CONMED Q1 2023 Earnings Call Transcript

Quartr
Provided by Quartr
April 26, 2023

There are 11 speakers on the call.

Operator

Regarding its financial outlook, its plans and objectives. These statements represent the forward looking statements that involve risks and uncertainties as those are defined under the federal securities laws. Investors are cautioned that any forward looking statements are not guarantees of future events, performance or results. The company's actual results may differ materially from its current expectations. Please refer to the risk and other uncertainties disclosed under the forward looking information in today's press release, as well as the company's in SEC filings for more details on the risks and uncertainties that may cause for actual results to differ materially.

Operator

The company disclaims any obligation to update any forward looking statements. The company's actual results may differ materially from its current expectations. Please refer to the risks and other uncertainties disclosed under the forward looking information in today's press release, as well as the company's SEC filings for more details on the risks and uncertainties that may cause actual results to differ materially. The company disclaims any obligation to update any forward looking statements that may be disclosed during this call, except as may be required by applicable law. You will also hear management refer to non GAAP or adjusted measurements during this discussion.

Operator

While these figures are not substitute for GAAP measurements, management uses these figures to aid in monitoring on the company's ongoing financial performance from quarter to quarter year to year on a regular basis and for benchmarking against other medical technology companies. Adjusted net income and adjusted earnings per share measure the income of the company, excluding credit or charges that are considered by the company to be special or outside of its normal ongoing operations. These adjusting items are specified in the reconciliations supporting the company's earnings releases posted to the company's website. With these required announcements completed, I will turn the call over to Curt Hartman, ConMed's Chairman of the Board, President and Chief Executive Officer for opening remarks. Mr.

Operator

Hartman?

Speaker 1

Thank you, Justin. And before I dive in, the forward looking statement comments cut in and out a little bit. So I just want to point everybody to our investor website where the presentation has been uploaded. It also includes the comprehensive forward looking statement in case you missed part of that opening dialogue. With that said, good afternoon and thank you for joining us for ConMed's Q1 2023 earnings call.

Speaker 1

With me on the call is Todd Garner, Executive Vice President and Chief Financial Officer. Today, we'll share with you our Q1 results and the overall outlook for our business. We'll then open the call to your questions. I'll start by reviewing our Q1 results. Total sales for the quarter were $295,500,000 representing a year over year increase of 21.9% as reported and 25.1% in constant currency.

Speaker 1

From an earnings perspective during the Q1, our GAAP net income totaled $1,800,000 This compares to net income of $15,000,000 in the Q1 of 2022. Excluding special items that affected comparability, our adjusted net income of $20,600,000 decreased 12.3% year over year and our adjusted diluted net earnings per share of $0.66 decreased 5.7% year over year. Overall, I'm very encouraged by the quarter and the company's performance. We were able to ship the warehouse related backlog, benefited from increased surgical procedure volumes and staffing level improvements, saw incremental improvements to global supply chain constraints and participated in 2 exceptional industry trade shows that highlighted our growing product offering and Evident Innovation. During the quarter, we also saw additional smoke legislation pass, which now brings the total to 11 states with 6 active and 5 pending adoption through July of 2024.

Speaker 1

When all 11 are fully active, this will bring approximately 21% of the U. S. Hospital beds and 26% of the U. S. Population under some form of legislation.

Speaker 1

At last count, we also see 10 additional states working on legislation, including Texas and California. Finally, but importantly, we delivered solid results on both the top and the bottom line and are set up for continued strong 2023 performance. In closing, I'm pleased with our start to the year, excited by the broad underlying strength across the portfolio And very encouraged by the positive engagement we are seeing in both of our 2022 acquisitions. While still early, both of these transactions have lived up to and exceeded our expectations, and we remain convinced it will be transformative to our overall revenue and margin performance in the years ahead. I will now turn the call over to Todd, who will provide a more detailed analysis of our financial performance and take you through our full year guidance.

Speaker 1

Todd?

