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Impinj, Inc. (NASDAQ:PI)
Q2 2019 Earnings Call
Jul 29, 2019, 5:00 p.m. ET

Contents:

  • Prepared Remarks
  • Questions and Answers
  • Call Participants

Prepared Remarks:

Operator

Good afternoon, and welcome to the Impinj Second Quarter 2019 Earnings Conference Call. [Operator Instructions]

I would now like to turn the conference over to Ellen Davis Hayes-Roth, Investor Relations. Please go ahead.

Ellen Hayes-Roth -- Investor Relations

Thank you, operator. Good afternoon, and thank you all for joining us to discuss Impinj's second quarter 2019 results. On today's call, Chris Diorio, Impinj's Co-Founder and CEO will provide a brief overview of our market opportunity and performance. Eric Brodersen, Impinj's President, COO and Principal Financial Officer will follow with a detailed review of our second quarter 2019 financial results and third quarter 2019 outlook. We will then open the call for questions. Impinj's CFO Consultant, Linda Breard and Impinj's Executive Vice President of Sales and Marketing, Jeff Dossett are also on the call and will join Chris and Eric in the Q&A session. Management's prepared remarks, along with trended financial data are available on the Investor Relations section of the company's website.

Before we start, please note that we will make certain statements during this call that are not historical facts, including those regarding our plans, objectives and expected performance. To the extent we make such statements, they are forward-looking within the meaning of the Private Securities Litigation Reform Act from 1995. Any such forward-looking statements represent our outlook only as of the date of this conference call.

While we believe any forward-looking statements we make are reasonable, our actual results could differ materially because any statements based on current expectations are subject to risk and uncertainty. Please see the risk factors section in the annual and quarterly reports we filed with the SEC for additional information about these risks. We do not undertake an expressly disclaim any obligation to update or alter our forward-looking statements, whether as a result of new information, future events or otherwise, except as required by applicable law.

During today's call, all financial numbers we discussed except for revenue or where we explicitly state otherwise are non-GAAP financial measures. Balance sheet and cash flow metrics are on a GAAP basis.

Before turning to our results and outlook, I'd like to note that the company will attend the 22nd annual Oppenheimer Technology Internet and Communications Conference on August 7th in Boston. The 39th Annual Canaccord Genuity Growth Conference on August 8th in Boston. The Needham Industrial Technologies 1x1 Conference on August 14th in New York. And the Dougherty 2019 Institutional Investor Conference on September 5th in Minneapolis. We hope to see many of you there.

I will now turn the call over to Chris Diorio; Impinj's Co-Founder and Chief Executive Officer. Chris?

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Thank you, Ellen. Thank you all for joining the call. Our second quarter results were strong, highlighted by $38.2 million revenue, solid performance in both endpoint ICs and systems and another record quarter. The gateway side of our systems business was especially strong, led by a key project in North America. Endpoint IC year-over-year revenue growth was solid with apparel retailers increasing adoption despite macro crosscurrents and trade tensions. Retailers continue to view RAIN as a strategic differentiator that improves inventory visibility, enhances supply chain efficiencies and increases sales. Growing adoption by the performance apparel and footwear segment contributed meaningfully to our quarterly results.

Turning to our progress, releasing the first ICs in the Impinj M700 family, feedback from inlay partners and end users has been extremely positive on both performance and features. Momentum continues building as our IC qualification and our partners' inlay in qualifications proceed in parallel. Those qualifications, our production timeline and end user adoption cycles mean the M700 family should begin favorably impacting our business next year.

Our systems business exceeded expectations with record revenue led by reader and gateway sales into supply chain and logistic opportunities, including that key North America project buoyed by a broad base of other opportunities. I'd like to highlight one of those opportunities, automotive, which today is a small part of our business. When a partner recently showed an Impinj-based reader inventorying 1,000 individually tagged automotive parts in sealed boxes on a conveyor belt, I saw both our vision and the full scope of the automotive opportunity.

We estimate the automotive industry uses more than 600 billion taggable parts per year and needs systems to read those tagged items all as part of Industry 4.0. It is too early to predict the timing of at scale item level RAIN adoption in automotive, but the opportunity is huge and automotive is just one of many broad-based opportunities our partners are pursuing with the second example being aviation.

