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<SEC-DOCUMENT>0001299933-10-003155.txt : 20100823
<SEC-HEADER>0001299933-10-003155.hdr.sgml : 20100823
<ACCEPTANCE-DATETIME>20100823084505
ACCESSION NUMBER:		0001299933-10-003155
CONFORMED SUBMISSION TYPE:	8-K
PUBLIC DOCUMENT COUNT:		2
CONFORMED PERIOD OF REPORT:	20100812
ITEM INFORMATION:		Results of Operations and Financial Condition
FILED AS OF DATE:		20100823
DATE AS OF CHANGE:		20100823

FILER:

	COMPANY DATA:	
		COMPANY CONFORMED NAME:			ENERGY FOCUS, INC/DE
		CENTRAL INDEX KEY:			0000924168
		STANDARD INDUSTRIAL CLASSIFICATION:	ELECTRIC LIGHTING & WIRING EQUIPMENT [3640]
		IRS NUMBER:				943021850
		STATE OF INCORPORATION:			DE
		FISCAL YEAR END:			1231

	FILING VALUES:
		FORM TYPE:		8-K
		SEC ACT:		1934 Act
		SEC FILE NUMBER:	000-24230
		FILM NUMBER:		101031344

	BUSINESS ADDRESS:	
		STREET 1:		32000 AURORA ROAD
		CITY:			SOLON
		STATE:			OH
		ZIP:			44139
		BUSINESS PHONE:		5104900719

	MAIL ADDRESS:	
		STREET 1:		32000 AURORA ROAD
		CITY:			SOLON
		STATE:			OH
		ZIP:			44139

	FORMER COMPANY:	
		FORMER CONFORMED NAME:	FIBERSTARS INC /CA/
		DATE OF NAME CHANGE:	19940527
</SEC-HEADER>
<DOCUMENT>
<TYPE>8-K
<SEQUENCE>1
<FILENAME>htm_38804.htm
<DESCRIPTION>LIVE FILING
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<TITLE> Energy Focus, Inc. (Form: 8-K) </TITLE>
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		UNITED STATES<BR>
	SECURITIES AND EXCHANGE COMMISSION
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	WASHINGTON, D.C. 20549
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	FORM 8-K
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	CURRENT REPORT
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	Pursuant to Section&nbsp;13 or 15(d) of the Securities Exchange Act of 1934
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	Date of Report (Date of Earliest Event Reported):
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	&nbsp;
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	August 12, 2010
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	Energy Focus, Inc.
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<BR>__________________________________________<BR>
	(Exact name of registrant as specified in its charter)
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	Delaware
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	0-24230
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	94-3021850
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_____________________<BR>
	(State or other jurisdiction
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_____________<BR>
	(Commission
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	(I.R.S. Employer
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	of incorporation)
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	File Number)
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	Identification No.)
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	32000 Aurora Road, Solon, Ohio
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	&nbsp;
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	44139
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_________________________________<BR>
	(Address of principal executive offices)
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___________<BR>
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	Registrant&#146;s telephone number, including area code:
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	440-715-1300
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	Not Applicable
<BR>______________________________________________<BR>
	Former name or former address, if changed since last report
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	&nbsp;
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<!-- CoverPageRegistrant END --><P><FONT SIZE="2">
Check the appropriate box below if the Form 8-K filing is intended to
simultaneously satisfy the filing obligation of the registrant under any
of the following provisions:</FONT>
</P>
<P><FONT SIZE="2">
[&nbsp;&nbsp;]&nbsp;&nbsp;Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425)<br>
[&nbsp;&nbsp;]&nbsp;&nbsp;Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12)<br>
[&nbsp;&nbsp;]&nbsp;&nbsp;Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b))<br>
[&nbsp;&nbsp;]&nbsp;&nbsp;Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c))<br>
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<B>
	Item 2.02 Results of Operations and Financial Condition.
</B>
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<FONT SIZE="2">
On August 12, 2010, Energy Focus, Inc. (the "Company") issued a press release announcing its financial results for the quarter ended June 30, 2010, and hosted an investor call to discuss those results.  <br><br>A copy of the written transcript of the investor conference call is furnished with this Report as Exhibit 99.1 and is incorporated in this Report by reference.  A copy of the written transcript is also available for review on the Company's website at "www.efoi.com".    <br><br>The information under this item in this Report, as well as Exhibit 99.1, is being furnished and shall not be deemed "filed" for the purposes of Section 18 of the Securities Exchange Act of 1934, or otherwise subject to the liabilities of that Section.  The information under this Item in this Report, and that Exhibit, shall not be incorporated by reference into any registration statement or other document filed pursuant to the Securities Act of 1933.<br>  <br>This transcript includes forward-looking statements within the meaning 
of the federal securities laws with respect to the Company's future operations and, as such, concerns matters that are not historical facts. These statements are subject to risks and uncertainties that could cause actual results to differ materially from those expressed in such statements. Reference is made to Energy Focus, Inc.'s filings with the Securities and Exchange Commission, including it's annual report on Form 10-K for the year ended December 31, 2009, it's quarterly reports of Form 10-Q, and other periodic filings for a description of the foregoing and other factors that could cause actual results to differ materially from those in the forward-looking statements.
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<B>
	SIGNATURES
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	Pursuant to the requirements of the Securities Exchange Act of 1934, the
	registrant has duly caused this report to be signed on its behalf by the
	undersigned hereunto duly authorized.
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	Energy Focus, Inc.
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<I>
	August 21, 2010
</I>
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	&nbsp;
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<I>
	By:
</I>
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	&nbsp;
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<I>
	Nicholas G. Berchtold
</I>
<BR>
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	&nbsp;
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<I>
	Name: Nicholas G. Berchtold
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	Title: Chief Financial Officer
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	Exhibit&nbsp;Index
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	Description
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	99.1
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Transcript of Investor Conference Call Held on August 12, 2010
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<BODY style="font-family: 'Times New Roman',Times,serif">


