Orion Energy Systems, Inc. (OESX): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el panorama dinámico de la iluminación de eficiencia energética, Orion Energy Systems, Inc. (OESX) emerge como una fuerza transformadora, revolucionando cómo los sectores comerciales e industriales abordan la iluminación. Al combinar a la perfección las tecnologías LED de vanguardia con asociaciones estratégicas y soluciones innovadoras, esta compañía con sede en Wisconsin no solo vende productos de iluminación, sino que ofrece estrategias integrales de optimización de energía que prometen ahorros sustanciales de costos y sostenibilidad ambiental. Sumerja su lienzo de modelo de negocio meticulosamente elaborado para descubrir cómo Orion Energy Systems está iluminando el camino hacia un futuro más eficiente y más verde para las empresas en diversos sectores.

Orion Energy Systems, Inc. (OESX) - Modelo de negocios: asociaciones clave

Asociaciones estratégicas con contratistas y distribuidores eléctricos

A partir del cuarto trimestre de 2023, Orion Energy Systems mantiene asociaciones con aproximadamente 87 redes de contratistas eléctricos en 23 estados. Las asociaciones de distribución de la compañía incluyen:

Tipo de socio	Número de socios	Cobertura geográfica
Contratistas eléctricos	87	23 estados de EE. UU.
Distribuidores regionales	42	Regiones del Medio Oeste y Noreste

Colaboración con proveedores de soluciones de energía renovable

Orion Energy Systems ha establecido colaboraciones estratégicas con proveedores de soluciones de energía renovable, centrándose en soluciones integradas de eficiencia energética.

• Asociaciones de integración de energía solar: 6 asociaciones activas
• Colaboraciones del sistema de gestión de energía: 4 proveedores de tecnología
• Inversión total de asociación de energía renovable: $ 1.2 millones en 2023

Relaciones con gerentes de instalaciones comerciales e industriales

Sector	Número de asociaciones de instalaciones activas	Ahorros de energía anuales estimados
Fabricación	124	$ 3.7 millones
Almacén/logística	93	$ 2.5 millones
Minorista	67	$ 1.9 millones

Asociaciones con fabricantes de iluminación LED

Orion Energy Systems colabora con fabricantes de iluminación LED para desarrollar soluciones de iluminación de eficiencia energética avanzada.

• Asociaciones totales del fabricante LED: 9
• I + D Inversión en tecnología de iluminación: $ 750,000 en 2023
• Colaboraciones de patentes: 3 desarrollos de tecnología conjunta

Proveedores de tecnología y componentes

Categoría de componentes	Número de proveedores	Valor de adquisición anual
Componentes electrónicos	14	$ 4.3 millones
Tecnologías de sensores	7	$ 1.6 millones
Sistemas de control	5	$ 2.1 millones

Orion Energy Systems, Inc. (OESX) - Modelo de negocio: actividades clave

Diseño y fabricación de soluciones de iluminación de eficiencia energética

A partir del cuarto trimestre de 2023, Orion Energy Systems fabricó aproximadamente 250,000 unidades de iluminación LED anualmente. Las instalaciones de fabricación de la compañía en Wisconsin abarcan 62,000 pies cuadrados, con una capacidad de producción de 300,000 unidades por año.

Métrico de fabricación	Valor
Capacidad de producción anual	300,000 unidades LED
Tamaño de la instalación de fabricación	62,000 pies cuadrados
Ubicación de fabricación	Wisconsin, EE. UU.

Investigación y desarrollo de tecnologías de iluminación innovadores

En 2023, Orion Energy Systems invirtió $ 1.2 millones en I + D, lo que representa el 4.5% de los ingresos totales. Las áreas de enfoque tecnológico clave incluyen:

• Optimización de LED avanzada
• Sistemas de control de iluminación inteligente
• Tecnologías de gestión de energía

Ventas y marketing de productos de iluminación comercial e industrial

Métrico de ventas	Valor 2023
Ingresos totales	$ 26.7 millones
Ventas de iluminación comercial	$ 18.4 millones
Ventas de iluminación industrial	$ 8.3 millones

Soporte de Ingeniería e Instalación del sistema de iluminación personalizada

En 2023, Orion completó 127 proyectos del sistema de iluminación personalizado en 18 estados, con un valor promedio del proyecto de $ 215,000.

