Under the amended terms, interest on borrowings will be the Secured Overnight Financing Rate (SOFR) with no floor, plus a spread of 1.25%. This represents a reduction from the prior spread of 1.50%, based on the company’s net leverage ratio.

Santiago Giraldo, Tecnoglass’s chief financial officer, commented on the change, stating, “The overwhelming support from our blue-chip banking syndicate, achieving almost twice as much in commitments versus the proposed facility amount, combined with the exceptional pricing we achieved, demonstrates the confidence in our strategic direction and operational excellence.” Giraldo added, “The expansion of our committed facility by over three times to $500 million, coupled with the five-year maturity extension to 2030, provides us with strong financial flexibility to capitalize on robust growth opportunities, particularly with our US expansion efforts, while maintaining our disciplined approach to achieving above-industry returns on invested capital. With our strong record of cash generation and this enhanced facility, we maintain one of the strongest balance sheets in our industry.”

Tecnoglass Inc. (NYSE: TGLS) produces aluminum and vinyl windows and architectural glass for the multifamily, single-family, and commercial end markets. Operating from a vertically integrated manufacturing complex in Barranquilla, Colombia, the company serves customers in North, Central, and South America, with the United States accounting for 95% of its total revenues. Tecnoglass products have been used in properties such as One Thousand Museum in Miami, Salesforce Tower in San Francisco, and Hub50House in Boston.

The credit facility was arranged by Wells Fargo Bank N.A. as administrative agent. The joint lead arrangers included BMO Bank N.A., Citibank N.A., Citizens Bank N.A., First Citizens Bank & Trust Company, and J.P. Morgan Chase Bank N.A.

Wynn, Miami. Photo credit: Tecnoglass.

Plano, Texas. Photo credit: Tecnoglass.

Detailed Financial Performance Analysis

Tecnoglass’ second-quarter financial statements indicate a company in a strong financial position. A closer examination of the results provides insights for the institutional investor.

Income Statement Analysis:

Revenue Growth: The 16.3% increase in total revenue to $255.5 million USD was primarily driven by a 17.8% growth in the multifamily/commercial sector and a 14.5% increase in the single-family residential sector. The company attributes this to market share gains, geographic expansion, and a broader product offering. A portion of the single-family residential growth is attributed to customers accelerating orders in anticipation of price increases related to US tariffs. The impact of foreign currency exchange was a modest adverse effect of $0.5 million.

Profitability Metrics: The gross margin expanded by 400 basis points to 44.7% from 40.8% in the prior-year quarter. This improvement reflects better pricing, stable raw material costs, operating leverage, and increased vertical integration. Operating expenses increased to $53.1 million USD from $38.4 million USD in Q2 2024, primarily due to higher selling expenses, including $5.9 million in aluminum tariffs paid in April. As a percentage of revenue, operating expenses were 20.8%, up from 17.5%. The company notes that price adjustments implemented in May began to offset these incremental expenses by late June.

Photo credit: Tecnoglass.

Net Income and Earnings Per Share: Net income for the quarter was $44.1 million USD, or $0.94 USD per diluted share, compared to $35.0 million USD, or $0.75 USD per diluted share, in the same period last year. Adjusted net income, a non-GAAP measure that excludes items like non-cash foreign currency exchange gains and losses, was $48.5 million USD, or $1.03 USDper diluted share.

Adjusted EBITDA: Adjusted EBITDA, another non-GAAP measure, increased by 24.5% to $79.8 million USD, representing 31.2% of total revenues. This was driven by higher revenues and gross margin improvement, which more than offset the aforementioned increase in operating expenses. The Adjusted EBITDA calculation for the quarter includes a $0.5 million USD contribution from the joint venture with Saint-Gobain.

Balance Sheet and Cash Flow:

Strong Liquidity: The company ended the quarter with a solid liquidity position of approximately $310 million USD, consisting of $137.9 million USD in cash and cash equivalents and $170.0 million available under its committed revolving credit facilities. The total debt stood at $109.2 million USD.

Cook County Central Campus Health Center, Chicago. Photo credit: Tecnoglass.

Cash Flow from Operations: Cash generated by operating activities was $17.9 million USD for the quarter. This figure was impacted by the seasonal timing of tax payments.

Capital Expenditures (Capex): Capex for the quarter was $32.5 million USD, which included scheduled payments for previous investments and $15.1 million USD for the acquisition of Continental Glass assets classified as property, plant, and equipment.

Shareholder Returns: The company returned $7.0 million to shareholders through dividends during the quarter and has approximately $76.5 million remaining under its current share repurchase program.

Project Backlog: The company’s project backlog grew to a record $1.2 billion USD, a 17.2% year-over-year increase, providing visibility into projects for the next two years.

US Market Expansion and Operational Strategy

Tecnoglass is actively pursuing an expansion strategy within the United States market. The acquisition of assets from Continental Glass Systems for approximately $30 million USD is a key part of this strategy, adding manufacturing capabilities and a project backlog in the southeastern US.