Speaker 2

Thank you, Kurt. All sales growth numbers I reference today will be given in constant currency. The reconciliation to GAAP numbers is included in our press release. As usual, we have included an investor deck on our website that summarizes the results of the quarter and our updated guidance. For the Q1 of 2023, our total sales increased 25.1%.

Speaker 2

Revenue from the recent acquisitions was $13,600,000 in the quarter, putting our global organic growth for Q1 at 19.4%. AirSeal, Buffalo Filter, Intibones and Bio Brace together represented over 30% of our total revenue in the quarter. As Curt said, the reduction of the warehouse related backlog, strong performances by both Intibones and Bio Brace and strong organic demand around the globe drove the revenue growth in the quarter. Our results also benefited from one extra selling day compared to the prior year quarter, which we estimate contributed between 100 and 150 basis points of growth on the consolidated number. For Q1, our sales in the U.

Speaker 2

S. Increased 25.4% versus the prior year quarter and our international sales grew 24.7%. Worldwide Orthopaedics revenue grew 26.0 percent in the Q1. In the U. S, orthopedics sales grew 29.0 percent and internationally orthopedic sales increased 24.3%.

Speaker 2

Total worldwide general surgery revenue increased 24.4% in the quarter. U. S. General surgery revenue grew 24.0 percent, while internationally general surgery revenue increased 25.5%. Now let's move to the expense side of the income statement.

Speaker 2

We will discuss expenses and profitability in the Q1 excluding special items, which include charges for acquisitions and contingent consideration, restructuring and software implementation costs, amortization of intangible assets and amortization of deferred financing fees net of tax. Adjusted gross margin for the Q1 was 54.0 percent, a decrease of 2 10 basis points from prior year quarter. This was the result of 110 basis point FX headwind consistent with our projection a quarter ago, with the remainder coming from inflation. Research and development expense for the Q1 was 4.2 percent of sales, 20 basis points lower than the prior year quarter. 1st quarter adjusted SG and A expenses were 37.9 percent of sales.

Speaker 2

Leverage gain on the higher sales drove the 180 basis points improvement over the prior year quarter. On an adjusted basis, interest expense was $8,700,000 in the Q1. The adjusted effective tax rate in Q1 was 25.3%. 1st quarter GAAP net income was $1,800,000 This compares to GAAP net income of $15,000,000 in Q1 of 2022. GAAP earnings per diluted share were $0.06 this quarter compared to $0.47 a year ago.

Speaker 2

Excluding the impact of special items discussed earlier, in the Q1, we reported adjusted net income of $20,600,000 a decrease of 12 point 3 percent compared to Q1 of 2022. Our Q1 adjusted diluted net earnings per share were $0.66 a decrease of 5.7 percent compared to the prior year quarter. Turning to the balance sheet. Our cash balance at the end of the quarter was of $26,500,000 compared to $28,900,000 as of December 31. Accounts Receivable days as of March 31 were 65 days compared to 69 days at the end of 2022.

Speaker 2

Inventory days at quarter end were 215 compared to 251 at December 31. The return to normal shipping levels during the quarter as we worked through that the warehouse related backlog drove the reduction in inventory days. Long term debt at the end of the quarter was $995,300,000 versus $985,100,000 as of December 31st. Expect the leverage ratio to drop below 5 times in Q3 and below 4.25 times by the end of 2023 and be in the low 3s by the end of 2024. Cash used for operations in the quarter was $3,800,000 compared to cash flow from operations of $300,000 in the Q1 of 2022.

Speaker 2

Cash flow in Q1 was better than we expected. The decrease compared to the prior year is a function of the lower reported GAAP net income in the current quarter. We continue to expect operating cash flow to be around $130,000,000 for the full year of 2023. Capital expenditures in the Q1 were 4 point $3,000,000 compared to $3,700,000 a year ago. Now let's turn to financial guidance.