• Ingresos totales del proyecto personalizado: $ 27.3 millones
• Complejidad promedio del proyecto: modificaciones industriales de mediana a alta escala
• Tasa de satisfacción del cliente: 92%

Servicios de consultoría de eficiencia energética y modernización

Métrica de servicio de modernización	2023 datos
Proyectos de modificación total	89
Ahorros de energía estimados	4.2 millones de kWh
Ingresos de servicios de modificación	$ 12.6 millones

Orion Energy Systems, Inc. (OESX) - Modelo de negocio: recursos clave

Tecnologías de iluminación LED y eficiencia energética de eficiencia

Orion Energy Systems se mantiene 7 patentes activas Relacionado con las tecnologías de iluminación LED y de eficiencia energética a partir de 2023. La cartera de tecnología patentada de la Compañía incluye soluciones de modernización LED avanzadas y sistemas de control de iluminación inteligente.

Categoría de tecnología	Número de patentes activas	Años de protección de patentes
Soluciones de modernización LED	4	2020-2037
Sistemas de control de iluminación	3	2021-2039

Experiencia de ingeniería y diseño

La compañía mantiene un equipo técnico de 42 profesionales de ingeniería A partir del cuarto trimestre de 2023, con una experiencia promedio de 12.5 años en diseño de iluminación de eficiencia energética.

Instalaciones de fabricación

Orion Energy Systems opera un Instalación de fabricación de 38,000 pies cuadrados Ubicado en Manitowoc, Wisconsin. La instalación tiene una capacidad de producción anual de aproximadamente 500,000 unidades de iluminación LED.

Métrica de la instalación	Especificación
Ubicación	Manitowoc, Wisconsin
Tamaño de la instalación	38,000 pies cuadrados
Capacidad de producción anual	500,000 unidades LED

Propiedad intelectual

A partir de 2023, Orion Energy Systems ha invertido $ 2.3 millones en I + D Desarrollar y mantener su cartera de propiedades intelectuales.

Fuerza laboral hábil

Composición total de la fuerza laboral a partir del cuarto trimestre 2023:

• Total de empleados: 157
• Personal técnico: 42
• Equipo de ventas: 28
• Personal de fabricación: 65
• Personal administrativo: 22

Categoría de empleado	Número de empleados	Porcentaje de la fuerza laboral
Personal técnico	42	26.8%
Equipo de ventas	28	17.8%
Personal de fabricación	65	41.4%
Personal administrativo	22	14%

Orion Energy Systems, Inc. (OESX) - Modelo de negocio: propuestas de valor

Soluciones de iluminación de alto rendimiento y ahorro de energía

Orion Energy Systems ofrece soluciones de iluminación LED con las siguientes especificaciones de rendimiento:

Métrico	Valor de rendimiento
Eficiencia energética	Reducción de hasta el 75% en el consumo de energía
Eficacia luminosa	120-150 lúmenes por vatio
Vida útil promedio	50,000-70,000 horas

Reducción de consumo de energía para clientes comerciales e industriales

Orion Energy Systems proporciona soluciones de reducción de energía con un impacto cuantificable:

• Ahorro promedio de costos de energía anual: $ 45,000 por instalación comercial
• Reducción típica del consumo de electricidad: 40-60%
• Reducción de la emisión de carbono: aproximadamente 30 toneladas métricas por año

Menores costos operativos y de mantenimiento

Categoría de costos	Porcentaje de ahorro
Gastos de mantenimiento	Hasta el 85% de reducción
Frecuencia de reemplazo	50% menos frecuente en comparación con la iluminación tradicional
Reducción de costos de mano de obra	35-45% Gastos laborales de mantenimiento más bajos

Tecnologías de iluminación sostenibles y ecológicas

Métricas de impacto ambiental:

• Contenido de mercurio cero en soluciones de iluminación
• Tasa de reciclabilidad: 95% de los componentes del producto
• Certificación Energy Star para el 90% de la línea de productos

Diseño de iluminación e implementación de iluminación personalizados

Componente de servicio	Especificación
Consulta de diseño	Consulta inicial gratuita
Desarrollo de soluciones personalizadas	Personalizado en 2-3 semanas
Soporte de implementación	Gestión de proyectos integral

Orion Energy Systems, Inc. (OESX) - Modelo comercial: relaciones con los clientes

Compromiso del equipo de ventas directo

A partir del cuarto trimestre de 2023, Orion Energy Systems mantiene un equipo de ventas directo de 37 representantes de ventas profesionales centrados en soluciones de iluminación comercial e industrial.