Santiago Giraldo. Photo credit: Tecnoglass.

The company is also set to open a new showroom on the West Coast to introduce its “Legacy” aluminum product line, aimed at supporting its geographic expansion. Furthermore, a feasibility study is underway for a new automated manufacturing plant in the United States, with two potential sites identified in Florida. This facility is intended to address expected growth beyond current installed capacity and to improve delivery times and supply chain efficiencies.

Navigating US Trade Policy

The company has acknowledged the impact of US tariffs on aluminum, which contributed to higher operating expenses. In response, Tecnoglass has adjusted its supply chains and implemented price increases to mitigate the financial impact. This reflects a proactive approach to managing the risks associated with evolving trade policies.

Christian Daes (right). Photo credit: Tecnoglass.

Environmental, Social, and Governance (ESG) Initiatives

Tecnoglass has integrated ESG principles into its corporate strategy. The company has a stated goal of carbon neutrality and has invested in sustainability initiatives, including a large-scale solar panel installation and a natural gas cogeneration project. A significant portion of the company’s revenues is from “green revenues” generated by its energy-efficient products.

Through the Tecnoglass ESWindows Foundation, the company is also engaged in social initiatives in its home base of Barranquilla, Colombia, focusing on community development. Tecnoglass has also received recognition for its corporate governance practices.

In summary, Tecnoglass’ second-quarter results demonstrate solid financial performance and a clear strategy for growth in the US market. The company’s detailed financial reporting provides a transparent view of its operations and its approach to managing both opportunities and challenges in the current economic and political environment.

The company’s full-year revenues increased by 6.8%, reaching $890.2 million USD, attributed to organic growth, geographic expansion, and entry into the vinyl market. Single-family residential revenue grew by 10.9% year-over-year to $372.1 million USD. Net income for 2024 was $161.3 million USD, or $3.43 USD per diluted share, with adjusted net income at $171.6 million USD, or $3.65 USD per diluted share. Adjusted EBITDA stood at $275.8 million USD, representing 31.0% of revenues, while gross profit was $380.0 million USD, accounting for 42.7% of revenues.

In the fourth quarter, revenues rose by 23.1% to $239.6 million USD compared to the same period in the previous year. Multifamily and commercial revenues increased by 24.3%, and single-family residential revenues grew by 21.3%. Gross profit for the quarter was $106.5 million USD, with a gross margin of 44.5%. Net income for the quarter was $47.0 million USD, or $1.00 USD per diluted share, and adjusted net income was $49.3 million USD, or $1.05 USD per diluted share. Adjusted EBITDA for the quarter was $79.2 million USD, or 33.1% of total revenues.

Tecnoglass reported record cash flow from operations, with $61.1 million USD in the fourth quarter and $170.5 million USD for the full year, representing 61.8% of adjusted EBITDA for the year. Tecnoglass reduced its debt by $65 million USD throughout 2024, achieving a net cash position by year-end. The backlog expanded by 27.6% year-over-year to a record $1.1 billion USD. Additionally, the company returned $19.7 million USD to shareholders through dividend payments during the year.

CEO José Manuel Daes stated, “I am thrilled with our performance in 2024, as we delivered another year of record results driven by market share gains in our single-family residential business, continued momentum in multifamily/commercial demand, and the operational advantages of our vertically integrated business model.” He also noted the company’s resilience despite currency headwinds and highlighted its strong capital position.

COO Christian Daes commented on the robust demand across end markets and the company’s record backlog, providing visibility well into 2026. He acknowledged potential risks associated with proposed US tariffs on aluminum imports but expressed confidence in mitigating negative impacts through identified actions and favorable pricing environments.

CFO Santiago Giraldo provided the 2025 outlook, projecting revenues between $940 million USD and $1.02 billion USD, representing approximately 10% growth at the midpoint. The adjusted EBITDA target is set between $300 million USD and $340 million USD, with an implied adjusted EBITDA margin of 32.7% at the midpoint. This outlook assumes stable Colombian peso exchange rates, continued momentum in vinyl-related revenues, and stable activity in short-term commercial projects. Giraldo expressed confidence in delivering another year of profitable growth.

Tecnoglass Inc. is a producer of aluminum and vinyl windows and architectural glass, serving multifamily, single-family, and commercial end markets. Based in Barranquilla, Colombia, the company’s manufacturing complex provides access to nearly 1,000 customers in North, Central, and South America, with the United States accounting for 95% of total revenues. Tecnoglass products are featured in properties such as One Thousand Museum and Salesforce Tower.

Headline Image Credit: Tecnoglass Inc.

The conference will provide Tecnoglass an opportunity to engage with industry stakeholders and investors, highlighting its current market strategies and performance across the commercial and residential sectors.

Headquartered in the USA and with factories in Barranquilla, Colombia, Tecnoglass Inc. produces high-end architectural glass and windows for the U.S. and Latin American markets. The company operates a 5.6 million square foot manufacturing facility with integrated processes aimed at efficient production and distribution. The U.S. market is Tecnoglass’ primary revenue source, accounting for 95% of its sales, with a customer base of nearly 1,000 across North, Central, and South America.