Speaker 2

We now expect reported revenue for the full year to be between $1,205,000,000 and $1,220,000,000 This continues to include currency headwinds of 150 basis points to 200 basis points. As a reminder, Q2 will be the last quarter we disclosed Intibone's revenue as inorganic and that will only be up until 3 of the close of the acquisition on June 13. As a reminder, we sold $2,100,000 of Intibone's products in June of 2022. We now expect full year adjusted EPS in 2023 to be between $3.30 and $3.50 compared to our previous range of $3.20 3.45 This continues to include estimated FX headwind between $0.20 and $0.25 As discussed previously, the full year 2020 We will have one less selling day compared to 2022. The way our calendar falls, Q1 had one extra day and Q3 will have 2 fewer days.

Speaker 2

As we look at the Q2, we expect reported revenue between $300,000,000 $310,000,000 That includes approximately 200 basis points of FX headwind. We expect adjusted EPS in Q2 to be between $0.77 $0.82 As Curt said, we are very pleased with the Q1 performance and we are focused on executing as we move through 2023. And with that, we'd like to open the call to your questions, and I'll hand it back to Justin.

Operator

Thank you. And our first question comes from Rick Wise from Stifel. Your line is now open.

Speaker 3

Good Good afternoon. Great to see the strong performance and the excellent guidance. Just to start on the guide, You beat the guide by the midpoints due to A variety of factors and you're touching on some of them. But Kurt, maybe help us understand just We've heard from obviously some of the larger companies over the last week and a half, but How did the quarter progress? Did volumes or orders return more aggressively at the end?

Speaker 3

Was it sort of steady? How did you exit? How have you started this quarter? But what's driving the Whatever it is, the math is $4,000,000 or approximately increase at the midpoint. Is that the new products?

Speaker 3

Is that The environmental, just help us help frame what you're seeing and how we should be Thank you about the setup for the rest of the year.

Speaker 1

I'll give a short answer and then a long answer. Better markets, better performance. The markets are better. The procedure volume is better. The staffing levels continue to incrementally improve.

Speaker 1

They're not back Where they were pre COVID and in fact I had some dinners not too distant past where The surgeons I was having dinner with were commenting that they had not yet seen improvements in their staffing levels and that was in certain geographies and other doctors in different geographies had. So it was it's still not by any stretch back to what it was pre pre COVID and better performance. As the quarter progressed and as we caught up with our backlog, It turns our teams more on to offense and we put our customers and our sales force through the wringer with the warehouse backlog and that consumed a lot of their time and we know that. And that's why our focus was on execution and catching up To allow them to get back on offense, we do have a lot of new products, both organic and inorganic. Obviously, into bones was not impacted by The warehouse issue and neither was Bio Res, but everything else we sell was impacted around the globe.

Speaker 1

So Getting those products moving, getting our teams back on offense that's the better execution. So those things together I don't know, Todd, if you have other comments on the guide

Speaker 3

Thanks for those eloquent words, Todd. Maybe there's so much to unpack here, but let's To keep it to the 2, maybe Todd, you could give us some more color on gross margins. Adjusted gross margins at 54%, a little less than we thought. But Help us understand how that's going to flow through over the course of the year. What are the drivers that may be especially related to supply chain, raw material trends, resin costs, all that stuff in the context of your thinking of full year guidance.

Speaker 3

Thank you.

Speaker 2

Sure. Thanks, Rick. Yes, so I think margins were just slightly Lower than we thought too. What I said was they should be close to what they were in Q4. In Q4, it was 54.2% And we came in at 54.0 percent this quarter.

Speaker 2

What from our perspective, the reason it was a little lighter than we thought was because The revenue overachievement was a lot of it was in Asia. So Asia had really strong revenue performance versus expectations and they do come with a little lower margin mix. So From our perspective, it was simply an issue in the Q1 with geographic mix of where the over performance came from. So we're not concerned about it. It's still very, very close to what we said, and we're sticking with our full year gross margin guidance The way that plays out and we talked about FX is heavy in the first half of the year, the FX headwind.

Speaker 2

And so I would expect Q2 margins are in kind of the mid-fifty fours and statement and then it gets meaningfully better in the back half of the year to get to our full year guide that we said in January. So That's kind of how I think you should think about margins. Supply chain, I would say, I think it's true that it's Moderately better. It's still a big issue. I think it is for everybody.