<P align="center" style="font-size: 10pt"><FONT style="font-size: 12pt"><B>ENERGY FOCUS, INC.<BR>
Moderator: Brion Tanous<BR>
August&nbsp;12, 2010<BR>
3:30 pm CT</B></FONT>



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    <TD width="1%" nowrap align="right">&nbsp;</TD>
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    <TD><FONT style="font-size: 10pt">Operator: Good day and welcome to the Energy Focus Second Quarter 2010 Earnings call. As a
reminder, today&#146;s conference is being recorded.</FONT></TD>
</TR>

</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">At this time, I would like to turn the conference over to Mr.&nbsp;Brion Tanous. Please go ahead,
sir.


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    <TD>Brion Tanous: Thank you, Lena. I&#146;d like to welcome everybody to Energy Focus&#146; second quarter
earnings conference call.</TD>
</TR>

</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">On this call the company&#146;s Chief Executive Officer, Joe Kaveski, will give a business update
on the combined SRC and Energy Focus businesses and provide an outlook for the third quarter
as well as for the full fiscal year 2010.



<P align="left" style="margin-left:4%; font-size: 10pt">The company&#146;s Chief Financial Officer, Nick Berchtold will then address the company&#146;s second
quarter financial results. We also have President John Davenport on the call with us this
afternoon. Following prepared remarks, we will open it up for questions for the remainder of
this call.



<P align="left" style="margin-left:4%; font-size: 10pt">Before we get started, I&#146;m going to read a disclaimer about forward looking statements. This
conference may contain in addition to historical information, forward looking statements
within the meanings in the federal securities laws regarding Energy Focus.



<P align="left" style="margin-left:4%; font-size: 10pt">Forward looking statements include statements about plans, objectives, goals, strategies,
future events and performance and underlying assumptions and other statements that are
different than historical facts.



<P align="left" style="margin-left:4%; font-size: 10pt">These forward looking statements are based on current management expectations and are
subject to risks and uncertainties that may result in expectations not being realized and
may cause actual outcomes to differ materially from the expectations reflected in these
forward looking statements.



<P align="left" style="margin-left:4%; font-size: 10pt">Potential risks and uncertainties include change in demand for the company&#146;s products, the
impact of competition in government regulations and other risks contained in the statements
filed from time to time with the SEC.



<P align="left" style="margin-left:4%; font-size: 10pt">All such forward looking statements whether written or oral made on behalf of the company,
are expressly qualified by these cautionary statements. And such forward looking statements
are subject to risks and uncertainties and we caution you not to place undue reliance on
these.



<P align="left" style="margin-left:4%; font-size: 10pt">With that, I&#146;d like to turn the call over to Mr.&nbsp;Joe Kaveski. Joe?


<P>
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    <TD width="1%">&nbsp;</TD>
    <TD>Joe Kaveski: Thank you Brion, and thanks to everyone for participating in the new Energy Focus&#146;
2010 second quarter earnings call. It&#146;s a great day as Energy Focus&#146; sales are nearly triple
that of last year and the company is in full compliance with NASDAQ&#146;s listing requirements.</TD>
</TR>

</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">Energy Focus is in a significantly better place and with a brighter future than where it has
been over the last several years. The evidence of this is the continued positive momentum in
our financial results.



<P align="left" style="margin-left:4%; font-size: 10pt">So now, I&#146;d like to share with you some brief comments on our exciting second quarter
results and then provide you with some insight into our 2010 anticipated financial
performance.



<P align="left" style="margin-left:4%; font-size: 10pt">So to begin, our second quarter results were by far the best quarter the company has
achieved in a decade.



<P align="left" style="margin-left:4%; font-size: 10pt; text-indent: 4%">We generated nearly $9&nbsp;million in sales which is nearly three times our net sales from
continuing operations during the second quarter of last year. Our new SRC solutions business
unit is fully integrated into our operations, performing well and represents more than half
of our total sales.



