Quarterly report pursuant to Section 13 or 15(d)

Revenue from Contracts with Customers

v3.10.0.1
Revenue from Contracts with Customers
6 Months Ended
Sep. 30, 2018
Revenue from Contract with Customer [Abstract]  
Revenue from Contract with Customer
Revenue from Contracts with Customers

On April 1, 2018, we adopted Accounting Standards Codification Topic 606, “Revenue from Contracts with Customers” ("ASC Topic 606") using the modified retrospective method and applying ASC Topic 606 to all revenue contracts with customers which were not completed as of the date of adoption. Results for reporting periods beginning after April 1, 2018 are presented under ASC Topic 606. In accordance with the modified retrospective approach, prior period amounts were not adjusted and are reported under ASC Topic 605, “Revenue Recognition.” As a result of the adoption, the cumulative impact to our retained earnings at April 1, 2018 was immaterial and such impact primarily related to the accounting for certain engineering services revenue related to projects on existing facilities that will now be deferred, until delivery of product, as a fulfillment obligation. Additionally, revenues recognized under ASC Topic 606 in the interim period and YTD period did not materially differ from revenues that would have been recorded under ASC Topic 605. We expect the impact of the adoption of the new standard to continue to be immaterial to revenues and net income on an ongoing basis.
For purposes of calculating the cumulative transition adjustment the amended guidance has been applied to all contracts at the initial application date.
The core principle of the new standard is to recognize revenue that reflects the consideration the Company expects to receive for goods or services when or as the promised goods or services are transferred to customers. ASC Topic 606 requires more judgment than previous guidance, as management will need to consider the terms of the contract and all relevant facts and circumstances when applying the revenue recognition standard. Management performs the following five steps when applying the revenue recognition standard: (i) identify each contract with customers, (ii) identify each performance obligation in the contracts with customers, (iii) estimate the transaction price (including any variable consideration), (iv) allocate the transaction price to each performance obligation and (v) recognize revenue as each performance obligation is satisfied.
Description of product and service offerings and revenue recognition policies
We principally provide a (i) suite of products (heating units, heating cables, tubing bundles and control systems) and (ii) services including design optimization, engineering, installation and maintenance services required to deliver comprehensive solutions to complex projects. The performance obligations associated with our products sales are generally recognized at a point in time. Where products and services are provided together under a time and materials contract, the performance obligations are satisfied over time. We also provide fixed-fee turnkey solutions consisting of products and services under which the related performance obligations and are satisfied over time.
In addition, we offer temporary power products that are designed to provide a safe and efficient means of supplying temporary electrical power distribution and lighting at energy infrastructure facilities for new construction and during maintenance and turnaround projects at operating facilities. Revenues associated with the rental of the temporary power products have historically been less than 5% of our total revenues are recognized under ASC Topic 840, "Leases".
Revenue is recognized when control of the promised goods or services is transferred to our customers in an amount that reflects the consideration we expect to be entitled to receive in exchange for transferring such goods or providing such services. We account for a contract when a customer provides us with a firm purchase order or other contract that identifies the goods or services to be provided, the payment terms for those services, and when collectability of the consideration due is probable. Generally, our payment terms do not exceed 30 days.
Performance obligations
A performance obligation is a promise to provide the customer with a good or service. At contract inception, the Company will assess the goods or services promised in the contract with a customer and shall identify as a performance obligation each promise to transfer to the customer either: (i) a good or service (or a bundle of goods or services) or (ii) a series of distinct goods or services that are substantially the same and that have the same pattern of transfer to the customer. For contracts with multiple performance obligations, standalone selling price is generally readily observable.
Revenue from products transferred to customers at a point in time is recognized when obligations under the terms of the contract with our customer are satisfied; generally this occurs with the transfer of control upon shipment. Revenue from products transferred to customers at a point in time accounted for approximately 77.2% and 76.5% of our revenue for the three and six months ended September 30, 2018, respectively.
    
Our revenues that are recognized over time include (i) products and services which are billed on a time and materials basis, and (ii) fixed fee contracts for complex turnkey solutions. Revenue from products and services transferred to customers over time accounted for approximately 22.8% and 23.5% of our revenue for the three and six months ended September 30, 2018, respectively.

For our time and materials service contracts, we recognize revenues as the products and services are provided over the term of the contract and have determined that the stated rate for installation services and products is representative of the stand-alone selling price for those services and products.
  
Our turnkey projects, or fixed fee projects, offer our customers a comprehensive solution for heat tracing from the initial planning stage through engineering/design, manufacture, installation and final proof-of-performance and acceptance testing. Turnkey services also include project planning, product supply, system integration, commissioning and on-going maintenance. Turnkey solutions, containing multiple deliverables, are customer specific and do not have an alternative use and present an unconditional right to payment, and thus are treated as a single performance obligation with revenues recognized over time as work progresses.

