ULTRASONIC SPRAY TECHNOLOGY | FY 2024
Precision coating systems for applying uniform thin film coatings
WideTrack Large Area High Volume Solar Manufacturing Coating System
COMPANY
SAFE HARBOR STATEMENT
This presentation contains forward-looking statements within the meaning of safe-harbor provisions of the Private Securities Litigation Reform Act of 1995. Such statements involve known and unknown risks, uncertainties, and other factors that could cause the actual results of the Company to differ materially from the results expressed or implied by such statements, including delivery of profitable, dynamic growth, growth opportunities for ultrasonic spray technology, retaining and expanding industry leadership and customer base, continuing product diversity, maintaining technological advantage of the Company’s nozzles over those of competitors, including faster return on investment compared to conventional spray systems, enhancing global distribution network, establishing market niches for recently developed products and services, including fuel cell roll-to-roll development and controlled coating, market reception of new spray innovations, ability to increase sales of larger machines with longer delivery times, maintaining strong net cash position, achieving revenue projections, and other factors. Accordingly, although the Company believes that the expectations reflected in such forward- looking statements are reasonable, there can be no assurance that such expectations will prove to be correct. The Company has no obligation to update the forward-looking information contained in this presentation.
 | | www.sono-tek.com 2 |
COMPANY
OVERVIEW
Photos from left to right: Cardiac Stent Coating, Glass Lens Coating, Semiconductor Coating, Fuel Cell Catalyst Coated PEM
Sono-Tek Corporation is a global leader in the design and manufacture of ultrasonic coating systems that are shaping industries and driving innovation worldwide. Our ultrasonic coating systems are used to apply thin films onto parts used in diverse industries including microelectronics, alternative energy, medical devices, advanced industrial manufacturing, and research and development sectors worldwide. Sono-Tek’s bold venture into the clean energy sector is showing transformative results in next-gen solar cells, fuel cells, green hydrogen generation, and carbon capture applications as we shape a sustainable future.
Our product line is rapidly evolving, transitioning from R&D to high-volume production machines with significantly higher average selling prices, showcasing our market leadership and adaptability. Our comprehensive suite of thin film coating solutions and application consulting services ensures unparalleled results for our clients and helps some of the world’s most promising companies achieve technological breakthroughs and bring them to the market.
Sono-Tek’s ~15,000 square foot manufacturing campus is located on Route 9 in Milton, NY, and houses our production factory as well as: engineering, sales and administrative offices, onsite testing laboratory and contract coating services, and shipping and warehousing areas.
| | www.sono-tek.com 3 |
COMPANY
INVENTORS OF ENVIRONMENTALLY FRIENDLY ULTRASONIC SPRAY NOZZLE TECHNOLOGY
An extensive portfolio of R&D through high volume coating systems
Sono-Tek Corporation (Nasdaq: SOTK) is the leading worldwide developer and manufacturer of ultrasonic spray coating systems for applying functional thin film coatings in 5 key market sectors: • MICROELECTRONICS/ELECTRONICS • ALTERNATIVE ENERGY • MEDICAL INDUSTRIAL • EMERGING R&D MARKETS | |  |
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| | | Ultrasonic atomizing nozzle, the “heart” of all
Sono-Tek ultrasonic coating systems |
| | www.sono-tek.com 4 |
COMPANY
EXECUTIVE & SENIOR MANAGEMENT
Experienced, dynamic committed leadership team
[Photos from left to right]
Dr. Chris Coccio - EXECUTIVE CHAIRMAN - 23 YEARS
Steve Harshbarger - CEO & PRESIDENT - 31 YEARS
Stephen Bagley, CPA - CFO -19 YEARS
Maria Kuha - VP, MANUFACTURING OPERATIONS - 17 YEARS
Chris Cichetti - VP, SALES & APPLICATION ENGINEERING - 16 YEARS
Randy Copeman CHIEF TECHNOLOGIST - 27 YEARS
OVER 100 YEARS OF COMBINED EXPERTISE IN ULTRASONIC COATING TECHNOLOGY AT SOTK
| | www.sono-tek.com 5 |
COMPANY
Extensive worldwide distribution network of factory-trained professionals and development laboratories for testing and process development leads to strong customer partnerships.