<P align="left" style="margin-left:4%; font-size: 10pt">In spite of slower international product sales, our overall product sales continue to
improve. This is primarily driven by increased sales to the US Navy, increased pool sales
and increased sales to lighting retrofit companies serving the existing building market.



<P align="left" style="margin-left:4%; font-size: 10pt">I am also delighted to report that our net cash usage from operations was way, way down as
we used $28,000 as compared to the $763,000 net cash usage from operations in the second
quarter of last year. We are clearly on our way to achieve our forecast to generate cash
from operations in 2010.



<P align="left" style="margin-left:4%; font-size: 10pt">The company&#146;s overall gross profit margins continue to improve as our second quarter margins
increased nearly 1% as compared to the first quarter of 2010.



<P align="left" style="margin-left:4%; font-size: 10pt">We expect this trend to continue as we lessen our unabsorbed factory costs, increase the
content of EFOI products into our solutions agreements and leverage our buying expertise to
further reduce our costs of goods sold.



<P align="left" style="margin-left:4%; font-size: 10pt">Furthermore, our efforts to reduce operating expenses are clearly paying off big time, in
spite of supporting nearly three times the sales of last year. Our &#147;all in&#148; overhead
including SRC&#146;s overhead on a cash basis this year, is actually less than last year.



<P align="left" style="margin-left:4%; font-size: 10pt">And lastly, in our second quarter, the company secured $2.5&nbsp;million in new lighting
solutions contracts which we expect to mostly complete in 2010. This brought our solutions
contracts to $19&nbsp;million as of the end of our second quarter.



<P align="left" style="margin-left:4%; font-size: 10pt">And today, I&#146;m delighted to announce that we have already secured seven new contracts
totaling $2.8&nbsp;million in our third quarter. Included in this work is over $1&nbsp;million to
upgrade the lighting at several locations of a large southeastern healthcare system.



<P align="left" style="margin-left:4%; font-size: 10pt">The remaining contracts are to upgrade lighting in three elementary school districts and at
four Fortune 500 industrial facilities. While the bulk of this work is to be performed in
the southeast a few of these projects are located in the northeast and Mexico.



<P align="left" style="margin-left:4%; font-size: 10pt">In all of these projects, our experts at SRC have completed audits of the existing
facilities, prepared an inventory of their lighting systems, created an improved energy
savings design and will now procure the materials and be responsible for the installation of
the new energy efficient lighting refurbishments.



<P align="left" style="margin-left:4%; font-size: 10pt">So from a financial perspective, Energy Focus is making very good progress and on target to
achieve our 2010 forecast.



<P align="left" style="margin-left:4%; font-size: 10pt">As I stated in our last earnings call, the acquisition of SRC has provided Energy Focus a
foundation for sales growth of our existing products and for EFOI&#146;s future lighting products
that are specifically being designed and developed for existing buildings.



<P align="left" style="margin-left:4%; font-size: 10pt">So to that end, I would now like to provide you with an update on our research and
development efforts. Yesterday, our company announced another $1&nbsp;million, two year SBIR
contract. This contract is in addition to the two phase 2 SBIR contracts worth $1.5&nbsp;million
that we secured earlier this year.



<P align="left" style="margin-left:4%; font-size: 10pt">What&#146;s significant about these SBIRs is that they&#146;re in line with our strategy to use
government funds to develop key IP (&#147;intellectual property&#148;) which Energy Focus owns and the
resulting technology that creates real competitive advantage for our energy efficient LED
lighting products as well as our solar technology.



<P align="left" style="margin-left:4%; font-size: 10pt">For example, over the last 30&nbsp;days, we began selling our new hazardous location globe light.
This light was first developed under a DARPA contract for the US Navy and is now being sold
into commercial and industrial markets.



<P align="left" style="margin-left:4%; font-size: 10pt">As I mentioned in our last call, the light targets a $300&nbsp;million market opportunity and is
typically used in refineries, saw mills, grain elevators, coal preparation plants, textile
mills, pharmaceutical plants and on oil rigs.



<P align="left" style="margin-left:4%; font-size: 10pt">By far our new globe light is the highest performance, lowest cost, longest lasting LED
class one, div. two lamp on the market as it was designed to exceed military specifications.



<P align="left" style="margin-left:4%; font-size: 10pt">In the case of our latest SBIR, it involves perfecting our advanced coatings technology that
will make our LED general illumination product up to 4% more efficient and can be utilized
to increase the efficiency of just about anybody&#146;s solar devices including the DARPA VHESC
project device which is in the phase three commercialization stage.



<P align="left" style="margin-left:4%; font-size: 10pt">So now as we look to the future, I&#146;d like to provide you some specific guidance. For our
third quarter the company expects our sales to exceed $9&nbsp;million which is three times the $3
million in revenue from continuing operations that we achieved last year in the third
quarter.



<P align="left" style="margin-left:4%; font-size: 10pt">And we are reaffirming our total sales for 2010 will exceed $35&nbsp;million. Furthermore, the
company expects to be net cash flow positive from operations beginning in the third quarter.



