REVENUE | REVENUE Revenue recognition The Company recognizes revenue when it satisfies a performance obligation by transferring control of the promised goods and services to a customer, in an amount that reflects the consideration that it expects to receive in exchange for those goods or services. This is achieved through applying the following five-step model: • Identification of the contract, or contracts, with a customer • Identification of the performance obligations in the contract • Determination of the transaction price • Allocation of the transaction price to the performance obligations in the contract • Recognition of revenue when, or as, the Company satisfies a performance obligation The Company generates substantially all of its revenue from contracts with customers, whether formal or implied. Sales taxes collected from customers are remitted to the appropriate taxing jurisdictions and are excluded from sales revenue as the Company considers itself a pass-through conduit for collecting and remitting sales taxes, with the exception of taxes assessed during the procurement process of select inventories. Shipping and handling costs are included in cost of sales. Revenues from product and services sales are recognized when control of the goods is transferred to the customer which occurs at a point in time, typically upon shipment to the customer or completion of the service. This standard applies to all contracts with customers, except for contracts that are within the scope of other standards, such as leases, insurance, collaboration arrangements and financial instruments. Based upon the nature of the products the Company sells, its customers have limited rights of return, and these rights are immaterial. Discounts provided by the Company to customers at the time of sale are recognized as a reduction in sales at the time of the sale. Warranty obligations associated with the sale of the Company's products are assurance-type warranties that are a guarantee of the product’s intended functionality and, therefore, do not represent a distinct performance obligation within the context of the contract. Warranty expense is included in cost of sales. We apply a practical expedient to expense direct costs of obtaining a contract when incurred because the amortization period would have been one year or less. Under its contracts with customers, the Company stands ready to deliver product upon receipt of a customer's purchase order. Accordingly, the Company has no performance obligations under its contracts until its customers submit a purchase order. The Company does not enter into commitments to provide goods or services that have terms greater than one year. In limited cases, the Company requires payment in advance of shipping product. Typically, product is shipped within a few days after prepayment is received. These prepayments are recorded as contract liabilities on the condensed consolidated balance sheet and are included in accounts payable and accrued liabilities (Note 9). As the performance obligation is part of a contract that has an original expected duration of less than one year, the Company has applied the practical expedient under ASC 606 to omit disclosures regarding remaining performance obligations. When the Company transfers goods or provides services to a customer, payment is due, subject to normal terms, and is not conditional on anything other than the passage of time. Typical payment terms range from due upon receipt to 30 days, depending on the type of customer and relationship. At contract inception, the Company expects that the period of time between the transfer of goods to the customer and when the customer pays for those goods will be less than one year, which is consistent with the Company’s standard payment terms. Accordingly, the Company has elected the practical expedient under ASC 606 to not adjust for the effects of a significant financing component. As such, these amounts are recorded as receivables and not contract assets. The following table summarizes transactions within contract liabilities for the three and six months ended June 30, 2022 (in thousands): Balance, December 31, 2021 $ 818 Revenue recognized related to payments included in the December 31, 2021 balance $ (556) Payments received for which performance obligations have not been satisfied $ 181 Effect of foreign currency translation $ (2) Balance, March 31, 2022 $ 441 Revenue recognized related to payments included in the March 31, 2022 balance $ (387) Payments received for which performance obligations have not been satisfied $ 1,012 Effect of foreign currency translation $ (8) Balance, June 30, 2022 $ 1,058 The table below sets forth the disaggregation of revenue by product category for the periods indicated below (in thousands): Three Months Ended Six Months Ended 2022 2021 2022 2021 Product Revenue Paint protection film $ 48,275 $ 45,245 $ 92,236 $ 81,030 Window film 15,786 11,084 27,320 18,243 Other 2,979 2,338 5,581 4,326 Total 67,040 58,667 125,137 103,599 Service Revenue Software $ 1,247 $ 1,055 $ 2,453 $ 2,033 Cutbank credits 4,178 3,386 7,108 6,022 Installation labor 11,048 5,358 20,303 8,473 Training 306 270 655 475 Other 71 — 98 — Total 16,850 10,069 30,617 17,003 Total $ 83,890 $ 68,736 $ 155,754 $ 120,602 Because many of the Company's international customers require us to ship their orders to freight forwarders located in the United States, we cannot be certain about the ultimate destination of the product. The following table represents the Company's estimate of sales by geographic regions based on the Company's understanding of ultimate product destination based on customer interactions, customer locations and other factors (in thousands): Three Months Ended Six Months Ended 2022 2021 2022 2021 United States $ 49,166 $ 34,296 $ 90,753 $ 59,901 China 7,904 12,626 16,763 23,331 Canada 10,877 8,877 18,727 13,823 Continental Europe 6,944 5,215 12,607 9,539 United Kingdom 2,595 2,133 5,022 3,919 Middle East/Africa 2,654 2,414 4,703 4,376 Asia Pacific 1,977 2,056 4,009 3,648 Latin America 1,359 1,029 2,565 1,946 Other 414 90 605 119 Total $ 83,890 $ 68,736 $ 155,754 $ 120,602 XPEL's largest customer accounted for 9.4% and 18.4% of the Company's net sales during the three months ended June 30, 2022 and 2021, respectively and 10.8% and 19.3% of the Company's net sales during the six months ended June 30, 2022 and 2021, respectively. |