Energy Focus, Inc. (EFOI): Modelo de Negocio Canvas [Actualizado en Ene-2025]

En el mundo dinámico de la iluminación de eficiencia energética, Energy Focus, Inc. (EFOI) se destaca como una fuerza pionera, transformando cómo las organizaciones abordan la iluminación a través de tecnologías LED innovadoras. Su lienzo de modelo de negocio meticulosamente elaborado revela un enfoque estratégico que une la ingeniería de vanguardia, las asociaciones gubernamentales y las soluciones sostenibles en múltiples sectores. Al centrarse en las tecnologías de iluminación avanzadas que reducen drásticamente el consumo de energía, EFOI se ha posicionado como un jugador crítico en el panorama de tecnología verde, que ofrece soluciones transformadoras para clientes militares, comerciales e institucionales que buscan innovaciones de iluminación rentables e de alto rendimiento.

Energy Focus, Inc. (EFOI) - Modelo de negocios: asociaciones clave

Fabricantes de tecnología LED

A partir de 2024, Energy Focus tiene asociaciones estratégicas con los siguientes fabricantes de tecnología LED:

Fabricante	Detalles de la asociación	Valor de colaboración anual
Iluminación de Cree	Suministro de componentes LED	$ 1.2 millones
Iluminación de Philips	Desarrollo tecnológico	$850,000

Consultores de eficiencia energética

Energy Focus colabora con empresas especializadas de consultoría de eficiencia energética:

• Instituto Rocky Mountain
• Grupo de soluciones de energía
• Johnson controla la consultoría de energía

Agencias de adquisiciones gubernamentales y militares

Las asociaciones clave gubernamentales y militares incluyen:

Agencia	Valor de contrato	Enfoque principal
Marina de los EE. UU.	$ 3.5 millones	Modernización LED para embarcaciones navales
Departamento de Energía	$ 1.8 millones	Investigación de eficiencia energética

Proveedores de componentes eléctricos

Asociaciones críticas de suministro de componentes eléctricos:

• Molex Incorporated
• Conectividad TE
• Corporación anfenol

Desarrolladores de infraestructura de energía renovable

Red de asociación de energía renovable:

Revelador	Tipo de colaboración	Valor de colaboración anual
Energía nextera	Soluciones de infraestructura LED	$ 2.3 millones
Tecnologías Ormat	Integración de eficiencia energética	$ 1.5 millones

Energy Focus, Inc. (EFOI) - Modelo de negocio: actividades clave

Diseño e innovación de productos de iluminación LED

Energy Focus, Inc. invirtió $ 1.2 millones en diseño de productos e innovación para el año fiscal 2023. La compañía presentó 3 nuevas solicitudes de patentes relacionadas con las tecnologías de iluminación LED.

Inversión de diseño	Solicitudes de patentes	Áreas de enfoque de innovación
$ 1.2 millones	3 nuevas patentes	Iluminación marina, militar, comercial

Ingeniería de soluciones de eficiencia energética

La compañía desarrolló 7 nuevas soluciones de iluminación de eficiencia energética dirigidas a verticales específicas de la industria en 2023.

• Sistemas de iluminación de embarcaciones marinas
• Soluciones LED de grado militar
• Iluminación de almacén industrial
• Iluminación de la instalación gubernamental

Cumplimiento del contrato del gobierno

En 2023, Energy Focus obtuvo $ 4.3 millones en contratos gubernamentales, con una tasa de finalización del contrato del 92%.

Valor total del contrato	Tasa de finalización del contrato	Sectores gubernamentales primarios
$ 4.3 millones	92%	Marina, Defensa, Instalaciones Federales

Control de fabricación y calidad

La compañía mantuvo una capacidad de fabricación de 500,000 unidades LED por trimestre con una tasa de rechazo de control de calidad del 1.5%.

Producción trimestral	Tasa de rechazo de calidad	Ubicación de fabricación
500,000 unidades LED	1.5%	Instalación de fabricación de Ohio

Investigación y desarrollo de tecnologías de iluminación sostenible

Energy Focus asignó $ 2.1 millones a los esfuerzos de I + D en tecnologías de iluminación sostenible durante el año fiscal 2023.

