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THOMSON REUTERS STREETEVENTS
       EDITED TRANSCRIPT
       CAMP - Q1 2021 CalAmp Corp Earnings Call

       EVENT DATE/TIME: JUNE 25, 2020 / 8:30PM GMT

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JUNE 25, 2020 / 8:30PM, CAMP - Q1 2021 CalAmp Corp Earnings Call

CORPORATE PARTICIPANTS
Jeffery R. Gardner CalAmp Corp. - Interim President, CEO & Director
Kurtis Joseph Binder CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer

CONFERENCE CALL PARTICIPANTS
George Charles Notter Jefferies LLC, Research Division - MD & Equity Research Analyst
Jerry David Revich Goldman Sachs Group Inc., Research Division - VP
Michael James Latimore Northland Capital Markets, Research Division - MD & Senior Research Analyst
Scott Wallace Searle Roth Capital Partners, LLC, Research Division - MD & Senior Research Analyst
Thomas Michael Walkley Canaccord Genuity Corp., Research Division - MD & Senior Equity Analyst
Leanne K. Sievers Shelton Group - President

PRESENTATION
Operator
Welcome to CalAmp's First Quarter 2021 Financial Results Conference Call. As a reminder, this call is being recorded. I would now introduce your
host for today's conference, Leanne Sievers, President of Shelton Group, CalAmp's Investor Relations Firm. Leanne, you may begin.

Leanne K. Sievers - Shelton Group - President
Good afternoon, and welcome to CalAmp's Fiscal First Quarter 2021 Financial Results Conference Call. I'm Leanne Sievers, President of Shelton
Group, CalAmp's Investor Relations firm. With us today are CalAmp's Interim President and CEO, Jeff Gardner; and Chief Financial Officer, Kurt
Binder.

Before we begin, I'd like to remind you that this call may contain forward-looking statements. While these forward-looking statements reflect
CalAmp's best current judgment, they are subject to risks and uncertainties that could cause actual results to differ materially from those implied
by these forward-looking projections. These risk factors are discussed in our periodic SEC filings and in the earnings release issued today, which
are available on our website. We undertake no obligation to revise or update any forward-looking statements to reflect future events or circumstances.
Jeff will begin today's call with a review of the company's financial and operational highlights. Then Kurt will provide additional details about the
financial results and outlook, followed by a question-and-answer session.

With that, it's my pleasure to turn the call over to CalAmp's Interim President and CEO, Jeff Gardner. Jeff, please go ahead.

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Thank you, Leanne. Welcome, everyone, and thanks for joining us today. I'm pleased to be hosting my second earnings conference call since being
appointed Interim President and CEO on March 25. Our first fiscal quarter operating results were solid, considering the ongoing impact from the
COVID-19 pandemic, especially when taking into account that our fiscal quarter ended on May 31 at a time when business closures and
work-from-home mandates were still largely in place across the globe.

Consolidated revenue in the first quarter was $80.2 million with an adjusted EBITDA margin of just over 8%. Overall, the CalAmp team did an
amazing job, maintaining a high level of efficiency and productivity while staying in close contact with our customers to support their product and
solution requirements. I've been focusing my efforts over the past several weeks on executing against the plan I discussed with you on our last
earnings call. I'm pleased to announce that we have already made significant progress against this plan.

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JUNE 25, 2020 / 8:30PM, CAMP - Q1 2021 CalAmp Corp Earnings Call

First, we continued making improvements across our global supply chain that have enabled enhanced communications between our sales and
operations organization. And to further accelerate these efforts, we recently appointed a highly experienced Senior VP of Global Supply Chain and
Operations. Nathan Lowstuter has over 20 years of supply chain and operations experience at large Fortune 100 companies such as Honeywell,
Boeing and FedEx as well as emerging companies in automotive, aerospace and solar. It will be his primary objective to help CalAmp further elevate
the efficiency, quality and on-time delivery of our products and services to our customers.

Second, we continue to increase our resources towards expanding our SaaS business, which include improvements to the quality and growth. As
part of these efforts, and as I mentioned in today's press release, we made the strategic decision to transition out of the automotive vehicle financing
business. This business has operated significantly below our corporate average gross margins and has been dilutive to our overall ARPU targets.
This action will enhance the quality of our SaaS revenue while improving gross margins and profitability within our software and subscription
services business. Additionally, Arym Diamond, our newly appointed Chief Revenue Officer, is actively driving our SaaS solutions into the market,
underpinned by a new sales incentive program that has reenergized his sales organization and aligned the team with the company's objective of
increasing organic SaaS revenue growth. Also noteworthy, as a part of our efforts to aggressively transition our hardware business to a SaaS model,
this month, we are preloading our first large automotive dealer that will focus exclusively on our LoJack Connect and LoJack Connect Plus product
using a recurring revenue sales model.

