Greetings, and welcome to Unusual Machines Fourth Quarter and Fiscal Year 2025 Financial Results Conference Call and webcast. [Operator Instructions] And please note, this conference is being recorded. I will now turn the conference over to your host, Christine Petraglia, Investor Relations for Unusual Machines. Ma'am, the floor is yours.

Thank you, operator. Good morning, everyone. With us today are Unusual Machines CEO, Allan Evans; and CFO, Brian Hoff. During this call, management will make forward-looking statements, including statements that our expectations concerning the growth of our operations, our business and our revenues, the growth of the NDAA-compliant drone market, our anticipated gross margins, our plans to scale manufacturing capacity, including the timing and success of new production lines for motors, batteries, cameras and headsets, our ability to achieve cash flow positive operations in the future, our workforce expansion plans and future acquisitions we may make. The results expected by some or all of these forward-looking statements may not occur. Factors that affect our ability to achieve these results include the risks that enough of our customers receive orders under the Drone Dominance program or other government programs and in turn, place component orders with us as well as potential funding reductions, program delays or changes in procurement priorities. Our dependence on a limited number of enterprise customers and the risk of customer concentration, the risks that our inventory buildup will become obsolete or that we cannot sell such inventory at reasonable margins; our ability to manage our rapid growth, including integrating new employees and maintaining quality control; risks relating to manufacturing bugs, delays or failure to achieve anticipated production efficiencies, the availability of satisfactory labor pool to meet our planned growth potential, supply chain disruptions or component shortages, the impact from tariffs, including inflation and increased cost of goods sold, the risk that our automated production equipment may not be operational on the anticipated time line, any risk that our auditors may require us to make changes to our financial statements and the risk factors contained in our Form 10-Q filed with the SEC on November 6, 2025, prospectus supplements filed with the SEC on September 2, 2025, July 15, 2025, and May 6, 2025, and in our Form 10-K for the year ended December 31, 2025, which we anticipate filing in the coming days. Factors or events that could cause our actual results to differ may emerge from time to time, and it is not possible for us to predict all of them. Any forward-looking statement made by us herein speaks only as of the date on which it is made. We undertake no obligation to update any forward-looking statement, whether as a result of new information, future developments or otherwise, except as may be required by law. And as a reminder, this call is being recorded, and a replay will be available on Unusual Machines website at www.unusualmachines.com. Now let me hand the call over to our CEO, Allan Evans. Please go ahead, Allan.

Thank you, Christine. Good morning, everyone, and thank you very much for joining us this Monday. During this call, I will discuss our 2025 annual performance and also emphasize results specific to the fourth quarter. In the year 2025, we generated approximately $11.2 million in revenue. This is 101% year-over-year growth from 2024. Over the course of the year, we raised $157.8 million through equity financings and closed out the year with $103.3 million as part of our $157.4 million in total working capital. This is a massive, massive balance sheet increase from the $3.7 million we had in cash at the start of 2025. The 2025 results taken in aggregate, don't clearly portray the dramatic changes that occurred throughout the year. The year was a turning point for our business as we underwent the transformation from an online retail store to become a drone components producer and enterprise sales business. This can clearly be seen in the quarterly percentage of our revenue that was attributed to our enterprise segment. It was 31% in quarter 1, 48% in quarter 2, 57% in quarter 3 and 81% in quarter 4. Hardware companies like ours that rapidly scale operations and often see revenues -- we often see these revenues follow operation scaling by a quarter or so. Our growth shift started in the third quarter when we went from 19 employees to 38 employees across the quarter. At the same time, we also began to expand our footprint from the 6,900 square feet to the 62,500 square feet that we had at the end of 2025. The fourth quarter results, the financial results are representative of the start of this growth process because the growth process started in the third quarter, and I would like to cover them in more detail. The…