Tecnoglass serves multi-family, single-family, and commercial end markets, and its products have been used in high-profile projects such as One Thousand Museum and Paramount Miami Worldcenter in Miami, Salesforce Tower in San Francisco, Via 57 West in New York, and Hub50House in Boston. In Latin America, Tecnoglass has supplied glass for projects such as El Dorado International Airport in Bogotá, One Plaza in Medellín, and Pabellón de Cristal in Barranquilla.

For more on Tecnoglass’ operations, visit the company’s website or view their corporate video.

In 2023, Tecnoglass had previously declared its goal to become a carbon-neutral company, supported by significant investments in energy efficiency, through projects such as upgrading generators and implementing cogeneration systems; which despite an increase of production, amounted to total GHG emissions across all scopes of 390.411 tCO2eq/year. These initiatives highlight Tecnoglass’ unwavering dedication to reducing its carbon footprint and enhancing operational sustainability.

To offset its carbon footprint, Tecnoglass voluntarily offset Scope 1 and 2 emissions for the years 2022 and 2023 by acquiring carbon credits issued by two projects located in Colombia, certified through the Cercarbono (Certified Carbon Standard) program. These projects were carefully selected for their ability to reduce, eliminate, or decrease greenhouse gas emissions, and their certifications are verified and validated by IQNet (International Certification Network) in its Colombian division, ICONTEC.

“Our commitment to sustainability is a strategic priority for Tecnoglass,” said José Manuel Daes, CEO of Tecnoglass. “We recognize the importance of taking proactive steps to combat climate change and are proud to be at the forefront of sustainability efforts in our industry. As part of our sustainability roadmap, we have set ambitious science-based targets to further reduce our carbon footprint and promote sustainable practices throughout our value chain. This achievement is just one step in our long-term plan to drive positive change and contribute to a more sustainable future.”

Tecnoglass remains committed to implementing sustainable practices throughout its operations and supply chain, with the ultimate goal of becoming a net-zero emissions company by 2050. The Company will continue to invest in renewable energy projects, energy efficiency initiatives, and the continuous improvement of its production processes to maintain its carbon-neutral status and work towards its long-term sustainability targets.

Tecnoglass serves multi-family, single-family and commercial end markets, and is the second largest glass fabricator serving the U.S.  With production facilities located in Barranquilla, Colombia, the company’s 2.7 million square foot, vertically integrated manufacturing complex serves over 1,000 global customers, with the U.S. accounting for more than 90% of revenues.

Tecnoglass’ tailored, high-end products are found on some of the world’s most distinctive properties, including One Thousand Museum (Miami), Paramount (Miami), Salesforce Tower (San Francisco), Via 57 West (NY), Hub50House (Boston), Aeropuerto Internacional El Dorado (Bogotá), One Plaza (Medellín), Pabellon de Cristal (Barranquilla).

Tecnoglass serves multi-family, single-family and commercial end markets, and is the second largest glass fabricator serving the U.S. and the #1 architectural glass transformation company in Latin America. Located in Barranquilla, Colombia, the company’s 2.7 million square foot, vertically integrated manufacturing complex serves over 1,000 global customers, with the U.S. accounting for more than 90% of revenues.

Tecnoglass’ tailored, high-end products are found on some of the world’s most distinctive properties, including One Thousand Museum (Miami), Paramount (Miami), Salesforce Tower (San Francisco), Via 57 West (NY), Hub50House (Boston), Aeropuerto Internacional El Dorado (Bogotá), One Plaza (Medellín), Pabellon de Cristal (Barranquilla).

Tecnoglass says that with the formulation and implementation of its carbon neutrality strategy, it is taking action on its commitment to fight climate change, and continues with a robust plan for renewable energy, energy efficiency, improvement of its production chain and structuring of greenhouse gas offset projects on its path of becoming a certified carbon neutral company.

In order to assess its carbon footprint, the company engaged outside consultants to measure its emissions from 2016 through the end of 2021 and invested in carbon credits to reach neutrality through that period. Tecnoglass is currently assessing the 2022 impact and expects to invest further to achieve 2022 carbon neutrality by the third quarter of 2023.

In line with the sustainability strategy and decarbonization plan, in 2017 Tecnoglass started a solar panel project with approximately 15,000 panels, which has been reducing the effect of over 10,000 tons of CO₂ emissions per year since inception. This year, consolidating that vision, Tecnoglass inaugurated a cogeneration project with two gas engines with the capacity to produce 70.3 GWh/year of electrical energy, expected to reduce approximately an incremental 5,500 tons of CO₂ emissions per year.

FTSE Russell has already conducted an analysis that estimated over 75% of the company’s revenues are already considered “Green Revenues,” which are defined as those that “are derived from products, goods and services that have a positive environmental utility: that help prevent, restore and/or adapt to issues deriving from climate change, natural resource limitations and environmental degradation.” Additionally, from a holistic ESG perspective, Tecnoglass completed a Corporate Sustainability Assessment Report carried out by S&P Global Ratings, which placed Tecnoglass within the top 15-20% of the Building Products S&P Global ESG Score.