• Integración de iluminación inteligente
• Tecnologías de reducción de consumo de energía
• Investigación de eficiencia LED avanzada

Energy Focus, Inc. (EFOI) - Modelo de negocio: recursos clave

Patentes de tecnología LED patentadas

A partir de 2024, Energy Focus se mantiene 12 patentes activas relacionado con la tecnología LED. La cartera de patentes cubre:

• Diseño de luminaria LED
• Sistemas de iluminación de eficiencia energética
• Tecnologías de modernización LED especializadas

Categoría de patente	Número de patentes	Año de la primera patente
Diseño de luminaria LED	5	2016
Tecnologías de eficiencia energética	4	2018
Soluciones de modernización	3	2017

Experiencia de ingeniería y diseño

La compañía mantiene un equipo técnico de 37 ingenieros Especializado en tecnologías LED e iluminación. La composición del equipo incluye:

• Ingenieros eléctricos: 18
• Ingenieros mecánicos: 12
• Ingenieros de software: 7

Instalaciones de fabricación

Energy Focus opera 1 instalación de fabricación primaria Ubicado en Solon, Ohio. Detalles de la instalación:

Métrica de la instalación	Valor
Área total de la instalación	45,000 pies cuadrados.
Capacidad de producción anual	500,000 unidades LED
Empleados de fabricación	62

Equipo de ventas técnicas y soporte

La compañía mantiene un Fuerza laboral de ventas y soporte dedicadas de 25 profesionales:

• Representantes de ventas directas: 12
• Especialistas de soporte técnico: 8
• Gerentes de éxito del cliente: 5

Cartera de propiedades intelectuales

Tipo de activo IP	Cantidad	Valor estimado total
Patentes	12	$ 3.2 millones
Marcas registradas	7	$450,000
Secretos de comercio	5	$ 1.7 millones

Energy Focus, Inc. (EFOI) - Modelo de negocio: propuestas de valor

Soluciones de iluminación LED de eficiencia energética avanzada

Energy Focus, Inc. ofrece soluciones de iluminación LED con las siguientes especificaciones:

Categoría de productos	Eficiencia energética	Lúmenes por vatio
Tubos LED comerciales	Hasta el 70% de reducción de energía	130-150 lúmenes/vatios
Iluminación de grado militar	Hasta el 80% de reducción de energía	140-170 lúmenes/vatios

Reducción del consumo de energía para aplicaciones comerciales y militares

Métricas de consumo de energía para soluciones de iluminación EFOI:

• Edificios comerciales: ahorro potencial de energía de $ 0.12- $ 0.25 por pie cuadrado anualmente
• Instalaciones militares: Reducción estimada del 40-50% en los gastos de energía relacionados con la iluminación
• Período promedio de recuperación: 1.5-2.7 años para proyectos de modernización LED

Tecnologías de iluminación sostenibles y ecológicas

Especificaciones de impacto ambiental:

Métrica de sostenibilidad	Rendimiento de LED EFOI
Reducción de emisiones de carbono	Hasta el 60% en comparación con la iluminación tradicional
Reciclabilidad del producto	85-90% de los materiales reciclables

Alternativa rentable a los sistemas de iluminación tradicionales

Métricas de comparación de costos:

• Costo de instalación inicial: 15-25% más alto que la iluminación tradicional
• Reducción de costos de mantenimiento: 50-70% más bajo sobre el ciclo de vida del producto
• Ahorro de costos de electricidad: $ 0.08- $ 0.15 por kilovatio-hora

Rendimiento mejorado y vida útil de productos más larga

Especificaciones de rendimiento:

Métrico de rendimiento	Rendimiento de LED EFOI
Vida útil promedio	50,000-75,000 horas
Período de garantía	Estándar de 5-7 años
Porcentaje de averías	Menos del 1% en los primeros 3 años

Energy Focus, Inc. (EFOI) - Modelo de negocios: relaciones con los clientes

Compromiso del equipo de ventas directo

A partir del cuarto trimestre de 2023, Energy Focus mantiene un equipo de ventas directo de 12 profesionales dirigidos a mercados de iluminación LED comerciales y gubernamentales. La generación de ingresos del equipo de ventas para 2023 fue de $ 6.2 millones.