Métrica del equipo de ventas	Valor
Representantes de ventas totales	37
Duración del ciclo de ventas promedio	76 días
Valor de contrato promedio	$124,500

Soporte técnico y consulta

Orion proporciona soporte técnico a través de un equipo dedicado de 22 profesionales de ingeniería y soporte técnico.

• Disponibilidad de soporte técnico 24/7
• Tiempo de respuesta: promedio de 2.3 horas
• Consulta inicial gratuita para clientes potenciales

Contratos de servicio y mantenimiento a largo plazo

En 2023, Orion Energy Systems generó $ 8.2 millones a partir de contratos de servicio y mantenimiento.

Tipo de contrato	Ingresos anuales	Duración promedio del contrato
Mantenimiento estándar	$ 4.6 millones	3 años
Servicio premium	$ 3.6 millones	5 años

Plataformas de atención al cliente en línea

Orion Energy Systems invirtió $ 342,000 en infraestructura de atención al cliente digital en 2023.

• Sistema de gestión de entradas en línea
• Base de conocimiento de autoservicio
• Soporte de chat en vivo

Ofertas de solución de iluminación basadas en el rendimiento

Los contratos basados ​​en el desempeño representaban el 42% de los ingresos totales de Orion en 2023, por un total de $ 15.7 millones.

Métrico de rendimiento	Valor
Contratos de rendimiento total	64
Ahorro de energía promedio garantizado	37%
Ingresos del contrato de rendimiento	$ 15.7 millones

Orion Energy Systems, Inc. (OESX) - Modelo de negocio: canales

Equipo de ventas directas

A partir del cuarto trimestre de 2023, Orion Energy Systems mantiene un equipo de ventas directo de 27 representantes de ventas centrados en segmentos de mercado industrial y comercial.

Tipo de canal de ventas	Número de representantes	Mercado objetivo
Ventas de iluminación industrial	14	Instalaciones de fabricación
Ventas de iluminación comercial	13	Edificios de oficinas, espacios minoristas

Ferias comerciales industriales y comerciales

En 2023, Orion Energy Systems participó en 12 ferias comerciales de la industria, con gastos totales de ferias comerciales de $ 247,000.

• Expo de iluminación LED
• Conferencia de eficiencia energética
• Cumbre de tecnología de fabricación

Sitio web en línea y plataforma de comercio electrónico

La plataforma en línea de la compañía generó $ 3.2 millones en ingresos de ventas directas en 2023, lo que representa el 22% de los ingresos anuales totales.

Canal en línea	Ingresos anuales	Porcentaje de ingresos totales
Sitio web de la empresa	$ 2.1 millones	14.7%
Plataforma de comercio electrónico	$ 1.1 millones	7.3%

Redes de distribución eléctrica

Orion Energy Systems trabaja con 47 socios de distribución eléctrica en los Estados Unidos, generando $ 5.6 millones en ingresos por ventas indirectas en 2023.

Redes representativas del fabricante

La compañía mantiene relaciones con 63 empresas representativas de fabricantes que cubren varias regiones geográficas.

Región	Número de representantes	Área de cobertura
Medio oeste	18	Illinois, Wisconsin, Indiana
Nordeste	15	Nueva York, Massachusetts, Pensilvania
Suroeste	12	Texas, Arizona, Nuevo México
Costa oeste	10	California, Oregon, Washington
Sudeste	8	Florida, Georgia, Carolina del Norte

Orion Energy Systems, Inc. (OESX) - Modelo de negocio: segmentos de clientes

Propietarios de edificios comerciales

A partir del cuarto trimestre de 2023, Orion Energy Systems atiende a aproximadamente 1,247 propietarios de edificios comerciales en 38 estados. El valor promedio del proyecto para las modificaciones de iluminación comercial es de $ 213,500.

Característica de segmento	Datos cuantitativos
Total de clientes comerciales	1,247
Valor promedio del proyecto	$213,500
Cobertura geográfica	38 estados

Instalaciones industriales y plantas de fabricación

Orion Energy Systems ha asegurado contratos con 423 clientes industriales, con un valor contractual promedio de $ 487,900.

