UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 10-K
ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGEACT OF 1934
For the fiscal year ended December 31, 2017
2021
TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the transition period from ___________ to ___________
 
Commission file number 0-24230001-36583
ENERGY FOCUS, INC.
 (Exact name of registrant as specified in its charter)
DELAWAREDelaware94-3021850
(State or other jurisdiction of incorporation)incorporation or organization)(I.R.S. Employer Identification No.)
32000 Aurora Road, Suite B
Solon, Ohio 44139
(Address of principal executive offices, including zip code)
 
Registrant’s telephone number, including area code: 440.715.1300
 
Securities registered pursuant to Section 12(b) of the Act: None
Title of each classTrading symbol(s)Name of each exchange on which registered
Common stock, par value $0.0001 per shareEFOIThe Nasdaq Stock Market LLC
Securities registered pursuant to Section 12(g) of the Exchange Act: None
 
Title of Each Class
Common Stock, Par Value $0.0001
Indicate by check mark if the registrant is a well-known seasoned issuer, as defined by Rule 405 of the Securities Act of 1933. Yes ☐No ☑¨No þ
 
Indicate by check mark if the registrant is not required to file reports pursuant to Section 13 or 15(d) of the Exchange Act. Yes ¨ No þ
 
Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes þ No ¨
 
Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive Date File required to be submitted and posted pursuant to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit and post such files). Yes þ No
Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K is not contained herein, and will not be contained, to the best of registrant’s knowledge, in definitive proxy or information statements incorporated by reference in Part III of this Form 10-K or any amendment to this Form 10-K. ☐¨
 
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, or a smaller reporting company, or an emerging growth company.
See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company,” and “emerging growth company” in Rule 12b-2 of the Exchange Act.
Large accelerated filer
¨
Accelerated filer
Non-accelerated filer ☐ (Do not check if a smaller reporting company)
þ
Smaller reporting company
Emerging growth company
 
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ¨

Indicate by check mark whether the registrant has filed a report on and attestation to its management’s assessment of the effectiveness of its internal control over financial reporting under Section 404(b) of the Sarbanes-Oxley Act (15 U.S.C. 7262(b)) by the registered public accounting firm that prepared or issued its audit report.

Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). Yes  No þ


The aggregate market value of the Company’s common stock held by non-affiliates of the Company was approximately $29.1$17.1 million as of June 30, 2017,2021, the last day of the Company’s most recently completed second fiscal quarter, when the last reported sales price was $2.63$3.98 per share.
Number of the registrant’s shares of common stock outstanding as of February 16, 2018: 11,889,517March 14, 2022: 6,453,777.

Documents Incorporated by Reference



DOCUMENTS INCORPORATED BY REFERENCE

Portions of the Company’s definitive Proxy Statement for its 2017proxy statement to be filed with the Securities and Exchange Commission relative to the registrant’s 2022 Annual Meeting of Stockholders are incorporated by reference into Part III Items 10-14 of this Annual Report on Form 10-K.

Report.





TABLE OF CONTENTS
PART IPage
ITEM 1.BUSINESS
ITEM 1A.RISK FACTORS
ITEM 1B.UNRESOLVED STAFF COMMENTS
ITEM 2.PROPERTIES
ITEM 3.LEGAL PROCEEDINGS
ITEM 4.MINE SAFETY DISCLOSURES
PART II
PART II
ITEM 5.MARKET FOR REGISTRANT’S COMMON EQUITY, RELATED STOCKHOLDER MATTERS, AND ISSUER PURCHASES OF EQUITY SECURITIES
ITEM 6.SELECTED FINANCIAL DATA[RESERVED]
ITEM 7.MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
ITEM 7A.QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK
ITEM 8.FINANCIAL STATEMENTS AND SUPPLEMENTARY DATA
ITEM 9.CHANGES IN AND DISAGREEMENTS WITH ACCOUNTANTS ON ACCOUNTING AND FINANCIAL DISCLOSURESDISCLOSURE
ITEM 9A.CONTROLS AND PROCEDURES
ITEM 9B.OTHER INFORMATION
ITEM 9C.DISCLOSURE REGARDING FOREIGN JURISDICTIONS THAT PREVENT INSPECTIONS
PART III
ITEM 10.DIRECTORS, EXECUTIVE OFFICERS AND CORPORATE GOVERNANCE
ITEM 11.EXECUTIVE COMPENSATION
ITEM 12.SECURITY OWNERSHIP OF CERTAIN BENEFICIAL OWNERS AND MANAGEMENT AND RELATED STOCKHOLDER MATTERS
ITEM 13.CERTAIN RELATIONSHIPS AND RELATED TRANSACTIONS AND DIRECTOR INDEPENDENCE
ITEM 14.PRINCIPAL ACCOUNTANTACCOUNTING FEES AND SERVICES
PART IV
PART IV
ITEM 15.EXHIBITS, AND FINANCIAL STATEMENT SCHEDULES
ITEM 16.FORM 10-K SUMMARY
SIGNATURES
EXHIBIT INDEX

1


Table of Contents
PARTI
PARTI
Forward-looking statements
Forward-Looking Statements
Unless the context otherwise requires, all references to “Energy Focus,” “we,” “us,” “our,” “our company,” or “the Company” refer to Energy Focus, Inc., a Delaware corporation, and its subsidiaries, and their respective predecessor entitiesconsolidated subsidiary for the applicable periods, considered as a single enterprise.
This Annual Report on Form 10-K (“Annual(this “Annual Report”) includes statements that express our opinions, expectations, beliefs, plans, objectives, assumptions or projections regarding future events or future results and therefore are, or may be deemed to be, “forward-looking statements” within the meaning of Section 27A of the Securities Act of 1933, as amended (the “Securities Act”), and Section 21E of the Securities Exchange Act of 1934, as amended.amended (the “Exchange Act”). These forward-looking statements can generally be identified by the use of forward-looking terminology, including the terms “believes,” “estimates,” “anticipates,” “expects,” “feels,” “seeks,” “forecasts,” “projects,” “intends,” “plans,” “may,” “will,” “should,” “could” or “would” or, in each case, their negative or other variations or comparable terminology. These forward-looking statements include all matters that are not historical facts. They appear in a number of places throughout this Annual Report and include statements regarding our intentions, beliefs,or current expectations concerning, among other things, our results of operations, financial condition, liquidity, prospects, growth, strategies, capital expenditures,and the industry in which we operate.
By their nature, forward-looking statements involve risks and uncertainties because they relate to events and depend on circumstances that may or may not occur in the future. Although we base these forward-looking statements on assumptions that we believe are reasonable when made in light of the information currently available to us, we caution you that forward-looking statements are not guarantees of future performance and that our actual results of operations, financial condition and liquidity, and industry developments may differ materially from statements made in or suggested by the forward-looking statements contained in this Annual Report. In addition, even if our results of operations, financial condition and liquidity, and industry developments are consistent with the forward-looking statements contained in this Annual Report, those results or developments may not be indicative of results or developments in subsequent periods.
We believe that important factors that could cause our actual results to differ materially from forward-looking statements include, but are not limited to, the risks and uncertainties outlined under “Risk Factors” under Item 1A of this Annual Report and other matters described in this Annual Report and our other filings with the Securities and Exchange Commission (the “SEC”) generally. Some of these factors include:
instability in the U.S. and global economies and business interruptions experienced by us, our customers and our suppliers as a result of the coronavirus (“COVID-19”) pandemic and related impacts on travel, trade and business operations;
the competitiveness and market acceptance of our history of operating losseslight-emitting diode (“LED”) lighting, control and ultraviolet light disinfection (“UVCD”) technologies and products;
our ability to compete effectively against companies with lower prices or cost structures, greater resources, or more rapid development capabilities, and new competitors in our target markets;
our ability to extend our product portfolio into consumer products;
our ability to realize the expected novelty, disinfection effectiveness, affordability and estimated delivery timing of our UVCD products and their appeal compared to other products;
our ability to increase demand in our targeted markets and to manage sales cycles that are difficult to predict and may span several quarters;
the timing of large customer orders, significant expenses and fluctuations between demand and capacity as we invest in growth opportunities;
our ability to successfully scale our network of sales representatives, agents, distributors and other channel partners to compete with the sales reach of larger, established competitors;
our ability to implement cost-cutting measuresplans to increase sales and generate sufficient cash from operations or receive sufficient financing, on acceptable terms, to continue our operations;control expenses;
our reliance on a limited number of customers for a significant portion of our revenue, and our ability to maintain or grow such sales levels;
our ability to implement and manage add new customers to reduce customer concentration;
our growth plansneed for additional financing in the near term to diversifycontinue our customer base, increase sales, and control expenses;operations;
our ability to increase demand in refinance or extend maturing debt on acceptable terms or at all;
our targeted marketsability to continue as a going concern for a reasonable period of time;
our ability to attract and retain a new chief executive officer (“Chief Executive Officer”);
our ability to attract, develop and retain qualified personnel, and to do so in a timely manner;
our reliance on a limited number of third-party suppliers and research and development partners, our ability to manage sales cycles that are difficult to predictthird-party product development and may span several quarters;obtain critical components and finished products from such suppliers on
2

Table of Contents

acceptable terms and of acceptable quality despite ongoing global supply chain challenges, and the impact of our dependence on distributors and sales representatives, whose sales efforts may fluctuate and are not bound by long term commitments;
the timing of large customer orders and significant expenses, and fluctuations betweenfluctuating demand and capacity, as we invest in growth opportunities;
our dependence on military maritime customers and on the levelsstability of government funding availablesuch suppliers;
our ability to such customers, as well as funding resourcestimely, efficiently and cost-effectively transport products from our third-party suppliers to our facility by ocean marine and other logistics channels despite global supply chain and logistics disruptions;
the impact of our other customers in any type of legal inquiry, claim or dispute;
the public sector and commercial markets;
inflationary or deflationary general economic conditions in the United States and in other markets in which we selloperate or secure products, which could affect our products;ability to obtain raw materials, component parts, freight, energy, labor, and sourced finished goods in a timely and cost-effective manner;
market acceptanceour dependence on military maritime customers and on the levels and timing of LED lighting technology;
government funding available to such customers, as well as the entrancefunding resources of competitorsour other customers in the market for the U.S. Navy products;public sector and commercial markets;
business interruptions resulting from geopolitical actions, including war and terrorism, natural disasters, including earthquakes, typhoons, floods and fires, or from health epidemics or pandemics or other contagious outbreaks;
our ability to respond to new lighting and air disinfection technologies and market trends, andtrends;
our ability to fulfill our warranty obligations with safe and reliable products;
any delays we may encounter in making new products available or fulfilling customer specifications;
our ability to compete effectively against companies with greater resources, lower cost structures, or more rapid development efforts;
our ability to protect our intellectual property rights and other confidential information, manage infringement claims by others, and the impact of any type of legal claim or dispute;
our reliance on a limited number of third-party suppliers, our ability to obtain critical components and finished products from such suppliers on acceptable terms, and the impact of our fluctuating demand on the stability of such suppliers;


our ability to timely and efficiently transport products from our third-party suppliers to our facility by ocean marine channels;
any flaws or defects in our products or in the manner in which they are used or installed;
our ability to protect our intellectual property rights and other confidential information, and manage infringement claims by others;
our compliance with government contracting laws and regulations, through both direct and indirect sale channels, as well as other laws, such as those relating to the environment and health and safety;
risks inherent in international markets, such as economic and political uncertainty, changing regulatory and tax requirements and currency fluctuations;fluctuations, including tariffs and other potential barriers to international trade;
our ability to attract and retain qualified personnel, and to do so in a timely manner; and
our ability to maintain effective internal controls and otherwise comply with our obligations as a public company.company; and
our ability to maintain compliance with the continued listing standards of The Nasdaq Stock Market (“Nasdaq”).
In light of the foregoing, we caution you not to place undue reliance on our forward-looking statements. Any forward-looking statement that we make in this Annual Report speaks only as of the date of such statement, and we undertake no obligation to update any forward-looking statement or to publicly announce the results of any revision to any of those statements to reflect future events or developments.developments, except as required by law. Comparisons of results for current and any prior periods are not intended to express any future trends or indications of future performance, unless specifically expressed as such, and should only be viewed as historical data. Furthermore, new risks and uncertainties arise from time to time, and it is impossible for us to predict those events or how they may affect us.
Energy Focus®,Intellitube®, Redcap®, EnFocus™ and Intellitube®nUVo™ are our registered trademarks. We may also refer to trademarks of other corporations and organizations in this document.


3

Table of Contents

ITEM 1.BUSINESS
Overview
The Company was founded in 1985 as Fiberstars, Inc., a California corporation, and reincorporated in Delaware in November 2006. In May 2007, Fiberstars, Inc. merged with and became Energy Focus, Inc., also a Delaware corporation. Our principal executive offices are located at 32000 Aurora Road, Suite B, Solon, Ohio 44139. Our telephone number is 440.715.1300. Our website address is www.energyfocus.com. Information on our website is not part of this Annual Report.

Energy Focus, Inc. and its subsidiary engageengages primarily in the design, development, manufacturing, marketing and sale of energy-efficient lighting systems.systems and controls and ultraviolet-C light disinfection (“UVCD”) products. We operate in a single industry segment, developingdevelop, market and selling our energy-efficientsell high quality light-emitting diode (“LED”) lighting and controls products intoand UVCD products in the general commercial industrialmarket and military maritime markets.market (“MMM”), and began to expand our offerings into the consumer market in the fourth quarter of 2021. Our mission is to enable our customers to run their facilities, offices and homes with greater energy efficiency, productivity, and human health and wellness through advanced LED retrofit and UVCD solutions. Our goal is to become a trustedbe the LED and human-centric lighting (“HCL”) technology and market leader for the most demanding applications where performance, quality, value, environmental impact and health are considered paramount. We specialize in the LED lighting retrofit market by replacing fluorescent, lamps in institutional buildings and high-intensity discharge (“HID”) lighting and other types of lamps in low-bay and high-bayinstitutional buildings for primarily indoor lighting applications with our innovative, high-quality commercial and militarymilitary-grade tubular LED (“TLED”) products.products, as well as other LED and lighting control products for commercial and consumer applications. In late 2020, we announced the launch of our UVCD product portfolio. With initial development complete and two products now brought to market, we anticipate the development of additional UVCD products in 2022.
In 2021, we continued to build upon the transition and transformation activities started during 2019 and 2020 that sought to stabilize and regrow our business. These transition efforts include the following key developments that occurred during 2021:
OverWe announced plans for the past few yearssecond generation of EnFocus™ powerline control switches and circadian lighting system for both commercial and residential markets, which we plan to launch in 2022. EnFocus™ powerline control enables buildings to have exited non-core businessesdimmable, color tunable and circadian-ready lighting using existing wiring, without requiring laying additional cables or any wireless communication systems, through a relatively simple upgrade with EnFocus™ switches and LED lamps, a simpler, more secure, affordable and environmentally sustainable solution compared with replacing entire lighting fixtures and incorporating additional wired or wireless communication.
In response to focusthe COVID-19 pandemic and an anticipated increase in sanitation and hygiene demand for buildings, facilities and homes, we developed advanced UVCD air disinfection products for both consumer as well as the commercial and industrial markets. Two of these UVCD products were available beginning in the fourth quarter of 2021: the nUVo™ Tower air disinfector, a portable air disinfection device for offices and homes, and the nUVo™ Traveler air disinfector, a portable air disinfection device for in-vehicle and other smaller enclosed or personal spaces. Additional nUVo™ product development is planned in 2022 as we expect to refocus our ongoing UVCD development efforts on TLED products, startingthe commercial and consumer spaces.
We continued to seek additional external funding alternatives and sources to support our growth strategies, plans and initiatives:
In December 2021, we completed a private placement (the “December 2021 Private Placement”) with certain institutional investors pursuant to which we agreed to issue and sell (i) 1,193,185 shares of our common stock, (ii) pre-funded warrants (“Pre-Funded Warrants”) to purchase 85,228 shares of common stock at an exercise price of $0.0001 per share and (iii) warrants (collectively with the salePre-Funded Warrants, the “December 2021 Warrants”) to purchase up to an aggregate of 1,278,413 shares of common stock at an exercise price of $3.52 per share. Net proceeds from the December 2021 Private Placement were approximately $4.0 million.
During the third quarter of 2021, we applied for approximately $876 thousand in tax refunds relating to our second and third quarter 2021 employer tax filings pursuant to the Employee Retention Tax Credits in accordance with amendments made in 2021 to the Coronavirus Aid, Relief and Economic Security Act (the “CARES Act”). We received approximately $431 thousand during the fourth quarter of 2021 and expect to receive the remainder during 2022 after review of our pool lighting products business in 2013. During 2015amended tax filing.
In June 2021, we exitedcompleted a registered direct offering (the “June 2021 Equity Offering”) of 990,100 shares of our turnkey solutions business operated by our subsidiary, Energy Focus LED Solutions, LLC (“EFLS”), and exited our United Kingdom business through the sale of Crescent Lighting Limited (“CLL”), our wholly-owned subsidiary. As a result, we have reclassified all net sales and expenses associated with both EFLS and CLLcommon stock to certain institutional investors. Net proceeds to us from the Consolidated StatementsJune 2021 Equity Offering was approximately $4.5 million;
In April 2021, we entered into a note purchase agreement with Streeterville Capital, LLC (“Streeterville”) pursuant to which we sold and issued to Streeterville a promissory note in the principal amount of Operations and have reportedapproximately $1.7 million, with net proceeds of approximately $1.5 million.
In April 2021, we increased the related net income (loss) as discontinued operations. Please refermaximum amount that may be available to Note 4, “Discontinued Operations,” for more informationthe Company on our dispositioninventory financing facility with Crossroads Financial Group, LLC by $500 thousand, for a total capacity of these businesses.$3.5 million possible borrowings.
4

Table of Contents
Given the decline in our military maritime business, the changing competitive landscape of the U.S. Navy sales channel and the timing uncertainty of commercial sales growth, we implemented a restructuring initiative during
During the first quarter of 2017. The intent of2021, the restructuring strategy$795 thousand Paycheck Protection Program loan (and the related interest) we received in 2020 under the CARES Act was to maximize operating cost reductions without sacrificing either our new product pipeline or potential long-term revenue growth and returnforgiven by the Company to profitability. On February 19, 2017, the Board appointed Dr. Ted Tewksbury to serve as the Company’s Chairman of the Board, Chief Executive Officer and President to lead the Company’s restructuring efforts. Dr. Tewksbury, who holds M.S. and Ph.D. degrees in Electrical Engineering from MIT, is a well-seasoned semiconductor industry executive with experience in implementing and managing successful business restructurings.Small Business Administration.

The restructuring initiative included an organizational consolidation of management functions in order to streamline and better align the Company into a more focused, efficient, and cost-effective organization. The initiative also included the transition from our historical direct sales model, to an agency driven sales channel strategy in orderDuring 2021, we continued to expand our market presenceengineering capabilities and invest in our intellectual property portfolio for both lighting and controls and UVCD products, and we broadened our product distribution network by engaging with new lighting agencies and energy service companies (“ESCOs”). We also extended our efforts from 2020 to streamline our operations by closely managing all spending done throughout the United States (“U.S.”). During 2017Company, while investing in new products and strategies that sought to reenergize sales.
Throughout 2021, due to ongoing economic and building occupancy impacts from the COVID-19 pandemic, we closedagain experienced a slowdown and continuing weakness in commercial sales as our New York, New York, Arlington, Virginiacustomers in the healthcare, education, and Rochester, Minnesotacommercial and offices, reduced full-time equivalent headcount by 51 percentindustrial sectors put lighting retrofit projects on hold or delayed order placements. We continue to monitor the impact of the COVID-19 pandemic on our customers, suppliers and significantly decreased operating expenses from 2016 levels (a net reduction of $8.4 million, which includes $1.8 million in offsetting restructuringlogistics providers, and impairment charges). As of December 31, 2017, we had effectively transitioned our sales force to an agency driven sales channel, expanding our sales coverageevaluate governmental actions being taken to respond to the entire U.S. through 6 geographic regions and 30 sales agents. As a result of this transition, we have substantially expanded from a primarily Midwest focus to build market presence and awareness in other regionsspread of the U.S. with significant demandvirus. Although the significance and duration of the ongoing impact on our customers and us is still uncertain, and the specific timing of business recovery from the impact of the COVID-19 pandemic is still difficult to predict, we remain optimistic that as the number of infected cases stabilizes or declines, facility capital budgets will start unfreezing, commercial building occupancy will rise, and our growth efforts will further impact our financial performance in a positive way.
We will remain agile as an organization to respond to potential includingor continuing weakness in the Northeast, Southeastmacroeconomic environment and California.

in the meantime seek to expand sales channels and enter new markets, such as the UVCD and consumer markets, that we believe will provide additional growth opportunities. We plan to achieve profitability through developing and launching new, innovative products, such as our EnFocusTM powerline control systems, our Redcap® emergency battery backup tubular LEDs, and our nUVo™ UVCD products, as well as executing on our multi-channel sales strategy that targets key verticals, such as government, healthcare, education and commercial and industrial, complemented by our marketing outreach campaigns and expanding channel partnerships. We also plan to continue to develop advanced lighting and lighting control applications built upon the EnFocusTM platform that aim to serve both consumer and commercial markets, and to refocus our UVCD product portfolio on high growth opportunities. In addition, we intend to continue to apply rigorous financial discipline in our organizational structure, decision-making, business processes and policies, strategic sourcing activities and supply chain practices to help accelerate our path towards profitability.
Our industry
Industry
We are committed to developingdevelop advanced LED technologylighting and controls retrofit technologies and UVCD product solutions that enable our customers to run their facilities and homes with greater energy efficiency, productivity and employeehuman wellness. We striveaim to be the lighting retrofitan LED and HCL technology solutions leader, and to help create healthier and safer environments, by providing high-quality, energy-efficient, “flicker-free”,“flicker-free,” long-lived LED lamps and mercury-free TLEDfixture products, as retrofit solutionsand lighting controls to replace existing linear fluorescent, lamp products in general purpose lighting applications andincandescent, HID lamps in low-bay and high bay lighting applications. fixtures, as well as offering innovative and impactful UVCD product solutions.
We believe these applications represent a dominantsignificant portion of the LED lighting market and energy savings potential for our targeted commercial, industrial and military maritimeMMM markets. We also believe that the UVCD market is a growing opportunity and that the focus on health, sanitation and air quality will remain even after the COVID-19 pandemic’s impact subsides.

TheLED lighting, and particularly LED retrofit of fluorescent and incandescent lights in existing buildings, represents a large and growing market. A 2020 report issued by the U.S. Department of Energy, Office of Energy Efficiency and Renewable Energy (“DOE”), entitled “Adoption of Light-Emitting Diodes in Common Lighting Applications,” reports that from 2016 to 2018, installations of LED products have increased in all applications, increasing LED penetration to 30% of all general illumination lighting. In 2019, Navigant Research published a report that concluded that LED lighting had at least matched conventional lighting technologies on a range of features, including energy efficiency, lifetime, versatility and color quality, while becoming increasingly cost competitive. This same 2019 report forecasts that installed penetration of LED lamps and luminaires will increase dramatically through 2035, reaching about 84%. The increasing demand for LED lighting is being driven by energy and cost savings, environmental considerations and human health.
Energy consumption can be reduced by over 50% by replacing fluorescent tubes with LED tubes and by another 20-30% (70% to over 80% in total) by utilizing smart lighting technologies, including dimmable TLEDs with ambient light and occupancy sensors. For this reason, building codes are increasingly requiring not only LEDs, but dimmable LEDs. Governments around the world are implementing regulations and standards that incentivize the use of LED lighting, both smart and conventional, to reduce energy consumption and, therefore, carbon dioxide emissions. Our new product research and development investments since 2019 have been focusing on advanced and smart lighting technologies to capitalize on these trends, and EnFocus™
5

Table of Contents

represents such a control platform that we aim to expand in terms of functionalities, applications and intelligence, going forward.
There is also a growing awareness of the effects of both visible and non-visible light on human health and well-being. Energy Focus has been a leading advocateleader in flicker-free technology and one of the solid-state lightingfirst to obtain Underwriters Laboratories (“SSL”UL®) revolution and has supported various studies forecastingcertification at less than 1% optical flicker. Flicker, which is the market penetrationmodulation of LEDs in general lighting applications since 2002. Based on the DOE’s research, the case for the transition to LED lighting technology solutions is compelling. The DOE published their “Energy Saving Forecast of Solid-State Lighting in General Illumination Applications” in September 2016 (“DOE Report”), outlining the future path for SSL. Currently, fluorescent lighting systems represent almost half of all lighting energy consumption across all U.S. markets, creating a significant energy savings opportunity for LED lighting. The DOE’s market


analysis assumes the market adoptionintensity of LED light at the frequency of the power supply, is well known to cause headaches, eye strain, fatigue, mood triggers and other health issues as well as interfering with electronic equipment such as barcode scanners. Energy Focus is continually evaluating additional HCL lighting will be drivenand control solutions inspired by improvements inemerging health and wellness benefits.
Smart, or connected, lighting is disrupting the LED product efficacy, priceindustry and technological improvements, including connected lighting.providing new opportunities for growth. The DOE Report defines connected lighting as an LEDLED-based lighting system with integrated sensors and controllers that are networked (either wired or wireless), enabling lighting products within the system to communicate with each other and transmit data. IfIn addition to enabling the DOE’s SSL Program Goal for LED efficacy forintensity and correlated color temperature (“CCT”) of lights to respond to ambient light, time of day and the U.S.activities of building occupants, connectivity enables building automation functions that extend well beyond lighting. The interference of blue light with human circadian rhythms is well known. This can be alleviated by circadian lighting, or controlled lighting that is able to change the intensity or CCT of the LEDs depending on the time of day in order to emulate natural light. Since lighting fixtures are metubiquitous throughout buildings, the lighting infrastructure is an ideal vehicle to retrofit these and accelerated consumer adoption ofother smart or connected lighting is achieved, the market penetration of LEDs is projectedcapabilities into existing buildings, and also to drive a 75 percent reduction in U.S. energy consumption, the equivalent to the energy consumed by 45 million U.S. homes, in 2035 alone.

design these capabilities into new construction. According to Market and Research, the DOE Report, the 75 percent reduction in energy will be driven largely by linear fixtures, including retrofit applications, and low and high bay product categories, principally in the commercial and industrial markets. The DOE Report further estimated the 2015 LED penetration rates in the U.S. for fixtures and low and high bay products was approximately three percent and six percent, respectively, increasing to penetration rates of 77 percent for fixtures and 86 percent for low and high bay products by 2035. The DOE Report further estimated commercial and industrial penetration rates between 8 and 12 percent in 2015, increasing to between 83 percent and 86 percent by 2035.

We estimate the 2017 North American commercial and industrial linear fixtures market, including retrofit applications, to be approximately $16.0 billion. While the overall revenue within linear fixtureglobal smart lighting market is forecastedestimated to declinegrow from $13.4 billion in 2020 and to $30.6 billion by 2025, at a 0.5 percent CAGR through 2026, LED lamps within this product category are forecast to increase at a 5.7 percent CAGR forcompound annual growth rate of 18%.
From the same time period. Within the commercial and industrial marketscustomer feedback we estimate the 2017 overall penetration rate for LED lamps to approximate 21 percent. The estimated penetration rates for healthcare and education markets, two markets that value our high quality, high efficacy and less than one percent flicker, are estimated to be 14 percent and 26 percent, respectively. As the efficiency and cost of LED lighting continue to improve,have been receiving, we believe that the overall smart lighting market adoption will accelerate,is still largely underdeveloped due to the cost and complexity for installations of related technologies today in the marketplace, representing significant potential for solutions that could meet customer needs and could also be affordable, easy to install and secure. Much of this interest and demand has been muted during 2020 and 2021 as a result of the COVID-19 pandemic, which we believe has primarily delayed, rather than reduced, our opportunity in the smart lighting marketplace. We believe our EnFocus™ lighting platform could effectively address the unmet needs for circadian and smart lighting, particularly for existing buildings that have limited economical options or IT expertise to implement otherwise complex lighting control systems.
Our UVCD technologies and products aim to provide effective, reliable and affordable UVCD solutions for buildings, facilities and homes. We are harnessing the power of high-dose ultraviolet-C (“UV-C”) light for air disinfection via various nUVo™ air disinfector consumer products. These products are designed to achieve upwards of 99.9% disinfection of airborne pathogens such as molds, bacteria and viruses, including influenza and coronaviruses.
While we believe the LED lighting and smart lighting market is large, growing and under-penetrated, it has also been characterized in commercialrecent years by intensifying competition, market leadership changes and industrial applicationsaggressive pricing tactics on differentiated products. Our strategy to overcome these challenges is to, first and foremost, develop advanced, impactful and customer-centric technologies and products. In addition, we focus on executing our multi-channel sales strategy and delivering educational campaigns combined with a growing sales representative network to drive effective and frequent communication with customers in order to better understand and serve their needs. By understanding the voice of the customer and by incorporating rapidly evolving technologies surrounding LED and smart lighting, we believe that we are well positionedwill continue to capitalize on this market opportunity.be able to develop solutions that better address customers’ needs with unique and novel product offerings, such as EnFocus™, our dimmable and tunable lighting and control platform, that deliver substantial value to our customers and accelerate LED and smart lighting adoptions.

Our products
Products
We design, develop, manufacture and market a wide variety of LED lighting technologies and UVCD products and solutions to serve our primary end user markets, including the following:
 
Commercial products to serve our targeted commercial markets:

RedCap® emergency battery backup TLEDs;
Direct-wire TLED replacementsEnFocus™ powerline lighting control platform including dimming (“DM”) and color tuning (“DCT”);
LED replacement fixtures, including replacement TLEDs for linear fluorescent lamps;lamps, downlights, and retrofit kits for low-bay, high-bay and office applications;
Commercial Intellitube® TLED replacement for linear fluorescent lamps;
Industrial grade LED fixturesDock lights; and panels for fluorescent replacement or HID replacement in low-bay
nUVo™Tower and high-bay applications;nUVo™ Traveler portable UVCD air disinfectors.
LED down-lights;
LED dock lights and wall-packs;
6

Table of Contents
LED vapor tight lighting fixtures; and
LED retrofit kits.

Military maritimeMMM LED lighting products to serve the U.S. Navy and allied foreign navies:

Military-grade Intellitube® retrofit TLED and the Invisitube™ ultra-low EMI TLED; and
Military Intellitube®;
MilitaryMilitary-grade fixtures, including LED globe lights;
Militarylights, berth lights; high-bay fixtures and LED retrofit kits.
Military fixtures.Our LED products are more energy-efficient than traditional lighting products, such as fluorescent, incandescent and HID lamps, and we believe they can improve the overall sustainability profile of our customers by providing financial, environmental and human health benefits, including achieving significant long-term energy and maintenance cost savings, reducing carbon emission, substantially reducing retrofit waste and enhancing the health and productivity of building occupants.

Our UVCD solutions aim to provide impactful and affordable disinfection products for businesses and homes to effectively reduce infection risks for a broad range of airborne pathogens, including, among others, influenza, coronaviruses and mold. In addition to being ozone-free, the products are designed to provide the appropriate dosage that effectively destroys airborne pathogens while also guarding against the risks of direct human exposure to UV-C rays through our patent-pending UV blocker technology. The nUVoTM products include enclosed, self-contained UV-C disinfection units that continuously inactivate viruses while reducing overall pathogen levels in the air.
The key features of our products are as follows:
Many of our products make use of proprietary or patented optical and electronics delivery systems that enable high efficiencies with superior lighting qualities, and proven records of extremely high product reliability.reliability;
Our products have exceptionally long life, and are backed bywith the majority of our TLED sales providing a 10-year warranty.warranty;
Our products have extremely low flicker. Optical flicker, or fluctuations in brightness over time, is largely invisible to the human eye, but has been proven to exert stress on the human brain, causing headaches and eye strain, which reduce occupant comfort and productivity. The Institute of Electrical and Electronics Engineers (“IEEE”) one of the world's largest technical professional society promoting the development and application of electrotechnology and allied sciences for the benefit of humanity, recommends optical flicker of five percent or less. Our 500D series TLED products are certified by Underwriters Laboratories (“UL®”) as “low optical flicker, less than 1%”.
ManyOur products have extremely low flicker, including our 500D series TLED products, which were the first in the lighting industry to be certified by UL® as “low optical flicker, less than 1%”;
Most of our products meet the lighting efficiency standards mandated by the Energy Independence and Security Act of 2007.2007;


ManyMost of our products qualify for federal and state tax and rebate incentives for commercial consumers available in certain states.states; and
We continueOur UVCD air disinfection products are designed to invest in connected lighting research and development activities and partnerships as we seek to develop new connected lighting LED solutions. The DOE Report estimated that asinactivate more than 99.9% of 2015 the penetration rates for any type of lighting controls to be 32 percent for commercial applications and six percent for industrial applications. Lighting controls, including dimming, sensor and daylighting technologies, can yield significant energy savings. The controllability of LED technology and the ability to integrate sensing, data processing and network interface hardware into our existing products will allow us to further differentiate our LED solutions and provide greater value to our customers.


airborne pathogens.
Our strengths and strategy
Our LED products are more energy-efficient than traditional lighting products, such as incandescent bulbs and fluorescent lamps, and we believe they can provide significant long-term energy and maintenance cost savings, reduce carbon emissions and improve the sustainability profile of our customers.
Our strengths,product development capabilities, which we believe provide a strategic competitive advantage, include the following:
aA long research, engineering, and market developmental history, with broad and intimate understanding of lighting technologies and LED lighting applications;
owningStrong and controllinglean team of experienced, cross-disciplinary engineers that forms the development, design, and constructionfoundation of our TLED products to ensure we provide industry-leading LED products that offer premium performance with respectengineering innovation and competency not only in lighting but also in electrical, electronics, optical, quality, efficacy, efficiencythermal, mechanical, communications, air flow and power factor;software technologies;
leading the industry in the development of ultra-low flicker TLEDs with less than one percent flicker
concentrationConcentration on developing and providing high-quality, price competitive TLEDLED lamps and the surrounding technologies to replace fluorescent and HID lamps and fixtures for commercial and residential markets;
providingProviding high quality and high performing LED and TLEDlighting products with a proven history of reliability;
Emphasis on proprietary and patent-pending technologies surrounding LED lighting and UVCD products; and
aA deep understanding of the adoption dynamics and decision-making process for LED lighting productsproduct applications in existing MMM, government, commercial and residential building markets.
Through our strengths,As we seek to achievedevelop new connected lighting LED solutions, we expect to continue our investments in smart, connected and HCL research and development, as well as channel partnerships. Lighting controls, including dimming, sensor and daylighting technologies, can yield significant energy savings and human health benefits. We believe that the following objectives:controllability of LED technology and our ability and plan to integrate more occupancy sensing and other controls into our existing products will allow us to further differentiate our LED solutions and provide greater non-energy benefits to our customers.

Sales and Marketing
to be a streamlinedOur innovative technologies and high-performing organization, focused on providing industry-leadinghigh-quality performance associated with LED lighting products with compelling, superiorrequire a continued focus on educating our channel partners as well as end-users regarding the benefits and unique value propositions that generate energy savings, reduce carbon emissions,of our technologies and improve health and well-beingproducts. Our primary target customers for our customers;
expand our market reach to further penetrate our target markets including healthcare, education, commercial, industrial and military maritime; and
sales growth to support sustainable and profitable financial performance.
Our strategy to achieve these objectives includes the following actions:

to utilize our patents and proprietary know-how to develop innovative LED lighting and controls systems are enterprise end-users, as well as contractors or ESCOs that could incorporate our products into their projects. We also sell through lighting agencies that are differentiated by their quality, efficiency, reliability, adaptabilityrepresent our products as a complement to our direct sales effort. We have in-house commercial sales personnel and cost of ownership;
invest in product development resources and partnershipsnumerous sales agencies representing Energy Focus products. We aim to develop and execute a strategic product pipeline for profitable and compelling energy-efficient LED lighting products;
continue to expand our market presence through a network of trusted relationships with key sales agents throughout the United States in order to increase awareness and knowledgecoverage of our technology, product offeringsin-house sales team, which now covers regions in the Midwest, Northeast, South, Southeast and value proposition withinSouthwest, to eventually cover all geographic regions across the
7

Table of Contents

United States. Our MMM sales strategy leverages our targeted markets;
maintain cost control discipline without sacrificing either new product pipeline or potential long-term revenue growth;brand and
continue our efforts to reduce product cost past performance and drive further operating efficiencies.

Sales and marketing
Historicallyfocuses on education about our products were sold through a direct sales model, which included a combinationas well as ease of direct sales employees, electrical and lighting contractors, and distributors. The 2017 restructuring initiative included the transition to an agency driven sales channel strategy in order to expand our market presence throughout the U.S. As of December 31, 2017, we had effectively transitioned our sales force to an agency driven sales channel, expanding our sales coverage to the entire U.S. through six geographic regions and 30 sales agents. As a result of this transition, we have substantially expanded from a primarily Midwest


focus to build market presence and awareness in other regions of the U.S. with significant demand potential, including the Northeast, Southeast and California.

Targeted vertical marketsprocurement.
We focus on marketsindustry verticals where the economic and non-economic benefits such as health and safety, as well as technical specifications, of our high-quality lighting product offerings are most compelling. Our LED and UVCD lighting products fall into two separate applications,broad market categories, commercial markets, focusedwhich tend to focus on quality, efficacy, total cost of ownership and return on investment, and military maritime markets, requiring higherMMM which require more rigorous military specifications for durability and dependability. We also entered consumer markets during fiscal year 2021, selling directly via e-commerce with digital marketing strategies that profile our UVCD technologies and products that aim to deliver effective and impactful disinfection for homes and small businesses. We expect that our multi-channel sales strategy will continue to evolve and expand in the future.
With the introduction of our militarymilitary-grade Intellitube® product in 2011, our results had been driven by ourwhich replaced two-foot fluorescent lamps on U.S. Navy ships, military maritime market, accounting for approximately 78 percentsales have represented the majority of our net sales for the year-ended December 31, 2015. The military maritime competitive landscape changedoverall sales. Since our management change in late 2016 and we are no longer the only qualified TLED provider for the U.S. Navy. Additionally, we believe that the military maritime market for our military Intellitube® product is limited as we estimate that 50 percent of the Navy’s potentially replaceable fluorescent tubes had been retrofitted with our military Intellitube® product through December 31, 2017. Accordingly, for the years ended December 31, 2017 and 2016 our military maritime market accounted for 23 percent and 52 percent of our net sales, respectively. We continue to diversify our military maritime business through the development of LED fixtures, globe and berth lights and our continued efforts to expand sales beyond the U.S. Navy into foreign navies, the military sealift command, U.S. Coast Guard, commercial shipping companies, and military bases.
In light of the changing military maritime market, over the past three yearsApril 2019, we have been focusedfocusing on improving the design of our MMM products to significantly reduce product costs while maintaining the required performance. Such efforts allowed us to win bids and proposals that helped grow our MMM sales during 2020, offsetting some of the weakness being experienced in our commercial business due to the impact of the COVID-19 pandemic. Despite military funding holds throughout 2021, we continued to win bids and proposals, which contributed to our MMM sales during the year, though at levels lower than 2020. While we continue to aggressively pursue growth on the commercial side of our business due to its much larger potential and size, the MMM business does offer us the opportunity for continued sales, in addition to validating our product quality and strengthening our brand trust in the marketplace.
We launched our first commercial LED lighting products in 2010. Since then, we have been building and expanding our commercial and industrial market presence where the economic and non-energy benefits and technical specifications of our high-quality lighting product offerings are compelling, particularly for mission-critical facilities in the enterprise verticals such as the healthcare, eldercare, education and the commercial and industrial verticals.space. For example: 

Given the 24/7 lighting requirements of hospital systems, we believe that our LED solutions offer the proven quality, performance, long lifetime, return on investment and low flicker lightning that is particularly attractive to this target market. Since 2015, we have been the trustedprimary LED lighting supplier and partner for a major northeast Ohio hospital system and, as a result of our continued success, we have been able to leverage this relationship to introduce our lighting solutions and value proposition to an increasing number ofexpand into more hospital systems. We further believe thatsystems across the strength of our agency relationships will allow us to further penetrate this market on a regional basis. As of December 31, 2017, we estimate that the LED penetration rate within the healthcare market is approximately 14 percent.country.
As we advocate for the benefits of low flickerlow-flicker LED lighting in schools, both in terms of energy-efficiency and in creating a healthy and effective learning environment, we continue to receive orders to retrofit local school districts, colleges and universities. Again, we believe that our relationships with our sales agents will allow us to further build awareness of the benefits of low flicker LED lighting, helping us to drive further penetration in this market. As of December 31, 2017, we estimate that the LED penetration rate within the education market is approximately 26 percent.

Low and high bay applications are generally used in commercial and industrial markets to provide light to large open areas like big-box retail stores, warehouses and manufacturing facilities. In the past few years, technological and cost improvements have allowed LED low and high bay applications to be more competitive against traditional low and high bay applications.applications with fluorescent or metal halide light sources. In the industrial market in particular, due to the usage of HIDmetal halide lighting, the energy and maintenance savings that can be achieved by switching to our LED products could be substantial, and we believe we have attractive product offerings in this space.

In addition to our direct and indirect sales force, we have also launched our own e-commerce websites to target both commercial customers and retail consumers, while also offering financing options for customers. We believe that our renewed and continuing focus on multi-disciplinary technology innovation and engineering designs to both expand product features and benefits, while lowering product costs of ownership, will continue to enhance the overall competitiveness of our LED lighting and UVCD products and provide us with the strategic advantage and flexibility to expand our distribution channels.
Concentration of salesSales
Consistent with our efforts to diversify our customer base, threeIn 2021, two customers accounted for 48.4 percent,43% of net sales, in 2017, comparedwith sales to two customersour primary distributor for the U.S. Navy accounting for 47.4 percentapproximately 30% of net sales, in 2016. In 2017,and sales to a regional commercial lighting retrofit company accounting for approximately 13% of net sales. When sales to our commercialprimary distributor for the U.S. Navy are combined with sales accountedto shipbuilders for 76.7 percentthe U.S. Navy, total net sales of products for the U.S. Navy comprised approximately 38% of net sales while sales of our military maritime productsfor the same period.
In 2020, two customers accounted for 23.3 percent. In 2017, two commercial customers, a major northeastern Ohio hospital system and a large regional retrofit company accounted for 18.3 percent, and 12.8 percent62% of net sales, respectively, whilewith sales to distributors toour primary distributor for the U.S. Navy represented 22.0 percentaccounting for approximately 49% of net sales, and sales to a regional commercial lighting retrofit company accounting for approximately 12% of net sales. No other customers accountedWhen sales to our primary distributor for more than 10 percent of ourthe U.S. Navy are combined with sales to shipbuilders for the U.S. Navy, total net sales in 2017.of products for the U.S. Navy comprised approximately 53% of net sales for the same period.

8

Table of Contents

Competition
 
Our LED lighting products compete against a variety of lighting products, including conventional light sources such as compact fluorescent lamps and HID lamps, as well as other TLEDs and full fixture LED lighting products. Our ability to compete depends substantially upon the superior performance, incremental benefits and lower total cost of ownership of our products. Principal competitors in our markets include large lamp manufacturers and lighting fixture companies based in the U.S.,United States, as well as TLED


and LED replacement fixture manufacturers mostly based in Asia, whose financial resources may substantially exceed ours and whose cost structure as a percentage of sales may be well below ours. These competitors may introduce new or improved products that may reduce or eliminate some of the competitive advantage of our products.products and may have substantially lower pricing. We anticipate that the competition for our products will also come from new technologies that offer increased energy efficiency, lower initial costs, lower maintenance costs, and/or advanced features. We compete with LED systems produced by large lighting companies such as PhilipsSignify Lighting, CREE, Osram Sylvania and GE Lighting, as well as smaller manufacturers or distributors such as LED Smart, Revolution Lighting Technologies, and Orion Energy Systems.Systems, Green Creative and Keystone Technologies. Some of these competitors offer products with performance characteristics similar to those of our products.
For our nUVoTM UVCD air disinfector products, we expectto compete largely with air purifier brands in the market today, such as Dyson, Molekule, Puro, Novaerus and RxAir. We believe that our proprietary and patent-pending product designs, as well as lower total lifecycle operating costs, in our UVCD products will enable our products to be more powerful and effective in inactivating virus in a more timely and energy efficient manner.
Manufacturing and suppliers

Suppliers
We produce our lighting products and systems through a combination of internal manufacturing and assembly at our Solon, Ohio facility, and sourced finished goods, manufactured to our specifications. Our internal lighting system manufacturing consists primarily of final assembly, testing, and quality control. We have worked with several vendors to design custom components to meet our specific needs. Our quality assurance program provides for testing of all sub-assemblies at key stages in the assembly process, as well as testing of finished products produced both internally and sourced through third parties.

Additionally, we are 9001-2015 ISO certified.
Manufacturing costs are managed through the balance of internal production and an outsourced production model for certain parts and components, as well as finished goods in specific product lines, to a small number of vendors in various locations throughout the world, primarily in the United States, Malaysia, Taiwan, and China. In some cases, we rely upon a single supplier to source certain components, sub-assemblies, or finished goods. We continually attempt to improve our global supply chain practices to satisfy client demands in terms of quality and volumes, while controlling our costs and achieving targeted gross margins.margins, and this includes the evaluation of additional outsourcing or further insourcing of internal production where cost, quality and performance can be maintained or improved. A 2021 DOE report entitled, “2020 LED Manufacturing Supply Chain”, indicated that most of the world’s LED lamp production and a significant portion of LED luminaire manufacturing takes place in China with virtually no LED lamp manufacturing taking place in the United States today.

Our supplier concentration is heavily focused within Asia. As a result of the macroeconomic impacts of the COVID-19 pandemic, throughout 2021, we experienced global supply chain and logistics constraints, which impacted our inventory purchasing strategy, leading to a buildup of inventory and inventory components, as well as increased transportation costs, in an effort to manage both shortages of available components and longer lead times in obtaining components.
One offshore supplier accounted for approximately 29% of our total expenditures for the twelve months ended December 31, 2021. At December 31, 2021, this same offshore supplier accounted for approximately 60% of our trade accounts payable balance.
One offshore supplier and one domestic supplier accounted for approximately 21% and 12%, respectively, of our total expenditures for the twelve months ended December 31, 2020. At December 31, 2020, this same offshore supplier accounted for approximately 44% of our trade accounts payable balance.
Product development
Development 
Product development ishas been a key area of operating focus and competitive differentiation for us and we are dedicated toin designing and developing industry leading LED lighting and UVCD products. Gross product development expenses for the years ended December 31, 2017, 2016,2021 and 20152020 were $2.9 million, $3.6$1.9 million and $3.0$1.4 million, respectively. We believe that our customer-centric product development efforts represent a better leverage on our R&D investments and aim to continue to focus on developmental projects that could produce more impactful and differentiated products and solutions in a more timely manner for faster customer adoption.
9

Table of Contents

Intellectual property
Property
We have a policy of seeking to protect our intellectual property through patents, license agreements, trademark registrations, confidential disclosure agreements, and trade secrets as management deems appropriate. We have approximately 10Certain of our patents that we considerare key to our current product lines. Additionally, we have various pending United StatesU.S. patent applications, and various pending Patent Cooperation Treaty patent applications filed with the World Intellectual Property Organization that serve as the basis for national patent filings in countries of interest. Our issued patents expire at various times through July 2032.May 2040. Generally, the term of patent protection is twenty years from the earliest effective filing date of the patent application. There can be no assurance; however, that our issued patents are valid or that any patents applied for will be issued, and that our competitors or clients will not copy aspects of our lighting systems or obtain information that we regard as proprietary. There can also be no assurance that others will not independently develop products similar to ours. The laws of some foreign countries in which we manufacture, sell or may sell our products do not protect proprietary rights to products to the same extent as the laws of the United States.
Insurance
All of our properties and equipment are covered by insurance and we believe that such insurance is adequate. In addition, we maintain general liability, product recall and workers’ compensation insurance in amounts we believe to be consistent with our risk of loss and industry practice.
Regulatory Compliance
EmployeesWe derive a significant portion of our revenues from direct and indirect sales to U.S., state, local and foreign governments and their respective agencies. Contracts with government customers are subject to various procurement laws and regulations, business prerequisites to qualify for such contracts, accounting procedures, intellectual property processes, and contract provisions relating to their formation, administration and performance, which may provide for various rights and remedies in favor of the governments that are not typically applicable to or found in commercial contracts.
In addition, although not legally required to do so, we strive to obtain certification for substantially all our products. In the United States, we seek certification on substantially all of our products from UL®, Intertek Testing Services (“ETL®”), or DesignLights Consortium (“DLC™”). Where appropriate in jurisdictions outside the United States, we seek to obtain other similar national or regional certifications for our products. Although we believe that our broad knowledge and experience with electrical codes and safety standards have facilitated certification approvals, we cannot ensure that we will be able to obtain any such certifications for our new products or that, if certification standards are amended, we will be able to maintain such certifications for our existing products.
Human Capital
At December 31, 2017,2021, we had 7458 full-time employees, sevenall of whom were located in Taiwan and 67based in the United States.States, and no part-time employees. We also had four temporary contractors at December 31, 2021. None of our employees or contractors are subject to collective bargaining agreements.agreements and we consider our relationship with our employees to be good. We encourage and support the growth and development of our employees. Continual learning and career development is advanced through ongoing performance and development conversations with employees and reimbursement is available to employees for seminars, conferences, formal education, and other training events employees attend in connection with their job duties.
Our core values of accountability, trust, extraordinariness, fun, openness, integrity and kindness underscore everything we do and drive our day-to-day interactions. The safety, health and wellness of our employees is a top priority. The COVID-19 pandemic has presented a unique challenge with regard to maintaining employee safety while continuing successful operations. Through teamwork and the adaptability of our management and staff, we have been able to transition some of our corporate office employees to effectively working from remote locations on a full-time basis, with others working both remotely and in the office on a hybrid basis, and also to ensure a safely-distanced working environment for employees who remain in our facility.
Our human capital resources objectives include, as applicable, identifying, recruiting, retaining, incentivizing and integrating our current and future employees. The principal purposes of our annual bonus plan and equity incentive plan are to attract, retain and motivate employees through the granting of long-term incentive compensation awards.
10

Table of Contents

Business segments
Segments
We currently operate in a single business segment that includes the marketing and sale of commercial and military maritimeMMM lighting products and controls and UVCD products. Please refer to Note 4, “Discontinued Operations” and Note 12, “Product and Geographic Information,” included in Item 8, “Financial Statements and Supplementary Data,” of this Annual Report, for additional information.

