Orion Energy Systems, Inc. (OESX): Business Model Canvas [Jan-2025 Mis à jour]

Dans le paysage dynamique de l'éclairage économe en énergie, Orion Energy Systems, Inc. (OESX) apparaît comme une force transformatrice, révolutionnant comment les secteurs commerciaux et industriels abordent l'éclairage. En mélangeant de manière transparente les technologies LED de pointe avec des partenariats stratégiques et des solutions innovantes, cette entreprise basée au Wisconsin ne vend pas seulement des produits d'éclairage - il élabore des stratégies d'optimisation d'énergie complètes qui promettent des économies de coûts substantielles et une durabilité environnementale. Plongez dans leur toile de modèle commercial méticuleusement conçu pour découvrir comment Orion Energy Systems éclaire le chemin vers un avenir plus efficace et plus vert pour les entreprises dans divers secteurs.

Orion Energy Systems, Inc. (OESX) - Modèle d'entreprise: partenariats clés

Partenariats stratégiques avec des entrepreneurs et distributeurs électriques

Au quatrième trimestre 2023, Orion Energy Systems maintient des partenariats avec environ 87 réseaux d'entrepreneur en électricité dans 23 États. Les partenariats de distribution de la société comprennent:

Type de partenaire	Nombre de partenaires	Couverture géographique
Entrepreneurs électriques	87	23 États américains
Distributeurs régionaux	42	Régions du Midwest et du Nord-Est

Collaboration avec les fournisseurs de solutions d'énergie renouvelable

Orion Energy Systems a établi des collaborations stratégiques avec des fournisseurs de solutions d'énergie renouvelable, en se concentrant sur des solutions d'efficacité énergétique intégrées.

• Partenariats d'intégration d'énergie solaire: 6 partenariats actifs
• Collaborations du système de gestion de l'énergie: 4 fournisseurs de technologies
• Investissement total de partenariat en énergies renouvelables: 1,2 million de dollars en 2023

Relations avec les gestionnaires d'installations commerciales et industrielles

Secteur	Nombre de partenariats d'installation actifs	Économies d'énergie annuelles estimées
Fabrication	124	3,7 millions de dollars
Entrepôt / logistique	93	2,5 millions de dollars
Vente au détail	67	1,9 million de dollars

Partenariats avec les fabricants d'éclairage LED

Orion Energy Systems collabore avec les fabricants d'éclairage LED pour développer des solutions d'éclairage économes en énergie avancées.

• Partenariats totaux du fabricant LED: 9
• Investissement en R&D dans la technologie d'éclairage: 750 000 $ en 2023
• Collaborations de brevets: 3 développements technologiques conjoints

Technologie et fournisseurs de composants

Catégorie de composants	Nombre de fournisseurs	Valeur d'achat annuelle
Composants électroniques	14	4,3 millions de dollars
Technologies de capteur	7	1,6 million de dollars
Systèmes de contrôle	5	2,1 millions de dollars

Orion Energy Systems, Inc. (OESX) - Modèle d'entreprise: activités clés

Conception et fabrication de solutions d'éclairage économes en énergie

Au quatrième trimestre 2023, Orion Energy Systems a fabriqué environ 250 000 unités d'éclairage LED par an. Les installations de fabrication de la société dans le Wisconsin couvrent 62 000 pieds carrés, avec une capacité de production de 300 000 unités par an.

Métrique manufacturière	Valeur
Capacité de production annuelle	300 000 unités LED
Taille de l'installation de fabrication	62 000 pieds carrés
Lieux de fabrication	Wisconsin, États-Unis

Recherche et développement de technologies d'éclairage innovantes

En 2023, Orion Energy Systems a investi 1,2 million de dollars dans la R&D, ce qui représente 4,5% des revenus totaux. Les principaux domaines de concentration technologique comprennent:

• Optimisation avancée des LED
• Systèmes de contrôle d'éclairage intelligent
• Technologies de gestion de l'énergie

Ventes et commercialisation de produits d'éclairage commercial et industriel

Métrique des ventes	Valeur 2023
Revenus totaux	26,7 millions de dollars
Ventes d'éclairage commercial	18,4 millions de dollars
Ventes d'éclairage industriel	8,3 millions de dollars

Prise en charge de l'ingénierie et de l'installation du système d'éclairage personnalisé

En 2023, Orion a achevé 127 projets de système d'éclairage personnalisé dans 18 États, avec une valeur de projet moyenne de 215 000 $.