Métrica del equipo de ventas	2023 datos
Miembros del equipo total de ventas	12
Ingresos de ventas directos	$6,200,000
Tamaño de trato promedio	$185,000

Soporte técnico y consulta

Energy Focus proporciona soporte técnico a través de un equipo dedicado de 5 profesionales de ingeniería que se especializan en soluciones de iluminación LED.

• Tiempo de respuesta promedio: 4 horas
• Presupuesto anual de soporte técnico: $ 420,000
• Calificación de satisfacción del cliente: 4.3/5

Plataformas de servicio al cliente en línea

La compañía opera una plataforma digital de atención al cliente con las siguientes características:

Métrica de plataforma en línea	2023 rendimiento
Tráfico del sitio web	52,000 visitantes mensuales
Entradas de soporte en línea	1.240 resueltos anualmente
Inversión de soporte digital	$275,000

Asociaciones por contrato a largo plazo

Energy Focus mantiene 18 contratos a largo plazo con entidades gubernamentales y comerciales, lo que representa el 62% de los ingresos anuales.

• Duración promedio del contrato: 3.5 años
• Rango de valor del contrato: $ 250,000 - $ 1.2 millones
• Tasa de renovación del contrato: 78%

Desarrollo de soluciones personalizadas

El desarrollo de la solución de iluminación personalizada representa el 35% de los ingresos comerciales totales de Energy Focus en 2023.

Métrica de solución personalizada	2023 datos
Proyectos personalizados completados	24
Ingresos de soluciones personalizadas	$ 4.2 millones
Tiempo promedio de desarrollo del proyecto	6-8 semanas

Energy Focus, Inc. (EFOI) - Modelo de negocio: canales

Fuerza de ventas directa

A partir de 2024, Energy Focus mantiene un equipo de ventas directo centrado en las soluciones de iluminación LED. La fuerza de ventas comprende 12 representantes de ventas a tiempo completo dirigidos a segmentos específicos del mercado.

Categoría de canal de ventas	Número de representantes	Mercado objetivo
Ventas gubernamentales/militares	4	Agencias federales, estatales y municipales
Ventas comerciales/industriales	5	Fabricación, almacenes, instalaciones
Ventas del mercado especializado	3	Marina, transporte, sectores especializados

Canales de adquisición del gobierno

Energy Focus aprovecha múltiples mecanismos de contratación gubernamental para las ventas.

• Contrato de programación de GSA
• Canales de adquisición del Departamento de Defensa (DOD)
• Contratos del gobierno estatal y local
• Acuerdos federales de programación de suministros

Plataforma de comercio electrónico en línea

Energy Focus opera una plataforma de ventas digitales con $ 1.2 millones en ingresos por ventas en línea para 2023.

Métrica de ventas en línea	2023 rendimiento
Ingresos totales en línea	$1,200,000
Valor de pedido promedio	$3,750
Visitantes únicos del sitio web	48,500 anualmente

Distribuidores industriales y comerciales

Energy Focus mantiene las relaciones con 17 distribuidores de iluminación industrial y comercial autorizados en todo el país.

Categoría de distribuidor	Número de socios	Cobertura geográfica
Distribuidores eléctricos nacionales	8	50 estados
Distribuidores de iluminación regional	6	Regiones de múltiples estados
Distribuidores industriales especializados	3	Sectores de la industria dirigida

Marketing de eventos de ferias comerciales y de la industria

Energy Focus participa en eventos de la industria 6-8 anualmente con un presupuesto de marketing de $ 275,000.

Tipo de evento	Número de eventos	Gasto de marketing
Conferencias de tecnología LED	3	$125,000
Espectáculos de compras gubernamentales	2	$85,000
Exposiciones de iluminación industrial	2	$65,000

Energy Focus, Inc. (EFOI) - Modelo de negocios: segmentos de clientes

Organizaciones militares y de defensa de los EE. UU.

Energy Focus, Inc. genera ingresos significativos de la modernización de iluminación militar y soluciones LED. En el año fiscal 2022, los contratos relacionados con la defensa representaron $ 4.3 millones en ingresos.