Third, we have made notable progress on the telematics side of our business, strategically elevating our engagement with key customers. In
particular, we are helping customers through their 3G-to-4G transition cycles and have initiated a powerful new technology migration plan for this
purpose. In fact, when looking at our largest enterprise accounts, revenue from these important customers has grown significantly over the past
year and represents a growing portion of our total consolidated revenue as we further support their LTE migration.

Fourth, another key objective of my strategic plan is to focus R&D resources on the most promising verticals. Leading these efforts is our new Senior
VP of Product Management, Jeff Clark. One of our near-term product opportunities is with our iOn suite of applications, including iOn Vision, which
will be released this fall. CalAmp's iOn suite of fleet management software applications will play a vital role in providing safe and secure management
of freight, especially at a time when the transportation of essential goods is becoming more vital as a result of COVID-19. As such, our iOn Vision
application should be of significant interest to freight companies and other shippers who need to ensure the integrity of critical freight cargo.

Lastly, one additional comment that I'd like to make as part of my commitment to provide more transparency to investors regarding progress
across our business. This quarter, we decided to break out our U.S. LoJack SVR product revenue as a separate revenue line item. As many of you
know, this business has been challenged from a performance perspective. And it's one of my top objectives to begin transitioning this business to
a recurring revenue model that offers significant value to our dealer partners and their customers, similar to the model that we provide through
all of our international businesses. In terms of additional progress across other areas of our business, we just announced an exciting collaboration
between our LoJack Mexico subsidiary and Overhaul that will bring supply chain visibility and security to enterprises shipping across Mexico,
effectively preventing theft and improving the integrity of these shipments. Our Synovia Solutions subsidiary is also making solid progress despite
nationwide school closures and has recently introduced 2 new technology offerings to help support schools, children and their parents during
these uncertain times. The first is designed to help schools better manage unconventional bus routes, like field trips, sports and COVID-19 related
trips in order to comply with social distancing and stay-at-home mandates. And the second is a new application called Bus Guardian that serves
as a powerful, flexible and scalable solution designed to help schools deliver instant and actionable reporting of school bus ridership based on
contact tracing, which is particularly important if a student or driver becomes ill. The program also delivers a hygiene verification system to help
administrators monitor and report on real-time sanitation efforts. These products will bring great value to school districts around the nation as
kids return back to school in the fall.

To conclude my remarks today, I want to reiterate how proud I am of the CalAmp team for managing through these unprecedented times while
continuing to maintain a high level of focus and productivity. I remain convinced that CalAmp is positioned to build lasting shareholder value as
a full-stack software solutions provider, delivering high-growth recurring revenue. We have a solid team in place to continue advancing our strategic
initiatives and operating plan.

With that, I will now turn the call over to Kurt for a closer look at our fiscal first quarter financial results, and then we will open the call to your
questions. Kurt?

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Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
Thank you, Jeff. Today, my commentary will include reference to non-GAAP financial measures of adjusted basis net income, adjusted EBITDA and
adjusted EBITDA margin. A full reconciliation of these non-GAAP measures with the closest corresponding GAAP basis measures is included in the
press release announcing our fiscal 2021 first quarter earnings that was issued earlier today. Additionally, I want to emphasize, as I did in May, that
we continue to monitor all COVID-19 developments across our worldwide operations. The cost-containment measures we implemented earlier
this year, particularly in areas such as personnel, travel and other discretionary spending, are still in place. And we remain confident that our existing
cash, future cash flows and available borrowing capacity are sufficient to fund our ongoing operations through these uncertain economic conditions.
Overall, we are pleased with our financial performance in the quarter, considering the economic uncertainty created by the pandemic. First quarter
consolidated revenue was $80.2 million compared to $87.2 million last quarter, down 8% sequentially. Our first quarter of fiscal '21 commenced
just prior to when the shelter-in-place mandate was enforced by most states across the U.S.

Our international revenue reached a record $28.7 million or 36% of consolidated revenue in the quarter, driven by some of our larger international
enterprise customers like Caterpillar, Verizon and Trimble. We believe that our global scale and diversified base of large customers creates a point
of differentiation for the company. Software and subscription services revenue was $28.0 million, or approximately 35% of consolidated revenue
and representing a 10% increase year-over-year. The year-over-year increase was driven primarily by Synovia Solutions and LoJack Mexico. Software
and Subscription Services revenue declined $6.8 million sequentially from $34.8 million last quarter due to a slowdown in system installations
resulting from COVID-related shutdowns and work-from-home mandate, particularly for Synovia Solutions and our LoJack Italy subsidiary. We
expect scheduled installations to increase in the second half of our fiscal year when the mandates are lifted in geographic regions like the U.S. and
Italy.