FY2024 SALES BY GEOGRAPHY
US/CANADA - 55%
EMEA - 22%
ASIA - 17%
LATIN AMERICA - 6%
| | www.sono-tek.com 6 |
COMPANY
| TIMELINE OF SIGNIFICANT MILESTONES | | |
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| 2024 | FACTORY EXPANSION ON CAMPUS | |  |
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| 2023 | PROTECT ALTAIR- PLC PLATFORMS ADDED TO EXPAND ADDRESSABLE MARKET | |
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| 2022 | UPLISTED TO NASDAQ | |
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| 2020 | EXPANSION OF MANUFACTURING SPACE FOR LARGE PLATFORM SYSTEMS | |
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| 2013 | APPLICATION LABS OPEN IN GERMANY, JAPAN, CHINA, TAIWAN, KOREA, TURKEY | |
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| 2010 | MID-SIZE PLATFORMS FOR MICROELECTRONICS & MEDICAL SECTOR | |
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| 2007 | SONO-TEK PURCHASES MILTON INDUSTRIAL PARK | |
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| 2005 | SMALL MULTI AXIS COATING PLATFORMS INTRODUCED “EXACTACOAT” FOR R&D | |
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| 2000 | SMALL PLATFORM MEDICAL SYSTEMS INTRODUCED “MEDICOAT DES” STENT COATER | |
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| 1997 | ISO 9001:2000 CERTIFIED | |
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| 1988 | 1ST SMALL FULL SYSTEM INTRODUCED “SONOFLUX” SPRAY FLUXING PLATFORM | |
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| 1987 | SONO-TEK INITIAL PUBLIC OFFERING | |
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| 1975 | 1ST ULTRASONIC NOZZLE IS INVENTED & PATENTED BY SONO-TEK’S FOUNDER, DR. HARVEY BERGER | |
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TECHNOLOGY
CORE ULTRASONIC NOZZLE
TECHNOLOGY IS AT THE
HEART OF EVERY MACHINE
Ultrasonic nozzle systems use high frequency ultrasonic vibrations to atomize liquids into uniform micron-sized drops for coating a wide variety of surfaces. + Firmware/software + Electronics + Precision hardware | | UNIQUE PROPRIETARY TECHNOLOGY A software driven, electro-mechanical droplet generator, perfect for high-tech precision coating applications.  | | Every Sono-Tek coating system uses our proprietary ultrasonic spray nozzle technology at its core. Liquid delivery, spray shaping and generator controls are fully integrated into automated full coating solutions with software control, product handling and customized options.  |
| | www.sono-tek.com 8 |
TECHNOLOGY
ULTRASONIC SPRAY ADVANTAGES This example of a Perovskite solar cell coating application shows precise coating with controllable surface morphology characteristics achieved with Sono-Tek technology. | |   | | More cost-effective and simpler than alternative coating methods: • Dramatic reductions in overspray with reduced emissions • Large cost savings Improved process repeatability • High precision thin films • Increased uniformity of coatings |
| | | PEROVSKITE SOLAR COATING APPLICATION Photo: www.solar-rrl.com, Spray-Coated Lead-Free Cs2AgBiBr6 Double Perovskite Solar Cells with High Open-Circuit Voltage | | |
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TECHNOLOGY
ULTRASONIC THIN FILM COATING VS OTHER COATING TECHNOLOGIES
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DEPOSITION
METHOD | PRESSURE
SPRAY/ AIR
ATOMIZATION | DIP COATING | JETTING | SCREEN
PRINTING/BLADE | SPUTTERING | CHEMICAL VAPOR
DEPOSITION (CVD) | ULTRASONIC
SPRAY |