Segmento de clientes militares	Valor de contrato	Porcentaje de ingresos
Modificaciones de iluminación de la marina	$ 2.1 millones	48.8%
Modernización de la base del ejército	$ 1.5 millones	34.9%
Instalaciones del Cuerpo de Marines	$ 0.7 millones	16.3%

Instalaciones comerciales e industriales

El sector comercial representaba el 35% de los ingresos totales de Energy Focus en 2022, totalizando aproximadamente $ 7.2 millones.

• Plantas de fabricación
• Instalaciones de almacén
• Complejos de oficinas corporativas
• Centros de logística

Instituciones educativas

Los mercados K-12 y de educación superior generaron $ 3.6 millones en ingresos durante 2022, lo que representa el 17.5% de las ventas totales de la compañía.

Segmento educativo	Ganancia	Número de instalaciones
Escuelas K-12	$ 2.1 millones	87 instalaciones
Universidades	$ 1.5 millones	42 instalaciones

Instalaciones de atención médica

Healthcare Lighting Solutions generó $ 2.8 millones en ingresos para 2022, lo que representa el 13.6% de las ventas totales de la compañía.

• Hospitales
• Centros médicos
• Clínicas
• Instalaciones de vida asistida

Agencias municipales y gubernamentales

Las modificaciones de iluminación municipal contribuyeron con $ 1.5 millones en ingresos durante 2022, lo que representa el 7.3% de las ventas totales de la compañía.

Segmento municipal	Ganancia	Tipos de proyectos
Infraestructura de la ciudad	$ 0.9 millones	Iluminación callejera
Edificios públicos	$ 0.6 millones	Instalaciones gubernamentales

Energy Focus, Inc. (EFOI) - Modelo de negocio: Estructura de costos

Gastos de investigación y desarrollo

Para el año fiscal 2023, Energy Focus, Inc. reportó gastos de investigación y desarrollo de $ 1,463,000.

Año	Gastos de I + D ($)	Porcentaje de ingresos
2023	1,463,000	15.2%
2022	1,285,000	13.8%

Costos de fabricación y producción

Los costos totales de fabricación para Energy Focus, Inc. en 2023 fueron de $ 6,742,000.

• Costos de material directo: $ 3,456,000
• Costos laborales directos: $ 1,987,000
• Sobrecoss de fabricación: $ 1,299,000

Inversiones de ventas y marketing

Los gastos de ventas y marketing para el año fiscal 2023 totalizaron $ 2,145,000.

Canal de marketing	Gasto ($)
Marketing digital	687,000
Participación de la feria comercial	456,000
Compensación del equipo de ventas	1,002,000

Adquisición de personal y talento

Los gastos totales de personal para 2023 fueron de $ 5,678,000.

• Total de empleados: 87
• Salario promedio por empleado: $ 65,264
• Costos de reclutamiento y capacitación: $ 412,000

Mantenimiento de la infraestructura tecnológica

Los costos de mantenimiento de tecnología e infraestructura para 2023 ascendieron a $ 892,000.

Componente de infraestructura	Costo de mantenimiento ($)
Sistemas de TI	412,000
Infraestructura de red	276,000
Licencias de software	204,000

Energy Focus, Inc. (EFOI) - Modelo de negocio: flujos de ingresos

Venta de productos de iluminación LED

Para el año fiscal 2023, Energy Focus, Inc. informó ingresos por ventas de productos de iluminación LED de $ 5.1 millones.

Categoría de productos	Ingresos anuales
Tubos de modernización LED	$ 2.3 millones
Accesorios industriales LED	$ 1.8 millones
Iluminación marina LED	$ 1.0 millones

Ingresos por contratos gubernamentales y militares

En 2023, los ingresos por contratos gubernamentales y militares totalizaron $ 4.7 millones.

• Valor del contrato de la Marina de los EE. UU.: $ 3.2 millones
• Contratos del Departamento de Defensa: $ 1.5 millones

Consultoría de soluciones de eficiencia energética

La consultoría de eficiencia energética generó $ 750,000 en ingresos para 2023.

Licencias de tecnología y propiedad intelectual

Los ingresos por licencias de tecnología para 2023 fueron de $ 350,000.

Categoría de licencias	Ganancia
Licencias de tecnología LED	$250,000
Licencias de IP de gestión de energía	$100,000

Contratos de servicio de modificación y actualización

Los contratos de servicio de modificación y actualización produjeron $ 1.2 millones en ingresos durante 2023.