As Jeff mentioned, we made the strategic decision to transition out of the auto vehicle financing business as part of our efforts to improve the
quality of our overall SaaS revenue, while increasing margins and profitability within the business. This business produces about $2.3 million in
quarterly revenue from approximately 385,000 subscribers; however, this business has realized gross margins well below our corporate average
for the past few years and does not meet our expectations for the SaaS business. Therefore, we made the decision to transition out of this business
over the next 12 to 24 months while we honor the service commitment period stipulated on our existing customer contracts. This transition resulted
in a onetime charge of approximately $600,000 in the quarter, principally for the write-off of excess and obsolete inventory. Additionally, during
the first quarter, we decided to present the legacy LoJack U.S. SVR business as a separate reportable segment to provide greater visibility into this
product line as we aggressively transition it to a subscription-based business model. Revenue from this segment was $6.6 million, down from $11.2
million in the prior quarter. As discussed on our last quarter call, the decline is due to a slowdown in device installations across our U.S. dealership
network due to the COVID-related shutdowns. Further, this business continues to be impacted by the transition from proprietary radio-frequency
technology to GPS-based telematics solutions within the automotive vertical.

Telematics Products revenue was $45.5 million in the first quarter compared to $41.3 million last quarter, with MRM Telematics products revenue
increasing to $30.8 million compared to $23.4 million last quarter. In the first quarter, MRM Telematics products revenue benefited from the
shipment of a substantial portion of the incremental backlog from the fourth quarter that resulted from the supply chain challenges in China,
prompted by the pandemic. Telematics products revenue also included network and OEM product revenue of $14.7 million compared to $17.9
million last quarter. Revenue from CAT was $10.9 million in the quarter compared to $14.7 million last quarter, reflecting some unevenness in
certain product shipments to CAT's worldwide factories that were affected by the pandemic. Overall, demand from CAT remained strong as we
continue supporting their transition to next-generation LTE-based telematics as part of its 3G=to-LTE upgrade. We expect this strong demand to
continue in the second quarter and into the second half of our fiscal year. We believe that our portfolio of large global customers like CAT is another
point of differentiation for the company. Revenue growth across these top customers today is being driven largely by the ongoing 3G-to-LTE
upgrade cycle.

Consolidated gross margin in the first quarter of fiscal 2021 was 38.7% and consistent with the prior quarter and prior year. Although stabilizing,
our gross margin remains under pressure due mainly to the decline in Telematics Products revenue attributed to the COVID-19 outbreak in the
quarter coupled with a write-off of excess inventories as we transition out of the automotive vehicle financing business. Now that we have completed
the closure of the Oxnard, California manufacturing facility, and moved all product assembly to Tier 1 contract manufacturers, we will be able to
leverage the efficiencies gained in working with these experienced manufacturers to enhance the margin profile for our telematics devices. Further,

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we are very focused on transitioning our extensive device installed base to a software and subscription business model, which will also help improve
our future consolidated gross margin.

Adjusted EBITDA in the first quarter was $6.5 million with an adjusted EBITDA margin of 8.1% compared to adjusted EBITDA of $7.8 million and an
adjusted EBITDA margin of 8.9% in the prior quarter. Although our EBITDA margin declined 80 basis points, the company executed well around
its cost-saving initiatives in the quarter. As adjusted EBITDA was impacted by the decline in Telematics Products revenue, we instituted various
cost-containment measures, which resulted in savings of approximately $2 million in the quarter. Moreover, we continue to manage our spend
carefully in this period of uncertainty. And our focus has been on closely managing personnel costs, including delayed hiring as well as the timing
of discretionary spend around T&E, professional services and marketing, among others. As such, during this time, we have maintained a relatively
consistent headcount level without instituting layoffs or employee furloughs. Our non-GAAP operating expense as a percentage of revenue was
36% for the current and prior quarter, and we expect to manage our operating expense in line with consolidated revenue growth as we navigate
through this period.

Now turning to our current liquidity position. At the end of the first quarter, we had total cash and cash equivalents of approximately $104 million
compared to $107 million last quarter. Our aggregate outstanding debt is approximately $263 million, and we recently redeemed the remaining
$27.6 million of our 2020 convertible notes, which were paid on May 15. During the first quarter of fiscal 2021, we were also pleased with our net
cash flows from operating activities of $5.9 million compared to $8.2 million in net cash provided by operating activities in the prior quarter. As we
navigate through the downturn and finalize the integration of our acquired businesses, our focus will remain on improving working capital in order
to enhance cash flows generated from operating activities. With that said, we believe that our strong balance sheet and available capacity on our
revolving credit facility will enable us to weather through a potentially extended downturn while also positioning us to compete effectively across
the fragmented markets we target.

