Worksport Ltd. (WKSP) Earnings Call Transcript & Summary

Good afternoon, everyone, and thank you for joining Worksport's Second Quarter 2026 Earnings Call. I'm Steve Rossi, Founder and Chief Executive Officer. With me is Jennifer Kartychak, our Chief Financial Officer. Jennifer was appointed CFO effective May 1, following Michael Johnston's resignation at the end of April. She has served as our Vice President of Finance since January and started working with the company in 2023. So, this is a continuation rather than a transition. This is our second earnings call in the role, and I'm glad to have her here today with me. Our quarterly report on Form 10-Q for the period ended June 30, 2026, was filed today and will be available on the SEC's website and on our Investor Relations website, along with these remarks and accompanying presentation. Our remarks will follow the slides. We will open the line for questions. Let me start with some safe harbor statements. During this call, we'll make forward-looking statements, including statements regarding our expectations for financial and business trends, our market position, our go-to-market growth initiatives and our product programs and their expected benefits. These statements are predictions based on current beliefs, expectations and assumptions. Because they relate to the future, they are inherently subject to uncertainties, risks and change in circumstances that are difficult to predict and many of which are outside of our control. Actual results may differ materially, and you should not place undue reliance on them. These statements are subject to risks discussed in our SEC filings included in our annual report Form 10-K and our quarterly report 10-Qs. They speak only as of today's date. We assume no obligation to update them, except as required by law, any supplemental operating metrics discussed today should be considered together with and not as a substitute for the underlying GAAP results. With that, let's kick off the agenda. So today, we're going to review our 2026 scorecard in this quarter, Q2 or last quarter, the Worksport platform, liquidity and capital resources, financial review, inventory strategy, commercial execution and 2026 outlook and cash flow framework. So a lot to go through, stay buckled in. We're going to go quick, and we're going to take questions at the end. We are entering a phase where scale efficiencies are becoming evident. In Q2 2026, quarter-to-date revenue grew sequentially by 58%, while total operating expenses declined by 17% and cash used in operations also declined by 58%. Our results reflected improved operating leverage and a more efficient cost structure. We are beginning to generate revenue more efficiently and with a greater proportion of sales converting our operating cash flow. The following Q2 2026 results support our positive scaling dynamics. Point number one, net sales were approximately $5.2 million for the quarter. This is the strongest quarterly result we've had in Worksport history, up 27% year-over-year and 58% sequentially. Gross profit was approximately $1.6 million, up approximately 52% year-over-year and 93% sequentially with gross margins expanding to approximately 32% from approximately 26% in the same quarter last year, or sorry, in Q1 of this year. Operating expenses were approximately $5.5 million, down approximately 17% from Q1 2026. Operating expenses as a percentage of net sales declined from 128% to just 68% during the same time period. And net cash used in operating activities was approximately $3.4 million, an improvement of 58% from $8.2 million in Q1 of this year. The quarter also strengthened as it progressed. June was our strongest revenue month on record at approximately $2.1 million in sales, with monthly gross profit rising during the quarter to 35% in June alone. We believe June is a strong indicator of our ability to scale the business as it continues to expand both in the consumer direct and commercial reseller sales channels. This quarter, we focused on improving our operating cash