Thank you, Allan. Thank you to everyone for joining our call this morning. I know you've heard it from Allan, but it's the absolute truth. 2025 was a transformational year for Unusual Machines. We started the year with the goal of bringing drone component manufacturing to the United States. And by the end of the year, not only have we accomplished this, but we did this with such dramatic pace and scale that's required for the industry. And this is starting to show in our financial results, as we will discuss, but a quick note. As we mentioned in our shareholder letter issued this morning, the numbers in our presentation are unaudited and subject to change. We expect our audits to be completed in the next few days. Revenue was $4.9 million for the fourth quarter, which is approximately 133% growth quarter-over-quarter, and fiscal year-end 2025 revenue was $11.2 million, which was 101% year-over-year increase. This is the start of us realizing that operational scale and transformation that's driven by the shift from the enterprise -- from retail to enterprise customers, as Allan highlighted. And again, it's based on our enterprise mix starting around 30% in Q1 to over 80% in Q4 and really driven by our manufacturing coming online. And again, just to start. Gross margin has increased from 24% in the first quarter to 36% in the fourth quarter and 35% for the full fiscal year 2025. Our margins continually improve as our mix has also shifted from retail to enterprise. That being said, we do expect to see some margin fluctuation and decline in the future quarters based on certain product mixes as we continue to scale up manufacturing, invest in growth, add team members and making our processes more efficient. Once our automated motor line is…

Thanks, Brian. 2026 is going to be a year of rapid growth for the U.S. drone ecosystem. We believe we are extremely well positioned as one of the supply chain leaders for components for small drones. As Brian said, we have the capital to execute and the responsibility to demonstrate to our customers and shareholders that we can manage rapid growth. I'm about to go into more detail, but want everyone to note that my following comments are forward-looking and they are in no way guaranteed. Let's start by talking about demand. In general, right now, we view the current drone marketplace as being supply constrained. We see demand outstripping supply this year and deep into 2027. This perception, this idea is the assumption that allows us to procure material, build capacity and otherwise invest in growth more aggressively than we traditionally would. For example, if we order extra material now, we see the constant increase in demand over the next 24 months as consuming any excess that we have and making it reasonably safe from a business perspective to be so aggressive that we could even overbuild in the short term. This supply and demand imbalance and it's dramatic is created by two factors. First, legislative and regulatory actions have removed foreign competition from the market and domestic capacity is nascent. Second, the recent success of drones in international conflicts like Ukraine has resulted in the Department of War driving demand for drones and a domestic supply chain capable of supporting the expected burst drone demand required in a potential war time scenario. The legislation is walled off the garden and the Department of War is providing the influx of capital to quickly mature domestic solutions. There are several legislative actions that all layer in to enable domestic producers…

[Operator Instructions] Our first question is coming from Austin Bohlig with Needham & Company.

Congrats on the solid quarter. First question was just around kind of like the backlog number. So I think you guys said it's around $12 million. Is that the right way to think about total backlog?

Yes, Austin. So my whole team is cringey, Austin. Thank you for the question because I don't like the word backlog. It implies we're not delivering on time. But that is the outstanding volume that we're working toward delivering to, and we're still hitting delivery schedules. So $12 million is what we have purchase orders for right now, and then we have forecast further out from customers.

Got you. Got you. And then congrats on the high exposure to Drone Dominance tranche 1. Could you maybe just like walk through with like these 6 to 5 customers, like how much content per drone you guys are working with? Like are they buying the whole portfolio of content? Is it primarily motors? Would just love to get a sense of kind of how you're exposed for this first tranche.

Yes. So very few customers across all of the entrants have placed full Drone Dominance orders yet. So that's being discussed this week now that they've found out that they've won. So for -- our blend could be anywhere from one part for a customer all the way through a large chunk of them. But even actively over the weekend, we were getting some of these customers asking about other parts of we offer. So I don't know what the mix is. I trust Stacy and our the whole revenue side of the house, we'll do whatever we can to serve as much of their needs as possible.

And then just kind of last question, a sense of kind of like how we should be thinking about the ramp throughout the year. Should we be like modeling sequential revenue growth throughout 2026?

We're still scaling as quickly as we can. What I would say is there could be hiccups. Supply chains could be tough for instance, there's currently a challenge getting barometers. And as demand for Drone Dominance, I think, sucks up a lot of parts, we have to get further in front of it. But I would expect sequential growth over the course of the year with maybe some supply chain acquisition challenges if demand continues to outstrip supply. So the goal is sequential growth. Our procurement team is in front of it, but you got to be material complete to make a part. And if you're waiting on one component, there could be a delay that could cause revenues to slide one way or another.

Our next question is coming from Matthew Galinko with Maxim Group.

Congrats on the strong year. Can you touch on the investment needed for the automated motor production line? And do you expect it to be kind of tuned and yielding at its expectation this year? Or is that kind of a 2027 event?

