purposes including the preparation of our internal annual operating budget, (4) to evaluate the performance and effectiveness of our operational strategies, and (5) to assess compliance with various metrics associated with the agreements governing our indebtedness. Accordingly, we believe that EBITDA provides useful information in understanding and evaluating our operating performance in the same manner as management. We define EBITDA as net income plus (a) total depreciation and amortization, (b) interest expense, net, and (c) income tax expense.

The following table is a reconciliation of Net income to EBITDA for the three months ended March 31, 2025 and 2024 (in thousands):

(Unaudited)

Use of Non-GAAP Financial Measures

EBITDA should be considered in addition to, not as a substitute for, or superior to, financial measures calculated in accordance with GAAP. It is not a measurement of our financial performance under GAAP and should not be considered as alternatives to revenue or net income, as applicable, or any other performance measures derived in accordance with GAAP and may not be comparable to other similarly titled measures of other businesses. EBITDA has limitations as an analytical tool and you should not consider it in isolation or as a substitute for analysis of our operating results as reported under GAAP.

EBITDA does not reflect the impact of certain cash charges resulting from matters we consider not to be indicative of ongoing operations; and other companies in our industry may calculate EBITDA differently than we do, limiting their usefulness as comparative measures.

Executive Summary

The following table summarizes the Company’s consolidated results of operations for the three months ended March 31, 2025 and 2024 (in thousands):

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Results of Operations

The following table summarizes revenue results for the three months ended March 31, 2025 and 2024 (in thousands):

Because many of our international customers require us to ship their orders to freight forwarders located in the United States, we cannot be certain about the ultimate destination of the product. The following table represents our estimate of sales by geographic regions based on our understanding of ultimate product destination based on customer interactions, customer locations and other factors for the three months ended March 31, 2025 and 2024 (dollars in thousands):

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Revenue

Product Revenue. Product revenue increased 17.7% for the three months ended March 31, 2025 as compared to the three months ended March 31, 2024 and represented 75.9% of our consolidated first quarter 2025 revenue. Within this category, revenue from our paint protection film product line increased 15.2% as compared to the prior year and represented 54.4% of total consolidated revenue for the three months ended March 31, 2025. This increase was driven primarily by increased paint protection film sales into China as prior excess inventory levels at our China distributor began to normalize.

Revenue from our window film product line grew 28.1% during the three months ended March 31, 2025 and represented 18.0% of our consolidated first quarter 2025 revenue. This product line includes automotive, architectural and windshield protection films. Automotive window film revenue grew 16.2% to $15.0 million for the three months ended March 31, 2025 and represented 80.8% of total window film revenue and 14.5% of total consolidated revenue for the three months ended March 31, 2025. This increase was due to continued channel focus, increased product adoption in multiple regions and increased demand. Architectural window film revenue for the three months ended March 31, 2025 increased 9.6% to $1.7 million and represented 9.3% of total window film revenue and 1.7% of total consolidated first quarter revenue. Our windshield protection film revenue for the three months ended March 31, 2025 was $1.8 million and represented 9.9% of total window film revenue and 1.8% of total consolidated first quarter revenue. Our windshield protection film product was launched during the fourth quarter 2024.

Other product revenue for the three months ended March 31, 2025 grew 10.4% to $3.6 million and represented 3.5% of total consolidated revenue. This increase was driven by an increase in demand for our non-film related products such as ceramic coating, plotters, chemicals and other film installation tools and accessories. Our FUSION ceramic coating product revenue grew 4.2% to $1.4 million.

Service revenue. Service revenue consists of revenue from fees for DAP software access, cutbank credit revenue, which represents the value of pattern access provided with eligible product revenue, revenue from the labor portion of installation sales in our Company-owned installation centers, labor revenue from our dealership services and OEM businesses, and revenue from training services provided to our customers. During the three months ended March 31, 2025, service revenue grew 7.9% compared to the three months ended March 31, 2024.

Within the service revenue category, software revenue increased 9.9% from the three months ended March 31, 2024. This increase was due primarily to increases in customers subscribing to our software. Cutbank credit revenue decreased 8.6% from the three months ended March 31, 2024. This decrease was due primarily to the decrease in paint protection film revenue primarily in Canada. Total installation labor revenue increased 11.6% from the three months ended March 31, 2024.