• Total de clientes industriales: 423
• Tamaño promedio del proyecto industrial: $ 487,900
• Ahorro de energía típico: 37.2%

Espacios minoristas y de almacén

La compañía ha penetrado en 612 espacios minoristas y de almacén, con una inversión de modernización de iluminación promedio de $ 156,700.

Segmento minorista/de almacén	Métrica
Total de clientes	612
Inversión promedio	$156,700

Instituciones educativas

Orion Energy Systems atiende 214 instalaciones educativas, con una inversión promedio de proyectos de $ 342,600.

• Total de los clientes educativos: 214
• Valor promedio del proyecto: $ 342,600
• Reducción de costos de energía típicos: 42.5%

Organizaciones gubernamentales y municipales

La Compañía tiene contratos con 187 organizaciones gubernamentales y municipales, con un valor de proyecto promedio de $ 276,300.

Segmento gubernamental	Información cuantitativa
Total de clientes gubernamentales	187
Inversión promedio de proyectos	$276,300

Orion Energy Systems, Inc. (OESX) - Modelo de negocio: Estructura de costos

Gastos de fabricación y producción

Para el año fiscal 2023, Orion Energy Systems reportó gastos totales de fabricación y producción de $ 14.3 millones.

Categoría de gastos	Monto ($)
Costos de material directo	7,650,000
Costos de mano de obra directa	4,250,000
Sobrecarga de fabricación	2,400,000

Inversiones de investigación y desarrollo

Los gastos de I + D para los sistemas de energía Orion en 2023 totalizaron $ 3.2 millones.

• Desarrollo de tecnología LED: $ 1.5 millones
• Innovaciones de eficiencia energética: $ 1.1 millones
• Software y sistemas de control: $ 600,000

Costos de ventas y marketing

Los gastos totales de ventas y marketing para el año fiscal 2023 fueron de $ 5.7 millones.

Canal de marketing	Gasto ($)
Marketing digital	1,250,000
Participación de la feria comercial	850,000
Compensación del equipo de ventas	3,600,000

Salarios y beneficios de los empleados

La compensación total de los empleados para 2023 fue de $ 12.6 millones.

• Salarios base: $ 9,800,000
• Seguro de salud: $ 1,400,000
• Beneficios de jubilación: $ 800,000
• Bonos de rendimiento: $ 600,000

Mantenimiento de tecnología y equipo

Los costos de mantenimiento de tecnología y equipo para 2023 ascendieron a $ 2.1 millones.

Categoría de mantenimiento	Costo ($)
Equipo de fabricación	1,300,000
Infraestructura	450,000
Licencia de software	350,000

Orion Energy Systems, Inc. (OESX) - Modelo de negocios: flujos de ingresos

Venta de productos de iluminación LED

Para el año fiscal 2023, Orion Energy Systems reportó ingresos totales de $ 29.4 millones. Las ventas de productos de iluminación LED contribuyeron con una parte significativa de este ingreso.

Categoría de productos	Ingresos (2023)	Porcentaje de ingresos totales
Productos de iluminación LED	$ 12.6 millones	42.9%

Instalaciones del sistema de iluminación de eficiencia energética

Los servicios de instalación generaron $ 8.2 millones en ingresos para el año fiscal 2023.

• Instalaciones del sector comercial: $ 5.4 millones
• Instalaciones del sector industrial: $ 2.8 millones

Servicios de modernización y actualización

Los servicios de modernización y actualización representaron $ 4.5 millones en ingresos durante 2023.

Tipo de servicio	Ingresos (2023)
Modificación comercial	$ 3.1 millones
Modernización industrial	$ 1.4 millones

Contratos de mantenimiento continuos

Los contratos de mantenimiento generaron $ 2.7 millones en ingresos recurrentes para 2023.

• Acuerdos de mantenimiento anual: $ 1.9 millones
• Contratos de servicio a largo plazo: $ 0.8 millones

Consultoría de rendimiento de ahorro de energía

Los servicios de consultoría contribuyeron con $ 1.4 millones al flujo de ingresos de la compañía en 2023.

Servicio de consultoría	Ingresos (2023)
Evaluaciones de eficiencia energética	$ 0.9 millones
Consultoría de optimización de rendimiento	$ 0.5 millones

Orion Energy Systems, Inc. (OESX) - Canvas Business Model: Value Propositions

You're looking at the core promises Orion Energy Systems, Inc. makes to its customers-the tangible benefits they deliver that make a customer choose them over the competition. These aren't just features; they are quantified results.