At the International Air Transport Association's 75th annual meeting in June, IATA unanimously approved using RAIN for global baggage tracking. The IATA resolution commits airlines to adopt luggage tags with RAIN inlays and airports and ground handlers to deploy readers to reduce bag mishandling. Without specifying timelines, the resolution expects the aviation industry can reach global adoption in four years. The tagging opportunity is more than 4 billion bags annually and the system's opportunity spans thousands of airports and facilities. And I'm especially energized by such a marquis industry choosing RAIN for its logistics needs. I believe this baggage tracking initiative will be a bellwether for other industries to similarly drive large scale RAIN deployments.

Key second quarter industry events included the RAIN Alliance meeting in Italy and GS1 Connect in Colorado. I spoke at both events about Impinj's vision of connecting and virtualizing every item in our world and the concomitant opportunity to automate data collection, optimize operations and engage consumers. I also highlighted what I believe is the challenge in realizing that vision, which is the fact that RAIN data today sit in closed corporate Internets rather than in the open Internet. I asked GS1 and the RAIN Alliance to sponsor a consortium of suppliers and end users to drive a transition from destroying Internet data stores to the open Internet of Things using the Internet history as a guide. I believe the data sharing needs of the aviation industry require a first step in that direction and that ongoing initiatives within GS1 and the RAIN Alliance will further advance our vision of expanding the Internet's reach to trillions of every day items.

In June, we filed a patent infringement lawsuit against NXP USA, citing 26 of our U.S. patents that NXP's UCODE 7 and UCODE 8 ICs misappropriate without a license. These patents cover key Impinj innovations such as AutoTune, Integra, Enduro and FastID as well as circuit designs and implementations. Our patents are the hard earned fruits of our significant investment, dedication and hard work and we will defend them with firm determination even as we continue innovating to further advance the RAIN market.

Turning to new innovations in May DELO Industrial Adhesives, Muhlbauer and Impinj announced the new adhesive that reduces the curing time to bond a Monza IC to its antenna from 8 to 1.5 seconds. This adhesive enables future machines that produce up to 100,000 RAIN inlays per hour on a single assembly line, more than double today's rate. This innovation represents yet another step in our efforts to reduce inlay costs and enable connectivity for trillions of everyday items.

In closing, I would like to thank the Impinj team for their efforts this past quarter, and as always, in driving our bold vision. With another record quarter behind us marked by solid team execution, I remain confident in our market position and am excited about our opportunities ahead.

I will now turn the call over to Eric for our detailed financial review and third quarter outlook. Eric?

Eric Brodersen -- Chief Operating Officer and President

Thank you, Chris. Second quarter revenue was $38.2 million, a company record. Revenue grew 33.8% year-over-year compared with $28.5 million in the second quarter 2018 and grew 15.5% quarter-over-quarter compared with $33.1 million in first quarter 2019. Second quarter endpoint IC revenue was $23.7 million, growing 18.4% year-over-year compared with $20 million in second quarter 2018 and growing 8.5% quarter-over-quarter compared with $21.8 million in first quarter 2019.

Second quarter systems revenue was $14.5 million, growing 70% year-over-year compared with $8.5 million in second quarter 2018, led by a key North American gateway project. On a quarter-over-quarter basis, systems revenue grew 29.1% compared with $11.2 million in first quarter 2019.

Second quarter gross margin was 50%, flat on both the year-over-year and quarter-over-quarter basis. Total second quarter operating expense was $18.3 million compared with $18.3 million in second quarter 2018 and $18.8 million in first quarter 2019. We continue balancing our operating expense with our desire to invest in our opportunity. Research and development expense was $7 million. Sales and marketing was $6.9 million. General and administrative expense was $4.3 million.

Adjusted EBITDA for the second quarter was $800,000 compared with a loss of $4 million in second quarter 2018 and a loss of $2.3 million in first quarter 2019. The $4.8 million year-over-year improvement in adjusted EBITDA reflects our ongoing focus on execution as we invest for growth. GAAP net loss for the second quarter was $4.2 million. Non-GAAP net income for the second quarter was $600,000 or $0.03 per share using weighted average diluted share count of 22.3 million shares.