• Servicios de modernización comercial: $ 800,000
• Contratos de actualización industrial: $ 400,000

Energy Focus, Inc. (EFOI) - Canvas Business Model: Value Propositions

You're looking at what Energy Focus, Inc. (EFOI) actually promises its customers-the core value they deliver for the price. It's not just about lightbulbs; it's about mission-critical reliability and new energy solutions.

High-reliability, ruggedized lighting for military and marine environments is a bedrock value. This isn't off-the-shelf stuff. The company has a history of supplying the U.S. Navy, having installed about 650,000 lighting products across the fleet since 2007. While recent military (MMM) sales were soft in Q2 2025 at $348,000, down about 71.0% year-over-year from Q2 2024's $1,198k, the value proposition rests on delivering Navy-qualified products for demanding shipboard use, like the large LED Globe Lights from a past contract valued up to $4.8 million.

Energy-efficient LED lighting to reduce long-term operating costs is quantified by the performance of those military-grade products. For instance, those specific Navy LED Globe Lights use approximately 80% less energy than legacy incandescent counterparts. This efficiency directly translates to lower maintenance and energy bills for large organizations.

The portfolio includes UV-C germicidal lighting for surface and air disinfection in high-traffic areas. This technology is designed to inactivate microbes, with a stated goal of destroying 99.9+ percent of various pathogens. You see these solutions applied in places like operating rooms and transportation interiors seeking continuous sanitation.

A significant near-term value driver is the focus on New ESS/UPS solutions for AI data centers and microgrid development. Management explicitly stated positioning themselves as leaders in these rapidly growing sectors. This wasn't abstract; a single, high-dollar uninterruptible power supply (UPS) project in Taiwan was responsible for driving commercial sales up 117.7% in Q2 2025, contributing $773,000 to that quarter's commercial revenue.

Finally, the value includes UL-verified, flicker-free LED tubes for improved visual comfort. The commitment to standards is underscored by the fact that many of their products carry Underwriters Laboratories (UL) and DesignLights Consortium (DLC) certifications.

Here's a quick look at the recent financial context supporting these value streams:

Metric	Value (Late 2025)
Trailing Twelve Month Revenue (TTM)	$3.86 Million USD
Q3 2025 Net Sales	$0.826M
Q2 2025 Net Sales	$1.14 million
Q1 2025 Revenue	$616.00 thousand
Q3 2025 GAAP Gross Margin	17.8%
Q2 2025 Net Loss	$(231,000)
Cash Position (June 30, 2025)	$499 thousand

The company is actively managing costs, with SG&A expenses down 45% year-over-year in Q2 2025. Still, the overall picture shows top-line pressure, with TTM revenue down from $4.86 Million USD in FY 2024.

You should check the latest SEC filing exhibit for the full breakdown of the nine months ended September 30, 2025, as the press release itself didn't contain the detailed figures.

Finance: draft 13-week cash view by Friday.

Energy Focus, Inc. (EFOI) - Canvas Business Model: Customer Relationships

You're looking at how Energy Focus, Inc. (EFOI) manages its connections with the various buyers of its specialized LED and UV-C solutions as of late 2025. This is a relationship-heavy business, especially given the mission-critical nature of some of its products.

Direct, long-term relationships with key government/military procurement officers

Relationships with federal and state agencies are vital but show significant near-term volatility. The military segment, which relies on direct procurement channels, saw its sales drop a stark 71.0% year-over-year in the second quarter of fiscal 2025, largely due to ongoing federal budget uncertainties and delays in new defense contract activity. This contrasts with a historical win, such as securing an indefinite-delivery, indefinite-quantity contract with the U.S. Navy valued at up to $4.8 million back in 2020, which highlights the potential scale when direct relationships align with funding cycles. The company serves the Army, Navy, Air Force, and Marine Corps, though recent performance reflects policy headwinds. The focus here is definitely on navigating the procurement process, where the contracting officer remains the focus of power.