Substantial energy cost reduction with typical payback of 1 to 4 years

Orion Energy Systems, Inc. specifically targets significant savings on energy bills through their LED lighting projects. They state they provide a substantial reduction in energy costs for these LED retrofits. The math on this investment is designed to be quick; the typical payback period customers see is between 1 to 4 years.

Integrated, one-source solutions for LED lighting, EV charging, and maintenance

The value here is simplification. Instead of managing multiple vendors for different infrastructure needs, Orion Energy Systems, Inc. positions itself as the single point of contact. This is evidenced by recent contract awards, such as an engagement announced in September 2025 for up to $11 million that bundled exterior LED lighting and EV charging solutions for a government agency customer. Furthermore, they manage a significant installed base of charging infrastructure, reporting 7,300 charging ports under their management.

Here's a quick look at how the different segments contribute to this integrated offering:

• LED lighting design, manufacture, and installation.
• Full turnkey EV charging station provision.
• Preventative and reactive maintenance for both lighting and EV assets.

Turnkey project execution, managing complex, multi-site national rollouts

For large enterprises, managing a rollout across hundreds of locations is a major headache. Orion Energy Systems, Inc. handles the complexity from start to finish. They have a proven track record, having completed over 25,000 projects, heavily focused on the commercial and industrial retrofit space. This capability extends nationwide, as demonstrated by a recent maintenance renewal covering approximately 2,050 retail locations across all 50 states. This turnkey approach is key for national accounts.

High-efficiency LED products that support customer sustainability goals

Efficiency translates directly into environmental impact reduction. Orion Energy Systems, Inc.'s leading LED lights are reported to reduce energy consumption by up to 60% when replacing older fluorescent lighting. For one client, Clarios, the result of an installation involving over 800 fixtures was a documented 218 tons of annual carbon dioxide reduction. They maintain a focus on performance, with some of their high bay LED fixtures verified as the industry's most efficient by independent labs.

Recurring, reliable preventative maintenance for critical infrastructure

This segment builds a more predictable revenue base. The maintenance services provide reliable, recurring revenue through preventative and reactive services for lighting and EV systems. A prime example of this reliability is a recent three-year renewal of a preventative maintenance contract with a Fortune 100 retailer, valued between $42 million and $45 million, set to begin in March 2026. The focus on profitability in this area is clear; the maintenance services gross profit margin rebounded to 26.4% in Q3 fiscal 2025, up significantly from 6.2% in Q3 fiscal 2024. Overall maintenance revenue for fiscal year 2025 was $15.2 million.

You can see the financial impact of focusing on higher-margin services like maintenance:

Metric	FY 2024 Value	FY 2025 Value	Q3 2024 Margin	Q3 2025 Margin
Maintenance Revenue (YTD)	$12.0M	$11.0M	N/A	N/A
Maintenance Gross Profit Margin	N/A	N/A	6.2%	26.4%

Finance: draft the Q3 2026 maintenance margin forecast by next Tuesday.

Orion Energy Systems, Inc. (OESX) - Canvas Business Model: Customer Relationships

You're looking at how Orion Energy Systems, Inc. (OESX) manages its key customer interactions, which clearly splits between direct, high-touch enterprise work and channel-driven partner relationships. This dual approach is central to their strategy.

Dedicated, high-touch account management for large corporate and government clients (Solutions CBU).

For the largest enterprises, the relationship is deep, focusing on managing complex, multi-state operations. This is where Orion proves its ability to scale service delivery across all 50 states.

• Recent engagements for two major enterprise customers totaled more than $4.7 million in revenue as of October 2025.
• One specific engagement valued at $3.6 million involved upgrades for a large enterprise with 18,000 employees.
• Another engagement, valued at $1 million, kicked off a multi-year initiative for a different enterprise customer.
• Orion Energy Systems also secured up to $7M in FY 2026 engagements from three major automotive industry customers as of July 2025.

Long-term contract renewals, like the $42M-$45M maintenance renewal with a major retailer.

Securing multi-year service agreements demonstrates customer trust in Orion Energy Systems, Inc.'s execution capabilities. The latest major win solidifies this recurring revenue base.