“To be a carbon neutral company has been one of our major goals for several years. We have taken several actions over the last decade to increase our energy efficiency through the use of solar panels and natural gas co-generation. Through this proactive investment we have positioned Tecnoglass to be a carbon neutral company well ahead of regional and global timetables and mandates,” said Christian Daes, COO of Tecnoglass.

Daes went on to add, “While our production process is very clean and sustainable, our end products are the ones making a much more significant contribution to the environment and the consequences of global warming. Tecnoglass continues to expand its presence throughout the US, proving low emissivity glass and windows as well as impact resistant glass, windows and doors to mitigate and reduce the damages created by stronger and more frequent weather storms resulting from climate change.”

The low emissivity glass manufactured by Tecnoglass has been tested to provide up to 36% in energy savings for homes and buildings when compared to regular glass according to the Pacific Northwest National Laboratory. Furthermore, the Architecture 2030 Organization estimates that buildings in general account for approximately 40% of annual global CO₂ emissions. As such, Tecnoglass is not only contributing to the environment by migrating into a carbon neutral production process, but by also contributing with high-end products designed to greatly reduce global emissions.

“Every day more and more organizations join in the commitment to work for the conservation of the environment and natural resources. With this in mind, the Tecnoglass group reiterates its commitment in the fight against climate change, contributing to the United Nations Sustainable Development Goals, and the Colombian government’s objective of reducing 51% of GHG emissions by 2030 and carbon neutral economy by 2050,” said the company in a statement.

The results are driven by organic growth in the company’s traditional base of multifamily and commercial building products (up 55%), along with its relatively new business in the US single-family residential market, (up 40%). The gross margin of 53.2% is also a new record.

José Manuel Daes, Chief Executive Officer of Tecnoglass, said in a statement: “Our strong momentum continued into 2023 with record first quarter results. We generated year-over-year growth in all of our key operating metrics, resulting in record first quarter revenues, gross profit, Adjusted EBITDA, operating cash flow and free cash flow. This performance further builds upon our established track record of achieving strong financial performance and returns for shareholders, derived from a multi-year effort to fortify our architectural glass platform through sound investments in strategic automation and capacity enhancements. Our continued expanding backlog resulted in a third straight quarter of approximately 60% year-over-year growth in multifamily/commercial revenues. We were also particularly pleased with the continued rapid growth of our single-family residential products. The shorter cash cycle in our single-family residential business, along with our prudent working capital management, also helped us generate our 13th consecutive quarter of strong cash flow. Achieving these results amid a challenging macro-economic backdrop further validates our growth strategy and our structural competitive advantages. Overall, I am proud of the efforts of all of our team members and as we look to the balance of the year, we believe we have all of the tools in place to execute against our multi-faceted growth strategy to further cement our position as an industry leader in the architectural glass market.”

Record cash flow from operations hit $43.1 Million USD and Free Cash Flow reached $27.5 million. The company says it is continuing with its facility investments that should increase operational capacity to meet demand. Earlier this year, Tecnoglass announced new product lines, and in an interview with Finance Colombia, indicated that it continues to research areas of innovation and growth.

“We are thrilled to report an excellent start to the year as demand for our single-family residential and multifamily/commercial products remains strong. We are encouraged by the solid levels of quoting and bidding activity in our markets, with the accelerating growth in our backlog to a record $776 million at quarter-end, reflecting an increasing number of projects in our commercial pipeline with visibility well into 2024. We are encouraged to see the Architectural Billings Index (ABI), which forecasts business conditions for the mid-to-high-rise end-market, return to expansionary levels in March, which further validates what we are seeing in our main markets. On all sides of our business, our ability to timely deliver best-in-class products is driving significant revenue growth and market share gains. We remain focused on consistently improving within our vertically-integrated operations as we continue to produce innovative new products and geographic diversification,” said COO and co-founder Christian Daes.

Tecnoglass ended the first quarter of 2023 with total liquidity of approximately $300 million, including cash and cash equivalents of $128.5 million and availability under its committed revolving credit facilities of $170 million. Given the company’s continued growth in Adjusted EBITDA and strong cash generation, debt leverage continues to trend lower and now stands at 0.1 times net debt to LTM Adjusted EBITDA, compared to 0.6 times in the prior year quarter.

Santiago Giraldo, Chief Financial Officer of Tecnoglass, stated, “We are increasing our full year 2023 outlook to reflect our strong start to 2023 and positive sales momentum into the second quarter, reflected by record invoicing months in March and April. We now expect full year 2023 revenues to grow organically to a range of $810 million to $850 million (approximately 16% growth at the midpoint of the range) and for Adjusted EBITDA to increase to a range of $315 million to $335 million. This implies Adjusted EBITDA growth of approximately 23% at the midpoint driven by stronger than originally anticipated gross margins. The structural advantages provided by our vertically integrated business model, as well as the investments we have made in our production capabilities, put Tecnoglass firmly on track to meet the strong demand anticipated in our updated outlook for the full year 2023.”