Available Information

Available information
Our principal executive offices are located at 32000 Aurora Road, Suite B, Solon, Ohio 44139. Our telephone number is 440.715.1300. Our website address is located at www.energyfocus.com. We are providing the address to our website solely for the information of investors. The information on our website is not a part of, nor is it incorporated by reference into this Annual Report. Through our website, we make available, free of charge, on or through our website, our annual proxy statement, annual reports on Form 10-K, quarterly andreports on Form 10-Q, current reports as well as anyon Form 8-K and amendments to those reports filed or furnished pursuant to Section 13(a) or 15(d) of the Securities Exchange Act of 1934, as amended, or the Exchange Act, as soon as reasonably practicable after we electronically filingfile such reportsmaterial with, or furnish them to, the Securities and Exchange Commission. Information contained on ourCommission, or the SEC. The SEC maintains a website is not partthat contains these reports at www.sec.gov.
11

Table of this Annual Report.
Contents



ITEM 1A. RISK FACTORS
Risks Associated with Our Business
Risks associatedThe COVID-19 pandemic could continue to have an adverse effect on our business.
The COVID-19 pandemic continues to have an unprecedented impact on the U.S. economy as federal, state and local governments react to this public health crisis, which continues to create significant uncertainties. These uncertainties include, but are not limited to, the adverse effect of the pandemic on the economy, our supply chain partners, transportation and logistics providers, our employees and customers. As the pandemic continues and infection rates oscillate with new variants, fear about becoming ill with the virus and recommendations or mandates from federal, state and local authorities to avoid large gatherings of people or self-quarantine may recur or continue to increase, which has already affected, and may continue to affect our supply chain, as well as our customer base. Continued impacts of the pandemic could materially adversely affect our near-term and long-term revenues, earnings, liquidity and cash flows, and may require significant actions in response, including, but not limited to, employee furloughs, workforce reductions, plant or other operational shut-downs, expense reductions or discounting of pricing of our products, all in an effort to mitigate such impacts. The extent of the ongoing impact of the pandemic on our business and financial results will depend largely on future developments, including the duration of the spread of the outbreak within the United States, including new variants, the timing and success of vaccine programs, the impact on capital and financial markets and the related impact on consumer confidence and spending, all of which are highly uncertain and cannot be predicted. This situation is changing rapidly, and additional impacts may arise that we are not aware of currently.
We depend on our executive leadership, management and key employees. Our lead independent director is currently serving as Interim Chief Executive Officer while we search for a new Chief Executive Officer. Delays or other challenges in identifying, attracting and retaining a new Chief Executive Officer could adversely impact our business.
In January 2022, our lead independent director assumed the title of Interim Chief Executive Officer, replacing our former Chief Executive Officer, while a search is conducted for a new long-term Chief Executive Officer. It is very important that we are able to attract and retain a highly skilled Chief Executive Officer, in order to execute on the opportunities available to us. Competition for qualified executives can be intense, and there are a limited number of people with the requisite knowledge and experience. Under these conditions, we could be delayed in or otherwise unable to recruit and retain the right leader for our organization. If we cannot attract and retain a qualified Chief Executive Officer, or fail to do so in a timely manner, it could have a material adverse impact on our operating results and stock price.

If we are unable to attract or retain qualified personnel, our business and product development efforts could be harmed.
We are highly dependent on our senior management and other key personnel due to our very lean organizational structure. Our future success will depend on our ability to attract, retain, develop and motivate qualified executive, technical, sales, marketing, operating, financial and management personnel, for whom competition is very intense. As we attempt to rapidly grow our business, it could be especially difficult to attract, retain and adequately compensate qualified personnel, especially in light of our lean cost structure and the tightening of the labor market due to the effects of the COVID-19 pandemic, which has led to increased competition for employees. The loss of, or failure to attract, hire, and retain any such persons could delay product development cycles, disrupt our operations, increase our costs, or otherwise harm our business or results of operations. We also do not maintain “key person” insurance policies on any of our officers or our other employees, nor have employment contracts.
We rely on equity and debt financing to operate our business and will require additional financing in the near term, which we may not be able to raise on favorable terms or at all, and our failure to obtain funding when needed may force us to delay, scale back or eliminate our business plan or even discontinue or curtail our operations.
For the year ended December 31, 2021, we reported a net loss of $7.9 million and are dependent upon the availability of financing in order to continue our business.
In December 2021, we completed the December 2021 Private Placement with certain institutional investors for the sale of 1,193,185 shares of our common stock at a purchase price of $3.52 per share. We also sold to the same institutional investors the December 2021 Warrants, consisting of, (i) Pre-Funded Warrants to purchase 85,228 shares of common stock at an exercise price of $0.0001 per share and (ii) additional warrants to purchase up to an aggregate of 1,278,413 shares of common stock at an exercise price of $3.52 per share. Net proceeds from the December 2021 Private Placement were approximately $4.0 million.
12

Table of Contents

At December 31, 2021, December 2021 Warrants to purchase an aggregate of 1,363,641 shares remain outstanding with a weighted average exercise price of $3.30 per share. None of the December 2021 Warrants were exercised as of December 31, 2021. In January 2022, all of the Pre-Funded Warrants were exercised. The exercise of the remaining December 2021 Warrants outstanding could provide us with cash proceeds of up to $4.5 million in the aggregate.
In June 2021, we completed the June 2021 Equity Offering, in which we issued and sold 990,100 shares of our common stock to certain institutional investors, at a purchase price of $5.05 per share. Net proceeds to us from the June 2021 Equity Offering were approximately $4.5 million.
On August 11, 2020, we entered into revolving lines of credit with Crossroads Financial Group, LLC (the “Inventory Facility”) and Factors Southwest L.L.C. (d/b/a FSW Funding) (the “Receivables Facility” and, together with the Inventory Facility, the “Credit Facilities”). The Receivables Facility capacity is $2.5 million, and the Inventory Facility capacity was increased (from $3.0 million) to $3.5 million in April 2021. As of December 31, 2021, we had cash of approximately $2.7 million and had debt balances of $1.2 million and $1.0 million under the Inventory Facility and the Receivables Facility, respectively. In addition, our accounts receivable balance was $1.2 million and our gross inventory balance was $10.9 million on December 31, 2021. As of February 28, 2022, our cash was approximately $0.3 million and our total outstanding net balance under the Credit Facilities was approximately $1.6 million in the aggregate. Also, our accounts receivable balance was $0.7 million and our gross inventory balance was $10.6 million on February 28, 2022. Our ability to draw on the Receivables Facility is limited based on the amount of eligible accounts receivable, and our ability to draw on the Inventory Facility is limited based on the value of our eligible inventory. The repayment of outstanding advances and interest under the Credit Facilities may be accelerated upon an event of default, including, but not limited to, failure to make timely payments or breach of any terms set forth in the loan agreements. The Credit Facilities are secured by our assets and are subject to customary affirmative and negative operating covenants and defaults, restricting indebtedness, liens, corporate transactions, dividends, and affiliate transactions, among others. The maturity date of the Credit Facilities is August 11, 2022. There can be no assurance that this facility will be renewed or replaced on commercially reasonable terms or at all.
Even with access to borrowings under the Credit Facilities, we may not generate sufficient cash flows from our operations or be able to borrow sufficient funds to sustain our operations. As such, we will likely need additional external financing during 2022 and will continue to review and pursue external funding sources including, but not limited to, the following:
obtaining financing from traditional or non-traditional investment capital organizations or individuals;
obtaining funding from the sale of our common stock or other equity or debt instruments; and
obtaining debt financing with lending terms that more closely match our business model and capital needs.
There can be no assurance that we will obtain funding on acceptable terms, in a timely fashion, or at all. Obtaining additional financing contains risks, including:
additional equity financing may not be available to us on satisfactory terms and any equity we are able to issue could lead to dilution for current stockholders and have rights, preferences and privileges senior to our common stock;
loans or other debt instruments may have terms or conditions, such as interest rates, restrictive covenants and control or revocation provisions, which are not acceptable to management or our board of directors (the “Board of Directors”); and
the current environment in the capital markets combined with our businesscapital constraints may prevent us from being able to obtain adequate debt financing.
Additionally, if we are unable to find a permanent Chief Executive Officer, it may be more difficult to obtain additional financing on satisfactory terms or at all. If we fail to obtain the required additional financing to sustain our business before we are able to produce levels of revenue to meet our financial needs, we will need to delay, scale back or eliminate our business plan and further reduce our operating costs and headcount, each of which would have a material adverse effect on our business, future prospects, and financial condition. A lack of additional financing could also result in our inability to continue as a going concern and force us to sell certain assets or discontinue or curtail our operations and, as a result, investors in the Company could lose their entire investment.
Our independent registered public accounting firm’s opinion on our audited financial statements for the fiscal year ended December 31, 2021, included in this Annual Report, contains a modification relating to our ability to continue as a going concern.
Our independent registered public accounting firm’s opinion on our audited financial statements for the year ended December 31, 2021 includes a modification stating that our losses and negative cash flows from operations and uncertainty in generating sufficient cash to meet our obligations and sustain our operations raise substantial doubt about our ability to continue as a going concern. In addition, Note 3 “Restructuring”, to our financial statements included in Part II, Item 8 “Financial
13

Table of Contents

Statements and Supplementary Data,” of this Annual Report includes disclosure describing the existence of conditions that raise substantial doubt about our ability to continue as a going concern for a reasonable period of time.
While we continue to pursue funding sources and transactions that could raise capital, there can be no assurances that we will be successful in these efforts or will be able to resolve our liquidity issues or eliminate our operating losses. If we are unable to generate enough cash or obtain sufficient additional funding, we would need to scale back or significantly adjust our business plan, further reduce our operating costs and headcount, or discontinue or curtail our operations. Accordingly, our business, prospects, financial condition and results of operations could be materially and adversely affected, and we may be unable to continue as a going concern. If we are unable to continue as a going concern, we may have to liquidate our assets and may receive less than the value at which those assets are carried on our audited consolidated financial statements, and it is likely that investors will lose all or a part of their investment. Our financial statements do not include any adjustments that might result from the outcome of this uncertainty.
We have a history of operating losses and maywill incur losses in the future.
future as we continue our efforts to grow sales and streamline our operations at a profitable level.
We have incurred substantial losses in the past and reported net losses from continuing operations of $11.3$7.9 million and $16.9$6.0 million for the years ended December 31, 20172021 and 2016.2020, respectively. As of December 31, 2017,2021, we had cash and cash equivalents of approximately $10.8 million and an accumulated deficit of $108.2 million.

$138.7 million and cash of approximately $2.7 million, compared to an accumulated deficit of $130.9 million and cash of approximately $1.8 million as of December 31, 2020.
In order for us to operate our business profitably, we need to continue to expandgrow our market presence to further penetrate our targeted vertical markets,sales, maintain cost control discipline without sacrificing eitherwhile balancing development of our new product pipeline orand potential long-term revenue growth, continue our efforts to reduce product cost, drive further operating efficiencies and develop and execute a strategic product pipeline for profitable and compelling energy-efficient LED lighting and control and UVCD products. There is a risk that our strategy to return to profitability may not be as successful as we envision. Ifenvision, or occur as quickly as we expect. We might require additional financing in the near-term and, if our operations do not achieve, or we experience an unanticipated delay in achieving, our intended level and pace of profitability, we will continue to need additional funding, none of which may require additional funding.

We may require additional financing, and we may not be able to raise fundsavailable on favorable terms or at all.all and could require us to sell certain assets or discontinue or curtail our operations.

As of December 31, 2017, we had cash and cash equivalents of approximately $10.8 million, and for the year ended December 31, 2017, we reported a net loss from continuing operations of $11.3 million. During the quarter ended September 30, 2015, we raised approximately $23.6 million from a follow-on offering of 1,500,000 shares of common stock. The proceeds from that offering will continue to provide funding for the near-term, however, there is a risk that we will require additional external financing if our business does not generate adequate cash flow or if our business plans change or require more investment than we currently anticipate.

In addition, we terminated our revolving credit facility effective December 31, 2015 and do not have current plans to enter into a replacement facility.

If we require additional financing, we will evaluate all available external funding sources, but there can be no assurance that we will obtain funding on acceptable terms, in a timely fashion, or at all. Obtaining additional financing contains risks, including:

additional equity financing may not be available to us on satisfactory terms and any equityWhile we are ableattempting to issue could lead to dilution for current stockholders;
loans or other debt instruments maydiversify our customer base, we have terms and/or conditions, such as interest rate, restrictive covenants and control or revocation provisions, which are not acceptable to management or our Board of Directors; and
the current environment in capital markets combined with our capital constraints may prevent us from being able to obtain adequate debt financing.

If we fail to obtain required additional financing to grow our business, we would need to delay or scale back our business plan, further reduce our operating costs, or reduce our headcount, each of which would have a material adverse effect on our business, future prospects, and financial condition.

We derivehistorically derived a significant portion of our revenue from a few customers, and the loss of one of these customers, or a reduction in their demand for our products, could adversely affect our business, financial condition, results of operations, and prospects.
Historically our customer base has been highly concentrated and one or a few customers have represented a substantial portion of our net sales. In 2017,2021, two commercial customers a major northeastern Ohio hospital system and a large regional retrofit company accounted for 18.3 percent, and 12.8 percent43% of net sales, respectively, whilesales. Total sales to distributorsour primary distributor to the U.S. Navy and a primary shipbuilder for the U.S. Navy represented 22.0 percent38% of net sales in 2021. In 2020, two customers accounted for 62% of net sales. Total sales to our primary distributor to the U.S. Navy, and a primary shipbuilder for the U.S. Navy represented 53% of net sales in 2020.
We generally do not have long-term contracts with our customers that commit them to purchase any minimum amount of our products or require them to continue to do business with us. We could lose business from any one of our significant customercustomers for a variety of reasons, many of which are outside of our control, including the impact of the COVID-19 pandemic, changes in levels of government funding and rebate programs, our inability to comply with government contracting laws and regulations, changes in customers’ procurement strategies or their lighting retrofit plans, changes in product specifications, additional competitors entering particular markets, our failure to keep pace with technological advances and cost reductions, and damage to our professional reputation, among others.

We are attempting to expand and diversify our customer base reducingand reduce the dependence on one or a few customers, through the implementationaddition of sales representatives and other potential marketing partnerships and our agency drivendirect-to-customer sales channel strategy. Althoughstrategy, as of December 31, 2017, we had effectively


transitioned our sales force to an agency driven sales channel,well as expanding our sales coverage toconsumer-focused product offerings, including our focus on the entire U.S. through six geographic regions and 30 sales agents, our efforts to expand our customer base are generally in the early stages, andUVCD-space, but we cannot provide any assurance wethat our efforts will be successful. We anticipate that a limited number of customers could continue to comprise a substantial portion of our revenue for the foreseeable future. If we continue to do business with our significant customers, our concentration can cause variability in our results because we cannot control the timing or amounts of their purchases. If aA significant customer ceasescould cease to do or drastically reducesreduce its business with us these events can occur with little or no notice, andwhich could adversely affect our results of operations and cash flows in particular periods.

Historically, we have experienced long sales-cycles, as well as slow ramp-up by new customers to purchase large amounts of LED products from us. Given the fiercely competitive lighting market in which we operate, we are constantly trying to balance pricing with the quality-premium our products command both in brand reputation and performance. As a result, adding new
14

Table of Contents

customers could generally be a slow process, and increasing new customers’ sales to more significant levels usually takes a long period of time. As we continue to develop more customer-centric new products such as EnFocus™ and nUVo™, we hope to both add new customers more quickly and have our customers scale their purchasing levels more quickly. Our inabilityUVCD portfolio of products also expands our traditional government and commercial markets to diversifyinclude the consumer market, increasing the scope and expense of our marketing efforts. However, there is no guarantee of faster customer baseacceptance or performance of these new products or any other that has been or is being developed.
If critical components and finished products that we currently research and develop with and purchase from a small number of third-party development partners and suppliers become unavailable or increase in price, or if our development partners, suppliers or delivery channels fail to meet our requirements for quality, quantity, and timeliness, our revenue and reputation in the marketplace could adversely impactbe harmed, which would damage our business.
In an effort to reduce research and development and manufacturing costs, we have outsourced the research, development and production of certain parts and components, as well as finished goods in our product lines, to a small number of vendors in various locations throughout the world, primarily in the United States, Malaysia, Taiwan and China. We generally purchase these sole or limited source items with purchase orders, and we have limited guaranteed supply arrangements with such suppliers. While we believe alternative sources for these components and products are available, we have selected these particular suppliers based on their ability to provide quality products at a cost-effective price, to meet our specifications, and to deliver within scheduled time frames. We do not control the time and resources that these suppliers devote to our business, and operating results,we cannot be sure that these suppliers will perform their obligations to us. If our ability to manage third-party product development efforts are unsuccessful or our suppliers fail to perform their obligations in a timely manner or at satisfactory quality levels, we may suffer lost or delayed sales, increased costs of goods sold, reductions in revenue or margin, and expandingdamage to new target markets may open us up to additional risks and challenges.

Our efforts to penetrate additional markets are generallyour reputation in the early stages, and we cannot provide any assurance we willmarket, all of which would adversely affect our business. As demand for our products fluctuates, which fluctuations can be successful. Our initial sales cycle is long, generally sixhard to twelve months or more, and each targeted market may require us to develop different expertise and sales, supply, or distribution channels. We may dedicate significant resources to a targeted customer or industry before we achieve meaningful results or are able to effectively evaluate our success. As we target new customers and industries, we will also face different technological, pricing, supply, regulatory and competitive challenges thatpredict, we may not need a sustained level of inventory, which may cause financial hardship for our suppliers or they may need to divert production capacity elsewhere. In the past, we have experience with, orhad to purchase quantities of certain components that are critical to our product manufacturing and were in excess of our estimated near-term requirements as a result of supplier delivery constraints and concerns over component availability, and we may evolve more rapidly than we can address.need to do so in the future. As a result, our effortswe have had, and may need to expandcontinue, to new marketsdevote additional working capital to support a large amount of component and raw material inventory that may not succeed,be used over a reasonable period to produce saleable products, and we may divert management resources frombe required to increase our existingexcess and obsolete inventory reserves to provide for these excess quantities, particularly if demand for our products does not meet our expectations.
We may be vulnerable to unanticipated product development delays, price increases and payment term changes. Significant increases in the prices of sourced components and products and shipping costs, could cause our product prices to increase, which may reduce demand for our products or make us more susceptible to competition. Furthermore, in the event that we are unable to pass along increases in operating costs to our customers, margins and profitability may be adversely affected. Accordingly, the loss of all or one of these suppliers could have a material adverse effect on our operations until such time as an alternative supplier could be found.
Additionally, consolidation in the lighting industry could result in one or more current suppliers being acquired by a competitor, rendering us unable to continue purchasing key components and products at competitive prices.
We also may be subject to various import duties and tariffs applicable to materials manufactured in foreign countries and may require significant financial commitmentsbe affected by various other import and export restrictions, as well as other considerations or developments impacting upon international trade, including economic or political instability, tariffs, shipping delays and product quotas. These international trade factors will, under certain circumstances, have an impact on the cost of components, which will have an impact on the cost to unproven areasus of the manufactured product and the wholesale and retail prices of our business, allproducts.
We rely on arrangements with independent shipping companies for the delivery of whichour products from vendors abroad. The failure or inability of these shipping companies to deliver products or the unavailability of shipping or port services, even temporarily, could have a material adverse effect on our business. We may harm our financial performance.also be adversely affected by an increase in freight surcharges due to global logistics capacity constraints, rising fuel costs and added security costs.
15

Table of Contents

If we are unable to implement plans to increase sales and control expenses to manage future growth effectively, our profitability goals and liquidity couldwill be adversely affected.

Our ability to achieve our desired growth depends on the adoption of LEDshigh quality LED lighting and controls within the general lighting market, the adoption of our UVCD products within the healthy home and workspace markets, and our ability to affect and adapt to this ratethese rates of adoption. The pace of continued growth in this marketthese markets is uncertain, and in order to grow our sales, we may need to:

manage organizational complexity and ensure effective and timely communication;
expand the skills and capabilities of our current management, team;engineering and sales teams;
add experienced senior level managers;
attract, retain and retainadequately compensate qualified employees;
adequately maintain and adjust the operational and financial controls that support our business;
expand research and development, sales and marketing, technical support, distribution capabilities, manufacturing planning or administrative functions and administrative functions;capabilities;
maintain or establish additional manufacturing facilities and equipment, as well as secure sufficient third-party manufacturing resources, to adequately meet customer demand;demand or lower manufacturing costs; and
manage an increasingly complex supply chain that has the ability to maintain a sufficient supply of materials and deliver on time to our manufacturing facilities.

These efforts to grow our business, both in terms of size and in diversity of customer bases served, may put a significant strain on our resources. During 2017, weWe have implemented comprehensive cost-saving initiatives to reduce our net loss and mitigate doubt about our ability to continue as a going concern. These initiatives have improved efficiency and streamlined our operations, but we continue to operate at a loss and may need additional funding or further cost-cutting to manage liquidity.
Our possible future growth may exceed our current capacity and require rapid expansion in certain functional areas.

We may lack sufficient funding to appropriately expand or incur significant expenses as we attempt to scale our resources and make investments in our business that we believe are necessary to achieve short-term and long-term growth goals. Such investments take time to become fully operational, and we may not be able to expand quickly enough to exploit targeted market opportunities. In addition to our own manufacturing capacity, we are increasingly utilizing contract manufacturers and original design manufacturers (“ODMs”) to produce our products for us. There are also inherent execution risks in expanding product lines and production capacity, whether through our facilities or that of a third-party manufacturer, that could increase costs and reduce our operating results, including design and construction cost overruns, poor production process yields and reduced quality control. If we are unable to fund any necessary expansion or manage our growth effectively, we may not be able to adequately meet demand, our expenses could increase without a proportionate increase in revenue, our margins could decrease, and our business and results of operations could be adversely affected.

Our results of operations, financial condition and business could be harmed if we are unable to balance customer demand and capacity.

As our customer base and customer demand for our products changes and as we launch new products, we must be able to adjust our production capacity to meet demand. We are continually taking steps to address our manufacturing capacity needs for our products. If we are not able to increase or decrease


our production capacity at our targeted rate or if there are unforeseen costs associated with adjusting our capacity levels or there are unanticipated interruptions in our global supply chain or logistics from such possibilities as the COVID-19 pandemic, shifting workforces or energy policies, we may not be able to achieve our financial targets. In addition, as we introduce new products and further develop product generations,refine existing products, we must balance the production and inventory of prior generation products with the production and inventory of new generation products, whether manufactured by us or our contract manufacturers, to maintain a product mix that will satisfy customer demand and mitigate the risk of incurring cost write-downs on the previous generation products, related raw materials and tooling.

If customer demand does not materialize at the rate forecasted, we may not be able to scale back our manufacturing expenses or overhead costs to correspond to the demand. This could result in lower margins, write-downs of our inventory and adversely impact our business and results of operations. Additionally, if product demand decreases or we fail to forecast demand accurately, our results may be adversely impacted due to higher costs resulting from lower factory utilization, causing higher fixed costs per unit produced. In addition, our efforts to improve quoted delivery lead-time performance may result in corresponding reductions in order backlog. A decline in backlog levels could result in more variability and less predictability in our quarter-to-quarter net sales and operating results.

16

Table of Contents
Our operating results may fluctuate due to factors that are difficult to forecast and not within our control.

Our past operating results may not be accurate indicators of future performance, and you should not rely on such results to predict our future performance. Our operating results have fluctuated significantly in the past, and could fluctuate in the future. Factors that may contribute to fluctuations include:

changes in aggregate capital spending, cyclicality and other economic conditions, or domestic and international demand in the industries;
the timing of large customer orders to which we may have limited visibility and cannot control;
competition for our products, including the entry of new competitors and significant declines in competitive pricing;
our ability to effectively manage our working capital;
our ability to generate increased demand in our targeted markets, particularly those in which we have limited experience;
our ability to satisfy consumer demands in a timely and cost-effective manner;
pricing and availability of labor and materials;
quality testing and reliability of new products;
our inability to adjust certain fixed costs and expenses for changes in demand and the timing and significance of expenditures that may be incurred to facilitate our growth;
seasonal fluctuations in demand and our revenue; and
disruption in component supply from foreign vendors.

Depressed general economic conditions may adversely affect our operating results and financial condition.

Our business is sensitive to changes in general economic conditions, both inside and outside the United States. Slow growth in the economy or an economic downturn, particularly one affecting construction and building renovation, or that cause end-users to reduce or delay their purchases of lighting products, services, or retrofit activities, would have a material adverse effect on our business, cash flows, financial condition and results of operations. LED lighting retrofit projects, in particular, tend to require a significant capital commitment, which is offset by cost savings achieved over time. As such, a lack of available capital, whether due to economic factors or conditions in the capital or debt markets, could have the effect of reducing demand for our products. A decrease in demand could adversely affect our ability to meet our working capital requirements and growth objectives, or could otherwise adversely affect our business, financial condition, and results of operations.

Customers may be unable to obtain financing to make purchases from us.

Some of our customers require financing in order to purchase our products and the initial investment is higher than is required with traditional lighting products. The potential inability of these customers to access the capital needed to finance purchases of our products and meet their payment obligations to us could adversely impact the appeal of our products relative to those with lower upfront costs and have a negative impact on our financial condition and results of operations. There can be no assurance that third party finance companies will provide capital to our customers.

A portion of our business is dependent upon the existence of government funding, which may not be available into the future and could result in a reduction in sales and harm to our business.


Some of our customers are dependent on governmental funding, including foreign allied navies and U.S. military bases. If any of these other target customers abandon, curtail, or delay planned LED lighting retrofit projects as a result of the levels of funding available to them or changes in budget priorities, it would adversely affect our opportunities to generate product sales.
If LED lighting technology fails to gain widespread market acceptance or we are unable to respond effectively as new lighting technologies and market trends emerge, our competitive position and our ability to generate revenue, and profits may be harmed.
To be successful, we depend on continued market acceptance of our existing LED technology. Although adoption of LED lighting continues to grow, the use of LED lighting products for general illumination is in its early stages, is still limited, and faces significant challenges. Potential customers may be reluctant to adopt LED lighting products as an alternative to traditional lighting technology because of its higher initial cost or perceived risks relating to its novelty, reliability, usefulness, light quality, and cost-effectiveness when compared to other established lighting sources available in the market. Changes in economic and market conditions may also make traditional lighting technologies more appealing. For example, declining energy prices in certain regions or countries may favor existing lighting technologies that are less energy-efficient, reducing the rate of adoption for LED lighting products in those areas. Notwithstanding continued performance improvements and cost reductions of LED lighting, limited customer awareness of the benefits of LED lighting products, lack of widely accepted standards governing LED lighting products and customer unwillingness to adopt LED lighting products could significantly limit the demand for LED lighting products. Even potential customers that are inclined to adopt energy-efficient lighting technology may defer investment as LED lighting products continue to experience rapid technological advances. Any of the foregoing could adversely impact our results of operations and limit our market opportunities.

In addition, we will need to keep pace with rapid changes in LED technology, changing customer requirements, new product introductions by competitors and evolving industry standards, any of which could render our existing products obsolete if we fail to respond in a timely manner. The development, introduction, and acceptance of new products incorporating advanced technology is a complex process subject to numerous uncertainties, including:

achievement of technology breakthroughs required to make commercially viable devices;
the accuracy of our predictions for market requirements;
our ability to predict, influence, and/or react to evolving standards;
acceptance of our new product designs;
acceptance of new technologies in certain markets;
the combination of other desired technological advances with lighting products, such as controls;
the availability of qualified research and development personnel;
our timely completion of product designs and development;
our ability to develop repeatable processes to manufacture new products in sufficient quantities, with the desired specifications, and at competitive costs;
our ability to effectively transfer products and technology from development to manufacturing; and
market acceptance of our products.

We could experience delays in the introduction of new products. We could also devote substantial resources to the development of new technologies or products that are ultimately not successful.

If effective new sources of light other than LEDs are discovered, our current products and technologies could become less competitive or obsolete. If others develop innovative proprietary lighting technology that is superior to ours, or if we fail to accurately anticipate technology and market trends, respond on a timely basis with our own development of new and reliable products and enhancements to existing products, and achieve broad market acceptance of these products and enhancements, our competitive position may be harmed and we may not achieve sufficient growth in our net sales to attain or sustain profitability.

If we are not able to compete effectively against companies with lower cost structures or greater resources, or new competitors who enter our prospects for future successtarget markets, our sales will be jeopardized.adversely affected.

The lighting industry is highly competitive. In the high-performance lighting markets in which we sell our advanced lighting systems, our products compete with lighting products utilizing traditional lighting technology provided by many vendors. Our higher quality and value advanced lighting and control systems also face competition from lower quality, commodity lighting products when customers may be overly purchase-price sensitive.For sales of military maritimeMMM products, we compete with a small number of qualified military lighting lamp and fixture suppliers. In certain commercial applications, we typically compete with LED systems produced by large lighting companies. Our primary competitors include Royal Philips, CREE, Inc.,Signify, Osram Sylvania, LED Smart, Revolution Lighting Technologies, and Orion Energy Systems, Inc.Green Creative and Keystone Technologies. Some of these competitors offer products with performance characteristics similar to those of our


products. Many of our competitors are larger, more established companies with greater resources to devote to research and development, manufacturing and marketing, as well as greater brand recognition. In addition, larger competitors who purchase greater unit volumes from component suppliers may be able to negotiate lower bill of material costs, thereby enabling them to offer lower pricing to end customers. Moreover, the relatively low barriers to entry into the lighting industry and the limited proprietary nature of many lighting products also permit new competitors to enter the industry easily and with lower costs.
In each of our markets, we also anticipate the possibility that LED component manufacturers, including those that currently supply us with LEDs, may seek to compete with us. Our competitors’ lighting technologies and products may be more readily accepted by customers than our products will be. Moreover, if one or more of our competitors or suppliers were to merge, the change in the competitive landscape could adversely affect our competitive position. Additionally, to the extent that competition in our markets intensifies, we may be required to further reduce our prices in order to remain competitive. If we do not compete effectively, or if we reduce our prices without making commensurate reductions in our costs, our net sales, margins, and profitability and our future prospects for success may be harmed.
We work with independent agents and sales representatives for a portion of our net sales, and the failure to incentivize, retain and manage our relationships with these third parties, or the termination of these relationships, could cause our net sales to decline and harm our business.
In the past, we pursued an agency-driven sales channel strategy in order to expand our market presence throughout the United States. As a result, at that time, we had increased our reliance on independent sales agent channels to market and sell our LED lighting and control products. In addition, these parties provide technical sales support to end-users. The current agreements with our agents are generally non-exclusive on the agents’ product portfolio, meaning they can sell our competitors’ products. Any such agreements we enter into in the future may be on similar terms. Our agents may not be motivated to or successfully pursue the sales opportunities available to them, or they may prefer to sell or be more familiar with the products of our competitors. If our agents do not achieve our sales objectives or these relationships take significant time to develop, our revenue may decline, fail to grow or not increase as rapidly as we intend in order to achieve profitability and grow our business. During 2020 and 2021, we significantly reduced our reliance on agencies for a substantial portion of our sales, and refocused our agency relationships on those that were both mutually beneficial and strategically important. Although we believe that our agency strategy will increase the role of independent agents and sales representatives over time, direct sales using internal sales personnel still account for a substantial portion of our sales, and our agency plans may take longer to contribute significantly to our operating results.
Furthermore, our agency agreements are generally short-term and can be cancelled by either party without significant financial consequence. The termination of or the inability to negotiate extensions of these contracts on acceptable terms could adversely impact sales of our products. Additionally, we cannot be certain that we or end-users will be satisfied by their performance. If these agents significantly change their terms with us, or change their end-user relationships, there could be an impact on our net sales and profits.
If our LED lighting and control technology or our UVCD products fail to gain widespread market acceptance or we are unable to obtainrespond effectively as new technologies and adequately protectmarket trends emerge, our intellectual property rights or are subject to claims that our products infringe on the intellectual property rights of others,competitive position and our ability to commercializegenerate revenue, and profits may be harmed.
To be successful in our respective markets for LED lighting and control technology and our UVCD products, we depend on continued market acceptance of our existing LED lighting and control technology establishing market acceptance for our new UVCD products, including in the consumer and commercial markets. Although adoption of LED lighting and air and surface sanitation products continues to grow, including in response to the COVID-19 pandemic and increased awareness of sanitation, the use of LED lighting products for general illumination and the use of UVCD products for air and surface sanitation are in their early stages of market adoption, are still limited, and face significant challenges. Potential customers may be reluctant to adopt LED lighting products as an alternative to traditional lighting technology or UVCD products as an alternative to
17

Table of Contents

traditional chemical-based sanitation because of their higher initial costs or perceived risks relating to their novelty, reliability, usefulness, quality and cost-effectiveness when compared to other established lighting sources and sanitation processes available in the market. Changes in economic and market conditions may also make traditional lighting and sanitation technologies more appealing. For example, declining energy prices in certain regions or countries may favor existing lighting technologies that are less energy-efficient, reducing the rate of adoption for LED lighting products in those areas. Notwithstanding continued performance improvements and cost reductions of LED lighting and UVCD technologies, limited customer awareness of the benefits of LED lighting and UVCD products, lack of widely accepted standards governing LED lighting and UVCD products and customer unwillingness to adopt LED lighting and UVCD products could significantly limit the demand for LED lighting and UVCD products. Even potential customers that are inclined to adopt energy-efficient lighting technology or new or increased sanitation technologies may defer investment as LED lighting and UVCD products continue to experience rapid technological advances. Any of the foregoing could adversely impact our results of operations and limit our market opportunities.
In addition, we will need to keep pace with rapid changes in LED lighting and control technology and UVCD air and surface sanitation technology, changing customer requirements, new product introductions and cost reductions by competitors and evolving industry standards, any of which could render our existing products obsolete if we fail to respond in a timely manner. The development, introduction, and acceptance of new, re-designed or reduced cost products incorporating advanced technology is a complex process subject to numerous uncertainties, including:
available funding to sustain adequate development efforts;
achievement of technology breakthroughs required to make commercially viable devices, and in turn, protecting those breakthroughs through intellectual property;
the accuracy of our predictions for market requirements;
our ability to predict, influence, or react to evolving standards;
acceptance of our new product designs;
acceptance of new technologies in certain markets;
the combination of other desired technological advances with lighting products, such as controls;
the availability of qualified research and development personnel;
our timely completion of product designs and development;
our ability to develop repeatable processes to manufacture new products in sufficient quantities, with the desired specifications, and at competitive costs;
our ability to effectively transfer products and technology from development to manufacturing; and
market acceptance of our products.
We could experience delays in the introduction of these products. We could also devote substantial resources to the development of new technologies or products that are ultimately not successful.
If effective new sources of light, other than LEDs, or effective new sanitation technologies, other than UVCD, are discovered and commercialized, our current products and technologies could become less competitive or obsolete. If others develop innovative proprietary lighting or sanitation technology that is superior to ours, or if we fail to accurately anticipate technology, pricing and market trends, address market saturation and customer confusion, respond on a timely basis with our own development of new and reliable products and enhancements to existing products, and achieve broad market acceptance of these products and enhancements, our competitive position may be harmed and we may not achieve sufficient growth in our net sales to attain or sustain profitability.
Our operating results may fluctuate due to factors that are difficult to forecast and not within our control.
Our past operating results may not be accurate indicators of future performance, and you should not rely on such results to predict our future performance. Our operating results have fluctuated significantly in the past and could fluctuate in the future. Factors that may contribute to fluctuations include:
changes in aggregate capital spending, cyclicality and other economic conditions, including inflationary pressures, or domestic and international demand in the industries;
the timing of large customer orders to which we may have limited visibility and cannot control;
competition for our products, including the entry of new competitors and significant declines in competitive pricing;
our ability to effectively manage our working capital;
our ability to generate increased demand in our current and targeted markets, particularly those in which we have limited experience;
our ability to satisfy customer demands in a timely and cost-effective manner;
pricing and availability of labor and materials;
quality testing and reliability of new products;
18

Table of Contents

our inability to adjust certain fixed costs and expenses for changes in demand and the timing and significance of expenditures that may be incurred to facilitate our growth;
macroeconomic, geopolitical and health concerns, including the COVID-19 pandemic;
seasonal fluctuations in demand and our revenue; and
disruption in component supply from foreign vendors.
Depressed general economic conditions may adversely affect our operating results and financial condition.
Our business is sensitive to changes in general economic conditions, both inside and outside the United States. Slow growth in the economy or an economic downturn, particularly one affecting construction and building renovation, or that causes end-users to reduce or delay their purchases of lighting products, services, or retrofit activities, would have a material adverse effect on our business, cash flows, financial condition and results of operations. LED lighting retrofit projects, in particular, tend to require a significant capital commitment, which is offset by cost savings achieved over time. As such, a lack of available capital, whether due to economic factors or conditions in the equity or debt markets, could be substantially limited.
We considerhave the effect of reducing demand for our technologyproducts. A decrease in demand could adversely affect our ability to meet our working capital requirements and processes proprietary. If we are not able to adequately protectgrowth objectives, or enforce the proprietary aspects of our technology, competitors may utilize our proprietary technology. As a result,could otherwise adversely affect our business, financial condition, and results of operations couldoperations.
Customers may be adversely affected. We protectunable to obtain financing to make purchases from us.
Some of our technology through a combination of patent, copyright, trademark and trade secret laws, employee and third-party nondisclosure agreements, and similar means. Despite our efforts, other parties may attemptcustomers require financing in order to disclose, obtain, or use our technologies. Our competitors may also be able to independently develop products that are substantially equivalent or superior topurchase our products, or slightly modifyand the initial investment is higher than that which is required with traditional lighting products. The potential inability of these customers to access the capital needed to finance purchases of our products. In addition,products and meet their payment obligations to us could adversely impact the lawsappeal of some foreign countries do not protect our proprietary rights as fully as do the lawsproducts relative to those with lower upfront costs and have a negative impact on our financial condition and results of the United States. As a result, we may not be able to protect our proprietary rights adequately in the United States or abroad. Furthermore, thereoperations. There can be no assurance that third-party finance companies will provide capital to our customers.
A significant portion of our business is dependent upon the existence of government funding, which may not be available into the future and could result in a reduction in sales and harm to our business.
Some of our customers are dependent on governmental funding, including U.S. and foreign allied navies and U.S. military bases. If any of these customers or potential customers abandon, curtail, or delay planned LED lighting retrofit projects as a result of the levels of funding available to them or changes in budget priorities, it would adversely affect our opportunities to generate product sales.
Our products could contain defects, or they may be installed or operated incorrectly, which could reduce sales of those products or result in claims against us.
Despite product testing, defects may be found in our existing or future products. This could result in, among other things, a delay in the recognition or loss of net sales, the write-down or destruction of existing inventory, insurance recoveries that fail to cover the full costs associated with product recalls or other claims, significant warranty, support, and repair costs, diversion of the attention of our engineering personnel from our product development efforts, and damage to our relationships with our customers. The occurrence of these problems could also result in reputational and brand damage or the delay or loss of market acceptance of our lighting products and would likely harm our business. In addition, our customers may specify quality, performance, and reliability standards that we willmust meet. If our products do not meet these standards, we may be issued patentsrequired to replace or rework the products. In some cases, our products may contain undetected defects or flaws that only become evident after shipment. Even if our products meet standard specifications, our customers may attempt to use our products in applications for which we have appliedthey were not designed or obtain additional patents,in products that were not designed or that we will be able to obtain licenses to patentsmanufactured properly, resulting in product failures and creating customer satisfaction issues.
Some of our products use line voltages (such as 120 or 240 volts AC), which involve enhanced risk of electrical shock, injury or death in the event of a short circuit or other intellectual property rightsmalfunction. Defects, integration issues or other performance problems in our lighting products could result in personal injury or financial or other damages to end-users or could damage market acceptance of third parties thatour products. Our customers and end-users could also seek damages from us for their losses. A product liability claim brought against us, even if unsuccessful, would likely be time consuming and costly to defend and the adverse publicity generated by such a claim against us or others in our industry could negatively impact our reputation.
We provide warranty periods generally ranging from one to ten years on our LED lighting products and one year for our UVCD products. Although we believe our reserves are appropriate, we are making projections about the future reliability of new products and technologies, and we may needexperience increased variability in warranty claims. Increased warranty claims could result in significant losses due to support our businessa rise in the future. The inability to obtain certain patents or rights to third-party patentswarranty expense and other intellectual property rights in the future could have a material adverse effect on our business.costs associated with customer support.
19

Table of Contents

Our industry is characterized by vigorous protection and pursuit of intellectual property rights and positions, which may result in protracted and expensive litigation. We have engaged in litigation in the past and litigation may be necessary in the future to enforce our intellectual property rights or to determine the validity and scope of the proprietary rights of others. Litigation may also be necessary to defend against claims of infringement or invalidity by others. Additionally, we could be required to defend against individuals and groups who have been purchasing intellectual property assets for the sole purpose of making claims of infringement and attempting to extract settlements from companies like ours. Litigation could delay development or sales efforts and an adverse outcome in litigation, or any similar proceedings, could subject us to significant liabilities, require us to license disputed rights from others or require us to cease marketing or using certain products or technologies. We may not be able to obtain any licenses on acceptable terms, if at all, and may attempt to redesign those products that contain allegedly infringing intellectual property, which may not be possible. We also may have to indemnify certain customers if it is determined that we have infringed upon or misappropriated another party’s intellectual property. The costs of addressing any intellectual property litigation claim, including legal fees and expenses and the diversion of management resources, regardless of whether the claim is valid, could be significant and could materially harm our business, financial condition, and results of operations.

From time to time, we have been and may in the future be subject to claims or allegations that we infringe upon or have misappropriated the intellectual property of third parties. Defending against such claims is costly and intellectual property litigation often involves complex questions of fact and law, with unpredictable results. We may be forced to acquire rights to such third-party intellectual property on unfavorable terms (if rights are made available at all), pay damages, modify accused products to be non-infringing, or stop selling the applicable product altogether.
We may be subject to confidential information theft or misuse, which could harm our business and results of operations.

operations.
We face attempts by others to gain unauthorized access to our information technology systems on which we maintain proprietary and other confidential information. Our security measures may be breached as the result of industrial or other espionage actions of outside parties, employee error, malfeasance or otherwise, and as a result, an unauthorized party may obtain access to our systems. In addition, these same risks to our information technology systems also apply to the third-party service providers’ information technology systems utilized by the Company. Additionally, outside parties may attempt to access our confidential information through other means, for example by fraudulently inducing our employees to disclose confidential information. We actively seek to prevent, detect and investigate any unauthorized access, which occasionally occurs despite our best efforts. We might be unaware of any such access or unable to determine its magnitude and effects. The theft, corruption and/or unauthorized use or publication of our trade secrets and other confidential business information as a result of such an incident could adversely affect our competitive position and the value of our investment in research and development could be reduced. Our business could be subject to significant disruption, widespread negative publicity and a loss of customers, and we could suffer legal liabilities and monetary or other losses.

We have international operations and are subject to risks associated with operating in international markets.


If critical components and finished products that we currently purchase from a small number of third-party suppliers become unavailable or increase in price, or if our suppliers or delivery channels fail to meet our requirements for quality, quantity, and timeliness, our revenue and reputation in the marketplace could be harmed, which would damage our business.
In an effort to reduce manufacturing costs, we have outsourcedWe outsource the production of certain parts and components, as well as finished goods in ourcertain product lines, to a small number of vendors in various locations throughout the world, primarily inoutside of the United States, including Malaysia, Taiwan and China. We generally purchase these sole or limited source items with purchase orders, andAlthough we have limited guaranteed supply arrangements with such suppliers. While we believe alternative sources for these components and products are available, we have selected these particular suppliers based on their ability to consistently provide the best quality product at the most cost-effective price, to meet our specifications, and to deliver within scheduled time frames. We do not controlcurrently generate significant sales from customers outside the time and resources that these suppliers devoteUnited States, we are targeting foreign allied navies as a potential opportunity to our business, and we cannot be sure that these suppliers will perform their obligations to us. If our suppliers fail to perform their obligations in a timely manner or at satisfactory quality levels, we may suffer lostgenerate additional sales reductions in revenue and damage to our reputation in the market, all of which would adversely affect our business. As our demand for our products fluctuates and can be hard to predict, we may not need a sustained level of inventory, which may cause financial hardship for our suppliers or they may need to divert production capacity elsewhere. In the past, we have had to purchase quantities of certain components that are critical to our product manufacturing and were in excess of our estimated near-term requirementsMMM products as well as a resultlimited number of supplier delivery constraintsforeign geographic markets which we expect to expand over time.
International business operations are subject to inherent risks, including, among others: 
difficulty in enforcing agreements and concerns over component availability,collecting receivables through foreign legal systems;
unexpected changes in regulatory requirements, tariffs, and other trade barriers, restrictions or disruptions;
potentially adverse tax consequences;
localized impacts of epidemics, pandemics or other contagious outbreaks, such as the COVID-19 pandemic;
the burdens of compliance with the U.S. Foreign Corrupt Practices Act, similar anti-bribery laws in other countries, and a wide variety of other laws;
import and export license requirements and restrictions of the United States and each other country in which we may needoperate;
exposure to different legal standards and reduced protection for intellectual property rights in some countries;
currency fluctuations and restrictions; and
political, social, and economic instability, including war and the threat of war, acts of terrorism, pandemics, boycotts, curtailment of trade, or other business restrictions. 
If we do so in the future. As a result, we have had,not anticipate and may need to continue, to devote additional working capital to support a large amount of component and raw material inventory that may not be used over a reasonable period to produce saleable products, and we may be required to increase our excess and obsolete inventory reserves to provide foreffectively manage these excess quantities, particularly if demand for our products does not meet our expectations.

Werisks, these factors may be vulnerable to unanticipated price increases and payment term changes. Significant increases in the prices of sourced components and products could cause our product prices to increase, which may reduce demand for our products or make us more susceptible to competition. Furthermore, in the event that we are unable to pass along increases in operating costs to our customers, margins and profitability may be adversely affected. Accordingly, the loss of all or one of these suppliers could have a material adverse effect on our operations until such time as an alternative supplier could be found.
Additionally, consolidation in the lighting industry could result in one or more current suppliers being acquired by a competitor, rendering us unable to continue purchasing key components and products at competitive prices. We may be subject to various import duties applicable to materials manufactured in foreign countries and may be affected by various other import and export restrictions, as well as other considerations or developments impacting upon international trade, including economic or political instability, shipping delays and product quotas. These international trade factors will, under certain circumstances, have an impact on the cost of components, which will have an impact on the cost to us of the manufactured product and the wholesale and retail prices of our products.

We rely on arrangements with independent shipping companies for the delivery of our products from vendors abroad. The failure or inability of these shipping companies to deliver products or the unavailability of shipping or port services, even
temporarily, could have a material adverse effect on our business. We may also be adversely affected by an increase in freight surcharges due to rising fuel costs and added security costs.

We depend on independent agents and sales representatives for a substantial portion of our net sales, and the failure to manage our relationships with these third parties, or the termination of these relationships, could cause our net sales to decline and harm our business.
Our 2017 restructuring initiative included the transition to an agency driven sales channel strategy in order to expand our market presence throughout the U.S. As of December 31, 2017, we had effectively transitioned our sales force to an agency driven sales channel, expanding our sales coverage to the entire U.S. through six geographic regions and 30 sales agents. As a result, we have increased our reliance on independent sales agent channels to market and sell our products. In addition, these parties provide technical sales support to end-users. The current agreements with our agents are generally non-exclusive, meaning they can sell products of our competitors. Any such agreements we enter into in the future may be on similar terms. Our agents may not be motivated to or successfully pursue the sales opportunities available to them, or they may prefer to sell or be more familiar with the products of our competitors. If our agents do not achieve our sales objectives or these relationships take significant time to develop, our revenue may decline, fail to grow or not increase as rapidly as we intend in order to achieve profitability and grow our business.