This three-year renewal of a preventative maintenance contract with a Fortune 100 retailer is estimated to be between $42 million and $45 million. The new term starts in March of 2026, following the expiration of the current three-year deal. This massive service footprint covers maintenance at approximately 2,050 retail locations nationwide.

Here's a quick look at the scale of these major service commitments:

Relationship Type	Customer Tier/Partner	Contract Term	Estimated Value Range
Maintenance Renewal	Fortune 100 Retailer	Three Years (Starting March 2026)	$42M - $45M
New Contract	Nationwide ESCO Partner	Three Years (Starting January 2025)	$5M - $10M per year
New Engagements	Two Enterprise Customers	Varies (Multi-year initiative started)	More than $4.7 million total

Partner-managed relationships through ESCOs and electrical distributors (Partners CBU).

Orion Energy Systems, Inc. relies on channel partners to reach broader markets, especially for turnkey design-through-installation projects. This is a key way they scale beyond direct sales teams.

A recent example shows a strong relationship with an Energy Service Company (ESCO) partner. Orion was selected for a three-year contract starting in January 2025, expected to generate $5 - $10 million annually. To be fair, this ESCO named Orion as one of only three approved suppliers for their extensive customer network.

Proactive maintenance programs to minimize facility disruption.

The success in renewing the major retailer contract was explicitly linked to Orion's operational quality. They emphasize minimizing downtime for their clients' active businesses.

• The renewal success was credited to Orion's proactive maintenance program.
• Prompt response to maintenance requests ensured minimal disruptions to store operations.
• The service involves maintaining LED lighting systems across 2,050 locations.

Consultative sales focused on energy audits and project financing.

The sales process starts with deep technical assessment, which naturally leads into project scope and financing discussions. This consultative approach helps secure large, complex deals.

For the ESCO partner contract, Orion's comprehensive services included detailed lighting audits, fixture manufacturing, project management, and installation of LED lighting and control systems. This shows the relationship starts with an audit-driven, consultative engagement, not just product sales. Finance: draft Q3 2026 cash flow projection by Wednesday.

Orion Energy Systems, Inc. (OESX) - Canvas Business Model: Channels

Orion Energy Systems, Inc. reorganized its commercial business units effective April 1st, the start of fiscal 2026, into Solutions and Partners to better align with its channel strategy. The Solutions CBU focuses on large or complex corporate, government, and private sector accounts across LED lighting, EV charging, and maintenance services. The Partners CBU caters to the specific needs of Energy Service Company (ESCO) and electrical distribution partners for LED lighting and EV charging product sales.

The financial contribution from the business segments that flow through these channels for the fiscal year ended March 31, 2025 (FY'25) was as follows:

Business Segment	FY2025 Revenue (in millions)
LED Lighting	$47.7 million
EV Charging	$16.8 million
Maintenance Services	$15.2 million
Total Revenue	$79.7 million

The overall LED lighting revenue for FY'25 was $47.7 million, down from $61.1 million in FY'24, reflecting a decrease in larger LED lighting projects and reduced activity in the ESCO and distribution channels during FY'25.

Direct sales efforts target large accounts, with the company noting it is relying on newly hired veteran sales leadership to revive the core business and increase sales from national accounts.

Energy Service Companies (ESCOs) are a key distribution partner, though FY'25 saw reduced activity in this channel. However, Orion Energy Systems secured a three-year contract with a nationwide ESCO partner starting in January 2025, which is anticipated to generate $5 - $10 million per year. Recent ESCO partner-led projects include:

• A 400-site project for a national bank with total revenue potential of $2M-$3M over 3-4 years.
• Work commencing for a large multinational logistics company with total revenue potential of $4M-$5M across 50+ sites.
• A project for a large cabinet manufacturer with over $1 million in total product revenue potential.
• A Farm and Ranch focused retailer project with estimated FY'26 revenues in excess of $1 million.

Electrical distributors and contractors are part of the product-focused sales channel within the Partners CBU. The company is actively working to drive growth in its distribution business, as evidenced by expected contributions to higher FY'26 LED lighting revenue.

The Voltrek acquisition established a direct channel for EV charging installation and service. The EV charging unit delivered 37% growth in FY'25 revenue, reaching $16.8 million. Voltrek, which provides turnkey EV charging solutions, had 2021 revenue of $4.8 million and manages over 3,500+ charging ports. Voltrek earnout expenses were reported as $0.6 million in Q2'25 and $0.5 million in Q4'25.