burn, and we made good traction. Jennifer will provide more insights on factors contributing to our improvements. We will also speak to how do we intend to convert our strong operational progress into sustainable operating cash flow breakeven, while Q2 2026 established is that the cost base and the revenue line can move in opposite directions in the same quarter. Moving forward, we intend to continue targeting increased revenue with efficient cost basis. We continue to evolve into a diversified platform with multiple products serving multiple channels and generating multiple revenue streams. As we scale, we are mindful of prioritizing our organizational strengths. Our core economic engine is the hard-folding Tonneau Covers we proudly make in our ISO 9001 2015 certified facility in West Seneca, New York. We launched our newest tonneau cover NEXUS in last quarter, Q2 of 2026. Our near-term growth levers include distribution onboarding, distribution reorders, expanding e-commerce and conversion of inventory into working capital. We will continue making new product innovations for our products, and we're going to continue to pursue larger partnerships on our energy products. Our SOLIS Solar Tonneau Cover COR portable energy system are an emerging commercial option that extends the truck bed from a covered platform into a mobile power system. And really excitingly, our AetherLux heat pump system through our subsidiary, Terravis Energy is a very exciting strategic opportunity that is expected to be certified within the second half of this year. We prioritize and emphasize operational excellence ahead of additional growth vectors. Our core business strategy must be executed with discipline, and our results in Q2 2026 support our commitment to the success of our platform. I will address liquidity directly, and then I will go through our recent business updates. At June 30, 2026, we held approximately $1.2 million in cash and cash equivalents. Separately, we had about $820,000 of remaining availability on our revolving line of credit, which is borrowing capacity, not cash. We reported an inventory balance of $12 million, which we expect to be a strong source for additional liquidity, and we'll discuss this further below. Our Q2 Form 10-Q continues to disclose substantial doubt about our ability to continue as a going concern. While this disclosure reflects uncertainties associated with our current liquidity and capital resources, management has implemented a clear plan forward on revenue growth, margin expansion, disciplined cost management and active analysis of additional financing opportunities. We remain focused on executing our strategy and strengthening our financial position. Our plan for closing the gap in the same period we are executing operationally. convert inventory into sales and cash, grow gross profit faster than reoccurring costs, cash costs and improve marketing productivity. Our objective during the first half of this year was to strategically support growth initiatives that we believe will create value over time. Our strategy included funding working capital and operations to support scaling, and we are now well positioned to convert inventory into working capital efficiently in the second half of this year. We continue to prioritize a reduction in our reliance on dilutive capital as our gross profit expands and operating cash flow improves. Our greatest source of liquidity, inventory is being managed during the balance of this year. We are strategically producing our products to function in a Just-In-Time environment such that we maximize our use of raw materials while minimizing our concentration risk of inventory buildup. More on the subject to come. To align my incentives further with the stock, I elected to receive previously accrued and unpaid bonus compensation of $125,000 in stock at the market's closing prices. I continue to believe in the future of the company that reflects the strong values we continue to actively target cash flow positivity. With that, I will hand the call to Jennifer.