The company declared a quarterly cash dividend of $0.09 per share for the first quarter of 2023, representing a 20% increase from the previous dividend, which was paid on April 28, 2023 to shareholders of record as of the close of business on March 31, 2023.

To parse out the company’s success, and hopefully get a glimpse of what is to come for the company and its stakeholders, Loren Moss, Finance Colombia’s executive editor, traveled to the sprawling manufacturing complex of the company, near the waterfront where the Magdalena river exits into the Caribbean sea.

There, he had an in-depth conversation with Santiago Giraldo, the CFO of Tecnoglass, who has shepherded the company’s finances and investor relations through its growth from a micro-cap to a small-cap, to now, a mid-cap international company with global ambitions.

Finance Colombia: So, I’m here with Santiago Giraldo the CFO of Tecnoglass; great, to be back here and see you again. I know it’s been a busy year. I don’t want to come up here and interrupt you when you guys are busy growing and breaking records; continuing to break records. It’s amazing what you guys have done. Your results came out just last week for 2022 and it’s kind of it’s hard for me to write headlines as a journalist, because it’s like: Tecnoglass, breaks records…Tecnoglass breaks records…It is like a broken record itself because I keep saying the same thing over and over again, but that’s a good problem to have! So, give me a quick recap on 2022. I mean, you guys—I know a couple of years ago, you really entered in a strong way, the residential market, that was not something that Tecnoglass was originally built on. But that’s been a big motor for your growth. Maybe if you can unpack that little bit?

Santiago Giraldo: Absolutely, it was a record year and well beyond expectations, internal budget and everything that we had thought. And there were several factors that contributed there. You mentioned the residential segment, we basically have grown that from just $10 million dollars in 2017 to over $300 million in 2022. It’s been accelerated growth. We’re taking market share from others but also it helps that places like Florida and Texas in the southeast, tax-friendly states are seeing a lot of influx of people moving down there. So the activity behind the demographic shift that we’re seeing is playing a huge part into what we’re doing. So there’s just other secular trends, there’s demographic trends but there’s also other things that are playing a part. There’s tax incentives provided by the government for people to invest in impact resistant windows. There have been insurance incentives. For insurance companies, providing incentives to people that replace their windows to make sure that they are impact resistant as well.

Tecnoglass has a 3 million square foot headquarters and production facility in Colombia’s Atlantic port city of Barranquilla

So there’s been a combination of things that have helped us grow and take market share from others, we are situated in a different scenario if you will, as far as what’s taking place in the world with inflation, headwinds with supply chain disruptions, we labor constraints. As you can see here in Barranquilla, we pretty much do everything in-house, we are fully vertically integrated. And we haven’t had the same dynamics as far as labor constraints. As you know here in Colombia the unemployment rate runs above 12% and we have very little turnover. So all of those factors plus the fact that we have our good product with good quality and fast delivery times really lined up. It’s as if all the stars lined up for us and what you saw were the results as of 2022, where we were able to grow 44 percent. So there’s just not one factor that I could speak of, I mean, there are different things that basically played a huge part into what happened.

Finance Colombia: You know, it’s interesting because we saw interest, we see interest rates around the world, kind of rising. There’s been a lot of loose money policies with governments to fight the COVID pandemic. And now, we’re seeing the aftereffects of that. And the US government, of course, has raised their rates and we see as a result mortgage rates are going up. I would imagine that has—Have you seen any kind of damper effect on that because obviously mortgages rates…construction is very dependent upon them?

Santiago Giraldo: Yeah, it’s a headwind but if you look within our sales, roughly 67 to 70 percent of what we do is repair and remodeling. So we’re not relying on home builders, we’re not relying on new housing starts.  For that business to grow—I mean there’s obviously some correlation but when you think about it, repair and remodeling is more countercyclical in nature. In other words, if you’re at your house and you see that mortgage rates went up to 7%, you’re not going to go buy a new house and lock yourself up for 30 years into that rate. You’re more likely going to reinvest in your own home, knowing that prices are still high and then mortgage rates are much higher than what they were a year ago. So that plays into what we do because if you’re staying in your home and you’re carrying out some of those remodelings that you pushed out for years, that includes windows.

“…we basically have grown that from just $10 million dollars in 2017 to over $300 million in 2022.

So 70 percent of our windows or of our business is related to repair and remodeling. So that places us apart. The other thing is that we’re still rather small. If you think about it, we don’t need the market to grow or the industry to grow for us to grow, right? I mean if you think about our largest competitor in the state of Florida that they sell about $100 million. Here we are, you know, just getting north of $300 million which is rapid growth but we’re still nowhere close to the larger players in the state and in the country.

So there are still market share opportunities for us to take from these guys because those guys are constrained by labor are constrained by headwinds on inflation. There’s still supply chain disruptions. So we have an opportunity to continue gaining that market share. Despite the fact that as you mentioned, there are some challenges mainly on the new home construction side, which is still not the primary source of our income.