Government channels are significant, with U.S. government agencies selecting Orion's Buy American Act (BAA) Compliant LED lighting products for projects exceeding $7 million in total revenue. Voltrek was previously noted as a lead installer for utility programs like the National Grid Utility Make-Ready Program.

Orion Energy Systems, Inc. (OESX) - Canvas Business Model: Customer Segments

You're looking at the core groups Orion Energy Systems, Inc. serves, which directly map to their three operating segments: Lighting, Maintenance, and Electric Vehicle (EV) Charging.

The Fiscal Year 2025 total revenue came in at $79.7 million, with the customer base driving that figure across distinct verticals.

Customer-Aligned Segment	FY 2025 Revenue (Millions USD)	FY 2025 Revenue Percentage
LED Lighting Customers	$47.7	59.9%
EV Charging Customers	$16.8	21.1%
Maintenance Services Customers	$15.2	19.0%

The company sees its customer base as a mix of large-scale project clients and recurring service contract holders.

Large industrial and manufacturing facilities (e.g., major automotive customers).

This group primarily drives the high-value LED Lighting revenue, which was $47.7 million in Fiscal Year 2025. While specific automotive customer names aren't detailed, the segment supports large industrial footprints needing extensive retrofits.

National commercial and retail chains with extensive facility footprints.

This segment shows up in specific project wins. For instance, one national bank committed to a $2 million to $3 million LED retrofit across 400 sites. This indicates a focus on customers with many geographically dispersed locations.

Public sector and U.S. Government Agency facilities.

Orion Energy Systems, Inc. reported strong demand from this sector, securing projects with various U.S. government agencies totaling over $7 million in revenue. The company highlights its products meet BAA-compliant (Buy American Act) requirements, which is key for this segment.

Energy Service Companies (ESCOs) and electrical contractors.

These partners act as critical distribution channels for the LED lighting business. Orion expects continued sales growth via these partners, which have responded favorably to the high-efficiency product line. The company has secured multiple new LED lighting engagements with ESCO partners that have an aggregate five-year revenue potential estimated between $100 million to $200 million.

Utility customers participating in EV charging programs.

The EV Charging segment, which saw revenue of $16.8 million in FY 2025, up 37% year-over-year, directly targets utility-driven initiatives. Specific customer activity includes construction service contracts from Eversource Energy's "EV Make Ready" program and a large public school bus EV project in Boston. The maintenance side of the business supports this infrastructure, with a base of over 8,000+ client locations providing recurring revenue.

• Maintenance Services Gross Margin improved to 24.6% in Fiscal 2025.
• EV Charging Revenue grew by 37% for the full Fiscal Year 2025.
• The company reduced operating overheads by more than $4 million in FY 2025.
• Total borrowings on the revolving credit facility were reduced to $7 million at the end of FY 2025.

Finance: draft 13-week cash view by Friday.

Orion Energy Systems, Inc. (OESX) - Canvas Business Model: Cost Structure

You're looking at the cost side of Orion Energy Systems, Inc.'s business model as of late 2025. This structure is heavily influenced by product costs, service labor, and ongoing overhead management, especially following the integration of Voltrek.

Cost of Goods Sold (COGS) for Manufacturing and Sourcing

The total Cost of Goods Sold for Orion Energy Systems, Inc. in Fiscal Year 2025 (FY'25), which ended March 31, 2025, was $59.5 million, calculated from total revenue of $79.7 million and gross profit of $20.2 million. This COGS covers the sourcing and manufacturing inputs for both the LED lighting and the EV charging products.

Here is the revenue breakdown that drove the COGS calculation for FY'25:

Revenue Segment	FY 2025 Revenue (Millions USD)
LED Lighting Revenue	$47.7
EV Charging Revenue	$16.8
Maintenance Revenue	$15.2
Total Revenue	$79.7

Labor Costs for Installation, Project Management, and Maintenance Services

Specific labor cost figures for installation, project management, and maintenance services as a standalone line item for FY'25 aren't itemized separately from total operating expenses. However, the company's focus on cost control points directly to personnel expenses as a major variable cost component being managed.