Thank you, Steven, and good afternoon, everyone. Net sales for Q2 2026 was $5.2 million compared to $4.1 million in Q2 2025 and $3.3 million in Q1 2026, growth of approximately 27% year-over-year and 58% sequentially. First half net sales were $8.5 million or about 11,574 units. The shape of the most recently completed quarter matters as much as the total. Monthly net sales during Q2 2026 were approximately $1.4 million in April, $1.7 million in May and $2.1 million in June, each month larger than the one before it. June 2026 was the strongest revenue month in our company's history. That progression reflected stronger production output, broader product availability and channel execution rather than any single order. We sold 7,010 units. 2,957 through B2B and 4,053 units through B2C, generating approximately $2.3 million and $2.9 million of net sales, respectively. Our mix between sales channels was consistent between Q1 and Q2 2026. The mix matters because B2B carries a lower gross margin, but a materially lower marketing cost per unit. And the balance between the two is what determines both blended margin and cost efficiency. Having both channels gives us a direct customer insight and wholesale reach at the same time. Gross profit was $1.6 million compared with $1.1 million in Q2 2025 and approximately $850,000 in Q1 2026, an increase of approximately 52% year-over-year and approximately 93% sequentially. Gross margin was approximately 32% compared with 26% in Q2 2025 and approximately 26% in Q1 2026. Gross profit rose from approximately 26% in March 2026 to 35% in June 2026. The improvement was driven by higher sales volume, efficiencies and overhead absorption and product mix. These gains offset higher input and landed costs, including tariff pressure. That is worth emphasizing. We expanded margin more than 5 points against a rising cost base. Sustaining gross margin at its current run rate as volume increases and sales mix shifts is a principal objective for the back half of 2026. On to operating expenses and our net loss. Total operating expenses were about $5.5 million, up approximately 16% year-over-year. However, operating expense as a percentage of sales decreased 9 percentage points year-over-year. In addition, operating expense decreased approximately $1.1 million or 17% from Q1 2026. Research and Development expense was $214,000. A4 and NEXUS have moved out of development and into production, which is why this expense caption fell $91,000 or approximately 30% year-over-year. Spend converted into product we are now selling. General and Administrative expense was about $3.5 million, up approximately 15% year-over-year. As a percentage of net sales, G&A decreased by approximately 7 percentage points year-over-year. Further, this expense caption declined by approximately $690,000 or 16% from Q1 2026. Sales and Marketing expense was $1.7 million, up approximately 31% year-over-year. However, Sales and Marketing expense as a percentage of net sales only increased 1% compared with net sales increase of 27%. Further, this expense caption decreased approximately $449,000 or 21% from Q1 of 2026, the first evidence of a marketing discipline we committed to during our Q1 2026 earnings call. Net loss was $3.97 million compared with $3.73 million in Q2 2025 and $5.83 million in Q1 2026. That is a 32% sequential improvement and a 6% reduction in net loss year-over-year. Loss per share improved from $0.33 from $0.71 for the prior year quarter. This year-over-year comparison is the one that keeps our attention. Revenue growth alone has not yet outrun our recurring cost base. The sequential comparison is the one that shows the mechanism working. Our objective for the second half is straightforward, focus on gross margin expanding at a faster rate than operating cash requirements, creating a path to positive operating cash flow. Speaking of cash flow, net cash used in operating activities in Q2 2026 was $3.4 million compared with $8.2 million in Q1 of 2026 and approximately $3.1 million in Q2 2025, a 58% sequential reduction. For the first half of 2026, operating cash use was $11.7 million compared with $6.9 million in the prior year period, an increase of approximately 68%. The Q2 2026 bridge is straightforward. We begin with a net loss of $3.97 million, approximately $1.1 million is related to noncash items, principally share-based compensation and depreciation and amortization, leaving a loss before working capital movements of approximately $2.74 million. Working capital used approximately $555,000, a substantial normalization from the roughly $3.6 million consumed in Q1 2026 and the clearest sign that the balance sheet build phase is believed to be behind us. Cash and cash equivalents was $1.2 million at June 30, 2026, compared with $567,000 at March 31, 2026, and $5.9 million at December 31, 2025. On to inventory. Inventory consists of raw materials that have already been purchased, work in progress and finished goods. Converting this inventory into sales represents the largest internal source of working capital available to the company without the need to raise external financing. Net inventory was $12.1 million at June 30, 2026, up $2.5 million from year-end. Inventory included approximately $6.6 million of raw materials, $4.6 million of finished goods and $845,000 of work-in-progress. We are actively optimizing new production against growing sales channels and expect our raw materials and finished goods components to meaningfully reduce during Q3 2026. We are optimizing our inventory in the following initiatives: Number one, procurement. We are actively managing procurement requirements for our raw materials against our forecasted projections. First half 2026 procurement of approximately $8.1 million was front-loaded to support production requirements for expanding sales channels, with approximately $1 million of those purchases still in accounts payable at June 30, 2026. That spend, including the amounts outstanding at the end of Q2 2026 are now behind us. Number two, production. The process to manufacture our Hard-Folding Tonneau Covers is managed against demonstrated sell-through and distribution reorder cadence rather than launch forecasts. Number three, fulfillment. Finished goods of approximately $4.6 million or 6,800 covers is the balance most directly convertible in the near term. We manage fulfillment by product family and sales channel with the goal to sell more than what is produced in a given month. Working capital conversion is the measure we will report against. For insight, in July, we sold about 30% more covers than we made, and that continues to be the goal for the balance of Q3. We are prepared to take questions on inventory aging and the split between inventory supporting confirmed orders versus forecasted demand. Back to you, Steven.