So the CapEx has already been made that is already accounted for on our books. It's really -- we're targeting having it in-house right now, July. It's a little bit uncertain. But then at the same time, the cost that you'll see is the material component. So if you're going to run 100,000 motors a month, you got to procure the material for that 6 months ahead of time. So you'll see inventories match the requirement for that, probably 2 to 3 months out, and then it will turn on slowly. We really expect to see it running a reasonable scale by quarter 4 with -- if we're faster, if we get it done in quarter 3, that would be great. And you'll see the cost -- the added cost for it will be us scaling inventory. But since we're already moving toward 20,000 to 30,000 motors a month, you'll just see that carried as inventories and prepaid inventories probably at the end of Q2.

Got it. Okay. And then you mentioned outperforming your internal expectations for gross margin in the quarter. Can you maybe give us some thoughts on how that trends as you make the additional investments and expand into -- I think you mentioned battery pack production sometime this year. So where does gross margin trend?

Sure. And I'll explain why, just so everybody can be aware on how gross margins work. So you scale operations, all right? You don't really start to see revenue until a quarter delayed. You don't really see the gross margin impact until even a quarter after that. In a lot of ways, gross margin because the people doing the work are in gross margin, but it doesn't show up in the financials until the product is shipped. So for instance, as we had people and we're building motors in November, we shipped many fewer motors that we made in November versus that we would in January. And so when you start new processes and new people, they're not as efficient as they become with training and expertise and new processes. So I would expect whenever we turn something on like the motor factory, the biggest impact to gross margins will be a quarter delayed, so you'd expect those in quarter 1 and then recovery from that as efficiencies and processes and scale come in. So we thought we'd see more from really the rapid scaling, more of a dip, but the employees that came on were more productive and crushed and learned and our team did a good job of keeping the dip lower. But I would still expect our worst gross margins as we go through this to be somewhere in the quarter 1, quarter 2 time frame as we've just brought on so many new people and created so many new processes that the natural impact to COGS will be in those quarters.

Very helpful. Final question for me. Maybe if you could touch on what the competitive environment in components looks like today. You've kind of been going at this for a few quarters now, and I'm curious if anybody is kind of following a similar playbook or starting to catch up in components.

There's several other small companies that are private that are out there doing different types of parts. In addition, some of our customers choose to do their own parts. So I would say for electronics, PCBs, there's a really great supply chain in the U.S. I'd say for everything else, there's nobody that is doing higher volumes than us. And again, because we think that this is a supply-constrained market. It's just us growing as fast as we can without worrying about competitors because there's this much larger demand where we just collectively can't fulfill it all. So right now, this is -- everybody can go as fast as they can to secure market share question. And so we think there are a lot of other companies out there trying to do and enter some of these segments in the U.S. I do think that if you looked at who some of our competitors were last year, you'd look and say, like Lumenier on the retail side for good FPV. A lot of them set up NDAA-compliant but foreign supply chains in terms of -- and the FCC ruling was a really big surprise for that. So we've been very aggressive about onshoring production and still are. And I think a lot of the categories right now, we're the largest producer.

Our next question is coming from Jonathan Siegmann with Stifel.

Great color on how supply constrained the market is. I appreciate that. Just with your capacity being so valuable in this environment, can you just talk a little bit about how you allocate that -- your resources to customers? How do you choose winners in this dynamic marketplace?

Jonathan, I appreciate it. The first thing I would say is the other side of this question is a lot of people ask why we don't increase our prices. So I'd like to start to say that we're trying to build relationships in a pricing model that's sustained and we're not in this unique market. We try really hard not to pick winners. We try to work with as many people as possible. And that's where I'll use my statements about Drone Dominance as an example. We are building capacity to build components for every single winner of Phase 2. Will we be able to supply every single winner? Will they all want to buy our parts? Probably not, but I hope they do. But in that way, we'll talk to and work with the 30 potential companies when Drone Dominance only down select to 10, and then we'll have a capacity to supply 10, and we won't be forced to make companies that may not have won that program take components. So we think by building to match the end customer demand, we're in a better position to shift material streams from us to the customers based on how effectively they compete. And that's really what we're trying to do is meet the entire U.S. components demand so that none of our customers so that we don't have a dependency and they don't have a dependency on any specific individual program.

Our next question is coming from Barry Sine with Litchfield Hills Research.

I want to ask about the B2B sales pipeline coming up for 2026 and a couple of parts to the question with a lot of numbers. So how many B2B customers have you shipped to over the last year? How many are in that $12 million backlog? And then looking ahead, what does the process look like? I know Stacy was promoted to Chief Revenue Officer. What does her team look like? I assume with the Drone Dominance announcement, it's all hands on deck right now to get those orders. But if you can give us a little visibility that it would help us looking out over the next year.