• Revenu total du projet personnalisé: 27,3 millions de dollars
• Complexité moyenne du projet: Rétrofits industriels moyens à grande à grande échelle
• Taux de satisfaction client: 92%

Services de conseil en efficacité énergétique et modernisation

Retrofit Service Metric	2023 données
Projets totaux de rénovation	89
Économies d'énergie estimées	4,2 millions de kWh
Restauration des services	12,6 millions de dollars

Orion Energy Systems, Inc. (OESX) - Modèle d'entreprise: Ressources clés

Technologies d'éclairage LED et éconergétiques propriétaires

Orion Energy Systems tient 7 brevets actifs liés aux technologies d'éclairage LED et économes en énergie à partir de 2023. Le portefeuille de technologies propriétaires de la société comprend des solutions de rénovation LED avancées et des systèmes de contrôle d'éclairage intelligent.

Catégorie de technologie	Nombre de brevets actifs	Années de protection des brevets
Solutions de rénovation LED	4	2020-2037
Systèmes de contrôle d'éclairage	3	2021-2039

Expertise en ingénierie et en conception

La société maintient un Équipe technique de 42 professionnels de l'ingénierie Au quatrième trimestre 2023, avec une expérience moyenne de 12,5 ans dans la conception d'éclairage économe en énergie.

Installations de fabrication

Orion Energy Systems exploite un Installation de fabrication de 38 000 pieds carrés Situé à Manitowoc, Wisconsin. L'installation a une capacité de production annuelle d'environ 500 000 unités d'éclairage LED.

Métrique de l'installation	Spécification
Emplacement	Manitowoc, Wisconsin
Taille de l'installation	38 000 pieds carrés
Capacité de production annuelle	500 000 unités LED

Propriété intellectuelle

En 2023, Orion Energy Systems a investi 2,3 millions de dollars en R&D développer et maintenir son portefeuille de propriété intellectuelle.

Main-d'œuvre qualifiée

Composition totale de la main-d'œuvre auprès du quatrième trimestre 2023:

• Total des employés: 157
• Personnel technique: 42
• Équipe de vente: 28
• Personnel de fabrication: 65
• Personnel administratif: 22

Catégorie des employés	Nombre d'employés	Pourcentage de la main-d'œuvre
Personnel technique	42	26.8%
Équipe de vente	28	17.8%
Personnel de fabrication	65	41.4%
Personnel administratif	22	14%

Orion Energy Systems, Inc. (OESX) - Modèle d'entreprise: propositions de valeur

Solutions d'éclairage à haute performance et à économie d'énergie

Orion Energy Systems propose des solutions d'éclairage LED avec les spécifications de performance suivantes:

Métrique	Valeur de performance
Efficacité énergétique	Réduction jusqu'à 75% de la consommation d'énergie
Efficacité lumineuse	120-150 lumens par watt
Durée de vie moyenne	50 000 à 70 000 heures

Réduction de la consommation d'énergie pour les clients commerciaux et industriels

Orion Energy Systems fournit des solutions de réduction d'énergie avec un impact quantifiable:

• Économies de coûts énergétiques annuelles moyennes: 45 000 $ par installation commerciale
• Réduction typique de la consommation d'électricité: 40-60%
• Réduction des émissions de carbone: environ 30 tonnes métriques par an

Réduire les coûts opérationnels et d'entretien

Catégorie de coûts	Pourcentage d'épargne
Frais de maintenance	Réduction jusqu'à 85%
Fréquence de remplacement	50% moins fréquents par rapport à l'éclairage traditionnel
Réduction des coûts de la main-d'œuvre	35 à 45% de dépenses de main-d'œuvre réduites

Technologies d'éclairage durables et respectueuses de l'environnement

Métriques d'impact environnemental:

• Contenu zéro mercure dans les solutions d'éclairage
• Taux de recyclabilité: 95% des composants du produit
• Certification Energy Star pour 90% de la gamme de produits

Services de conception et de mise en œuvre d'éclairage personnalisés

Composant de service	Spécification
Consultation en conception	Consultation initiale gratuite
Développement de solutions personnalisées	Sur mesure dans les 2-3 semaines
Assistance de la mise en œuvre	Gestion complète de projet

Orion Energy Systems, Inc. (OESX) - Modèle d'entreprise: relations avec les clients

Engagement de l'équipe de vente directe

Depuis le quatrième trimestre 2023, Orion Energy Systems maintient une équipe de vente directe de 37 représentants commerciaux professionnels axés sur les solutions d'éclairage commercial et industrielle.