| HOW IT WORKS | Liquid is forced through a very small orifice under high pressure | Substrate is dipped into material | Similar to a home office inkjet printer, ejecting tiny drops | Spreading a paste with a blade over a substrate | Ejecting particles from a target by bombardment with high energy particles | Creates a reaction between gases over a substrate, which condense on its surface | High frequency sound waves create mechanical vibrations, forming droplets with very little kinetic energy |
DISADVANTAGES
COMPARED TO
ULTRASONIC
SPRAY | ● High velocity spray bounces off substrate, wasting material ● Prone to clogging, high maintenance ● Poor repeatability over time | ● Long drying times ● Cannot create thin films ● Requires large amount of material, large amount of waste | ● Uneven dispensing ● Poor tolerance to abrasive chemicals ● Prone to clogging, high maintenance | ● Requires minimum viscosity ● Poor uniformity on very thin coatings ● Requires large amount of material | ● Very expensive ● Poor transfer efficiency ● Slow batch process | ● Expensive to scale up ● Very high operating expenses ● Poor material usage | ADVANTAGES ● Uniform drop sizes ● Operates with small amount of material ● Does not clog ● Easily scalable ● Environmentally friendly |
| COST | $ | $ | $$$ | $$$$ | $$$$$ | $$$$$ | $$ |
| | www.sono-tek.com 10 |
COMPETITION
SOTK is focused on expanding the ultrasonic share of the general coating equipment market
| ULTRASONIC SPRAY MARKET SHARE | | GENERAL COATING EQUIPMENT MARKET
~$8B/yr Hundreds of Competitors |
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| The general coating equipment market has enormous growth potential at $8B per year. Sono-Tek continues to capture a growing segment of the coating equipment market with the accelerating recognition of ultrasonic coating technology as a reliable proven alternative to many conventional coating technologies and equipment providers. We intend to introduce ultrasonic spray coating as a viable disruptive technology in high growth potential markets globally. | | ■ = Ultrasonic Coating Other Coating Technologies include: • CVD
• Jetting
• Roller
• Slot Die
• Screen Print
• Dip Coating
• Sputtering
• Pressure Spray/Air Atomizer | |  |
| | www.sono-tek.com 11 |
COMPETITION
SOTK is focused on expanding the ultrasonic share of the general coating equipment market
ULTRASONIC SPRAY
GLOBAL COMPETITION We have the leading market position in our industry ▪ Over the past 5 years, US and Europe-based competitors are weakening and shrinking while China-based competition continues to grow. ▪ Smaller US and European companies have not adapted to provide highly complex machine solutions with application support, while Sono-Tek invested heavily in R&D to acquire these capabilities. ▪ Global manufacturers are risking exposure of proprietary intellectual property when choosing to do business with China-based competition versus Sono-Tek. | | ULTRASONIC COATING EQUIPMENT ~$41M/yr ~25 Competitors SOTK: ~51%
CHINA: ~31%
SOUTH KOREA: ~8%
OTHER US-BASED: ~7%
RESTO OF WORLD: ~5%  Note: Estimated data compiled from internal Sono-Tek sources |
| | www.sono-tek.com 12 |
COMPETITION
SOTK is focused on expanding the ultrasonic share of the general coating equipment market
PRODUCT PLATFORMS | Our coating systems include 4 platform types, each with a line of unique machine offerings. Machines incorporate industry specific hardware options as well as unique product handling and customized options that are used in many diverse applications. |
PRODUCT TYPES
One example of each product type shown
1. OEM SPRAY DRYING KIT
2. FLUXING SYSTEM
3. INTEGRATED NOZZLE ARRAY
4. MULTI AXIS SYSTEM
FY2024 SALES BY PRODUCT TYPE
OEM SYSTEM: 8%
FLUXING SYSTEMS: 4%
INTEGRATED COATING: 14%
MULTI AXIS COATING: 51%
OTHER: 23%
| | www.sono-tek.com 13 |
R&D THROUGH HIGH VOLUME PRODUCTION LINES
A small sampling of Sono-Tek’s
specialized coating systems