Furthermore, our agreements are generally short-term, and can be cancelled by either party without significant financial consequence. The termination of or the inability to negotiate extensions of these contracts on acceptable terms could adversely impact sales of our products. Additionally, we cannot be certain that we or end-users will be satisfied by their performance. If


these agents significantly change their terms with us, or change their end-user relationships, there could be a significant impact on our net salesbusiness operations.
20

Table of Contents

Risks Associated with Legal and profits.
Our products could contain defects or they may be installed or operated incorrectly, which could reduce sales of those products or result in claims against us.
Despite product testing, defects may be found in our existing or future products. This could result in, among other things, a delay in the recognition or loss of net sales, the write-down or destruction of existing inventory, insurance recoveries that fail to cover the full costs associated with product recalls, significant warranty, support, and repair costs, diversion of the attention of our engineering personnel from our product development efforts, and damage to our relationships with our customers. The occurrence of these problems could also result in reputational damage or the delay or loss of market acceptance of our lighting products, and would likely harm our business. In addition, our customers may specify quality, performance, and reliability standards that we must meet. If our products do not meet these standards, we may be required to replace or rework the products. In some cases, our products may contain undetected defects or flaws that only become evident after shipment. Even if our products meet standard specifications, our customers may attempt to use our products in applications for which they were not designed or in products that were not designed or manufactured properly, resulting in product failures and creating customer satisfaction issues.

Some of our products use line voltages (such as 120 or 240 AC), which involve enhanced risk of electrical shock, injury or death in the event of a short circuit or other malfunction. Defects, integration issues or other performance problems in our lighting products could result in personal injury or financial or other damages to end-users or could damage market acceptance of our products. Our customers and end-users could also seek damages from us for their losses. A product liability claim brought against us, even if unsuccessful, would likely be time consuming and costly to defend and the adverse publicity generated by such a claim against us or others in our industry could negatively impact our reputation.

We provide warranty periods ranging from one to ten years on our products. The standard warranty on nearly all of our new LED lighting products, which now represent the majority of our revenue, is ten years. Although we believe our reserves are appropriate, we are making projections about the future reliability of new products and technologies, and we may experience increased variability in warranty claims. Increased warranty claims could result in significant losses due to a rise in warranty expense and costs associated with customer support.

Regulatory Matters
We may be subject to legal claims against us or claims by us whichthat could have a significant impact on our resulting financial performance.
At any given time, we may be subject to litigation or claims related to our products, intellectual property, suppliers, customers, employees, stockholders, distributors, sales representatives intellectual property, and sales of our assets, among other things, the disposition of which may have an adverse effect upon our business, financial condition, or results of operation.operations. The outcome of litigation is difficult to assess or quantify. Lawsuits can result in the payment of substantial damages by defendants. If we are required to pay substantial damages and expenses as a result of these or other types of lawsuits, our business and results of operations would be adversely affected. Regardless of whether any claims against us are valid or whether we are liable, claims may be expensive to defend and may divert time and money away from our operations. Insurance may not be available at all or in sufficient amounts to cover any liabilities with respect to these or other matters. A judgment or other liability in excess of our insurance coverage for any claims could adversely affect our business and the results of our operations.

Our business may suffer if we fail to comply with government contracting laws and regulations.

We derive a significant portion of our revenues from direct and indirect sales to U.S., state, local and foreign governments and their respective agencies. Contracts with government customers are subject to various procurement laws and regulations, business prerequisites to qualify for such contracts, accounting procedures, intellectual property process,processes, and contract provisions relating to their formation, administration and performance, which may provide for various rights and remedies in favor of the governments that are not typically applicable to or found in commercial contracts. Failure to comply with these laws, regulations, or provisions in our government contracts could result in litigation, the imposition of various civil and criminal penalties, termination of contracts, forfeiture of profits, suspension of payments, or suspension from future government contracting. If our government contracts are terminated, if we are suspended from government work, or if our ability to compete for new contracts is adversely affected, our business could suffer due to, among other factors, lost sales, the costs of any government action or penalties, damages to our reputation and the inability to recover our investment in developing and marketing products for military maritimeMMM use.

If we are unable to obtain and adequately protect our intellectual property rights or are subject to claims that our products infringe on the intellectual property rights of others, our ability to commercialize our products could be substantially limited.
We consider our technology and processes proprietary. If we are not able to adequately protect or enforce the proprietary aspects of our technology, competitors may utilize our proprietary technology. As a result, our business, financial condition, and results of operations could be adversely affected. We protect our technology through a combination of patent, copyright, trademark and trade secret laws, employee and third-party nondisclosure agreements, and similar means. Despite our efforts, other parties may attempt to disclose, obtain, or use our technologies. Our competitors may also be able to independently develop products that are substantially equivalent or superior to our products or slightly modify our products. In addition, the laws of some foreign countries do not protect our proprietary rights as fully as do the laws of the United States. As a result, we may not be able to protect our proprietary rights adequately in the United States or abroad. Furthermore, there can be no assurance that we will be issued patents for which we have applied or obtain additional patents, or that we will be able to obtain licenses to patents or other intellectual property rights of third parties that we may need to support our business in the future. The inability to obtain certain patents or rights to third-party patents and other intellectual property rights in the future could have a material adverse effect on our business.
The ability to use our net operating loss carryforwards and certain other tax attributes may be limited.


We have significant U.S. net operating loss and tax credit carryforwards (the “Tax Attributes”). Under federal tax laws, we can carry forward and use our Tax Attributes to reduce our future U.S. taxable income and tax liabilities until such Tax Attributes expire in accordance with the Internal Revenue Code of 1986, as amended (the “IRC”). Section 382 and Section 383 of the IRC provide an annual limitation on our ability to utilize our Tax Attributes, as well as certain built-in-losses, against future U.S. taxable income in the event of a change in ownership, as defined under the IRC. Share issuances in connection with our past financing transactions or other future changes in our stock ownership, which may be beyond our control, could result in changes in ownership for purposes of the IRC. Such changes in ownership could further limit our ability to use our Tax Attributes. Accordingly, any such occurrences could adversely affect our financial condition, operating results and cash flows.
21

Table of Contents

The cost of compliance with environmental, health, safety, and other laws and regulations could adversely affect our results of operations or financial condition.
We are subject to a broad range of environmental, health, safety, and other laws and regulations. These laws and regulations impose increasingly stringent environmental, health, and safety protection standards and permit requirements regarding, among other things, air emissions, wastewater storage, treatment, and discharges, the use and handling of hazardous or toxic materials, waste disposal practices, the remediation of environmental contamination, and working conditions for our employees. Some environmental laws, such as Superfund,the Comprehensive Environmental Response, Compensation and Liability Act of 1980, the Clean Water Act, and comparable laws in U.S. states and other jurisdictions world-wide, impose joint and several liability for the cost of environmental remediation, natural resource damages, third partythird-party claims, and other expenses, without regard to the fault or the legality of the original conduct, on those persons who contributed to the release of a hazardous substance into the environment. We may also be affected by future laws or regulations, including those imposed in response to energy, climate change, geopolitical, or similar concerns. These laws may impact the sourcing of raw materials and the manufacture and distribution of our products and place restrictions and other requirements on the products that we can sell in certain geographical locations.
We may be exposed to certain regulatory and financial risks related to climate change.
WeGrowing concerns about climate change may result in the imposition of additional regulations or restrictions to which we may
become subject. A number of governments or governmental bodies have international operationsintroduced or are contemplating regulatory changes in
response to climate change. The outcome of new legislation or regulation in the U.S. and areother jurisdictions in which we operate may result in new or additional requirements, fees or restrictions on certain activities. Compliance with these climate change initiatives may also result in additional costs to us, including, among other things, increased production costs, additional taxes, reduced emission allowances or additional restrictions on production or operations. Any adopted future climate change regulations could also negatively impact our ability to compete with companies situated in areas not subject to risks associated with operating in international markets.
such limitations. We outsourcemay not be able to recover the production of certain parts and components, as well as finished goods in certain product lines, to a small number of vendors in various locations outside of the United States, including Taiwan and China. Although we do not currently generate significant sales from customers outside the United States, we are targeting foreign allied navies as a potential opportunity to generate additional sales of our military products.

International business operations are subject to inherent risks, including, among others:
difficulty in enforcing agreements and collecting receivables through foreign legal systems;
unexpected changes in regulatory requirements, tariffs, and other trade barriers or restrictions;
potentially adverse tax consequences;
the burdenscost of compliance with the U.S. Foreign Corrupt Practices Act, similar anti-briberynew or more stringent laws in other countries, and a wide varietyregulations, which could adversely affect our results of laws;operations, cash flow or financial condition.
import and export license requirements and restrictions of the United States and each other country in which we operate;
exposure to different legal standards and reduced protection for intellectual property rights in some countries;
currency fluctuations and restrictions; and
political, social, and economic instability, including war and the threat of war, acts of terrorism, pandemics, boycotts, curtailment of trade, or other business restrictions.
If weOur net sales might be adversely impacted if our lighting systems do not anticipate and effectively manage these risks, these factors may have a material adverse impact on our business operations.
If we are unable to attract or retain qualified personnel, our business and product development efforts could be harmed.
To a large extent, our future success will depend on the continued contributions ofmeet certain employees, such as our current Executive Chairman, Chief Executive Officer and President and Chief Financial Officer. We have had significant turnover in our management team and other employees since 2013 and cannot be certain that these and other key employees will continue in their respective capacities for any period of time, and these employees may be difficult to replace. Our future success will also depend on our ability to attract and retain qualified technical, sales, marketing, and management personnel, for whom competition is very intense. As we attempt to rapidly grow our business, it could be especially difficult to attract and retain


sufficient qualified personnel, especially in light of our lean cost-structure. The loss of, or failure to attract, hire, and retain any such persons could delay product development cycles, disrupt our operations, increase our costs, or otherwise harm our business or results of operations.

We believe that certification and compliance issues are critical to adoption of our lighting systems, and failure to obtain such certification or compliance would harm our business.
standards.
We are required to comply with certain legal requirements governing the materials in our products. Although we are not aware of any efforts to amend any existing legal requirements or implement new legal requirements in a manner with which we cannot comply, our net sales might be adversely affected if such an amendment or implementation were to occur.
Moreover, although not legally required to do so, we strive to obtain certification for substantially all our products. In the United States, we seek certification on substantially all of our products from UL®UL®, Intertek Testing Services (ETL®)ETL®, or DesignLights Consortium (DLC™)DLC™. Where appropriate in jurisdictions outside the United States, and Europe, we seek to obtain other similar national or regional certifications for our products. Although we believe that our broad knowledge and experience with electrical codes and safety standards have facilitated certification approvals, we cannot ensure that we will be able to obtain any such certifications for our new products or that, if certification standards are amended, that we will be able to maintain such certifications for our existing products. Moreover, although we are not aware of any effort to amend any existing certification standard or implement a new certification standard in a manner that would render us unable to maintain certification for our existing products or obtain ratification for new products, our net sales might be adversely affected if such an amendment or implementation were to occur.

As a public reporting company, we are subject to complex regulations concerning corporate governance and public disclosure that require us to incur significant expenses, divert management resources, and expose us to risks of non-compliance.

We are faced with complicated and evolving laws, regulations and standards relating to corporate governance and public disclosure. To comply with these requirements and operate as a public company, we incur legal, financial, accounting and administrative costs and other related expenses. As a smaller reporting company, these expenses may be significant to our financial results. In addition, due to our limited internal resources, we must devote substantial management and other resources to compliance efforts. As we attempt to rapidly grow our business, compliance efforts could become more complex and put additional strain on our resources. Despite our efforts, we cannot guarantee that we will effectively meet all of the requirements of these laws and regulations. If we fail to comply with any of the laws, rules and regulations applicable to U.S. public companies or with respect to publicly-traded stock, we may be subject to regulatory scrutiny, possible sanctions or higher risks of shareholder litigation, all of which could harm our reputation, lower our stock price or cause us to incur additional expenses.
Anyexperience a material weaknessesweakness in our internal control over financial reporting could, if not remediated, result in material misstatements inthe future or fail to otherwise maintain effective financial reporting systems and processes, we may be unable to accurately and timely report our financial statements.
results or comply with the requirements of being a public company, which could cause the price of our common stock to decline and harm our business.
As a public company reporting to the Securities and Exchange Commission,SEC, we are subject to the reporting requirements of the Securities Exchange Act of 1934, and the Sarbanes-Oxley Act of 2002, including sectionSection 404(a) that requires that we annually evaluate and report on our systems of internal controls. If
We cannot be certain that we will not in the future have material weaknesses or significant deficiencies in our internal control over financial reporting, or that we will successfully remediate any that we find. In addition, the processes and systems of internal controls are discovered or occur in the future, our financial statementswe have developed to date may contain material misstatements and wenot be adequate. Accordingly, there could be required to restate our financial results. Thisa reasonable possibility that material weaknesses could result in a decreasemisstatement of our accounts or disclosures that would result in a material misstatement of our financial statements that would not be prevented or detected on a timely basis, or cause us to fail to meet our obligations to file periodic financial reports on a timely basis. Any of these failures could result in adverse consequences that could materially and adversely affect our business, including an adverse impact on the market price of our common stock, potential action by the SEC against us,
22

Table of Contents

possible defaults under our debt agreements, shareholder lawsuits, delisting of our stock, price, securities litigation,general damage to our reputation and the diversion of significant management and financial resources.

If we cease to meet the criteria to be considered a “smaller reporting company,” we will also become subject to section 404(b) of the Sarbanes-Oxley Act, which requires an auditor attestation of the effectiveness of our internal controls over financial reporting. This additional requirement will increase our financial, accounting and administrative costs, and other related expenses, which may be significant to our financial results. In addition, due to our limited internal resources, further compliance efforts put additional strain on our resources. Despite our efforts, if our auditors are unable to attest to the effectiveness of our internal controls, we may be subject to regulatory scrutiny and higher risk of shareholder litigation, which could harm our reputation, lower our stock price or cause us to incur additional expenses.
We rely heavily on information technology in our operations and any material failure, weakness, interruption or breach of security could prevent us from effectively operating our business, which could have a material adverse effect on our business, financial condition, and results of operations.
We rely heavily on our information technology systems, including our enterprise resource planning (“ERP”) and customer relationship management (“CRM”) software, across our operations and corporate functions, including for management of our supply chain, payment of obligations, data


warehousing to support analytics, finance systems, accounting systems, and other various processes and procedures, some of which are handled by third parties.
parties, as well as lead generation, customer tracking, customer sourcing, etc. We also rely heavily on remote communication tools such as Microsoft Teams and Zoom to accommodate remote work environment and external meetings.
Our ability to efficiently and effectively manage our business depends significantly on the reliability and capacity of these systems. Our business and results of operations may be adversely affected if we experience system usage problems. The failure of these systems to operate effectively, maintenance problems, system conversions, back-up failures, problems or lack of resources for upgrading or transitioning to new platforms or damage or interruption from circumstances beyond our control, including, without limitation, fire, natural disasters, power outages, systems failure, security breaches, cyber-attacks, viruses or human error could result in, among other things, transaction errors, processing inefficiencies, loss of data, inability to generate timely SEC reports, loss of sales and customers and reducereduced efficiency in our operations. Additionally, we and our customers could suffer financial and reputational harm if customer or Company proprietary information is compromised by such events. Remediation of such problems could result in significant unplanned capital investments and any damage or interruption could have a material adverse effect on our business, financial condition, and results of operations.
Risks associatedAssociated with an investmentInvestment in our common stock

Our Common Stock
As a “thinly-traded” stock with a relatively small public float, the market price of our common stock is highly volatile and may decline regardless of our operating performance.

Our common stock is “thinly-traded” and we have a relatively small public float, which increases volatility in the share price and makes it difficult for investors to buy or sell shares in the public market without materially affecting our share price. Since our listing on the NASDAQ Capital Market in August 2014,beginning of 2021, our market price has ranged from a low of $1.51$1.14 to a high of $29.20$9.64 and continues to experience significant volatility. Broad market and industry factors also may adversely affect the market price of our common stock, regardless of our actual operating performance. Factors that could cause wide fluctuations in our stock price may include, among other things:

actual or anticipated variations in our financial condition and operating results;
general economic conditions and trends;
addition or loss of significant customers and the timing of significant customer purchases;
actual or anticipated variations in our financial condition and operating results;
market expectations following period of rapid growth;
our ability to effectively manageimplement our growth plans, including new products, and the significance and timing of associated expenses;
unanticipated impairments and other changes that reduce our earnings;
overall conditions or trends in our industry;
the entry or exit of new competitors into our target markets;
any litigation or legal claims;
the terms and amount of any additional financing that we may obtain, if any;
unfavorable publicity;
additions or departures of key personnel;
geopolitical changes, global health concerns and macroeconomic changes;
changes in the estimates of our operating results or changes in recommendations by any securities or industry analysts that elect to follow our common stock;
market expectations following periods of rapid growth;
the potential impact of increased volatility due to elevated trading on the price of our stock;
industry-wide news events that may affect market perceptions of the value of our stock; and
sales of our common stock by us or our stockholders, including sales by our directors and officers.

Because our common stock is thinly-traded, investors seeking to buy or sell a certain quantity of our shares in the public market may be unable to do so within one or more trading days and it may be difficult for stockholders to sell all of their shares in the market at any given time at prevailing prices. Any attempts to buy or sell a significant quantity of our shares could materially affect our share price. In addition, because our common stock is thinly-traded and we have a relatively small public float, the
23

Table of Contents

market price of our shares may be disproportionately affected by any news, commentary or rumors regarding us or our industry, regardless of the source or veracity, which could also result in increased volatility.

In addition, in the past, following periods of volatility in the market price of a company’s securities, securities litigation has often been instituted against these companies. Volatility in the market price of our shares could also increase the likelihood of regulatory scrutiny. Securities litigation, if instituted against us, or any regulatory inquiries or actions that we face could result in substantial costs, diversion of our management’s attention and resources and unfavorable publicity, regardless of the merits of any claims made against us or the ultimate outcome of any such litigation or action.

We could issue additional shares of common stock or preferred stock without stockholder approval.approval, or new securities with terms or rights superior to those of our existing stockholders, which may adversely affect the market price of our common stock.
We expect to require additional financing to fund future operations, including our research, development, sales and marketing activities. We are authorized to issue 30,000,00050,000,000 shares of common stock of which 11,889,5176,453,777 shares were issued and outstanding as of December 31, 2017.March 14, 2022, and 5,000,000 shares of preferred stock, of which 876,447 were issued and outstanding as of March 14, 2022. Our Board of Directors has the authority, without action or vote of our stockholders, to issue authorized


but unissued shares of common and preferred stock subject to Nasdaq’s rules. Additionally, if we raise additional funds by issuing equity securities, the rulespercentage ownership of our current stockholders will be reduced, and, if the equity securities issued are preferred shares, the holders of the NASDAQ Capital Market.new preferred shares may have rights superior to those of our existing stockholders, which could adversely affect rights of our existing stockholders and the market price of our common stock. In addition, in order to raise additional capital or acquire businesses in the future, we may need to issue securities that are convertible or exchangeable for shares of our common or preferred stock. If we raise additional funds by issuing debt securities, the holders of those debt securities would have some rights senior to those of our existing stockholders, and the terms of these debt securities could impose restrictions on operations and create a significant interest expense for us which could have a materially adverse effect on our business. Any such issuances could be made at a price that reflects a discount to the then-current trading price of our common stock. These issuances could be dilutive to our existing stockholders and cause the market price of our common stock to decline.
The exercise of outstanding warrants to purchase our common stock or the conversion of shares of our Series A Convertible Preferred Stock into shares of common stock may dilute the ownership interest of our common stockholders.
If securities analysts do not publish researchIn connection with past financing activity, we have issued convertible preferred stock and warrants to purchase our common stock. The exercise of some or reports aboutall of the outstanding warrants to purchase our business,common stock or if they downgradethe conversion of some or all of the outstanding Series A Convertible Preferred Stock may dilute the ownership interests of our stockholders. Any sales of our common stock issuable upon the exercise of the warrants or conversion of the Series A Preferred Stock could adversely affect prevailing market prices of our common stock. In addition, the anticipated exercise of the warrants or conversion of the Series A Convertible Preferred Stock could depress the price of our stock could decline.

The trading market for our common stock is likely to be influenced by any research and reports that securities or industry analysts publish about us or our business. If one or more of these analysts downgrades our stock or publish unfavorable research about our business, our stock price would likely decline. There are currently a limited number of analysts covering us, which could increase the influence of particular analysts or reports. If one or more of these analysts ceases coverage of us or fails to publish reports on us regularly, demand for our stock could decrease and cause our stock price and trading volume to decline. Any of these effects could be especially significant because our common stock is “thinly-traded” and we have a relatively small public float.

stock.
Our failure to comply with the continued listing requirements of the NASDAQ Capital MarketNasdaq could adversely affect the price of our common stock and its liquidity.

Our common stock is currently listed on the Nasdaq Capital Market. We must comply with NASDAQ’sNasdaq’s continued listing requirements related to, among other things, stockholders’ equity, market value, minimum bid price, and corporate governance in order to remain listed onso listed. There can be no assurances that we will be able to comply with the NASDAQ Capital Market. Althoughapplicable listing requirements.
We have in the past received notices from Nasdaq advising us that we expect to meetwere not in compliance with the continued listing requirements, there canalthough, in each case, we were able to subsequently regain compliance. In January 2019, we received a letter from the Nasdaq Listing Qualifications Staff (the “Staff”) notifying us that, for the prior 30 consecutive trading days, the closing bid price for our common stock was below the minimum $1.00 per share required pursuant to Nasdaq Listing Rule 5550(a)(2) (the “Bid Price Rule”). In accordance with Nasdaq Listing Rule 5810(c)(3)(A), our common stock traded above $1.00 for the required number of days within the 180-calendar day period immediately following our receipt of the notice to regain compliance with the Bid Price Rule.
On May 15, 2019, we received a letter from the Staff notifying us that our common stock had again fallen out of compliance with the Bid Price Rule. On October 15, 2019, the Company formally requested a 180-day extension beginning November 12, 2019 to regain compliance. On April 16, 2020, Nasdaq announced that, in response to the COVID-19 pandemic and related extraordinary market conditions, it had provided temporary relief through June 30, 2020 from compliance with, among other rules, the Bid Price Rule. As a result, we had until July 24, 2020 to regain compliance with the Bid Price Rule, which we accomplished by effecting a 1-for-5 reverse stock split on June 11, 2020, increasing the per share trading price of our common stock. Our common stock began trading on Nasdaq on a split-adjusted basis at the opening of trading on June 12, 2020.
24

Table of Contents

On August 17, 2020, we received a letter from the Staff notifying us that we were no longer in compliance with Nasdaq Listing Rule 5550(b)(1), which requires listed companies to maintain stockholders’ equity of at least $2,500,000 if they do not meet the alternative compliance standards relating to the market value of listed securities or net income from continuing operations (the “Minimum Stockholders’ Equity Rule”). Our Quarterly Report on Form 10-Q for the quarterly period ended June 30, 2020, reflected that our stockholders’ equity as of June 30, 2020 was $1,714,000. Based on our timely submission of our plan to regain compliance, Nasdaq granted us an extension through February 15, 2021 to regain compliance with the Minimum Stockholders’ Equity Rule. In accordance with one part of the plan submitted to the Staff, we successfully modified our outstanding warrants and in December 2020, we reclassified $1.4 million from warrant liability into equity. At December 31, 2020, our stockholders’ equity was $4,255,000. On January 20, 2021,we received a letter from the Staff notifying us that, on a conditional basis, Nasdaq has determined that we have regained compliance with the minimum stockholders’ equity requirement for continued listing on the Nasdaq Capital Market. At December 31, 2021, our stockholders’ equity was $6,209,000.
On December 21, 2021, we received a letter from the Staff notifying the Company that, as a result of the resignation of a director, as previously disclosed, from the Board of Directors and the Audit and Finance Committee, we are not in compliance with Nasdaq Listing Rule 5605, which requires that our Audit and Finance Committee be comprised of at least three directors, all of whom are independent pursuant to the rules of Nasdaq and applicable law. The notification letter had no assuranceimmediate effect on the Company’s listing on the Nasdaq Capital Market. The letter further provided that, pursuant to Nasdaq Listing Rule 5605(c)(4), we are entitled to a cure period to regain compliance with Nasdaq Listing Rule 5605, which cure period will continueexpire on the earlier of the date of our next annual shareholders’ meeting and November 11, 2022, or, if the next annual shareholders’ meeting is held before May 10, 2022, then the cure period will expire on May 10, 2022. The Board of Directors has commenced a search for a new independent director, who would be expected to do so inserve on our Audit and Finance Committee, or the future. Board of Directors will otherwise appoint a current independent director to fill the vacancy on the committee. On February 24, 2022, the Company announced the appointment of two additional independent directors, one of which, was appointed to fill the vacancy on the Audit and Finance Committee, bringing us into compliance with Nasdaq Listing Rule 5605.
If we do not remain compliant with theseNasdaq’s continued listing requirements, then we could be delisted.delisted from The Nasdaq Capital Market. If we were delisted, it would be likely to have a negative impact on our stockthe price and liquidity. The delisting of our common stock could also deter broker-dealersand our liquidity. If we are delisted from making a market in or otherwise generating interest in or recommendingThe Nasdaq Capital Market and we are not able to list our common stock andon another exchange, our common stock could be quoted on the OTC Bulletin Board or in the “pink sheets.” As a result, we could face significant adverse consequences including, among others:
a limited availability of market quotations for our securities;
a determination that our common stock is a “penny stock,” which would adversely affect our ability to attract investorsrequire broker-dealers trading in our common stock. Furthermore,stock to adhere to more stringent rules and possibly result in a reduced level of trading activity in the secondary trading market for our securities;
a limited amount of news and little or no analyst coverage of the Company;
we would no longer qualify for exemptions from state securities registration requirements, which may require us to comply with applicable state securities laws; and
a decreased ability to raiseissue additional capital would be impaired. securities (including pursuant to short-form registration statements on Form S-3) or obtain additional financing in the future.
As a result of these factors, the value of theour common stock could decline significantly.

We have never paid dividends on our common stock, and we do not anticipate paying any cash dividends in the foreseeable future.

We have never declared or paid dividends on our common stock, nor do we anticipate paying any cash dividends for the foreseeable future. We currently intend to retain future earnings, if any, to finance the operations and expansion of our business. Any future determination to pay cash dividends will be at the discretion of our Board of Directors and will be dependent upon theour earnings, financial condition, operating results, capital requirements, a capital structure strategy and other factors as deemed necessary by our Board of Directors.

25

Table of Contents

The elimination of monetary liability against our directors under Delaware law and the existence of indemnification rights held by our directors officers, and employeesofficers may result in substantial expenditures by the Company and may discourage lawsuits against our directors officers, and employees.
officers.
Our Certificate of Incorporation eliminates the personal liability of our directors to ourthe Company and our stockholders for damages for breach of fiduciary duty as a director to the extent permissible under Delaware law. Further, our Bylaws provide that we are obligated to indemnify any of our directors or officers to the fullest extent authorized by Delaware law and, subject to certain conditions, advance the expenses incurred by any director or officer in defending any action, suit or proceeding prior to its final disposition. Those indemnification obligations could result in the Company incurring substantial expenditures to cover the cost of settlement or damage awards against our directors or officers, which we may be unable to recoup. These provisions and resultant costs may also discourage us from bringing a lawsuit against any of our current or former directors or officers for breaches of their fiduciary duties, and may similarly discourage the filing of derivative litigation by our stockholders against our directors and officers even though such actions, if successful, might otherwise benefit us or our stockholders.
ITEM 1B. UNRESOLVED STAFF COMMENTS
None.
ITEM2.PROPERTIES


Our principal executive offices and our manufacturing facility are located in an approximately 117,000 square foot facility in Solon, Ohio, under a lease agreement expiring on June 30, 2022. We believe this facility is adequate to support our current andoperations. The Company expects to enter into a new lease upon expiration that we believe will be adequate for our anticipated operations.

As part of our 2017 restructuring initiatives, we closed our New York, New York, Arlington, Virginia and Rochester, Minnesota offices.
ITEM 3.LEGAL PROCEEDINGS
From time to time, we may be involved in legal proceedings arising from the normal course of business. See Note 14,15, “Legal Matters,” to our financial statements for the year ended December 31, 2021 included in Part II, Item 8, “Financial Statements and Supplementary Data,” of this Annual Report.
ITEM 4.MINE SAFETY DISCLOSURES
Not applicable.
Executive officers
26

Table of the registrantContents

The following is the name, age, and present position of each of our current executive officers, as well as all prior positions held by each of them during the last five years and when each of them was first elected or appointed as an executive officer:
NameAgeCurrent position and business experience
Theodore L. Tewksbury III, Ph.D.61Chairman of the Board, Chief Executive Officer and President – February 2017 to present
Executive Chairman of the Board – December 2016 to February 2017
Dr. Tewksbury has been Founder and CEO of Tewksbury Partners, LLC, providing strategic consulting, advisory and board services to private and public technology companies, venture capital and private equity firms, since 2013. He had served as President and Chief Executive Officer (from November 2014) and a director (from September 2010) of Entropic Communications, a public company specializing in semiconductor solutions for the connected home, until its sale to MaxLinear, Inc., another public semiconductor company, in April 2015, and he remains a director of MaxLinear, Inc. He is also a director of Jariet Technologies, a private company specializing in digital microwave integrated circuits for wireless infrastructure, backhaul and military applications. From 2008 to 2013, Dr. Tewksbury served as President and Chief Executive Officer and a director of Integrated Device Corporation, a public semiconductor company.
Michael H. Port53
Chief Financial Officer– March 2017 to present
Interim Chief Financial Officer– August 2016 to December 2016
Corporate Controller – July 2015 to March 2017
Mr. Port served as Energy Focus’s Controller from July 2015 to March 2017 and as Interim Chief Financial Officer and Secretary from August to December 2016. From 2010 to July 2015, Mr. Port was a consultant with Resources Global Professionals, a multinational professional services firm, during which time he specialized in filling roles such as Interim CFO, Controller and Director of External Reporting for industrial and manufacturing customers, including interim Controller of the Company from April to July 2015. Prior to joining Resources Global Professionals, Mr. Port held various senior level executive positions at both private and public companies, including Mork Process, Inc., an international manufacturer of industrial cleaning equipment, Oglebay Norton Company, a shipping and industrial minerals company, and Hitachi Medical Systems of America, a distributor of diagnostic imaging products. He began his career at Ernst & Young, focusing on entrepreneurial growth companies. Mr. Port, a certified public accountant, received a B.S.B.A. degree in Accounting from The Ohio State University and earned his Master’s degree in Business Administration from Case Western Reserve University.





PART II
ITEM 5.MARKET FOR REGISTRANT’S COMMON EQUITY, RELATED STOCKHOLDER MATTERS,ANDISSUERPURCHASES OF EQUITY SECURITIES
Market Information
Our common stock trades on The NASDAQNasdaq Capital Market (“NASDAQ”) under the symbol “EFOI.”
The following table sets forth the high and low market sales prices per share for our common stock for the years ended December 31, 2017 and 2016 as reported by NASDAQ:
 High Low
    
First quarter 2017$5.18
 $3.03
Second quarter 20173.52
 2.32
Third quarter 20173.24
 1.51
Fourth quarter 20173.46
 2.00
    
First quarter 2016$13.80
 $6.55
Second quarter 20168.54
 5.50
Third quarter 20166.32
 3.61
Fourth quarter 20165.37
 2.95
 
Stockholders
There were approximately 8659 holders of record of our common stock as of February 16, 2018,March 14, 2022, however, a large number of our stockholders hold their stock in “street name” in brokerage accounts. Therefore, they do not appear on the stockholder list maintained by our transfer agent.
Dividends
We have not declared or paid any cash dividends, and do not anticipate paying cash dividends in the near future.
Securitiesauthorized for issuance under equity compensation plans
The following table details information regarding our existing equity compensation plans as of December 31, 2017:
  Equity Compensation Plan Information 
Plan category Number of securities to be issued upon exercise of outstanding options, warrants and rights Weighted-average exercise price of outstanding options, warrants and rights Number of securities remaining available for future issuance under equity compensation plans (excluding securities reflected in column (a)) 
        
Equity compensation plans approved by security holders 554,654
 $5.76
(2)2,226,130
(1)

(1)Includes 427,437 shares available for issuance under the 2013 Employee Stock Purchase Plan and 1,798,693 shares available for issuance under our 2014 Stock Incentive Plan, which may be issued in the form of options, restricted stock, restricted stock units, and other equity-based awards.


(2)Does not include 306,142 shares that are restricted stock units and do not have an exercise price.

ITEM 6. SELECTED FINANCIAL DATA
The Selected Consolidated Financial Data set forth below have been derived from our financial statements. It should be read in conjunction with the information appearing under the heading “Management’s Discussion and Analysis of Financial Condition and Results of Operations” included in Item 7 of this report and the Consolidated Financial Statements and related notes found in Item 8 of this report.
SELECTED FINANCIAL DATA
(amounts in thousands, except per share data)
[RESERVED]
27
  2017 2016 2015 2014 2013
           
OPERATING SUMMARY          
Net sales $19,846
 $30,998
 $64,403
 $22,700
 $9,423
Gross profit 4,821
 7,677
 29,292
 7,778
 2,078
Loss on impairment 185
 857
 
 
 608
Restructuring 1,662
 
 
 
 
Net (loss) income from continuing operations (11,267) (16,875) 9,471
 (4,246) (5,907)
(Loss) income from discontinued operations 
 (12) (691) (1,599) 3,546
Net (loss) income (11,267) (16,887) 8,780
 (5,845) (2,361)
Net (loss) income per share - basic:          
From continuing operations $(0.95) $(1.45) $0.91
 $(0.55) $(1.24)
From discontinued operations 
 
 (0.07) (0.20) 0.74
Total (0.95) (1.45) 0.84
 (0.75) (0.50)
Net (loss) income per share - diluted:          
From continuing operations $(0.95) $(1.45) $0.88
 $(0.55) $(1.24)
From discontinued operations 
 
 (0.06) (0.20) 0.74
Total (0.95) (1.45) 0.82
 (0.75) (0.50)
Shares used in net (loss) income per share calculation:          
Basic 11,806
 11,673
 10,413
 7,816
 4,779
Diluted 11,806
 11,673
 10,752
 7,816
 4,779
FINANCIAL POSITION SUMMARY          
Total assets $22,151
 $34,978
 $55,702
 $19,496
 $12,808
Cash and cash equivalents 10,761
 16,629
 34,640
 7,435
 1,890
Credit line borrowings 
 
 
 453
 
Current maturities of long-term debt 
 
 
 
 59
Long-term debt, net of current maturities 
 
 
 70
 4,011
Stockholders' equity 19,292
 29,938
 45,320
 9,773
 2,924
Common shares outstanding 11,890
 11,711
 11,649
 9,424
 5,142

Table of Contents



ITEM 7.MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OFOPERATIONS
The following discussion and analysis of our financial condition and results of operations should be read in conjunction with our Consolidated Financial Statements (“financial statements”) and related notes thereto, included in Part II, Item 8, “Financial Statements and Supplementary Data,” of this Annual Report.
Overview
Energy Focus, Inc. and its subsidiary engageengages primarily in the design, development, manufacturing, marketing and sale of energy-efficient lighting systems.systems and controls and ultraviolet-C light disinfection (“UVCD”) products. We operate in a single industry segment, developingdevelop, market and selling our energy-efficientsell high quality light-emitting diode (“LED”) lighting and controls products intoand UVCD products in the general commercial industrialmarket and military maritime markets.market (“MMM”), and began to expand our offerings into the consumer market in the fourth quarter of 2021. Our mission is to enable our customers to run their facilities, offices and homes with greater energy efficiency, productivity, and human health and wellness through advanced LED retrofit and UVCD solutions. Our goal is to become a trustedbe the LED and human-centric lighting (“HCL”) technology and market leader for the most demanding applications where performance, quality, value, environmental impact and health are considered paramount. We specialize in the LED lighting retrofit market by replacing fluorescent, high-intensity discharge lighting and other types of lamps in institutional buildings and high-intensity discharge (“HID”)for primarily indoor lighting in low-bay and high-bay applications with our innovative, high-quality commercial and militarymilitary-grade tubular LED (“TLED”) products.products, as well as other LED and lighting control products for commercial and consumer applications. In late 2020, we announced the launch of our UVCD product portfolio. With initial development complete and two products now brought to market, we anticipate the development of additional UVCD products in 2022.

OverThe LED lighting industry has changed dramatically over the past fewseveral years due to increasing competition and price erosion. We have been experiencing these industry forces in both our military business since 2016 and in our commercial segment, where we once commanded significant price premiums for our flicker-free TLEDs with primarily 10-year warranties. In more recent years, we have exited non-corefocused on redesigning our products for lower costs and consolidating our supply chain for stronger purchasing power where appropriate in order to price our products more competitively. Despite these efforts, our legacy products continue to face aggressive pricing competition and a convergence of product functionality in the marketplace. These trends are not unique to Energy Focus as evidenced by the increasing number of industry peers facing challenges, exiting LED lighting, selling assets and even going out of business.
In addition to continuously pursuing scheduled cost reductions, our strategy to combat these trends is to innovate both our technology and product offerings with differentiated products and solutions that offer greater, distinct value. Specific examples of theseproducts we have developed include the RedCap®, our emergency backup battery integrated TLED, EnFocus™, our new dimmable/color-tunable lighting and powerline control platform that we launched in 2020, and the second generation of EnFocus™ powerline control switches and circadian lighting system for both commercial and residential markets, which we plan to launch in 2022. During 2022, we also plan to expand and enhance the performance of our RedCap®product line. We believe our revamped go-to-market strategy that focuses more on direct-sales marketing, selectively expanding our channel partner network that covers territories across the country, and listens to the voice of the customer, has led to better and more impactful product development efforts that we believe will eventually translate into larger addressable markets and greater sales growth for us.
The Energy Focus UVCD solutions aim to provide impactful and affordable disinfection products for businesses and homes to focuseffectively reduce infection risks and improve indoor air quality. In addition to being ozone-free, the products are designed to guard against the risks of direct human exposure to UV-C rays. The nUVoTM products include enclosed, self-contained UV-C disinfection units that continuously inactivate viruses while reducing overall pathogen levels in the air, including bacteria and mold. We believe Energy Focus UVCD solutions are capable of providing affordable continuous disinfection with high effectiveness and safety. We believe that the UVCD products will open up a new, emerging and sizable market for us and expand our sales and growth potential.
Prior to 2019, the Company experienced significant sales declines, operating losses and increases in its inventory. Beginning in 2019, significant restructuring efforts were undertaken. The Company replaced the entire senior management team, significantly reduced non-critical expenses, minimized the amount of inventory the Company was purchasing, dramatically changed the composition of our board of directors (“Board of Directors”) and the executive team, and recruited new departmental leaders across the Company. The cost savings efforts undertaken included phased actions to reduce costs to minimize cash usage. Initial actions included the elimination of certain positions, restructuring of the sales organization and incentive plan, flattening of the senior management team, additional operational streamlining, management compensation reductions, and outsourcing of certain functions including certain elements of supply chain and marketing.
28

During 2020 and 2021, we continued to see the cost-savings benefits from these relaunch efforts, in addition to a number of strategic sourcing projects completed during 2020 and 2021. In February 2022, we also added two experienced executives to our Board of Directors with extensive lighting and consumer products industry experience. It is our belief that the continued momentum of the efforts undertaken in 2020 and into 2021, along with the development and launch of new and innovative products as well as an expanded sales team and distribution network, will over time result in improved sales and bottom-line performance for the Company.
We launched our patented EnFocus™ platform during the second quarter of 2020 and, despite the ongoing, significant delay and slowdown in our customers’ lighting projects following the impacts of the COVID-19 pandemic, we continue to receive positive feedback from the market. The EnFocus™ platform offers two immediately available product lines: EnFocus™ DM, which provides a dimmable lighting solution, and EnFocus™ DCT, which provides both a dimmable and color tunable lighting solution. EnFocus™ enables buildings to have dimmable, color tunable and circadian-ready lighting using existing wiring, without requiring laying additional data cables or any wireless communication systems, through a relatively simple upgrade with EnFocus™ switches and LED lamps, a far more secure, affordable and environmentally sustainable solution compared with replacing entire lighting fixtures and incorporating additional wired or wireless communication.
In addition, in response to the COVID-19 pandemic and an anticipated increase in sanitation and hygiene demand for buildings, facilities and homes, we developed advanced UVCD air disinfection products for both consumer as well as the commercial and industrial markets. Two of these UVCD products were available beginning in the fourth quarter of 2021: the nUVo™ Tower air disinfector, a portable air disinfection device for offices and homes, and the nUVo™ Traveler air disinfector, a portable air disinfection device for in-vehicle and other smaller locations. Additional nUVo™ product development is planned for 2022 as we expect to refocus our ongoing UVCD development efforts on TLED products, starting with the sale ofconsumer and commercial space.
During 2021, our pool lighting productsMMM business in 2013. During 2015 we exited our turnkey solutions business operated by our subsidiary, Energy Focus LED Solutions, LLC (“EFLS”), and exited our United Kingdom business through the sale of Crescent Lighting Limited (“CLL”), our wholly-owned subsidiary. As a result, we have reclassified all net sales and expenses associated with both EFLS and CLLcontinued to face challenges resulting from the Consolidated Statementsdelayed availability of Operationsgovernment funding and have reported the related net income (loss) as discontinued operations. Please refer to Note 4, “Discontinued Operations,” for more information on our dispositiontiming of these businesses.
During 2016, we were impacted by a slowdown in demand from U.S. Navy compared to the rapid pace of 2015 when we experienced record high military maritime sales of $50.1 million. We experienced a year-over-year decrease in military maritime sales of 67.7 percent from 2015 to 2016awards, with several anticipated projects facing repeated and as a result we re-evaluated the economics of manufacturing components versus purchasing them and ceased using certain specialized manufacturing equipment and software used in the manufacture of our military Intellitube® product. Accordingly, we recorded an impairment loss of $0.9 million to adjust the carrying value of the equipment and software to its net realizable value, as of December 31, 2016. In 2017, we recorded an additional impairment loss of $0.2 million to adjust the carrying value of the equipment and software to the current expected net realizable value.ongoing delays. We continue to actively market the equipment and software for sale and expect to complete a sale in the first quarter of 2018.

Additionally, we had initiated an aggressive inventory procurement plan during 2016 in order to meet expected commercial sales growth, which did not materialize. As a result, our gross inventory levels increased $5.0 million as of December 31, 2016 compared to December 31, 2015. In accordance with accounting principles generally accepted in the United States (“U.S. GAAP”), we evaluated our 2016 year-end inventory quantities for excess levels and potential obsolescence after evaluation of historical sales, current economic trends, forecasted sales and product lifecycles and charged $3.3 million to cost of salespursue opportunities from continuing operations for excess and obsolete inventories, as compared to $1.7 million in 2015.

Given the decline in our military maritime business, the changing competitive landscape of the U.S. Navy sales channel and the timing uncertaintygovernment sector to minimize such volatility. Previously in our MMM business, significant efforts undertaken to reduce costs in our product offerings have positioned us to be more competitive along with improved production efficiencies. Such efforts allowed us to continue to win bids and proposals that helped grow our MMM sales throughout 2020, offsetting some of the weakness being experienced in our commercial business that year. In addition, during the fourth quarter of 2020, we became an approved supplier for the General Services Administration (“GSA”) and many of our products are now listed in the GSA website for all federal and military agencies to view and order our products, a channel we hope to further develop. While we continue to aggressively seek to increase sales of our commercial products, the MMM business offers us continued sales opportunities, in addition to validating our product quality and strengthening our brand trust in the marketplace. However, due to product mix impacts resulting from the continued impact of the COVID-19 pandemic on commercial sales, our current financial results are in part driven by, and reflect volatility in, our MMM sales.
Meanwhile, we continue to seek additional external funding alternatives and sources to support our growth we implemented a restructuring initiative duringstrategies, plans and initiatives. We plan to achieve profitability through developing and launching new, innovative products such as EnFocusTM and our UVCD products and further leveraging our unique and proprietary technology such as RedCap®, as well as executing on our multi-channel sales strategy that targets key verticals, such as government, healthcare, education and commercial and industrial, complemented by our marketing outreach campaigns and expanding channel partnerships. We also plan to continue to develop advanced lighting and lighting control applications built upon the first quarter of 2017. The intent of the restructuring strategy was to maximize operating cost reductions without sacrificing either our new product pipeline or potential long-term revenue growth and return the Company to profitability. On February 19, 2017, the Board appointed Dr. Ted TewksburyEnFocusTM platform that aim to serve asboth consumer and commercial markets. In addition, we intend to continue to apply rigorous financial discipline in our organizational structure, business processes and policies, strategic sourcing activities and supply chain practices to help accelerate our path towards profitability.
Despite continuing progress throughout 2021, the Company’s Chairman ofresults reflect the Board, Chief Executive Officerchallenges due to long and Presidentunpredictable sales cycles, unexpected delays in MMM and commercial customer retrofit budgets and project starts, and unexpected supply chain issues, all exacerbated by the COVID-19 pandemic since early 2020. There has also been continuing aggressive price competition in the lighting industry. We continued to lead the Company’s restructuring efforts. Dr. Tewksbury, who holds M.S.incur losses and Ph.D. degrees in Electrical Engineering from MIT, is a well-seasoned semiconductor industry executive with experience in implementing and managing successful business restructurings.

The restructuring initiative included an organizational consolidation of management functions in order to streamline and better align the Company into a more focused, efficient, and cost-effective organization. The initiative also included the transition from our historical direct sales model to an agency driven sales channel strategy in order to expand our market presence throughout the U.S. During 2017 we closed our New York, New York, Arlington, Virginia and Rochester, Minnesota offices, reduced full-time equivalent headcount by 51% and significantly decreased operating expenses from 2016 levels (a net reduction of $8.4 million, which includes $1.8 million in offsetting restructuring and impairment charges). As of December 31, 2017, we had effectively transitioned our sales force to an agency driven sales channel, expanding our sales coverage to the entire U.S. through six geographic regions and 30 sales agents. As a result of this transition, we have substantially expanded from a primarily Midwest focussubstantial accumulated deficit, which continues to build market presence and awareness in other regions of the U.S. with significant demand potential, including the Northeast, Southeast and California.



Whileraise substantial doubt about our ability to continue as a going concern continued to exist at December 31, 2017,2021.
The COVID-19 pandemic in particular has, and may continue to have, a significant economic and business impact on our company. Throughout 2021, following a slowdown in 2020, we had $10.8 millionhave seen a continuing weakness in cashcommercial sales as customers in the healthcare, education, and no debt obligations atcommercial and industrial sectors delayed order placements in reaction to the endimpacts of the year. Consequently, considering both quantitative COVID-19 pandemic that caused our customers to suspend or postpone lighting retrofit projects due to budget
29

and qualitative information, weoccupancy uncertainties. Global supply chain and logistics challenges have further exacerbated slowdowns in customer projects, as well as impacted our inventory strategies to respond to customer and supplier timelines.
We continue to believemonitor the impact of the COVID-19 pandemic on our customers, suppliers and logistics providers, and to evaluate governmental actions being taken to curtail and respond to the spread of the virus. Global supply chain and logistics constraints are impacting our inventory purchasing strategy, leading to a buildup of inventory and components in an effort to manage both shortages of available components and longer lead times in obtaining components. Disruptions in global logistics networks are also impacting our lead times and ability to efficiently and cost-effectively transport products from our third-party suppliers to our facility. The significance and duration of the ongoing impact on us is still uncertain. Material adverse effects of the COVID-19 pandemic on market drivers, our customers, suppliers or logistics providers could significantly impact our operating results. We also plan to continue to actively follow, assess and analyze the ongoing impact of the COVID-19 pandemic and stand ready to adjust our organizational structure, strategies, plans and processes to respond.
Because the situation continues to evolve, we cannot reasonably estimate the ultimate impact to our business, results of operations, cash flows and financial position that the combinationCOVID-19 pandemic may have. Continuation of the COVID-19 pandemic and government actions in response thereto could cause further disruptions to our operations and the operations of our restructuring actions, current financial position, liquid resources, obligations duecustomers, suppliers and logistics partners and could significantly adversely affect our near-term and long-term revenues, earnings, liquidity and cash flows. We will remain agile as an organization to respond to potential or anticipated withincontinuing weakness in the next year, executive reorganization,macroeconomic environment and implementation of ourin the meantime expand sales channel strategychannels and enter new markets such as the UVCD and consumer markets, that we believe will return us to profitability in 2018 and effectively mitigate the substantial doubt about our ability to continue as a going concern.provide additional growth opportunities.