Thank you, Jennifer. NEXUS entered commercial production on April 13, 2026, with sales shortly thereafter, making Q2 2026 its first quarter in our product portfolio. Its proprietary single-sided operation allows a person to secure and release the NEXUS tonneau cover without making laps around the pickup truck, practical solution to a real complaint of the real-world utility of NEXUS creates a differentiated premium product for our customers. The product launch followed the shape you want to see. Following its introduction, NEXUS achieved $1 million in cumulative sales across all sales channels in just about 10 weeks. Margin contribution increased across both sales channels during Q2 of 2026. A product went from its first unit to contributing meaningful margin inside of a single quarter. The focus is now to maximize margin capture through manufacturing efficiencies and channel expansion, including established sales cadence. Into July, NEXUS sales continue to grow with NEXUS-related sales orders commanding nearly $1.5 million. Two distribution partners were added in Q2 of this year, one at the end of April and the other one in June. Both distribution partners had orders fulfilled during the quarter. Meyer Distributing joined in June of 2026 as our first multinational distribution partner, bringing a substantially larger North American wholesale network serving dealers, installers and aftermarket resellers. That is the widest wholesale access the company has ever had. However, Tri-State enterprises began carrying our product, including NEXUS and broadened our reach across four U.S. states. This matters because distributor-driven sales in our commercial channel, including repeat orders, expands our reach while reducing our blended market burden per unit. We plan to focus on creating distributor programs during the second half of this year that emphasize active order frequency. Our filing also describes conversations with three additional major distributors. We remain focused on achieving successful contractual arrangements to maximize our distribution network of nationwide U.S. dealers. I want to characterize those accurately. There are opportunities at present, and we will announce updates as they become available. Let's talk SOLIS. SOLIS integrates solar generation directly into a Tonneau Cover platform, the first of its kind. COR is a modular portable energy system that pairs with SOLIS to operate on its own, or operates on its own rather. Together, they extend the truck bed from storage into a power source. Both entered Q2 2026 with launch and certification work substantially complete. COR's UL and CSA certification package removes a real commercialization barrier and expands the set of distributors, retail, fleets and commercial customers that can evaluate the system. SOLIS and COR did not represent a material share of Q2 2026 revenue. Our near-term objective is product market fit and acquisition economics that do not require customer acquisition costs to rise in step with gross profit. We continue to develop federal fleet and OEM-oriented opportunities, and we assume no material revenue from them in our near-term plan. However, I can confirm that we believe we have made notable progress on that front. Let me repeat. I believe. and I can confirm that we believe that we have made notable progress on this front in commercializing both SOLIS and COR. Moving aside into Terravis Energy, we received U.S. patent #12624872 during the quarter, covering heat pump systems architecture related to ZeroFrost and designed to reduce or eliminate conventional defrost cycle. Certification work is expected to continue in the second half, subject to testing and customary certification time. AetherLux remains pre-commercial, no procurement decision has been made, and we do not rely on AetherLux revenue to achieve our 2026 operating plan. The next date is third-party validation and certification. We will allocate capital to it against measurable milestones and nothing else. We believe we may hit momentary operational cash flow positivity within Q3 2026. This is huge. At this time, we are not providing guidance of specific calendar targets for sustained operating cash flow positivity, though we remain focused on reaching sustainable operating cash flow breakeven in 2026. Our priority is disciplined cash generation rather than optimizing around a single quarter. Rather than focus on a projected date, we believe investors should focus on the underlying drivers of operating cash flow. Our path to positive earning cash flow is straightforward: grow revenue, expand gross profit, maintain disciplined control over reoccurring costs and convert working capital more efficiently, all of which we've shown that we can do in this past quarter. During Q2 of 2026, we made progress across all four areas simultaneously. Gross profit totaled approximately $1.7 million compared to $4.5 million of cash operating needs before working capital, resulting in an operating cash flow gap of roughly $2.9 million before working capital movements. Working capital usage accounted for an additional $0.6 million during the quarter. Viewed differently, gross profit covered approximately 32% of our reoccurring cash operating requirements during the quarter. Closing the remaining gap can be achieved through some combination of higher revenue, sustained or improved gross margins, disciplined reoccurring expenditures and improved inventory conversion. At a 35% gross margin and using our most recent run rate of $2.1 million of sales, quarterly revenue of approximately $12 million, $12.9 million would fully cover the current pre-working capital cost structure. Alternatively, if we expand our margin contribution by just 300 basis points and recognize approximately $9.3 million of quarterly net sales, reoccurring costs would need to decline by approximately $1.2 million per quarter for us to fully cover our reoccurring expenditures, assuming relatively neutral working capital. We offer these figures as a sensitivity guidepost rather than revenue guidance. The key takeaway is that the gap continues to narrow, and we believe the progress achieved during these quarters demonstrates a clear trajectory towards a self-sustaining cash flow positive operating business. Q2 of this year showed that Worksport can generate stronger revenues, expand margin, reduce operating expenses and materially improve cash efficiency in the same quarter against a rising input cost basis. The combination results in a business which we believe is on its way to scaling successfully. We are aware that there is still work ahead of us. We must convert our inventory, expand our commercial distribution reach while maintaining gross profits that meaningfully contribute to our operations. This is a question of execution, and it's the right question to be judged on. So we are committing to three things: convert inventory into cash, turn distributor access into repeat large orders and grow sales volumes faster than operational cash requirements. On that, thank you very much for your continued interest in Worksport. This concludes our prepared remarks. Operator, please open the line for analyst questions and our investor town hall call will follow.

