Venus Concept Q1 2023 Earnings Call Transcript

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Provided by Quartr
May 15, 2023

There are 5 speakers on the call.

Operator

Good day, ladies and gentlemen, and welcome to the First Quarter 2023 Earnings Conference Call for Venus Concept Inc. At this time, all participants have been placed in a listen only mode. Please note that this conference call is being recorded and that the recording will be available on the company's website for replay. Before we begin, I would like to remind everyone that our remarks and Sponsors to your questions today may contain forward looking statements that are based on the current expectations of management and involve inherent risks and uncertainties that could cause actual results to differ materially from those indicated, including those identified in the Risk Factors section of our most recent 10 Q and our annual report on Form 10 ks filed with the Securities and Exchange Commission. Such factors may be updated from time to time in our filings with the SEC, which are available on our website.

Operator

We undertake no obligation to publicly update or revise our forward looking statements as a result of new information, future events or otherwise. This call will also include references to certain financial measures that are not calculated in accordance with the Generally Accepted Accounting Principles or GAAP. We generally refer to these as non GAAP financial measures. Reconciliations of those non GAAP financial measures to the most comparable measures calculated and presented in accordance with GAAP are available in our earnings press release issued today on the Investor Relations portion of our website. I would now like to turn the call over to Mr.

Operator

Rajeev D'Silva, Chief Executive Officer of Venus Concept. Please go ahead, sir.

Speaker 1

Thank you, operator, and welcome everyone to Venus Concept's 1st Quarter 2023 Earnings Conference Call. I am joined on the call today by our Chief Financial Dominic Della Pena and by our President and Chief Innovation and Business Officer, Doctor. Hemant Varghese. Let me start with an agenda of what we will cover during our prepared remarks. I will begin with a brief review of our Q1 Our recent progress in implementing our strategic plan unveiled at our last earnings call, including how we intend to evolve our intermediate term strategy as we look to accelerate our path to cash flow breakeven.

Speaker 1

Dominic will then provide with an in-depth review of our Q1 financial results, our balance sheet and financial condition at year end, as well as a review of our 2023 Financial guidance which we reaffirmed in today's press release. Then we will open the call for your questions. With that agenda in mind, let's get started. As you would have seen in our press Release issued this morning, in the Q1 of 2023, we delivered total revenues of 20,500,000 These results exceeded the expectations we provided on our Q4 earnings call, driven by stronger than expected demand in the U. S.

Speaker 1

Market. To be clear, while our Q1 revenue results reflect notable declines versus the prior year and prior quarter, This is a direct result of the strategic initiatives we outlined on our Q4 call. Our team is executing well and we are encouraged by the early signs of evidence that our transformational strategy is well founded. We are transitioning the company to higher quality cash revenues, exiting unprofitable direct operations in certain international markets and implementing a series of restructuring activities, which together are expected to enhance the cash flow profile of the business and to accelerate the path to long term sustainable profitability and growth. To that end, We believe there is evidence of early progress towards these key strategic initiatives in Q1.

Speaker 1

First, We are pleased to report that cash system sales represented 66% of total systems and subscription sales compared to 53% in the prior year period. Our progress towards this initiative is Even more evident when looking at the mix of cash system sales in the U. S, which represented 79% of total U. S. Systems And subscription sales in Q1 compared to 42% in the prior year period.

Speaker 1

Cash system sales to U. S. Customers increased 68% year over year in Q1. And as expected, this growth fueled significant improvements in our cash generation given the higher quality of revenue Our efforts to improve our quality of revenue are also impacting Our reported revenue results for international markets as well. As discussed on our Q4 call, while our customers outside the United States will continue to be important to the company.

Speaker 1

We are transitioning our less profitable international markets to partner with distributors going forward. We believe that divesting our interests in smaller and less profitable international markets and reinvesting those resources in Higher opportunity markets like the U. S. Represent a key driver of profitability improvement in the future. Finally, our restructuring activities continue to progress.

Speaker 1

We are rightsizing the business, Reducing costs and simplifying the organization. We delivered a 17% reduction In our non GAAP operating expenses representing more than $4,000,000 in savings year over year. Our progress in each of these areas in Q1 drove a 53% reduction in cash used in operations, which we believe represents the clearest evidence that we are on the right track towards our goal of enhancing the cash flow profile of the business And accelerating the path to long term sustainable profitability and growth. There are 2 other important developments That I wanted to briefly discuss. First, we announced via press release on May 11 that the Annual and special meeting of the company's shareholders held on May 10, the company's shareholders granted the Board of Directors discretionary authority to implement a reverse stock split based on a 1 for 15 consolidation ratio.