Speaker 2

It certainly did not get worse and it probably got better better than it was, it's still challenging. So that is still out there, but on the margins better than it used to be.

Speaker 3

Got you. Thank you.

Operator

Thank you. And our first and next question comes from Robbie Marcus from JPMorgan. Your line is now open.

Speaker 4

Hi, this is Lily on for Robbie. Thanks for taking the question. Can you talk a bit about the sales that you lost to competitors from the warehouse disruption and how much progress you've been able to make in recapturing that? And do you think that you can get back to your historical levels at some point and how should we be thinking about that progression?

Speaker 1

Yes, Lily, great question. I think, in January on the call, what we described occurred in the Q4 When customers were doing procedures and we could not get them the product they needed or an alternate that would work in the procedure, they clearly went to competitors. And there may have been some competitors who said, we're happy to help you out, but we need some ongoing volume to help you out. And in other cases, it was simply a singular transaction that occurred. We think as we proceeded through the Q1 that those customers that switch some of their volume, We've recovered greater than 50% of them back and we see the remainder occurring over the next couple of quarters.

Speaker 1

Inevitably, there'll be some on the edges that may never come back, but we're not seeing any hesitation at this point in time. It's more about us having product available for the cases when they want to do the cases and we've made great strides there. Again, as our team gets more on offense as the product was moving out quicker as the quarter unfolded. Those things come back, tend to come back. And then obviously, it Really didn't have a lot of impact on the capital side of the business, which is 20% of our revenue give or take a little bit.

Speaker 1

So it's more about the single use consumables that we sell across general surgery and orthopedics, where customers were doing a procedure and they might use an alternate product or competitive product and getting them back on to the main product. So we think we've made good progress in that.

Speaker 4

Got it. That's good to hear. And then maybe just one on the cadence. How should we be thinking about the progression of revenues and EPS Over the course of the year, just given the disruption from the warehouse issues, should we expect normal seasonality or will it be

Speaker 2

for Q1 and I just guided for Q2. So I said revenue for Q2 between $300,000,000 $310,000,000 and EPS between $0.77 $0.82 So that gives you the first half of the year. We're not going to break out Q3 and Q4 here Today, but obviously it is you'll see that that is kind of a gradual progression as we move through the year, FX. And I'll remind you that the way FX falls for us is essentially all of the FX headwind that I've talked about for the full year is all in the first half of the year. So that becomes relatively neutral

Operator

And our next question comes from Ian Tull from Bank of America. Your line is now open.

Speaker 5

Hi, this is Ian on for Travis. Just wanted to ask about Buffalo and Airceal. Last quarter, I think you mentioned they grew below 20% given the warehouse issue. Looks like the new slide deck, no longer references the Buffalo Airseal growing above 20%. Just and apologies if I missed this earlier in the call, but did those grow over 20% in the quarter and then just expectations moving forward for Those 2 specifically?

Speaker 2

Yes, Travis, they definitely did grow over 20% in Q1. We We did take that out of the slide deck because now as we move through 2023, we've added Intibones and Bio Res isolate those 2 product lines. And so what I said in my prepared remarks was I did disclose percent mark or better. And we've talked about the growth rate we expect for intabones, which is kind of mid to high teens essentially. And then obviously BioRez, which is starting at a very small number in 2022, we've said will be single digit millions in 2023 and then double digit millions in 2024 and beyond that obviously the growth rate on the Bio Res number As well, well north of 20%.

Speaker 2

So we're going to get away from that specific disclosure that we gave you through last year. And now we're going to talk about, all of these high growth technologies that are contributing to our growth and margin profile improving.

Speaker 1

And I would just add to that If you've attended any of the trade shows here recently or perhaps last year, the extent of our portfolio And the innovation that we're trying to put through the refreshes in the next generations is all part of the evolving mix and margin enhancement story that we're building and have been building at ConMed. And it's important that Investors have full awareness of that story that it's not isolated to 1 or 2 products. It is the work of the company. It's the work we've been undergoing

Speaker 5

Okay, great. And then just I know you were at you just asked about it a little bit, but maybe to ask in Does the warehouse issue impact sort of the normal Q2 to Q3 seasonality that you've seen over the last few years, just So that few million step down, or are you expecting sort of a bit more of a bump Just given sort of recaptured sales growth later in the year.