Now turning to guidance for the second quarter. Visibility into customer demand and product shipments from our suppliers in Southeast Asia and
Mexico remains uncertain at this time. As a result, we are not providing guidance for the second quarter. We still expect revenue pressure in the
second quarter with customer demand increasing in the second half of our fiscal year. Overall, our team is doing an effective job proactively
addressing and managing this crisis in order to mitigate the impact to our business. As we obtain more clarity regarding the future business outlook
and overall customer demand, we expect to return to providing quarterly guidance.

With that, I'll turn the call back over to Jeff to provide some final comments before we open the call up for questions.

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Thank you, Kurt. In closing, I am pleased with our solid results in the quarter as well as our continued progress on our operating plan and strategic
initiatives. We are making improvements across our business and remain focused on aggressively transitioning our business to a SaaS model.
Although visibility remains limited due to the current pandemic, we feel confident that we will emerge from this crisis as a leaner, more focused
and more profitable company.

With that, now I'd like to open the call up to questions. Operator?

QUESTIONS AND ANSWERS
Operator
(Operator Instructions) Your first question comes from the line of Mike Walkley of Canaccord Annuities.

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Thomas Michael Walkley - Canaccord Genuity Corp., Research Division - MD & Senior Equity Analyst
Congratulations on the strong results in the tough environment. First question for me is just gross margin longer term. I mean, clearly, you're not
giving guidance for Q2, but can you talk about gross margins where they could trend to by phasing out of the car theft business? And then also,
you've talked about some synergies from contract manufacturers and scale and improving hardware gross margins. So without giving near-term
guidance, how should we think about kind of gross margin targets as business starts to recover in the second half of the year and longer term?

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
Yes, Mike, so as you pointed out, we aren't giving any future-looking guidance. I would say that for the second half of this year, margins will continue
to be under pressure. Primarily this quarter, we noted that the COVID-19 impact, which impacted our Telematics Systems revenue was a factor.
Additionally, as we made the move to transition out of the auto vehicle finance business, we took a $600,000 hit on excess inventory impacted this
quarter. But I will say that we are pretty pleased with the fact that we finally closed our Oxnard, California facility. We're now moving to gain
efficiencies in working with these Tier 1 contract manufacturers, which we think will help us improve margins. Additionally, I think as we continue
to work hard to transition more to our software and subscription services that will help drive margins up. And so there are a number of initiatives
that are in place. But I just have to say that in terms of this year and in particular, the second half of the year, the margins will remain under pressure.
And then as we come out of this, the impact of COVID-19, we believe some of these cost measures that we've taken will ultimately allow us to
expand margins to above the 40% range.

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Yes. And then just, Mike, one other thing I'd just like to add to that, I was very pleased that we were able to hire a key member of our management
team to head the SVP Global Supply chain job. Nathan Lowstuter has deep experience in supply chain. And to-date, our focus has really been more
on on-time delivery and quality. And I think, over time, Nathan is going to really help us get much more focused on the margin part of our business
in terms of managing our contract manufacturers.

Thomas Michael Walkley - Canaccord Genuity Corp., Research Division - MD & Senior Equity Analyst
Understood. And just on the software and services, I know you're not providing guidance, but with the drop this quarter due to timing and some
installations, how should we think about the roll-off of the car theft recovery over the 2-year period, I think, of the contracts? How should we think
about that as a headwind versus maybe some tailwinds as installations come on board later in the year?

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Yes. There's a couple of things going on. One, that's a pretty small business, as Kurt described. In addition to that, we're going to honor existing
service commitments. So it's a fairly slow wind-down or it's very manageable in terms of -- all that said, it allows us to really focus on our fleet
management and supply chain logistics business that we think is more critical to the long-term growth in SaaS. And we expect to see continued
improvement, some this quarter and more in the back half of the year as installations improve across the business. We talked last quarter about
our -- in particular, our Synovia business. The installations were affected, and that slowed some of the SaaS revenue there. So we've got a number
of things going on in addition to the sales focus that will help offset that. I think more importantly, rather than focus on that business kind of
gradually moving away, I think it allows us to really get focused on what can be real drivers of the kind of revenue growth organically that I think
all of our investors are looking for.

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Thomas Michael Walkley - Canaccord Genuity Corp., Research Division - MD & Senior Equity Analyst
Great. Last question from me, and I'll pass the line. Just in your talking with your U.S. customer base on the LoJack business, what's the feedback?
And what do you think the timing is as you transition that business from hardware to more recurring revenue? How should we think about that as
you break out that piece of business in terms of that modeling down, but helping your overall recurring revenue line?