Turning to the balance sheet. We ended the second quarter with cash, cash equivalents and short-term investments of $59.8 million compared with $56.6 million in the prior quarter and $52.8 million in second quarter 2018. Inventory totaled $37.9 million, down $3.3 million from the prior quarter and down $15.4 million from second quarter 2018. We expect internal inventory to decline further by year end, albeit at a slower pace than the first half of 2019.

Before I transition to third quarter guidance, I want to say a few words about how far we have come in the past 18 months. We grew revenue from $25.1 million in the first quarter of 2018 to $38.2 million in second quarter 2019, setting four revenue records along the way. We shipped our 2 millionth connectivity device and our 30 billionth endpoint IC by December 31st, 2018. We announced the Impinj M700 endpoint IC family with its industry-leading innovations in March of this year. And we achieved adjusted EBITDA profitability this quarter. I'm incredibly proud of the team's dedication, commitment to excellence and execution as we continue to lead our growing industry.

Turning to our outlook, we expect third quarter revenue between $37 million and $39 million, a 10% year-over-year improvement at the midpoint of the range. We expect adjusted EBITDA to be between a loss of $750,000 and a positive $750,000. On the bottom line, we expect non-GAAP net income between a loss of $850,000 dollars and a positive $650,000, reflecting a non-GAAP per share earnings of between minus $0.04 and plus $0.03 on a weighted average diluted share count of 21.8 million to 22.4 million.

In closing, I want to thank our team, our customers, our suppliers and our investors for their ongoing support.

I'll now turn the call to the operator to open the question-and-answer session.

Questions and Answers:

Operator

We will now begin the question-and-answer session. [Operator Instructions] Our first question comes from Scott Searle with ROTH Capital. Please go ahead.

Scott Searle -- ROTH Capital -- Analyst

Hey, good afternoon. Thanks for taking my question. Nice quarter, guys. Hey just to get my hands around the sequential outlook as you're looking into the September quarter, it sounds like you certainly had a positive impact on the systems side. Is that more one-time in nature, is that what we're seeing in terms of sequential basis? Kind of wondering what give and takes are that you're seeing sequentially from an endpoint in a system standpoint into the third quarter? And then I had a couple of follow ups.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

So Scott, as I understand the question, the first one is the large systems opportunity, is it one-time opportunity and -- or we project it to continue. And the second question is just kind of overall how the outlook looks for our business, is that a correct?

Scott Searle -- ROTH Capital -- Analyst

Yeah, just trying to read into the seasonality, Chris, into the the third quarter because you had a nice second quarter here. How much of that is continuing? How does it look between ICs and systems?

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Okay. So I guess I'm going to start by saying, we just delivered a strong second quarter, as you said. And looking at the combined second quarter results and third quarter guidance, we're super pleased with how the business is growing. In terms of kind of project-based revenue, we feel good about our project-based opportunities going forward and we see strength in both endpoint IC business and systems heading into third quarter. So overall, we're pleased with how the business is going. And in terms of kind of the overall seasonality we see in the business, we typically see as we head into the fourth quarter, we typically see endpoint ICs a little bit slower and systems revenue typically picking up in fourth quarter, although the variability on a year-over-year basis can kind of mask any one year.

Scott Searle -- ROTH Capital -- Analyst

Got you. And maybe to just follow up on the M700, it sounds like you guys are making very rapid progress both from a customer standpoint and an inlay standpoint. It sounds like revenues start to ramp up in 2020. I'm wondering if you could provide a little bit more color. Are you starting to see the traction with new customers, new designs, are you swapping out some existing wins? And do you have any idea how quickly that's going to phase in, maybe by the second half of 2020 in terms of the mix of revenues?

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

So right now, we're in the qualification, approval and production ramp cycle. Those things take time because we do our call, our inlay partners do their call, our customers do their call and then the productions ramp start. So we expect the impact to occur in 2020, we expect a favorable impact.

We do feel that both the capabilities of the M700 family in terms of its features as well as the performance not only allow us to supplement and in many cases kind of augment existing deployments, but actually open up new opportunities either based on opportunities or those opportunities, I mean the capabilities or features or both.