Speaker 1

I think the way I would describe it. The markets we serve and broadly, at least for my time in the world of medtechmed devices, The Q2 is bigger than the Q1. The Q3 is a little below the Q2 and the Q4 is the big quarter and the industry does that. What Conmed does through those quarters is driven by new product cadence. And in this case, We had an interruption in the Q4 because of WMS.

Speaker 1

But I think as long as we are executing back to execution, focused on execution, We should fall in line with those type of trends. Todd gave you the 2nd quarter number. We're not commenting on 3rd Q4 at this point in time, but Our goal in 2023 is to get back to fundamental basic execution, whether that's on the fundamental of delivering a product to innovating on products and taking care of customers.

Speaker 5

Okay, makes sense. Thanks for taking the questions.

Operator

And our next question comes from Vik Chopra from Wells Fargo. Your line is now open.

Speaker 6

Hey, good afternoon and thanks for taking the questions and congrats on a great quarter. Just 2 for me here. First, Can you maybe talk about some of the trends that you're seeing on the capital side? And then I have a follow-up. Thanks.

Speaker 1

I would say no change. There's still money available for capital purchases. There's still budget cycle planning. There's still open evaluations. I have not seen any change in the External market need for capital and just as an ongoing reminder, our capital is in the lower end of the price point of capital in the world of medtech.

Speaker 1

So I think the capital cycles remain fairly consistent with what we saw last year and candidly for the last couple of years.

Speaker 6

Great. And then you had said, I think in your presentation deck that the backlog is now back to normal levels. Can you perhaps quantify that for us or give us some color on that?

Speaker 1

Yes, that's correct. As we announced earlier in the Q1, during the quarter That we had worked through the backlog. Now keep in mind, there's always backlog. There's customers who give us orders that are future data. They don't want them right now.

Speaker 1

They want them in weeks. There's things like product back order created by supply chains that create backlog. What we were specifically referring to was warehouse system implementation related backlog that is behind us And we're at our normal kind of typical working backlog levels for the business and the growth that we're putting on.

Operator

And our next question comes from Matthew O'Brien From Piper Sandler, your line is now open.

Speaker 7

Afternoon, thanks for taking the questions. I guess one for Todd and then one for Kurt. Todd, As far as organic growth goes, and I know there's a bunch of moving parts here with FX and acquisitions, etcetera. But It looks like the organic growth of the business in Q1, when adjusting for everything in days and all that was more like 6% or maybe 7%. Is that math about right?

Speaker 7

And it would just seem like in this quarter of really strong procedural trends, That number should have or could have been a little bit better. I don't know if there was something on the orthopedic side that was a little slower than you were expecting as the general surgery did so well. Just a

Speaker 1

little bit of

Speaker 7

commentary about the math there. Thanks.

Speaker 2

Yes, I definitely get a higher number than that, Matt. Now, I'll remind you when you come to trying to adjust for the warehouse issue, right, if you're calling that not organic, I'll remind you a couple of things. First of all, we're giving you big round numbers, right? So we started at 30, that's a round number. And it's not 0, right?

Speaker 2

As Curt just explained, there's a normal level, I would call it a day, less than a day, because not every order that comes in goes out within minutes, right? And so you have there's some number of what's a normal level. And so you wouldn't reduce that by $30,000,000 first of all, even if you were looking at it that way. The other reason you shouldn't Deduct all of that from your organic number is that, as Curt explained, those were procedure or disposable type products that were supposed to ship in Q4 to satisfy a procedure, but did not. They shift in Q1, right?

Speaker 2

Well, that procedure that happened in Q4 didn't get delayed of Q1. It was done with a substitute product. And so when our product arrived in Q1 instead of Q4, It satisfied a procedure in Q1. So that is real business, right? So some of that catch up to the backlog single use or disposable products, which was most of it, it's gone, right?