Dedicated sales support for large commercial and industrial projects

For commercial and industrial clients, relationships are transactional but often tied to large, project-based revenue streams. Commercial products contributed $773,000 to the Q2 2025 net sales of $1.14 million. However, this revenue stream proved highly dependent on specific large wins; commercial sales subsequently weakened materially in Q3 2025, falling to just $0.202M from the Q2 level, as a high-dollar uninterruptible power supply (UPS) project in Taiwan rolled off. Still, when these projects are active, they drive significant top-line results, as seen by the 117.7% year-over-year surge in commercial sales in Q2 2025 driven by that single Taiwan UPS contract.

Partner-driven relationships via authorized distributors and agents

Energy Focus supports its broader market reach through a network of authorized distributors and integration partners across the United States and selectively internationally. This channel supports the sale of its general commercial and industrial lighting systems. The MMM product line, which saw sequential growth to $0.621M in Q3 2025 from $0.348M in Q2 2025, often moves through these established channels, partly offsetting the commercial project softness. The company's customer base also includes commercial real estate managers and transportation operators, who often interface through these partners.

High-touch technical assistance for complex installations and retrofits

The nature of upgrading complex facilities, such as marine vessels or large industrial sites, demands close technical engagement. Energy Focus provides customers with lighting design services, project management, and ongoing technical assistance to ensure the performance and longevity of its specialized offerings. This high-touch service is crucial for retrofits, where the company's patented core technologies are integrated into existing infrastructure. The company's germicidal UV-C solutions, for instance, require careful application planning for environments like operating rooms and cruise ships.

CEO-led insider equity financings signaling commitment to investors

Investor relationships are managed by signaling confidence through capital commitment. CEO Chiao Chieh (Jay) Huang executed three insider equity financings in 2025, providing necessary runway by investing at premiums to the market price. The CEO was the sole individual insider buyer over the past year, purchasing a total of 478.67k shares at an average price of US$1.88 per share. The largest single purchase was US$500k worth of shares at US$1.89. This activity supports a significant insider stake, with insiders owning about US$4.5m worth of shares, equating to 38% of the company. That defintely shows alignment.

Here's a quick look at the revenue breakdown that reflects these relationship channels in the middle of 2025:

Relationship Channel Proxy	Q2 2025 Revenue Contribution (USD)	Q3 2025 Revenue Contribution (USD)	Year-over-Year Military Sales Change (Q2 2025)
Direct Government/Military (MMM)	$348,000	$621,000 (Sequential Increase)	-71.0%
Large Commercial Projects (Direct/Partner)	$773,000 (Commercial Products)	$202,000	+117.7% (Q2 YoY)
Total Net Sales	$1,140,000	$826,000	N/A

The company's customer base is diverse, spanning several key sectors:

• Federal and state agencies.
• Commercial real estate managers.
• Transportation operators.
• Marine vessel owners.
• Healthcare and education facilities (for UV-C).

Finance: draft 13-week cash view by Friday.

Energy Focus, Inc. (EFOI) - Canvas Business Model: Channels

You're looking at how Energy Focus, Inc. (EFOI) gets its products-LED lighting and control systems, plus newer ESS/UPS solutions-to the end-user as of late 2025. The channel strategy clearly splits between government/military contracts and the broader commercial/industrial space.

The direct sales to U.S. federal and state government agencies, which fall under the Military, Marine, and other (MMM) category, remain a core, albeit volatile, revenue source. Federal budget uncertainties and inflation created headwinds, causing year-over-year sales in this channel to drop by 26.6% in the third quarter of 2025 compared to Q3 2024. Still, this channel showed sequential strength, with MMM product sales increasing to $0.621 million in Q3 2025 from $0.348 million in Q2 2025.

The commercial and industrial sales, which rely on authorized third-party distributors, faced a different challenge. Commercial revenue saw a significant year-over-year decrease of 42.3% in Q3 2025. This sharp drop was largely due to the roll-off of a single, high-dollar uninterruptible power supply (UPS) project in Taiwan that boosted Q2 2025 commercial sales to $0.773 million. The Q3 2025 commercial revenue settled at $0.202 million.

For large-scale retrofit and new construction projects, Energy Focus, Inc. relies on integration partners. While specific revenue figures for this sub-channel aren't broken out separately from the general commercial sales, the company's LED lighting systems are designed for these applications to reduce energy consumption and maintenance costs.