Results of operations
The following table sets forth the percentage of net sales represented by certain items reflected on our Consolidated Statements of Operations for the following periods:
 20212020
Net sales100.0 %100.0 %
Cost of sales82.8 69.2 
Gross profit17.2 30.8 
Operating expenses:  
Product development19.2 8.4 
Selling, general, and administrative86.5 46.9 
Restructuring(0.2)(0.4)
Total operating expenses105.5 54.9 
Loss from Operations(88.3)(24.1)
Other expenses:  
Interest expense8.0 2.9 
Gain on forgiveness of PPP loan(8.1)— 
Loss on extinguishment of debt— 1.6 
Other income - employee retention tax credit(8.9)— 
Loss from change in fair value of warrants— 6.5 
Other expenses, net0.7 0.4 
Net loss before income taxes(80.0)(35.5)
Benefit from income taxes— — 
Net loss(80.0)%(35.5)%
30
  2017 2016 2015
       
Net sales 100.0 % 100.0 % 100.0 %
Cost of sales 75.7
 75.2
 54.5
Gross profit 24.3
 24.8
 45.5
       
Operating expenses:      
Product development 14.8
 11.4
 4.4
Selling, general, and administrative 57.0
 64.9
 26.1
Loss on impairment 0.9
 2.8
 
Restructuring 8.4
 
 
Total operating expenses 81.1
 79.1
 30.5
(Loss) income from operations (56.8) (54.3) 15.0
       
Other expense (income):      
Interest expense 
 
 0.1
Other expenses (income) 0.4
 
 (0.1)
(Loss) income from continuing operations before income taxes (57.3) (54.3) 15.0
(Benefit from) provision for income taxes (0.5) 0.2
 0.2
Net (loss) income from continuing operations (56.8) (54.5) 14.8
       
Discontinued operations:      
Loss from discontinued operations 
 
 (0.3)
Loss on sale of discontinued operations 
 
 (0.8)
(Loss) income from discontinued operations before income taxes 
 
 (1.1)
Benefit from income taxes 
 
 
Loss from discontinued operations 
 
 (1.1)
       
Net (loss) income (56.8)% (54.5)% 13.7 %

Table of Contents



Net sales
A further breakdown of our net sales by product line is as follows (in thousands):
 20212020
Commercial products$4,682 $5,404 
MMM products5,183 11,424 
Total net sales$9,865 $16,828 
 2017 2016 2015
      
Commercial$15,217
 $14,809
 $14,156
Military maritime4,629
 16,189
 50,128
R&D Services
 
 119
Total net sales$19,846
 $30,998
 $64,403
While ourOur net sales of $19.8$9.9 million in 20172021 decreased 36.0 percent41.4% compared to 2016, our commercial2020, mainly driven by a decrease of 54.6% in MMM sales. The decrease in net MMM product sales increased 2.8 percent reflecting our continued efforts to penetrate our targeted vertical markets. Overall demand for our military maritime products increased during 2017in 2021 as compared to 2016, but2020 was mainly due to the limited availability of government funding and the delayed timing of expected orders. MMM sales were also higher in 2020 primarily due to delays in government purchasing during 2019 that were pushed into 2020. Additionally, in March 2020, we won a contract worth about $3.5 million, and throughout 2020, our distributor for the U.S. Navy had the ability to satisfy that demand with inventory they had purchased during 2016 under an exclusive distribution agreement that ended on March 31, 2017. As a result,sales from our 2017 military maritimein-house sales decreased 71.4 percent compared 2016.
and inside sales accounts grew significantly. Net sales of $31.0 millionour commercial products decreased 13.4% in 2016 decreased 51.9 percent in comparison to $64.4 million in 2015, primarily due to a $33.9 million decrease in military maritime sales. This decrease was the result of high-volume sales to distributors for the U.S. Navy during 2015. Commercial sales increased $0.7 million, or 4.6 percent, in 20162021 as compared to 2015, as we continued our efforts to diversify2020, reflecting continuing fluctuations in the timing, pace, and expand oursize of commercial market. R&D services decreased by $0.1 million, as we completed work on research contracts and grants in 2015.projects, including continuing impacts of the COVID-19 pandemic.
International sales
With the sale of our United Kingdom subsidiary CLL in 2015, we no longerWe do not generate significant sales from customers outside the United States. International net sales accounted for approximately two percent, four percent, and less than one percent2% of net sales in 2017, 2016,2021 and 2015, respectively. The effect1% of changesnet sales in 2020. Changes in currency exchange rates wasdid not materialhave an impact on net sales in 2017, 2016, and 2015.2021 or 2020, as our sales, including international sales, are denominated in U.S. dollars.

Gross profit
Gross profit was $4.8$1.7 million, in 2017, compared to $7.7 million in 2016. The year-over-year decline in gross profit was principally driven by lower sales volumes and changes in mix between our commercial and military maritime products, as sales of our commercial products represented 76.7 percent of total net sales in 2017 compared to 47.8 percent in 2016. Our 2017 gross profit as a percentor 17.2% of net sales, of 24.3 percent was comparablefor 2021, compared with our 2016 gross profit as a percentof $5.2 million, or 30.8% of net sales of 24.8 percent. As a result of our 2017 restructuring initiative and our efforts to improve operating efficiencies, we were successfulfor 2020. The year-over-year decrease in maintaining our manufacturing overhead as a percentage of net sales to 2016 levels, in spite of lower sales volumes. Additionally, during 2017 we implemented a strategic sales initiative to sell certain excess inventory that had previously been written-down in conjunction with our excess inventory reserve analysis in prior years, as required by U.S. GAAP. This initiative resulted in reduction of our excess inventory reserves of $1.4 million. Our 2016 gross margin was driven primarily by lower sales, resulting in an overhang in fixed costs against the lower sales volume of $1.0 million, or 10.1% of net sales, and unfavorable inventory and warranty reserve adjustments of $0.3 million, or 2.9% of net sales. Gross margin for 2021 included a favorable impact from product mix, as our commercial products, which had lower margins than our military maritime products, represented 47.8 percentand favorable price and usage variances for material and labor of total$0.8 million, or 8.3% of net sales in 2016. The 2016 gross margin was negatively impacted by the recognition of a $3.3 million excess inventory reserve based on our year-end excess inventory reserve analysis.sales.

Gross profit in 2016 decreased $21.6 million from the gross profit of $29.3 million in 2015. Gross margins declined 20.7 percentage points as a result of lower sales and changes in product mix, as our commercial products had lower margins than our military maritime products. In addition to the gross margin impact of lower sales and product mix, our 2016 gross margin was negatively impacted by the recognition of a $3.3 million excess inventory reserve based on our year-end excess inventory reserve analysis.



Operating expenses
Product development
Product development expenses include salaries, including stock-based compensation and related benefits, contractor and consulting fees, certain legal fees, supplies and materials, as well as overhead items, such as depreciation and facilities costs. Product development costs are expensed as they are incurred. Cost recovery represents the combination of revenues and credits from government contracts.

Total gross and net product development spending, including credits from government contracts, is shown in the following table (in thousands):

 For the year ended December 31,
 2017 2016 2015
      
Total gross product development expenses$2,940
 $3,630
 $3,005
Cost recovery through cost of sales
 
 (25)
Cost recovery and other credits
 (93) (170)
Net product development expense$2,940
 $3,537
 $2,810

 For the year ended December 31,
 20212020
Total gross product development expenses$1,891 $1,415 
Gross product development expenses were $2.9$1.9 million in 2017, a $0.7 million, or 19.0 percent, decrease2021, an increase of 33.6%, compared to $3.6$1.4 million in 2016.2020. The decreaseincrease primarily resulted from restructuringincreased product development and testing costs, as well as salaries and related operating cost reductionsbenefit (including stock compensation) costs of $0.5$0.3 million principally relatedand $0.1 million, respectively, associated with the development and launch of our UVCD products.
31

Selling, general, and administrative
Selling, general, and administrative expenses were $8.5 million, or 86.5% of net sales, in 2021, compared to $7.9 million, or 46.9% of net sales, in 2020. Of the year-over-year $0.6 million increase, approximately $0.8 million is attributable to increased headcount and salaries, including stock-based compensation and related benefits, of approximately $0.3 million and reductions in outside testing and legal fees of approximately $0.2 million as we focused our efforts on redefining our product road mapis related to an increase in light of our restructuring initiative. Gross 2016 product development expenses of $3.6 million increased 20.8 percent compared to $3.0 million in 2015. The increase resulted from higher salaries, including stock-based compensationtrade show and related benefits, of approximately $0.8 million, partially offset by a reduction in outside testing and legal fees of approximatelyother marketing costs, $0.1 million.

Selling, general, and administrative
Selling, general, and administrative expenses were $11.3 million, or 57.0 percent, of net sales in 2017, compared to $20.1 million, or 64.9 percent of net sales in 2016. Of the year-over-year $8.8 million decrease, approximately $5.6 million is attributablerelated to our restructuring initiative, resulting in reduced salaries, including stock-based compensation andincreased sales commissions, $0.1 million is related benefits, of $2.9 million, consulting fees of $1.1 million, recruiting and relocation expenses of $0.6 million,to increased travel and related expenses, $0.1 million is related to an increase in network and other software costs and $0.1 million is related to an increase in dues and subscriptions. These increases were offset by savings of $0.5 million and rent and related expenses of $0.5 million. Additionally, our operating cost control initiatives resulted in an additional $1.5$0.6 million in operating expense reductions including decreased trade show and marketing expenses of $0.8 million and legal and professional fees of $0.6 million in 2017, compared to 2016. Due to the overall lower sales volumes and the November 2016 termination of an outside sales representation agreement related to sales to the U.S. Navy, our 2017 sales commission expense decreased $1.0 million compared to 2016.
Selling, general, and administrative expenses in 2016 increased by $3.3 million, or 19.5 percent, from $16.8 million in 2015. The dollar increase resulted from higher salaries, including stock-based compensation and related benefits of approximately $1.2 million, tradeshow and marketing expenses of $0.7 million, legal and professional fees of $0.4 million and travel and related expenses of $0.2 million in our efforts to diversify and expand our commercial markets. In addition, severance and related benefits costs increased $0.4 million as a result of our efforts to align our direct sales force, marketing personnel and administrative talent to support our operations. In October 2015, we began using an outside sales representative who earned a commission on sales for our military maritime products for the U.S. Navy, which resulted in higher sales commission of $0.3 million in 2016 compared to 2015. Partially offsetting these increased costs was a reduction in recruiting and relocation expensesfees.
Restructuring
During 2021 and 2020, we recorded restructuring credits of $0.4 million.
Loss on impairment
As a result of the decline in the level of expected future sales of our military maritime productsapproximately $21 thousand and reductions in$60 thousand, respectively, related to the cost of procuring components fromand offsetting sub-lease income for the remaining lease obligation for our suppliers, during 2016 we re-evaluated the economics of manufacturing versus purchasing such components and determined that we would no longer use the equipment and software purchased to conduct this


manufacturing. As of December 31, 2016, we evaluated the carrying value of the equipment and software compared to its fair value and determined that the equipment and software were impaired, recording an impairment loss of $0.9 million to adjust the carrying value of the equipment and software to its estimated net realizable value. Due to the specialized nature of this equipment we have not been able to find a buyer for this equipment in 2017. As a result, we re-evaluated the carrying value of the equipment and software compared to its fair value and recorded an additional impairment loss of $0.2 million as of December 31, 2017.

Restructuring

In the first quarter of 2017, we announced a restructuring initiative with a goal of significantly reducing our annual operating costs from 2016 levels. This initiative included an organizational consolidation of management and oversight functions in order to streamline and better align the organization into more focused, efficient, and cost-effective reporting relationships.

The actions taken in the first quarter of 2017 included closing our offices in Rochester, Minnesota,former New York, New York and Arlington, Virginia offices. The lease on our Arlington, Virginia office ended in September of 2019 and impacted 20 employees, primarily located in these offices. During the second quarter of 2017, we fully exited thelease on our New York, and Arlington facilities and took additional actions to improve our operating efficiencies. These actions impacted an additional 17 production and administrative employees in our Solon location.

During 2017, we recorded restructuring charges totaling approximately $1.7 million consisting of approximately $0.8 million in severance and related benefits, approximately $0.7 million in facilities costs related to the termination of the Rochester lease obligations and the remaining lease obligations for the former New York and Arlington offices, and $0.2 millionoffice expired in other restructuring costs primarily related to fixed asset and prepaid expenses write-offs.June of 2021.

We estimated that we would receive a total of approximately $1.2 million in sublease payments to offset our remaining lease obligations, which extend until June 2021, of approximately $1.7 million. We expect to incur insignificant additional costs over the remaining life of our lease obligations, but we do not anticipate further major restructuring activities in the near future. Please refer to Note 3, “Restructuring,” included in Item 8, “Financial Statements and Supplementary Data,” of this Annual Report for further information.

While substantial doubt about our ability to continue as a going concern that existed at December 31, 2016 remained at December 31, 2017, we had $10.8 million in cash and no debt obligations at the end of the year. In addition, the restructuring actions taken in 2017 resulted in a net decrease in operating Otherexpenses of $8.4 million, including restructuring and asset impairment charges of $1.8 million in 2017 and impairment charges of $0.9 million in 2016. The intent of the restructuring strategy was to maximize operating cost reductions without sacrificing either our new product pipeline or potential long-term revenue growth. Consequently, considering both quantitative and qualitative information, we continue to believe that the combination of our restructuring actions, current financial position, liquid resources, obligations due or anticipated within the next year, executive reorganization, and implementation of our sales channel strategy will return us to profitability in 2018 and effectively mitigates the substantial doubt about our ability to continue as a going concern.
Other(expense) income
Interest expense
We incurred $2$792 thousand in interest expense in 2017. As 2021, primarily related to the interest on borrowings and non-cash amortization of fees related to our revolving lines of credit with Crossroads Financial Group, LLC (the “Inventory Facility”) and Factors Southwest L.L.C. (d/b/a resultFSW Funding) (the “Receivables Facility” and, together with the Inventory Facility, the “Credit Facilities”), interest on borrowings and non-cash amortization of settling our long term debt obligations duringfees associated with the fourth quarterincrease in the borrowing capacity on the Inventory Facility, and interest on the promissory note in the principal amount of 2015,$1.7 million (the “Streeterville Note”) the Company sold and issued to Streeterville Capital, LLC (“Streeterville”) pursuant to a note purchase agreement with Streeterville.
In 2020, we incurred no$481 thousand in interest expense for the year ended December 31, 2016. Interest expense for the year ended December 31, 2015 was $0.1 million.
Other expenses
We recognized other expenses of $0.1 million in 2017, comparedprimarily related to other expense of $18 thousand in 2016interest on borrowings and other income of $0.1 million in 2015. The expenses in 2017 and 2016 primarily consisted of losses on the disposal of fixed assets partially offset by interest income on our cash balances. The income in 2015 primarily consisted of recognized foreign currency transaction gains partially offset by the non-cash amortization of fees related to our former revolving line of credit facility.with Austin Financial Services, Inc. (the “Austin Facility”), the promissory note in the principal amount of $1.3 million (the “Iliad Note”) the Company sold and issued to Iliad Research and Trading, L.P. (“Iliad”), pursuant to a note purchase agreement (the “Iliad Note Purchase Agreement”) with Iliad, and the interest on borrowings and non-cash amortization of fees related to the Credit Facilities.
Gain on forgiveness of PPP loan
Forgiveness income of $801 thousand related to the Paycheck Protection Program (“PPP”) loan taken out during 2020 and forgiven in 2021 was recognized during the first quarter 2021.
Loss on extinguishment of debt
A loss of $276 thousand on the extinguishment of debt was recognized during the year ended December 31, 2020, consisting of a $100 thousand termination fee and the write-off of the remaining related debt acquisition costs of $59 thousand from the Austin Facility as well as the write-off of the remaining debt acquisition costs of $117 thousand relating to the Iliad Note.
Employee Retention Tax Credit
During the year ended December 31, 2021, we recognized other income of $876 thousand related to eligible Employee Retention Tax Credit (“ERTC”) expenses incurred during the second and third quarters of 2021 for which we became eligible.
32

Loss from change in fair value of warrants
A loss of $1.1 million was recognized during the year ended December 31, 2020 for the market value change in our warrant liabilities related to a private issuance of warrants to certain institutional investors to purchase up to 688,360 shares of our common stock with an exercise price of $3.37 per share and a private issuance of warrants to the placement agents to purchase up to 48,185 shares of our common stock with an exercise price of $4.99 per share, both at a purchase price of $0.625 per warrant (collectively, the “January 2020 Warrants”), which were completed concurrently with a registered direct offering for the sale of 688,360 shares of our common stock to the same institutional investors, at a purchase price of $3.37 per share, in January 2020 (such concurrent registered direct offering and private issuance, together, the “January 2020 Equity Offering”). The loss recognized was a result of the revaluation of the warrant liability using the market price of the Company’s common stock at December 22, 2020, versus the market price of the Company’s common stock at the time of initial issuance of the January 2020 Warrants (January 13, 2020). The terms of the January 2020 Warrants were amended in December 2020 such that they were reclassified as equity, and no liability with respect to such January 2020 Warrants exists at either December 31, 2021 or 2020. As such, there is no related gain or loss recorded for the twelve months ended December 31, 2021.
Other expenses, net
We recognized other expenses, net, of $65 thousand in 2021, compared to other expenses, net, of $73 thousand in 2020. Other expenses, net, in 2021 and 2020 primarily consisted of bank and collateral management fees.
Income taxes
For the years ended December 31, 20172021 and 2016,2020, our effective tax rate was 1.02 percent0.0% and (0.2) percent,0.1%, respectively.

In 2017,2021, our effective tax rate was lower than the statutory rate due to the remeasurement of our deferred tax assets resulting from the Tax Cuts and Jobs Act of 2017 (the “Act”) and a decreasean increase in the valuation allowance.allowance as a result of the $9.6 million additional federal net operating loss we recognized for the year. In 2016,2020, our effective tax rate


was lower than the statutory tax rate due primarily due to an increase in the valuation allowance as a result of $10.6the $7.1 million of additional federal net operating loss we recognized for thatthe year.

On December 22, 2017, the Act was signed into law making significant changes to the Internal Revenue Code. Changes include, but are not limited to, a corporate tax rate decrease from 35 percent to 21 percent effective for tax years beginning after December 31, 2017, repeal of the corporate Alternative Minimum Tax, elimination of certain deductions, and changes to the carryforward period and utilization of Net Operating Losses generated after December 31, 2017. We have calculated our best estimate of the impact of the Act in our year end income tax provision in accordance with our understanding of the Act and guidance available as of the date of this filing. As a result of the Act, we have recorded $0.1 million as additional income tax benefit in the fourth quarter of 2017, the period in which the legislation was enacted. This amount related to the release of the valuation allowance on our Alternative Minimum Tax Credit carry forward, which is expected to be fully refunded by 2021. We remeasured our deferred tax assets and liabilities, based on the rates at which they are expected to reverse in the future. The impact of the remeasurement was $5.9 million of additional tax expense, which was offset by a $5.9 million valuation allowance reduction resulting in no net impact to the financial statements. The U.S. Treasury Department, the Internal Revenue Service, and other standard-setting bodies could interpret or issue guidance on how provisions of the Act will be applied or otherwise administered that is different from our interpretation. As we complete our analysis of the Act, collect and prepare necessary data, and interpret any additional guidance, we may make adjustments to provisional amounts that we have recorded that may materially impact our provision for income taxes in the period in which the adjustments are made.

Deferred income tax assets are reduced by a valuation allowance when it is more likely than not that some portion of the deferred income tax assets will not be realized. In considering the need for a valuation allowance, we assess all evidence, both positive and negative, available to determine whether all or some portion of the deferred tax assets will not be realized. Such evidence includes, but is not limited to, recent earnings history, projections of future income or loss, reversal patterns of existing taxable and deductible temporary differences, and tax planning strategies. We have recorded a full valuation allowance against our deferred tax assets at December 31, 20172021 and 2016,2020, respectively. We had no net deferred liabilities at December 31, 20172021 or 2016. 2020.We will continue to evaluate the need for a valuation allowance on a quarterly basis.

At December 31, 2017,2021, we had net operating loss carry-forwards of approximately $91.8$125.4 million for federal income tax purposes ($77.2 million for state and local income tax purposes.purposes). However, due to changes in our capital structure, approximately $37.3$71.0 million of this amountthe $125.4 million is available after the application of IRC Section 382 limitations. As a result of the Tax Cuts and Jobs Act of 2017 (the “Tax Act”), net operating loss carry-forwards generated in tax years beginning after December 31, 2017 can only offset 80% of taxable income. These net operating loss carry-forwards can no longer be carried back, but they can be carried forward indefinitely. The $9.6 million and $7.1 million in federal net operating losses generated in December 31, 2021 and 2020, respectively, will be subject to the new limitations under the Tax Act. If not utilized, thesethe carry-forwards generated prior to December 31, 2017 of $37.5 million will begin to expire in 20212023 for federal purposes and have begun to expire for state and local purposes. Please refer to Note 11, “Income Taxes,” included in Item 8, for further information.

Net (loss) income from continuing operations
Despite an $11.2 million, or 36.0 percent, decline in net sales, our net loss from continuing operations improved $5.6 million to $11.3 million in 2017 compared to $16.9 million in 2016. The improvement in our loss from continuing operations is the direct result of our restructuring initiative, including efforts to improve operating efficiencies, allowing us to maintain consistent gross margin percentages,“Financial Statements and control operating costs, resulting in a $8.4 million year-over-year operating expense reduction, including $1.8 million in restructuring and asset impairment charges. Net loss from continuing operations was $16.9 million in 2016, a decrease of $26.3 million compared to 2016 compared to net income of $9.5 million in 2015. Lower net sales, changes in product mix and investments in corporate infrastructure, charges recorded for excess inventory and the asset impairment on certain manufacturing equipment contributed to the difference in operating results.

Discontinued operations

During 2015 we exited our turnkey solutions business operated by our subsidiary, EFLS. There were no assets disposed as a result of the discontinuation, and we did not recognize a gain or loss on disposal or record an income tax expense or benefit. In August 2015, we sold our wholly-owned United Kingdom subsidiary, CLL. The sale was for nominal consideration under the terms of the agreement. As a result of the transaction and the elimination of this foreign subsidiary, we recorded a one-time loss of $44 thousand, which included a $469 thousand accumulated other comprehensive income reclassification adjustment for foreign currency translation adjustments. Accordingly, we have relcassified all net sales and expenses associated with both EFLS and CLL from the Consolidated Statements of Operations and have reported the related net income (loss) as discontinued operations.

In November 2013, we sold our pool products business. In February 2015, the buyer filed an arbitration claim asserting damages under the Purchase Agreement relating to product development and on March 18, 2016, a settlement agreement was executed for this claim. The legal fees incurred for the arbitration are included in the loss on disposal of discontinued


operations for all periods presented. See Note 14, “Legal Matters,Supplementary Data, included in Item 8 of this Annual Report for more information on this claim.

Revenues from discontinued operations in 2015 were $1.1 million. See Note 4, “Discontinued Operations,” included in Item 8 of this Annual Report for morefurther information.
Net (loss) incomeloss
Net (loss) income includes the results from continuing operations as well as the results from discontinued operations. Net loss was $11.3$7.9 million for 2021, inclusive of a non-cash, pre-tax gain of $0.8 million from the forgiveness of the Company’s PPP loan and $0.9 million in 2017, a decreaseother income recorded relating to the ERTC ($431 thousand of $5.6 million compared towhich was received during the fourth quarter of 2021). This compares with a net loss of $16.9$6.0 million in 2016, asfor 2020, which included a resultnon-cash, pre-tax loss of $1.1 million resulting from the revaluation of the reasons discussed above. Net loss $16.9 million in 2016 represented a decreasewarrant liability throughout 2020.
33

Liquidity andcapitalresources
General
We generated a net loss of $11.3$7.9 million in 2017,2021, compared to net loss of $16.9$6.0 million in 2016.2020. We have incurred substantial losses in the past, and as of December 31, 2017,2021, we had an accumulated deficit of $108.2$138.7 million.
In order for us to operate our business profitably, we need to continue to expandgrow our market presence to further penetrate our targeted vertical markets,sales, maintain cost control discipline without sacrificing eitherwhile balancing development of our new product pipeline or potentialproducts required for long-term competitiveness and revenue growth, continue our efforts to reduce product cost, and drive further operating efficiencies and develop and execute a strategic product pipeline for profitable and compelling energy-efficient LED lighting products.efficiencies. There is a risk that our strategy to return to profitability may not be as successful as we envision. Ifsuccessful. We will likely require additional financing in the next twelve months to achieve our strategic plan and, if our operations do not achieve, or we experience an unanticipated delay in achieving, our intended level and pace of profitability, we will continue to need additional funding thereafter, none of which may be available on favorable terms or at all and could require us to discontinue or curtail our operations.
Considering both quantitative and qualitative information, we continue to believe that the combination of our plan to continue to ensure appropriate levels of the availability of external financing, current financial position, liquid resources, obligations due or anticipated within the next year, and implementation of our product development and sales channel strategy, if adequately executed, will provide us with an ability to finance our operations through 2022 and will mitigate the substantial doubt about our ability to continue as a going concern.
Credit Facilities
On August 11, 2020, we entered into the Credit Facilities. The Credit Facilities consist of the Inventory Facility, a two-year inventory financing facility for up to $3.0 million, which amount was subsequently increased to $3.5 million, and the Receivables Facility, a two-year receivables financing facility for up to $2.5 million. These facilities replaced our previous credit facility, the Austin Facility. As of December 31, 2021, our cash was approximately $2.7 million and our total outstanding balance was approximately $2.2 million under the Credit Facilities. As of December 31, 2021, our additional availability under the Credit Facilities was $1.7 million.
December 2021 Private Placement
In December 2021, we completed a private placement (the “December 2021 Private Placement”) with certain institutional investors for the sale of 1,193,185 shares of our common stock at a purchase price of $3.52 per share. We also sold to the same institutional investors (i) pre-funded warrants (“Pre-Funded Warrants”) to purchase 85,228 shares of common stock at an exercise price of $0.0001 per share and (ii) warrants (collectively with the Pre-Funded Warrants, the “December 2021 Warrants”) to purchase up to an aggregate of 1,278,413 shares of common stock at an exercise price of $3.52 per share. We paid the placement agent commission of $360 thousand, plus $42 thousand in expenses, in connection with the December 2021 Private Placement and we also paid legal, accounting and other fees of $97 thousand related to the December 2021 Private Placement. Total offering costs of $499 thousand have been presented as a reduction of additional paid-in-capital and have been netted within equity in the Condensed Consolidated Balance Sheet as of December 31, 2021. Net proceeds to us from the December 2021 Private Placement were approximately $4.0 million.
June 2021 Equity Offering
In June 2021, we completed a registered direct offering of 990,100 shares of our common stock to certain institutional investors, at a purchase price of $5.05 per share (the “June 2021 Equity Offering”). We paid the placement agent commissions of $400 thousand, plus $51 thousand in expenses, in connection with the June 2021 Equity Offering and we also paid legal and other fees of $19 thousand related to the June 2021 Equity Offering. Total offering costs of $470 thousand have been presented as a reduction of additional paid-in capital and have been netted within equity in the Condensed Consolidated Balance Sheet as of December 31, 2021. Total offering costs of $470 thousand have been presented as a reduction of additional paid-in-capital and have been netted within equity in the Condensed Consolidated Balance Sheet as of December 31, 2021. Net proceeds to us from the June 2021 Equity Offering were approximately $4.5 million.
34

Streeterville Note
On April 27, 2021, we entered into a note purchase agreement with Streeterville, pursuant to which we sold and issued the Streeterville Note. The Streeterville Note was issued with an original issue discount of $194 thousand and Streeterville paid a purchase price of $1.5 million for the Streeterville Note, after deduction of $15 thousand of Streeterville’s transaction expenses.
The Streeterville Note has a maturity date of April 27, 2023, and accrues interest at 8% per annum, compounded daily, on the outstanding balance. The Company may prepay the amounts outstanding under the Streeterville Note at a 10% premium. Beginning on November 1, 2021, Streeterville may require additional funding.the Company to redeem up to $205 thousand of the Streeterville Note in any calendar month. The Company has the right on three occasions to defer all redemptions that Streeterville could otherwise require the Company to make during any calendar month. Each exercise of this deferral right by the Company will increase the amount outstanding under the Streeterville Note by 1.5%. The Company exercised this right twice during the fourth quarter of 2021.

We terminated our revolving credit facility effectiveThe total liability for the Streeterville Note, net of discount and financing fees, was $1.7 million at December 31, 2015,2021. Unamortized loan discount and debt issuance costs were $43 thousand at December 31, 2021.
In the event our common stock is delisted from Nasdaq, the amount outstanding under the Streeterville Note will automatically increase by 15% as of the date of such delisting.
January 2020 Equity Offering
In January 2020, we completed a registered direct offering for the sale of 688,360 shares of our common stock to certain institutional investors, at a purchase price of $3.37 per share. We also sold, to the same institutional investors, warrants to purchase up to 688,360 shares of common stock at an exercise price of $3.37 per share in a concurrent private placement (the “Investor Warrants”) for a purchase price of $0.625 per warrant. We paid the placement agent commissions of $193 thousand plus $50 thousand in expenses in connection with the January 2020 Equity Offering and we also paid legal, accounting and other fees of $231 thousand related to the January 2020 Equity Offering. In addition, we issued warrants to the placement agent to purchase up to 48,185 shares of common stock at an exercise price of $4.99 per share (together with the Investor Warrants, the, “January 2020 Warrants”). Proceeds to us, before expenses, from the January 2020 Equity Offering were approximately $2.8 million. In accordance with the terms of the Iliad Note described below, 10% of the gross proceeds from the January 2020 Equity Offering ($275 thousand) were used to make payments on the Iliad Note, a large portion of which was applied to reduce the outstanding principal amount.
Iliad Note
On November 25, 2019, we entered into the Iliad Note Purchase Agreement with Iliad pursuant to which the Company sold and issued to Iliad the Iliad Note in the principal amount of $1.3 million. The Iliad Note was issued with an original issue discount of $142 thousand and Iliad paid a purchase price of $1.1 million for the issuance of the Iliad Note, after deduction of $15 thousand of Iliad transaction expenses. The Iliad Note accrued interest at 8% per annum, compounded daily, on the outstanding balance.
On December 1, 2020, we repaid the remaining outstanding balance of $30 thousand on the Iliad Note prior to its maturity date of November 24, 2021. We wrote off $117 thousand in remaining debt and original issue discount costs at that time. The debt acquisition and original issue discount costs written-off are not actively pursuing securingreflected as a new lineloss on extinguishment of creditdebt in our Consolidated Statements of Operations for the year ended December 31, 2020.
Pursuant to the Iliad Note Purchase Agreement and the Iliad Note, we had, among other things, agreed that, until the Iliad Note was repaid, 10% of gross proceeds the Company received from the sale of our common stock or other equity must be paid to Iliad and applied to reduce the outstanding balance of the Iliad Note.
Convertible Notes
On March 29, 2019, we issued $1.7 million aggregate principal amount of subordinated convertible promissory notes (the “Convertible Notes”) to certain investors in a private placement exempt from the registration requirements of the Securities Act of 1933, as amended. The Convertible Notes had a maturity date of December 31, 2021 and bore interest at this time. There can be no assurance thata rate of 5% per annum until June 30, 2019 and at a rate of 10% thereafter. Pursuant to their terms, on January 16, 2020, following approval by our stockholders of certain amendments to the Company’s Certificate of Incorporation, the principal amount of all of the Convertible Notes, andthe accumulated interest thereon ($0.1 million), which totaled $1.8 million, were converted at a conversion price of $0.67 per share into an aggregate of 2,709,018 shares of the Company’s Series A Convertible Preferred
35

Stock, par value $0.0001 per share (the “Series A Preferred Stock”), which is convertible on a one-for-five basis into shares of our common stock. During 2020, 111,548 shares of the Series A Preferred Stock were converted into 22,310 shares of common stock. During 2021, 1,721,023 shares of Series A Preferred Stock were converted into 344,205 shares of common stock.
Need for Additional Financing
Even with access to borrowings under the Credit Facilities, we willmay not generate sufficient cash flows to sustain and growfrom our operations or if necessary, obtain funding on acceptable termsbe able to borrow sufficient funds to sustain our operations within the next twelve months or in a timely fashion or at all.the time periods thereafter. As such, we maywill likely need additional external financing during 2022 and thereafter and will continue to review and pursue selected external funding sources to execute these objectives including, but not limited to, the following:
obtainobtaining financing from traditional or non-traditional investment capital organizations or individuals; and
obtainobtaining funding from the sale of our common stock or other equity or debt instruments. instruments; and

obtaining debt financing with lending terms that more closely match our business model and capital needs.
There can be no assurance that we will obtain future funding on acceptable terms, in a timely fashion, or at all. Obtaining additional financing through the above-mentioned mechanisms contains risks, including:
additional equity financing may not be available to us on satisfactory terms and any equity that we are able to issue could lead to dilution of stockholder value for current stockholders;stockholders and have rights, preferences and privileges senior to our common stock;
loans or other debt instruments may have terms and/or conditions, such as interest rate,rates, restrictive covenants and control or revocation provisions, which are not acceptable to management or our Board of Directors or would restrict our growth opportunities;Directors; and
the current environment in the capital markets, as well as global health risks, combined with our capital constraints may prevent us from being able to obtain adequate debt financing.
Additionally, if we are unable to find a permanent Chief Executive Officer, it may be more difficult to obtain additional financing on satisfactory terms or at all. If we fail to generate cashobtain additional financing to growsustain our business before we wouldare able to produce levels of revenue to meet our financial needs, we will need to delay, or scale back or eliminate our business plan orand further reduce our operating costs orand headcount, each of which couldwould have a material adverse effect on our business, future prospects, and financial condition. A lack of additional financing could also result in our inability to continue as a going concern and force us to sell certain assets or discontinue or curtail our operations and, as a result, investors in the Company could lose their entire investment.
36

Cash and cash equivalents and debt
At December 31, 2017,2021, our cash and cash equivalents balance was $10.8$2.7 million, compared to $16.6$1.8 million at December 31, 2016. The balances at December 31, 2017 and 2016 included restricted cash of $0.3 million, which represents a letter of credit requirement under our New York office lease obligation. The restricted cash balance of $0.1 million at December 31, 2015 relates to funds to be used exclusively for a research and development project with the National Shipbuilding Research Program.

On September 11, 2015, we announced the pricing of a registered underwritten follow-on offering of shares of our common stock by us and certain of our stockholders (the “Selling Stockholders”). We sold 1,500,000 shares of our common stock at a price to the public of $17.00 per share and the Selling Stockholders sold an additional 1,500,000 shares of our common stock on the same terms and conditions.



The offering closed on September 16, 2015 and we received $23.6 million in net proceeds from the transaction, after giving effect to underwriting discounts and commissions and estimated expenses. We have used the net proceeds from the offering to finance our growth efforts, for working capital, and other general corporate purposes.
2020.
The following is a summary of cash flows from operating, investing, and financing activities, as reflected in the Consolidated Statements of Cash Flows (in thousands):
  2017 2016 2015
       
Net cash (used in) provided by operating activities $(5,874) $(16,553) $4,446
       
Net cash used in investing activities $(65) $(1,597) $(2,242)
       
Proceeds from warrants exercised $
 $
 $2,503
Proceeds from issuances of common stock, net 
 
 23,574
Proceeds from exercise of stock options and purchases through employee stock purchase plan 130
 455
 346
Common stock withheld in lieu of income tax withholding on vesting of restricted stock units (49) (309) 
Payments on other borrowings 
 
 (13)
Net (repayments) proceeds from credit line borrowings 
 
 (453)
Net cash provided by financing activities $81
 $146
 $25,957
 20212020
Net cash used in operating activities$(9,765)$(2,451)
Net cash used in investing activities$(443)$(223)
Proceeds from the issuance of common stock and warrants$9,500 $2,749 
Proceeds from the exercise of warrants801 918 
Offering costs paid on the issuance of common stock and warrants(969)(510)
Proceeds from PPP loan— 795 
Principal payments under finance lease obligations(3)(3)
Proceeds from exercise of stock options and purchases through employee stock purchase plan80 100 
Common stock withheld in lieu of income tax withholding on vesting of restricted stock units(1)(3)
Payments for deferred financing costs & termination fees(30)(320)
Payments on the Iliad Note— (1,306)
Proceeds from the Streeterville Note1,515 — 
Net (payments on) proceeds from credit line borrowings - Credit Facilities(181)2,459 
Net payments on credit line borrowings - Austin Facility— (719)
Net cash provided by financing activities$10,712 $4,160 
Cash (used in) provided byused in operating activities
Net cash used in operating activities of $5.9$9.8 million in 20172021 resulted primarily from the net loss incurred of $11.3$7.9 million, adjusted for non-cash items, including: depreciation and amortization of $0.7$0.2 million, stock-based compensation, net of $0.5$0.4 million, gain on forgiveness of the PPP loan of $0.8 million, other income related to the ERTC of $0.9 million, and fixed asset impairment and disposal losses of $0.4 million. Cash generated by decreases inunfavorable provisions from inventory and warranty of $0.2 million and $0.1 million, respectively, as well as accounts receivable of $5.2 million and $2.2 million, respectively further offset cash impact of the net loss incurred. The cash generated by these working capital changes was partially offset by cash usedchanges. We generated $0.8 million through the timing of collection of accounts receivable, $0.7 million from the change in prepaid and other current assets (primarily the receipt of ERTC funds), $0.3 million for decreases in trade accounts payable of $1.8 million, primarilyshort-term deposits related to the timing of inventory purchasesreceipts with our contract manufacturers for our nUVo™ and decreasedEnFocus™ products, and $0.2 million from changes in deferred revenue. We used $2.4 million from a net increase in inventories primarily due to the timing of inventory receipts, $0.4 million in cash for a decrease in accounts payable due to the timing of inventory receipts and payments, and $0.4 million through a decrease of other accrued expenses of $0.3 million,liabilities, primarily related to lower severance, sales commissions, product warrantyaccrued payroll and payroll accruals.
benefits and commissions.
Net cash used in operating activities of $2.5 million in 2016 of $16.6 million2020 resulted primarily from the net loss incurred of $16.9$6.0 million, adjusted for non-cash items, including: an adjustment to the reserves for slow-moving and obsolete inventories of $3.3 million, stock-based compensation of $1.4 million, fixed asset impairment and disposal losses of $0.9 million, and depreciation and amortization of $0.8$0.2 million and stock-based compensation, net of $0.1 million, change in fair value of warrant liabilities of $1.1 million and favorable provisions from inventory of $0.6 million. NetWe generated $1.1 million in cash used in operating activities in 2016 also includedfor an increase in inventories of $5.0 million, and decreases in trade accounts payable of $4.0 million, primarily relateddue to the timing of inventory purchasesreceipts and payments, $1.1 million from a net decrease in inventories primarily due to the timing of inventory receipts, $0.4 million through the timing of collection of accounts receivable and $0.3 million through an increase of other accrued expenses of $1.4 million,liabilities, primarily related to accrued payroll and benefits and commissions. We used $0.7 million for short-term deposits to our contract manufacturers for inventory for the paymentnew EnFocus™ platform.
37

Cashused in 2016. The cash used by these working capital changes was partially offset by cash generated by a decrease in accounts receivable of $4.3 million.

Net cash provided by operating activities in 2015 was $4.4 million. In 2015, the net cash from operating activities resulted from the net income generated of $8.8 million, adjusted for non-cash items, including: an adjustment to the reserves for slow-moving and obsolete inventories of $1.7 million, stock-based compensation of $0.8 million, and depreciation and amortization of $0.3 million. Net cash provided by operating activities in 2015 also included an increase in accrued liabilities and federal and state taxes of $1.7 million. The cash provided by these working capital changes was partially offset by cash used by accounts receivable of $7.5 million and inventory of $2.6 million.

Cash(used in)investing activities
Net cash used inby investing activities was $0.1$0.4 million in 2017, and resulted2021, primarily from the purchase of software and equipmenttooling to support our website and marketing efforts, partially offset by proceeds received from the sale of certain computer


equipment and reimbursements from our landlord for certain leasehold improvements. We do not expect significant capital expenditures in 2018.

In 2016, net cash used in investing activities of $1.6 million resulted from the acquisition and disposal of various office and operating fixed assets implementation of new modules and capabilities of our surface mount technology equipment purchased in 2015 and our licensed enterprise resource planning (ERP) system,production operations as well as the purchasedevelopment of tradeshow booths to support our sales and marketing initiatives. In 2015, nete-commerce platforms.
Net cash used inby investing activities of $2.2was $0.2 million in 2020, and resulted primarily resulted from the acquisitionaddition of property and equipment relatedtooling to our “Buy American” product initiative.

support production operations.
Cash provided by financing activities
Net cash provided by financing activities for the yearsyear ended December 31, 2017 and 20162021 of $0.1$10.7 million primarily resulted from activity related to the Company’s equity award$4.0 million and employee stock purchase plans.

Net cash provided by financing activities in 2015 of $26.0 million included the receipt of $23.6 million related to our follow-on stock offering, $2.5 million from the exercises of outstanding warrants and $0.3 million related to the Company’s equity award and employee stock purchase plans, partially offset by $0.5$4.5 million in net proceeds received from the December 2021 Private Placement and the June 2021 Equity Offering, respectively, $1.5 million of net proceeds from the Streeterville Note, and $0.8 million of proceeds from the exercise of 237,892 January 2020 Warrants. These increases in cash were offset by net payments made against borrowings under the Inventory Facility and the Receivables Facility of $150 thousand and $31 thousand, respectively. At December 31, 2021, we had additional availability for us to borrow of $1.7 million under the Inventory Facility and $20 thousand under the Receivables Facility.
At December 31, 2021, December 2021 Warrants to purchase an aggregate of 1,363,641 shares remain outstanding with a weighted average exercise price of $3.30 per share. During the year ended December 31, 2021, no December 2021 Warrants were exercised. At December 31, 2021, January 2020 Warrants to purchase an aggregate of 229,414 shares remain outstanding with a weighted average exercise price of $3.67 per share. During the year ended December 31, 2021, 237,892 January 2020 Warrants were exercised resulting in $0.8 million of proceeds. The exercise of the remaining outstanding January 2020 Warrants and the December 2021 Warrants could provide us with cash proceeds of up to $0.8 million and $4.5 million, respectively. In January of 2022, all of the Pre-Funded Warrants from the December 2021 Private Placement were exercised.
During the year ended December 31, 2020, we received $0.8 million in proceeds from the PPP loan, $1.4 million from borrowings under the Inventory Facility and $1.1 million from borrowings under the Receivables Facility, and paid $0.7 million, net, on the Company’s lineAustin Facility. Also during the year ended December 31, 2020, we paid $0.2 million in deferred financing fees on the Credit Facilities. On August 11, 2020, we paid the outstanding balance of credit$1.4 million to close out the Austin Facility, which included a $100 thousand termination fee.
Also during the year ended December 31, 2020, we repaid $1.3 million aggregate principal amount under the Iliad Note, which included a mandatory repayment pursuant to the terms of the Iliad Note in connection with the issuance of common stock in the January 2020 Equity Offering, of which $0.2 million was allocated against principal. At December 31, 2020, we had additional availability for us to borrow of $1.0 million under the Inventory Facility and other borrowings.$0.6 million under the Receivables Facility.

Credit facilitiesFacilities
We terminatedOn August 11, 2020, we entered into the Credit Facilities, consisting of two debt financing arrangements. The Credit Facilities consist of the Inventory Facility, a two-year inventory financing facility for up to $3.0 million, which amount was subsequently increased to $3.5 million, and the Receivables Facility, a two-year receivables financing facility for up to $2.5 million. Borrowings under the Credit Facilities replaced our prior revolving line ofprevious credit facility, the Austin Facility, substantially increasing the Company’s borrowing capacity and reducing its blended interest expense rate.
Net borrowings under the Inventory Facility at December 31, 2021 and 2020 were $1.2 million and $1.3 million, respectively. Net borrowings under the Receivables Facility at both December 31, 2021 and 2020 were $1.0 million. These facilities are recorded in December 2015. We do not have nor are we actively pursuing a new line of credit at this time.

Contractual obligations
The following summarizes our contractual obligationsthe Consolidated Balance Sheets as of December 31, 2017, consisting2021 and 2020 as a current liability under the caption “Credit line borrowings, net of minimum lease payments under operating leases (in thousands):origination fees.” Outstanding balances include unamortized net issuance costs totaling $84 thousand and $121 thousand, respectively, for the Inventory Facility and $24 thousand and $40 thousand, respectively, for the Receivables Facility as of December 31, 2021 and 2020.
The Credit Facilities replaced the Austin Facility which was entered into on December 11, 2018 and was secured by a lien on our assets. The Austin Facility was a three year, $5.0 million revolving line of credit. On August 11, 2020, we paid $1.4 million to close the Austin Facility which included a $100 thousand termination fee. Additionally, we wrote off $59 thousand of the remaining related debt acquisition costs. The termination fee and the write-off of debt acquisition costs are reflected as a loss on extinguishment of debt in our Consolidated Statements of Operations for the twelve months ended December 31, 2020.
For more information, see Note 8 “Debt” included in Item 8, “Financial Statements and Supplementary Data,” of this Annual Report.
38
Year ending December 31, Non-Cancellable Operating Leases (Gross)Sublease Income (1)Non-Cancellable Operating Leases (Net)
     
2018 $1,259
$428
$831
2019 1,127
399
728
2020 960
267
693
2021 789
134
655
2022 & thereafter 309

309
Total contractual obligations $4,444
$1,228
$3,216

(1) Represents the amount of income expected from sublease agreements executed in 2017 for our former New York, New York and Arlington, Virginia offices.