Total installation revenue (labor and product combined) for the three months ended March 31, 2025 increased 11.6% over the three months ended March 31, 2024. Adjusted product revenue, which combines the cutbank credit revenue service component with product revenue, increased by 16.2% from the three months ended March 31, 2024 due mainly to the same factors described above.

Geographically, we experienced continued growth in most of our regions including 11.6% growth in the US region, our most mature market. These increases were primarily due to increased sales of automotive window film in the US and increased sales in China as our distributor continued to work through its prior excess inventory levels.

Cost of Sales

Cost of sales consists of product costs and the costs to provide our services. Product costs consist of material costs, certain personnel costs, shipping costs, warranty costs and other costs related to providing products to our customers. Cost of service includes the labor costs associated with installation of product in our Company-owned facilities and across our dealer-service network, costs of labor associated with pattern design for our film-cutting software and the costs incurred to provide training for our customers. Product costs in the three months ended March 31, 2025 increased 15.0% over the three months ended March 31, 2024, commensurate with the growth in product revenue. Cost of service revenue grew 13.6% during the three months ended March 31, 2025.

Gross Margin

The following table summarizes gross margin for product and services for the three months ended March 31, 2025 and 2024 (in thousands):

Product gross margin for the three months ended March 31, 2025 increased $5.6 million, 22.5% compared to the same period in the prior year. The increase in product gross margin percentages was primarily due to decreases in product costs and improved operating leverage.

Service gross margin increased approximately $0.5 million, or 3.5%, over the three months ended March 31, 2024. This represented 54.3% and 56.6% of total service revenue for the three months ended March 31, 2025 and 2024, respectively. The decrease in service gross margin percentage was primarily due to a higher mix of dealership related installations.

Operating Expenses

Sales and Marketing expenses for the three months ended March 31, 2025 increased $1.5 million, or 14.3%, compared to 2024. These expenses represented 11.4% and 11.5% of consolidated revenue for the three months ended March 31, 2025 and 2024, respectively. This increase was due mainly to increased personnel costs and costs associated with your annual dealer conference held during the first quarter 2025.

General and administrative expenses grew approximately $2.6 million, or 14.5%, during the three months ended March 31, 2025 over the three months ended March 31, 2024. These costs represented 20.1% and 20.3% of consolidated revenue for the three months ended March 31, 2025 and 2024, respectively. The increase in these expenses was due mainly to increases in severance-related personnel, occupancy, and information technology costs.

Interest Expense

Interest expense for the three months ended March 31, 2025 decreased $0.4 million compared to the three months ended March 31, 2024. This decrease was due to the reduction in the amount of our debt facility throughout the quarter.

Income Tax Expense

Income tax expense for the three months ended March 31, 2025 increased $0.9 million from the three months ended March 31, 2024. Our effective tax rate was 23.9% for the three months ended March 31, 2025 compared with 21.4% for the three months ended March 31, 2024. The increase in our effective rate was primarily due to an increase in foreign taxes associated with our China operations.

Net Income

Net income for the three months ended March 31, 2025 increased by $1.9 million, or 28.8%, to $8.6 million.

Liquidity and Capital Resources

The primary source of liquidity for our business is available cash and cash equivalents, cash flows provided by operations and borrowing capacity under our credit facilities. As of March 31, 2025, we had cash and cash equivalents of $23.5 million. For the three months ended March 31, 2025, cash provided by operations was $3.2 million, and as of March 31, 2025 we had approximately $128.1 million in funds available under our credit facilities. We expect to continue to have sufficient access to cash to support working capital needs, pay for capital expenditures (including acquisitions), and to pay interest and service debt. We believe we have the ability and sufficient resources to meet these cash requirements by using available cash, internally generated funds and borrowings under committed credit facilities. We are focused on continuing to generate positive operating cash to fund our operational and capital investment initiatives. We believe we have sufficient liquidity to operate for at least the next 12 months from the date of this quarterly report.

Operating Activities. Cash provided by operations totaled approximately $3.2 million for the three months ended March 31, 2025, compared to operating cash outflows of $5.0 million for the three months ended March 31, 2024. This increase in cash flows from operating activities was mainly due to an increase in net income and other changes in working capital.

Investing Activities. Cash used in investing activities totaled approximately $1.6 million during the three months ended March 31, 2025 compared to $3.1 million during the three months ended March 31, 2024. This decrease was due primarily to a reduction in fixed asset purchases and acquisitions during the three months ended March 31, 2025 compared to the three months ended March 31, 2024.