For revenue recognized under fixed fee turnkey contracts, we measure the costs incurred that contribute towards the satisfaction of our performance obligation as a percentage of the total estimated cost of production (the “cost-to-cost method”), and we recognize a proportionate amount of contract revenue, as the cost-to-cost method appropriately depicts performance towards satisfaction of the performance obligation. Changes to the original cost estimates may be required during the life of the contract and such estimates are reviewed on a regular basis. Sales and gross profits are adjusted using the cumulative catch-up method for revisions in estimated contract costs. These reviews have not resulted in significant adjustments to our results of operations.
    
At September 30, 2018, revenues associated with our open performance obligations totaled $149,599, representing our combined backlog and deferred revenue. Within this amount, approximately $22,166 will be earned as revenue in excess of one year. We expect to recognize the remaining revenues associated with unsatisfied or partially satisfied performance obligations within twelve months. During the three and six months ended September 30, 2018, we recognized approximately $13,430 and $33,598 of revenues, respectively, associated with partially satisfied performance obligations as of April 1, 2018.
    
Pricing and sales incentives
    
Pricing is established at or prior to the time of sale with our customers and we record sales at the agreed-upon net selling price. Generally, we do not enter into sales contracts with customers that offer sales discounts or incentives.

Optional exemptions, practical expedients and policy elections

We expense incremental costs of obtaining a contract when incurred because the amortization period would be less than one year.
    
The Company has elected to treat shipping and handling activities as a cost of fulfillment rather than a separate performance obligation.
 
The Company has elected to exclude all sales and other similar taxes from the transaction price. Accordingly, the Company presents all collections from customers for these taxes on a net basis, rather than having to assess whether the Company is acting as an agent or a principal in each taxing jurisdiction.
 
The Company adopted ASC Topic 606 as of April 1, 2018 using the modified retrospective method for all contracts not completed as of the date of adoption. For contracts that were modified before the effective date, the Company utilized the practical expedient to consider the aggregate effect of all modifications when identifying performance obligations and allocating transaction price.

Contract Assets and Liabilities

Contract assets and liabilities are presented on our condensed consolidated balance sheet. Contract assets consist of unbilled amounts resulting from sales under long-term contracts when the cost-to-cost method of revenue recognition is utilized and revenue recognized exceeds the amount billed to the customer. We typically receive progress payments on sales under long-term contracts as work progresses, although for some contracts, we may be entitled to receive an advance payment. Contract liabilities consist of advanced payments, billings in excess of costs incurred and deferred revenue.
    
The following table provides information about contract assets and contract liabilities from contracts with customers:

 
Contract Assets
Contract Liabilities
Balance as of April 1, 2018
$
16,114

$
(8,143
)
 
 
 
Additions
45,364

(17,500
)
Billed amounts transferred to accounts receivable
(39,576
)

Transfer to revenues as earned

17,696

Total activity
$
5,788

$
196

 
 
 
Balance as of September 30, 2018
$
21,902

$
(7,947
)


The $5,788 increase in contract assets from March 31, 2018 to September 30, 2018 was primarily the result of timing of progress payments under long-term contracts. The majority of our contract liabilities at March 31, 2018 were recognized in revenue as of September 30, 2018. There were no impairment losses recognized on our contract assets for the three and six months ended September 30, 2018.    
    
Disaggregation of Revenue
We disaggregate our revenue from contracts with customers by geographic location, revenues recognized at point in time and revenues recognized over time as we believe these best depict how the nature, amount, timing and uncertainty of our revenue and cash flows are affected by economic factors.
Disaggregation of revenues from contracts with customers for the three and six months ended September 30, 2018 and 2017 are as follows:
 
 
Three Months Ended September 30, 2018
 
Three Months Ended September 30, 2017
 
 
Revenues recognized at point in time
 
Revenues recognized over time
 
Total
 
Revenues recognized at point in time
 
Revenues recognized over time
 
Total
United States and Latin America
 
$
17,928

 
$
14,725

 
$
32,653

 
$
12,140

 
$
9,178

 
$
21,318

Canada
 
28,960

 
2,007

 
30,967

 
14,830

 
607

 
15,437

Europe, Middle East and Africa
 
13,871

 
1,693

 
15,564

 
14,877

 
2,570

 
17,447

Asia-Pacific
 
8,849

 
2,121

 
10,970

 
5,826

 
1,603

 
7,429

Total revenues
 
$
69,608

 
$
20,546

 
$
90,154

 
$
47,673

 
$
13,958

 
$
61,631


 
 
Six Months Ended September, 2018
 
Six Months Ended September 30, 2017
 
 
Revenues recognized at point in time
 
Revenues recognized over time
 
Total
 
Revenues recognized at point in time
 
Revenues recognized over time
 
Total
United States and Latin America
 
$
32,747

 
$
31,535

 
$
64,282

 
$
22,357

 
$
22,512

 
$
44,869

Canada
 
55,806

 
3,789

 
59,595

 
26,714

 
822

 
27,536

Europe, Middle East and Africa
 
33,482

 
2,885

 
36,367

 
23,739

 
4,325

 
28,064

Asia-Pacific
 
14,914

 
3,898

 
18,812

 
9,919

 
2,979

 
12,898

Total revenues
 
$
136,949

 
$
42,107

 
$
179,056

 
$
82,729

 
$
30,638

 
$
113,367