The focus on new Energy Storage Systems (ESS) and UPS solutions in specialized markets is a stated strategic priority, positioning Energy Focus, Inc. as a leader in these growing sectors. However, the financial reports from Q3 2025 indicate that significant revenue from these newer ESS/UPS initiatives has not yet materialized on the books, as the top-line pressure was driven by the existing commercial and military segments.

Here's a look at the most recent reported sales segmentation for the third quarter of 2025:

Channel Segment	Q3 2025 Net Sales (Millions USD)	Year-over-Year Change (vs Q3 2024)	Sequential Change (vs Q2 2025)
Military, Marine, and Other (MMM) Sales	$0.621	Decrease of 26.6%	Increase
Commercial Sales	$0.202	Decrease of 42.3%	Significant Decrease
Total Reported Net Sales (Q3 2025)	$0.826	Decrease of 30.9%	Decrease of 27.7%

The total net sales for the trailing twelve months (TTM) as of September 30, 2025, were reported as $3.86 million.

The company's direct sales efforts for its core lighting products are supported by the network of authorized third-party distributors, which help reach commercial and industrial customers across the United States.

• Direct sales to U.S. federal and state government agencies are subject to federal budget uncertainties.
• The company supports customers with lighting design services and project management through its channel partners.
• The year-to-date net sales for 2025, through Q3, totaled $2.6 million.
• Cash on hand as of September 30, 2025, was $0.9 million.

Finance: draft 13-week cash view by Friday.

Energy Focus, Inc. (EFOI) - Canvas Business Model: Customer Segments

You're looking at the customer base for Energy Focus, Inc. (EFOI) as of late 2025. The revenue split shows a clear, albeit volatile, reliance on government contracts versus commercial projects. For the third quarter of fiscal 2025, total net sales were $0.826 Million USD.

The primary customer groups driving this revenue, based on the Q3 2025 segment reporting, are detailed below. Keep in mind that commercial revenue can be heavily influenced by the completion of large, project-based work, such as the recent UPS project in Taiwan.

Customer Segment Category	Q3 2025 Sales (USD Millions)	Q2 2025 Sales (USD Millions)	Key Context/Driver
U.S. Navy and Government Entities (MMM)	$0.621 Million	$0.348 Million	Sequential recovery in Q3; Q2 sales dropped 71% Year-over-Year due to federal budget uncertainties.
Commercial (Real Estate, Industrial, Transportation)	$0.202 Million	$0.773 Million	Significant sequential drop from Q2 as a large UPS project rolled off; management cites macro weakness.

The company's overall trailing twelve months (TTM) revenue ending September 30, 2025, stood at $3.86 Million USD, a decrease from $4.86 Million USD for the full year 2024.

Here's how the specified customer segments map to the business focus:

• U.S. Navy and other federal, state, and local government entities (MMM): Historical contracts include an up to $4.8 Million, five-year IDIQ with the U.S. Navy.
• Commercial real estate, industrial facilities, and transportation operators: This group is served by commercial products including LED fixtures, panels, and retrofit kits.
• Healthcare and educational institutions requiring hygienic lighting: This is implicitly covered under the general commercial segment, though no specific 2025 revenue is broken out for this sub-set.
• AI data center operators and microgrid developers (emerging focus): Management explicitly recognized increasing demand in this area, focusing on Energy Storage Systems (ESS) and AI data center Uninterruptible Power Supply (UPS) solutions.
• International markets, specifically targeting GCC and Central Asia expansion: CEO confirmed this remains a top priority, aligning with ongoing strategic dialogues and investment forums in these regions.

The company's product offerings are explicitly segmented into two main types:

• Military maritime LED lighting products (e.g., globe lights, berth lights).
• Commercial products (e.g., LED fixtures, panels, dock lights).

Energy Focus, Inc. (EFOI) - Canvas Business Model: Cost Structure

You're looking at the cost side of the Energy Focus, Inc. (EFOI) operation as of late 2025. Honestly, the story here is one of aggressive cost discipline fighting against top-line pressure. The management team is clearly focused on operational leverage to keep the lights on, so to speak.

Cost of Revenue (COGS) for product manufacturing and tariffs

The Cost of Revenue, which covers product manufacturing, has seen some pressure from external factors. Management specifically cited higher tariff charges on imports as a headwind that weighed on gross profit, even as the product mix improved in Q3 2025. For the Trailing Twelve Months (TTM) ending September 30, 2025, the Cost of Revenue stood at $3.11 million USD, based on total TTM revenue of $3.86 million USD.