Financing Activities. Cash used in financing activities during the three months ended March 31, 2025 totaled approximately $0.2 million compared to cash inflows of $5.0 million in the prior year. This decrease was due to additional borrowings under our credit facility during the three months ended March 31, 2024.

Debt obligations, including balances outstanding on committed credit facilities and contingent liabilities, totaled approximately $2.1 million as of March 31, 2025 and December 31, 2024.

Future Liquidity and Capital Resource Requirements

We expect to fund ongoing operating expenses, capital expenditures, acquisitions, interest payments, tax payments, credit facility maturities, future lease obligations, and payments for other long-term liabilities with cash flow from operations and borrowings under our credit facility. In the short-term, we are contractually obligated to make lease payments and make payments on contingent liabilities related to certain completed acquisitions. In the long-term, we are contractually obligated to make lease payments, for contingent liabilities, and for repayment of borrowings on our line of credit. We believe that we have sufficient cash and cash equivalents, as well as borrowing capacity, to cover our estimated short-term and long-term funding needs.

Credit Facilities

The Company has a revolving credit facility providing for secured revolving loans and letters of credit in an aggregate amount of up to $125 million, which is subject to the terms of a credit agreement dated April 6, 2023 (the "Credit Agreement"). As of March 31, 2025 and December 31, 2024, the Company had no outstanding balances under this agreement.

Borrowings under the Credit Agreement bear interest, at XPEL’s option, at a rate equal to either (a) Base Rate or (b) Adjusted Term SOFR. In addition to the applicable interest rate, the Credit Agreement includes a commitment fee ranging from 0.20% to 0.25% per annum for the unused portion of the aggregate commitment and an applicable margin ranging from 0.00% to 0.50% for Base Rate Loans and

1.00% to 1.50% for Adjusted Term SOFR Loans. At March 31, 2025, these rates were 7.5% and 5.4%, respectively. Both the margin applicable to the interest rate and the commitment fee are dependent on XPEL’s Consolidated Total Leverage Ratio. The Credit Agreement's maturity date is April 6, 2026. All capitalized terms in this description of the credit facility that are not otherwise defined in this report have the meaning assigned to them in the Credit Agreement.

Obligations under the Credit Agreement are secured by a first priority perfected security interest, subject to certain permitted encumbrances, in all of XPEL’s material property and assets.

The terms of the Credit Agreement include certain affirmative and negative covenants that require, among other things, XPEL to maintain legal existence and remain in good standing, comply with applicable laws, maintain accounting records, deliver financial statements and certifications on a timely basis, pay taxes as required by law, and maintain insurance coverage, as well as to forgo certain specified future activities that might otherwise encumber XPEL and certain customary covenants. The Credit Agreement provides for two financial covenants, as follows.

As of the last day of each fiscal quarter:

1. XPEL shall not allow its Consolidated Total Leverage Ratio to exceed 3.50 to 1.00, and

2. XPEL shall not allow its Consolidated Interest Coverage Ratio to be less than 3.00 to 1.00

The Company also has a CAD $4.5 million revolving credit facility through HSBC Bank Canada, and is maintained by XPEL Canada Corp., a wholly-owned subsidiary of XPEL. This Canadian facility is utilized to fund the Company's working capital needs in Canada. This facility bears interest at HSBC Canada Bank’s prime rate plus 0.25% per annum and is guaranteed by the parent company. As of March 31, 2025 and December 31, 2024, no balance was outstanding on this line of credit.

As of March 31, 2025 and December 31, 2024, the company was in compliance with all debt covenants.

Critical Accounting Estimates

There have been no material changes to the Company’s critical accounting estimates from the information provided in the Annual Report on Form 10-K.

Related Party Relationships

There are no family relationships between or among any of our directors or executive officers. There are no arrangements or understandings between any two or more of our directors or executive officers, and there is no arrangement, plan or understanding as to whether non-management stockholders will exercise their voting rights to continue to elect the current Board. There are also no arrangements, agreements or understandings between non-management stockholders that may directly or indirectly participate in or influence the management of our affairs.

We have operations that expose us to currency risk in the British Pound Sterling, the Canadian Dollar, the Euro, the Mexican Peso, the New Taiwanese Dollar, the Australian Dollar, the Indian Rupee, the Chinese Yuan Renminbi, the Japanese Yen, and the Thai Baht. Amounts invested in our foreign operations are translated into U.S. Dollars at the exchange rates in effect at the balance sheet date. The resulting translation adjustments are recorded as accumulated other comprehensive income, a component of stockholders’ equity in our consolidated balance sheets. We do not currently hedge our exposure to potential foreign currency translation adjustments.