[Operator Instructions] We welcome live questions from any analysts on the call and investors may submit questions through the Q&A feature or by e-mail to investors@worksport.com. Selected investor questions may be answered live during the town hall that immediately follows the end of this call. I see that Tate Sullivan from Maxim Group has his hand up.

Thank you for having the town hall. And first question on the inventory management. One of your slides showed in finished goods inventory, you have about 6,800 covers. Can you talk about how the pricing in the current tonneau cover market will work to get those 6,800 covers out the door? Maybe might pricing improve quarter-over-quarter? And if so, in what channel?

Sure, yes. So most of the inventory that we have on hand was AL3, AL4. We've been finding good success in running small promotions on AL3. June was a small trial run, on direct-to-consumer website sales, and we ran a small promo, and we liquidated a significant amount of inventory, which is great. So we're going to offer incentives on reseller channels and online channels that make sure we satisfy both sides of our business, reseller and direct-to-consumer. Then as we burn through that inventory, we're going to, as we said in the call, we're going to focus on just in time to mitigate keeping too much inventory.

And second for me is in the quarter, sales and marketing expenses were about $1.7 million. Can you break that down going forward? Will you have more or less sales and marketing expenses on SOLIS and COR initiatives? Or now they have more distributor relationships, Will that number decline? Can you talk about that mix and outlook, please for sales and marketing expenses?

It's a difficult question because of the volatility of the underlying platforms. The biggest platforms, there's just really two. It's Meta or Facebook, which was Instagram and then Google. And those two networks are very volatile. They tend to get a little bit more expensive for us to remain competitive in terms of,, during the winter months like the month of November, Black Friday. So we're going to try to keep things. We outlined in this call that we're able to raise sales. I think it was the 17% or 18%, while sales and marketing will increase 1%. I may have those numbers wrong. I haven't committed them to memory yet. So we think that sales and marketing will remain as much flat as possible while sales continues to increase because we're more efficient at how we market and we're becoming much more recognized as a brand. But on the other side, we're prepared to invest more in sales and marketing to continue to grow sales if that's what we need to do. So the answer to the question is we're going to try to keep it sideways so that our sales increase while sales and marketing does not. However, if it means adding significant revenues, we will invest there because it's just going to get us to that cash flow breakeven and positivity that we want to sustain.

Steve, we have some questions here from investors on the call. One of the first questions is from Robert A. speaking to tariffs and aluminum raw prices. Could you comment on how that is currently impacting Worksport?

Yes. Yes. I read that question. So Robert, great question and one that when I look at my wrist watch, I can see my heart rate raising, not because of you, but because of the underlying frustrations I have. Look, the #1 selling vehicle in America is the F-150. The average individual buying that is our farmer, our vet, our serving members, the average American. And that vehicle in the past two or three years has gone from in the mid-30,000s to the high 40,000s. And why? Because that vehicle is made primarily with aluminum. I think the frame is steel, the body is completely aluminum. That's significant inflation that the American individual, the population is paying for. So the cost of aluminum has risen from approximately $1.30 a pound to double over the past few years, directly correlated to the tariffs that have been imposed by the current administration. It's not speculatory. It's something that anyone could see through the open LME and MWP markets. You're aware of it, of course. And the rise in aluminum cost is not because demand is higher. In fact, demand for aluminum is quite weak and soft, at least within this continent. So how it's affected things is it's reduced the NEXUS and the AL4 were meant to be very profitable. They were meant to be 40%, 50%. Don't quote me on it, but we engineered them to make significant margins. Making 35%, obviously, is to us still very healthy, but bronze metal. These products should be making us 45%, 55%. So how it's impacted us is it's not, I don't think it's held us back on our sales side of things, but it's impacted our ability to offer better pricing programs to our distribution partners, better incentives, deeper discounts during our Black Friday months for dealers and distributors. The last thing I'll say is the AL 4 is something that we're not really that keen on selling through distribution because the margin isn't there because of the rising cost. And we don't want to raise our cost anymore of our product because that's just the American individual paying for inflation. So how it's impacted things is the margin is not quite as high, although I think that our sales are close to being where they should be, except for us maybe not selling the AL4 through distribution as a result. But it's fine to the NEXUS is taking that demand anyway. So we're seeing the same volume just through a different channel, if that makes sense.