<P align="left" style="margin-left:4%; font-size: 10pt">We are also reaffirming our guidance that the company will be overall net cash flow positive
from operations in 2010.



<P align="left" style="margin-left:4%; font-size: 10pt">And the company will continue to grow organically through the expansion of SRC&#146;s market
coverage and customer base as well as to increase product sales and possibly through one or
more future acquisitions where the acquisitions are accretive.



<P align="left" style="margin-left:4%; font-size: 10pt">Clearly concerns over rising energy prices, the environment, government mandates and the
already approved stimulus money increasingly finding its way into the markets and our
projects are key elements that will continue to create growing demand for our energy
efficient lighting products and our turnkey lighting solutions.



<P align="left" style="margin-left:4%; font-size: 10pt">And lastly, the company will also increase its overall gross profit margins by injecting an
increasingly higher percentage of EFOI product content into our solutions contracts.



<P align="left" style="margin-left:4%; font-size: 10pt">So in conclusion, our plan is clearly working. The company is on track to almost triple our
sales of &#151; over last year.



<P align="left" style="margin-left:4%; font-size: 10pt; text-indent: 4%">And demand for new sales remains strong. Our cost containment and improvement measures
are clearly working. And our new product and technology developments are progressing well.



<P align="left" style="margin-left:4%; font-size: 10pt">So yes, I do remain bullish about the current and future success of Energy Focus in helping
customers solve their lighting and energy needs.



<P align="left" style="margin-left:4%; font-size: 10pt">Now before I turn the call over to Nick Berchtold, our Chief Financial Officer, I&#146;d like to
mention that we will be spending the next month traveling across the country to meet with
existing investors, to create interest with new investors, and to hopefully attract new
analyst coverage.



<P align="left" style="margin-left:4%; font-size: 10pt">Please contact Brion Tanous at area code (310)&nbsp;541-6824. Again, that&#146;s (310)&nbsp;541-6824 if you
would like to schedule some one on one time with us at your location.



<P align="left" style="margin-left:4%; font-size: 10pt">Also we would like to remind you that if you would like to begin to receive our bi-monthly
newsletter then please go to our Web site at <U>www.energyfocusinc.com</U> or
<U>www.efoi.com</U> and hit the green button to sign up.



<P align="left" style="margin-left:4%; font-size: 10pt">So with that, I&#146;d like to turn the call over to Nick who will provide you further clarity
around our financial results. Nick?


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    <TD>Nick Berchtold: Thanks Joe. And I&#146;d also like to welcome our participants to today&#146;s call. As Joe
mentioned, our company&#146;s second quarter financial results reflect significant improvement over
historical levels and show strong and consistent growth on a quarter over quarter basis.</TD>
</TR>

</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">Specifically we achieved the following notables during the second quarter.


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    <TD width="1%" nowrap align="right">&#149;</TD>
    <TD width="1%">&nbsp;</TD>
    <TD>Consolidated revenues from continuing operations of $9&nbsp;million
which is a 169% increase of revenues from comparable 2009 periods.</TD>
</TR>

</TABLE>


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    <TD width="1%" nowrap align="right">&#149;</TD>
    <TD width="1%">&nbsp;</TD>
    <TD>As Joe mentioned, another $2.5&nbsp;million in new solutions contracts
to be completed primarily within 2010.</TD>
</TR>

</TABLE>


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    <TD>Also and very important is the finalization of our consolidated
Fiber Stars manufacturing operation within the west coast, Mexico
and California.</TD>
</TR>

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    <TD width="1%" nowrap align="right">&#149;</TD>
    <TD width="1%">&nbsp;</TD>
    <TD>Additionally cash usage net of the impact of proceeds from
financing activities was effectively cash neutral, minimum $28,000
for the quarter.</TD>
</TR>

</TABLE>


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    <TD width="1%" nowrap align="right">&#149;</TD>
    <TD width="1%">&nbsp;</TD>
    <TD>And lastly, the seamless transition from the NASDAQ global market
to the NASDAQ capital market which allows the company to be fully
compliant with continued listing requirements.</TD>
</TR>

</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">As mentioned during the previous conference call I&#146;d also like to remind you that the
consolidated statements of operations and consolidated statements of cash flows presented in
our Form 10-Q have been recast to include only continuing operations as of our June&nbsp;30, 2010
date. Continuing operations for these statements are defined as Energy Focus, Inc., Stones
River Company and Crescent Lighting Limited. 2009 financial results from the company&#146;s
discontinued operations are separately reported.



<P align="left" style="margin-left:4%; font-size: 10pt">Additionally, during the course of our conference call certain non-GAAP financial measures
may be discussed which should be considered as an addition to and not in lieu of comparable
GAAP financial measurements.


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    <TD>So let me first discuss revenues.</TD>
</TR>

</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">Our second quarter revenues continue to reflect the transformation of our company both from
the combination of realized revenues from our Stones River Company subsidiary as well as
from our additional market penetration within our Fiber Stars and research-based business
units.