Speaker 1

The company's Common shares began trading on the NASDAQ Capital Market on a split adjusted basis under the company's existing Trade Simple, VERO, At the opening of the market on May 12, 2023, the reason for the reverse stock split was to increase the bid price of our common stock to regain compliance with the continued listing requirements of the NASDAQ Capital Markets. 2nd, Despite a difficult financing environment in recent months, we were pleased to announce via press release this morning that we have entered into a stock price Stock purchase agreement with EW Healthcare Partners for a private placement of voting convertible preferred stock for maximum gross proceeds of up to $9,000,000 EW Healthcare Partners is the company's largest equity investor And one of the original institutional investors in Venus Concept. This private placement provides us with valuable capital To execute our near to intermediate term strategic objectives. We appreciate their continued confidence in the company. While securing this equity capital is a positive for the company, we remain highly focused on maximizing our capital resources as we work to manage Our near to intermediate term debt obligations and to further enhance the company's foundation for achieving our longer term goals.

Speaker 1

As outlined on our Q4 call, our strategic plan originally targeted a reduction in the company's cost structure by a total of annual pre tax savings $13,000,000 to $15,000,000 beginning in 2024 and achieving cash flow breakeven in the second half of twenty twenty four. We are evaluating a series of incremental initiatives to accelerate our path to cash flow breakeven in 2024 without impacting our 2023 objectives. I would now like to turn the call over to Doctor. Hemant Varghese, who will share an update On our recent progress in the early implementation of our new strategic plan introduced on our Q4 call, as well as some of the potential initiatives we are evaluating to accelerate our path to cash flow breakeven in 2024. Hey, Man?

Speaker 2

Thanks, Rajeev. As discussed on our Q4 call, we've begun implementing a transformational strategic plan that has 6 main pillars. 1st, rightsizing the business by rationalizing our international infrastructure, reducing costs and simplifying the organization. 2nd, we've been significantly reducing reliance on the use of our subscription sales model. 3rd, Focusing on the U.

Speaker 2

S. As our primary market and maintaining an optimal mix of direct presence and distributors in international markets. 4th, leveraging our broad portfolio of energy based devices and robotic systems with better customer segmentation and a more robust customer centric approach to support market building in key core and non core segments. 5th, targeted investment in R and D, With a primary focus on robotics and artificial intelligence technologies as the key future growth driver And a phased development strategy to continue to rejuvenate our energy based product portfolio over time with new innovations And features that will also support a more stable recurring revenue profile. 6th, exploring strategic business development and M and A opportunities by leveraging our innovative R and D pipeline, intellectual property and development expertise in medical robotics development to to provide a platform for strategic partnerships in aesthetic robotics as well as position the business for future inorganic growth and consolidation through M and A.

Speaker 2

As Rajeev described earlier, we've already made considerable progress against several key initiatives of our corporate transformation Including a sustained improvement in our quality of revenues through prioritizing cash over subscription sales, Transitioning operational focus on our U. S. Business performance and dramatically reducing our operating expenses and cash burn through rightsizing of In addition, I'd like to provide a brief update on R and D and product pipeline priorities. Since joining Venus Concept this past October, I continue to be impressed with the high caliber of talented employees we have in our R and D organization. We're committed to advancing aesthetic practices by bringing innovative new technologies to market and supporting our customers with new tools and services We remain committed to our strategy of sustained value creation through technology leadership and continuous innovation.

Speaker 2

And going forward, our new product development strategy will be an essential component of our long term revenue growth. As we have discussed previously, Our current development plan is to introduce 2 new products to market in 2024, a brand new body contouring product called Astera And Aimi, our next generation aesthetic robotics platform, which received 510 clearance this past December for fractional skin resurfacing. We continue to believe that Our AIMI Robotics platform has the potential to revolutionize aesthetic medical treatment paradigms. The AIMI technology will be critical to The synergy between our well established Medical Aesthetics business and our pioneering robotics R and D capability. We are in the final process of establishing a medical advisory board leading physician partners that will support our preparation for full commercial launch.

Speaker 2

At this time and in response to a difficult financing environment, We're also focused on accelerating our plan to bring the business to cash flow breakeven and sustaining operations, thereby providing both financial security And investment flexibility for our long term growth. As such, we have evolved our thinking on the scope of concurrent R and D programs that we can fully support And are exploring options to phase some of our R and D investment in energy based devices and robotics programs to better stabilize core business performance and profitability before further leveraging the business with an expanded R and D program strategy. We remain very excited by the option value provided by our current R and D programs, and we'll continue to explore opportunities to expand our capacity for growth investment. In addition, we're actively engaging in R and D partnering discussions with potential parties interested in leveraging our robotics and artificial intelligence team and development We look forward to sharing more updates on our progress in future calls. With that, let me turn the call over to Dominic for a review of our Q1 financial results and balance sheet as of March 31.