Thanks, Steve. We do have a question here from an investor that submitted it via e-mail. They were asking for specific clarity on Item #3 of the upcoming Worksport Annual General Meeting, AGM. To specify for all people listening, Item #3 was to approve on an advisory basis, a proposal expressing shareholder support to the Board of Directors to consider declaring special dividends in connection with the sale of any business unit or material asset of the company, subject to applicable law and the Board's fiduciary duties. Steve, could you provide some insight on why the company decided to include this for the upcoming AGM.

We're working really hard to build a business. There has not been a business like ours that has done what we're able to do in as quick of a time as we were able to do it. The growing Worksport from zero from $1 million to $8 million to $16 million to a run rate of 20s and hopefully 30s before the end of the year is in the short period of time that we've been able to do has never been done before. As much as investors always have an appetite like us for more, we've broken all records at anyone in our industry. As a result, obviously, we're going to have a significant amount of interest as we grow in divesting. The opportunity is going to be there as we grow to divest ourselves of certain business units. Terravis Energy as a quiet subsidiary to Worksport, the public company is developing heat pump technology for a $150 billion market that is needed and does not exist. Once again, we're achieving on that business unit what hasn't ever been done before with a track record of execution behind us. So as we grow, there may be an opportunity for divesting ourselves of a certain business unit, whether that's Worksport or Terravis or something that we haven't even done yet. If we were to look at it, it could be significant. And then if it is significant, there could be a special dividend to shareholders paid. What I will reference, if I can, and I'll ask for forgiveness versus permission, is that a competitor of ours about 1.5 decades ago, sold their business. Top line revenues were in the mid-$50s million. EBITDA was marginal, and they sold just about a decade, 1.5 decades ago privately for about $120 million. So Worksport's trending towards those same revenues, probably healthier margins, and we trade at, what is it for like a $16 million, $10 million mark. I haven't checked our market cap, but what I mean is the business underlying the stock is very valuable. If we see that there's an opportunity to capture that value through a divestiture, there's an opportunity, of course, no guarantees that investors could receive a special dividend during that time. So that's how that would work mechanically and the logic behind it, but there's no guarantees of any of it.

Thanks, Steve. I have a question from. He said, he is a big fan of SOLIS and COR combination for trucking. What are your plans to extend this to more general use and increase the potential market purposes?

Good question. SOLIS, we're probably going to be looking at ESL systems to be able to remove it from the truck and mount it anywhere in a field, job site can these types of things, more universal mounting applications. We're still going to be focused on OEM integrations, more to come on that. And we're still going to be focused on broader applications on the vehicle side of things. But the SOLIS, we're going to look at universal mounting solutions, which would be pretty easy for us. Then the COR, we're going to, I can't say much about it, but we're going to look at more use cases for our battery blocks as well so that people can integrate our batteries into other devices that consume electricity, 36 and 48 volts.

Thanks, Steve. You spoke about tariff costs since tariffs were declared illegal, in this context, this is the question from the investor, but I think they're referring to the recent government mandate from the Supreme Court talking about the legality of the tariffs. Their question is, will Worksport receive any money back like some other companies may have received?

Good question. So yes, on the aluminum side of things, it's inflation. We didn't pay tariffs on our aluminum. We paid inflation on our aluminum because of the tariffs. So there's, unfortunately, no one and 350 million people are paying for it. No one is going to get any money back. Also realistically, we were in a meeting with Toyota Corporation. Don't misread this. There was a seminar by Toyota, not a business meeting, but there was a seminar. Even Toyota Motor vehicles, one of the biggest car manufacturers in the world during the seminar was indicating that they don't believe that the reduction of tariffs will reduce the price of aluminum because now the U.S. economy has absorbed that extra income. So if you notice, I don't want to get into the political side of things, but on the inflation as a result of the tariffs, I'm not sure it's going to be reversed in a very short period of time. On tariffs that we did pay on imports from China or foreign countries that are tariffed, the Section 301 tariffs, yes, we can apparently get some of these tariffs back, but I believe that the process is still very foggy or unclear, and it's also not immediate. So we're working with a consultant that will help us with some of the tariffs that we paid. But because we're significantly American-based materials, the majority of our product is sourced, the materials are sourced in America. We're just paying just brutal inflation for our material and not tariffs. So there's not much we can do about it. But anything that we did pay tariffs on, we'll look to get the credit back for them, but it probably won't be this year.