<P align="left" style="margin-left:4%; font-size: 10pt">2010 second quarter revenues were $9&nbsp;million as discussed but let me break the number down
further.



<P align="left" style="margin-left:4%; font-size: 10pt">Our Stones River Company subsidiary contributed $4.9&nbsp;million or 55% of total revenues while
our Fiber Stars business unit continued to contribute greatly to the success of the business
by generating $3.3&nbsp;million or 36% of total revenues with our North America product sales
business increasing 4% despite continued pressure within the new construction and housing
markets. And our research and government sales unit also posted strong performance by
generating $790,000 in contract based revenues during the second quarter.



<P align="left" style="margin-left:4%; font-size: 10pt">And now I&#146;d like to discuss briefly gross profits from continuing operations.
<BR>
Our second quarter 2010 gross profit was $1.6&nbsp;million compared to $812,000 for the second
quarter 2009. During the quarter, we continued to recognize benefits from the consolidation
of our manufacturing and distribution operations into Mexico as second quarter non-solutions
based unabsorbed costs of goods sold decreased by 33% from 2009 levels. And looking at
gross profit on a sequential 2010 quarter by quarter basis our gross profit margins
increased from 16.7% in the first quarter of 2010 to 17.5% in the second quarter of 2010.


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    <TD>And now I&#146;d like to turn briefly to operating expenses.</TD>
</TR>

</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">Second quarter 2010 operating expenses were $3.2&nbsp;million which represents an 11% increase
over second quarter 2009 operating expenses of $2.9&nbsp;million. However, after removing
non-cash expenses of $597,000 related to equity revaluation and acquisition amortization,
second quarter 2010 operating expenses were 10% below prior year levels. Contributing to
this favorable second quarter result are increased government cost recoveries, reduced
overhead expenses and significantly reduced professional services fees. And we expect to
generate ongoing benefits from these actions into the third and fourth quarters of 2010 and
beyond.


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    <TD>And next I&#146;d like to review earnings per share.</TD>
</TR>

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<P align="left" style="margin-left:4%; font-size: 10pt">Our second quarter 2010 net loss from continuing operations was 8 cents per share versus 16
cents per share loss for the second quarter of 2009. Excluding the previously discussed non
cash expenses our second quarter 2010 net loss from continuing operations was 5 cents per
share.


<P align="left" style="font-size: 10pt">And now I&#146;d like to turn briefly to selected balance sheet items.



<P align="left" style="margin-left:4%; font-size: 10pt">First our cash and cash equivalents increased to $288,000 from March&nbsp;31, 2010 levels to
reach $2.1&nbsp;million at June&nbsp;30, 2010. Cash on hand at June&nbsp;30 does include the impact of
$316,000 in equity proceeds. However, cash flow usage excluding these financing proceeds
was $28,000 compared again to $763,000 of usage during the second quarter of 2009. This
represents a 96% improvement over 2009 levels.



<P align="left" style="margin-left:4%; font-size: 10pt">And next, accounts receivable increased to $6&nbsp;million on a consolidated basis at June&nbsp;30,
2010 versus $2.9&nbsp;million at December&nbsp;31, 2009. In spite of this increase in receivables the
company achieved an improvement in accounts receivable day sales outstanding from 67.2&nbsp;days
at December&nbsp;31, 2009 down to 60.5&nbsp;days at June&nbsp;30, 2010.



<P align="left" style="margin-left:4%; font-size: 10pt">Third, inventory within our products based business decreased to $2.9&nbsp;million at June&nbsp;30,
2010 versus $3.8&nbsp;million at December&nbsp;31, 2009. As a result our inventory turns within these
businesses improved from 3.3 to 4.5 turns as of June&nbsp;30, 2010.



<P align="left" style="margin-left:4%; font-size: 10pt">Lastly, equity financing did contribute as I mentioned, $355,000 in gross equity proceeds
during the second quarter of which $316,000 was net of expenses as part of our 2010 purchase
share agreement with Lincoln Park Capital.



<P align="left" style="margin-left:4%; font-size: 10pt">And so, in summary, I&#146;d like to reiterate that the second quarter results do show proof that
the transformation of our company is well underway and will continue well into the future.



<P align="left" style="margin-left:4%; font-size: 10pt">I&#146;d also like to thank you for joining today&#146;s conference call and I&#146;ll now turn the call
back over to the Operator who will open it up for questions and answers.


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    <TD>Operator: Thank you. If you would like to ask a question, please do so by pressing the star key
followed by the digit 1 on your touchtone telephone. If you are using a speakerphone, please
make sure your mute function is turned off to allow your signal to reach our equipment. Once
again, that is star 1 if you would like to ask a question. And we&#146;ll pause for just a moment
to assemble our roster.</TD>
</TR>

</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">And we&#146;ll go first to Newell Harris.