Off-balancesheetarrangements
We had no off-balance sheet arrangements at December 31, 20172021 or 2016.2020.
Criticalaccountingpolicies andestimates
The preparation of financial statements in conformity with accounting principles generally accepted in the United States (“U.S. GAAP”) requires that we make estimates and assumptions that affect the reported amounts of assets and liabilities, the disclosure of contingencies, and the reported amounts of net sales and expenses in the financial statements. Material differences may result in the amount and timing of net sales and expenses if different judgments or different estimates were utilized. Critical accounting policies, judgments, and estimates that we believe have the most significant impact on our financial statements are set forth below:


revenue recognition,
allowances for doubtful accounts, returns and discounts,
impairment of long-lived assets,
valuation of inventories,
accounting for income taxes,
share-based compensation, and
share-based compensation.leases.
Revenuerecognition
Revenuerecognition
Net sales include revenues from sales of products and shipping and handling charges, net of estimates for product returns. Revenue is recognized when it is realized or realizable, has been earned, and when all of the following have occurred:
persuasive evidence or an arrangement exists (e.g., a sales order, a purchase order, or a sales agreement),
shipment has occurred, with the standard shipping term being F.O.B. ship point, or services provided on a proportional performance basis or installation have been completed,
price to the buyer is fixed or determinable, and
collectability is reasonably assured.
Revenues from our products are generally recognized upon shipping based upon the following:
all sales made by us to our customer base are non-contingent, meaning that they are not tied to that customer’s resale of products,
standard terms of sale contain shipping terms of F.O.B. ship point, meaning that title and risk of loss is transferred when shipping occurs, and
there are no automatic return provisions that allow the customer to return the product in the event that the product does not sell within a defined timeframe.
Revenues from research and development contracts are recognized primarily on the percentage-of-completion method of accounting. Percentage-of-completion is determined by relating the actual cost of the work performed to date to the current estimated total cost of the respective contracts. When the estimate on a contract indicates a loss, our policy is to record the entire loss during the accounting period in which it is estimable. Deferred revenue is recorded for the excess of contract billings overmeasured at the amount of contract costsconsideration we expect to receive in exchange for the transferred products. We recognize revenue at the point in time when we transfer the promised products to the customer and profits. Costs in excess of billings, included in prepaid and other assets, are recorded for contract costs in excess of contract billings.
We warrant our products against defects or workmanship issues. We set up allowances for estimated returns, discounts and warranties upon recognition of revenue, and these allowances are adjusted periodically to reflect actual and anticipated returns, discounts and warranty expenses. These allowances are based on past history and historical trends, and contractual terms. The distributors’the customer obtains control over the products. Distributors’ obligations to us are not contingent upon the resale of our productsproducts. We recognize revenue for shipping and handling charges at the time the goods are shipped to the customer, and the costs of outbound freight are included in cost of sales. We provide for product returns based on historical return rates. While we incur costs for sales commissions to our sales employees and outside agents, we recognize commission costs concurrent with the related revenue, as suchthe amortization period is less than one year. We do not prohibit revenue recognition.incur any other incremental costs to obtain contracts with our customers. Our product warranties are assurance-type warranties, which promise the customer that the products are as specified in the contract. therefore, the product warranties are not a separate performance obligation and are accounted for as described below. Sales taxes assessed by governmental authorities are accounted for on a net basis and are excluded from net sales.
A disaggregation of product net sales is presented in Note 12, “Product and Geographic Information,” included in Item 8, “Financial Statements and Supplementary Data,” of this Annual Report.
Accounts Receivable
Our trade accounts receivable consists of amounts billed to and currently due from customers. Our customers are concentrated in the United States. In the normal course of business, we extend unsecured credit to our customers related to the sale of our products. Credit is extended to customers based on an evaluation of the customer’s financial condition and the amounts due are stated at their estimated net realizable value. We utilize a third-party account receivable insurance program with a very high credit worthy insurance company where we have the large majority of the accounts receivable insured with a portion of self-retention. This third party also provides credit-worthiness ratings and metrics that significantly assists us in evaluating the credit worthiness of both existing and new customers. We maintain allowances for sales returns and doubtful accounts receivable to provide for the estimated number of account receivables that will not be collected. The allowance is based on an assessment of customer creditworthiness and historical payment experience, the age of outstanding receivables, and performance guarantees to the extent applicable. Past due amounts are written off when our internal collection efforts have been unsuccessful, and payments subsequently received on such receivables are credited to the allowance for doubtful accounts. We do not generally require collateral from our customers.
Our standard payment terms with customers are net 30 days from the date of shipment, and we do not generally offer extended payment terms to our customers, but exceptions are made in some cases to major customers or with particular orders. Accordingly, we do not adjust trade accounts receivable for the effects of financing, as we expect the period between the transfer of product to the customer and the receipt of payment from the customer to be in line with our standard payment terms.
39

Allowances fordoubtfulaccounts,returns,anddiscounts
We establish allowances for doubtful accounts and returns for probable losses based on the customers’ loss history with us, the financial condition of the customer, the condition of the general economy and the industry as a whole, and the contractual terms established with the customer. The specific components are as follows:
Allowanceallowance for doubtful accounts for accounts receivable, and
Allowanceallowance for sales returns and discounts.
In 2017,2021 and 2020, the total allowance was $42$14 thousand and $8 thousand, respectively, which was all related to sales returns. In 2016, the total allowance was $236 thousand, with $50 thousand related to accounts receivable and $186 thousand related to sales returns. We review these allowance accounts periodically and adjust them accordingly for current conditions.
Long-livedassets


Property and equipment are stated at cost and include expenditures for additions and major improvements. Expenditures for repairs and maintenance are charged to operations as incurred. We use the straight-line method of depreciation over the estimated useful lives of the related assets (generally two to fifteen years) for financial reporting purposes. Accelerated methods of depreciation are used for federal income tax purposes. When assets are sold or otherwise disposed of, the cost and accumulated depreciation are removed from the accounts and any gain or loss is reflected in the Consolidated Statement of Operations. Refer to Note 5,6, “Property and Equipment,” included in Item 8, “Financial Statements and Supplementary Data,” of this Annual Report for additional information.
Long-lived assets are reviewed for impairment whenever events or circumstances indicate the carrying amount may not be recoverable. Events or circumstances that would result in an impairment review primarily include operations reporting losses, a significant change in the use of an asset, or the planned disposal or sale of the asset. The asset would be considered impaired when the future net undiscounted cash flows generated by the asset are less than its carrying value. An impairment loss would be recognized based on the amount by which the carrying value of the asset exceeds its fair value, as determined by quoted market prices (if available) or the present value of expected future cash flows. At December 31, 2017 and 2016 we recorded a loss on the impairment of our surface mount technology equipment and software of $0.2 million and $0.9 million, respectively. Refer to Note 6, “Property and Equipment,” included in Item 8, “Financial Statements and Supplementary Data,” of this Annual Report for additional information.
Valuation ofinventories
We state inventories at the lower of standard cost (which approximates actual cost determined using the first-in-first-out method) or net realizable value. We establish provisions for excess and obsolete inventories after evaluation of historical sales, current economic trends, forecasted sales, product lifecycles, and current inventory levels. During 2017,2020, we implementedapplied discipline in manufacturing and supply chain management, focusing on a strategic sales initiative to sell certain excessreduction of lead time and inventory that had previously been written-down in conjunction with our excess inventory reserve analysis in prior years, as required by U.S. GAAP. This initiativeon hand, which resulted in a net reduction of our gross inventory levels of $1.2 million and excess inventory reserves of $1.4 million$0.6 million. Throughout 2021, we experienced global supply chain and logistics constraints, which impacted our inventory purchasing strategy, leading to a buildup of inventory and inventory components in 2017. During 2016an effort to manage both shortages of available components and 2015, due to the introductionlonger lead times in obtaining components, which resulted in an increase in our gross inventory levels of new products and technological advancements, we charged $3.3$2.4 million and $1.7excess inventory reserves of $0.2 million respectively,compared to cost of sales from continuing operations for excess and obsolete inventories.2020. Adjustments to our estimates, such as forecasted sales and expected product lifecycles, could harm our operating results and financial position. Refer to Note 5, “Inventories,” included in Item 8, “Financial Statements and Supplementary Data,” of this Annual Report for additional information.
Accounting forincometaxes
As part of the process of preparing the Consolidated Financial Statements, we are required to estimate our income tax liability in each of the jurisdictions in which we do business. This process involves estimating our actual current tax expense together with assessing temporary differences resulting from differing treatment of items, such as deferred revenues, for tax and accounting purposes. These differences result in deferred tax assets and liabilities, which are included in our Consolidated Balance Sheets. We then assess the likelihood of the deferred tax assets being recovered from future taxable income and, to the extent we believe it is more likely than not that the deferred tax assets will not be recovered, or is unknown, we establish a valuation allowance.
Significant management judgment is required in determining our provision for income taxes, deferred tax assets and liabilities, and any valuation allowance recorded against our deferred tax assets. At December 31, 20172021 and 2016,2020, we have recorded a full valuation allowance against our deferred tax assets in the United States due to uncertainties related to our ability to utilize our deferred tax assets, primarily consisting of certain net operating losses carried forward. The valuation allowance is based upon our estimates of taxable income by jurisdiction and the period over which our deferred tax assets will be recoverable. In considering the need for a valuation allowance, we assess all evidence, both positive and negative, available to determine whether all or some portion of the deferred tax assets will not be realized. Such evidence includes, but is not limited to, recent earnings history, projections of
40

future income or loss, reversal patterns of existing taxable and deductible temporary differences, and tax planning strategies. We continue to evaluate the need for a valuation allowance on a quarterly basis.
At December 31, 2017,2021, we had net operating loss carry-forwards of approximately $91.8$125.4 million for federal income tax purposes ($77.2 million for state and local income tax purposes.purposes). However, due to changes in our capital structure, approximately $37.3$71.0 million of this amountthe $125.4 million is available to offset future taxable income after the application of IRC Section 382 limitations. As a result of the Tax Act, net operating loss carry-forwards generated in tax years beginning after December 31, 2017 can only offset 80% of taxable income. These net operating loss carry-forwards can no longer be carried back, but they can be carried forward indefinitely. The $9.6 million and $7.1 million in federal net operating losses generated in 2021 and 2020, respectively, will be subject to the new limitations under the Tax Act. If not utilized, thesethe carry-forwards generated prior to December 31, 2017 of $37.5 million will begin to expire in 20212023 for federal purposes and have begun to expire for state and local purposes. Please refer to Note 11, “Income Taxes,” included in Item 8, “Financial Statements and Supplementary Data,” of this Annual Report for further information.

Share-based payments
The cost of employee and director stock options and restricted stock units, as well as other share-based compensation arrangements, is reflected in the Consolidated Financial Statements based on the estimated grant date fair value method under the authoritative guidance. Management applies the Black-Scholes option pricing model to options issued to employees and


directors to determine the fair value of stock options and apply judgment in estimating key assumptions that are important elements of the model in expense recognition. These elements include the expected life of the option, the expected stock-price volatility, and expected forfeiture rates. The assumptions used in calculating the fair value of share-based awards under Black-Scholes represent our best estimates, but these estimates involve inherent uncertainties and the application of management judgment. Although we believe the assumptions and estimates we have made are reasonable and appropriate, changes in assumptions could materially impact our reported financial results. Restricted stock units and stock options issued to non-employees are valued based upon the intrinsic value of the award. See Note 10, “Stockholders’ Equity,” included in Item 8, “Financial Statements and Supplementary Data,” of this Annual Report for additional information.
Leases
RecentlyAs of January 1, 2019, the Company adopted both Accounting Standards Update (“ASU”) No. 2016-02, Leases (Topic 842) and ASU No. 2018-11, Leases (Topic 842): Targeted Improvements issued accounting pronouncements 

In May 2017,by the Financial Accounting Standards Board (“FASB”) issued Accounting Standards Update (“ASU”) No. 2017-09, Compensation—Stock Compensation: Scope. The guidance requires a lessee to recognize right-of-use assets and lease liabilities on the balance sheet for leases with lease terms longer than 12 months. The recognition, measurement and presentation of Modification Accounting, which provideslease expenses and cash flows depend on the classification by the lessee as a finance or operating lease. We adopted this guidance about which changesusing the required modified retrospective method with the non-comparative transition option. The Company applied the transitional package of practical expedients allowed by the standard to not reassess the identification, classification and initial direct costs of leases commencing before this ASU’s effective date. The Company also applied the lease term and impairment hindsight transitional practical expedients. The Company has chosen to apply the following accounting policy practical expedients: to not separate lease and non-lease components to new leases as well as existing leases through transition; and the election to not apply recognition requirements of the guidance to short-term leases. Refer to Note 4, “Leases,” included in Item 8, “Financial Statements and Supplementary Data,” of this Annual Report for additional disclosures relating to the Company’s leasing arrangements.
The Company leases certain equipment, manufacturing, warehouse and office space under non-cancellable operating leases expiring through 2026 under which it is responsible for related maintenance, taxes and insurance. The Company has one finance lease containing a bargain purchase option upon expiration in 2022. The lease term consists of the non-cancellable period of the lease, periods covered by options to extend the lease if the Company is reasonably certain to exercise the option, and periods covered by an option to terminate the lease if the Company is reasonably certain not to exercise the option.
The Company had one restructured lease with a sub-lease component for the New York, New York office that was closed in 2017. The lease expired in June 2021. As part of the lease agreement, there was $0.3 million in restricted cash in prepaid and other current assets on the accompanying Consolidated Balance Sheets as of December 31, 2020 which represented collateral against the related letter of credit issued as part of the lease agreement. Per the terms or conditions of a share-based payment award would requirethe lease agreement, the restrictions on the cash were lifted in September 2021 and the cash was returned to the Company.
41

Recently adopted accounting pronouncements
In November 2021, the FASB issued ASU No. 2021-10, Government Assistance (Topic 832) (“ASU 2021-10”), in order to increase the transparency of government assistance by requiring the disclosure of: (i) types of assistance; (ii) an entity to apply modification accounting. This standardentity’s accounting for the assistance; and (iii) the effect of the assistance on an entity’s financial statements. ASU 2021-10 is effective for all entities (including smaller reporting companies) for financial statements issued for annual periods beginning after December 15, 2021, with early adoption permitted. The amendments in ASU 2021-10 should be applied either prospectively to all transactions within scope reflected in the financial statements after the effective date, or retrospectively to those same transactions. The Company has early adopted the new standard, effective as of December 31, 2021. Refer to Note 13 “Other Income,” to our financial statements included in Part II, Item 8 “Financial Statements and Supplementary Data,” of this Annual Report.
In August 2020, the FASB issued ASU No. 2020-06, Debt - Debt with Conversion and Other Options (Subtopic 470-20) and Derivatives and Hedging - Contracts in Entity’s Own Equity (Subtopic 815-40) (“ASU 2020-06”), to simplify accounting for certain financial instruments with characteristics of liabilities or equity. ASU 2020-06 is effective for smaller reporting companies for fiscal years beginning after December 15, 2017. We2023 and interim periods therein. Early adoption is permitted beginning January 1, 2021. The new guidance: (i) eliminates the current models that require separation of beneficial conversion and cash conversion features from convertible instruments; (ii) simplifies the derivative scope exception guidance pertaining to equity classification of contracts in an entity’s own equity; (iii) introduces additional disclosures for convertible debt and freestanding instruments that are indexed to and settled in an entity’s own equity; and (iv) amends the diluted earnings per share guidance, including the requirement to use the if-converted method for all convertible instruments. The Company early adopted the new standard effective January 1, 2021. The adoption of ASU 2020-06 did not have evaluatedan impact on the accounting guidance and determined that there is no material impact to our consolidatedCompany’s financial position or results of operations.operations upon adoption.

Recently issued accounting pronouncements
In November 2016, the FASB issued ASU No. 2016-18, Restricted Cash, which requires entities to show the changes in the total of cash, cash equivalents, restricted cash and restricted cash equivalents in the statement of cash flow. This standard is effective for fiscal years beginning after December 15, 2017, including interim periods within those fiscal years. Early adoption is permitted, including adoption in an interim period, but any adjustments must be reflected as of the beginning of the fiscal year that includes that interim period. The new standard must be adopted retrospectively. We have evaluated the accounting guidance and determined that there is no material impact to our consolidated financial position or results of operations.

In August 2016, the FASB issued ASU No. 2016-15, Statement of Cash Flows (Topic 230) Classification of Certain Cash Receipts and Cash Payments, which is intended to reduce diversity in practice by making eight targeted changes to how cash receipts and cash payments are presented and classified in the statement of cash flows. This ASU is effective for fiscal years beginning after December 15, 2017, and will require adoption on a retrospective basis. We have evaluated the accounting guidance and determined that there is no material impact to our consolidated financial position or results of operations.

In June 2016, the FASB issued ASU No. 2016-13, Financial Instruments - Credit Losses (Topic 326): Measurement of Credit Losses on Financial Instruments, which significantly changes the accounting for credit losses on instruments within its scope. The new guidance introduces an approach based on expected losses to estimate credit losses on certain financial instruments, including trade receivables, and requires an entity to recognize an allowance based on its estimate of expected credit losses rather than incurred losses. This standard will be effective for interim and annual periods beginningstarting after December 15, 2019,2022 and will generally require adoption on a modified retrospective basis. We are in the process of evaluating the impact of the standard.

In February 2016,ITEM 7A.QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK
As a “smaller reporting company” as defined by Item 10 of Regulation S-K, 17 CFR § 229.10(f)(1), the FASB issued ASU No. 2016-02, Leases, which supersedes the current lease accounting requirements. This standard requires a lesseeCompany is not required to record on the balance sheet the assets and liabilities for the rights and obligations created by leases with lease termsprovide this information.
42

In January 2016, the FASB issued ASU No. 2016-01, Recognition and Measurement of Financial Assets and Financial Liabilities, which amends certain aspects of the recognition, measurement, presentation and disclosure of financial instruments. This amendment requires all equity investments to be measured at fair value with changes in the fair value recognized through net income (other than those accounted for under the equity method of accounting or those that result in the consolidation of the investee). This standard will be effective for interim and annual periods beginning after December 15, 2017, and will require adoption on a prospective basis with a cumulative-effect adjustment to the beginning balance sheet. We have evaluated the accounting guidance and determined that there is no material impact to our consolidated financial position or results of operations.

In May 2014, the FASB issued ASU No. 2014-09, Revenue from Contracts with Customers (Topic 606), as amended by ASU 2015-14, 2016-08, 2016-10, 2016-12, and 2016-20, which is a comprehensive revenue recognition standard which supersedes nearly all of the existing revenue recognition guidance under U.S. GAAP. This standard requires an entity to recognize revenue when it transfers promised goods or services to customers in amounts that reflect the consideration the entity expects for


receive in exchange for those goods or services. Entities will need to use more judgments and estimates than under the current guidance, including estimating the amount of variable revenue to recognize for each performance obligation. Additional disclosures regarding the nature, amount, and timing of revenues and cash flows from contracts will also be required. This ASU is effective for annual reporting periods beginning after December 15, 2017, including interim reporting periods within that reporting period, using either a full retrospective or a modified retrospective approach. We will adopt the standard on January 1, 2018, as required, using the modified retrospective approach. We have evaluated the accounting guidance and determined that there is no material impact to our consolidated financial position or results of operations, as our revenue arrangements generally consist of a single performance obligation to transfer promised goods. We continue to evaluate the impact the guidance in this ASU will have on our disclosures.



ITEM8.FINANCIAL STATEMENTS AND SUPPLEMENTARY DATA
TABLE OF CONTENTS
Page
ReportReports of Independent Registered Public Accounting Firm (PCAOB ID 1808)
Consolidated Balance Sheets as of December 31, 20172021 and 20162020
Consolidated Statements of Operations for the years ended December 31, 2017, 2016,2021 and 20152020
Consolidated Statements of Comprehensive (Loss) IncomeLoss for the years ended December 31, 2017, 2016,2021 and 20152020
Consolidated Statements of Stockholders’ Equity for the years ended December 31, 2017, 2016,2021 and 20152020
Consolidated Statements of Cash Flows for the years ended December 31, 2017, 2016,2021 and 20152020
Notes to Consolidated Financial Statements

43


REPORT OF INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRM

To the Stockholders and Board of Directors of
Energy Focus, Inc.

Solon, Ohio
Opinion on the Consolidated Financial Statements

We have audited the accompanying consolidated balance sheets of Energy Focus, Inc. and its subsidiaries (collectively the Company)(the “Company”) as of December 31, 20172021 and 2016,2020, the related consolidated statements of operations, comprehensive income (loss), stockholders'loss, stockholders’ equity, and cash flows for each of the years in the three-year periodthen ended, December 31, 2017, and the related notes and schedule appearing under Schedule II (collectively referred to as the “consolidated financial statements)statements”). In our opinion, the consolidated financial statements referred to above present fairly, in all material respects, the financial position of the Company as ofat December 31, 20172021 and 2016,2020, and the results of its operations and its cash flows for each of the years in the three-year periodthen ended, December 31, 2017, in conformity with accounting principles generally accepted in the United States of America.

Continuation as a Going Concern
The accompanying consolidated financial statements have been prepared assuming that the Company will continue as a going concern. As discussed in Note 3 to the consolidated financial statements, the Company has experienced recurring losses from operations and negative cash flows from operations that raise substantial doubt about its ability to continue as a going concern. Management’s plans in regard to these matters are also described in Note 3. The consolidated financial statements do not include any adjustments that might result from the outcome of this uncertainty.
Basis for Opinion

The Company's management is responsible for theseThese consolidated financial statements.statements are the responsibility of the Company’s management. Our responsibility is to express an opinion on the Company’s consolidated financial statements based on our audits. We are a public accounting firm registered with the Public Company Accounting Oversight Board (United States) (PCAOB)(“PCAOB”) and are required to be independent with respect to the Company in accordance with the U.S. federal securities laws and the applicable rules and regulations of the Securities and Exchange Commission and the PCAOB.

We conducted our audits in accordance with the standards of the PCAOB. Those standards require that we plan and perform the audit to obtain reasonable assurance about whether the consolidated financial statements are free of material misstatement, whether due to error or fraud. The Company is not required to have, nor were we engaged to perform, an audit of its internal control over financial reporting. As part of our audits we are required to obtain an understanding of internal control over financial reporting but not for the purpose of expressing an opinion on the effectiveness of the Company'sCompany’s internal control over financial reporting. Accordingly, we express no such opinion.

Our audits included performing procedures to assess the risks of material misstatement of the consolidated financial statements, whether due to error or fraud, and performing procedures that respond to those risks. Such procedures included examining, on a test basis, evidence regarding the amounts and disclosures in the consolidated financial statements. Our audits also included evaluating the accounting principles used and significant estimates made by management, as well as evaluating the overall presentation of the consolidated financial statements. We believe that our audits provide a reasonable basis for our opinion.

Critical Audit Matter
The critical audit matter communicated below is a matter arising from the current period audit of the consolidated financial statements that was communicated or required to be communicated to the audit committee and that: (1) relates to accounts or disclosures that are material to the consolidated financial statements and (2) involved our especially challenging, subjective, or complex judgments. The communication of critical audit matters does not alter in any way our opinion on the consolidated financial statements, taken as a whole, and we are not, by communicating the critical audit matter below, providing separate opinions on the critical audit matter or on the accounts or disclosures to which it relates.
Reserves for Excess, Obsolete and Slow-Moving Inventories
Description of the Matter
As described in Notes 2 and 5 to the consolidated financial statements, the Company assesses the valuation of inventories each reporting period based on the lower of cost or net realizable value. The Company establishes reserves for excess, obsolete and slow-moving inventories after evaluation of historical sales, current economic trends, forecasted sales, product lifecycles and
44

current inventory levels. The assessment is both quantitative and qualitative. As of December 31, 2021, the Company had inventories of $7.9 million, net of reserves for excess, obsolete and slow-moving inventories.
Auditing management's estimates for excess, obsolete and slow-moving inventories required subjective auditor judgment and evaluation of the reasonableness of significant assumptions used in developing the reserves as detailed above, as well as the inputs and related calculations related to historical sales and on-hand inventories.
How We Addressed the Matter in Our Audit
We obtained an understanding and evaluated the design of internal controls over the Company's reserves for excess, obsolete and slow-moving inventories, including management's assessment of the assumptions and data underlying the reserve calculation.
Our substantive audit procedures included, among others, testing the logic and integrity of calculations within management’s analysis; testing the completeness and accuracy of underlying data used, including inventory quantities, carrying costs and the estimate of net realizable value by product; and evaluating the reasonableness of management’s assumptions related to demand forecasts, estimated reserve percentages and qualitative considerations involving, among others, the implications of the COVID-19 pandemic and new or revised operational strategies. Evaluating the reasonableness of management’s assumptions involved (i) comparing historical sales by product, used as a basis for future demand, to audited sales subledgers on a sample basis, (ii) performing sensitivity analyses on reserve percentages applied to categories of projected demand to evaluate the changes in the reserve that would result from changes in the assumption, (iii) holding discussions with senior management to determine whether strategic or operational changes in the business were consistent with the projections of future demand that were utilized as basis for the reserves recorded, (iv) corroborating management’s qualitative considerations through review of recent sales transactions, including those subsequent to year-end, and order backlog and deferrals on a sample basis, and (v) testing declines in the reserve and evaluating whether such declines were the result of the sale or write-off of inventory or the result of changes in the significant assumptions used to the develop the reserve.
/s/ GBQ Partners, LLC
We have served as the Company’sCompany's auditor since 2009.2019.
/s/ Plante & Moran, PLLC 

Cleveland,Columbus, Ohio
February 21, 2018

March 17, 2022

45

ENERGY FOCUS, INC.
CONSOLIDATED BALANCE SHEETS
AS OF DECEMBER 31,
(amounts in thousands except share data)
 20212020
ASSETS  
Current assets:  
Cash$2,682 $1,836 
Trade accounts receivable, less allowances of $14 and $8, respectively1,240 2,021 
Inventories, net7,866 5,641 
Short-term deposits712 796 
Prepaid and other current assets924 782 
Total current assets13,424 11,076 
Property and equipment, net675 420 
Operating lease, right-of-use asset292 794 
Restructured lease, right-of-use asset— 107 
Total assets$14,391 $12,397 
LIABILITIES  
Current liabilities:  
Accounts payable$2,235 $2,477 
Accrued liabilities265 45 
Accrued legal and professional fees104 149 
Accrued payroll and related benefits718 885 
Accrued sales commissions57 95 
Accrued restructuring— 11 
Accrued warranty reserve295 227 
Deferred revenue268 72 
Operating lease liabilities325 598 
Restructured lease liabilities— 168 
Finance lease liabilities
Streeterville note, net of discount and loan origination fees1,719 — 
PPP loan— 529 
Credit line borrowings, net of loan origination fees2,169 2,298 
Total current liabilities8,156 7,557 
(continued on the following page)
 The accompanying notes are an integral part of these consolidated financial statements.
46

 2017 2016
ASSETS   
Current assets:   
Cash and cash equivalents$10,761
 $16,629
Trade accounts receivable, less allowances of $42 and $236, respectively3,595
 5,640
Inventories, net5,718
 9,469
Prepaid and other current assets596
 882
Assets held for sale225
 
Total current assets20,895
 32,620
    
Property and equipment, net1,097
 2,325
Other assets159
 33
Total assets$22,151
 $34,978
    
LIABILITIES   
Current liabilities:   
Accounts payable$1,630
 $3,257
Accrued liabilities992
 1,676
Deferred revenue5
 
Total current liabilities2,627
 4,933
    
Other liabilities232
 107
Total liabilities2,859
 5,040
    
STOCKHOLDERS’ EQUITY   
Preferred stock, par value $0.0001 per share:   
Authorized: 2,000,000 shares in 2017 and 2016   
Issued and outstanding: no shares in 2017 and 2016
 
Common stock, par value $0.0001 per share:   
Authorized: 30,000,000 shares in 2017 and 2016   
Issued and outstanding: 11,868,896 at December 31, 2017 and 11,710,549 at December 31, 20161
 1
Additional paid-in capital127,493
 126,875
Accumulated other comprehensive loss2
 (1)
Accumulated deficit(108,204) (96,937)
Total stockholders' equity19,292
 29,938
Total liabilities and stockholders' equity$22,151
 $34,978
ENERGY FOCUS, INC.
CONSOLIDATED BALANCE SHEETS
AS OF DECEMBER 31,
(amounts in thousands except share data)
 20212020
Operating lease liabilities, net of current portion26 318 
Finance lease liabilities, net of current portion— 
PPP loan, net of current maturities— 266 
Total liabilities8,182 8,142 
STOCKHOLDERS’ EQUITY
Preferred stock, par value $0.0001 per share:
Authorized: 5,000,000 shares (3,300,000 shares designated as Series A Convertible Preferred Stock) at December 31, 2021 and December 31, 2020
Issued and outstanding: 876,447 shares at December 31, 2021 and 2,597,470 shares at December 31, 2020— — 
Common stock, par value $0.0001 per share:
Authorized: 50,000,000 shares at December 31, 2021 and December 31, 2020
Issued and outstanding: 6,368,549 shares at December 31, 2021 and 3,525,374 shares at December 31, 2020— — 
Additional paid-in capital144,953 135,113 
Accumulated other comprehensive loss(3)(3)
Accumulated deficit(138,741)(130,855)
Total stockholders' equity6,209 4,255 
Total liabilities and stockholders' equity$14,391 $12,397 
The accompanying notes are an integral part of these consolidated financial statements.

47


ENERGY FOCUS, INC.
CONSOLIDATED STATEMENTS OF OPERATIONS
FOR THE YEARS ENDED DECEMBER 31,
(amounts in thousands except per share data)
 2017 2016 2015
      
Net sales$19,846
 $30,998
 $64,403
Cost of sales15,025
 23,321
 35,111
Gross profit4,821
 7,677
 29,292
      
Operating expenses:     
Product development2,940
 3,537
 2,810
Selling, general, and administrative11,315
 20,113
 16,830
Loss on impairment185
 857
 
Restructuring1,662
 
 
Total operating expenses16,102
 24,507
 19,640
(Loss) income from operations(11,281) (16,830) 9,652
      
Other expense (income):     
Interest expense2
 
 85
Other expenses (income)99
 18
 (53)
      
(Loss) income from continuing operations before income taxes(11,382) (16,848) 9,620
(Benefit from) provision for income taxes(115) 27
 149
Net (loss) income from continuing operations$(11,267) $(16,875) $9,471
      
Discontinued operations:     
Loss from discontinued operations
 
 (167)
Loss on sale of discontinued operations
 (12) (534)
      
(Loss) income from discontinued operations before income taxes
 (12) (701)
Benefit from income taxes
 
 (10)
(Loss) from discontinued operations$
 $(12) $(691)
      
Net (loss) income$(11,267) $(16,887) $8,780
      
Net (loss) income per share - basic:     
Net (loss) income from continuing operations$(0.95) $(1.45) $0.91
Net loss from discontinued operations
 
 (0.07)
Net (loss) income$(0.95) $(1.45) $0.84
      
Net (loss) income per share - diluted:     
Net (loss) income from continuing operations$(0.95) $(1.45) $0.88
Net loss from discontinued operations$
 $
 $(0.06)
Net (loss) income$(0.95) $(1.45) $0.82
      
Weighted average common shares outstanding:     
Basic11,806
 11,673
 10,413
Diluted11,806
 11,673
 10,752
 20212020
Net sales$9,865 $16,828 
Cost of sales8,167 11,643 
Gross profit1,698 5,185 
Operating expenses:  
Product development1,891 1,415 
Selling, general, and administrative8,535 7,900 
Restructuring(21)(60)
Total operating expenses10,405 9,255 
Loss from operations(8,707)(4,070)
Other expenses:  
Interest expense792 481 
Gain on forgiveness of PPP loan(801)— 
Loss on extinguishment of debt— 276 
Other income - employee retention tax credit(876)— 
Loss from change in fair value of warrants— 1,086 
Other expenses65 73 
Loss from operations before income taxes(7,887)(5,986)
Benefit from income taxes(1)(5)
Net loss$(7,886)$(5,981)
Net loss per common share - basic and diluted:  
Net loss$(1.73)$(1.83)
Weighted average shares of common shares outstanding:  
Basic and diluted*4,561 3,270 
      *Shares outstanding for prior periods have been restated for the 1-for-5 reverse stock split effective June 11, 2020.
 The accompanying notes are an integral part of these consolidated financial statements.

48


ENERGY FOCUS, INC.
CONSOLIDATED STATEMENTS OF COMPREHENSIVE (LOSS) INCOMELOSS
FOR THE YEARS ENDED DECEMBER 31,
(amounts in thousands)
 
 2017 2016 2015
      
Net (loss) income$(11,267) $(16,887) $8,780
      
Other comprehensive (loss) income:     
Foreign currency translation adjustments3
 (1) (469)
Reclassification of foreign currency translation adjustments
 
 469
Comprehensive (loss) income$(11,264) $(16,888) $8,780
 20212020
Net loss$(7,886)$(5,981)
Other comprehensive loss:  
Foreign currency translation adjustments— — 
Comprehensive loss$(7,886)$(5,981)
The accompanying notes are an integral part of these consolidated financial statements.

49


ENERGY FOCUS, INC.
CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY
FOR THE YEARS ENDED DECEMBER 31, 2017, 2016,2021 AND 20152020
(amounts in thousands)
     Additional
Paid-in
Capital
 Accumulated
Other
Comprehensive
Income
    
 Common StockAccumulated
Deficit
 
 Shares AmountTotal
Balance at December 31, 20149,424
 $1
 $98,133
 $469
 $(88,830) $9,773
            
Issuance of common stock under registered follow-on offering, net1,500
   23,574
     23,574
Issuance of common stock under employee stock option and stock purchase plans77
   346
     346
Stock-based compensation10
   813
     813
Warrants exercised638
   2,503
     2,503
Reclassification of foreign currency adjustments      (469)   (469)
Net income        8,780
 8,780
Balance at December 31, 201511,649
 $1
 $125,369
 $
 $(80,050) $45,320
            
Issuance of common stock under employee stock option and stock purchase plans113
   $455
     $455
Common stock withheld to satisfy exercise price and income tax withholding on option exercises(51)   $(309)     $(309)
Stock-based compensation    $1,360
     $1,360
Foreign currency translation adjustment      $(1)   $(1)
Net loss        $(16,887) $(16,887)
Balance at December 31, 201611,711
 $1
 $126,875
 $(1) $(96,937) $29,938
            
Issuance of common stock under employee stock option and stock purchase plans173
   $130
     $130
Common stock withheld in lieu of income tax withholding on vesting of restricted stock units(15)   $(49)     $(49)
Stock-based compensation    $807
     $807
Stock-based compensation reversal    $(270)     $(270)
Foreign currency translation adjustment      $3
   $3
Net loss        $(11,267) $(11,267)
Balance at December 31, 201711,869
 $1
 $127,493
 $2
 $(108,204) $19,292
Additional
Paid-in
Capital
Accumulated
Other
Comprehensive
Loss
 Preferred StockCommon StockAccumulated
Deficit
 
 SharesAmountShares*AmountTotal
Balance at December 31, 2019— $— 2,486 $— $128,873 $(3)$(124,874)$3,996 
Issuance of common stock under employee stock option and stock purchase plans— — 60 — 100 — — 100 
Common stock withheld in lieu of income tax withholding on vesting of restricted stock units— — — — (3)— — (3)
Issuance of common stock and warrants— — 688 — 2,749 — — 2,749 
Offering costs on issuance of common stock and warrants— — — — (510)— — (510)
Issuance of common stock upon the exercise of warrants— — 269 — 2,235 — — 2,235 
Warrant liability - issuance— — — — (1,636)— — (1,636)
Warrant liability - modification— — — — 1,405 — — 1,405 
Conversion of notes to preferred stock2,709 — — — 1,769 — — 1,769 
Issuance of common stock upon the conversion from preferred stock(112)— 22 — — — — — 
Stock-based compensation— — — — 131 — — 131 
Net loss— — — — — — (5,981)(5,981)
Balance at December 31, 20202,597 $— 3,525 $— $135,113 $(3)$(130,855)$4,255 
Issuance of common stock under employee stock option and stock purchase plans— — 79 — 80 — — 80 
Common stock withheld in lieu of income tax withholding on vesting of restricted stock units— — — — (1)— — (1)
Issuance of common stock and warrants— — 2,183 — 9,500 — — 9,500 
Offering costs on issuance of common stock and warrants— — — — (969)— — (969)
Issuance of common stock upon the exercise of warrants— — 237 — 801 — — 801 
Issuance of common stock upon conversion from preferred stock(1,721)— 344 — — — — — 
Stock-based compensation— — — — 429 — — 429 
Net loss— — — — — — (7,886)(7,886)
Balance at December 31, 2021876 $— 6,368 $— $144,953 $(3)$(138,741)$6,209 
      *Shares outstanding for prior periods have been restated for the 1-for-5 reverse stock split effective June 11, 2020.
The accompanying notes are an integral part of these consolidated financial statements.

50


ENERGY FOCUS, INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS
FOR THE YEARS ENDED DECEMBER 31,
(amounts in thousands)
20212020
Cash flows from operating activities:Cash flows from operating activities:  
Net lossNet loss$(7,886)$(5,981)
Adjustments to reconcile net loss to net cash used in operating activities:Adjustments to reconcile net loss to net cash used in operating activities:  
Other income - employee retention tax creditOther income - employee retention tax credit(876)— 
Gain on forgiveness of PPP loanGain on forgiveness of PPP loan(801)— 
DepreciationDepreciation188 184 
Stock-based compensationStock-based compensation429 131 
Change in fair value of warrant liabilitiesChange in fair value of warrant liabilities— 1,086 
Provision for doubtful accounts receivableProvision for doubtful accounts receivable(20)
Provision for slow-moving and obsolete inventoriesProvision for slow-moving and obsolete inventories156 (610)
Provision for warrantiesProvision for warranties68 31 
Amortization of loan discounts and origination feesAmortization of loan discounts and origination fees230 395 
Loss on dispositions of property and equipmentLoss on dispositions of property and equipment— 
Change in operating assets and liabilities:Change in operating assets and liabilities:  
Accounts receivableAccounts receivable783 377 
InventoriesInventories(2,381)1,137 
Short-term depositsShort-term deposits257 (670)
Prepaid and other assetsPrepaid and other assets669 (18)
Accounts payableAccounts payable(423)1,096 
Accrued and other liabilitiesAccrued and other liabilities(380)349 
Deferred revenueDeferred revenue196 54 
Total adjustmentsTotal adjustments(1,879)3,530 
Net cash used in operating activitiesNet cash used in operating activities(9,765)(2,451)
Cash flows from investing activities:Cash flows from investing activities:  
Acquisitions of property and equipmentAcquisitions of property and equipment(443)(223)
Net cash used in investing activitiesNet cash used in investing activities(443)(223)
Cash flows from financing activities:Cash flows from financing activities:  
Proceeds from the issuance of common stock and warrantsProceeds from the issuance of common stock and warrants9,500 2,749 
Proceeds from the exercise of warrantsProceeds from the exercise of warrants801 918 
Offering costs paid on the issuance of common stock and warrantsOffering costs paid on the issuance of common stock and warrants(969)(510)
Proceeds from PPP loanProceeds from PPP loan— 795 
Proceeds from exercise of stock options and purchases through employee stock purchase planProceeds from exercise of stock options and purchases through employee stock purchase plan80 100 
Principal payments under finance lease obligationsPrincipal payments under finance lease obligations(3)(3)
Common stock withheld in lieu of income tax withholding on vesting of restricted stock unitsCommon stock withheld in lieu of income tax withholding on vesting of restricted stock units(1)(3)
Payments for deferred financing costs & termination feesPayments for deferred financing costs & termination fees(30)(320)
Payments on the Iliad NotePayments on the Iliad Note— (1,306)
Proceeds from the Streeterville NoteProceeds from the Streeterville Note1,515 — 
Net payments on credit line borrowings - Austin FacilityNet payments on credit line borrowings - Austin Facility— (719)
Net (payments on) proceeds from credit line borrowings - Credit FacilitiesNet (payments on) proceeds from credit line borrowings - Credit Facilities(181)2,459 
Net cash provided by financing activitiesNet cash provided by financing activities10,712 4,160 
2017 2016 2015
Cash flows from operating activities:     
Net (loss) income$(11,267) $(16,887) $8,780
Loss from discontinued operations$
 $(12) $(691)
(Loss) income from continuing operations$(11,267) $(16,875) $9,471
Adjustments to reconcile net (loss) income to net cash from operating activities:     
Loss on impairment185
 857
 
Depreciation681
 805
 266
Stock-based compensation807
 1,360
 813
Stock-based compensation reversal(270) 
 
Provision for doubtful accounts receivable(194) 156
 39
Provision for slow-moving and obsolete inventories(1,400) 3,281
 1,739
Provision for warranties(157) 170
 255
Amortization of loan origination fees
 
 40
Loss (gain) on dispositions of property and equipment203
 38
 3
Change in operating assets and liabilities:     
Accounts receivable2,240
 4,313
 (7,493)
Inventories5,151
 (5,018) (2,602)
Prepaid and other assets161
 (123) 146
Accounts payable(1,759) (4,035) 135
Accrued and other liabilities(260) (1,389) 1,674
Deferred revenue5
 (93) (40)
Total adjustments5,393
 322
 (5,025)
Net cash (used in) provided by operating activities(5,874) (16,553) 4,446
     
Cash flows from investing activities:     
Acquisitions of property and equipment(162) (1,624) (2,242)
Proceeds from the sale of property and equipment97
 27
 
Net cash used in investing activities(65) (1,597) (2,242)
     
Cash flows from financing activities:     
Proceeds from warrants exercised
 
 2,503
Proceeds from issuances of common stock, net
 
 23,574
Proceeds from exercise of stock options and purchases through employee stock purchase plan130
 455
 346
Common stock withheld in lieu of income tax withholding on vesting of restricted stock units(49) 
 
Common stock withheld to satisfy exercise price and income tax withholding on option exercises
 (309) 
Payments on other borrowings
 
 (13)
Net (repayments) proceeds from credit line borrowings
 
 (453)
Net cash provided by financing activities81
 146
 25,957
     
Effect of exchange rate changes on cash and cash equivalents(10) 5
 
     
Net cash (used in) provided by continuing operations(5,868) (17,999) 28,161
(continued on the following page)

51

Table of Contents


 The accompanying notes are an integral part of these consolidated financial statements.
ENERGY FOCUS, INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS(CONTINUED)
FOR THE YEARS ENDED DECEMBER 31,
(amounts in thousands)
 
 2017 2016 2015
      
Cash flows of discontinued operations:     
Operating cash flows, net
 (12) (691)
Investing cash flows, net
 
 181
Financing cash flows, net
 
 (446)
Net cash used in discontinued operations
 (12) (956)
      
Net (decrease) increase in cash and cash equivalents(5,868) (18,011) 27,205
Cash and cash equivalents, beginning of year16,629
 34,640
 7,435
Cash and cash equivalents, end of year$10,761
 $16,629
 $34,640
      
Classification of cash and cash equivalents:     
Cash and cash equivalents$10,419
 $16,287
 $34,527
Restricted cash held342
 342
 113
Cash and cash equivalents, end of year$10,761
 $16,629
 $34,640
      
Supplemental information:     
Cash paid in year for interest$2
 $5
 $84
Cash paid in year for income taxes$14
 $51
 $200
 20212020
Net increase in cash and restricted cash504 1,486 
Cash and restricted cash, beginning of year2,178 692 
Cash and restricted cash, end of year$2,682 $2,178 
Classification of cash and restricted cash:  
Cash$2,682 $1,836 
Restricted cash held in other assets— 342 
Cash and restricted cash$2,682 $2,178 
Supplemental information:  
Cash paid in year for interest$381 $269 
Cash paid in year for income taxes$$
The accompanying notes are an integral part of these consolidated financial statements.
52

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS




NOTE 1.NATURE OF OPERATIONS
Energy Focus, Inc. and its subsidiary engageengages primarily in the design, development, manufacturing, marketing and sale of energy-efficient lighting systems.systems and controls and ultraviolet-C light disinfection (“UVCD”) products. We operate in a single industry segment, developingdevelop, market and selling our energy-efficientsell high quality light-emitting diode (“LED”) lighting and controls products intoand UVCD products in the general commercial industrialmarket and military maritime markets.market (“MMM”), and began to expand our offerings into the consumer market in the fourth quarter of 2021. Our mission is to enable our customers to run their facilities, offices and homes with greater energy efficiency, productivity, and human health and wellness through advanced LED retrofit and UVCD solutions. Our goal is to become a trustedbe the LED and human-centric lighting (“HCL”) technology and market leader for the most demanding applications where performance, quality, value, environmental impact and health are considered paramount. We specialize in the LED lighting retrofit market by replacing fluorescent, high-intensity discharge lighting and other types of lamps in institutional buildings and high-intensity discharge (“HID”)for primarily indoor lighting in low-bay and high-bay applications with our innovative, high-quality commercial and militarymilitary-grade tubular LED (“TLED”) products.products, as well as other LED and lighting control products for commercial and consumer applications. In late 2020, we announced the launch of our UVCD product portfolio. With initial development complete and two products now brought to market, we anticipate the development of additional UVCD products in 2022.

Over the past fewThe LED lighting industry continues to be characterized by increasing challenges in differentiating product offerings, competition and price erosion. We have been experiencing these industry forces in both our military business since 2016 and in our commercial segment where we once commanded significant price premiums for our flicker-free TLEDs with primarily 10-year warranties. In more recent years, we have exited non-core businessesfocused on redesigning our products for lower costs and consolidating our supply chain in order to focusprice our products more competitively. Despite these efforts, our legacy products continue to face aggressive pricing competition. These trends are not unique to Energy Focus as evidenced by the increasing number of industry peers facing challenges, exiting LED lighting, selling assets and even going out of business. In addition to continuous cost reductions, our strategy to combat these trends is to move up the value chain, with more innovative and differentiated products and solutions that support a premium. Two specific examples of theseproducts we have recently developed include the RedCap®, our emergency backup battery integrated TLED, and EnFocus™, our new dimmable/tunable lighting and powerline control platform that we launched in 2020. We believe our revamped go-to-market strategy that focuses more on TLED products, startingdirect-sales and additional sales representatives and listens to the voice of the customer, has informed more impactful product development efforts that could eventually translate into larger addressable markets and greater sales growth for us.
During 2021, we continued to see certain benefits from the relaunch efforts (described below) that began in 2019, in addition to a number of strategic sourcing projects completed during 2020. It is our belief that the continued momentum of the efforts undertaken in 2020 and into 2021, along with the saledevelopment and launch of our pool lightingnew and innovative products, businesswill over time result in 2013. During 2015 we exited our turnkey solutions business operated by our subsidiary, Energy Focus LED Solutions, LLC (“EFLS”), and exited our United Kingdom business through the sale of Crescent Lighting Limited (“CLL”), our wholly-owned subsidiary. As a result, we have reclassified all netimproved sales and expenses associated with both EFLSbottom-line performance for the Company. We launched our EnFocus™ platform during the second quarter of 2020 and CLLcontinued to receive positive feedback from the Consolidated Statements of Operationsmarket. The EnFocus™ powerline control platform offers two immediately available product lines: EnFocus™ DM, which provides a dimmable lighting solution, and EnFocus™ DCT, which provides both a dimmable and color tunable lighting solution. EnFocus™ enables buildings to have reporteddimmable, color tunable and circadian-ready lighting using existing wiring, without requiring any wireless communications, through a relatively simple upgrade with EnFocus™ switches and replacement LED lamps, a more environmentally sustainable solution compared with replacing each lighting fixture.
In addition, in response to the related net income (loss) as discontinued operations. Please refer to Note 4, “Discontinued Operations,”COVID-19 pandemic and an anticipated increase in sanitation and hygiene demand for more information on our disposition of these businesses.
Givenbuildings, facilities and homes, we started developing advanced UVCD products for both the decline in our military maritime business, the changing competitive landscape of the U.S. Navy sales channelconsumer and the timing uncertainty of commercial sales growth, we implemented a restructuring initiative duringand industrial markets in the first quarter of 2017.2020. In late 2020, we announced the nUVo™ portable disinfection devices for offices and homes. Sales of these products began during the fourth quarter of 2021.
Prior to 2019, the Company experienced significant sales declines, operating losses and increases in its inventory. Beginning in 2019, significant restructuring efforts were undertaken. The intentCompany replaced the entire senior management team, significantly reduced non-critical expenses, minimized the amount of inventory the Company was purchasing, dramatically changed the composition of our board of directors (“Board of Directors”) and the executive team, and recruited new departmental leaders across the Company. The cost savings efforts undertaken included phased actions to reduce costs to minimize cash usage. Initial actions included the elimination of certain positions, restructuring of the restructuring strategy was to maximize operating costsales organization and incentive plan, flattening of the senior management team, additional operational streamlining, management compensation reductions, without sacrificing eitherand outsourcing of certain functions including certain elements of supply chain and marketing.
53

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
On June 11, 2020, in accordance with previous stockholder approval, our new product pipeline or potential long-term revenue growth and return the Company to profitability. On February 19, 2017, the Board appointed Dr. Ted Tewksbury to serve asof Directors effected a 1-for-5 (the “Split Ratio”) reverse stock split of the Company’s Chairmancommon stock, par value $0.0001 per share. The reverse stock split became effective immediately upon the filing of the Board, Chief Executive Officer and PresidentCertificate of Amendment to lead the Company’s restructuring efforts. Dr. Tewksbury, who holds M.S.Certificate of Incorporation, as amended (the “Certificate of Incorporation”), with the Delaware Secretary of State (the “Effective Time”). At the Effective Time, every five shares of common stock issued and Ph.D. degrees in Electrical Engineering from MIT, is a well-seasoned semiconductor industry executive with experience in implementingoutstanding automatically combined into one validly issued, fully paid and managing successful business restructurings.

The restructuring initiative included an organizational consolidationnon-assessable share of management functions in order to streamline and better align the Company into a more focused, efficient, and cost-effective organization. The initiative also included the transition from our historical direct sales model, to an agency driven sales channel strategy in order to expand our market presence throughout the U.S. During 2017 we closed our New York, New York, Arlington, Virginia and Rochester, Minnesota offices, reduced full-time equivalent headcount by 51 percent and significantly decreased operating expenses from 2016 levels (a net reduction of $8.4 million, which includes $1.8 million in offsetting restructuring and impairment charges). As of December 31, 2017, we had effectively transitioned our sales force to an agency driven sales channel, expanding our sales coverage to the entire U.S. through six geographic regions and 30 sales agents. Ascommon stock. No fractional shares were issued as a result of this transition, we have substantially expanded from a primarily Midwest focus to build market presencethe reverse stock split. The $0.0001 par value per share of common stock and awareness in other regionsterms of the U.S.common stock were not affected by the reverse stock split. The number of authorized shares of common stock under the Certificate of Incorporation remained unchanged at 50,000,000 shares. Proportional adjustments were made to the conversion and exercise prices of our outstanding warrants and stock options, and to the number of shares issued and issuable under our stock incentive plans in connection with significant demand potential, including the Northeast, Southeastreverse stock split. The information presented in the financial statements for all prior periods have been retroactively adjusted to reflect the reverse stock split. Preferred shares outstanding were not affected by the reverse stock split and, California.as such, those shares have not been adjusted.
NOTE 2. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES
The significant accounting policies of our Company, which are summarized below, are consistent with U.S. GAAP and reflect practices appropriate to the business in which we operate.

Use of estimates
The preparation of financial statements in conformity with U.S. GAAP requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities and disclosure of contingent assets and liabilities at the date of the financial statements, and the reported amounts of revenues and expenses during the reporting periods presented. Estimates include, but are not limited to, the establishment of reserves for accounts receivable, sales returns, inventory excess and obsolescence reserve and warranty claims;claims, the useful lives for property equipment, and intangible assets;equipment and stock-based compensation. In addition, estimates and assumptions associated with the determination of the fair value of financial instruments and evaluation of long-lived assets for impairment requires considerable judgment. Actual results could differ from those estimates and such differences could be material.
Reclassifications
Certain prior year amounts have been reclassified within the Consolidated Financial Statements and related notes thereto, to be consistent with current year presentation.
ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS


Basis of presentation
The Consolidated Financial Statements include the accounts of the Company and, until the 2013 disposition of our pool products business and the 2015 dispositions of its subsidiaries EFLS in Solon, Ohio, and CLL in the United Kingdom.Company. All significant inter-company balances and transactions have been eliminated. Therefore, the results of operations and financial position of EFLS, CLL, and the pool products business are included in the Consolidated Financial Statements as Discontinued operations and previously reported financial information for the current and prior years have been adjusted. Unless indicated otherwise, the information in the Notes to Consolidated Financial Statements relates to our continuing operations.