Finance Colombia:  Got it. And also, I mean, to mention the relative size of Tecnoglass, even though it’s one of the biggest companies in Colombia, I think the last time I saw the statistics you still had less than one percent market shares in the United States or something like that. So there’s so much room to grow and like you said, you don’t need—the market doesn’t have to grow for Tecnoglass to grow, you’re not even distributed in all 50 states yet.

Santiago Giraldo: That’s right. I mean that the industry as a whole is about $32 billion per year between manufacturing and installation. We ended up here s$770 million more or less. So we’re talking about, call it two percent, right? Obviously not everything is addressable because a lot of it is commoditized; its kind of like your typical big box store type project which we don’t supply. Everything that we do is built to suit, high value-added components. So that is not necessarily addressable, but by our calculation, at least $20 billion of that is addressable and another $700 million. We are still a small portion of the business like you mentioned, we are pressing throughout the US on the commercial side. We’ve been doing business throughout the US pretty much for the last 25 years, right? Obviously much stronger in the state of Florida and the southeast. So, there’s opportunities to grow the commercial side, but where the upside comes from is that we still haven’t tapped into anything outside of Florida on the residential side.

 “It’s as if all the stars lined up for us and what you saw were the results as of 2022, where we were able to grow 44%”

So, that $300 million that I mentioned on that segment is strictly Florida. So what we’re doing about that is opening up showrooms throughout the US so we can leverage our cost efficient platform to manufacture in Colombia and ship everywhere else in the US, and we have a showroom that is currently open in Manhattan, New York. We have a showroom that is currently open in Charleston, South Carolina. We’re about to sign a lease in California in Los Angeles to service that market, and the idea would be to open up showrooms in Texas, Arizona, and Nevada in the rest of 2023 and into 24. Right now, we have zero revenues in those states, anything that we get from there is outside, right? So you’re going from nothing to something. And we have the same competitive advantages that we have in Florida. They also play the same way in different parts of the US. Transportation is not an issue, right? We know that there is a trade imbalance between the US and Colombia. There are a lot more containers coming in than there are going out. So going into New York and even going to California through the Panama Canal is still efficient so we can penetrate those markets just the same as we have done in Florida. So that’s what we want to do.

Finance Colombia:  You mention something interesting and you talk about the trade imbalance between Colombia and the United States. I know that there’s a trade imbalance with some other countries as well, but right now, it’s recovered a little bit, but the peso last year took quite a dump. Especially, I think a lot of it was around election-related uncertainty that’s kind of, you know, built into the pricing now, but how much—in a lot of countries you know, the travel sector we follow closely and they’ve really taken a hit because of that, but I would imagine that it’s been helpful as a company that manufactures in Colombia because of labor and because of other costs, how much of a factor has the peso dollar relationship been in last year’s results?

Santiago Giraldo: That’s maybe the one aspect that we didn’t touch when I said earlier the stars lined up, obviously you don’t want your strategy to be predicated on what happens with the FX rates. But for us, when you’re selling 95 percent more or less, in US dollars and your cost and expenses are roughly 35-40 percent in the Colombian Peso, then anytime that the currency is devaluated and is weak, it’s a tailwind to the business, right? To the piece, a Tailwind to the P&L. So for us, what happened here over a year with the devaluation of the peso, I don’t think as a country we want to see that, obviously because of inflation and different dynamics of what’s taking place right now. But if you look at Tecnoglass, on a standalone basis it is hugely positive for the company and for P&L. We think that the currency is going to continue to be weak for the time being I think. As you mentioned some of it is related to what happened with the elections and some investors’ fears around that, I think that up until last week. I think that that was kind of coming down and the peso was revaluated again.

Above photo: Tecnoglass products make up the facade of distinctive architecture such as Fordham University (photo courtesy of Tecnoglass)

But aside from that, I think worldwide what you’re seeing from monetary policy, especially with the Fed continuing to raise rates and apparently, they’re not done yet, that’s keeping a lot of emerging market currencies low, and that’s going to be the case for the foreseeable future. So, that’s playing a part, it is definitely helping out and in is also helping  to be able to kind of price competitively if you need to, because you know that you have that extra cushion to do that. It hasn’t come to that.

I mean we expected prices to calm down a bit because input prices have come down since the peaks of the pandemic. Aluminum was at $4,000 dollars per ton, now it is at $2,400. So those sort of things would lead you to believe…I believe that pricing is going to come down. That hasn’t happened yet. I think our competitors are still seeing a lot of inflation. Wage inflation continues to be prevalent. So we’ll see what happens with that. But so far, you know, we continue to be able to hold pricing and selling in dollars, is just a huge plus.