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Yes. I think on the LoJack business, we took this action this quarter as a part of our commitment to provide more transparency to investors across
the business. And last year, we also appointed a general manager to specifically oversee that business because we believed it needed attention,
right? And so our goal there is, in terms of our dealer partners, I mean, the business is changing. We've been primarily offering our legacy SVR
product that operates on a different -- on a RF frequency as opposed to mobile frequency. And the world is really moving to telematics. And we
think we'll have much more -- we'll have a product that delivers a lot more value to the customer in addition to still having the SVR capability and
that will allow them to be more connected with their customers post-sale. So not only does it help them from a lot management perspective, but
this post-sale engagement with the customer is really, really important. So what's going to be incumbent upon us is to really convince our top
dealer partners, and it's a pretty concentrated business when you look at it. So we're being very aggressive on that in the quarter to convert as
many of them as we can to a telematics solution.

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
And just to add to that, Jeff, I think, Mike, you asked about the time frame. I mean, this transition has been in place for a little while now. But certainly,
with the new leadership here and guidance from Jeff, there's a heightened focus on it. As we look at the time frame that this may take, realistically
speaking, it could be as much as a low end 18 months, but probably could be as much as 36 months out there for the full transition to actually take
effect.

Operator
Our next question comes from the line of Scott Searle of Roth Capital.

Scott Wallace Searle - Roth Capital Partners, LLC, Research Division - MD & Senior Research Analyst
Nice quarter guys in a very tough operating environment. Maybe to start out, just a couple of questions around calibrating on the quarter. MRM
had a very nice step-up. Part of that seems like it was catch-up in terms of the inability to ship product due to component availability in the fourth
quarter. Could you help us understand what that one-time catch-up was, so maybe we can normalize for what the real run rate of MRM as maybe
linearity on a monthly basis that you're seeing in the quarter for MRM.

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
Sure, Scott. Thanks for the question. So just to give you some perspective, and I think we laid this clearly out in our fourth quarter earnings
announcement back in the May time frame. We had indicated at that time, that we had approximately $8 million of incremental backlog that was
unshipped at that point in time. In this quarter, we do believe that we shipped a large portion of that backlog. And as a result of that, that did
impact or help impact our MRM products' revenue. You pointed out that sequentially, that revenue line item was up. And I believe it was at least
partially impacted by that. I think our focus right now on Q2 is, there still remains pressure. As we've said before, the impact of COVID-19, we believe,
will be highly concentrated on the first half of this year. And the second half will really be the time frame when things will start to lift a bit. So
currently, we shipped, I would say, a large portion of that backlog, and it did impact our MRM product revenue.

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Scott Wallace Searle - Roth Capital Partners, LLC, Research Division - MD & Senior Research Analyst
Very helpful. And then maybe just a follow-up then on the LoJack SVR product side. A big step down this quarter, managed step down to the $6
million and change. It sounds like -- so that will transition, the expectation is what to 0 or to a couple of million a quarter over an 18- to 36-month
period? And then along with that, what are the ARPUs that you're thinking about within that LoJack dealer base? Because now it sounds like you
referenced some comments related to specific frequencies to LoJack versus more standards-based or maybe LTE or Cat-M1 type of solution where
you could offer more connectivity, more different types of solutions to that existing installed base once you got the product onboard there. So I'm
wondering what the thought process is and what the target is in terms of how you're thinking about ARPU maybe 18, 24, 36 months out.

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
Okay. So Scott, I'll try to break that question down. There were a couple of questions there. I think, first off, let me just answer by saying, obviously,
the LoJack business, the LoJack products business was impacted by the shutdown, the shelter-in-place mandates for the quarter. So we do not
expect that this step down that you see this quarter will persist out beyond, let's say, the next couple of quarters. That being said, we also do not
expect that this business will run aground to 0. We do believe that there's a baseline revenue that can be realized through the sale of legacy LoJack
products. All that said, obviously, our focus has been on transitioning to a telematics solution, and that is in progress, still early days. But we expect
that to happen more rapidly here, and that's been the milestone or expectations that Jeff has set forth for the team. In terms of the ARPU associated
with that, right now, we have a growing base of subscribers. We're targeting an ARPU that is, say, in the range of $7 to $9 on a monthly basis, which
is fairly consistent with what we've done with our international businesses. And Scott, you know very well that we believe that the success we've
had in Italy and now in places like Mexico, we can replicate here in the U.S. We've just got to educate our dealer partners and be more aggressive
at transitioning them from the hardware sale to a telematics solution.

Scott Wallace Searle - Roth Capital Partners, LLC, Research Division - MD & Senior Research Analyst
Got you. Very helpful. And 1 last multipart question, if I could. Looking at the software and services side of the equation, it looks like there were
installation headwinds there. Was that all of the shortfall? Or were there some other elements like with Synovia, were there -- was there churn?
Were their deactivations kind of given what's been going on in terms of the pause or shelter in place? And I'm wondering if you have some early
thoughts as to what the SaaS mix would look like if we're looking at 18 or 24 months, what the bogey is on that front?