Revenue recognition
Revenue is recognized when it is realized or realizable, has been earned, and when all of the following have occurred:
persuasive evidence or an arrangement exists (e.g., aNet sales order, a purchase order, or a sales agreement),
shipment has occurred, with the standard shipping term being F.O.B. ship point, or services provided on a proportional performance basis or installation have been completed,
price to the buyer is fixed or determinable, and
collectability is reasonably assured.
Revenuesinclude revenues from sales of our products are generally recognized uponand shipping based upon the following:
all sales made by us to our customer base are non-contingent, meaning that they are not tied to that customer’s resaleand handling charges, net of products,
standard terms of sale contain shipping terms of F.O.B. ship point, meaning that title and risk of lossestimates for product returns. Revenue is transferred when shipping occurs, and
there are no automatic return provisions that allow the customer to return the product in the event that the product does not sell within a defined timeframe.
Revenues from research and development contracts are recognized primarily on the percentage-of-completion method of accounting. Deferred revenue is recorded for the excess of contract billings overmeasured at the amount of contract costsconsideration we expect to receive in exchange for the transferred products. We recognize revenue at the point in time when we transfer the promised products to the customer and profits. Costs in excess of billings, included in prepaid and other assets, are recorded for contract costs in excess of contract billings.
We warrant our products against defects or workmanship issues. We set up allowances for estimated returns, discounts and warranties upon recognition of revenue, and these allowances are adjusted periodically to reflect actual and anticipated returns, discounts and warranty expenses. These allowances are based on past history, historical trends, and contractual terms. The distributors’the customer obtains control over the products. Distributors’ obligations to us are not contingent upon the resale of our productsproducts. We recognize revenue for shipping and handling charges at the time the goods are shipped to the customer, and the costs of outbound freight are included in cost of sales. We provide for product returns based on historical return rates. While we incur costs for sales commissions to our sales employees and outside agents, we recognize commission costs concurrent with the related revenue, as suchthe amortization period is less than one year. We do not prohibit revenue recognition.incur any other incremental costs to obtain contracts with our customers. Our product warranties are assurance-type warranties, which promise the customer that the products are as specified in the contract. Therefore, the product warranties are not a separate performance obligation and are accounted for as described below. Sales taxes assessed by governmental authorities and collected by us are accounted for on a net basis and are excluded from net sales.
A disaggregation of product net sales is presented in Note 12, “Product and Geographic Information.”
Cash and restricted cash equivalents
We consider all highly liquid investments purchased with an original maturity of three months or less to be cash equivalents. At December 31, 2017 and 2016,2021, we had $10.8cash of $2.7 million and $16.6at December 31, 2020, we had cash and restricted cash of $2.2 million respectively, in cash on deposit with financial institutions located in the United States. AtThe December 31, 2017 and 2016,2020 cash balance of $2.2 million of cash includes restricted cash of $0.3 million ofwhich is presented within prepaid and other current assets and other assets in the cash balance amount was designated as restricted cash and relates to a standby letter of credit agreement for the lease of our New York, New York office.accompanying Consolidated Balance Sheets. Please refer to Note 9, “Commitments and Contingencies,4, “Leases,” for additional information.
54

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
Inventories
We state inventories at the lower of standard cost (which approximates actual cost determined using the first-in-first-out method) or net realizable value. We establish provisions for excess and obsolete inventories after evaluation of historical sales, current economic trends, forecasted sales, product lifecycles, and current inventory levels. The assessment is both quantitative and qualitative. During 2017,2021, we implementedexperienced global supply chain and logistics constraints, which impacted our inventory purchasing strategy, leading to a strategic sales initiativebuildup of inventory and inventory components in an effort to sell certainmanage both shortages of available components and longer lead times in obtaining components. This resulted in a net increase of our gross inventory levels of $2.4 million. We had an increase of excess inventory that had previously been written-downreserves of $0.2 million as compared to 2020.
The assessment for excess and obsolete inventories for 2020 not only included both quantitative and qualitative components, but a COVID-19 pandemic impact analysis as well. Throughout 2020, we applied discipline in conjunction with our excessmanufacturing and supply chain management, focusing on a reduction of lead time and inventory reserve analysis in prior years, as required by U.S. GAAP. This initiativeon hand which resulted in a net reduction of our gross inventory levels of $1.2 million and excess inventory reserves of $1.4$0.6 million in 2017. During 2016 and 2015, duecompared to the introduction of new products and technological advancements, we charged $3.3 million, and $1.7 million, respectively, to cost of sales from continuing operations for excess and obsolete inventories.2019. Adjustments to our estimates, such as forecasted sales and expected product lifecycles, could harm our operating results and financial position. Please refer to Note 5, “Inventories,” for additional information.
ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS


Accounts receivable
Our trade accounts receivable consists of amounts billed to and currently due from customers. Our customers are concentrated in the United States. In the normal course of business, we extend unsecured credit to our customers related to the sale of our servicesproducts. Credit is extended to customers based on an evaluation of the customer’s financial condition and products. Typicalthe amounts due are stated at their estimated net realizable value. We utilize a third-party account receivables insurance program with a very high credit terms require payment within 30 to 60 days fromworthy insurance company where we have the datelarge majority of delivery or service.the accounts receivable insured with a portion of self-retention. This third party also provides credit-worthiness ratings and metrics that significantly assist us in evaluating the credit worthiness of both existing and new customers. We evaluate and monitor the creditworthiness of each customer on a case-by-case basis. We also providemaintain allowances for sales returns and doubtful accounts receivable to provide for the estimated amount of account receivables that will not be collected. The allowance is based on an assessment of customer creditworthiness and historical payment experience, the age of outstanding receivables, and performance guarantees to the extent applicable. Past due amounts are written off when our continuing evaluation of our customers’ ongoing requirements and credit risk. We write-off accounts receivable when we deem that theyinternal collection efforts have become uncollectiblebeen unsuccessful, and payments subsequently received on such receivables are credited to the allowance for doubtful accounts. We do not generally require collateral from our customers.
Our standard payment terms with customers are net 30 days from the date of shipment, and we do not generally offer extended payment terms to our customers, but exceptions are made in some cases to major customers or with particular orders. Accordingly, we do not adjust trade accounts receivable for the effects of financing, as we expect the period between the transfer of product to the customer and the receipt of payment from the customer to be in line with our standard payment terms.
Income taxes
As part of the process of preparing the Consolidated Financial Statements, we are required to estimate our income tax liability in each of the jurisdictions in which we do business. This process involves estimating our actual current tax expense together with assessing temporary differences resulting from differing treatment of items, such as deferred revenues, for tax and accounting purposes. These differences result in deferred tax assets and liabilities, which are included in our Consolidated Balance Sheet.Sheets. We then assess the likelihood that theseof the deferred tax assets will bebeing recovered from future taxable income and, to the extent that we believe that it is more likely than not that the deferred tax assets will not be recovered, or is unknown, we establish a valuation allowance.
Significant management judgment is required in determining our provision for income taxes, deferred tax assets and liabilities, and any valuation allowance recorded against our deferred tax assets. At December 31, 20172021 and 2016,2020, we hadhave recorded a full valuation allowance recorded against our net deferred tax assets in the United States due to uncertainties related to our ability to utilize our deferred tax assets, primarily consisting of certain net operating losses carried forward. The valuation allowance is based upon our estimates of taxable income by jurisdiction and the period over which our deferred tax assets will be recoverable. In considering the need for a valuation allowance, we assess all evidence, both positive and negative, available to determine whether all or some portion of the deferred tax assets will not be realized. Such evidence includes, but is not limited to, recent earnings history, projections of future income or loss, reversal patterns of existing taxable and deductible temporary differences, and tax planning strategies. We continue to evaluate the need for a valuation allowance on a quarterly basis.
55

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
Financial Instruments
December 2021 Private Placement
In December 2021, we completed a private placement (the “December 2021 Private Placement”) with certain institutional investors for the sale of 1,193,185 shares of our common stock at a purchase price of $3.52 per share. We also sold to the same institutional investors (i) pre-funded warrants (“Pre-Funded Warrants”) to purchase 85,228 shares of common stock at an exercise price of $0.0001 per share and (ii) warrants (collectively with the Pre-Funded Warrants, the “December 2021 Warrants”) to purchase up to an aggregate of 1,278,413 shares of common stock at an exercise price of $3.52 per share. We paid the placement agent commissions of $360 thousand, plus $42 thousand in expenses, in connection with the December 2021 Private Placement and we also paid legal, accounting and other fees of $97 thousand related to the December 2021 Private Placement. Total offering costs of $499 thousand have been presented as a reduction of additional paid-in capital and have been netted within equity in the Consolidated Balance Sheet as of December 31, 2021. Net proceeds to us from the December 2021 Private Placement were approximately $4.0 million. We determined the exercise price of the Pre-Funded Warrants to be nominal and, as such, have considered the 85,228 shares underlying them to be outstanding effective December 16, 2021, for the purposes of calculating basic earnings per share (“EPS”).
As of December 31, 2021, December 2021 Warrants to purchase an aggregate of 1,363,641 shares remained outstanding, with a weighted average exercise price of $3.30 per share. None of the December 2021 Warrants were exercised as of December 31, 2021. In January 2022, all of the Pre-Funded Warrants were exercised. The exercise of the remaining December 2021 Warrants outstanding could provide us with cash proceeds of up to $4.5 million in the aggregate.
June 2021 Equity Offering
In June 2021, we completed a registered direct offering of 990,100 shares of our common stock to certain institutional investors, at a purchase price of $5.05 per share (the “June 2021 Equity Offering”). We paid the placement agent commissions of $400 thousand, plus $51 thousand in expenses, in connection with the June 2021 Equity Offering and we also paid legal and other fees of $19 thousand related to the June 2021 Equity Offering. Total offering costs of $470 thousand have been presented as a reduction of additional paid-in capital and have been netted within equity in the Condensed Consolidated Balance Sheet as of December 31, 2021. Net proceeds to us from the June 2021 Equity Offering were approximately $4.5 million.
January 2020 Equity Offering
In January 2020, we completed a registered direct offering for the sale of 688,360 shares of our common stock to certain institutional investors, at a purchase price of $3.37 per share. We also sold, to the same institutional investors, warrants to purchase up to 688,360 shares of common stock at an exercise price of $3.37 per share (the, “Investor Warrants”) in a concurrent private placement (together with the concurrent registered direct offering, the “January 2020 Equity Offering”) for a purchase price of $0.625 per warrant. We paid the placement agent commissions of $193 thousand plus $50 thousand in expenses in connection with the January 2020 Equity Offering and we also paid legal, accounting and other fees of $231 thousand related to the January 2020 Equity Offering. Total offering costs of $510 thousand have been presented as a reduction of additional paid-in capital and have been netted within equity in the Consolidated Balance Sheet as of December 31, 2021 and 2020. In addition, we issued warrants to the placement agent to purchase up to 48,185 shares of common stock at an exercise price of $4.99 per share (together with the Investor Warrants, the “January 2020 Warrants”). Net proceeds to us from the January 2020 Equity Offering were approximately $2.3 million. In accordance with the terms of the Iliad Note (as defined below in Note 8, “Debt”), 10% of the gross proceeds from the January 2020 Equity Offering ($275 thousand) were used to make payments on the Iliad Note, of which $226 thousand went towards the outstanding principal amount and the balance to interest.
As of December 31, 2021, January 2020 Warrants issued to purchase an aggregate of 229,414 shares remain outstanding with a weighted average exercise price of $3.67 per share. During the twelve months ended December 31, 2021, 237,892 January 2020 Warrants were exercised resulting in total proceeds of $801 thousand. The exercise of the remaining January 2020 Warrants outstanding could provide us with cash proceeds of up to $841 thousand in the aggregate. At December 31, 2017, we had net operating loss carry-forwards2020, January 2020 Warrants issued to purchase an aggregate of approximately $91.8 million467,306 shares remained outstanding with a weighted average exercise price of $3.51 per share. During the twelve months ended December 31, 2020, 269,240 January 2020 Warrants were exercised resulting in total proceeds of $918 thousand.
56

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
Due to a potential cash settlement upon occurrence of a fundamental transaction within the January 2020 Equity Offering warrant agreement, the January 2020 Warrants were initially classified as liabilities, as opposed to equity, and were recorded at their fair values at each balance sheet date for federal, state, and local income tax purposes. However, duethe first three quarters of 2020. During December 2020, the warrant holders agreed to changes in our capital structure, approximately $37.3 million of this amount is available after the application of IRC Section 382 limitations. In 2018, we expect to have approximately $37.3 milliona modification of the net operating loss carry-forward available for use. If not utilized, these carry-forwards will beginterms of their January 2020 Warrants which removed the potential cash settlement option upon the occurrence of a fundamental transaction. As such, during the fourth quarter of 2020, the warrant liability was fair-valued through the modification date and then was reclassified into equity and the January 2020 Warrants are no longer subject to expire in 2021 for federal purposes, and have begun to expire for state and local purposes.re-measurement at each balance sheet date. Please also refer to Note 11, “Income Taxes,” for additional information.
10, “Stockholders’ Equity”.
Fair value measurements
Fair value is defined as the price that would be received to sell an asset or would be paid to transfer a liability in an orderly transaction between market participants on the measurement date. The fair value of financial assets and liabilities are measured on a recurring or non-recurring basis. Financial assets and liabilities measured on a recurring basis are those that are adjusted to fair value each time a financial statement is prepared. Financial assets and liabilities measured on a non-recurring basis are those that are adjusted to fair value when a significant event occurs.
We utilize valuation techniques that maximize the use of available market information and generally accepted valuation methodologies. We assess the inputs used to measure fair value using a three-tier hierarchy. The hierarchy indicates the extent to which pricing inputs used in measuring fair value are observable inhierarchy prioritizes the market. Level 1 inputs includeto valuation techniques used to measure fair value, giving the highest priority to unadjusted quoted prices in active markets for identical assets or liabilities (Level 1 measurements) and the lowest priority to unobservable inputs (Level 3 measurements).
The three levels of the fair value hierarchy are described below. We classify the most observable. Level 2 inputs includeused to measure fair value into the following hierarchy:
Level 1Unadjusted quoted prices in active markets for identical assets or liabilities.
Level 2Unadjusted quoted prices in active markets for similar assets or liabilities, or unadjusted quoted prices for identical or similar assets or liabilities in markets that are not active, or inputs other than quoted prices that are observable for similar assets and liabilities that are either directly or indirectly observable, or other observable inputs such as interest rates, foreign currency exchange rates, commodity rates, and yield curves. Level 3 inputs are not observable in the market and include our own judgments about the assumptions market participants would use in pricing the asset or liability.
Level 3Unobservable inputs for the asset or liability.
The carrying amounts of certain financial instruments including cash, and equivalents, accounts receivable, accounts payable, and accrued liabilities approximate fair value due to their short maturities. Based on borrowing rates currently available to us for loans with similar terms, the carrying value of borrowings under our revolving credit facilities also approximates fair value.

A financial instrument’s level within the fair value hierarchy is based on the lowest level of any input that is significant to the fair value measurement. In determining the appropriate levels, we perform a detailed analysis of the assets and liabilities whose fair value is measured on a recurring basis. We review and reassess the fair value hierarchy classifications on a quarterly basis. Changes from one quarter to the next related to the observability of inputs in a fair value measurement may result in a reclassification between fair value hierarchy levels. There were no reclassifications for all periods presented.
A roll-forward of fair value measurements using significant unobservable inputs (Level 3) for the January 2020 Warrants issued in the January 2020 Equity Offering is as follows (in thousands):
Twelve months ended December 31, 2020
Balance January 1, 2020$— 
Issuance of warrants, January 20201,636 
Settlements from exercise(1,317)
Loss from change in fair value of warrants1,086 
Reclassification to equity upon modification(1,405)
Balance December 31, 2020$— 
57

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
Long-lived assets
Property and equipment are stated at cost and include expenditures for additions and major improvements. Expenditures for repairs and maintenance are charged to operations as incurred. We use the straight-line method of depreciation over the estimated useful lives of the related assets (generally 2two to 15 years) for financial reporting purposes. Accelerated methods of depreciation are used for federal income tax purposes. When assets are sold or otherwise disposed of, the cost and accumulated
ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS


depreciation are removed from the accounts and any gain or loss is reflected in the Consolidated StatementStatements of Operations. Refer to Note 6, “Property and Equipment,” for additional information.
Long-lived assets are reviewed for impairment whenever events or circumstances indicate the carrying amount may not be recoverable. Events or circumstances that would result in an impairment review primarily include operations reporting losses, a significant change in the use of an asset, or the planned disposal or sale of the asset. The asset would be considered impaired when the future net undiscounted cash flows generated by the asset are less than its carrying value. An impairment loss would be recognized based on the amount by which the carrying value of the asset exceeds its fair value, as determined by quoted market prices (if available) or the present value of expected future cash flows. At December 31, 2016, we recorded an impairment loss of $0.9 million related to our surface mount technology equipment. Due to the specialized nature of this equipment we were not able to find a buyer for this equipment in 2017. As a result, we re-evaluated the carrying value of the equipment and software compared to its fair value and recorded an additional impairment loss of $0.2 million as of December 31, 2017. We continue to actively market the equipment and software for sale and expect to complete a sale in the first quarter of 2018. Refer to Note 6, “Property and Equipment,” for additional information.
Certain risks and concentrations
Historically our products were sold through a direct sales model, which included a combination of direct sales employees, electrical and lighting contractors, and distributors. The 2017 restructuring initiative included the transition to an agency driven sales channel strategy in order to expand our market presence throughout the U.S. We perform ongoingutilize a third-party accounts receivable insurance and credit evaluations of our customers and generally do not require collateral.assessment company. Although we maintain allowances for potential credit losses that we believe to be adequate, a payment default on a significant sale could materially and adversely affect our operating results and financial condition.
condition, although we have mitigated this risk somewhat through the accounts receivable insurance program.
We have certain customers whose net sales individually represented 10 percent10% or more of our total net sales, or whose net trade accounts receivable balance individually represented 10 percent10% or more of our total net trade accounts receivable, as follows:

Consistent with our efforts to diversify our customer base, threeIn 2021, two customers accounted for 48.4 percent,43% of net sales, in 2017, compared to two customers accounting for 47.4 percent of net sales in 2016. In 2017, two commercial customers, a major northeastern Ohio hospital system and a large regional retrofit company located in Texas accounted for 18.3 percent, and 12.8 percent of net sales, respectively, whilewith sales to distributors toour primary distributor for the U.S. Navy represented 22.0 percentaccounting for approximately 30% and sales to a regional commercial lighting retrofit company accounting for approximately 13% of net sales.

In 2016, two customers, a When sales to our primary distributor tofor the U.S. Navy and a major Northeast Ohio hospital, accountedare combined with sales to shipbuilders for 36.5 percent and 10.9 percent of ourthe U.S. Navy, total net sales, respectively. Including sales pursuant to an indefinite duration, indefinite quantity (“IDIQ”) supply contract we were awarded in 2011, total sales of products for the U.S. Navy comprised approximately 38% of net sales for the same period. In 2020, two customers accounted for 43.1 percent62% of net sales. This IDIQ contract expired on August 1, 2016. For 2015, two distributorssales and total net sales of products to the U.S. Navy represented 53% of net sales.
At December 31, 2021, a distributor to the U.S. Department of Defense accounted for approximately 59.0 percent and 15.8 percent20% of our 2016 net sales. Including sales pursuant to the IDIQ contract, total sales of productstrade accounts receivable and a shipbuilder for the U.S. Navy accounted for 79.7 percent of our 2015 net sales.

At December 31, 2017, two commercial customers, a major Northeast Ohio hospital system and a large regional retrofit company located in Texas, accounted for 21.0 percent and 17.4 percent36% of our net trade accounts receivable, respectively. In addition,receivable. At December 31, 2020, a distributor to the U.S. Navy accounted for 39.0 percent28% of our net trade accounts receivable at December 31, 2017. At December 31, 2016, two customers,and a distributor toshipbuilder for the U.S. Navy and a major Northeast Ohio hospital system, accounted for approximately 63.3 percent and 10.1 percent21% of our net trade accounts receivable, respectively.

receivable.
We require substantial amounts of purchased materials from selected vendors. With specific materials, all of our purchases are from a single vendor. Substantially all of the materials we require are in adequate supply. However, theThe availability and costs of materials may be subject to change due to, among other things, new laws or regulations, suppliers’ allocation to other purchasers, interruptions in production by suppliers, global health issues such as the COVID-19 pandemic, and changes in exchange rates and worldwide price and demand levels. Our inability to obtain adequate supplies of materials for our products at favorable prices could have a material adverse effect on our business, financial position, or results of operations by decreasing our profit margins and by hindering our ability to deliver products to our customers on a timely basis. Additionally, certain vendors require advance deposits prior to the fulfillment of orders. Deposits paid on unfulfilled orders totaled $0.7 million and $0.8 million at December 31, 2021 and 2020, respectively.
We have certain vendors who individually represented 10% or more of our total expenditures, or whose net trade accounts payable balance individually represented 10% or more of our total net trade accounts payable, as follows:
One offshore supplier accounted for approximately 29% of our total expenditures for the twelve months ended December 31, 2021. At December 31, 2021, this same offshore supplier accounted for approximately 60% of our trade accounts payable balance.
One offshore supplier and one domestic supplier accounted for approximately 21% and 12%, respectively, of our total expenditures for the twelve months ended December 31, 2020. At December 31, 2020, this same offshore supplier accounted for approximately 44% of our trade accounts payable balance.
58

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
Product development
Product development expenses include salaries, contractor and consulting fees, supplies and materials, as well as costs related to other overhead items such as depreciation and facilities costs. Research and development costs are expensed as they are incurred.
ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS


Net (loss) incomeloss per share
Basic (loss) incomeloss per share is computed by dividing the net (loss) incomeloss available to common stockholders by the weighted average number of shares of common sharesstock outstanding forduring the period, excluding the effects of any potentially dilutive securities. Diluted (loss) incomeloss per share gives effect to all dilutive potential shares of common sharesstock outstanding during the period. Dilutive potential shares of common sharesstock consist of incremental shares upon the exercise of stock options, warrants and warrants,convertible securities, unless the effect would be anti-dilutive.
The following table presents a reconciliation of basic and diluted (loss) incomeloss per share computations (in thousands, except per share amounts):
 For the year ended December 31,
 2017 2016 2015
Numerator:     
(Loss) income from continuing operations$(11,267) $(16,875) $9,471
Loss from discontinued operations
 (12) (691)
Net (loss) income$(11,267) $(16,887) $8,780
      
Denominator:     
Basic weighted average common shares outstanding11,806
 11,673
 10,413
Potential common shares from options and warrants
 
 339
Diluted weighted average shares11,806
 11,673
 10,752

 For the years ended December 31,
 20212020
Numerator:
Net loss$(7,886)$(5,981)
Denominator:
Basic and diluted weighted average common shares outstanding*4,561 3,270 
*Shares outstanding for prior periods have been restated for the 1-for-5 stock split effective June 11, 2020.
As a result of the net loss we incurred for the yearsyear ended December 31, 2017 and 2016,2021, options, warrants and convertible securitiespreferred stock representing approximately 60,43451 thousand, 47 thousand and 139,595260 thousand shares of common stock, respectively, were excluded from the basic loss per share calculation respectively, because their inclusion would have been anti-dilutive. We determined the exercise price of the Pre-Funded Warrants to be nominal and, as such, have considered the approximately 85 thousand shares underlying them to be outstanding effective December 16, 2021, for the purposes of calculating basic EPS.
As a result of the net loss we incurred for the year ended December 31, 2020, options, restricted share units, warrants and convertible preferred stock representing approximately 69 thousand, 4 thousand, 174 thousand and 506 thousand shares of common stock, respectively, were excluded from the basic EPS calculation as their inclusion would have been anti-dilutive.
Stock-based compensation
We recognize compensation expense based on the estimated grant date fair value under the authoritative guidance. Management applies the Black-Scholes option pricing model to value stock options issued to employees and directors and applies judgment in estimating key assumptions that are important elements of the model in expense recognition. These elements include the expected life of the option, the expected stock-price volatility, and expected forfeiture rates. Compensation expense is generally amortized on a straight-line basis over the requisite service period, which is generally the vesting period. See Note 10, “Stockholders’ Equity,” for additional information. Common stock, stock options, and warrants issued to non-employees that are not part of an equity offering are accounted for under the applicable guidance under ASCAccounting Standards Codification (“ASC”) 505-50, “Equity-Based Payments to Non-Employees,” and are generally re-measured at each reporting date until the awards vest.
Foreign currency translation
Our product development center in Taiwan uses local currency as its functional currency. Included within “Accumulated other comprehensive income” within the Consolidated Statements of Stockholders’ Equity is the effect of foreign currency translation related to our Taiwan operations.

Until its disposition, our international subsidiary used its local currency as its functional currency. Assets and liabilities were translated at exchange rates in effect at the balance sheet date and income and expense accounts were translated at average exchange rates during the year. Resulting translation adjustments were recorded directly to “Accumulated other comprehensive income” within the Consolidated Statements of Stockholders’ Equity. With the sale of CLL in August 2015, the translation adjustments recorded within the Consolidated Statements of Stockholders’ Equity in 2015 were reclassified and are recorded as a component of the “Loss on disposal of discontinued operations” within the Consolidated Statements of Operations. See Note 4, “Discontinued Operations,” for additional information.

Advertising expenses
ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS


Advertising expenses are charged to operations in the period incurred. They consist of costs for the placement of our advertisements in various media and the costs of demos provided to potential distributors of our products. Advertising expenses from continuing operations were $0.5 million, $1.4$0.4 million and $0.7$0.1 million for the years ended December 31, 2017, 2016,2021 and 2015,2020, respectively.
59

ENERGY FOCUS, INC.
Shipping and handling costsNOTES TO CONSOLIDATED FINANCIAL STATEMENTS
We include shipping and handling revenues in net sales, and shipping and handling costs in cost of sales.

Product warranties
We warrant finished goods against defects in materialour commercial and workmanship under normal useMMM LED products and servicecontrols for periods generally between oneranging from five to ten years and ten years. Settlementfrom one to five years for UVCD products. Warranty settlement costs consist of actual amounts expensed for warranty, coverage, which are largely a result of the cost of replacement products.products provided to our customers. A liability for the estimated future costs under product warranties is maintained for products outstanding under warranty based on the actual claims incurred to date and is includedthe estimated nature, frequency, and costs of future claims. These estimates are inherently uncertain and changes to our historical or projected experience may cause material changes to our warranty reserves in “Accrued liabilities” inthe future. We continuously review the assumptions related to the adequacy of our Consolidated Balance Sheets. warranty reserve, including product failure rates, and make adjustments to the existing warranty liability when there are changes to these estimates or the underlying replacement product costs, or the warranty period expires.
The following table summarizes warranty activity for the respective years is as followsperiods presented (in thousands):
 At December 31,
 20212020
Balance at the beginning of the year$227 $195 
Accruals for warranties issued(41)33 
Adjustments to existing warranties47 19 
Settlements made during the year (in kind)62 (20)
Accrued warranty reserve at the end of the period$295 $227 
 At December 31,
 2017 2016
    
Balance at the beginning of the year$331
 $314
Accruals for warranties issued196
 170
Adjustments to existing warranties(87) (95)
Settlements made during the year (in kind)(266) (58)
Accrued warranty expense$174
 $331

RecentRecently adopted accounting standards and pronouncements
In May 2017,November 2021, the Financial Accounting Standards Board (“FASB”) issued Accounting Standards UpdateASU No. 2021-10, Government Assistance (Topic 832) (“ASU”ASU 2021-10”) No. 2017-09, Compensation—Stock Compensation: Scope, in order to increase the transparency of Modification Accounting, which provides guidance about which changes togovernment assistance by requiring the terms or conditionsdisclosure of: (i) types of a share-based payment award would requireassistance; (ii) an entity to apply modification accounting. This standardentity’s accounting for the assistance; and (iii) the effect of the assistance on an entity’s financial statements. ASU 2021-10 is effective for all entities (including smaller reporting companies) for financial statements issued for annual periods beginning after December 15, 2021, with early adoption permitted. The amendments in ASU 2021-10 should be applied either prospectively to all transactions within scope reflected in the financial statements after the effective date, or retrospectively to those same transactions. The Company has early adopted the new standard effective as of December 31, 2021. Refer to Note 13 “Other Income,” for additional information.
In August 2020, the FASB issued ASU No. 2020-06, Debt - Debt with Conversion and Other Options (Subtopic 470-20) and Derivatives and Hedging - Contracts in Entity’s Own Equity (Subtopic 815-40) (“ASU 2020-06”), to simplify accounting for certain financial instruments with characteristics of liabilities or equity. ASU 2020-06 is effective for smaller reporting companies for fiscal years beginning after December 15, 2017. We2023 and interim periods therein. Early adoption is permitted beginning January 1, 2021. The new guidance: (i) eliminates the current models that require separation of beneficial conversion and cash conversion features from convertible instruments; (ii) simplifies the derivative scope exception guidance pertaining to equity classification of contracts in an entity’s own equity; (iii) introduces additional disclosures for convertible debt and freestanding instruments that are indexed to and settled in an entity’s own equity; and (iv) amends the diluted earnings per share guidance, including the requirement to use the if-converted method for all convertible instruments. The Company early adopted the new standard effective January 1, 2021. The adoption of ASU 2020-06 did not have evaluatedan impact on the accounting guidance and determined that there is no material impact to our consolidatedCompany’s financial position or results of operations.operations upon adoption.

Recently issued accounting pronouncements
In November 2016, the FASB issued ASU No. 2016-18, Restricted Cash, which requires entities to show the changes in the total of cash, cash equivalents, restricted cash and restricted cash equivalents in the statement of cash flow. This standard is effective for fiscal years beginning after December 15, 2017, including interim periods within those fiscal years. Early adoption is permitted, including adoption in an interim period, but any adjustments must be reflected as of the beginning of the fiscal year that includes that interim period. The new standard must be adopted retrospectively. We have evaluated the accounting guidance and determined that there is no material impact to our consolidated financial position or results of operations.

In August 2016, the FASB issued ASU No. 2016-15, Statement of Cash Flows (Topic 230) Classification of Certain Cash Receipts and Cash Payments, which is intended to reduce diversity in practice by making eight targeted changes to how cash receipts and cash payments are presented and classified in the statement of cash flows. This ASU is effective for fiscal years beginning after December 15, 2017, and will require adoption on a retrospective basis. We have evaluated the accounting guidance and determined that there is no material impact to our consolidated financial position or results of operations.

In June 2016, the FASB issued ASU No. 2016-13, Financial Instruments - Credit Losses (Topic 326): Measurement of Credit Losses on Financial Instruments, which significantly changes the accounting for credit losses on instruments within its scope. The new guidance introduces an approach based on expected losses to estimate credit losses on certain financial instruments, including trade receivables, and requires an entity to recognize an allowance based on its estimate of expected credit losses rather than incurred losses. This standard will be effective for interim and annual periods beginningstarting after December 15, 2019,2022 and will generally require adoption on a modified retrospective basis. We are in the process of evaluating the impact of the standard.

60

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS


In February 2016, the FASB issued ASU No. 2016-02, Leases, which supersedes the current lease accounting requirements. This standard requires a lessee to record on the balance sheet the assets and liabilities for the rights and obligations created by leases with lease terms of more than 12 months. In addition, this standard requires lessees to disclose certain key information about lease transactions. Upon implementation, an entity’s lease payment obligations will be recognized at their estimated present value along with a corresponding right-of-use asset. Lease expense recognition will be generally consistent with current practice. This standard will be effective for interim and annual periods beginning after December 15, 2018, and will require adoption on a modified retrospective basis. We are in the process of evaluating the impact of the standard.

In January 2016, the FASB issued ASU No. 2016-01, Recognition and Measurement of Financial Assets and Financial Liabilities, which amends certain aspects of the recognition, measurement, presentation and disclosure of financial instruments. This amendment requires all equity investments to be measured at fair value with changes in the fair value recognized through net income (other than those accounted for under the equity method of accounting or those that result in the consolidation of the investee). This standard will be effective for interim and annual periods beginning after December 15, 2017, and will require adoption on a prospective basis with a cumulative-effect adjustment to the beginning balance sheet. We have evaluated the accounting guidance and determined that there is no material impact to our consolidated financial position or results of operations.

In May 2014, the FASB issued ASU No. 2014-09, Revenue from Contracts with Customers (Topic 606), as amended by ASU 2015-14, 2016-08, 2016-10, 2016-12, and 2016-20, which is a comprehensive revenue recognition standard which supersedes nearly all of the existing revenue recognition guidance under U.S. GAAP. This standard requires an entity to recognize revenue when it transfers promised goods or services to customers in amounts that reflect the consideration the entity expects for receive in exchange for those goods or services. Entities will need to use more judgments and estimates than under the current guidance, including estimating the amount of variable revenue to recognize for each performance obligation. Additional disclosures regarding the nature, amount, and timing of revenues and cash flows from contracts will also be required. This ASU is effective for annual reporting periods beginning after December 15, 2017, including interim reporting periods within that reporting period, using either a full retrospective or a modified retrospective approach. We will adopt the standard on January 1, 2018, as required, using the modified retrospective approach. We have evaluated the accounting guidance and determined that there is no material impact to our consolidated financial position or results of operations, as our revenue arrangements generally consist of a single performance obligation to transfer promised goods. We continue to evaluate the impact the guidance in this ASU will have on our disclosures.

NOTE 3.RESTRUCTURING

In 2016 and 2017, we were not able to sustain the level of sales and profitability recognized in 2015. Due to our financial performance in 20162021 and 2017,2020, including net losses of $16.9$7.9 million and $11.3$6.0 million, respectively, and total cash used in operating activities of $18.0$9.8 million and $5.9$2.5 million, respectively, we believedetermined that substantial doubt about our ability to continue as a going concern existed at December 31, 2016 and 2017.

As a result, we evaluated actions to mitigate the substantial doubt about our ability to continue as a going concern. Our evaluation considered both quantitative and qualitative information, including our current financial position and liquid resources, and obligations due or anticipated within the next year. With $16.6 million in cash and no debt obligations as of December 31, 2016, we focused our efforts on reducing our overall operating expenses in an effort to return to profitability. Consequently, in February 2017, we announced a corporate restructuring initiative with a goal of significantly reducing annual operating costs from 2016 levels. The initiative included an organizational consolidation of management and oversight functions in order to streamline and better align the organization into more focused, efficient, and cost-effective reporting relationships, and involved headcount reductions and office closures. This initiative was designed to return the Company to profitability and mitigate the substantial doubt that existed at December 31, 2016 about our ability to continue as a going concern. The restructuring actions taken in 2017 resulted in a net decrease in operating expenses through December 31, 2017 of $8.4 million, including restructuring and asset impairment charges of $1.8 million in 2017 and impairment charges of $0.9 million in 2016.

While the substantial doubt about our ability to continue as a going concern continuedcontinues to exist at December 31, 2017, we had $10.8 million2021.
Prior to 2019, the Company experienced significant sales declines, operating losses and increases in its inventory. Beginning in 2019, significant restructuring efforts were undertaken. The Company replaced the entire senior management team, significantly reduced non-critical expenses, minimized the amount of inventory the Company was purchasing, dramatically changed the composition of our Board of Directors and the executive team, and recruited new departmental leaders across the Company. The cost savings efforts undertaken included phased actions to reduce costs to minimize cash and no debt obligations atusage. Initial actions included the endelimination of certain positions, restructuring of the year. Consequently, considering both quantitativesales organization and qualitative information,incentive plan, flattening of the senior management team, additional operational streamlining, management compensation reductions, and outsourcing of certain functions including certain elements of supply chain and marketing.
For the twelve months ended December 31, 2021 and 2020, we continuerecorded net restructuring credits of approximately $21 thousand and $60 thousand, respectively, related to believe that the combination ofcosts and offsetting sub-lease income and accretion expense for the remaining lease obligation for our restructuring actions, current financial position, liquid resources, obligations due or anticipated within the next year, executive reorganization, and implementation of our sales channel strategy will return us to profitability in 2018 and effectively mitigates the substantial doubt about our ability to continue as a going concern.



The actions taken in the first quarter of 2017 included closing our offices in Rochester, Minnesota,former New York, New York and Arlington, Virginia and reducedoffice. The lease obligation on our staff by 20 employees, primarily located in these offices. During the second quarter of 2017, we fully exited theformer New York, and Arlington facilities and took additional actions to improve our operating efficiencies. These actions reduced our staff by an additional 17 production and administrative employees in our Solon location.

During the year ended December 31, 2017 we recorded net restructuring expenses totaling approximately $1.7 million, consistingNew York office was settled as of approximately $0.8 million for severance and related benefits, approximately $0.7 million related to the facility closings, and approximately $0.2 million primarily related to fixed asset and prepaid expenses write-offs.

June 30, 2021.
Our restructuring liabilities consistconsisted of one-time termination costs for severance and benefits to former employees and estimated ongoing costs related to long-term operating lease obligations. The recorded value ofobligations, which the termination severance and benefits to employees approximates fair value, as the remaining obligation is based on the arrangements made with the former employees, and these obligations will be completely satisfied in less than 12 months.Company exited. The recorded value of the ongoing lease obligations iswas based on the remaining lease term and payment amount, net of estimated sublease income, discounted to present value. Changes in subsequent periods resulting from a revision to either the timing or the amount of estimated cash flows over the future period arewere measured using the credit adjusted, risk-freerisk free rate that was used to measure the restructuring liabilities initially. The current portion of the ongoing lease obligations is included within the caption, “Accrued liabilities” and the long term portion of the ongoing lease obligations comprises the caption, “Other liabilities” in the Consolidated Balance Sheets as of December 31, 2017. We estimated that we would receive a total of approximately $1.2 million in sublease payments to offset our remaining lease obligations, which extend until June 2021, of approximately $1.7 million. We expect to incur insignificant additional costs over the remaining life of our lease obligations, but we do not anticipate further major restructuring activities in the near future.
The following is a reconciliation of the beginning and ending balances of our restructuring liability:liability as it relates to the Company’s restructuring plans (in thousands):

Restructuring Liability
Balance at December 31, 2019$38 
Accretion of lease obligations
Payments(29)
Balance at December 31, 2020$11 
Payments(11)
Balance at December 31, 2021$— 
The following is a reconciliation of the ending balance of our restructuring liability at December 31, 2021 and December 31, 2020 (in thousands):
20212020
Balance at December 31$— $11 
Less, short-term restructuring liability— 11 
Long-term restructuring liability, included in other liabilities$— $— 
As a result of the restructuring actions and initiatives described above, we have tailored our operating expenses to be more in line with our expected sales volumes, however, we continue to incur losses and have a substantial accumulated deficit, and substantial doubt about our ability to continue as a going concern continues to exist at December 31, 2021.
61

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
 Severance and Related Benefits Facilities Other Total
Balance at January 1, 2017$
 $
 $
 $
Additions$770
 $830
 $186
 $1,786
Accretion of lease obligations$
 $31
 $
 $31
Adjustment of lease obligations  $(155) $
 $(155)
Write-offs  $9
 $(95) $(86)
Payments$(708) $(375) $(91) $(1,174)
Balance at December 31, 2017$62
 $340
 $
 $402
Throughout 2020 and 2021, we have continued to evaluate and assess strategic options as we seek to achieve profitability. We plan to continue to develop advanced lighting and lighting control technologies and introduce impactful new products surrounding EnFocusTM, a patented, breakthrough powerline control platform we officially launched during the second quarter of 2020. We announced the following UVCD products beginning in the fourth quarter of 2020: nUVo™ Tower portable air disinfection device for offices and homes and nUVo™ Traveler portable personal air disinfection device for in-vehicle and smaller spaces. Initial sales of nUVo™ devices began in the fourth quarter of 2021, and we anticipate the development of additional products in 2022.


NOTE 4.DISCONTINUED OPERATIONS
EFLS

We plan to achieve profitability by growing our sales through existing lighting, new lighting control systems and UVCD products, and by continuing to refine and execute on our multi-channel sales strategy that targets key verticals, such as government, healthcare, education, and commercial and industrial, complemented by our marketing outreach campaigns and expanding channel partnerships, as well as our emerging consumer market focus.
As described in Note 10, “Stockholders’ Equity,” we raised approximately $4.0 million of net proceeds upon the issuance of common stock and December 2021 Warrants in connection with the December 2021 Private Placement, approximately $4.5 million of net proceeds upon the issuance of common stock in connection with the June 2021 Equity Offering, and approximately $2.3 million of net proceeds upon the issuance of common stock and January 2020 Warrants. As described in Note 8, “Debt”, in April 2021, we obtained approximately $1.5 million of bridge financing, net and in August 2020, we entered into 2 new revolving credit facilities, which allow for expanded borrowing capacity, which capacity was further increased by an April 20, 2021 amendment to one of the facilities.
The restructuring and cost cutting initiatives implemented during 2020 and continuing into 2021, as well as the December 2021 Private Placement, the June 2021 Equity Offering and the January 2020 Equity Offering that significantly strengthened our balance sheet, the Paycheck Protection Program (“PPP”) loan we obtained in April 2020, our enhanced debt capacity due to the debt refinancing in August 2020, the credit facility capacity increase and bridge financing in April 2021, and the funds we received, and expect to receive, related to the Employee Retention Tax Credit (“ERTC”), see Note 13, “Other Income” for details), were all designed to allow us to effectively execute these strategies. However, our efforts may not occur as quickly as we envision or be successful due to the long sales cycle in our industry, the corresponding time required to ramp up sales from new products, markets, and customers into this sales cycle, the timing of introductions of additional new products, significant competition, potential sales volatility given our customer concentration, numerous interruptions and cost increases in the supply chain globally, and the ongoing and lingering economic impact from the COVID-19 pandemic that has significantly diminished the interest and activities for our customers’ lighting retrofit projects until occupancy returns to more normal levels, among other factors.
Additionally, global supply chain and logistics constraints are impacting our inventory purchasing strategy, leading to a buildup of inventory and components in an effort to manage both shortages of available components and longer lead times in obtaining components. Disruptions in global logistics networks are also impacting our lead times and ability to efficiently and cost-effectively transport products from our third-party suppliers to our facility. As a result, we will continue to review and pursue selected external funding sources to ensure adequate financial resources to execute across the timelines required to achieve these objectives including, but not limited to, the following:
obtaining financing from traditional or non-traditional investment capital organizations or individuals;
obtaining funding from the sale of our common stock or other equity or debt instruments; and
obtaining debt financing with lending terms that more closely match our business model and capital needs.
There can be no assurance that we will obtain funding on acceptable terms, in a timely fashion, or at all. Obtaining additional funding contains risks, including:
additional equity financing may not be available to us on satisfactory terms, and any equity we are able to issue could lead to dilution for current stockholders and have rights, preferences and privileges senior to our common stock;
loans or other debt instruments may have terms or conditions, such as interest rate, restrictive covenants, conversion features, refinancing demands, and control or revocation provisions, which are not acceptable to management or our Board of Directors; and
the current environment in the capital markets combined with our capital constraints may prevent us from being able to obtain adequate debt financing.
62

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
Additionally, if we are unable to find a permanent Chief Executive Officer, it may be more difficult to obtain additional financing on satisfactory terms or at all. If we fail to obtain the required additional financing to sustain our business before we are able to produce levels of revenue to meet our financial needs, we will need to delay, scale back or eliminate our growth plans and further reduce our operating costs and headcount, each of which would have a material adverse effect on our business, future prospects, and financial condition. A lack of additional funding could also result in our inability to continue as a going concern and force us to sell certain assets or discontinue or curtail our operations and, as a result, investors in the Company could lose their entire investment.
Considering both quantitative and qualitative information, we continue to believe that the combination of our plans to ensure adequate external funding, timely re-organizational actions, current financial position, liquid resources, obligations due or anticipated within the next year, development and implementation of an excess inventory reduction plan, plans and initiatives in our research and development, product development and sales and marketing, and development of potential channel partnerships, if adequately executed, will provide us with an ability to finance our operations through the next twelve months and will mitigate the substantial doubt about our ability to continue as a going concern.
On August 17, 2020, we received a letter from the Listing Qualifications staff (the “Staff”) of The Nasdaq Stock Market (“Nasdaq”) notifying us that we were no longer in compliance with Nasdaq Listing Rule 5550(b)(1), which requires listed companies to maintain stockholders’ equity of at least $2,500,000 if they do not meet the alternative compliance standards relating to the market value of listed securities or net income from continuing operations (the “Minimum Stockholders’ Equity Rule”). Our Quarterly Report on Form 10-Q for the quarterly period ended June 30, 2020, filed on August 13, 2020, reflected that our stockholders’ equity as of June 30, 2020 was $1,714,000. Based on our timely submission of our plan to regain compliance, Nasdaq granted us an extension through February 15, 2021 to regain compliance with the Minimum Stockholders’ Equity Rule. In accordance with one part of the strategyplan submitted to alignthe Staff, we successfully modified our resources with developingoutstanding January 2020 Warrants and selling our energy-efficient LED productsin December 2020, we reclassified $1.4 million from warrant liability into the
commercial and military maritime markets,equity. On January 20, 2021, we completed the exit of our turnkey solutions business, operated by EFLS during the third quarter of 2015. During 2014, we shifted our focus awayreceived a letter from the turnkey solutions business. We stopped accepting new projects and completed all outstanding solutions-based projects inStaff notifying us that, on a conditional basis, Nasdaq has determined that we have regained compliance with the first quarter of 2015. As of September 30, 2015,Minimum Stockholders’ Equity Rule. At December 31, 2020, our stockholders’ equity was $4,255,000, satisfying the exit ofMinimum Stockholders’ Equity Rule. At December 31, 2021, our turnkey solutions businessstockholders’ equity was complete. Accordingly,$6,209,000.
On December 21, 2021, we received a letter from the operating results related to EFLS have been included as discontinued operations inStaff notifying the Consolidated Statements of Operations for all periods presented. There were no assets disposedCompany that, as a result of the disposition,resignation of a director, as previously disclosed, from the Board of Directors and the Audit and Finance Committee, we didare not recognizein compliance with Nasdaq Listing Rule 5605, which requires that our Audit and Finance Committee be comprised of at least three directors, all of whom are independent pursuant to the rules of Nasdaq and applicable law. The notification letter had no immediate effect on the Company’s listing on the Nasdaq Capital Market. The letter further provided that, pursuant to Nasdaq Listing Rule 5605(c)(4), we are entitled to a gaincure period to regain compliance with Nasdaq Listing Rule 5605, which cure period will expire on the earlier of the date of our next annual shareholders’ meeting and November 11, 2022, or, lossif the next annual shareholders’ meeting is held before May 10, 2022, then the cure period will expire on disposalMay 10, 2022. The Board of Directors has commenced a search for a new independent director, who would be expected to serve on our Audit and Finance Committee, or recordthe Board of Directors will otherwise appoint a current independent director to fill the vacancy on the committee.
NOTE 4. LEASES
The Company leases certain equipment, manufacturing, warehouse and office space under non-cancellable operating leases expiring through 2026 under which it is responsible for related maintenance, taxes and insurance. The Company has one finance lease containing a bargain purchase option upon expiration in 2022. The lease term consists of the non-cancellable period of the lease, periods covered by options to extend the lease if the Company is reasonably certain to exercise the option, and periods covered by an income tax expense or benefit. We dooption to terminate the lease if the Company is reasonably certain not anticipate any significant continuing involvementto exercise the option. As of January 21, 2021, the terms of one of these equipment operating leases has been extended through 2026. In accordance with ASC 842, Leases (“Topic 842”), the related toright-of-use asset and lease liability was updated at the time of modification in January 2021. The present value of the lease obligation for this discontinued operation.lease was calculated using an incremental borrowing rate of 15.93%, which was the Company’s blended borrowing rate (including interest, annual facility fees, collateral management fees, bank fees and other miscellaneous lender fees) on its revolving lines of credit with Crossroads Financial Group, LLC (as described below in Note 8, “Debt”) and Factors Southwest L.L.C (as described below in Note 8, “Debt”). The present value of the remaining lease obligation was calculated using an incremental borrowing rate (“IBR”) of 7.25% (which excludes the annual facility fee and other lender fees), which was the Company’s borrowing rate on its former revolving line of credit with Austin Financial Services, Inc. (the “Austin Facility”). The weighted average remaining lease term for operating and finance leases is 0.8 years and 0.3 years, respectively.

63

ENERGY FOCUS, INC.
CLLNOTES TO CONSOLIDATED FINANCIAL STATEMENTS

In August 2015, we sold our wholly-owned United Kingdom subsidiary, CLL. The saleCompany had one restructured lease with a sub-lease component for the New York, New York office that was for nominal consideration underclosed in 2017. The lease expired in June 2021. As part of the lease agreement, there was $0.3 million in restricted cash in prepaid and other current assets on the accompanying Consolidated Balance Sheets as of December 31, 2020 which represented collateral against the related Letter of Credit issued as part of this agreement. Per the terms of the agreement. As a resultlease agreement, the restrictions on the cash were lifted in September 2021 and the cash was returned to the Company.
The restructured lease and sub-lease were deemed to be in-scope and thus subject to the requirements of Topic 842 and were evaluated for impairment in accordance with the asset impairment provisions of ASC 360, Property, Plant and Equipment (“Topic 360”). The Company concluded its net right-of-use assets were not impaired and the carrying amount approximates expected sublease income in future years as of December 31, 2021 and 2020.
Components of the transactionoperating, restructured and the elimination of this foreign subsidiary consolidated under the equity method of accounting, we recorded a one-timefinance lease costs recognized in net loss of $44 thousand, which included a $469 thousand accumulated other comprehensive income reclassification adjustment for foreign currency translation adjustments. The loss was recorded in thewere as follows (in thousands):
For the years ended December 31,
 20212020
Operating lease cost (income)
Sub-lease income$(112)$(105)
Lease cost558 597 
Operating lease cost, net446 492 
Restructured lease cost (income)
Sub-lease income(136)(272)
Lease cost110 237 
Restructured lease income, net(26)(35)
Total lease cost, net$420 $457 
Supplemental Consolidated Statements of Operations under the caption “Loss on disposal of discontinued operations.” We do not anticipate any significant continuing involvementBalance Sheet information related to this discontinued operation.the Company’s operating and finance leases are as follows (in thousands):

At December 31,
 20212020
Operating Leases
Operating lease right-of-use assets$292 $794 
Restructured lease right-of-use assets— 107 
Operating lease right-of-use assets, total292 901 
Operating lease liabilities351 916 
Restructured lease liabilities— 168 
Operating lease liabilities, total351 1,084 
Finance Leases
Property and equipment13 13 
Allowances for depreciation(12)(9)
Finance lease assets, net
Finance lease liabilities
Total finance lease liabilities$$

64

ENERGY FOCUS, INC.

NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
Pool Products Business

On November 26, 2013, we announced the sale of our pool products businessFuture minimum lease payments required under operating and finance leases for a cash purchase price of $5.2 million. Under the terms of the Purchase Agreement, we sold substantially all of the assets associated with the pool products business and the buyer assumed certain related liabilities. In connection with the sale, we and the buyer entered into a transition services agreement that continued until April 30, 2014, under which we provided services to transition the pool products business to the buyer. In addition, the Purchase Agreement contains representations, warranties and covenants of us and the buyer and prohibits us from competing with the buyer in the pool business for a period of five years following the closing. The Purchase Agreement also provided for an escrow of $500 thousand of the purchase price to secure customary indemnification obligations with respect to our representations, warranties, covenants and other obligations under the Purchase Agreement. Under the terms of the Purchase Agreement, the first of five $100 thousand scheduled escrow releases commenced on March 25, 2014, and was to continue on the 25th day of each of the next four subsequent months. As of December 31, 2015 and 2014, $200 thousand of the cash held in escrow had been released to us and $300 thousand remained in escrow subject to the resolution of outstanding buyer claims that were the subject of an arbitration claim filed by the buyer in February 2015. At December 31, 2015, we offset the full escrow amount by the expected costs to settle this claim,years 2022 through 2026 are as we had reached an agreement in principle with the buyer. On March 18, 2016, a settlement agreement was executed for this claim and the funds in the escrow account, plus the interest earned on the account, were released to the buyer. The legal fees incurred for the arbitration are included in the loss on disposal of discontinued operations for all periods presented. For additional information on the status of the remaining cash in escrow, please refer to Note 14, “Legal Matters.”
As a result of exiting EFLS and selling CLL and the pool products businesses, we have reclassified all net sales and expenses associated with this business from the Consolidated Statements of Operations, and have reported the net (loss) income from those activities as discontinued operations in the Consolidated Statements of Operations for all years presented.

The following table summarizes the components included in loss from discontinued operations in our Consolidated Statements of Operations for the periods presentedfollows (in thousands):

Operating LeasesFinance Lease
2022$332 $
202319 — 
2024— 
2025— 
2026— 
Total future undiscounted lease payments359 
Less imputed interest(8)— 
Total lease obligations$351 $
 December 31,
 2016 2015
Net sales$
 $1,078
Cost of sales
 588
Gross Profit
 490
    
Operating expenses of discontinued operations
 657
Other expenses
 
Loss on disposal of discontinued operations(12) (534)
Loss from discontinued operations before income taxes(12) (701)
Benefit from income taxes
 (10)
Loss from discontinued operations$(12) $(691)

The following table shows the components of the loss from discontinued operations by business for the periods presentedSupplemental cash flow information related to leases was as follows (in thousands):

Years ended December 31,
 20212020
Supplemental Cash Flow Information: 
Cash paid, net, for amounts included in the measurement of lease liabilities:
Operating cash flows from operating leases$532 $537 
Operating cash flows from restructured leases$35 $69 
Financing cash flows from finance leases$$


 December 31,
 2016 2015
CLL
 (138)
EFLS
 (29)
Pool products business
 
Loss from operations of discontinued operations
 (167)
    
CLL
 (44)
Pool products business(12) (490)
Loss on disposal of discontinued operations(12) (534)
    
Loss from discontinued operations before income taxes(12) (701)
    
Benefit from income taxes
 (10)
    
Loss from discontinued operations$(12) $(691)
NOTE5.INVENTORIES
Inventories are stated at the lower of standard cost (which approximates actual cost determined using the first-in, first-out cost method) or net realizable value and consists of the following (in thousands):
 At December 31,
 20212020
Raw materials$3,882 $2,695 
Finished goods7,034 5,840 
Reserve for excess, obsolete, and slow-moving inventories(3,050)(2,894)
Inventories, net$7,866 $5,641 
The following is a roll-forward of the reserves for excess, obsolete, and slow-moving inventories (in thousands):
 At December 31,
 2017 2016
    
Raw materials$3,316
 $5,049
Finished goods6,598
 10,016
Reserve for excess, obsolete, and slow moving inventories(4,196) (5,596)
Inventories, net$5,718
 $9,469
At December 31,
20212020
Beginning balance$(2,894)$(3,518)
Accrual(281)281 
Reduction due to sold inventory125 343 
Reserves for excess, obsolete, and slow-moving inventories$(3,050)$(2,894)

Throughout 2021, we experienced global supply chain and logistics constraints, which impacted our inventory purchasing strategy, leading to a buildup of inventory and inventory components in an effort to manage both shortages of available components and longer lead times in obtaining components. This resulted in a net increase of our gross inventory levels of $2.4 million and excess inventory reserves of $0.2 million as compared to 2020.
During 2017,2020, we implementedapplied discipline in manufacturing and supply chain management, focusing on a strategic sales initiative to sell certain excessreduction of lead time and inventory that had previously been written-down in conjunction with our excess inventory reserve analysis in prior years, as required by U.S. GAAP. This initiativeon hand, which resulted in a net reduction of our gross inventory levels of $1.2 million and excess inventory reserves of $5.2$0.6 million and $1.4 million, respectively, in 2017.

During the first half of 2016 we initiated an aggressive inventory procurement plan in order to meet the expected demand based on the commercial sales growth experienced during the first six months of the year. While we did not achieve this level of demand, we had already committed to inventory purchases into the third quarter due to manufacturing and shipment lead times. As a result, our gross inventory levels increased $5.0 million as of December 31, 2016 compared to December 31, 2015. After evaluation of historical sales, current economic trends, forecasted sales, and product lifecycles, we charged $3.3 million to cost of sales from continuing operations for excess, obsolete, and slow moving inventories in 2016 compared to $1.7 million in 2015.2019.

65



ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
NOTE 6.PROPERTY AND EQUIPMENT
Property and equipment are stated at cost and depreciated using the straight-line method over the estimated useful lives of the related assets and consist of the following (in thousands):
At December 31,
2017 2016 At December 31,
    20212020
Equipment (useful life 3 - 15 years)$1,557
 $2,231
Equipment (useful life 3 - 15 years)$1,308 $1,281 
Tooling (useful life 2 - 5 years)371
 863
Tooling (useful life 2 - 5 years)384 240 
Vehicles (useful life 5 years)47
 39
Vehicles (useful life 5 years)83 47 
Furniture and fixtures (useful life 5 years)137
 170
Furniture and fixtures (useful life 5 years)86 137 
Computer software (useful life 3 years)1,043
 977
Computer software (useful life 3 years)1,194 1,057 
Leasehold improvements (the shorter of useful life or lease life)201
 256
Leasehold improvements (the shorter of useful life or lease life)169 169 
Finance lease right-of-use assetFinance lease right-of-use asset13 13 
UV - Robots (useful life 5 years)UV - Robots (useful life 5 years)105 — 
Construction in progress55
 154
Construction in progress135 140 
Property and equipment at cost3,411
 4,690
Property and equipment at cost3,477 3,084 
Less: accumulated depreciation(2,314) (2,365)Less: accumulated depreciation(2,802)(2,664)
Property and equipment, net$1,097
 $2,325
Property and equipment, net$675 $420 
Depreciation expense was $0.7$0.2 million $0.8 million, and $0.3 million for both of the years ended December 31, 2017, 20162021 and 2015, respectively.2020. There were no impairment charges for property and equipment during 2021 and 2020.

During 2015, the Company invested in certain equipment to be used to increase our capabilities and reduce the cost of components used in our domestic manufacturing processes, as many of our sales opportunities were with respect to products made in the U.S. or meeting “Buy American” standards. These opportunities included our military maritime product line, as well as products for use in government-funded facilities, such as military bases, which must comply with certain domestic preference standards. As a result of the decline in 2016 sales as well as our expectation of limited sales of our military Intellitube® product going forward due to new competition for retrofit products for the U.S. Navy, coupled with the current cost of procuring components from our suppliers for such products, versus manufacturing them at a low volume, at December 31, 2016, we re-evaluated the economics of manufacturing versus purchasing such components from our suppliers. We concluded that we would no longer use the equipment and software purchased to conduct this manufacturing and evaluated the carrying value of the equipment and software compared to its fair value and determined that the equipment and software were impaired. Accordingly, we recorded an impairment loss of $0.9 million, to adjust the carrying value of the equipment and software to its net realizable value as of December 31, 2016. Due to the specialized nature of this equipment we were not able to find a buyer for this equipment in 2017. As a result, we re-evaluated the carrying of the equipment and software compared to its fair value and recorded an additional impairment loss of $0.2 million as of December 31, 2017. We have classified the net carrying value of this equipment as “Assets held for sale” in the accompanying Consolidated Balance Sheets as of December 31, 2017.



NOTE 7. ACCRUEDLIABILITIESPREPAID AND OTHER CURRENT ASSETS
AccruedPrepaid and other current liabilitiesassets consisted of the following (in thousands):
 At December 31,
 20212020
Prepaid insurance$131 $126 
Prepaid expenses253 233 
Prepaid rent74 80 
Short-term deposits - non-inventory18 — 
Restricted cash— 342 
ERTC funds445 — 
Other
Total prepaid and other current assets$924 782 
 At December 31,
 2017 2016
    
Accrued payroll and related benefits$394
 $522
Accrued sales commissions and incentives124
 325
Accrued warranty expense174
 331
Accrued severance and related benefits
 328
Accrued restructuring - short-term170
 
Accrued legal and professional fees77
 63
Accrued other expenses53
 107
Total accrued liabilities$992
 $1,676

NOTE 8.DEBT
Credit facilities
Facilities
On December 22, 2011,August 11, 2020, we entered into 2 debt financing arrangements (together, the “Credit Facilities”) that allow for expanded borrowing capacity at a $4.5lower blended borrowing cost. The first arrangement is an inventory financing facility (the “Inventory Facility”) pursuant to the Loan and Security Agreement (the “Inventory Loan Agreement”) between the Company and Crossroads Financial Group, LLC, a North Carolina limited liability company (the “IF Lender”). Borrowings under the Inventory Facility are permitted up to the lower of (i) $3.0 million, which was subsequently increased to $3.5 million as described below, and (ii) a borrowing base determined from time to time based on the value of the Company’s eligible inventory, valued at 75% of inventory costs or 85% of the inventory net orderly liquidation value, less the availability reserves. On April 20, 2021, the Company and the IF Lender entered into an amendment to the Inventory Loan Agreement to increase the maximum amount that may be available to the Company from $3.0 million to $3.5 million, subject to the borrowing base as set forth in the Inventory Loan Agreement. The outstanding indebtedness under the Inventory Facility accrues at an annual rate equal to the greater of (i) 5.75% and (ii) 4.00% plus the three-month LIBOR rate (0.21% and 0.24% at December 31, 2021 and
66

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
2020, respectively) and is also subject to a service fee of 1% per month. The annualized interest rate at December 31, 2021 and 2020, which includes interest fees, the annual facility fee, bank fees and other miscellaneous lender fees, was 22.4% and 23.6%, respectively. The Inventory Facility’s interest and service fees combined amount is subject to a minimum monthly fee of $18 thousand. There would be no breakage fee for the Company for the Inventory Facility if the Company were to refinance it with an American Bankers Association (“ABA”) equivalent institution. The Inventory Facility is secured by substantially all of the present and future assets of the Company and is also governed by an intercreditor agreement among the Company, the IF Lender and the RF Lender (defined below). The Inventory Facility matures on August 11, 2022, subject to early termination upon 90 days’ notice and otherwise in accordance with the terms of the Inventory Loan Agreement. The term is automatically extended in successive one year increments unless terminated by either party in accordance with the Inventory Loan Agreement.
The second arrangement is a receivables financing facility (the “Receivables Facility”) pursuant to the Loan and Security Agreement (the “Receivables Loan Agreement”) between the Company and Factors Southwest L.L.C. (d/b/a FSW Funding), an Arizona limited liability company (the “RF Lender”). Borrowings under the Receivables Facility are permitted up to the lower of (i) $2.5 million or (ii) a borrowing base determined from time to time based on the value of the Company’s eligible accounts receivable, valued at 90% of the face value of such accounts receivable, less availability reserves, if any. Interest on outstanding indebtedness under the Receivables Facility accrues at an annual rate equal to (i) the highest prime rate announced from time to time by the Wall Street Journal (3.25% at both December 31, 2021 and 2020) plus (ii) 2%. At December 31, 2021 and 2020, the annualized interest rate, which includes interest fees and the annual facility fee, was 8.0% and 7.9%, respectively. The annualized interest rate on the collateral management fee was 5.9% at both December 31, 2021 and 2020. The Receivables Facility is also secured by substantially all of the present and future assets of the Borrower and is also governed by an intercreditor agreement among the Company, the IF Lender and the RF Lender. A $25 thousand, or 1%, facility fee was charged at closing. There would be no breakage fee for the Company for the Receivables Facility if the Company were to refinance it with an ABA equivalent institution. The Receivables Facility matures on August 11, 2022, subject to early termination in accordance with the terms of the Receivables Loan Agreement; provided that the term is automatically extended in successive one year increments unless terminated by either party in accordance with the Receivables Loan Agreement.
Borrowings under the Inventory Facility were $1.2 million and $1.3 million at December 31, 2021 and 2020, respectively. Borrowings under the Receivables Facility were $1.0 million at both December 31, 2021 and 2020. Borrowings under the Credit Facilities are recorded in the Consolidated Balance Sheet as of December 31, 2021 and 2020 as a current liability under the caption “Credit line borrowings, net of origination fees.” Outstanding balances include unamortized net issuance costs totaling $84 thousand and $121 thousand for the Inventory Facility and $24 thousand and $40 thousand for the Receivables Facility as of December 31, 2021 and 2020, respectively.
The Credit Facilities replaced the Austin Facility that was entered into on December 11, 2018 and was secured by a lien on our assets. The Austin Facility was a three year, $5.0 million revolving line of credit (“credit facility”) with Rosenthal & Rosenthal.credit. The total loan amount available to us under the lineAustin Facility from time to time was based on the amount of credit wasour (i) qualified accounts receivable, which is equal to 85 percentthe lesser of 85% of our net eligible receivables of, or $4.5 million, plus (ii) available inventory, (50 percentwhich is the lesser of 20% of the lower of cost or marketnet realizable value of eligible inventory of, or $250 thousand, whichever$500 thousand. The Austin Facility charged interest deeming a minimum borrowing requirement of $1.0 million. Interest on advances under the line was less)due monthly at the “Prime Rate,” as published by the Wall Street Journal from time to time, plus a margin of 2%. The credit facility was secured byOverdrafts were subject to a lien on our domestic assets. The interest rate for borrowing on accounts receivable was 8.5 percent, on inventories 10 percent, and on overdrafts 13 percent.2% fee. Additionally, there was an annual 1 percent facility fee of 1% on the entire $4.5$5.0 million amount of the credit facility payableAustin Facility was due at the beginning of each of the year.three years that the Austin Facility was outstanding and a 0.5% collateral management fee on the average outstanding loan balance was payable monthly. On August 11, 2020, we paid $1.4 million to close the Austin Facility which included a $100 thousand termination fee. Additionally, we wrote off $59 thousand of the remaining related debt acquisition costs. The agreement automatically renewed from year to year aftertermination fee and the write-off of debt acquisition costs are reflected as a loss on extinguishment of debt in our Consolidated Statements of Operations for the twelve months ended December 31, 2014, unless we provided the requisite notice to Rosenthal. Additionally, Rosenthal had the right to terminate the agreement by providing 60 days written notice to us. We provided the required advance notice to Rosenthal, and as such, the facility was terminated in December 2015.2020.
Borrowings

Streeterville Note
On June 1, 2009,April 27, 2021, we entered into a $70 thousand unsecurednote purchase agreement with Streeterville Capital, LLC (“Streeterville”) pursuant to which we sold and issued to Streeterville a promissory note in the principal amount of approximately $1.7 million (the “Streeterville Note”). The Streeterville Note was issued with Quercus Trustan original issue discount of $194 thousand and Streeterville paid a purchase price of $1.5 million for the Streeterville Note, after deduction of $15 thousand of Streeterville’s transaction expenses.
The Streeterville Note has a maturity date of April 27, 2023, and accrues interest at 8% per annum, compounded daily, on the outstanding balance. The Company may prepay the amounts outstanding under the Streeterville Note at a premium, which is
67

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
5% during the first three months and 10% thereafter. Prepayments at the reduced rate in the first three months are limited to 50% of the outstanding balance. Beginning on November 1, 2021, Streeterville may require the Company to redeem up to $205 thousand of the Streeterville Note in any calendar month. The Company has the right on 3 occasions to defer all redemptions that bore interestStreeterville could otherwise require the Company to make during any calendar month. Each exercise of this deferral right by the Company will increase the amount outstanding under the Streeterville Note by 1.5%. The Company exercised this right twice during the fourth quarter of 2021.
The total liability for the Streeterville Note, net of discount and financing fees, was $1.7 million at December 31, 2021. Unamortized loan discount and debt issuance costs were $43 thousand at December 31, 2021.
In the event our common stock is delisted from Nasdaq, the amount outstanding under the Streeterville Note will automatically increase by 15% as of the date of such delisting.
PPP Loan
On April 17, 2020, the Company was granted a loan from KeyBank National Association (“KeyBank”) in the amount of 1 percent per year.approximately $795 thousand, pursuant to the PPP under Division A of the Coronavirus Aid, Relief and Economic Security Act (the “CARES Act”), which was enacted on March 27, 2020. The principalfunds were received on April 20, 2020 and accrued interest at a rate of 1% per annum. At December 31, 2020, $529 thousand was classified as short-term debt and $266 thousand was classified as long-term debt on the note were due on June 1, 2109. In December 2015, we entered into an agreement with Quercus Trust to cancelCompany’s Consolidated Balance Sheet. Under the note and the accrued interest for a single payment of $13 thousand in cash. At the timeterms of the cancellation, we hadPPP, certain amounts of the loan may be forgiven if they are used for qualifying expenses as described in the CARES Act. The entire principal balance and interest were forgiven by the Small Business Administration on February 11, 2021. The $801 thousand forgiveness income was recorded $5 thousandas other income in accrued interest on this note. Forthe Consolidated Statements of Operations during the year ended December 31, 2015,2021.
Iliad Note
On November 25, 2019, we recognizedentered into a gainnote purchase agreement (the “Iliad Note Purchase Agreement”) with Iliad Research and Trading, L.P. (“Iliad”) pursuant to which the Company sold and issued to Iliad a promissory note in the principal amount of $62$1.3 million (the “Iliad Note”). The Iliad Note was issued with an original issue discount of $142 thousand within “Other income” withinand Iliad paid a purchase price of $1.1 million for the issuance of the Iliad Note, after deduction of $15 thousand of Iliad transaction expenses.
On December 1, 2020, we repaid the $30 thousand remaining outstanding balance on the Iliad Note in full prior to its maturity date of November 24, 2021. Remaining debt and original issue discount costs of $117 thousand were written off at that time and are reflected as a loss on extinguishment of debt in our Consolidated Statements of Operations for the year ended December 31, 2020. The Iliad Note accrued interest at 8% per annum, compounded daily, on the outstanding balance.
Pursuant to the Iliad Note Purchase Agreement and the Iliad Note, we had, among other things, agreed that, until the Iliad Note was repaid 10% of gross proceeds the Company received from the sale of our common stock or other equity must be paid to Iliad and applied to reduce the outstanding balance of the Iliad Note. In accordance with the terms of the Iliad Note, 10% of the gross proceeds from the January 2020 Equity Offering ($275 thousand) were used to make payments on the Iliad Note, of which $226 thousand went towards the outstanding principal amount.
Convertible Notes
On March 29, 2019, we issued $1.7 million aggregate principal amount of subordinated convertible promissory notes (the “Convertible Notes”) to certain investors in a private placement exempt from the registration requirements of the Securities Act of 1933, as amended. The Convertible Notes had a maturity date of December 31, 2021 and bore interest at a rate of 5% per annum until June 30, 2019 and at a rate of 10.0% thereafter. Pursuant to their terms, on January 16, 2020, following approval by our stockholders of certain amendments to the Certificate of Incorporation, the principal amount of all of the Convertible Notes, and the accumulated interest thereon ($0.1 million), which totaled $1.8 million, were converted at a conversion price of $0.67 per share into an aggregate of 2,709,018 shares of the Company’s Series A Convertible Preferred Stock, par value $0.0001 per share (the “Series A Preferred Stock”), which is convertible on a one-for-five basis into shares of our common stock. During the year ended December 31, 2020, 111,548 shares of the Series A Preferred Stock were converted into 22,310 shares of common stock. During the year ended December 31, 2021, 1,721,023 shares of Series A Preferred Stock were converted into 344,205 shares of common stock.
The Series A Preferred Stock was created by the filing of a Certificate of Designation with the Secretary of State of the State of Delaware on March 29, 2019, which authorized 2,000,000 shares of Series A Preferred Stock (the “Original Series A Certificate of Designation”). The Original Series A Certificate of Designation was amended on January 15, 2020 following Stockholder
68

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
Approval to increase the number of authorized shares of Series A Preferred to 3,300,000 (the Original Series A Certificate of Designation as so amended, the “Series A Certificate of Designation”).
Pursuant to the Series A Certificate of Designation, each holder of outstanding shares of Series A Preferred Stock is entitled to vote with holders of outstanding shares of common stock, voting together as a resultsingle class, with respect to any and all matters presented to the stockholders of this cancellation.the Company for their action or consideration, except as provided by law. In any such vote, each share of Series A Preferred Stock shall be entitled to a number of votes equal to 11.07% of the number of shares of common stock into which such share of Series A Preferred Stock is convertible.
The Series A Preferred Stock (a) has a preference upon liquidation equal to $0.67 per share and then participates on an as-converted basis with the common stock with respect to any additional distributions, (b) shall receive any dividends declared and payable on our common stock on an as-converted basis, and (c) is convertible at the option of the holder into shares of our common stock on a one-for-five basis. We also filed a Certificate of Elimination with respect to the authorized, but unissued, Series A Participating Preferred Stock, to return such shares to the status of preferred stock available for designation as the Series A Preferred Stock.
The purchase agreement related to the Convertible Notes contained customary representations and warranties and provided for resale registration rights with respect to the shares of our common stock issuable upon conversion of the Series A Preferred Stock.
NOTE 9.COMMITMENTS AND CONTINGENCIES

Purchase Commitments
We leaseAs of December 31, 2021, we had approximately $1.7 million in outstanding purchase commitments for inventory, of which $1.5 million is expected to ship in the first quarter of 2022, and $0.2 million in the second quarter of 2022 and thereafter.
NOTE10.STOCKHOLDERS’ EQUITY
December 2021 Private Placement
In December 2021, we completed the December 2021 Private Placement with certain equipment, manufacturing, warehouse and office space under non-cancellable operating leases expiring through 2022 under which we are responsible for related maintenance, taxes, and insurance. Future minimum non-cancellable lease commitments are as follows (in thousands):
For the year ending December 31, 
Minimum Lease
Commitments
Sublease Payments (1)Net Lease Commitments
2018 $1,259
$428
$831
2019 1,127
399
728
2020 960
267
693
2021 789
134
655
2022 & thereafter 309

309
Total contractual obligations $4,444
$1,228
$3,216



(1) Represents the amount of income expected from sublease agreements executed in 2017 for our former New York, New York and Arlington, Virginia offices.

Certain leases included above contain escalation clauses and, as such, rent expense was recorded on a straight-line basis over the term of the lease. Net rent expense from continuing operations was $1.2 million, $1.2 million, and $0.8 millioninstitutional investors for the years ended December 31, 2017, 2016, and 2015, respectively.
On December 22, 2014, a former employee filed a lawsuit against us in the Superior Courtsale of the State of California, County of San Diego, known as Merl Toyer v. Energy Focus, Inc., et al., alleging wrongful termination and other claims related to his employment with us. We subsequently removed the case to the United States District Court for the Southern District of California. On May 1, 2015, we entered into a settlement agreement with the plaintiff, which assigned no culpability to any party and provided for a payment by us in exchange for full settlement and release of his claims. As of June 30, 2015, the total settlement amount of $0.3 million had been paid to the plaintiff. In September 2015, we received $0.2 million as reimbursement from our insurance company for the settlement claim. For the year ended December 31, 2015, we had income of $0.2 million from the insurance reimbursement and expense of $0.2 million, net of the insurance settlement, respectively, included in the Consolidated Statements of Operations under the caption, “Selling, general, and administrative.”

NOTE10.STOCKHOLDERS’ EQUITY
Common stock follow-on offering

On September 11, 2015, we announced the pricing of a registered underwritten follow-on offering of shares of our common stock by us and certain of our stockholders (the “Selling Stockholders”). We sold 1,500,0001,193,185 shares of our common stock at a purchase price of $3.52 per share. We also sold to the publicsame institutional investors (i) Pre-Funded Warrants to purchase 85,228 shares of $17.00common stock at an exercise price of $0.0001 per share and (ii) warrants (collectively with the Selling Stockholders soldPre-Funded Warrants, the “December 2021 Warrants”) to purchase up to an aggregate of 1,278,413 shares of common stock at an exercise price of $3.52 per share. We paid the placement agent commission of $360 thousand plus $42 thousand in expenses in connection with the December 2021 Private Placement and we also paid legal, accounting and other fees of $97 thousand related to the December 2021 Private Placement. Total offering costs of $499 thousand have been presented as a reduction of additional 1,500,000paid-in capital and have been netted within equity in the Consolidated Balance Sheet as of December 31, 2021. Net proceeds from the December 2021 Private Placement were approximately $4.0 million. We determined the exercise price of the Pre-Funded Warrants to be nominal and, as such, have considered the 85,228 shares underlying them to be outstanding effective December 16, 2021, for the purposes of calculating basic EPS.
As of December 31, 2021, December 2021 Warrants to purchase an aggregate of 1,363,641 shares remained outstanding, with a weighted average exercise price of $3.30 per share. None of the December 2021 Warrants were exercised as of December 31, 2021. In January 2022, all of the Pre-Funded Warrants were exercised. The exercise of the remaining December 2021 Warrants outstanding could provide us with cash proceeds of up to $4.5 million in the aggregate.
As of December 31, 2021, we had the following outstanding December 2021 Warrants to purchase shares of common stock:
As of December 31, 2021
Number of Underlying SharesExercise PriceExpiration
Common Warrants1,278,413$3.5200December 16, 2026
Pre-Funded Warrants85,228$0.0001None
1,363,641
69

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
June 2021 Equity Offering
In June 2021, we completed a registered direct offering of 990,100 shares of our common stock to certain institutional investors, at a purchase price of $5.05 per share. We paid the placement agent commissions of $400 thousand, plus $51 thousand in expenses, in connection with the June 2021 Equity Offering and we also paid legal and other fees of $19 thousand related to the offering. Total offering costs of $470 thousand have been presented as a reduction of additional paid-in capital and have been netted within equity in the Condensed Consolidated Balance Sheet as of December 31, 2021. Net proceeds to us from the June 2021 Equity Offering were approximately $4.5 million.
Preferred Stock
Pursuant to the terms of the Convertible Notes, on January 16, 2020, following approval by our stockholders of certain amendments to the same termsCertificate of Incorporation, the principal amount of all of the Convertible Notes and conditions.

the accumulated interest thereon at the date of conversion (totaling $1.8 million) were converted at a conversion price of $0.67 per share into an aggregate of 2,709,018 shares of the Company’s Series A Preferred Stock, which is convertible on a one-for-five basis into shares of our common stock. During the year ended December 31, 2020, 111,548 shares of the Series A Preferred Stock were converted into 22,310 shares of common stock. During the year ended December 31, 2021, 1,721,023 shares of Series A Preferred Stock were converted into 344,205 shares of common stock. The Series A Preferred Stock that was converted in 2021 was held by a Schedule 13D ownership group (under Section 13(d)(3) of the Securities Exchange Act of 1934, as amended, and Rule 13d-5 promulgated thereunder) that includes Fusion Park LLC (“Fusion Park”) and 5 Elements Global Fund L.P. (controlled affiliates of James Tu, the Company's former Executive Chairman and Chief Executive Officer and current member of the Board of Directors), as well as Brilliant Start Enterprise Inc. (“Brilliant Start”) and Jag International Ltd. (controlled affiliates of Gina Huang, a member of the Company's Board of Directors). Upon conversion of their respective shares of Series A Preferred Stock in 2021, Fusion Park and Brilliant Start received 184,851 and 159,354 shares, respectively, of the Company’s common stock.
The offering closed on September 16, 2015 and we received $23.6 million in net proceeds fromSeries A Preferred Stock was created by the transaction, after giving effect to underwriting discounts and commissions and estimated expenses. We expect to usefiling of a Certificate of Designation with the remaining net proceeds from the offering to finance our growth efforts, for working capital, and other general corporate purposes.

Warrants

We have issued warrants in conjunction with various equity issuances, debt financing arrangements, and sales incentives. As partSecretary of State of the underwriting agreement for our August 6, 2014 public offering, we issued a warrant for 47,000State of Delaware on March 29, 2019, which designated 2,000,000 shares of the Company’s preferred stock, par value $0.0001 per share, as Series A Preferred Stock (the “Original Series A Certificate of Designation”). On January 15, 2020 with prior stockholder approval, the Company amended the Certificate of Incorporation to increase the number of authorized shares of preferred stock to 5,000,000. The Original Series A Certificate of Designation was also amended on January 15, 2020, to increase the number of shares of preferred stock designated as Series A Preferred Stock to 3,300,000 (the Original Series A Certificate of Designation, as so amended, the “Series A Certificate of Designation”).
Pursuant to the underwriter representing four percentSeries A Certificate of Designation, each holder of outstanding shares of Series A Preferred Stock is entitled to vote with holders of outstanding shares of common stock, voting together as a single class, with respect to any and all matters presented to the stockholders of the Company for their action or consideration, except as provided by law. In any such vote, each share of Series A Preferred Stock shall entitle its holder to a number of votes equal to 11.07% of the number of shares of common stock sold in the offering at an issue priceinto which such share of $5.40Series A Preferred Stock is convertible.
The Series A Preferred Stock (a) has a preference upon liquidation equal to $0.67 per share representing 120 percentand then participates on an as-converted basis with the common stock with respect to any additional distributions, (b) shall receive any dividends declared and payable on our common stock on an as-converted basis, and (c) is convertible at the option of the public offering priceholder into shares of our common stock on a one-for-five basis. On March 29, 2019, the Company also filed a Certificate of Elimination with respect to its authorized, but unissued, Series A Participating Preferred Stock, to return such shares to the status of undesignated preferred stock available for designation as Series A Preferred Stock.
The purchase agreement related to the Convertible Notes contained customary representations and warranties and provided for resale registration rights with respect to the shares of our common stock. The warrant was exercised on September 10, 2015. Additionally, there was a warrant issued to a former employee in 2013 as partstock issuable upon conversion of the sales of our pool products business, which was exercised in May 2015.Series A Preferred Stock.

A summary of warrant activity was as follows:
 
Warrants
Outstanding
 
Weighted
Average
Exercise Price
During Period
    
Balance, December 31, 2014969,549
 4.61
Warrants exercised(638,189) 4.58
Warrants cancelled/forfeited(112,110) 5.54
Warrants expired(205,000) 4.20
Balance, December 31, 201514,250
 4.30
Warrants cancelled/forfeited(7,500) 4.30
Balance, December 31, 20166,750
 $4.30
Warrants cancelled/forfeited(6,750) $4.30
Balance, December 31, 2017
 $




Stock-based compensation
1-for-5 Reverse Stock Split
On May 6, 2014,June 11, 2020, in accordance with previous stockholder approval, our Board of Directors effected a 1-for-5 reverse stock split of the Company’s common stock, par value $0.0001 per share. The reverse stock split became effective at the Effective Time upon the filing of the Certificate of Amendment to the Certificate of Incorporation with the Delaware Secretary of State. At the Effective Time, every five shares of common stock issued and outstanding automatically combined into one validly issued, fully paid and non-assessable share of common stock. No fractional shares were issued as a result of the reverse stock split. The fractional shares were settled in cash in an amount not material to the Company. The $0.0001 par value per share of
70

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
common stock and other terms of the common stock were not affected by the reverse stock split. The number of authorized shares of common stock under the Certificate of Incorporation remained unchanged at 50,000,000 shares.
Proportional adjustments were made to the conversion and exercise prices of our outstanding warrants and stock options, and to the number of shares issued and issuable under our stock incentive plans in connection with the reverse stock split. The financial statements for the twelve months ended December 31, 2020 have been retroactively adjusted to reflect the reverse stock split. Preferred shares outstanding were not affected by the reverse stock split and, as such, those shares have not been adjusted.
The reverse stock split was effected solely to increase the per share trading price of the common stock to satisfy the $1.00 minimum bid price requirement pursuant to Nasdaq Listing Rule 5550(a)(2) for continued listing on Nasdaq. The common stock began trading on Nasdaq on a split-adjusted basis at the opening of trading on June 12, 2020.
January 2020 Equity Offering
In January 2020, we completed a registered direct offering for the sale of 688,360 shares of our common stock to certain institutional investors, at a purchase price of $3.37 per share. We also sold, to the same institutional investors, warrants to purchase up to 688,360 shares of common stock at an exercise price of $3.37 per share (the, “Investor Warrants”) in a concurrent private placement for a purchase price of $0.625 per warrant. We paid the placement agent commissions of $193 thousand plus $50 thousand in expenses in connection with the registered direct offering and the concurrent private placement and we also paid legal, accounting and other fees of $231 thousand related to the offering. Total offering costs of $510 thousand have been presented as a reduction of additional paid-in capital and have been netted within equity in the Consolidated Balance Sheet as of December 31, 2021 and 2020. In addition, we issued warrants to the placement agent to purchase up to 48,185 shares of common stock at an exercise price of $4.99 per share (together with the Investor Warrants, the “January 2020 Warrants”). Net proceeds to us from the sale of common stock and January 2020 Warrants were approximately $2.3 million. In accordance with the terms of the Iliad Note, 10% of the gross proceeds from the January 2020 Equity Offering ($275 thousand) were used to make payments on the Iliad Note, of which $226 thousand went towards the outstanding principal amount and the balance to interest.
January 2020 Warrants issued to purchase an aggregate of 229,414 shares remain outstanding at December 31, 2021, with a weighted average exercise price of $3.67 per share. During the twelve months ended December 31, 2021, 237,892 January 2020 Warrants issued were exercised resulting in total proceeds of $801 thousand. The exercise of the remaining January 2020 Warrants outstanding could provide us with cash proceeds of up to $841 thousand in the aggregate. At December 31, 2020, January 2020 Warrants issued to purchase an aggregate of 467,306 shares remained outstanding, with a weighted average exercise price of $3.51 per share. During the twelve months ended December 31, 2020, 269,240 January 2020 Warrants issued were exercised, resulting in total proceeds of $918 thousand.
As of December 31, 2021 and 2020, we had the following outstanding January 2020 Warrants to purchase shares of common stock:
As of December 31, 2021As of December 31, 2020
Number of Underlying SharesExercise PriceExpiration
Investor Warrants187,734425,626$3.3700January 13, 2025
Placement Agent Warrants41,68041,680$4.9940January 13, 2025
229,414467,306
Warrant Classification
We account for common stock warrants as either liabilities or equity instruments depending on the specific terms of the warrant agreement. Common stock warrants that could require cash settlement are accounted for as liabilities and are revalued at fair value at each balance sheet date subsequent to the initial issuance. Changes in the fair market value of the warrant are reflected in the consolidated statement of operations as income (expense) based upon the change in fair value of warrants. Common stock warrants without cash settlement provisions are accounted for as equity and re-measurement at each balance sheet date is not required.
71

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
The January 2020 Warrants we issued in the January 2020 Equity Offering contained a provision for net cash settlement in the event that there is a fundamental transaction involving the Company (e.g., merger, sale of substantially all assets, tender offer, or share exchange). Due to this provision, the January 2020 Warrants were initially classified as liabilities, as opposed to equity, and were recorded at their fair values at each balance sheet date with fair value adjustments recognized as a component of earnings. During December 2020, the warrant holders agreed to a modification of the terms of their January 2020 Warrants which removed the potential cash settlement option upon the occurrence of a fundamental transaction. As such, during the fourth quarter of 2020, the warrant liability was fair-valued through the modification date and then was reclassified into equity and the January 2020 Warrants are no longer subject to re-measurement at each balance sheet date.
Stock-based compensation
On March 18, 2020, our Board of Directors approved the Energy Focus, Inc. 2020 Stock Incentive Plan (the “2020 Plan”). The 2020 Plan was approved by the stockholders at our annual meeting on September 17, 2020, after which no further awards could be issued under the Energy Focus, Inc. 2014 Stock Incentive Plan (the “2014 Plan”). The 2020 Plan initially allows for awards up to 350,000 shares of common stock and expires on September 17, 2030. At December 31, 2021, 208,256 shares remain available to grant under the 2020 Plan.
On May 6, 2014, our Board of Directors approved the 2014 Plan. The 2014 Plan was approved by the stockholders at our annual meeting on July 15, 2014, after which no further awards could be issued under the Energy Focus, Inc. 2008 Incentive Stock Plan (the “2008 Plan”). The 2014 Plan initially allowed for awards up to 600,000120,000 shares of common stock and expires on July 15, 2024. On July 22, 2015, the stockholders approved an amendment to the 2014 Plan to increase the shares available for issuance under the 2014 Plan by an additional 600,000120,000 shares. On June 21, 2017, the stockholders approved an amendment to the 2014 Plan to increase the shares available for issuance under the 2014 Plan by an additional 1,300,000. 260,000. No awards may be granted under this plan.
We have twoone other historical equity-based compensation plansplan under which options are currently outstanding; however, no new awards may be granted under these plans.this plan. Generally, stock options are granted at fair market value and expire ten years from the grant date. Employee grants generally vest in three or four years, while grants to non-employee directors generally vest in one year. The specific terms of each grant are determined by our Board of Directors. At December 31, 2017, 1,798,693 shares remain available to grant under the 2014 Plan.
Stock-based compensation expense is attributedattributable to the granting of stock options restricted stock, and restricted stock unit awards. For all stock-based awards, we recognize compensation expense using a straight-line amortization method.
The impact on our results forfollowing table summarizes stock-based compensation was as followsexpense and the impact it had on operations for the periods presented (in thousands):
For the year ended December 31,
2017 2016 2015 For the year ended December 31,
      20212020
Cost of sales$34
 $56
 $38
Cost of sales$$
Product development59
 84
 37
Product development14 10 
Selling, general, and administrative714
 1,220
 738
Selling, general, and administrative406 119 
Total stock-based compensation$807
 $1,360
 $813
Total stock-based compensation$429 $131 
At December 31, 20172021 and 2016,2020, we had unearned stock compensation expense of $0.7$0.3 million and $1.2$0.2 million, respectively. These costs will be charged to expense and amortized on a straight-line basis in subsequent periods. The remaining weighted average period over which the unearned compensation is expected to be amortized was approximately 1.82.7 years as of both December 31, 20172021 and 2016.3.1 years as of December 31, 2020. 
72

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
Stock options
The fair value of each stock option is estimated on the date of grant using the Black-Scholes option pricing model. Estimates utilized in the calculation include the expected life of the option, risk-free interest rate, and expected volatility, and are further comparatively detailed as follows:
 2017 2016 2015
      
Fair value of options issued$2.66
 $5.27
 $5.33
Exercise price$3.55
 $7.46
 $7.23
Expected life of option (in years)5.8
 5.8
 5.8
Risk-free interest rate2.1% 1.5% 1.7%
Expected volatility91.9% 93.7% 90.7%
Dividend yield0.00% 0.00% 0.00%
 20212020
Fair value of options issued$3.92 $2.06 
Exercise price$5.07 $2.68 
Expected life of option (in years)6.26.1
Risk-free interest rate0.9 %0.7 %
Expected volatility96.3 %93.6 %
Dividend yield0.00 %0.00 %
We utilize the simplified method as provided by ASC 718-10 to calculate the expected stock option life. Under ASC 718-10, the expected stock option life is based on the midpoint between the vesting date and the end of the contractual term of the stock option award. The use of this simplified method in place of using the actual historical exercise data is allowed when a stock option award meets all of the following criteria: the exercise price of the stock option equals the stock price on the date of grant; the exercisability of the stock option is only conditional upon completing the service requirement through the vesting date; employees who terminate their service prior to the vesting date forfeit their stock options; employees who terminate their service after vesting are granted a limited time period to exercise their stock options; and the stock options are nontransferable


and nonhedgeable.non-hedgeable. We believe that our stock option awards meet all of these criteria. The estimated expected life of the option is calculated based on contractual life of the option, the vesting life of the option, and historical exercise patterns of vested options. The risk-free interest rate is based on U.S. treasury zero-coupon yield curve on the grant date for a maturity similar to the expected life of the option. The volatility estimates are calculated using historical volatility of our stock price calculated over a period of time representative of the expected life of the option. We have not paid dividends in the past, and do not expect to pay dividends over the corresponding expected term as of the grant date.
Options outstanding under all plans at December 31, 20172021 have a contractual life of ten years, and vesting periods between one and four years. A summary of option activity under all plans was as follows:
Number of
Options
Weighted
Average
Exercise Price
Per Share
Number of
Options
 
Weighted
Average
Exercise Price
Per Share
   
Outstanding at December 31, 2014459,271
 $8.95
Outstanding at December 31, 2019Outstanding at December 31, 2019155,031 $5.23 
Granted340,500
 8.65
Granted112,350 2.68 
Cancelled(147,152) 10.10
Cancelled(33,774)9.56 
Exercised(50,412) 4.69
Exercised(12,157)2.11 
Outstanding at December 31, 2015602,207
 8.58
Granted167,819
 7.31
Cancelled(160,126) 12.94
Exercised(79,166) 4.48
Outstanding at December 31, 2016530,734
 7.48
Outstanding at December 31, 2020Outstanding at December 31, 2020221,450 $3.45 
Granted192,984
 3.55
Granted88,240 5.07 
Cancelled(377,095) 6.71
Cancelled(36,706)5.35 
Expired(56,111) 10.65
Expired(1,650)49.18 
Exercised(42,000) 2.30
Exercised(4,225)1.96 
Outstanding at December 31, 2017248,512
 $5.76
Outstanding at December 31, 2021Outstanding at December 31, 2021267,109 $3.46 
   
Vested and expected to vest at December 31, 2017228,880
 $5.97
Vested and expected to vest at December 31, 2021Vested and expected to vest at December 31, 2021231,462 $3.41 
   
Exercisable at December 31, 2017110,476
 $8.63
Exercisable at December 31, 2021Exercisable at December 31, 202192,121 $3.28 
The “Expected to Vest” options are the unvested options that remain after applying the pre-vesting forfeiture rate assumption to total unvested options. The total intrinsic value of4,225 options were exercised during 2017 was $42 thousand.2021 and 12,157 options were exercised during 2020. The total intrinsic value of options outstanding and options exercisable at December 31, 20172021 was $150.00 each,$426 thousand and $191 thousand, respectively, which was calculated using the closing stock price at the end of the year of $2.45$4.27 per share less the option price of the in-the-money grants.
73

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
The options outstanding at December 31, 20172021 have been segregated into ranges for additional disclosure as follows:
OPTIONS OUTSTANDINGOPTIONS EXERCISABLE
Range of Exercise Prices
Number of Shares OutstandingWeighted Average Remaining Contractual Life (in years)Weighted Average Exercise PriceNumber of Shares ExercisableWeighted Average Remaining Contractual Life (in years)Weighted Average Exercise Price
$1.45$1.6869,377 8.2$1.49 27,078 8.1$1.49 
$1.69$2.2079,975 7.52.10 43,900 7.52.10 
$2.21$5.4238,406 8.62.77 11,046 7.82.46 
$5.43$5.8158,474 9.15.55 319 7.45.52 
$5.82$29.7520,877 7.510.69 9,778 6.114.40 
   267,109 8.2$3.46 92,121 7.6$3.28 


OPTIONS OUTSTANDING OPTIONS EXERCISABLE
Range of Exercise Prices
 Number of Shares Outstanding Weighted Average Remaining Contractual Life (in years) Weighted Average Exercise Price Number of Shares Exercisable Weighted Average Remaining Contractual Life (in years) Weighted Average Exercise Price
               
$2.30$3.25 59,558
 9.1 $3.04
 2,000
 4.9 $2.45
$3.26$4.00 74,165
 9.2 3.43
 
 9.2 3.43
$4.01$5.50 51,919
 6.6 4.96
 50,461
 6.6 4.94
$5.51$20.00 62,870
 6.0 11.75
 58,015
 5.8 12.05
    248,512
 7.8 $5.76
 110,476
 6.1 $8.63

Restrictedstock and Restricted Stock Units

Prior to 2011, we issued restricted stock to Executive Officers and Directors in lieu of paying a portion of their cash compensation or Directors’ fees.

In 2015, we began issuing restricted stock units to certain employees and non-employee Directors under the 2014 Plan with vesting periods ranging from 1one to 3four years from the grant date.

In 2020, we began issuing restricted stock units to certain employees and non-employee Directors under the 2020 Plan with vesting periods ranging from one to four years.
The following table shows a summary of restricted stock and restricted stock unit activity:
 Restricted Stock Units OutstandingWeighted
Average
Grant Date
Fair Value
At December 31, 20196,603 $13.17 
Granted19,200 2.44 
Vested(20,068)3.96 
Forfeited(1,255)12.40 
At December 31, 20204,480 8.64 
Granted50,000 5.26 
Vested(52,080)5.46 
At December 31, 20212,400 $7.14 
 Restricted Stock Units Outstanding 
Weighted
Average
Grant Date
Fair Value
    
At December 31, 2014
 
Granted73,750
 6.92
Forfeited(16,250) 5.54
At December 31, 201557,500
 $7.31
Granted290,966
 6.56
Vested(11,213) 14.18
Forfeited(87,138) 6.73
At December 31, 2016250,115
 $6.34
Granted375,542
 $3.18
Vested(115,622) $5.78
Forfeited(203,893) $5.30
At December 31, 2017306,142
 $3.37
Employeestockpurchaseplans
In September 2013, our stockholders approved the 2013 Employee Stock Purchase Plan (the “2013 Plan”) to replace the 1994 prior purchase plan. A total of 500,000100,000 shares of common stock were provided for issuance under the 2013 Plan. The 2013 Plan permits eligible employees to purchase common stock through payroll deductions at a price equal to the lower of 85 percent of the fair market value of our common stock at the beginning or end of the offering period. Employees may end their participation at any time during the offering period, and participation ends automatically upon termination of employment with us. During 2017, 20162021 and 2015,2020, employees purchased 16,004, 22,094,22,000 and 18,119,26,632 shares, respectively. At December 31, 2017, 427,4372021, 28,523 shares remained available for purchase under the 20142013 Plan.


NOTE 11. INCOME TAXES

We file income tax returns in the U.S. federal jurisdiction, as well as in various state and local jurisdictions. With few exceptions, we are no longer subject to U.S. federal, state, and local, or non-United Statesnon-U.S. income tax examinations by tax authorities for years before 2014.2018. Our practice is to recognize interest and penalties related to income tax matters in income tax expense when and if they become applicable. At December 31, 20172021 and 2016,2020, respectively, there were no accrued interest and penalties related to uncertain tax positions.
The following table shows the components of (loss) income from continuing operations before income taxes (in thousands):

74

 For the year ended December 31,
 2017 2016 2015
      
United States$(11,382) $(16,848) $9,620
(Loss) income from continuing operations before income taxes$(11,382) $(16,848) $9,620
ENERGY FOCUS, INC.

NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
The following table shows the components of the provision for income taxes from continuing operations (in thousands):

For the year ended December 31, For the year ended December 31,
2017 2016 2015 20212020
Current:     Current:  
U.S. federal$
 $1
 $123
State10
 26
 26
State$(1)$(5)
Total current$10
 $27
 $149
     
Deferred:     Deferred:
U.S. Federal$(125) $
 $
U.S. Federal— — 
State$
 $
 $
Total deferred$(125) $
 $
     
Provision for income taxes$(115) $27
 $149
(Benefit from) provision for income taxes(Benefit from) provision for income taxes$(1)$(5)
The principal items accounting for the difference between income taxes computed at the U.S. statutory rate and the (benefit from) provision for income taxes from continuing operations reflected in our Consolidated Statements of Operations are as follows:
For the year ended December 31,
2017 2016 2015 For the year ended December 31,
      20212020
U.S. statutory rate34.0 % 34.0 % 34.0 %U.S. statutory rate21.0 %21.0 %
State taxes (net of federal tax benefit)2.3
 1.7
 0.2
State taxes (net of federal tax benefit)9.7 5.6 
Valuation allowance17.4
 (27.5) (27.9)Valuation allowance(32.7)(26.0)
Deferred rate change due to changes in tax laws(51.7) 
 
Other(1.0) (8.4) (4.8)Other2.0 (0.5)
1.0 % (0.2)% 1.5 % 0.0 %0.1 %
The tax effects of temporary differences that give rise to significant portions of the deferred tax assets are as follows (in thousands):


At December 31,
At December 31, 20212020
2017 2016 2015
     
Allowance for doubtful accounts$
 $18
 $18
Accrued expenses and other reserves1,749
 3,138
 2,244
Accrued expenses and other reserves$1,550 $1,787 
Right-of-use-assetRight-of-use-asset(73)(225)
Lease liabilitiesLease liabilities88 271 
Tax credits, deferred R&D, and other197
 142
 122
Tax credits, deferred R&D, and other49 20 
Net operating loss8,610
 9,239
 5,384
Net operating loss17,318 14,510 
Valuation allowance(10,556) (12,537) (7,768)Valuation allowance(18,932)(16,363)
Net deferred tax assets$
 $
 $
Net deferred tax assets$— $— 
In 2017, our effective tax rate was lower than the statutory rate due to the remeasurement of our deferred tax assets resulting from the Tax Cuts and Jobs Act of 2017 (the “Act”) and a decrease in the valuation allowance. In 2016,2021, our effective tax rate was lower than the statutory rate due to an increase in the valuation allowance as a result of the $10.6$9.6 million additional federal net operating loss we recognized for the year. In 2020, our effective tax rate was lower than the statutory rate due to an increase in the valuation allowance of the $7.1 million additional federal net operating loss we recognized for the year.