Speaker 2

Dominic?

Speaker 3

Thanks, Hemant. For the avoidance of doubt, unless otherwise noted, my prepared remarks will focus on the company's reported results for the Q1 of 2023 on a GAAP basis and all growth related items are on a year over year basis. We reported GAAP revenue of 20,500,000 Down 22% year over year, the decrease in total revenue by region was driven by a 26% decrease year over year International revenue and an 18% decrease year over year in United States revenue. The decrease in total revenue by product category Was driven by a 40% decrease in lease revenue, a 7% decrease in systems revenue, a 16% decrease in products revenue, offset partially by a 24% increase in services revenue. Turning to a review of our Q1 financial results Across the rest of the P and L, gross profit decreased $4,100,000 or 23 percent to $13,700,000 The change in gross profit was driven primarily by the year over year decline in revenue in the United States and International Markets, driven by the strategic decision to focus on quality of revenue by deemphasizing subscription sales and exiting and or rightsizing unprofitable direct markets.

Speaker 3

Gross margin was 66.7% compared to 7.3 percent of revenue in the Q1 of 2022. The change in gross margin Was primarily due to a $400,000 foreign exchange headwind as a result of most currencies depreciating relative to the U. S. Dollar. Adjusting for these factors, our gross margins are slightly above the prior year period.

Speaker 3

Total operating expenses decreased $3,300,000 or 13% to $21,900,000 The change in total operating expenses was driven by A decrease of $3,100,000 or 28% in sales and marketing expenses and a decrease of $300,000 or 3% in general and administrative expenses. Q1 of 2023 GAAP general and Administrative expenses include costs related to restructuring activities designed to improve the company's operations and cost structure. Excluding the costs related to restructuring activities, our non GAAP operating expenses declined $4,300,000 or 17% year over year. The total operating loss was $8,200,000 compared to $7,400,000 in the Q1 of 2022. Net interest and other expenses were $1,200,000 compared to $900,000 in the Q1 of 2022.

Speaker 3

Other expenses in the Q1 of 2023 include $77,000 of loss on disposal of subsidiaries Related to a write down of a balance owing from the prior sale of our Venus Russia subsidiary, Net loss attributable to stockholders for the Q1 of 2023 was $9,600,000 or $1.85 per share Compared to $8,600,000 or $2.02 per share for the Q1 of 2022. Note, our net loss per share calculations in the current and prior year periods reflect the 1 to 15 reverse stock split. Adjusted EBITDA loss for the Q1 of 2023 was $5,700,000 compared to $5,900,000 for the Q1 of 2022. As a reminder, we have provided a full reconciliation of our GAAP net loss To adjusted EBITDA loss in our earnings press release. As of March 31, 2023, The company had cash and cash equivalents of $6,400,000 and total debt obligations of approximately $77,800,000 compared to $11,600,000 $77,700,000 respectively as of December 31, 2022.

Speaker 3

Cash used in operations for the 3 months ended March 31 was $5,900,000 a 53% decrease And cash used year over year. The improvement in cash used in operations was driven by our restructuring plan efforts, Improvements in working capital and the benefits to our cash flow generation as a result of our initiative to focus on cash system sales, including a significant reduction in bad debt expense tracing to tightened credit screening practices in an otherwise challenged credit market. Cash used in operating and investing activities during the Q1 of 2023 was partially offset by 800,000 Turning to a review of our guidance. As detailed in our press release, We reaffirmed our revenue guidance for the full year 2023 period. The company continues to expect total revenue For the 12 months ending December 31, 2023, in the range of $90,000,000 to $95,000,000 representing a decrease in the range of approximately 9.5% to 4.5% year over year.

Speaker 3

While we are not providing formal profitability guidance for the full year 2023, we are providing the following modeling Considerations for use in evaluating our outlook for 2023. First, the 9.5% decline in revenue The low end of our full year guidance range continues to assume total revenue growth in the second half of twenty 23, offset by year over year declines in revenue in the first half of twenty twenty three as we complete the transition to quality of revenues. We expect cash system sales to represent more than 70% of total subscription and system sales for full year 2023 Compared to approximately 58% for full year 2022. This revenue mix shift is expected to result in a decline in lease revenue of approximately $16,000,000 offset partially by the expected growth in sales of Cash Systems, which we expect will increase in the high teens year over year. Despite the expected net decline in total subscription and systems revenue, we expect an improvement in cash generation.