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Yes. So on the SaaS revenue, yes, it was predominantly affected by the installations. From a churn perspective, we didn't see any particularly big
spike in churn. It was more of a normal quarter there. And we were affected in some of the school districts by not being able to get access to the
buses in those cases. Some of that also some of our LoJack Mexico and Italy businesses as well as the U.K. were also affected, and they're in that
SaaS category as well. And then the second part of the question, I'm trying to remember. Kurt, do you recall.

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
No. Scott, can you repeat the second half of that? I know you asked about churn, but...

Scott Wallace Searle - Roth Capital Partners, LLC, Research Division - MD & Senior Research Analyst
No, just in terms of your overall SaaS focus for the company, as we look out over the next couple of years, you brought in Arym. You're obviously
bringing in more management team with the DNA in and around recurring solutions. So, I'm kind of wondering what the high-level thoughts are
where you'd like that to be?

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Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Yes. Yes. Preliminarily, I think, we were on record saying, we're trying to get that to 40% longer term. We're more aspirational than that. I mean --
but we've already seen some great things. As Arym and his team have done a few things. One, we rolled out a new compensation program this
quarter, a system that I think does a better job. One, incentivizing our salespeople to go out there and get much longer-term enterprise agreements
with customers, rewards them for SaaS revenue versus product revenue and really drives us, I think, more strategic thinking. I've been really pleased
with what we've been able to do in terms of the level of engagement we have with our customers. And in fact, the level of discussion we're going
in there very proactively as it relates to 3G to 4G. And that's a great opportunity to introduce the new sales team there and drive up those software
revenues. And to me, over time, again, the more we can focus on our core products here. So some of these strategic moves we made may seem a
little, but inside the company, I think, they're going to be big, and the company is very aligned on this SaaS initiative.

Operator
And our next question comes from the line of George Notter of Jefferies.

George Charles Notter - Jefferies LLC, Research Division - MD & Equity Research Analyst
I guess, I'm curious about the step down sequentially in the software and subscription services business. I understand not getting access to vehicles
and having installs delayed. But I guess I would have expected that revenue number to be more consistent with the February quarter, given that
it's more of a recurring type model here. Is there something I'm missing that explains the step function down here?

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
Sure, George. Let me take a stab at that. I guess the first thing to keep in mind is with, especially, the Synovia business as well as the LoJack Italy
business, which were the 2 product lines that were probably the most significantly impacted by the lack of installations. There is, oftentimes, a
component of that recurring revenue arrangement that is recognized upfront associated with the value of the actual hardware installation. And
so that did have an impact in the quarter. So said another way, specifically, I'll use LoJack as a good example because we sell LoJack hardware as
a standalone device in other aspects of our business, especially here in the U.S., that's then used and coupled with a subscription arrangement. In
those instances, we are required to record that revenue upfront. So although LoJack Italy may have an enterprise arrangement, say, with a customer
like ALD that requires continuous installation of the hardware devices, when you're impacted by a pandemic like that, you can't get access to any
vehicles or to the customer, it has a pretty sizable impact. So anyway, that's really the explanation. It is around installations and the inability to
recognize the revenue associated with the hardware element of those subscription contracts.

George Charles Notter - Jefferies LLC, Research Division - MD & Equity Research Analyst
Got it. And then, of that revenue number for this quarter, just out of curiosity, can you give us a sense for how much is tied to that hardware
installation? How much is it? Is it 1/3? Is it 1/2? Just out of curiosity.

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
Yes, great question. And usually, the best way for me to answer that is just in terms of the typical type contract. If you have a contract, let's say, for
a higher-end fleet management service, we would expect an ARPU that may range anywhere from $18 on the low end to a high end of $25. And
of that contract that may be over 48 to 60 months, we tend to see something between, say, 25% and 30% could be allocated to the installation of
the actual hardware device, depending on the type of hardware device that they ultimately go with in the overall service arrangement.

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Operator
And our next question comes from the line of Jerry Revich of Goldman Sachs.

Jerry David Revich - Goldman Sachs Group Inc., Research Division - VP
This is Jerry Revich. Nice to hear from you all. I'm glad you're all doing well. I'm wondering if we could talk about the subscriber count. Can you tell
us what the subscriber count was at quarter end? And can you just give us an update on how we tracked by International LoJack versus Synovia
versus other businesses?

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
Sure. So just to answer part of that question initially. So last quarter, our subscriber count was somewhere in the range of 1.325. This quarter, it
declined to about 1.307. Most of that decline was in the area of the automotive vehicle finance category. That category, as I mentioned earlier, in
the prepared remarks, has about 385,000 subscribers, and that did decline a bit in this quarter. Outside of that, across the board, most of our
subscriber account remain fairly consistent for the other businesses. As it relates to international, I don't have the exact number calculated. I probably
would say maybe 1/4 to 1/3 of it is probably international with the rest being domestic.