Speaker 2

It doesn't come back. And So catching up on all those shipments provided for procedures in Q1. So it would be inaccurate to try and to assess the organic growth of our business by just subtracting out all of that from your organic number.

Speaker 7

Okay. That makes sense. And then maybe for Kurt or Todd for that matter, but The Intibones and BioRez contribution in the quarter was much higher than we were modeling. It's usually a seasonally softer quarter in in those markets and it wasn't affected by the warehouse at all last quarter. What are you seeing?

Speaker 7

And I think it's most likely I think this is most likely intibones driving the upside. What are you seeing as far as The foot and ankle market and your position in that market and ability to grow that product knowing that BioRes is probably a little bit more A little bit more 24, 25 kind of loaded at this point. Thank you.

Speaker 1

Yes, great question. I think I would start out with Going back to my scripted comments, both acquisitions are ahead of where we thought they would be. And We had the opportunity, big trade show in the quarter, AAOS and we hit with an entire day on Bio Brace And it was arguably in my experience of going to AOS, one of the most well attended series of Surgeon presentations I've ever been a part of. And the revenue model for that When we put out the announcement on that transaction, we said kind of single digit millions in 2023. And I would tell you on this call that we're ahead of that.

Speaker 1

We think it will be on the high end of single digit millions at the end of Q1. The trends point us to that direction. In the bones, which is foot and ankle, that is not a big foot and ankle trade show. Academy is not a big foot and ankle trade show. They have their own specialty trade shows, but the attention we got at the booth was really encouraging and part of that is driven by the new products, The PCR plating and the ankle and the extent of the portfolio.

Speaker 1

So really good customer traction and interest and enthusiasm. And part of the acquisition was buying a standalone company with a dedicated sales force And our ability to help grow that sales force. So we feel really good about the acquisition and what they're doing in the marketplace. And we're getting more traction outside the U. S.

Speaker 1

Leveraging our infrastructure. So both transactions Working well at this point in time and we're encouraged for the future. So just we think we found Good targets. We'll see what the rest of the market does, but we feel good about what we were able to accomplish in the quarter.

Speaker 7

Understood. Thank you.

Operator

And our next question comes from Mike Matson from Needham and Company.

Speaker 8

Yes, good afternoon. Thanks for taking my questions. I guess, I want to ask one about kind of OpEx leverage in the quarter. So I understand what happened with gross margin, you kind of addressed that. But it looks like the SG and A and R and D grew almost Similar levels to revenue.

Speaker 8

So just wondering, if you told me what the revenue was number was going to be, I would have kind of expected more EPS I guess, and what you delivered, so.

Speaker 2

Yes. I mean, we got good leverage Through with those increased sales, I thought, Mike, the I'll remind you that the acquisitions, They are dilutive in 2023. They both come with higher levels of SG and A and R and D. We had about a 10% beat roughly on the top and a 10% beat on the bottom. As I look at where the Street was, I think the real change is in the below the line items where interest expense for some reason was a little low in the consensus and your tax rate was low.

Speaker 2

So We said tax rate was going to be around 25. We came in a little bit above that 25.3. That's kind of what the taxes are looking like so far. We'll see how that plays out during the year. But as I look at Where expectations were and where we landed, I think the gaps are in interest expense being loaded to the beginning of the year because debt is going to go down as as the year goes on.

Speaker 2

It looks like the analyst models had it somewhat flat lined and we have it higher In the beginning and lower at the end. And then I think you guys were a little optimistic on the tax rate. So That's the difference I see as I look at the performance.

Speaker 6

Okay. Now that's helpful. And then the I noticed that

Speaker 8

you were excluding some software implementation Costs related to this warehouse issue, I assume. But,

Speaker 1

I mean, is that largely over now, those costs?

Speaker 8

Or is that going to continue kind of beyond the

Speaker 2

Yes. So we continue to be very focused on that. We are not to the efficient levels that we need to be at or planned to be at. So there's still a lot of focus to get to the next level of granularity and efficacy. So those we continue to spend extra money there.