Scott Searle -- ROTH Capital -- Analyst

Got you. And maybe one last if I could and then I'll hop back in the queue. But the IATA news clearly positive, I was wondering if you could provide a little bit more color in terms of what sort of an impact you would expect in 2020. Are there -- is there visibility to a number of different carriers starting down that adoption curve? And maybe give us an idea what we've talked about, the number of bags per year being 4 billion plus, do you have an idea in terms of what the system sales build-out could look at as you're talking about supporting potentially thousands of airports? Thanks. Nice quarter.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Thanks, Scott. So beyond saying the opportunity spans thousands of airports and facility, the pace of the decline with the pace at which any individual airlines can move, as you know, kind of -- as well as kind of the overall growth rate of the adoption is it's really going to depend on how those airlines go and I think we'll get more visibility next year.

IATA has made some additional statements in terms of their expectations and their hopes to deploy several major airports relatively quickly. And they've made some statements in terms of where they see adoption heading. But beyond statements that IATA has made, I don't think we have anything to add at this point in time. Like I said, I think as things play out, we'll have some more information to share, but at this time we don't have any.

Scott Searle -- ROTH Capital -- Analyst

Hey, Chris, just one quick follow up there. Do you expect the decisions to be made unilaterally by the airlines themselves or are they going to be made by the various individual airports? Thanks.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

The answer depends on where in the world the airport is located. In the U.S., airports -- I mean, in the U.S., airlines are generally able to make their own decisions for any particular airport rollout because they basically have control over the part of the airport that supports them. Overseas those airports are common use airports. And so it's actually the airport that makes the rollout decision. So for that reason it's critically important that IATA made that announcement and made the decision to rollout because when they make the decision to rollout and all the airlines are on board that gives the impetus for the airports that are common use airports to begin their rollout.

Scott Searle -- ROTH Capital -- Analyst

Great. Thank you.

Operator

Excuse me. The next question comes from Craig Hettenbach with Morgan Stanley. Please go ahead.

Craig Hettenbach -- Morgan Stanley -- Analyst

Yes, thank you. The North American project that you referenced on the systems side, is there anything unique in that in terms of if look at kind of your existing business, whether it's new features or things you're doing with that customer?

Eric Brodersen -- Chief Operating Officer and President

Thanks, Craig. This is Eric. Yeah, what I can share is, yes, we're extremely excited about this particular project and it is in the North American supply chain and logistics space. So I can share that. But for confidentiality reasons, we really can't say more about the customer itself. And from a variance versus the balance of our business, we continue to sell broadly into supply chain and logistics focusing on the core capabilities of the platform across locationing, transitions, identity. So really right within the sweet spot of our sales motion.

Craig Hettenbach -- Morgan Stanley -- Analyst

Got it. And then just as a follow up on the commentary around inventory has been coming down and you expect to take it down into the back half of the year. Can you touch on just broadly from a customer and channel partner perspective, just how you feel inventory is situated today and anything new from a lead time perspective?

Eric Brodersen -- Chief Operating Officer and President

Let's touch, let's break those into two pieces. From a lead time perspective, we continue to be right on track with what our standard lead times are targeted at right in the four to six week lead time standpoint. From a channel inventory standpoint, we feel very good about overall into our position in the channel, healthy and we continue to work that as a normal matter of course.

Craig Hettenbach -- Morgan Stanley -- Analyst

Got it. Thank you.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Thanks, Craig.

Operator

The next question comes from Mike Walkley with Canaccord Genuity. Please go ahead.

T. Michael Walkley -- Canaccord Genuity -- Analyst

Great. Thank you, and my congrats on a strong quarter.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Thanks, Mike.

T. Michael Walkley -- Canaccord Genuity -- Analyst

Just following up again this North American project, can you give any color on duration, how much longer the gateway build-out is going to occur? And is this a customer that once the gateways are done you'll have incremental strong endpoint opportunity? And any chance you can maybe share that type of endpoint opportunity given it's quite a large systems project?

Eric Brodersen -- Chief Operating Officer and President

Yeah. Thanks, Mike. And when we talk about project-based deployment, as we've said before, they can span periods, they can stand longer time periods across the course of the year. So it's really just consistent with the way we look at large scale projects and something that we manage all the time. In terms of endpoint consumption, yes, it will certainly be a factor in our overall endpoint business, but not something that we -- we'll break out at this time.