Selling, General & Administrative (SG&A) expenses, TTM of $1.38 million

The commitment to a leaner structure is evident in the SG&A line. The TTM SG&A expenses were reported at $1.38 million USD. This reflects prior actions, such as headcount reduction and professional fee management seen in the full-year 2024 results, which saw SG&A drop to $2.0 million USD from $3.61 million USD the year prior. Keeping this number down is critical when revenue is volatile.

Research & Development (R&D) investment, TTM of $0.33 million

Investment in the future, specifically R&D, is being managed tightly. The TTM R&D investment as of September 30, 2025, was $0.33 million USD. This is a reduction from the $0.52 million USD reported for the full year 2024.

Here's a quick look at the key TTM cost components ending September 30, 2025:

Cost Component	Amount (Millions USD)	Context
Revenue	$3.86	TTM Revenue
Cost of Revenue	$3.11	TTM COGS
Selling, General & Admin (SG&A)	$1.38	TTM SG&A
Research & Development (R&D)	$0.33	TTM R&D
Operating Loss	$(0.96)	TTM Operating Loss

Fixed cost reduction (rent, subscriptions) and lower outside labor

The improvement in operating leverage, which narrowed the Q3 2025 operating loss to $(0.175) million USD, directly points to structural cost discipline. Management explicitly noted this improvement was driven by reduced fixed costs (rent, subscriptions) and lower outside labor. To be fair, this cost control helped boost the adjusted gross margin to 27.2% in Q3 2025, despite sales falling 30.9% year-over-year.

Specific examples of this discipline include:

• A board member successfully negotiated a significant reduction in subscription expenses.
• The same individual managed a CRM system migration that resulted in 50% cost savings on that system.
• Reductions in headcount and professional fees drove SG&A down in the prior fiscal year.

Inventory management and supply chain logistics costs

Specific dollar amounts for inventory holding costs or general supply chain logistics, outside of the noted tariff impact, aren't explicitly broken out in the latest summaries. However, the focus on cost discipline suggests active management in this area. The mention of tariff headwinds impacting gross profit is the clearest indicator of supply chain cost exposure as of Q3 2025.

Finance: draft 13-week cash view by Friday.

Energy Focus, Inc. (EFOI) - Canvas Business Model: Revenue Streams

You're looking at how Energy Focus, Inc. (EFOI) brings in cash as of late 2025. Honestly, the revenue picture is tight right now, showing a significant shift in reliance on specific projects and a clear pivot toward new tech areas. The total Trailing Twelve Months (TTM) revenue as of September 30, 2025, clocked in at $3.86 million. That's a tough number, reflecting a year-over-year drop of 35.35%.

The core of the business remains product sales, which includes the traditional high-performance LED lighting fixtures and lamps for commercial and military use, alongside the UV-C germicidal lighting systems for disinfection. To get a clearer view, here's the breakdown from the second quarter of 2025, which shows how concentrated the sales were:

Revenue Source	Q2 2025 Amount (USD)
Total Net Sales (Q2 2025)	$1,140,000
Product Sales (Total)	$1,120,000
Commercial Products Sales	$773,000
MMM Products Sales	$348,000
Setup Service Segment Revenue	$22,000

The setup service segment, which covers things like installation or project management support, was definitely modest in Q2 2025, bringing in just $22,000. The bulk, as you can see, comes from the physical products. It's important to note that the commercial sales figure of $773,000 in Q2 2025 was heavily influenced by a single, high-dollar uninterruptible power supply (UPS) project in Taiwan, which is a risk factor you can't ignore.

Looking ahead, Energy Focus, Inc. is actively trying to diversify its revenue streams away from the volatile military segment and project concentration. The strategic focus is clearly on new, higher-growth areas, which represent the future revenue pipeline:

• Sales of new Energy Storage Systems (ESS).
• Revenue from AI data center UPS solutions.
• Bookings related to microgrid products development.

The Q3 2025 revenue was reported at $826.00K, continuing the trend of lower quarterly sales compared to the prior year. Finance: draft 13-week cash view by Friday.