Finance Colombia: That’s great. Now I’m talking to you here in your new showroom, we are at your headquarters, your operational headquarters in Barranquilla, and I didn’t see this before the last time I was here. And it’s really nice because I thought I had…I mean, I’m no architect or glass expert, but I thought I had a good idea of your product line, but really, I see it’s even more expansive than I thought. And this is a great idea to be able to show it and you make sure that you have these showrooms. Now, you’re building them throughout the United States. I know that the product is very efficient when it comes to solar energy, but in all the new showrooms you mentioned, don’t forget about the Midwest as you guys grow, I’m a Midwesterner! But still, you know, as you build out this this infrastructure to be able to showcase the products and things like that, you also mentioned 44 percent growth. Now you own your own factories, you own your facilities down here, but tell me about what kind of Investments, tell me about the capital Investments that you’re making to be able to keep up and to stay ahead of demand. So that you want your backlog to grow because you get new orders, but you don’t want your backlog to grow because you’ve exceeded capacity.

Santiago Giraldo: Yes. And I think that’s been the biggest challenge when people ask: what keeps you up at night? I think (COO & co-founder) Christian has been up at night the last two years because of the need to address that growth. Because to be honest with you, not only have we benefited from all the factors that we just discussed, but there’s such a shortage of windows as with anything else right now. Obviously,  the lead times have become longer, there’s such a shortage of windows, we have been getting kind of a proactive approach, but some of these potential clients that we wanted to go after, that are looking for us to be their providers. But when you have that and you have the demand in place, but you have to be able to make sure that you are able to address that demand.

And the only thing that you can do is basically invest in capex, to grow your footprint, to grow your operational capacity. And through the last two years, we have invested almost $125 million in growth capex to be able to get the factory where it is today, with the investments that we are completing right now. We are going to have operational capacity to get to $950 million, that’s going to be by April or May of this year, and we’ve been investing in land, investing in warehouse space.

We have been investing in automation. I mean, automation is a huge benefit whereas some of our lines were not automated. Now, we have four out of ten, eleven lines that are fully automated and that brings benefits from an operational capacity perspective but also It allows us to redeploy some headcount to other areas. It reduces material waste. So is what we’re doing right now and we’re having to assess what that’s going to look like essentially on a month-to-month basis because $950 million in operational capacity sounds like a lot, but if for whatever reason we are able to grow in a similar fashion as we did last year, we will be tapping against that capacity already.

So, we have to be very vigilant. The good thing is that mainly on the commercial side, you get a lot of leeway and you get some visibility as to what things are going to look like because anything that you booked into the backlog, today tells you what the activity is going to look like 12, 18 months out. So if we can continue growing, the pipeline grows in the backlog. We know that we’re going to have our hands full down the road. And we need to invest in capacity today, and that’s the main concern, because that brings a lot of challenges, right? You’re stressing the factory, you’re becoming more complex and logistically you’re travelling to many different—more places and that creates some challenges of its own. But hey, as you said earlier, it’s a good problem to have.

Finance Colombia: Now last year, we celebrated, your jump, if you will, from NASDAQ to the New York Stock Exchange. That’s an interesting move, because NASDAQ NYSE, of course, is the granddaddy of the exchanges at least in North America, opening I think in the late 1700s, it is in many ways the most prestigious of the exchanges. NASDAQ also has matured, it used to be kind of…well there used to be like three exchanges back in the old days, you remember. But still, that was an interesting move because companies don’t necessarily need to make that move. But you guys felt the need to do that. Maybe if you can, if you can recap what was behind that decision and then it was kind of a mid-year thing. How it’s been for you so far?

“We’re not making decisions for the next quarter, or the quarter after. I mean, I think we’re making sound decisions in line with our strategy, to make sure that this company is something much larger, bigger, better in 10 years to come, not necessarily what’s happening next quarter.”

Santiago Giraldo: You mean NYSE who was the granddaddy, you said NASDAQ just to just to clarify.

Finance Colombia: Yeah, I got confused!

Santiago Giraldo: So we made the move there to get more exposure right? I mean it’s obviously a broader audience. We also wanted to get more liquidity in the stock. if you look at what’s happening with liquidity we’re trading over $10 million dollars per day, 250,000 shares more or less on a daily basis, so we wanted to get that platform to be able to get to new faces, be able to be able to tap into in into new investors. You also get what’s called a market maker, which for us is the Citadel, which makes sure that there’s always going to be kind of a buying order a selling order and that helps with liquidity so it’s been good. It’s been a good relationship; obviously nothing but good things to say about NASDAQ. We started there 10 years ago, and they provided a great platform as well. They’re obviously very—kind of tech focused and I think they’re the best at it, but we felt that this was a good fit for Tecnoglass at a good point in time when the company continues to mature and become larger. Now today we can be considered a mid-cap company. Yeah you know, starting out from a micro-cap to a small-cap, now today we’re technically a mid-cap company and we can potentially get onto new investors’ radars, so we wanted to do all of that.