| | www.sono-tek.com 14 |
NEW PRODUCT
DEVELOPMENT We are continuously expanding our product lines to help us reach broader markets. Product development is led by: ▪ In-house engineering capabilities, including mechanical, electrical, control software and application engineering teams. ▪ Established equipment partners for large integration projects. ▪ Application engineering team works with customers to develop coating process and sales team to qualify success of applications that align with market demand. ▪ Customer demand, often for coating solutions that don’t exist elsewhere and don’t have an industry standard. ▪ Robust quality systems that drive advancements and updates to existing products and next generation models. | | 
INITIAL PHASES OF NEW PRODUCT DEVELOPMENT |
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Sales team gauges customer needs and budget | Application engineering team determines application feasibility and guides customer through coating development process | Engineering team develops systems driven by order expectation |
| | www.sono-tek.com 15 |
ADDRESSABLE MARKETS | |  |
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Market Strategy: Sono-Tek grows our business by targeting key disruptive coating applications in growth oriented sectors. The Company’s sales are categorized into 5 main manufacturing sectors. | | SUB-CATEGORIES OF
MAJOR MARKETS: ■ FUEL CELLS ■ SOLAR CELLS ■ HYDROGEN ELECTROLYZERS ■ SEMICONDUCTORS ■ NANOMATERIALS ■ PRINTED CIRCUIT BOARDS ■ ADVANCED TEXTILES ■ FOOD & PACKAGING ■ AUTOMOTIVE ■ AEROSPACE ■ FLOAT GLASS ■ DISPLAYS & TOUCH SCREENS ■ DIAGNOSTIC & IMPLANTABLE MEDICAL DEVICES ■ BLOOD COLLECTION TUBES ■ SENSORS |  |
| | www.sono-tek.com 16 |
A BROAD RANGE OF
APPLICATIONS Sono-Tek’s coating technology excels in spray applications that require very thin (nano to micron thickness), repeatable, uniform liquid film coatings, from very small areas to continuous wide widths. Coatings applied may be protective or functional. A handful of liquid suspensions and solutions that are commonly sprayed include: ▪ Various nanomaterials ▪ Antimicrobials and drugs ▪ Protective polymers ▪ Precious metal catalysts ▪ Semiconductor photoresist ▪ Electronics soldering flux | |  |
Innovating Coating Applications Since 1975
| | www.sono-tek.com 17 |
TARGETING KEY DISRUPTIVE MARKETS Global Trends Driving Demand for Thin Film Coating Solutions | | By entering disruptive markets in their infancy Sono-Tek gains a foothold in establishing ultrasonic coating as an industry standard. These emerging technologies are an important part of our growth strategy, with large upside potential. |
| Microelectronics/Electronics | | Medical Devices | | Alternative Energy |
■ Demand for increasingly smaller footprint handhelds | | ■ Implantables, microfluidics, diagnostic testing applications | | ■ Climate change and energy security are key drivers |
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| | www.sono-tek.com 18 |
TARGET MARKET:
ALTERNATIVE/
CLEAN ENERGY  All of these applications use functional surface coatings that Sono-Tek applies exceptionally well, with greater efficiency, uniformity, scalability, and cost effectiveness than other deposition methods: ▪ Green Hydrogen ▪ Electrolyzers ▪ Thin Film Solar Cells ▪ Fuel Cells ▪ Carbon Capture & Reuse | |  |
Abundant research papers detail process advancements using ultrasonic spray.
Sono-Tek equipment is entrenched in academia and R&D institutions.
Fossil fuel and CO2 reduction technologies are accelerating ultrasonic spray acceptance as an industry standard manufacturing process. Sono-Tek is transitioning customers to high-volume manufacturing equipment solutions.