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    <TD>Newell Harris: Thank you. I am very pleased with the vast improvement of the company, number one.
So you&#146;re doing a very good job. I have one quick question. I know you have received some
orders from the US Navy which looks like a very, very beautiful area for you. But I&#146;m
questionable &#151; do we actually have the production capacity to fulfill this size of order and
do it in a timely manner?</TD>
</TR>

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    <TD>Joe Kaveski: Well first of all Newell thank you very much for your comments there. We do
appreciate your recognizing that our results have improved. And the second part is yes, we do
absolutely have the capacity to fulfill the orders. We&#146;re pretty excited about what the
military can represent for us and delivery of product should not be a problem.</TD>
</TR>

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    <TD>Newell Harris: As an individual investor, I&#146;m very happy for you.</TD>
</TR>

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    <TD>Joe Kaveski: Thank you very much, Newell.</TD>
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    <TD>Newell Harris: Thank you. Good job.</TD>
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    <TD>Joe Kaveski: Have a good day.</TD>
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    <TD>Operator: And we&#146;ll to next to Blake Tobias.</TD>
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    <TD>Blake Tobias: Hi. Yes, excellent results so far. The question involves the annual meeting on
6/23, the approval of the double the amount of outstanding shares. I wondered if you could
share anything in regards to any plan or strategy in releasing those shares out onto the
market.</TD>
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    <TD>Joe Kaveski: Well first off thank you, Blake, for joining us. And, you know, we did increase the
number of authorized shares from $30&nbsp;million to $60&nbsp;million. That was primarily because those
existing $30&nbsp;million of shares had been either used or committed. So we did ask shareholders
to approve an increase in the number of authorized shares and they did approve them. At this
time, no shares have been released. None of the additional $30&nbsp;million new shares have been
released. And, if for instance we were to come across an acquisition that would truly be
accretive and perhaps as part of that deal it may require some equity upside. But, at this
particular point in time, none of the shares have been released. So they&#146;re just authorized.</TD>
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    <TD>Blake Tobias: Okay, so then no specific plan to &#151; of course this causes investors concern as you
can well imagine.</TD>
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    <TD>Joe Kaveski: Sure. Sure.</TD>
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    <TD>Blake Tobias: Yeah.</TD>
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    <TD>Joe Kaveski: Well, again there&#146;s really nothing to report to you. Just that the additional
&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;shares give us the flexibility to grow moving forward as are described in our previous calls.
But no, there are no specific plans at this time.</TD>
</TR>

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    <TD>Blake Tobias: Okay. Thank you very much.</TD>
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    <TD>Operator: And we&#146;ll go next to Robert Littlehale with JP Morgan.</TD>
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    <TD>Robert Littlehale: Oh &#151; good afternoon. I was curious on two fronts. One, what you see going on as
it relates to stimulus money going into the energy efficiency &#151; efficient lighting space. That
was one question and then just a little further elaboration as it relates to acquisitions. If
you were to do some, what directions you may head in.</TD>
</TR>

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    <TD>Joe Kaveski: Sure. Well first of all, Robert, thank you very much for joining us on the call
today. And as it relates to stimulus money this is an interesting phenomena because it &#151; it&#146;s
out there and it is beginning to trickle into our projects but we really haven&#146;t seen that
money significantly impact the size of these projects yet.</TD>
</TR>

</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">It does hold the potential of increasing a normal contract by about 20%. But again, in the
contracts that we have received to date, there has not been a lot of that stimulus money
contribution. So we&#146;re pretty optimistic that that opportunity exists when in fact, the
stimulus money does hit.



<P align="left" style="margin-left:4%; font-size: 10pt">As it relates to our business plan and the potential for one or more acquisitions, rest
assured that it would be only where it&#146;s accretive and within our core competency.



<P align="left" style="margin-left:4%; font-size: 10pt">If we were to acquire another company for instance, it would probably be in line with the
acquisition that we completed in December&nbsp;31, 2009, that being the Stones River Company.
Where for instance, there was a significant backlog of work and a significant sales
pipeline.



<P align="left" style="margin-left:4%; font-size: 10pt">And it would be in a geography, for instance, where Stones River Company would have trouble
servicing or selling into. So for instance, Stones River Company is based out of Nashville
and services primarily the southeast. So, an attractive acquisition might be in the
northeast, north west or west. So, again to perhaps expand our market coverage where it
might allow us to quickly get new customers. And any future acquisitions would clearly need
to be strategic and accretive for the business.


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    <TD>Robert Littlehale: Did your headcount go up at all in the second quarter?</TD>
</TR>

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    <TD>Joe Kaveski: No, it did not.</TD>
</TR>

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    <TD>Robert Littlehale: Okay. Thank you, Joe.</TD>
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    <TD>Joe Kaveski: Thank you again, Robert.</TD>
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    <TD>Operator: And once again, it is star 1 if you do have a question at this time. And we&#146;ll go next
to Joe Guilmette.</TD>
</TR>

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    <TD>Joe Guilmette: Hi Joe. Congratulations on the great quarter. I like what I hear.</TD>
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    <TD>Joe Kaveski: Thank you, Joe.</TD>
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    <TD>Joe Guilmette: Okay. Yesterday morning, I was watching CNBC and on this &#151; on the ticker tape
that goes down on the bottom of the screen they showed that (CREE)&nbsp;had exceeded the profit
estimates significantly and they quoted that from the &#151; the result of that from a surging
demand for efficient LED lighting and then the stock went down nine bucks. The ticker also
continued stating that (CREE)&nbsp;sees weakness in the next quarter. And you certainly don&#146;t sound
like you see any weakness.</TD>
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</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">But I was just wondering you &#151; can you comment on where there maybe some weakness in the
market somewhere in the next quarter?