Finance Colombia: That’s great, you know, I got confused because in my mind I was thinking back to…I’m old enough to remember the American Stock Exchange because there was the ASE and NYSE and then NASDAQ came in, and ASE then merged with NYSE. So it’s kind of an old timer’s thing! But anyway, speaking of new markets: So tell me I mean Tecnoglass continues to expand throughout the United States, you’ve gone from residential—or from commercial into, expanding into residential—still, keeping commercial strong, but talking about new markets: what kind of new products; whether that’s new lines of business, or new types of products or even any new geographies outside of the United States…I don’t want to kind of lead the question. Just help me understand how you’re expanding. Not just in growth, in terms of vertical silos, but horizontally in terms of the breadth of your product lineup.

Santiago Giraldo: Yeah. This is a day-to-day occurrence. Last year we…earlier last year we basically developed a product for home builders called Multimax, which is essentially a product that is not targeted to a couple of million dollar home but maybe a Tract home that could be $300-400,000 dollars; very high quality, but not the same kind of value-added components that you will require for some of these larger homes, right?, So that’s been very well received, we’re already selling to seven or eight different home builders that have nationwide reach within the US, so that’s been very well received.

And we continue, we continuously invest in research and development, to make sure that we are developing products for new geographies; we mentioned earlier that we’re opening up showrooms throughout the US. Well, if you think about it, not all of those geographies require impact-resistant glass and windows,

When you’re talking about Miami it’s not the same thing as talking about selling a home in Los Angeles or selling a home in Arizona. All of those places require different products that are more specific to the conditions of those places. So for instance if you look to go into Arizona, where there’s extreme heat at some points of the year you’re going to look more for insulated glass that has some energy efficient qualities. So, there’s always product developing and you know we’re working on new technology for glass that is going to serve as solar panels for instance.

We’re working with different providers that have that technology so we can license that product and make sure that when the product becomes economically viable for mass production, kind of like the Tesla effect, that we are there. We want to make sure that we are present in that because that’s going to be a huge development. We’re working on other things that we should be announcing within the next couple of months, but it’s an ongoing process. You want to make sure that you’re up on top of what’s happening, and you’re not lagging behind.

Finance Colombia: You know, I hope to get back up here soon and talk to Christian, the co-founder and CEO of the company. You know, you guys have solar panels on everything, and I hope to talk about…Tecnoglass has a very significant social mission here, especially on the coast, here in Barranquilla which is like the industrial capital in many ways, of all of Colombia, but especially here on the coast, and there’s so much to talk about! Some of the things you’re doing here in the community as well, I hope to talk to Christian soon about that.

Is there anything that maybe you wanted to mention that I forgot to ask you? I mean there’s so much good news to cover, and it’s just good to be back up here and it’s exciting. You know, every time I get my on my phone I get my alerts and the stocks I follow, and no matter what other bad news is happening, I can count on some good news coming from TGLS.

Santiago Giraldo: I hope that continues to be the trend. I mean it’s kind of like, investors and all stakeholders tend to have short memories, right? Short term memory, so it’s like yeah you might come out with great news as we just did, but we’re already looking as to what we’re doing for the next quarter, the next year and the next decade.

That’s the good thing about Christian and (CEO) Jose. I think they’re looking for this company to be something much bigger in five, ten years out. We’re not making decisions for the next quarter, or the quarter after. I mean, I think we’re making sound decisions in line with our strategy, to make sure that this company is something much larger, bigger, better in 10 years to come, not necessarily what’s happening next quarter and how we’re going to report results.

I think that if you do that and you stick to your strategy, those things are going to come. The quarter to quarter results are going to come, so we’ll see. I mean, more to come. We continue to be bullish about the future; short-term and long-term, despite all the uncertainties in the world. Obviously from a macro perspective, there’s a lot of challenges, but we feel that we’re well positioned, we feel that we have structural advantages that will carry us through and we’re well positioned to withstand a down cycle if that was to come, so hopefully the news will continue to come. And next time you see an alert, despite what’s happening in the world you’ll get a smile on your face.

Finance Colombia: You know, you try to be as balanced as possible but it’s really always exciting to come up here, and talk to you guys, because not just what you can see in the financial results, but what you can see in the community and what you can see in the different things make it really…it’s literally fun to cover Tecnoglass, and it’s great to see the good things that you’re doing for investors, for the consumers of your product, and for the community here in Barranquilla.

Santiago Giraldo:  Yeah and hopefully, do follow up with Christian, because there’s so much, so many things to tell about ESG, about what we’re doing for the community. I’m obviously not going to steal his thunder and let him talk through all of that. But it’s been nice that not only is the company doing well, but the company gives back to the community. Now we are almost 10,000 employees, you know last time we talked I think we were maybe 6,000, so we’re generating a lot of employment, good employment for the local communities, and I think that’s going to continue so far as we can continue growing. You know it’s not the point that the company is doing well, you also want to see your environment and stakeholders doing well.

Finance Colombia: Absolutely. Well, Santiago Giraldo, the CFO of Tecnoglass, always a good “parcero,” (Colombian slang for a great friend) it’s great to talk to you in in Barranquilla and continue the success that you’re having and as I’m sure you will.

Santiago Giraldo: Thank you so much and come back anytime

Tecnoglass has international headquarters in Barranquilla, Colombia, and facilities in Miami, Florida