| | www.sono-tek.com 19 |
ADDRESSABLE MARKETS DEFINED BY APPLICATION
 | ESTABLISHED
MARKETS (10+ YEARS) | | | EMERGING
MARKETS | | | TRANSITIONING
MARKETS |
▪ Medical Devices Implantable stents, blood collection tubes ▪ Printed Circuit Boards (PCBs) Wave solder fluxing processes ▪ Industrial Float Glass Continuous glass production | | ▪ Microelectronics Small footprint devices (EMI shielding, photoresist, nanomaterials) ▪ Medical Devices Diagnostic devices, balloons, implantables, microfluidics ▪ Protective & Functional Coatings Automotive plastics, glass, sensors | | ▪ Fuel Cells/Electrolyzers Catalyst coatings for Proton Exchange Membranes (PEMs), carbon capture, green hydrogen generation ▪ Medical Devices High volume coatings for implantable devices |
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Continuous improvement and
service keep Sono-Tek at the
forefront of these markets. | | Unique capabilities make
Sono-Tek a good fit for new
high growth applications. | | Large customer base using our
systems for R&D, transitioning
to production volumes. |
| | www.sono-tek.com 20 |
GROWTH STRATEGY | | There are 4 main aspects to Sono-Tek’s business strategy for growth. By leveraging these strengths and unique capabilities, Sono-Tek is positioned to continue gaining significant market share in the ultrasonic coating segment as well as the overall global coating equipment market. | |  Semiconductor Photoresist Coating Machine |
FULL SYSTEM SOLUTIONS
SCALABLE MANUFACTURING EQUIPMENT
APPLICATION ENGINEERING EXPERTISE
INTERNATIONAL LEGISLATIVE ACTION & CORPORATE SPENDING
| | www.sono-tek.com 21 |
FULL SYSTEM
SOLUTIONS Increased Customer Value with Rapidly Expanding Average Selling Prices (ASPs) Custom engineered solutions with pre-and-post processing stations, auto load function and custom part handling are possible with extensive experience and strong customer relationships. ▪ State-of-the-art custom engineered solutions. ▪ Advanced technical capabilities to solve customer coating challenges. ▪ Established network of industry equipment partners for large system integration projects. ▪ Expansion of product portfolio with application specific machinery. ▪ New applications in high tech markets for large platform systems. | | OUR STRATEGY IS WORKING TO ACHIEVE: ▪ Recognition as an innovative technology company with powerful proprietary knowledge 
Advanced textile wide area coating system
|
| | www.sono-tek.com 22 |
SCALABLE
MANUFACTURING
EQUIPMENT Proven Scaling from R&D to Production Volume Sono-Tek coating equipment is easily scaled to higher volume processes once R&D process development is fine tuned. Following their R&D phase, customers can transition to a pilot scale system, followed by a high volume production line. The same core nozzle technology drives small scale R&D through continuous high volume production coating machines. ▪ Customers are often using R&D machines and looking to increase production after process development. ▪ Dramatically higher ASPs are achieved on full system solutions with complex product handling and pre/post coating stations. ▪ Latest high volume production systems can exceed $1M+. | |  |
| | www.sono-tek.com 23 |
APPLICATION
ENGINEERING
EXPERTISE Focusing on Customers’ Unique Needs Ensures Success Enhanced customer support with process development ensures that our equipment performs exceedingly well, and nurtures strong customer relationships. Our team of applications engineers provides a technical bridge between sales and customers, including testing, process development, contract coating, and machine specification. ▪ Complex, customized machine solutions give us a distinct competitive edge. ▪ On-site laboratory testing, customer visits and support ensure customer success, accelerate and expand orders. ▪ Strategic partnerships with chemical companies. ▪ 6 worldwide labs support customer process development. | | MILTON, NY US DEVELOPMENT LAB 
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| | www.sono-tek.com 24 |
INTERNATIONAL
LEGISLATIVE ACTION &
CORPORATE SPENDING | | Sono-Tek is well positioned in markets that are being heavily funded
through government and legislation initiatives* that are expected to
contribute to the Company’s overall growth in 2024 and beyond |
 Chips Act Over $200B for high tech research and semiconductor manufacturing. | |  Climate Bill $369B focused on reducing 40% of greenhouse emissions by 2030. | |  South Korea
Green New Deal $135B investment in both green energy and digital technologies. | |  REPowerEU Over 210B Euros to reduce energy dependence, focused on transitioning to clean energy and a net-zero carbon goal by 2050. |
* Hundreds of government initiatives in these areas are currently taking place worldwide.