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    <TD>Joe Kaveski: Well I don&#146;t know if we exactly match up with (CREE). I mean in terms of the public
sector which we&#146;re serving right now with our turnkey solution. This market has never been
better. There is enabling legislation in all but three states that effectively promotes
public sector agencies, cities, universities, 501(c) hospitals, GSA public federal government
who actually use this legislation as a procurement vehicle to upgrade their building
technologies. And the fact of the matter is that their traditional ability to get building
improvements is pretty much gone. I mean they&#146;re not getting any more money from the tax base
and of course their capital budgets have all but dried out. And so this ability to utilize
this Energy Savings legislation that we benefit from is a huge driver. And so that&#146;s really
why public sectors is absolutely going great guns. And then when you add the thought of
additional stimulus money to make these projects bigger, the Energy Savings legislation is a
real driver for them. So I do not see weakness in the same way that a (CREE)&nbsp;would see the
weakness from an LED perspective. And what we do see in the marketplace is more and more of
our customers want to go LED. Unfortunately the price point in the cost per lumen of LED
technology is a little bit high at this moment for typical general illumination applications.
The cost per lumen is crashing quickly and it won&#146;t be long before the price per lumen is
comparable with that of linear fluorescent, incandescent or halogen. That will make it a
viable alternative for general illumination applications. So we feel really good about our
market and certainly don&#146;t share that same view that (CREE)&nbsp;does.</TD>
</TR>

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    <TD>Joe Guilmette: Okay. Well spoken. Thanks. Thank you very much Joe.</TD>
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    <TD>Joe Kaveski: Thank you Joe.</TD>
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    <TD>Operator: And we&#146;ll go next to John Clock.</TD>
</TR>

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    <TD>John Clock: Yes. I had two questions actually. I&#146;m a new investor in your company, a small
investor but I work part time for a company &#151; an organization in Ohio called Green Energy
Ohio. And of course we&#146;re promoting renewable and sustainable energy. And in your
presentation, you mentioned something about solar and I wish &#151; I was wondering if you could
elaborate on that as to what your involvement in solar is.</TD>
</TR>

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    <TD>Joe Kaveski: Sure. And I&#146;m going to ask John to offer a little more clarity after I introduce
this. From a solar perspective we are part of a consortium funded by DARPA, the US government
Defense Advanced Research Projects Agency. The consortium is tasked to</TD>
</TR>

</TABLE>


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    <TD width="1%">&nbsp;</TD>
    <TD>create the next generation solar technology. The consortium&#146;s project and technology is designed to
be more than 40% system conversion efficient. It&#146;s called VHESC, Very High Efficiency Solar
Cell. And it&#146;s based upon the concept of optical spectrum splitting. And forgive me, I&#146;m not
the scientist but the layman&#146;s way to explain the technology is to visualize holding a prism
up to a light. In doing so, you would see that the incoming white light is divided into the
different colors of its spectrum. In VHESC&#146;s optical spectrum splitting concept, this is what
occurs. Furthermore, in VHESC, each color of the light is then concentrated and focused a
semiconductor material that is optimized for converting that color of light into energy.
Then, VHESC adds together the energy produced from the multiple semiconductor materials to
achieve very high efficiency. Traditional silicon based photo cell technology is not really
not optimized for converting all wavelengths of the sun&#146;s spectrum into energy.</TD>
</TR>

</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">Energy Focus leads the VHESC optics team and &#151; which includes the advanced coatings that in
essence allows the efficient splitting of the sun&#146;s spectrum, and the focus and the
concentration of discrete spectrums of light into semiconductor materials that are optimized
in converting that portion of the light&#146;s spectrum into energy. The net result of optical
spectrum splitting is that you can get well beyond what you can with traditional silicon.
In fact, we&#146;ve produced a VHESC prototype about a year ago, that was around 40% system
energy conversion efficiency. So it&#146;s not just a theoretical. Its actually been done.



<P align="left" style="margin-left:4%; font-size: 10pt">We believe that VHESC can go to higher levels of system energy conversion. VHESC is in the
phase 3 commercialization stage. This means that the science and art has more or less been
perfected and now it&#146;s how do we produce it quickly and cost effectively.