Métrique de l'équipe de vente	Valeur
Représentants des ventes totales	37
Durée moyenne du cycle des ventes	76 jours
Valeur du contrat moyen	$124,500

Soutien technique et consultation

Orion fournit un soutien technique par le biais d'une équipe dédiée de 22 professionnels de l'ingénierie et du support technique.

• Disponibilité du support technique 24/7
• Temps de réponse: moyenne 2,3 heures
• Consultation initiale gratuite pour les clients potentiels

Contrats de service et de maintenance à long terme

En 2023, Orion Energy Systems a généré 8,2 millions de dollars à partir des contrats de service et de maintenance.

Type de contrat	Revenus annuels	Durée du contrat moyen
Entretien standard	4,6 millions de dollars	3 ans
Service haut de gamme	3,6 millions de dollars	5 ans

Plateformes de support client en ligne

Orion Energy Systems a investi 342 000 $ dans l'infrastructure de support client numérique en 2023.

• Système de gestion des billets en ligne
• Base de connaissances en libre-service
• Support de chat en direct

Offres de solutions d'éclairage basées sur les performances

Les contrats basés sur le rendement représentaient 42% des revenus totaux d'Orion en 2023, totalisant 15,7 millions de dollars.

Métrique de performance	Valeur
Contrats de performance totale	64
Économies d'énergie moyenes garanties	37%
Revenus de contrat de performance	15,7 millions de dollars

Orion Energy Systems, Inc. (OESX) - Modèle d'entreprise: canaux

Équipe de vente directe

Depuis le quatrième trimestre 2023, Orion Energy Systems maintient une équipe de vente directe de 27 représentants des ventes axés sur les segments de marché industriels et commerciaux.

Type de canal de vente	Nombre de représentants	Marché cible
Ventes d'éclairage industriel	14	Installations de fabrication
Ventes d'éclairage commercial	13	Immeubles de bureaux, espaces de vente au détail

Salons industriels et commerciaux

En 2023, Orion Energy Systems a participé à 12 salons de l'industrie, avec des dépenses commerciales totales de 247 000 $.

• Exposition d'éclairage LED
• Conférence de l'efficacité énergétique
• Summit sur la technologie de la fabrication

Site Web en ligne et plateforme de commerce électronique

La plate-forme en ligne de l'entreprise a généré 3,2 millions de dollars de revenus de ventes directs en 2023, ce qui représente 22% des revenus annuels totaux.

Canal en ligne	Revenus annuels	Pourcentage du total des revenus
Site Web de l'entreprise	2,1 millions de dollars	14.7%
Plate-forme de commerce électronique	1,1 million de dollars	7.3%

Réseaux de distribution électrique

Orion Energy Systems fonctionne avec 47 partenaires de distribution électrique aux États-Unis, générant 5,6 millions de dollars de revenus de vente indirects en 2023.

Réseaux représentatifs du fabricant

La société entretient des relations avec 63 entreprises représentatives des fabricants couvrant diverses régions géographiques.

Région	Nombre de représentants	Zone de couverture
Midwest	18	Illinois, Wisconsin, Indiana
Nord-est	15	New York, Massachusetts, Pennsylvanie
Sud-ouest	12	Texas, Arizona, Nouveau-Mexique
Côte ouest	10	Californie, Oregon, Washington
Au sud-est	8	Floride, Géorgie, Caroline du Nord

Orion Energy Systems, Inc. (OESX) - Modèle d'entreprise: segments de clientèle

Propriétaires d'immeubles commerciaux

Depuis le quatrième trimestre 2023, Orion Energy Systems dessert environ 1 247 propriétaires d'immeubles commerciaux dans 38 États. La valeur moyenne du projet pour les rénovations d'éclairage commercial est de 213 500 $.

Caractéristique du segment	Données quantitatives
Clients commerciaux totaux	1,247
Valeur moyenne du projet	$213,500
Couverture géographique	38 États

Installations industrielles et usines de fabrication

Orion Energy Systems a obtenu des contrats avec 423 clients industriels, avec une valeur de contrat moyenne de 487 900 $.