| | www.sono-tek.com 25 |
FINANCIAL HIGHLIGHTS FY2024
$19.7M SALES
31% GROWTH IN FY2024
We reported record breaking revenue in FY2024 and record breaking backlog for the year ahead
| | FISCAL YEAR |
| $ in Millions | 2019 | 2020 | 2021 | 2022 | 2023 | 2024 |
| Revenue | $11.60 | $15.30 | $14.80 | $17.10 | $15.10 | $19.70 |
| Cash, Cash Equivalents & Marketable Securities | $5.50 | $7.90 | $8.70 | $10.70 | $11.40 | $11.80 |
| Stockholders' Equity | $8.60 | $9.80 | $11.00 | $13.70 | $14.60 | $16.30 |
| MARKET DATA 6.20.2024 |
| Nasdaq | SOTK |
| Stock Price | $4.11 |
| 52 Week Range | $3.62-$6.12 |
| Market Cap | 66.00M |
| Average Daily Trading (3 Months) | 7.26K |
| Common Shares Outstanding | 15.75M |
| Insider Ownership | 7% |
| Cash, Cash Equivalents & Marketable Securities (FY2024) | $11.84M |
| | www.sono-tek.com 26 |
EARLY PHASE NEW
REVENUE STREAMS
GAINING MOMENTUM | | Services Revenue Increasing ▪ Service-related contracts that support our large platform and highest ASP production lines are growing in importance. ▪ Our in-house development lab generates increasing revenue streams while accelerating orders. |
| SERVICE DEPARTMENT REVENUE |
| | FY2021 | FY2022 | FY2023 | FY2024 |
| SERVICE PLANS | - | - | $15,000 | $95,564 |
| VISITS | $51,450 | $77,700 | $94,750 | $135,942 |
| REPAIRS | $170,461 | $211,457 | $227,704 | $280,698 |
| DEVELOPMENT LAB PAID SERVICES REVENUE |
| | FY2021 | FY2022 | FY2023 | FY2024 |
| APPS VISITS | $43,000 | $22,425 | $30,940 | $32,165 |
| CONTRACT COATING / PROCESS OPTIMIZATION | - | - | $45,600 | $43,700 |
| PAID LAB TESTING | $80,600 | $153,680 | $196,320 | $228,796 |
| | www.sono-tek.com 27 |
AVERAGE SELLING PRICE
(ASP) PROGRESSION | STRATEGIC FOCUS TOWARD HIGHER ASPS IS SHOWING SUCCESS 
|
| |
Increasing % of Sales with High ASPs From FY2017 to FY2024: ▪ $5M increase in sales over $150k value per machine. ▪ $4.7M increase in sales $75-150k value per machine. ▪ Trend toward higher ASP systems expected to continue in FY2025 and beyond. Focused on Expanding high ASP Segment |
| | www.sono-tek.com 28 |
RECORD SALES IN FY2024
REVENUE (IN MILLIONS) 
| | Consistent Profitable Growth 
Gross Margins Consistently Above 45%
▪ $11.84M Cash & Cash Equivalents ▪ Zero debt since FY2021 ▪ Consistent positive cash flow |
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| | www.sono-tek.com 29 |
STRONG FY2025 OUTLOOK ▪ Project additional orders from key target markets. ▪ High activity levels in development labs. ▪ Backlog and revenue can be lumpy due to high ASP system shipments. ▪ Significant portion of customer base have long-term contracts with their customers, supporting Sono-Tek’s future growth. ▪ Well positioned for continued growth in FY2025 and the years beyond. | | BACKLOG (IN MILLIONS) 
|
| | www.sono-tek.com 30 |
Advancing
Generational
Technology
Developments | | Ramping Up
Clean Energy
Production | | Consistently
Profitable with
Growing Revenue | | Record Sales &
Backlog
in FY2024 |
Poised for Success - Our business is taking off along with that of our customers |
SUMMARY | ▪ We are attached at the hip with our customers’ success as they transition from R&D to production scales systems. ▪ We have the leading market position in our industry. ▪ Significant wins contribute to strong revenue tailwinds and drive growth. ▪ Our growth is accelerated by successfully shifting to larger production systems that drive the need for multiple machines. ▪ Our strategic growth initiatives should position us for higher revenue and increased profits in the coming years. |
| | www.sono-tek.com 31 |
Making an impact on our world
info@sono-tek.com
Dr. Christopher Coccio, Executive Chairman CLCoccio@Sono-Tek.com
Steve Harshbarger, CEO & President Harsh@Sono-Tek.com
Investor Relations: PCG Advisory, Kirin Smith ksmith@pcgadvisory.com