T. Michael Walkley -- Canaccord Genuity -- Analyst

Great, thanks. And just building on that, can you just provide some color maybe on the pipeline of these larger systems deals, I mean system revenue has been quite impressive the first half of this year. You have the pipeline to keep that business growing because you're going to come up against some tougher comps longer term just given the huge acceleration the last few quarters? Thank you.

Jeff Dossett -- Executive Vice President, Sales & Marketing

Craig, this is Jeff Dossett. I think the way I'd characterize it is we have a healthy backlog, healthy bookings and a strong pipeline of opportunities. And it does reflect a range of transition used cases across a broadening range of industry verticals. So we feel good about the pipeline today.

T. Michael Walkley -- Canaccord Genuity -- Analyst

Great, thanks. And last question for me and I'll pass on the line. Just any updates on the competitive environment, both in endpoint and readers and for some of these large gateway deals in the airports. How do you think you're positioned to win your fair share of those deals? Thank you.

Jeff Dossett -- Executive Vice President, Sales & Marketing

Craig, this is Jeff again. I'd say no significant change in the competitive environment that we would call out this quarter. We still feel very confident on the merits of our technology and the strength of our go-to-market teams around the globe to be well positioned to participate in the significant opportunities that are emerging around the globe.

T. Michael Walkley -- Canaccord Genuity -- Analyst

Okay. Thank you very much.

Linda Breard -- CFO Consultant

Thanks Mike.

Eric Brodersen -- Chief Operating Officer and President

Thank you.

Operator

Your next question comes from Mitch Steves with RBC Capital Markets. Please go ahead.

Mitch Steves -- RBC Capital Markets -- Analyst

Hey yeah, thanks for taking my question. I just wanted to focus on the North American retail win. Just to be clear, in terms of the rollout, I guess the entire U.S. airports [Phonetic] going to rolled out or is there going to be specific cities, how do we get an understanding of like what the deployment is going to look like? I guess over the next 12 months?

Jeff Dossett -- Executive Vice President, Sales & Marketing

Hey, Mitch, this is Jeff. I just want to clarify that we refer to this as a North American supply chain and logistics project and not specifically a retail opportunity.

Mitch Steves -- RBC Capital Markets -- Analyst

Okay. Because the transcript says that retailers are continuing to impact apparel and footwear, right?

Jeff Dossett -- Executive Vice President, Sales & Marketing

Thanks for clarifying your question, Mitch. I mean, retail continues to be a strong market driver, and as the script mentions, in particular among performance apparel and footwear leaders. And these leading brands and retailers are increasingly commenting publicly on the benefits of RAIN RFID and we feel very good about the growth opportunities ahead.

Mitch Steves -- RBC Capital Markets -- Analyst

Okay. Got it. And then secondly, do you mind giving us a quick update on what the revenue mix is in terms of end markets for you guys. You guys typically talk about healthcare, retail and then I guess the airlines would be kind of the big three. Do you have a rough idea of what the percentage is in terms of those three to your total revenue?

Jeff Dossett -- Executive Vice President, Sales & Marketing

Mitch, this is Jeff again. We don't break out our revenue percentages for each of the markets or vertical sectors. What I will say is that some of the key drivers, in addition to continued strength in retail, includes supply chain and logistics and Smart Manufacturing and/or Industry 4.0 as it's often referred to more specifically within automotive and aviation.

Mitch Steves -- RBC Capital Markets -- Analyst

Got it. I guess just one more follow up, I'll just don't jump out just to clarify here. So if I think about the end markets you guys had your original filings, retail, healthcare and let's say airlines and I look out to 2020, do you think retail is going to be a higher percentage of revenue or a lower percentage?

Jeff Dossett -- Executive Vice President, Sales & Marketing

I think retail will continue to be a strong driver of market growth and opportunity. We do see growing adoption among supply chain and logistics and Smart Manufacturing, which helps to diversify the growth opportunities ahead.

Mitch Steves -- RBC Capital Markets -- Analyst

Got it. Thank you.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

And Mitch, I would just add that, as you think about the aviation opportunity, as you think about bags moving around through airports, really it's a logistics opportunity, it's tracking particular items as they move.