Speaker 2

I would expect that that should largely be behind us after Q2.

Operator

And our next question comes from Matthew

Speaker 9

I'm not trying to get too cute here, but it looks like the revenue beat in the quarter versus your 1Q guidance And I guess it just sounds like you guys feel better about the acquisitions, you feel better about the procedure outlook. I mean, My sense is like do you feel better about the remainder of the year than you kind of did in January? And if you did, why not raise it by a little bit more?

Speaker 2

Well, good start to the year. We're not going to get ahead of ourselves. It is 1 quarter, And we did raise the bottom range the bottom of each range by more than the beat in Q1, right? So we do have Yes, we have increased confidence on the year, but and we have taken guidance up more than the beat, But I'll grant you not a lot more. So we'll see let's get another quarter in the books and we'll talk after Q2.

Speaker 9

I think fair enough. And then just to clarify on the comment around Bio Brace, are you annual at the high end on about corporate at this point. Is that what that comment was basically saying like 1Q was somewhat if you annualized it was pretty close to the high end of that single digit millions. And then would you expect a level of sequential improvement, I guess, from here as more surgeons become more familiar with the procedure.

Speaker 2

Yes. So yes, Kurt did make a little bit of news there by saying that we're ahead of schedule. And so where we said before was single digit millions without quantifying whether that was mid or high. Kurt did say we're after the Q1, it looks more like high single digit millions at a minimum. And then, the second part of the question, Sorry, Matt.

Speaker 2

Sequentially. Sequentially. Yes, I mean, yes, we definitely expect the Bio Brace product line to grow sequentially.

Speaker 9

Okay. Excellent. Thank you very much Todd. Thanks Kurt.

Operator

And thank you. And one moment for our next question. And Our next question comes from Young Lee from Jefferies. Your line is now open.

Speaker 10

Great. Hey Kurt and Todd, Thanks for taking our questions. I guess to start, I think you mentioned that additional states are considering Smoke legislation. Was wondering and you called out, I think California and Texas. Was wondering, In some of those states, especially between the 2, is there

Speaker 1

Off the top of my head, Young, I do not know the answer to that question. I know that the states that are current, The 11 that are currently in place, they do run the gamut. I would say more legislation recently has had more Kind of substance behind it. So I would expect that as more states come online, their legislation would have substance behind it. I just remind you, it's not that people are not using smoke evacuation in states that don't have legislation, they are.

Speaker 1

I mean, our sales force covers Every state and the globe, and we're out there every day, advocating the benefits of smoke elimination and filtration in every operating room that we enter and surgical staff and surgeons know the value and the benefit and We think the legislation just adds substance and enthusiasm, momentum, whatever the right word is to it, to move people along that journey a little bit quicker. So 11 states live, 10 more with some form of pending, Don't have a good sense for when those things will go through and hesitant to comment on the substance of the legislation until you see the until you see the final version. So I'd probably leave it at that.

Speaker 10

All right, great. That's very helpful. And then I guess as a follow-up, it seems like the warehouse issues are resolved In the presentation, I think you mentioned ultimate impact remains unknown, but the 1Q orders were I guess, any way to help us understand the potential near term or medium term Impacts from that comment, are your reps mostly or fully going back on offense now,

Speaker 1

Yes. I think what we're trying to convey in that comment was At some level, we may lose a customer or customers. At this point in time, To my earlier comment, greater than 50% of them have returned and we think the rest Most of the rest will return over the quarters in front of us, including in this quarter. So our goal is obviously to get them all back and be on offense and get new customers with the innovation in our portfolio. But I can't predict that we'll get 100%.

Speaker 1

Obviously, our sales reps, marketing teams, R and D teams are working on that every single day. And the goal is to get 100%. We'll see where it shakes out, but I think we're out of the gate with a good start in Q1 and we keep working on it.

Operator

And I am showing no further questions. I would now like to turn the call back over to Kurt Hartman for closing remarks.

Speaker 1

All right. Thank you, Justin, and thank you everybody for your time today. We look forward to speaking with you on our next earnings call. And again, thank you for joining us. Good evening.

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