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    <TD>John Clock: Okay. I know just up your way &#151; I&#146;m in Cincinnati but just up your way they just -
upper Sandusky they just went online with a 12 &#151; I think it was 12 or 14 megawatt solar farm.
And AEP is the owner of that or...</TD>
</TR>

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    <TD>Joe Kaveski: Right. Very good.</TD>
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    <TD>John Clock: Yeah, so I would love to have somebody from your company come and talk sometime if
that&#146;s possible, at one of our meetings.</TD>
</TR>

</TABLE>


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    <TD>Joe Kaveski: &#150;yes, and if you would just send us a note I&#146;d like to recommend that you send that
note to our John Davenport our President.</TD>
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</TABLE>



<P align="left" style="margin-left:4%; font-size: 10pt">His email is john@efoi.com.


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    <TD>John Clock: Okay. That&#146;s easy. Thank you for answering my questions.</TD>
</TR>

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    <TD>Joe Kaveski: Thank you very much John. Have a great afternoon.</TD>
</TR>

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    <TD>Operator: And once again, this is a final reminder, it is star 1 if you do have a question.</TD>
</TR>

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    <TD>Operator: And we actually do have a question in the queue. My apologies. Stuart Chase with
Eaglebrook School.</TD>
</TR>

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    <TD>Joe Kaveski: Sure.</TD>
</TR>

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    <TD>Stuart Chase: Hi. I&#146;ve been involved with trying to be sustainable in our school which is a small
school but it has kids from all over the country and &#151; world. And are you saying that you&#146;re
increasing the efficiency 40% as compared to something that &#151; with our early solar cells were
below 20%?</TD>
</TR>

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    <TD>Joe Kaveski: That&#146;s correct. That&#146;s exactly right. A typical solar installation might be 15%...</TD>
</TR>

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    <TD>Stuart Chase: Right.</TD>
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    <TD>Joe Kaveski:...all in. And we&#146;re talking about more than doubling this which is really...</TD>
</TR>

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    <TD>Stuart Chase: All right, in the prism covering does that add to the weight substantially?</TD>
</TR>

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    <TD>John Davenport: We actually have a couple of different approaches to that. And in fact, that&#146;s
going to be published soon. So you&#146;ve got my email. Just send me a note and as soon as I&#146;ve
got the publication details I can give you some more.</TD>
</TR>

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<P align="left" style="margin-left:4%; font-size: 10pt">A lot of this work is restricted so I can only give you published material at this point.


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    <TD>Stuart Chase: Right.</TD>
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    <TD>John Davenport: So please send me your email and I&#146;ll give you more details on it. Very, very
exciting stuff.</TD>
</TR>

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    <TD>Stuart Chase: Are you in any way related &#151; following what Spire does in Massachusetts &#151; S-P-I-R-E?
They do a lot of solar applications for the space industry.</TD>
</TR>

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    <TD>John Davenport: Yeah. We&#146;re not involved in doing space applications although we have &#151; some of
our partners have done work and have actually had materials in orbit on the space station. So
(EMCOR)&nbsp;is one of them that for example, is one of our partners. They&#146;re making special
devices for us as part of this program.</TD>
</TR>

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    <TD>Stuart Chase: How about energy conversion devices or ((inaudible)), the greatest capital raiser
for nothing that&#146;s ever been profitable?</TD>
</TR>

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    <TD>Joe Kaveski: No.&nbsp;We&#146;re trying to steer clear of that okay? We&#146;re looking for solutions that we
can take to our customers, the same customers as the lighting retrofit customers. They&#146;ve got
roofs that we&#146;d love to fill with solar. And that&#146;s our thinking.</TD>
</TR>

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    <TD>Stuart Chase: Well great. But I&#146;d love to be in contact on that because we&#146;re doing a lot of
retrofitting right now.</TD>
</TR>

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    <TD>Joe Kaveski: Super. Okay.</TD>
</TR>

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    <TD>Stuart Chase: So who is &#151; and just john@efoi.com?</TD>
</TR>

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    <TD>John Davenport: That&#146;s perfect. Yes, that&#146;s me.</TD>
</TR>

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    <TD>Stuart Chase: Thank you very much. You&#146;re doing a great job.</TD>
</TR>

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    <TD>Joe Kaveski: Very good. Thank you, Stuart. Okay.</TD>
</TR>

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    <TD>Operator: And we have no further questions in the queue. At this time, I would like to turn it
back over to Mr.&nbsp;Joe Kaveski for any additional or closing remarks.</TD>
</TR>

</TABLE>


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    <TD>Joe Kaveski: Thanks to everyone that has joined us on the call today. And a special thanks to
our employees who are definitely working hard to be able to deliver on our financial
performance. So with that, we are really looking forward to our third quarter earnings call
and visiting with you again. As a reminder, If anyone would like to meet with us one on one,
we would be delighted at that opportunity and suggest you contact Brion Tanous, our investor
relations. So thank you again. Goodnight , and have a great evening.</TD>
</TR>

</TABLE>


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    <TD>Operator: And this concludes today&#146;s conference. Thank you for your participation.</TD>
</TR>

</TABLE>


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