Operator

The next question comes from Jim Ricchiuti with Needham & Company. Please go ahead.

James Ricchiuti -- Needham & Company -- Analyst

Hi, thank you. Good afternoon. Can you say whether you had any revenues related to this North American logistics project in Q1 or was it all in Q2?

Eric Brodersen -- Chief Operating Officer and President

Jim, this is Eric. This is the second call we've highlighted this project, so we referenced it in our first quarter call and also today.

James Ricchiuti -- Needham & Company -- Analyst

So the question I had Eric also leading up to this, can you talk a little bit about the bake off through this. What was the selection process like, when did this project come into being, was it an RFP that went out six, nine months ahead of Q1 when you started to see some revenues? And what was the -- what do you think the deciding factor was in terms of you guys winning the business?

Eric Brodersen -- Chief Operating Officer and President

Why don't I lead on this and then Jeff can talk perhaps a little bit about the customer itself. But you know, from a process standpoint, I think this is a long standing project that we've been engaged with this customer for some time. And so, I would say that from a process standpoint, it's really about account engagement and the capabilities of the platform and our ability to support the customer at scale. And from a selling process standpoint, I think, Jeff, you want to add any highlights?

Jeff Dossett -- Executive Vice President, Sales & Marketing

Jim, I'd say that this particular opportunity followed a pretty typical assessment of technologies and capabilities available in the marketplace at the time. To Eric's point, I think customers like this customer select using a wide variety of criteria including our ability to stand aside our customers and their partners as they work to integrate the RAIN data that is enabled by the Impinj contributions in the context of a much broader enterprise wide transformation. So I think that the Impinj's ability to reflect its commitment to partners and customers and to their effort to integrate into enterprise business systems was a critical factor.

James Ricchiuti -- Needham & Company -- Analyst

The other question I have is how leverageable is this project, is this win? It sounds like you expressed the pipeline is pretty healthy on large projects side, I assume that's not only systems, but that's endpoints. But again, I'm just trying to get a sense, is this something that you feel you're going to be able to leverage in the near-term with other customers?

Jeff Dossett -- Executive Vice President, Sales & Marketing

Again, this is Jeff. We've certainly we've learned a lot with this customer and its partners and within the context of its enterprise deployment. And that enables us to learn a lot about the opportunity for other customers to build out solutions based upon the integrated and comprehensive Impinj platform. So I think as we engage more deeply in the real life implementations of our customers that learning is leverageable by our partners and by other end customers in the marketplace.

James Ricchiuti -- Needham & Company -- Analyst

Final question for me. I'm wondering if you can give some color on the business in the quarter and perhaps looking at the Q3 in terms of your major geographic regions?

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

So Jim, this is Chris. We see continued growth worldwide opportunities. I don't think we see any change in terms of the geographic distributions heading into third quarter versus second quarter or even versus first quarter. So just same across the board. And I may be putting words in your mouth, but you may be asking kind of the trade things that are going on a macro crosscurrents in terms of trade, whether that's affecting our business geographically. And as of right now, it hasn't been materially affecting our business. We still see strong growth in all geographies.

James Ricchiuti -- Needham & Company -- Analyst

So across the board in Q2, Chris, the growth that you saw into the regions was fairly uniformed?

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

I won't say fairly uniformed because it varies a little bit based on project-based revenue and other things. We cited the opportunity in North America being consistent revenue driver. But if I just look at the geographies and say, are they all healthy? Yeah, all the geographies are healthy. Are they all growing? Yeah, they're all growing. We see opportunities in all of them significantly.

James Ricchiuti -- Needham & Company -- Analyst

Okay. Thanks a lot. Congrats on the quarter.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Thank you, Jim.

Linda Breard -- CFO Consultant

Thank you.

Operator

The next question comes from Troy Jensen with Piper Jaffray. Please go ahead.

Troy Jensen -- Piper Jaffray -- Analyst

Hey, gentlemen, congrats on the result and a return to GAAP profitability.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Thank you.

Linda Breard -- CFO Consultant

Thank you.