Jerry David Revich - Goldman Sachs Group Inc., Research Division - VP
Okay. And then I was impressed with your performance in MRM this quarter given the production shutdowns globally. Can you talk about how
much of a benefit you had from LTE transition, just to expand on the drivers of your performance there?

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Yes. Jerry. Definitely -- we definitely benefited from the LTE -- from the 3G transition for -- especially on some of our big customers. We saw very
good growth. Whether we have COVID-19 or not, right, the fact of the matter is that these networks are going to be transitioned in short order. So
working with our customers, our product team did a very nice job enabling the sales team with data to go directly to the customers and talk to
them how we can best solve this in a multi-year kind of arrangement. And we had success, as Kurt mentioned in his script with the large customers.
I think when we think about our business in this fragmented industry, the fact that we do have some very big customers who are internationally
focused is a real advantage to us, and that definitely helped this quarter. And it will for the balance of the year as well, I believe.

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
Yes. Just to give you some perspective, Jerry, I mean, in terms of our overall MRM revenue composition, approximately 80% to 85% was generated
from the purchase of LTE products.

Jerry David Revich - Goldman Sachs Group Inc., Research Division - VP
And Kurt, is it possible to parse it out, let's say, out of that 80% or 85% that's LTE, how much was specifically because of replacement on existing
hardware versus on new hardware? Is that something that's possible to tell?

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
It's not something that we have available right now. I mean we are looking at that fact pattern in assessing our existing customers as well as a
number of customers or potential customers that are out there looking at the type of data that's available in the marketplace as to the number of
devices that they have and where they might stand in their overall upgrade program. We do know, just based upon our experience especially over

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JUNE 25, 2020 / 8:30PM, CAMP - Q1 2021 CalAmp Corp Earnings Call

the last year or so that the larger enterprises, as Jeff pointed out, and these are enterprises like Caterpillar, Verizon Connect, Trimble, they have
been much more quick to move. However, we're seeing that a lot of our smaller, medium-sized customers and, in particular, the telematics service
providers, the TSPs, have been a bit slower to move, probably because of the cash flow implications of that change. So that being said, as Jeff had
mentioned, we're strategically engaged with our customers and having those conversations right now, trying to understand what we can do to
meet their needs in an effort to ensure that we don't have a mad rush as the sunset is upon us and to handle it in a more orchestrated fashion.

Jerry David Revich - Goldman Sachs Group Inc., Research Division - VP
Okay. And lastly, can you please expand on U.S. LoJack SVR strategic plan? Even before the decline this quarter, the business was EBITDA negative
a year ago and, obviously, facing some challenges. So what's the path forward here because you're still going to have to pause to support the
legacy product base? Can you just expand on that part of the discussion and the fact that you're splitting it out as a separate segment. I'm wondering
if that's a signal for evaluation of strategic alternatives as well.

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Yes. Thanks, Jerry. Listen, I think that as we look at the business, you're right, it's been under pressure for quite some time in addition to our focus
on telematics. And we've probably been saying that for a long time, but I think that what you'll -- the difference is we've really got a focused strategy
to drive that with specific milestones and time frames that we can evaluate to say, okay, we said we're going to convert and transform this business,
how are we doing? How are we doing at the end of the second quarter and at the end of the third quarter and the end of the fourth quarter, so we
can evaluate whether it makes sense to continue down this path or do we need to think about other alternatives there. But I think we've got a really
good shot. The team is doing a really good job getting in front of our large customers. At the same time, we're looking for opportunities in the
short run with -- to take out some additional expense. We've always been very cautious there. You're right. You still have to maintain the infrastructure
for -- some of the infrastructure for the legacy product, but I think we can make some progress there. But importantly, for our investors, I think the
difference are these milestones and the fact that we're now really -- we've got a general manager in charge of that business. We're very, very focused
on how we're doing each month, each quarter throughout fiscal year 2021.

Jerry David Revich - Goldman Sachs Group Inc., Research Division - VP
And Jeff, it just feels like the overhead cost for that business is going to be a lot to absorb because the problem is not really at the gross margin
line, we're running what looks like about $6 million per quarter in overhead for a $12 million revenue business a year ago, $6 million revenue
business this year. Can you cut costs significantly out of that SG&A base? It just looks like that network costs are extremely high, and I know I'm
having trouble seeing the path forward.

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Yes. Kurt, would you talk about some of the things we've done on the network side, please?