OnAt December 22, 2017,31, 2021, we had net operating loss carry-forwards (“NOLs”) of approximately $125.4 million for federal income tax purposes ($77.2 million for state and local income tax purposes). However, due to changes in our capital structure, approximately $71.0 million of the Act was signed into law making significant changes$125.4 million is available to offset future taxable income after the application of the limitations found under Section 382 of the Internal Revenue Code (“IRC”). Changes include, but are not limited to,of 1986, as amended. As a corporate tax rate decrease from 35 percent to 21 percent effective forresult of the Tax Cuts and Job Act of 2017 (the “Tax Act”), NOLs generated in tax years beginning after December 31, 2017 repealcan only offset 80% of the corporate Alternative Minimum Tax, elimination of certain deductions,taxable income. These NOLs can no longer be carried back, but they can be carried forward indefinitely. The $9.6 million and changes$7.1 million in federal net operating losses generated in 2021 and 2020 will be subject to the carryforward period and utilization of Net Operating Lossesnew limitations under the Tax Act. If not utilized, the NOLs generated afterprior to December 31, 2017. We2017 of $37.5 million will begin to expire in 2023 for federal purposes and have calculated our best estimate of the impact of the Act in our year end income tax provision in accordance with our understanding of the Actbegun to expire for state and guidance available as of the date of this filing. As a result of the Act, we have recorded $0.1 million as additional income tax benefit in the fourth quarter of 2017, the period in which the legislation was enacted. The amount related to the release of the valuation allowance on the Alternative Minimum Tax Credit carry-forward which is expected to be fully refunded by 2021. We remeasured the deferred tax assets and liabilities, based on the rates at which they are expected to reverse in the future. The impact of the remeasurement was $5.9 million of additional tax expense which was offset by a $5.9 million reduction of the valuation allowance resulting in a net zero impact to the financial statements. The U.S. Treasury Department, the Internal Revenue Service, and other standard-setting bodies could interpret or issue guidance on how provisions of the Act will be applied or otherwise administered that is different from our interpretation. As we complete our analysis of the Act, collect and prepare necessary data, and interpret any additional guidance, we may make adjustments to provisional amounts that we have recorded that may materially impact our provision for income taxes in the period in which the adjustments are made.

local purposes.
Since we believe it is more likely than not that the benefit from net operating loss carry-forwardsNOLs will not be realized, we have provided a full valuation allowance against our deferred tax assets at December 31, 20172021 and 2016,2020, respectively. We had no net deferred tax liabilities at December 31, 20172021 or 2016,2020, respectively. In 2017,2020, we recognized U.S. federal and various states income tax benefit of $0.1 millionbenefits as a result of the reductionadjustment from
75

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
the valuation allowance2019 provision to the actual tax on the portion of Alternative Minimum Tax Credits2019 returns that are expected to be refunded.were filed in 2019. In 2016,2019, we recognized U.S. federal and various states income tax expense as a result of the adjustment from the 20152018 provision to the actual tax on the 20152018 returns that were filed in 2016.2019.

The CARES Act was enacted on March 27, 2020 and the Consolidated Appropriations Act (the “Relief Act”) was enacted on December 27, 2020 in the United States. The key provisions of the CARES Act and the Relief Act, as applicable to the Company, include the following:
DeferredThe ability to use NOLs to offset income without the 80% taxable income limitation enacted as part of the Tax Cuts and Jobs Act (“TCJA”) of 2017, and to carry back NOLs to offset prior year income for five years. These are temporary provisions that apply to NOLs incurred in 2018, 2019 or 2020 tax assets are reduced byyears. We did not recognize any tax benefit for the year ended December 31, 2021 related to our ability to carry back prior year losses, as well as projected current year losses, under the CARES Act to years with the previous 35% tax rate.
The ability to claim a valuation allowance when it is more likely than not that somecurrent deduction for interest expense up to 50% of Adjusted Taxable Income (“ATI”) for tax years 2019 and 2020. This limitation was previously 30% of ATI pursuant to the Tax Act, and will revert to 30% after 2020. The Company has no current interest expense limitation.
In addition to the aforementioned provisions, the CARES Act also provided the following non-income tax provisions as applicable to the Company:
The ability to defer the payment of the employer portion of social security taxes incurred between March 27, 2020 and December 31, 2020, with 50% of the deferred income tax assets will notamount to be realized.  In considering the need for a valuation allowance, we assess all evidence, both positive and negative, available to determine whether all or some portion of the deferred tax assets will not be realized.  Such evidence includes, but is not limited to, recent earnings history, projections of future income or loss, reversal patterns of existing taxable and deductible temporary differences, and tax planning strategies. We will continue to evaluate the need for a valuation allowance on a quarterly basis.
Atpaid by December 31, 2017, we had net operating loss carry-forwards2021 and the remaining 50% to be paid by December 31, 2022. For the year ended December 31, 2021, the Company has deferred $77 thousand of payroll taxes.
The ability to claim an ERTC, which is a refundable payroll tax credit, subject to certain limitations. Refer to Note 13, “Other Income” for details.
The Company received approximately $91.8 million for U.S. federal, state, and local income tax purposes. However, due to changes$795 thousand in our capital structure, approximately $37.3 million of this amountPPP loans, which were forgiven in 2021. The CARES Act provides that the loan forgiveness is available to offset future taxable income after the application of the limitations found under Section 382 of the IRC. As a result of this limitation, in 2018, we expect to have approximately $37.3 million of the net operating loss carry-forward available for use. If not utilized, these carry-forwards will begin to expire in 2021tax-exempt for federal purposes and have begunpurposes. Refer to expireNote 8, “Debt” for state and local purposes. Additionally, the changes to our capital structure have subjected, and will continue to subject our net operating loss carry-forward to an annual limitation as discussed further below. This limitation will significantly restrict our ability to utilize the carry-forward to offset taxable income in future periods.details.


The IRC imposes restrictions on the utilization of various carry-forward tax attributes in the event of a change in ownership, as defined by IRC Section 382. During 2015, we completed an IRC Section 382 review and the results of this review indicate ownership changes have occurred which would cause a limitation on the utilization of carry-forward attributes. Our net operating loss carry-forwards and research and development credits are all subject to limitation. Under these tax provisions, the limitation is applied first to any capital losses, next to any net operating losses, and then to any general business credits. The Section 382 limitation is currently estimated to result in the expiration of $54.2 million of net operating loss carry-forwards and $0.3 million of research and development credits. A valuation allowance has been established to reserve for the potential benefits of the remaining net operating loss carry-forwards in the consolidated financial statements to reflect the uncertainty of future taxable income required to utilize available tax loss carry-forwards.

NOTE 12.PRODUCT AND GEOGRAPHIC INFORMATION
During 2013, we sold our pool products business. During 2014, we shifted ourWe focus away from the turnkey solutions business to align our resources with developing and selling our LED products and completed our exit of that business in September 2015. With the exit from EFLS and sale of CLL, we have aligned our resources and focused our efforts on the sale of LED lighting and controls products and UVCD products in particularthe commercial market and MMM, and began to expand our military and commercial tubular LED (“TLED”) linesofferings into the consumer market in the fourth quarter of products, into targeted vertical markets.2021. Our products are sold primarily in the United States through a combination of direct sales employees, lighting agents, independent sales representatives and distributors.distributors, and via e-commerce with digital marketing strategies that profile our UVCD technologies. We currently operate in a single industry segment, developing and selling our energy-efficient light-emitting diode (“LED”)LED lighting products and controls as well as UVCD products into the military maritimeMMM and commercial markets.

The following table provides a breakdown of product net sales from continuing operations for the years indicated (in thousands):
 Year ended December 31,
 2017 2016 2015
      
Commercial$15,217
 $14,809
 $14,156
Military maritime4,629
 16,189
 50,128
R&D services
 
 119
Total net sales$19,846
 $30,998
 $64,403
 Year ended December 31,
 20212020
Commercial products$4,682 $5,404 
MMM products5,183 11,424 
Total net sales$9,865 $16,828 
A geographic summary of net sales from continuing operations is as follows (in thousands):
For the year ended December 31,
2017 2016 2015 For the year ended December 31,
      20212020
United States$19,446
 $29,840
 $64,251
United States$9,712 $16,685 
International400
 1,158
 152
International153 143 
Total net sales$19,846
 $30,998
 $64,403
Total net sales$9,865 $16,828 
At December 31, 20172021 and 2016,2020, approximately 98 percent and 99 percent100% of our long-lived assets, respectively, which consist of property and equipment, were located in the United States.

76

ENERGY FOCUS, INC.

NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
NOTE 13. OTHER INCOME
Employee Retention Tax Credit
The CARES Act, which was enacted on March 27, 2020, provides an ERTC that is a refundable tax credit against certain employer taxes. The ERTC was subsequently amended by the Taxpayer Certainty and Disaster Tax Relief Act of 2020, the Consolidated Appropriation Act of 2021, and the American Rescue Plan Act of 2021, all of which amended and extended the ERTC availability and guidelines under the CARES Act. Following these amendments, we and other businesses became retroactively eligible for the ERTC, and as a result of the foregoing legislation, are eligible to claim a refundable tax credit against the employer share of Social Security taxes equal to 70% of the qualified wages paid to employees between January 1, 2021 and September 30, 2021. Qualified wages are limited to $10,000 per employee per calendar quarter in 2021 for a maximum allowable ERTC per employee of $7,000 per calendar quarter in 2021.
For purposes of the amended ERTC, an eligible employer is defined as having experienced a significant (20% or more) decline in gross receipts during each of the first three 2021 calendar quarters when compared with the same quarter in 2019 or the immediately preceding quarter to the corresponding calendar quarter in 2019. The credit is taken against the Company’s share of Social Security Tax when the Company’s payroll provider files, or subsequently amends the applicable quarterly employer tax filings.
Under the amended guidelines, we are eligible to receive the ERTC for the second and third quarters of 2021. As part of the filing of our employer tax filings for the third quarter of 2021, we applied for and received a refund of $431 thousand, and we amended our filing for the second quarter of 2021, for which we expect to receive an additional refund of approximately $445 thousand. These amounts are recorded as other income in the Consolidated Statements of Operations during the year ended December 31, 2021, and the $445 thousand expected receivable is included in prepaid and other current assets in the Consolidated Balance Sheet as of December 31, 2021.
PPP Loan
On April 17, 2020, the Company was granted a loan from KeyBank in the amount of approximately $795 thousand, pursuant to the PPP under the CARES Act, which was enacted on March 27, 2020. The funds were received on April 20, 2020, and accrued interest at a rate of 1% per annum. At December 31, 2020, $529 thousand was classified as short-term debt and $266 thousand was classified as long-term debt on the Company’s Consolidated Balance Sheet. Under the terms of the PPP, certain amounts of the loan may be forgiven if they are used for qualifying expenses as described in the CARES Act. The entire principal balance and interest were forgiven by the Small Business Administration on February 11, 2021. The $801 thousand forgiveness income was recorded as other income in the Consolidated Statements of Operations during the year ended December 31, 2021.
NOTE 13.14. RELATED PARTY TRANSACTIONS
On December 12, 2012, our Board of Directors appointed James Tu to serve as our non-executive Chairman. On April 30, 2013, Mr. Tu became the Executive Chairman assuming the duties of the Principal Executive Officer. On October 30, 2013 Mr. Tu was appointed Executive Chairman and Chief Executive Officer by theour Board of Directors. On May 9, 2016, Mr. Tu also assumed the role of President. On August 11, 2016, our Board of Directors appointed a separate Executive Chairman of the Board, and Mr. Tu continued to serve in the role of Chief Executive Officer and President, until February 19, 2017.

On November 30, 2018, each of Gina Huang, Brilliant Start Enterprise, Inc. (“Brilliant Start”), Jag International Ltd., Jiangang Quo, Cleantech Global Ltd., James Tu, 5 Elements Global Fund L.P., Schema Hui Cheng, Communal International, Ltd., and 5 Elements Energy Efficiency Limited (the “Former Schedule 13D Parties”) filed a Schedule 13D with the SEC, indicating that they may have been deemed to be a “group” under Section 13(d)(3) of the Exchange Act of 1934, as amended, and Rule 13d-5 promulgated thereunder, and that such group beneficially owned 17.6% of our common stock. The Schedule 13D was amended on February 26, 2019 and April 3, 2019.
On February 21, 2019, the Former Schedule 13D Parties entered into a settlement with the Company providing for the appointment of two directors (Geraldine McManus and Jennifer Cheng) and the nomination of those two directors for election at the Company’s 2019 annual meeting of stockholders.
On March 29, 2019, the Company entered into a note purchase agreement (the “Note Purchase Agreement”) with certain investors, including Fusion Park LLC (of which James Tu is the sole member) (“Fusion Park”) and Brilliant Start (which is controlled by Gina Huang, a current member of our Board of Directors), for the purchase of an aggregate of $1.7 million of Convertible Notes. Pursuant to the Note Purchase Agreement, Fusion Park and Brilliant Start purchased $580 thousand and
77

ENERGY FOCUS, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
$500 thousand, respectively, in principal amount of Convertible Notes. In connection with the sale of Convertible Notes, Mr. Tu was appointed as a member of our Board of Directors on April 1, 2019 and Chief Executive Officer, President and interim Chief Financial Officer on April 2, 2019.
Mr. Tu is also the Founder, Chief Executive Officer and Chief Investment Officer of 5 Elements Global Advisors, an investment advisory and management company managing the holdings of 5 Elements Global Fund LP, which was a beneficial owner of more than 5 percent5.0% of our common stock prior to the August 2014 registered offering. As of December 31, 2017,2021, 5


Elements Global Fund LP holdsbeneficially owns approximately 2.5 percent0.9% of our common stock. 5 Elements Global Advisors focuses on investing in clean energy companies with breakthrough, commercialized technologies, and near-term profitability potential. Mr. Tu is also Co-Founder of Communal International Ltd. (“Communal”), a British Virgin Islands company dedicated to assisting clean energy, solutions-based companies, maximizing technology and product potential and gaining them access to global marketing, distribution licensing, manufacturing and financing resources. Communal has a 50 percent50.0% ownership interest in 5 Elements Energy Efficiencies (BVI) Ltd., a beneficial owner of approximately 2.4 percent0.9% of our common stock. Yeh-MeiSchema Cheng controls 5 Elements Energy Efficiencies (BVI) Ltd. and owns the other 50 percent.50.0%. She is Co-Founder of Communal International Ltd. with Mr. Tu and the mother of Simon Cheng. Mr. Cheng was a member of our Board of Directors through February 19, 2017 and an employee of the Company.
Company through June 30, 2018 and rejoined the Company on August 5, 2019. Schema Cheng is also the mother of Jennifer Cheng, a current member of our Board of Directors.
On January 11, 2022, our Board of Directors appointed Stephen Socolof, our Lead Independent Director, as Interim Chief Executive Officer to replace Mr. Tu. On February 27, 2012, we11, 2022, Mr. Tu and the Company entered into an Asian Business Development/Collaboration Agreement with Communal. The agreement had a term of 60 months, under which we paid $523 thousand to Communal in 2012. Effective January 1, 2013, the Asian Business Development/Collaboration Agreement with Communal was amended to reflect the extension of the terms of the Agreement for an additional twelve months,Separation and the addition of certain services and countries in the territory covered by the Agreement. In connection with the amended and restated Agreement, we paid an additional $425 thousand in 2013 and recorded expense of $226 thousand. For the year ended December 31, 2015, nothing was paid under thisRelease Agreement and we recorded expenseMr. Tu resigned from the Board of $226 thousand per year. On December 23, 2015, we terminated the Agreement with Communal without penalty.Directors.
NOTE 14.15.LEGALMATTERS
We may be the subject of threatened or pending legal actions and contingencies in the normal course of conducting our business. We provide for costs related to these matters when a loss is probable and the amount can be reasonably estimated. The effect of the outcome of these matters on our future results of operations and liquidity cannot be predicted because any such effect depends on future results of operations and the amount or timing of the resolution of such matters. While it is not possible to predict the future outcome of such matters, we believe that the ultimate resolution of such individual or aggregated matters will not have a material adverse effect on our consolidated financial position, results of operations, or cash flows. For certain types of claims, we maintain insurance coverage for personal injury and property damage, product liability and other liability coverages in amounts and with deductibles that we believe are prudent, but there can be no assurance that these coverages will be applicable or adequate to cover adverse outcomes of claims or legal proceedings against us.
78
On November 26, 2013, we announced the sale

Table of our pool products business for a cash purchase price of $5.2 million. Under the terms of the Purchase Agreement, we sold substantially all of the assets associated with the pool products business and the buyer assumed certain related liabilities. The Purchase Agreement provided for an escrow of $500 thousand of the purchase price to secure customary indemnification obligations with respect to our representations, warranties, covenants and other obligations under the Purchase Agreement. Under the terms of the Purchase Agreement, the first of five $100 thousand scheduled escrow releases commenced on March 25, 2014, and was to continue on the 25th day of each of the next four subsequent months. As of December 31, 2015 and 2014, $200 thousand of the cash held in escrow had been released to us and $300 thousand remained in escrow subject to the resolution of outstanding buyer claims. The Purchase Agreement provides that all disputes related to the sale must be resolved through binding arbitration. On February 18, 2015, the buyer filed a claim with the American Arbitration Association (“AAA”) asserting claims for damages of $780 thousand under the Purchase Agreement and relating to product development, which was amended on September 1, 2015 to assert damages of $1.6 million. We believed the claims were without merit and asserted a counterclaim in the arbitration for the $300 thousand that remained in escrow. On March 18, 2016, a settlement agreement was executed for this claim and the funds in the escrow account, plus the interest earned on the account, were released to the buyer.  Contents


SUPPLEMENTARY FINANCIAL INFORMATION TO ITEM 8.
The following table sets forth our selected unaudited financial information for the four quarters in the periodsyears ended December 31, 20172021 and 2016,2020, respectively. This information has been prepared on the same basis as the audited financial statements and, in the opinion of management, contains all adjustments necessary for a fair presentation thereof.
QUARTERLY FINANCIAL DATA (UNAUDITED)
(amounts in thousands, except per share amounts)
2021Fourth
Quarter
Third
Quarter
Second
Quarter
First
Quarter
Net sales$2,405 $2,749 $2,074 $2,637 
Gross profit189 563 393 553 
Net loss(2,631)(1,140)(2,473)(1,642)
    
Net loss per common share attributable to common stockholders (basic and diluted):$(0.50)$(0.22)$(0.59)$(0.45)
Weighted average shares used in computing net loss per common share (basic and diluted)5,312 5,086 4,211 3,612 

2020Fourth
Quarter
Third
Quarter
Second
Quarter
First
Quarter
Net sales$3,746 $5,964 $3,335 $3,783 
Gross profit1,434 1,376 1,343 1,032 
Net income (loss)65 (1,165)(4,340)(541)
    
Net income (loss) per common share attributable to common stockholders - basic1:
$0.01 $(0.35)$(1.36)$(0.18)
Net income (loss) per common share attributable to common stockholders - diluted1:
$0.01 $(0.35)$(1.36)$(0.18)
Weighted average shares used in computing net income (loss) per common share2:
Basic3,491 3,308 3,192 3,086 
Diluted4,307 3,308 3,192 3,086 

1 In accordance with Topic 260 "Earnings Per Share", net income has been allocated to holders of common shares and participating securities including preferred shares and warrants, accordingly. Earnings per share disclosed above utilizes income attributable to common shareholders after this required allocation.
2Shares outstanding for prior periods have been restated for the 1-for-5 reverse stock split effective June 11, 2020.
79
2017 Fourth
Quarter
 Third
Quarter
 Second
Quarter
 First
Quarter
Net sales from continuing operations $4,727
 $5,002
 $6,011
 $4,106
Gross profit from continuing operations 1,622
 1,137
 1,501
 561
Net loss from continuing operations (1,858) (1,773) (3,114) (4,522)
Net loss from discontinued operations 
 
 
 
Net loss $(1,858) $(1,773) $(3,114) $(4,522)
Net loss per share (basic and diluted):        
Net loss from continuing operations $(0.16) $(0.15) $(0.26) $(0.39)
Net loss from discontinued operations 
 
 
 
Net loss $(0.16) $(0.15) $(0.26) $(0.39)


2016 Fourth
Quarter
 Third
Quarter
 Second
Quarter
 First
Quarter
Net sales from continuing operations $7,186
 $8,261
 $7,126
 $8,425
Gross profit from continuing operations (1,072) 3,082
 2,522
 3,145
Net loss from continuing operations (7,805) (3,177) (3,916) (1,977)
Net loss from discontinued operations 
 
 
 (12)
Net loss $(7,805) $(3,177) $(3,916) $(1,989)
Net loss per share (basic and diluted):        
Net loss from continuing operations $(0.67) $(0.27) $(0.34) $(0.17)
Net loss from discontinued operations 
 
 
 
Net loss $(0.67) $(0.27) $(0.34) $(0.17)



ITEM9.CHANGES IN AND DISAGREEMENTS WITH ACCOUNTANTS ON ACCOUNTACCOUNTING AND FINANCIAL DISCLOSURES
DISCLOSURE
None.

ITEM 9A. CONTROLS AND PROCEDURES
Evaluation of disclosure controls and procedures
We maintain “disclosuredisclosure controls and procedures, as such term is defined in Rule 13a-15(e) and Rule 15d-15(e) under the Securities Exchange Act of 1934, as amended (the “Exchange Act”), that are designed to ensure that information required to be disclosed by us in the reports that we file or submit under the Exchange Act is recorded, processed, summarized and reported within the time periods specified in Securities and Exchange Commissionthe rules and forms of the SEC, and that such information is accumulated and communicated to our management, including our Interim Chief Executive Officer and Chief Financial Officer, as appropriate, to allow for timely decisions regarding required disclosure. In designing
Pursuant to Rule 13a-15(b) under the Exchange Act, our management must evaluate, with the participation of our Chief Executive Officer and evaluatingChief Financial Officer, the effectiveness of our disclosure controls and procedures, management recognized that disclosure controls and procedures, no matter how well conceived and operated, can provide only reasonable, not absolute, assurance that the objectivesas of the disclosure controls and procedures are met. Our disclosure controls and procedures have been designed to meet reasonable assurance standards. Additionally, in designing disclosure controls and procedures, our management necessarily was required to apply its judgment in evaluating the cost-benefit relationship of possible disclosure controls and procedures. Any design of disclosure controls and procedures also is based in part upon certain assumptions about the likelihood of future events, and there can be no assurance that any design will succeed in achieving its stated goals under all potential future conditions.
Based on their evaluation as ofDecember 31, 2021, the end of the period covered by this Report on Form 10-K,report. Management, with the participation of our current Interim Chief Executive Officer and Chief Financial Officer, havedid evaluate the effectiveness of our disclosure controls and procedures as of the end of period covered by this report. Based on this evaluation, our Interim Chief Executive Officer and Chief Financial Officer concluded that our disclosure controls and procedures were effective at a reasonable assurance level as of December 31, 2017.2021.
Management’s report on internal controls over financial reporting
The managementManagement of Energy Focus, Inc. is responsible for establishing and maintaining adequate internal control over financial reporting, as such term is defined in Exchange Act Rule 13a-15(f). Under the supervision and with the participation of management, including our Chief Executive Officer and Chief Financial Officer, we conducted an evaluation of the effectiveness of internal control over financial reporting as of December 31, 2021 based upon criteria established in “Internal Control – Integrated Framework (2013)” issued by the Committee of Sponsoring Organizations of the Treadway Commission (the “COSO Framework”).
An effective internal control system, no matter how well designed, has inherent limitations, including the possibility of human error and circumvention or overriding of controls; therefore, it can provide only reasonable assurance with respect to reliable financial reporting. Furthermore, effectiveness of an internal control system in future periods cannot be guaranteed, because the design of any system of internal controls is based in part upon assumptions about the likelihood of future events. There can be no assurance that any control design will succeed in achieving its stated goals under all potential future conditions. Over time, certain controls may become inadequate because of changes in business conditions, or the degree of compliance with policies and procedures may deteriorate. As such, misstatements due to error or fraud may occur and not be detected.
 
Based upon our evaluation under the COSO framework as of December 31, 2017,2021, management concluded that its internal control over financial reporting was effective as of December 31, 2017.2021.
Changes in internal control over financial reporting
During the fourth quarter of 2017,ended December 31, 2021, there were no material changes in our internal controlscontrol over financial reporting (as defined in Rule 13a-15(f) under the Exchange Act) that have materially affected, or are reasonably likely to materially affect, our internal control over financial reporting.
AttestationReport ofIndependentRegisteredPublicAccountingFirm
This Annual Report does not include an attestation report of our independent registered public accounting firm regarding internal control over financial reporting. Management’s report was not subject to attestation by our independent public accounting firm pursuant to the rules of the Securities and Exchange CommissionSEC that permit us to provide only management’s report.


ITEM9B.OTHER INFORMATION
None.

ITEM 9C. DISCLOSURE REGARDING FOREIGN JURISDICTIONS THAT PREVENT INSPECTIONS
Not applicable.
80

PART III

ITEM10.DIRECTORS, EXECUTIVE OFFICERS AND CORPORATE GOVERNANCEGOVERNANCE.
Directors
The information regarding our directors will be set forth under the caption “Election of Directors” in our Proxy Statement for our 2017 Annual Meeting of Stockholders (the “Proxy Statement”) and is incorporated herein by reference.
Executiveofficers
The information regarding our executive officers is set forth under the caption entitled “Executive Officers of the Registrant” following Item 4, in Part I, of this report and is incorporated herein by reference.
Section 16(a)beneficialownershipreportingcompliance
The information regarding compliance with Section 16 of the Securities Exchange Act of 1934 will be set forth under the caption entitled “Section 16(a) Beneficial Ownership Reporting Compliance” in our Proxy Statement and is incorporated herein by reference.
Auditcommittee
The information regarding the Audit Committee of our Board of Directors and the information regarding “Audit Committee Financial Experts” will be set forth under the caption entitled “Audit and Finance Committee” in our Proxy Statement and is incorporated herein by reference.
Code ofethics
We have adopted a Code of Ethics and Business Conduct, which applies to all of our directors, officers, and employees. Our Code of Ethics and Business Conduct can be found on our website at www.energyfocus.com. Any person may receive a copy free of charge by writing to us at Energy Focus, Inc., 32000 Aurora Road, Suite B, Solon, Ohio 44139, Attention: Secretary.
We intend to disclose on our website any amendment to, or waiver from, a provision of our Code of Ethics and Business Conduct that applies to our directors and executive officers, including our principal executive officer, principal financial officer, principal accounting officer or controller, or any persons performing similar functions, and that is required to be publicly disclosed pursuant to the rules of the Securities and Exchange Commission.
ITEM 11.EXECUTIVE COMPENSATIONCOMPENSATION.
The information required by this item is incorporated herein by reference from the information provided in the section captioned “Executive Compensation and Other Information” to be included in our Proxy Statement.
ITEM12. SECURITY OWNERSHIP OF CERTAIN BENEFICIAL OWNERS AND MANAGEMENT AND RELATED STOCKHOLDER MATTERSMATTERS.
The information about security ownership of certain beneficial owners and management and related stockholder matters required by this item is incorporated herein by reference from the information to be provided in the section captioned “Security Ownership of Principal Shareholders and Management” in our Proxy Statement. Information regarding our equity compensation plans is set forth under Item 5 of this Annual Report under “Shares authorized for issuance under equity compensation plans.”


ITEM 13. CERTAIN RELATIONSHIPS AND RELATED TRANSACTIONS, AND DIRECTOR INDEPENDENCEINDEPENDENCE.
The information regarding certain relationships and related transactions and director independence required by this item is incorporated herein by reference to the information to be provided in our Proxy Statement under the captions “Certain Relationships and Related Transactions” and Director Independence.”

ITEM14.PRINCIPAL ACCOUNTANT FEES AND SERVICESSERVICES.
TheExcept as set forth in Part I, the information regarding principal accountant fees and services and the pre-approval policies and procedures required by this itemItems 10, 11, 12, 13 and 14 will appear in the definitive Energy Focus, Inc. Proxy Statement for the Annual Meeting of Stockholders to be held on or about May 25, 2022, which will be filed pursuant to Regulation 14A under the Securities Exchange Act of 1934 and is incorporated herein by reference fromin this Annual Report pursuant to General Instruction G(3) of Form 10-K (other than the informationportions thereof not deemed to be contained in our Proxy Statement under“filed” for the captions “Principal Accountant Fees and Services” and “Pre-Approval Policies and Procedures.”purpose of Section 18 of the Securities Exchange Act of 1934). 

PART IV
ITEM15.EXHIBITS, AND FINANCIAL STATEMENT SCHEDULES
(a)(1)Financialstatements
(a)
(1)Financialstatements
The financial statements required by this Item 15(a)(1) are set forth in Item 8.8, “Financial Statements and Supplementary Data,” of this Annual Report.

(2)Financialstatementschedules
Schedule II—Valuation and Qualifying Accounts is set forth below. All other schedules are omitted either because they are not applicable, or the required information is shown in the financial statements or the notes.
SCHEDULE II
ENERGY FOCUS, INC.
SCHEDULE OF VALUATION AND QUALIFYING ACCOUNTS
(amounts in thousands)
DescriptionBeginning
Balance
Charges to
Revenue/
Expense
DeductionsEnding
Balance
Year ended December 31, 2021
Allowance for doubtful accounts and returns$$$— $14 
Inventory reserves2,894 281 125 3,050 
Valuation allowance for deferred tax assets16,363 2,568 — 18,931 
Year ended December 31, 2020
Allowance for doubtful accounts and returns$28 $— $20 $
Inventory reserves3,518 — 624 2,894 
Valuation allowance for deferred tax assets14,390 1,973 — 16,363 
(3)Exhibits
Description 
Beginning
Balance
 
Charges to
Revenue/
Expense
 Deductions 
Ending
Balance
Year ended December 31, 2017        
Allowance for doubtful accounts and returns $236
 $23
 $217
 $42
Inventory reserves 5,596
 1,139
 2,539
 4,196
Valuation allowance for deferred tax assets 12,537
 3,883
 5,864
 10,556
Year ended December 31, 2016        
Allowance for doubtful accounts and returns $155
 $156
 $75
 $236
Inventory reserves 2,315
 6,110
 2,829
 5,596
Valuation allowance for deferred tax assets 7,768
 4,769
 
 12,537
Year ended December 31, 2015        
Allowance for doubtful accounts and returns $307
 $39
 $191
 $155
Inventory reserves 576
 2,066
 327
 2,315
Valuation allowance for deferred tax assets 9,008
 (1,240) 
 7,768

(3)Exhibits required by Item 601 of Regulation S-K
The information required by this Item is set forth on the Exhibit Index that follows the signature page of this report.
ITEM16.FORM 10-K SUMMARY

Not applicable.



SIGNATURES
Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange Act of 1934, the Registrant has duly caused this Report to be signed on its behalf by the undersigned, thereto duly authorized.
EXHIBIT INDEX
ENERGY FOCUS, INC.
By:/s/ Theodore L. Tewksbury III
Theodore L. Tewksbury III
Chairman, Chief Executive Officer and President
Date: February 22, 2018
Pursuant to the requirements of the Securities Exchange Act of 1934, this Report has been signed below by the following persons on behalf of the Registrant and in the capacities indicated and on the date indicated:
SignatureExhibit
Number
TitleDescription of Documents
/s/ Theodore L. Tewksbury IIIChairman, Chief Executive Officer, President and Director
Theodore L. Tewksbury III(Principal Executive Officer)
/s/ Michael H. PortChief Financial Officer
Michael H. Port
(Principal Financial and Accounting Officer)
*Ronald D. BlackDirector
*William CohenDirector
*Glenda DorchakDirector
*Marc J. EisenbergDirector
*Michael R. RamelotDirector
*By:/s/ Theodore L. Tewksbury III
Theodore L. Tewksbury III (Attorney-in-fact)
Date: February 22, 2018Certificate of Incorporation of Energy Focus, Inc. (incorporated by reference to Appendix A to the Registrant’s Definitive Proxy Statement on Schedule 14A filed May 1, 2006).
81




EXHIBIT INDEX

Exhibit
Number3.2
DescriptionCertificate of Documents
Amendment to the Certificate of Incorporation of Energy Focus, Inc. filed with the RegistrantSecretary of State of the State of Delaware on June 21, 2010 (incorporated by reference to Exhibit 3.13.2 to the Registrant’s QuarterlyAnnual Report on Form 10-Q10-K filed on November 13, 2013)March 24, 2020).
Certificate of Amendment to the Certificate of Incorporation of Energy Focus, Inc. filed with the RegistrantSecretary of State of the State of Delaware on October 9, 2012 (incorporated by reference to Exhibit 3.3 to the Registrant’s Annual Report on Form 10-K filed on March 24, 2020).
Certificate of Amendment to the Certificate of Incorporation of Energy Focus, Inc. filed with the Secretary of State of the State of Delaware on October 28, 2013 (incorporated by reference to Exhibit 3.4 to the Registrant’s Annual Report on Form 10-K filed on March 24, 2020).
Certificate of Amendment to the Certificate of Incorporation of Energy Focus, Inc. filed with the Secretary of State of the State of Delaware on July 16, 2014 (incorporated by reference to Exhibit 3.1 to the Registrant’s Current Report on Form 8-K filed on July 16, 2014).
Certificate of Amendment to the Certificate of Incorporation of Energy Focus, Inc. filed with the RegistrationSecretary of State of the State of Delaware on July 24, 2015 (incorporated by reference to Exhibit 3.1 to the Registrant’s Current Report on Form 8-K filed on July 27, 2015).
Certificate of DesignationAmendment to the Certificate of Series A Participating Preferred StockIncorporation of Energy Focus, Inc. filed with the Secretary of State of the RegistrantState of Delaware on January 15, 2020 (incorporated by reference to Exhibit 3.2 to the Registrant’s Current Report on Form 8-K filed on November 27, 2006).
Bylaws of the Registrant (incorporated by reference to Exhibit 3.53.7 to the Registrant’s Annual Report on Form 10-K filed on March 10, 2016)24, 2020).
Certificate of Designation of Series A Convertible Preferred Stock of Energy Focus, Inc. filed with the Secretary of State of the State of Delaware on March 29, 2019 (incorporated by reference to Exhibit 3.1 to the Registrant’s Current Report on Form 8-K filed on April 1, 2019).
Amendment to the Certificate of Designation of Series A Convertible Preferred Stock of Energy Focus, Inc. filed with the Secretary of State of the State of Delaware on May 30, 2019 (incorporated by reference to Exhibit 3.1 to the Registrant’s Current Report on Form 8-K filed on May 30, 2019).
Amendment to the Certificate of Designation of Series A Convertible Preferred Stock of Energy Focus, Inc. filed with the Secretary of State of the State of Delaware on January 15, 2020 (incorporated by reference to Exhibit 3.10 to the Registrant’s Annual Report on Form 10-K filed on March 24, 2020).
Certificate of Amendment of Certificate of Incorporation, dated June 11, 2020 (incorporated by reference to Exhibit 3.1 to the Registrant’s Current Report on Form 8-K filed on June 11, 2020).
Bylaws of Energy Focus, Inc. (incorporated by reference to Exhibit 3.1 to the Registrant’s Current Report on Form 8-K filed on May 18, 2020).
Certificate of Ownership and Merger, Merging Energy Focus, Inc., a Delaware corporation, into Fiberstars, Inc.,Ind. a Delaware corporation, filed with the Secretary of State of the State of Delaware on May 4, 2007 (incorporated by reference to Exhibit 3.1 to the Registrant’s Quarterly Report on Form 10-Q filed on May 10, 2007).
FormDescription of Common Stock CertificateSecurities of Energy Focus, Inc. (incorporated by reference to Exhibit 4.1 ofto the Registrant’s Annual Report on Form 10-K filed on March 27, 2014)24, 2020).
Form of Warrant (incorporated by reference to Exhibit 4.1 of the Registrant’s Current Report on Form 8-K filed on January 13, 2020).
Form of Placement Agent Warrant (incorporated by reference to Exhibit 4.2 of the Registrant’s Current Report on Form 8-K filed on January 13, 2020).
Form of Amendment to Common Stock Purchase Warrant (incorporated by reference to Exhibit 4.4 to the Registrant’s Annual Report on Form 10-K filed on March 25, 2021).
Form of Warrant (incorporated by reference to Exhibit 4.1 of the Registrant’s Current Report on Form 8-K filed on December 15, 2021).
2013 Employee Stock Purchase Plan (incorporated by reference to Appendix A to the Registrant’s Definitive Proxy Statement on Form DEF14A filed on August 16, 2013).
2004 Stock Incentive Plan (incorporated by reference to Exhibit 99.1 to the Registrant’s Registration Statement on Form S-8 (Commission File No. 333-122-686) filed on February 10, 2005).
2008 Incentive Stock Plan, as amended (incorporated by reference from Appendix B to the Registrant’s Preliminary Proxy Statement on Form PRER14A filed on June 8, 2012).
2014 Stock Incentive Plan, as amended (filed with this report)(incorporated by reference to Exhibit 10.4 to the Registrant’s Annual Report on Form 10-K filed on February 22, 2018).
Form of Nonqualified Stock Option Grant Agreement to Non-Employee Directors (incorporated by reference to Exhibit 10.1 to the Registrant’s Current Report on Form 8-K filed on July 16, 2014).
Form of Nonqualified Stock Option Grant Agreement to Employees (incorporated by reference to Exhibit 10.2 to the Registrant’s Current Report on Form 8-K filed on July 16, 2014).
Form of Restricted Stock Unit Grant Agreement to Employees (incorporated by reference to Exhibit 10.3 to the Registrant’s Current Report on Form 8-K filed on July 16, 2014).
Form of Restricted Stock Unit Grant Agreement to Non-Employee Directors (filed with this Report)(incorporated by reference to Exhibit 10.8 to the Registrant’s Annual Report on Form 10-K filed on February 22, 2018).
Form of Incentive Stock Option Grant Agreement to Employees (incorporated by reference to Exhibit 10.4 to the Registrant’s Current Report on Form 8-K filed on July 16, 2014).
Agreement and General Release of Claims dated May 6, 2016 between Eric W. Hilliard and Energy Focus, Inc. (incorporated by reference to Exhibit 99.2 to the Registrant’s Current Report on Form 8-K filed May 11, 2016).
Separation Agreement and Release dated June 17, 2016 between Marcia J. Miller and Energy Focus, Inc. (incorporated by reference to Exhibit 10.1 to the Registrant’s Current Report on Form 8-K filed June 21, 2016).
Executive Chairman Offer Letter dated November 18, 2016 between Theodore L. Tewksbury III and Energy Focus, Inc. (filed as Exhibit 10.13 to the Registrant’s Annual Report on Form 10-K filed February 23, 2017).
Chief Financial Officer Offer Letter dated November 18, 2016 between Bradley B. White and Energy Focus, Inc. (filed as Exhibit 10.14 to the Registrant’s Annual Report on Form 10-K filed February 23, 2017).
Separation Agreement and Release dated February 18, 2017 between James Tu and Energy Focus, Inc. (incorporated by reference to Exhibit 10.4 to the Registrant’s Current Report on Form 8-K filed February 21, 2017).
Chairman, Chief Executive Officer and President Offer Letter and Change in Control Participation Agreement dated February 19, 2017 between Theodore L. Tewksbury III and Energy Focus, Inc. (incorporated by reference to Exhibit 10.1 to the Registrant’s Current Report on Form 8-K filed February 21, 2017).
Change in Control Benefit Plan Participation Agreement dated March 21, 2017 between Michael H. Port and Energy Focus, Inc. (incorporated by reference to Exhibit 10.1 to the Registrant’s Quarterly Report on Form 10-Q filed May 4, 2017).


Energy Focus, Inc. Executive Bonus Plan (incorporated by reference to Exhibit 10.1 to the Registrant’s Current Report on Form 8-K filed on April 17, 2017).
Change in Control Plan and Form of Participation Agreement (incorporated by reference to Exhibit 10.2 to the Registrant’s Current Report on Form 8-K filed February 21, 2017).
Change in Control Participation Agreement dated February 19, 2017 between Bradley B. White and Energy Focus, Inc. (incorporated by reference to Exhibit 10.3 to the Registrant’s Current Report on Form 8-K filed February 21, 2017).
Form of Notice of Stock Option Grant for 2008 Stock Incentive Plan (incorporated by reference to Exhibit 10.2 to the Registrant’s Quarterly Report on Form 10-Q filed on November 13, 2013).
82

Form of Notice of Stock Option Grant for 2008 Stock Incentive PlanAgreement dated February 21, 2019 entered into by Energy Focus, Inc. and the Investor Group thereto (incorporated by reference to Exhibit 99.210.1 to the Registrant’s Registration StatementCurrent Report on Form S-88-K filed on September 8, 2010)February 26, 2019).
Lease agreementNote Purchase Agreement, dated March 29, 2019, among the Company and each of the Investors thereto (incorporated by reference to Exhibit 10.1 to the Registrant’s Current Report on Form 8-K filed on April 1, 2019).
Form of Subordinated Convertible Promissory Note entered into by the Company and each of the Investors on March 29, 2019 (incorporated by reference to Exhibit 10.2 to the Registrant’s Current Report on Form 8-K filed on April 1, 2019).
Form of Amended and Restated Subordinated Convertible Promissory Note entered into by the Company and each of the Investors thereto (incorporated by reference to Exhibit 10.1 to the Registrant’s Current Report on Form 8-K filed on May 30, 2019).
President and Chief Financial Officer Offer Letter dated June 18, 2019 between Aurora Development Center LLCTod A. Nestor and Energy Focus, Inc. dated April 19, 2016 (incorporated by reference to Exhibit 10.1 to the Registrant’s Quarterly Report on Form 10-Q filed on May 11, 2016)July 22, 2019).
Energy Focus, Inc. Executive Bonus Plan (incorporated by reference to Exhibit 10.1 to the Registrant’s Current Report on Form 8-K filed on July 19, 2019).
Form of Securities Purchase Agreement, dated as of January 9, 2020, between the Company and each purchaser named in the signature pages thereto (incorporated by reference to Exhibit 10.1 of the Registrant’s Current Report on Form 8-K filed on January 13, 2020).
SBA Loan Agreement, dated as of April 17, 2020, between the Company and KeyBank National Association (incorporated by reference to Exhibit 10.2 to the Registrant’s Quarterly Report on Form 10-Q filed on May 13, 2020).
Loan and Security Agreement, dated as of August 11, 2020, by and between the Company and Crossroads Financial Group, LLC (incorporated by reference to Exhibit 10.2 to the Registrant’s Quarterly Report on Form 10-Q filed on August 13, 2020).
Loan and Security Agreement, dated as of August 11, 2020, by and between the Company and Factors Southwest L.L.C. (incorporated by reference to Exhibit 10.3 to the Registrant’s Quarterly Report on Form 10-Q filed on August 13, 2020).
Energy Focus, Inc. 2020 Stock Incentive Plan (incorporated by reference to Exhibit 10.1 to the Registrant’s Current Report on Form 8-K filed on September 22, 2020).
Energy Focus, Inc. 2020 Stock Incentive Plan - Form of Restricted Stock Unit Award Agreement for Employees (incorporated by reference to Exhibit 10.2 to the Registrant’s Current Report on Form 8-K filed on September 22, 2020).
Energy Focus, Inc. 2020 Stock Incentive Plan - Form of Restricted Stock Unit Award Agreement for Non-Employee Directors (incorporated by reference to Exhibit 10.3 to the Registrant’s Current Report on Form 8-K filed on September 22, 2020).
Energy Focus, Inc. 2020 Stock Incentive Plan - Form of Nonqualified Stock Option Agreement for Employees (incorporated by reference to Exhibit 10.4 to the Registrant’s Current Report on Form 8-K filed on September 22, 2020).
Energy Focus, Inc. 2020 Stock Incentive Plan - Form of Incentive Stock Option Agreement (incorporated by reference to Exhibit 10.5 to the Registrant’s Current Report on Form 8-K filed on September 22, 2020).
First Amendment to Loan and Security Agreement, dates as of April 20, 2021 by and between the Company and Crossroads Financial Group, LLC (incorporated by reference to Exhibit 10.1 to the Registrant’s Current Report on Form 8-K filed on April 21, 2021).
Note Purchase Agreement, dated as of April 27, 2021 by and between the Company and Streeterville Capital, LLC (incorporated by reference to Exhibit 10.1 to the Registrant’s Current Report on Form 8-K filed on April 28, 2021).
Promissory Note Agreement, dated as of April 27, 2021 by and between the Company and Streeterville Capital, LLC (incorporated by reference to Exhibit 10.2 in the Registrant’s Current Report on Form 8-K filed on April 28, 2021).
Form of Securities Purchase Agreement, dated as of December 13, 2021, between the Company and each purchaser named in the signature pages thereto (incorporated by reference to Exhibit 10.1 in the Registrant’s Current Report on Form 8-K filed on December 15, 2021).
Registration Rights Agreement, dated as of December 13, 2021, between the Company and each purchaser named in the signature pages thereto (incorporated by reference to Exhibit 10.2 to the Registrant’s Current Report on Form 8-K filed on December 15, 2021).
Separation Agreement and Release, dated as of February 11, 2022, between the Company and James Tu (incorporated by reference to Exhibit 10.1 to the Registrant’s Current Report on Form 8-K filed on February 17, 2022).
Subsidiaries of the Registrant (filed with this Report).
Consent of Plante & Moran, PLLC,GBQ Partners, LLC, Independent Registered Public Accounting Firm (filed with this Report).
PowersCertification of Attorney (filed with this Report).
Rule 13a-14(a) Certification byInterim Chief Executive Officer (filed with this Report).Pursuant to Section 302 of the Sarbanes-Oxley Act of 2002.
Rule 13a-14(a) Certification byof Chief Financial Officer (filed with this Report).Pursuant to Section 302 of the Sarbanes-Oxley Act of 2002.
Section 1350 Certification of Interim Chief Executive Officer and Chief Financial Officer (filed with this Report).Pursuant to Section 906 of the Sarbanes-Oxley Act of 2002.
101101+**
The following financial information from Energy Focus, Inc. Annual Report on Form 10-K for the year ended December 31, 2014,2021, formatted in Inline XBRL (eXtensible Business Reporting Language): (i) Consolidated Balance Sheets, (ii) Consolidated Statements of Operations, (iii) Consolidated Statements of Comprehensive Income (Loss), (iv) Consolidated Statements of Shareholders’ Equity, (v) Consolidated Statements of Cash Flows, (vi) the Notes to Consolidated Financial Statements.
104**Cover Page Interactive Data File (embedded within the Inline XBRL document).
*
*Management contract or compensatory plan or arrangement.

83

**Pursuant to Regulation S-T, this interactive data file is not deemed filed for purposes of Section 11 of the Securities Act, or Section 18 of the Exchange Act, or otherwise subject to the liabilities of these sections.
+This exhibit will not be deemed “filed” for purposes of Section 18 of the Exchange Act, or otherwise subject to the liability of that Section. Such exhibit shall not be deemed incorporated into any filing under the Securities Act or the Exchange Act.
#Portions of this exhibit have been redacted in compliance with Regulation S-K Item 601(b)(10).
##Certain schedules and exhibits to this agreement have been omitted pursuant to Item 601(a)(5) of Regulation S-K. A copy of any omitted schedule or exhibit will be furnished to the Securities and Exchange Commission upon request.
ITEM16.FORM 10-K SUMMARY
None.
71
84

SIGNATURES
Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned, thereto duly authorized.
ENERGY FOCUS, INC.
Date: March 17, 2022By:/s/ Stephen Socolof
Stephen Socolof
Interim Chief Executive Officer and Director
(Principal Executive Officer)
Pursuant to the requirements of the Securities Exchange Act of 1934, this report has been signed below by the following persons on behalf of the registrant and in the capacities indicated and on the date indicated:
DateSignatureTitle
March 17, 2022/s/ Stephen SocolofDirector and Interim Chief Executive Officer
Stephen Socolof(Principal Executive Officer)
March 17, 2022/s/ Tod NestorChief Operating Officer and Chief Financial Officer
Tod Nestor
(Principal Financial and Accounting Officer)
March 17, 2022/s/ Jennifer Y. Cheng
Jennifer Y. ChengDirector
March 17, 2022/s/ Gina Huang (Mei Yun Huang)
Gina Huang (Mei Yun Huang)Director
March 17, 2022/s/ Philip Politziner
Philip PolitzinerDirector
March 17, 2022/s/ Brian J. Lagarto
Brian J. LagartoDirector
March 17, 2022/s/ Jeffery R. Parker
Jeffery R. ParkerDirector
85