Troy Jensen -- Piper Jaffray -- Analyst

Hey, Chris. to start with you, I would argue or I would guess that an NXP has been violating your IP for quite some time. So I guess I'm curious why now are you guys going after them and what do you think the legal costs would be for this IP litigation?

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

So I'm going to say something on the first part and then Linda will close off with the legal costs. As I noted in an open letter that we put forth to the community at the same time as we filed the lawsuit, we have been trying to engage in a discussion with NXP for two years. And during that time, they steadfastly refused to negotiate, but that's really to engage us. And so, finally we came to the determination that we had no choice but to file suit. So you are correct in your assessment that we've known about the situation for a while and we tried to do something and they basically left us no choice.

Linda Breard -- CFO Consultant

And then I'd say from spend perspective, legal spend is always part of our regular OpEx and it's contemplated in our guidance as we move forward. There's obviously a lot of factors that can impact what that is that we are closely monitoring and watching that as a company.

Troy Jensen -- Piper Jaffray -- Analyst

Understood. And then maybe just one for Eric here back on the M700. You know, I understand it takes a while to kind of penetrate new and existing programs here, but do you think a year out and the M700 becomes more of the business? What do you think the margin impact is going to be on the gross margin?

Eric Brodersen -- Chief Operating Officer and President

I think the exact representation of gross margins in that period that far out, I think it's a critical product launch for us. It's important to our overall business model and profitability. But as you should think about some of those customer qualification cycles and the deals that we're going after, I think Jeff can comment a little bit on sort of the framework of how that sets up?

Jeff Dossett -- Executive Vice President, Sales & Marketing

Yeah, I think what I would add is that in our experience, introducing a six generations of Monza product families, we haven't seen a significant impact immediately in a new product introduction. In fact, our products tend to have a very long life, as I believe you know well. So what we actually see is a layering of continued demand for existing ICs for some time as the market ramps in its adoption of the latest most performance endpoint ICs. So the impact is realized over time. But as Chris said earlier, we do anticipate the Impinj M700 having a significantly favorable impact later in the year.

Troy Jensen -- Piper Jaffray -- Analyst

All right. Thanks again, and congrats.

Linda Breard -- CFO Consultant

Thank you.

Eric Brodersen -- Chief Operating Officer and President

Thank you.

Operator

The next question comes from Charlie Anderson with Dougherty & Company. Please go ahead.

Charles Anderson -- Dougherty & Company -- Analyst

Yeah, thanks for taking my questions and my congrats as well on a really strong quarter.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Thank you.

Charles Anderson -- Dougherty & Company -- Analyst

So on on the script, Christ, you mentioned automotive, I thought it was very interesting. And certainly by this new or this customer that's helping in systems, we're seeing a lot of pickup in supply chain logistics. I wondered if you could just step back and help us with a rough sketch of where is RAIN RFID adoption in those two end markets? Supply chain logistics and an automotive, what are people using it for today and how much headroom is there to grow in those two end markets when you look at your pipeline of opportunities, how does it look compared to how it's being used today? And then I've got a follow up.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Yeah, sure. Thanks, Charlie. So if you think about where we are in the retail apparel space, I think when I typically speak out in public, we talk about the retail apparel being roughly 10% penetrated and that being the leading vertical in terms of adoption that's been going on for years. As I look at supply chain and logistics kind of across the board, we are way early days, probably some 1% penetrated in terms of the overall opportunity.

You think about where we are in aviation and just the overall supply chain space and automotive. Significant opportunities across the board, early days, lots of upside and that upside is reflected kind of in our pipeline. Without projecting far into the future, it's hard to say how these things are going to go over time and how quickly adoption will happen. But we do feel that there's great opportunities out there kind of across the board of the supply chain and logistics space.

Charles Anderson -- Dougherty & Company -- Analyst

And in terms of...

Jeff Dossett -- Executive Vice President, Sales & Marketing

What they're doing, in terms of what they're doing based upon the Impinj platform, I think if -- I think about supply chain and logistics, of course RAIN has contributed for some time in improving overall inventory visibility in a location. And the opportunity today is expanding to that level of visibility across the entire supply chain and logistics. So from manufacturer to distribution center to a store or end use marketplace. So I think that's a key trend. So things like docked over transitions throughout supply chain and logistics. So visibility is continuous throughout the supply chain.