• Clients industriels totaux: 423
• Taille moyenne du projet industriel: 487 900 $
• Économies d'énergie typiques: 37,2%

Espaces de vente au détail et d'entrepôt

La société a pénétré 612 espaces de vente au détail et d'entrepôt, avec un investissement moyen d'éclairage de 156 700 $.

Segment de vente au détail / d'entrepôt	Métrique
Total des clients	612
Investissement moyen	$156,700

Établissements d'enseignement

Orion Energy Systems dessert 214 installations éducatives, avec un investissement moyen de projet de 342 600 $.

• Clients éducatifs totaux: 214
• Valeur moyenne du projet: 342 600 $
• Réduction typique des coûts d'énergie: 42,5%

Organisations gouvernementales et municipales

La société a des contrats avec 187 organisations gouvernementales et municipales, avec une valeur de projet moyenne de 276 300 $.

Segment du gouvernement	Informations quantitatives
Clients gouvernementaux totaux	187
Investissement moyen du projet	$276,300

Orion Energy Systems, Inc. (OESX) - Modèle d'entreprise: Structure des coûts

Frais de fabrication et de production

Pour l'exercice 2023, Orion Energy Systems a déclaré des frais de fabrication et de production totaux de 14,3 millions de dollars.

Catégorie de dépenses	Montant ($)
Coûts de matériel direct	7,650,000
Coûts de main-d'œuvre directes	4,250,000
Fabrication des frais généraux	2,400,000

Investissements de recherche et développement

Les dépenses de R&D pour Orion Energy Systems en 2023 ont totalisé 3,2 millions de dollars.

• Développement de la technologie LED: 1,5 million de dollars
• Innovations de l'efficacité énergétique: 1,1 million de dollars
• Systèmes logiciels et de contrôle: 600 000 $

Coûts de vente et de marketing

Les dépenses totales de ventes et de marketing pour l'exercice 2023 étaient de 5,7 millions de dollars.

Canal de marketing	Dépenses ($)
Marketing numérique	1,250,000
Participation des salons commerciaux	850,000
Compensation de l'équipe de vente	3,600,000

Salaires et avantages sociaux des employés

La rémunération totale des employés pour 2023 était de 12,6 millions de dollars.

• Salaires de base: 9 800 000 $
• Assurance maladie: 1 400 000 $
• Avantages à la retraite: 800 000 $
• Bonus de performance: 600 000 $

Entretien de la technologie et de l'équipement

Les coûts de maintenance de la technologie et de l'équipement pour 2023 s'élevaient à 2,1 millions de dollars.

Catégorie de maintenance	Coût ($)
Équipement de fabrication	1,300,000
Infrastructure informatique	450,000
Licence de logiciel	350,000

Orion Energy Systems, Inc. (OESX) - Modèle d'entreprise: Strots de revenus

Vente de produits d'éclairage LED

Pour l'exercice 2023, Orion Energy Systems a déclaré un chiffre d'affaires total de 29,4 millions de dollars. Les ventes de produits LED ont contribué à une partie importante de ces revenus.

Catégorie de produits	Revenus (2023)	Pourcentage du total des revenus
Produits d'éclairage LED	12,6 millions de dollars	42.9%

Installations du système d'éclairage économe en énergie

Les services d'installation ont généré 8,2 millions de dollars de revenus pour l'exercice 2023.

• Installations du secteur commercial: 5,4 millions de dollars
• Installations du secteur industriel: 2,8 millions de dollars

Restrofit and Avergrade Services

Les services de rénovation et de mise à niveau ont représenté 4,5 millions de dollars de revenus au cours de 2023.

Type de service	Revenus (2023)
Modification commerciale	3,1 millions de dollars
Modification industrielle	1,4 million de dollars

Contrats de maintenance en cours

Les contrats de maintenance ont généré 2,7 millions de dollars de revenus récurrents pour 2023.

• Accords de maintenance annuels: 1,9 million de dollars
• Contrats de service à long terme: 0,8 million de dollars

Conseil des performances d'économie d'énergie

Les services de conseil ont contribué 1,4 million de dollars à la source de revenus de la société en 2023.

Service de conseil	Revenus (2023)
Évaluations de l'efficacité énergétique	0,9 million de dollars
Conseil d'optimisation des performances	0,5 million de dollars

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.