Yes. So I think the number of customers we've sold to depends on how far down the line you want to slice it. We've sold to hundreds of enterprise customers at small scale for R&D and some of that even through our retail channel. At large scale, it's constantly shifting with some of these programs, but we don't have single customer concentration. We still don't. I'm not positive where the exact blend is exactly today. And really, where we see Stacy's team continuing to drive this, and what we see is really important is not new customer outreach, but more importantly, being sure all the customers we have are satisfied. I believe in the last year, our sales team has done a really good job of driving awareness to everybody and getting small numbers of parts and being designed in for most of the drone companies that people are aware of or that we think have any ability to scale and even some that are smaller. And now it's really relationship management and starting to look more past what they need today to what they need tomorrow. So we don't care to service 200 customers. We think the market is going to consolidate some and maybe be down to 50 customers. And we want to be sure that those 50 customers have a great experience working with us and get what they need.

And maybe a little visibility on what does Stacy's team look like? How many folks are underneath her now? How many in sales, how many customer service? What does that team look like?

There's 5 or 6 people right now doing the combination of sales and customer service, really more relationship management. And then we're actively looking for more account managers. Nice thing is it doesn't need to be a huge team because we don't have to go door-to-door or anything, and they're doing a great job.

And if I could shift gears, I know it's no longer the focus, but on the retail part of the business, are you still looking to grow that business? How important is it? I know you added a new person in charge of that. I'm actually seeing Rotor Riot TV commercials now. What's the strategy for the retail business?

The strategy is to use it as a sales funnel and provide parts out there. So the goal is to keep it healthy. We don't expect significant growth there. We expect it to move with the marketplace. But it acts as an amazing sales funnel. So a lot of our customers will go and buy motors off of there for R&D, et cetera, knowing that they can buy them at scale when they go to production. And so from that perspective, we think it's a really important part of our sales process. It minimizes the need for people to go ship stuff all the time. And from that perspective, our hope is to see it continue where it's at with some growth and some energy, but right now, it is not the priority of our business.

Our next question is coming from Josh Sullivan with JonesTrading.

Just with the start of Operation Epic Fury, Allan, what have been your observations just relating to Unusual Machines and future warfare and how you're positioned? I get mostly larger systems at this point. But if you look at lessons learned so far, curious what your observations are.

Yes. So I'll start and say, hey, war stocks, right? And what we're seeing is through conflict, people have developed new technologies. And in this case, I think Ukraine is still the largest driver of what has caused people to look at the drone component supplies. I would say when you look at Epic Fury, when you look at everything else, when you look at Drone Dominance, whether it's on the positive or negative side, I think the current Department of War realizes not just that drones are going to matter, but counter drone is going to matter and that we have to understand both sides of it. And so I think they'll procure a whole bunch of drones to test counter drone systems to understand what they may use from our Department of War may understand what adversaries may use against us. And I think you're just seeing the solidification of this next generation or next paradigm of how conflicts are going to be operated with robots and particularly aerial robots.

And then I guess just a question on the funding side or your customer funding side. What are customers seeing on contract adjudications -- has the environment picked up? Is funding getting out to them?

I don't track too many of them too hard. I mean most of them or a lot of them are large enough that they make money and they pay their bills on time. So I haven't had people say, hey, look, we can't pay you for components because we're waiting on payment, which we'd be fine with. So in that case, I assume that they're getting paid. But we don't dive too deep into it past that.

And then in the letter for '25, you painted a picture of 2 halves for '25. How would you might characterize '26, particularly as you scale here to capture this big demand environment?

So I'm going to use an analogy because I like it, and this is a little bit more me. But '25 was fuel in the rocket. And then you saw in early -- like in mid-'25, we lit the fuse. And like any rocket taken off, it starts really slow. It just starts to lift off the pad. And I think '26 is going to look like the next part of the launch.

As we have no further questions in the queue at this time, I'd like to hand the call back over to Mr. Evans for any closing remarks.

Thank you, everybody. We really appreciate your time this morning. Please reach out if you have additional questions. And again, I'd like to say thank you to the entire team for making all this possible. I hope you guys have a great morning. Bye.

Thank you. Ladies and gentlemen, this does conclude today's conference, and you may disconnect your lines at this time. We thank you for your participation.