And in manufacturing, we see many examples of deployments for work in progress or work in process manufacturing. Knowing where things are in an increasingly sparse manufacturing environment is critical. So transition of items into the manufacturing locations within the manufacturing location and then out to the next point of delivery. So tool tracking, work and process tracking are key transitions that are being enabled and enhanced with RAIN deployments.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Hey Charlie, not to pile on this question too much, but I do want to say one more thing about this because I cited the example. So the partner showed me the trading [Phonetic] system they were developing and it just had a sealed box, and I said, what's in a box? He said, automotive parts. I said, how many? He said 1,000. I said, 1,000 parts in one box? He said, yeah. And how are we doing? He said, great. I was thinking, wow, he know technology really now to the point. One of our partners can reliably inventory a 1,000 items in a sealed box. And that's why I cited it on the call because for me it just really highlighted our vision.

Charles Anderson -- Dougherty & Company -- Analyst

That's great color. Thanks, guys. So then, Chris, on M700, you did mention the partnership recently where you're able to really reduce the time to build one of these inlays. And then I think it's my understanding too that with a smaller IC, you potentially can have a smaller inlay so that could reduce some costs there. So I wonder, putting all these things together, how much cost can we reduce still in the overall, let's call it inlay or label and what kind of opportunities can those bring about in the market that aren't there today? Thanks.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Yeah. So I'm happy to answer that question. So because I'm going to say two things. Number one, as we said on a prior call, the Impinj M700 IC and family of ICs will have more than twice as many [Indecipherable] as any of our competitors. So we have introduced the product into inlay partners early on so that they can get experience on designing inlays with these ICs. So when I talk about our qual proceeding at the same time as their qual, we actually introduced the parts early enough into their qualification process so that they can basically build out and get that experience. And so, when I say things are going well, I'm excited about how they're doing and handling this small IC and getting performance out of it.

When we talk about improved performance of the IC itself, when you get a more sensitive IC you can either get a more sensitive inlay and get longer read range or you can actually shrink the size of the inlay, shrinking and still maintain performance. So shrinking the size of the inlay reduces the cost of the inlay itself and materials in-house as well as the packaging that it goes on and those things. So I can't say precisely what the cost reductions are going to be, but we push on overall cost reductions for the industry whether it happens to be in an adhesive that reduces the assembly time on a more sensitive inlay or more sensitive IC that can reduce the inlay cost and you should expect us to continue pushing in that direction for the next -- for as much as we can to spur adoption in the industry.

Charles Anderson -- Dougherty & Company -- Analyst

Right. And then just one quick one for me, I know the question has been asked a few different times, a few different ways, but just is there any way for you guys to be a little bit more specific in the mix of business in Q3 between endpoint and system? Thanks.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

So other than what we publish in our quarterly filings, there really isn't. We are, for competitive reasons, we're only disclosing the information that we're disclosing and we prefer not to say anything more about the either the ASP mix or the overall mix.

Charles Anderson -- Dougherty & Company -- Analyst

Okay, perfect. Thanks so much.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Thank you, Charlie.

Linda Breard -- CFO Consultant

Thank you, Charlie.

Operator

This concludes our question-and-answer session. I would like to turn the conference back over to Chris Diorio for any closing remarks.

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Thank you all for joining today's call. And a special thanks to the Impinj team for another quarter of solid execution. Thank you all. Bye now.

Operator

[Operator Closing Remarks]

Duration: 43 minutes

Call participants:

Ellen Hayes-Roth -- Investor Relations

Chris Diorio -- Chief Executive Officer, Vice Chair, and Co-Founder

Eric Brodersen -- Chief Operating Officer and President

Jeff Dossett -- Executive Vice President, Sales & Marketing

Linda Breard -- CFO Consultant

Scott Searle -- ROTH Capital -- Analyst

Craig Hettenbach -- Morgan Stanley -- Analyst

T. Michael Walkley -- Canaccord Genuity -- Analyst

Mitch Steves -- RBC Capital Markets -- Analyst

James Ricchiuti -- Needham & Company -- Analyst

Troy Jensen -- Piper Jaffray -- Analyst

Charles Anderson -- Dougherty & Company -- Analyst

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