For example, in the third quarter of FY'25 (Q3'25), operating cost reductions included compensation-related savings, particularly in employee costs. This trend continued into the first half of FY'26, where total operating expenses declined due to ongoing efforts to reduce personnel expenses.

• Personnel expenses were a key focus area for cost reduction in Q3 FY'25 versus Q3 FY'24.
• Operating expenses in Q2 FY'26 were $6.4 million, down from $7.7 million in Q2 FY'25, reflecting personnel expense reductions.

Operating Expenses Management

Orion Energy Systems, Inc. has been actively managing its overhead. While the exact full-year reduction of over $4 million mentioned in the context of FY'25 is not explicitly detailed as a single line item in the provided summaries, the trend shows significant quarterly adjustments driven by cost-saving initiatives.

For instance, total operating expenses in Q3 FY'25 were $7.0 million, a $1.4 million decline from $8.4 million in Q3 FY'24, due to fixed cost and compensation-related reductions. This discipline was maintained, as Q2 FY'26 operating expenses were $6.4 million, down from $7.7 million in Q2 FY'25.

Voltrek Earnout Accrual Expenses

The Voltrek earnout accrual expenses were a notable, non-recurring impact on operating expenses during FY'25. The total Voltrek earnout accruals for FY'25 amounted to $1.9 million, spread across the four quarters.

The impact varied quarterly, which is important for understanding the reported operating expenses:

• FY'25 Total Voltrek Earnout Accruals: $1.9 million.
• Q4 FY'25 operating expense included a $0.5 million earnout accrual.
• Q3 FY'25 saw a $0.6 million reduction in earnout expense accrual compared to the prior year period.
• Contrast this with Q4 FY'24, which benefited from a $3.0 million net reversal of prior earnout expense.

Fixed Costs Associated with the Manitowoc, WI Manufacturing Facility

The Manitowoc, Wisconsin facility represents Orion Energy Systems, Inc.'s primary manufacturing footprint, carrying fixed costs associated with manufacturing overhead. Specific dollar amounts for the total fixed costs of this facility for FY'25 are not broken out in the summary financial data.

However, the impact of volume on these fixed costs is visible. In the LED lighting segment, the company noted that despite lower revenue in FY'25, the segment achieved a gross margin of 28.4% in Q4 FY'25 due to targeted pricing, cost reductions, and sourcing initiatives, which helps absorb fixed manufacturing overhead.

Finance: draft 13-week cash view by Friday.

Orion Energy Systems, Inc. (OESX) - Canvas Business Model: Revenue Streams

You're looking at how Orion Energy Systems, Inc. (OESX) is bringing in money as of late 2025. The revenue picture for fiscal year 2025, which ended March 31, 2025, shows a total net revenue of \$79.7 million. This total is made up of three main product and service areas, which you can see broken down below.

The core business, LED lighting product sales and turnkey project revenue, was the largest contributor, totaling \$47.7 million for FY 2025. This segment saw a drop, decreasing by 22% year-over-year from $\$61.1$ million in FY 2024.

The electric vehicle (EV) charging solutions segment was the growth engine, delivering \$16.8 million in revenue for FY 2025, marking a 37% increase. This growth is a key strategic focus for Orion Energy Systems, Inc.

Maintenance and managed services revenue was \$15.2 million in FY 2025. To be fair, this segment also shrank, declining by 11% from the prior year. Still, the company has been focused on pricing discipline to improve the gross profit percentage in this area.

Here's the quick math on the segment revenue contribution for the fiscal year:

Revenue Stream	FY 2025 Revenue (USD)
LED Lighting Sales and Projects	\$47.7 million
EV Charging Solutions	\$16.8 million
Maintenance and Managed Services	\$15.2 million
Total Net Revenue	\$79.7 million

Orion Energy Systems, Inc. is also working to secure more predictable income streams, which is definitely important for valuation. This is primarily coming from their maintenance contracts and securing larger, longer-term product deals.

You should note the visibility they have secured for future revenue:

• Secured new LED lighting engagements with a five-year revenue potential between \$100 million and \$200 million.
• A five-year contract extension with a major retail customer is expected to contribute to FY 2026 and beyond results.
• The maintenance business is structured around recurring revenue from multi-year preventative maintenance contracts, though the annual revenue for this segment was down in FY 2025.

The company is clearly banking on these multi-year agreements to stabilize the top line going forward. Finance: draft 13-week cash view by Friday.