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
Yes, sure. Jerry, you do have a great point, and it's something that we're looking at carefully. I mean we do think that there are some cost attributes
that we can rationalize out. Obviously, things like the tower infrastructure is critical to maintaining the services on the legacy system, meaning the
RF technology. But as you start to move the customers to a cellular-based technology, those costs dissipate over time. So we are looking at the
business in the present tense, identifying those costs that we can strip out of the business, but do it in a way it doesn't disrupt our opportunities
to move rapidly to the telematics space. And we believe that once we get to the telematics model, the subscription model, we'll be bringing,
number one, more value to our customers, our dealer partners; but two, deliver in a way that's a lot more cost-effective to us as an enterprise. So
those are topics that we're looking at very closely. And as Jeff mentioned, we've appointed a general manager there to assist that effort and I'm
pleased to say that we're going to be providing additional transparency to hold us accountable so that we execute.

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Operator
(Operator Instructions) Your next question comes from the line of Mike Latimore of Northland Capital.

Michael James Latimore - Northland Capital Markets, Research Division - MD & Senior Research Analyst
Great. Just on the software and subscription business. Just kind of curious about the pattern of that through the quarter. Was there kind of a big
step down in the first month and then a stabilization? Or has it been sort of declining month-by-month throughout the quarter?

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Well, in terms of -- as we mentioned that, really, one of the drags in the quarter was around the installation. And so that got better as we got later
in the quarter as more the markets around the country opened up, but it was a struggle. I mean it was the kind of thing where every day, we are
looking at our list of pending installs, talking to our installers, working with our sales team to reach out to our customers. And so it did get better
at the end, but still, when you look at what's going on across the country, you know that the openings taking place at different -- at a different
pace, depending on the region or the state. And so we had to manage through all of that. But I do think it got better. And as we enter into this
quarter, we felt better about our prospects of getting access. There will still be some drag there, but we're feeling better. That's getting better each
day.

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
The only thing I have to add, Mike, just on that is, a big part of that is Italy. And you know in listening to all of the media that Italy was pretty
significantly impacted as a country and in particular, our business is concentrated in the northern part of Italy. So there was an impact, especially
early in the quarter. And then as you look to Q2, keep in mind that we're going into the summer months, and so our hope is that the business will
pick up. However, given some of the seasonality that goes into it, Q2 will still be impacted a little bit by the normal seasonality with the summer
months.

Michael James Latimore - Northland Capital Markets, Research Division - MD & Senior Research Analyst
Great. And then on the school district commentary, I guess, have the school -- have your school customers signaled that, "Hey, we know we're
going to reopen. We know we'll have -- be able to do more installs." What kind of commentary are they giving you at this point?

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Yes. I mean we're still proceeding with installs as we get access. So we've had good success with that. And as I've just mentioned, we're building
momentum there. As it relates to next year, they don't have all the answers yet. As you know, when you look across the country, it still remains
unclear. I'm very happy that our sales team hosted a customer advisory board meeting with a number of our leading customers in that space to
kind of walk through the -- what next year looks like. And I still think a lot remains to be determined on that. And just to remind our investors that
this is a recurring revenue model. It's a software-as-a-service subscription for us. And as they talked about the various ways it could open up, who
knows, it could offer some opportunities to run 2 routes a day for the school buses versus 1 because of social distancing. And so I think the team
has been fairly innovative, adapting and rolling out new services to support our customers as they navigate through these COVID-19 issues, but
it's still uncertain exactly how they're going to open up next year. We're just trying to be a very good partner and work with them through that
process.

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JUNE 25, 2020 / 8:30PM, CAMP - Q1 2021 CalAmp Corp Earnings Call

Michael James Latimore - Northland Capital Markets, Research Division - MD & Senior Research Analyst
Yes. Okay. Great. Makes sense. And I just want to make sure I have the right number here. Network and OEM, so that was $14.7 million?

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
I'm sorry. The actual hardware portion of it?

Michael James Latimore - Northland Capital Markets, Research Division - MD & Senior Research Analyst
Yes, yes.

Kurtis Joseph Binder - CalAmp Corp. - Executive VP, CFO & Principal Accounting Officer
Yes, it's about $14.7 million for the quarter.

Operator
And at this point, I'd like to turn the call back over to Jeff Gardner, President and CEO, for any closing remarks.

Jeffery R. Gardner - CalAmp Corp. - Interim President, CEO & Director
Thank you. And thank you all for joining us on the call today and for your continued interest in CalAmp. One final note. For those that would like
to schedule a meeting with us, we'll be participating in the Jefferies Global Industrials Conference in the first week of August and the Canaccord
Conference in the second week of August. Both are virtual events. Please contact your sales representative or the Shelton Group if you'd like to be
added to our meeting schedule. I look forward to discussing our continued progress during our fiscal second quarter scheduled in late September.

Operator, you may now disconnect the call.

Operator
Thank you. This does conclude today's conference call. You may now disconnect.

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