Speaker 3

Our total revenue guidance for 2023 also reflects Approximately $8,000,000 of year over year revenue impact related to the aforementioned strategic changes we are implementing In our international business this year, excluding the impacts from prioritizing cash system sales and the strategic changes In certain international markets this year, we believe our total revenue growth would be 15% year over year on a normalized basis. 2nd, our full year 2023 revenue guidance includes the assumption that our 2nd quarter total revenue will be in the range of $20,000,000 to $22,000,000 3rd, At the low end of our full year 2023 revenue range, we continue to expect relatively flat gross margins Based on better than expected expense performance in Q1, we now expect GAAP operating Expenses in the range of approximately $89,000,000 to $91,000,000 compared to our prior guidance of $91,000,000 to $93,000,000 Note, this updated GAAP operating expense guidance range includes approximately $1,800,000 of restructuring, severance And other non operating expenses. The updated GAAP operating expense guidance range also includes approximately $9,000,000 of non cash expenses compared to approximately $10,000,000 in our prior guidance range with the largest driver of change coming from better than expected Excluding the aforementioned non operating items and non cash expenses, We now expect our cash operating expense target is approximately $78,000,000 to $80,000,000 for 2023, down $2,000,000 from our prior guidance range.

Speaker 3

This cash expense target reflects a reduction of $6,000,000 to $8,000,000 Or 7% to 9% year over year, driven by the initial benefits from the restructuring activities announced in our press release in early February, offset partially by strategic investments in R and D initiatives. 4th, we continue to expect interest expense of approximately $6,000,000 And finally, our total revenue guidance for 2023 and our Reporting modeling assumptions across the P and L are now expected to result in a reduction in our cash used from operations of more than 40% year over year. With that, operator, we will now open the call to your questions. Operator?

Operator

Thank

Speaker 3

you.

Operator

Thank you. And our first question will come from Jeff Cohen with Ladenburg. Please proceed with your question. Hey, this is actually Destiny on for Jeff. Thank you for taking our questions.

Operator

Just a few quick ones here. Can you talk a bit more about some

Speaker 4

of the drivers that you saw that resulted in the higher demand in the U. S. That you commented on at the beginning of the call.

Speaker 1

Yes. Hi, Destiny. This is Rajeev. Yes, thank you for the question. It's really a high demand versus expectation.

Speaker 1

As you can imagine, we have a lot of moving parts with our transformation strategy. A primary one being the push for higher cash system sales, right. So what we found was that We were more successful than we had previously anticipated in the U. S. And you saw from our results, our cash versus subscription In the U.

Speaker 1

S. Was higher than expected. So that was the driver of our success.

Operator

Got it. Okay. Thank you. And then I also heard you mentioned some potential M and A efforts there. What does that look like and What kind

Speaker 4

of partner or acquisition, etcetera, are you kind of evaluating at the moment? At a high level, of course, I know you can't give too much detail.

Speaker 1

Sure. Yes, and Odessa, just to be clear, I think that's a forward looking aspiration that we have as we continue The transformation effort, so realistic right now, our priorities for 2023 are to reset the business, right. And I think we are really Courage by the early results we're having. Now the one element of business development that is high on our minds is Partnering, particularly around our R and D program. So that's likely what you're going to see from us, not large scale M and A.

Speaker 1

Now that being said, we're a public company. We're always Reminded if ideas come our way, but that's not something that we foresee in the very Near term, unless some great opportunities present themselves.

Speaker 4

Okay, got it. So more partnering in

Operator

the R and D area. Okay, And then

Speaker 4

last one for us, the development status of what you call the Astera, can you Talk a little bit more about where it is in the development and clinical pipeline. And then in terms of timing, you mentioned 2024, and I'm wondering if you can give a little more Granularity on timing, like maybe first half, second half?

Speaker 1

I'm going to have Hemant give you his perspective. I I think one of the we of course remain very excited about both Astera as well as Amy. Both are in planning phase. And one of the things that we're trying to work through is the phasing of our investment in both of these projects. So there is still Some uncertainty in terms of exactly what the timing looks like, but certainly we do stay remain committed to both programs.

Speaker 1

Ehman, anything to add to that?

Speaker 2

No, I think you largely said it. We'll be able to provide more information as we go along. But as Rajeev said, both are still in planning Phase and coming along very well. We both see them in 2024, can't give more guidance on timing of when that could occur, But they are moving along well in the development process.

Speaker 1

And we expect to be able to provide another update on our next earnings

Speaker 4

Okay, excellent. Then I'll just hang on until the next call. Thank you very much for taking our questions. I'll jump back in queue.

Speaker 1

Great. Thank you, Destiny.

Operator

Thank you. We are currently showing No remaining questions in queue. And that does conclude our conference for today. Thank you for your participation and have a wonderful day.

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Earnings Conference Call
Venus Concept Q1 2023
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