Borrowings under our revolving lines of credit subject us to market risk resulting from changes in interest rates related to our floating rate bank credit facilities. For such borrowings, a hypothetical 200 basis point increase in variable interest rates may result in a material impact to our financial statements. We do not currently have any derivative contracts to hedge our exposure to interest rate risk. During each of the periods presented, we have not experienced a significant effect on our business due to changes in interest rates.

If our costs were to become subject to significant inflationary pressures, we may not be able to fully offset such higher costs through price increases. Our inability or failure to do so could adversely affect our business, financial condition and results of operations.

Evaluation of Disclosure Controls and Procedures

We have established and maintain a system of disclosure controls and procedures that are designed to provide reasonable assurance that information required to be disclosed in our reports filed with the SEC pursuant to the Securities Exchange Act of 1934, as amended ("Exchange Act"), is recorded, processed, summarized and reported within the time periods specified in the rules and forms of the SEC and that such information is accumulated and communicated to our management, including our Chief Executive Officer (“CEO”) and Chief Financial Officer (“CFO”), as appropriate, to allow timely decisions regarding required disclosures.

Management, with the participation of our CEO and CFO, has evaluated the effectiveness of the design and operation of our disclosure controls and procedures (as defined in Rules 13a-15(e) and 15d-15(e) of the Exchange Act) as of the end of the period covered by this report. Based on such evaluation, our CEO and CFO have each concluded that as of the end of the period covered by this report, our disclosure controls and procedures were effective to provide reasonable assurance that information required to be disclosed by us in reports that we file or submit under the Exchange Act is recorded, processed, summarized and reported within the time periods specified in the SEC’s rules and forms and that such information is accumulated and communicated to our management, including the CEO and CFO, as appropriate, to allow timely decisions regarding required disclosures.

Our disclosure controls and procedures are designed to provide reasonable assurance of achieving their objectives as specified above. Management does not expect, however, that our disclosure controls and procedures will prevent or detect all error and fraud. Any control system, no matter how well designed and operated, is based upon certain assumptions and can provide only reasonable, not absolute, assurance that its objectives will be met. Further, no evaluation of controls can provide absolute assurance that misstatements due to error or fraud will not occur or that all control issues and instances of fraud, if any, within the Company have been detected.

Changes in Internal Control over Financial Reporting

There were no changes in our internal control over financial reporting that occurred during the last fiscal quarter that have materially affected, or are reasonably likely to materially affect, our internal control over financial reporting.

Except as set forth below, there were no changes to the Risk Factors disclosed in Item 1A. Risk Factors of the Annual Report.

Existing and potential new trade policies, such as tariffs, could adversely affect our operations, costs and business.

President Donald Trump has issued a series of executive orders since taking office in January 2025, including executive orders regarding tariffs. While the possibility exists for delays, reductions or exemptions of the automotive and reciprocal tariffs, the potential impacts of these tariffs remain uncertain and may cause a significant impact on the future demand for vehicles by consumers. To the extent any such tariffs remain in place for a sustained period of time, or in the event a global or domestic recession results therefrom, the disposable income of consumers could be significantly reduced, which may result in consumers deciding to delay vehicle purchases, or forego them entirely, or decide to delay or forego the addition of vehicle accessories, each of which could adversely affect our results of operations and financial condition.

Additional actions taken by the U.S. that restrict or could impact the economics of trade — including additional tariffs, trade barriers, and other similar measures — could have the potential to further disrupt existing supply chains and trigger retaliatory efforts by other countries, including the imposition of tariffs, raising taxation, setting foreign exchange or capital controls, or establishing embargoes, sanctions, or other import/export restrictions, thereby negatively impacting our business, both directly and indirectly. These developments, or the perception that more of them could occur, may materially create, or increase business uncertainty and could adversely affect the global economy and stability of global financial markets, potentially reducing trade and depressing economic activity, including demand for our products. Such changes in international trade policies may result in direct impacts to our business or indirectly to our customers or suppliers through increased costs, changes in business prospects or operating results, which could adversely affect our financial condition. The extent of such impacts cannot be predicted at this time.