LeMaitre Vascular Q2 2024 Earnings Call Transcript

Quartr
Provided by Quartr
August 1, 2024

There are 12 speakers on the call.

Operator

Welcome to

Speaker 1

the LeMatri Vascular Q2 2024 Financial Results Conference Call. As a reminder, today's call is being recorded. At this time, I would like to turn the call over to Mr. J. J.

Speaker 1

Pellegrino, Chief Financial Officer for the Matrix Vascular. Please go ahead, sir.

Speaker 2

J. Pellegrino:]

Speaker 3

Good afternoon, and thank you for joining us on our Q2 2024 conference call. With me on today's call is our CEO, George LeMaitre and our President, Dave Roberts. Before we begin, I'll read our Safe Harbor statement. Today, we will make some forward looking statements within the meaning of the U. S.

Speaker 3

Private Securities Litigation Reform Act of 1995, the accuracy of which is subject to risks and uncertainties. Wherever possible, we will try to identify those forward looking statements by using words such as believe, expect, anticipate, pursue, forecast and similar expressions. Our forward looking statements are based on our estimates and assumptions as of today, August 1, 2024, and should not be relied upon as representing our estimates or views on any subsequent date. Please refer to the cautionary statement regarding forward looking information and the risk factors in our most recent 10 ks and subsequent SEC filings, including disclosure of the factors that could cause results to differ materially from those expressed or implied. During this call, we will discuss non GAAP financial measures, which include organic sales growth as well as operating income, operating expense and EPS excluding special charges.

Speaker 3

A reconciliation of GAAP to non GAAP measures discussed in this call is contained in the associated press release and is available in the Investor Relations section of our website, www.lemaitre.com. I'll now turn the call over to George LeMaitre.

Speaker 4

Thanks, J. J. Q2 was an excellent quarter, featuring 12% organic sales growth and 44% EPS growth. I'll focus my remarks on our top line sales force and the MDR CE marks. Our 12% organic growth in Q2 was broad based with 7 of our 12 product lines posting records.

Speaker 4

RestoreFlow allografts were up 30%, bovine patches 12% and shunts 22%. APAC was our strongest region again, up 20%, thanks to Thailand and Korea, our recently converted direct markets. EMEA sales were up 13% in Q2, while the Americas were up 10%. 2 of our larger subsidiaries continued to excel in Q2. Canada was up 33% and the U.

Speaker 4

K. Was up 27%. Both benefited from exceptional RestoreFlow growth. We added 7 reps in Q2, ending the quarter with 144, and we're now targeting 155 to 160 at year end. This midyear expansion is largely about North America, where the territories remain too large.

Speaker 4

As for our international sales offices, we continue to hire staff into the new Paris office, and we've begun scouting for an office in Zurich. We also continue to evaluate Go Direct opportunities in Europe, including Portugal, Czechia, Poland and Greece. Turning to regulatory. Since our last call, we received 11 more MDR CE marks, bringing our total to 14 of the 22 approvals we're seeking. These 8 remaining CE marks should be received in 2025.

Speaker 4

Some analysts believe that only 70% of all MDD cleared devices industry wide will eventually receive MDR CE marks. Europe's regulatory barriers have been raised, and it's allowing us to capture share. As an example, we now have approximately 90% of the European shunt market due to Bard's CE driven exit. One of the CE marks which we expect to receive in 2025 is autograft, our largest American product. We have also submitted autograph applications in Thailand, Malaysia and Singapore, and we plan to make filings by year end in Australia, Canada and Korea.

Speaker 4

Bringing this device to international markets was a key consideration at the time of the 2020 Autograph acquisition. With respect to RestoreFlow, we now believe our Irish and German approvals will be received in 20252026, respectively. RestoreFlow needs to be approved by each individual country as there is no pan European approval. We currently have approvals in just 3 countries: the U. S, the U.

Speaker 4

K. And Canada, where the combined sales CAGR has been 23% since the 2016 RestoreFlow acquisition. I'd like to welcome back analyst Jason Witty's of ROTH Capital, who reinitiated coverage in May of this year. In 2014, Jason initiated roommate coverage while at another firm with an $11 target and 3 headlines: owning the niche, disciplined acquisitions and international expansion. To conclude my remarks, 2024 is shaping up to be another year of healthy sales and profit growth.

Speaker 4

With that, I'll turn the call over to J. J. J.

Speaker 3

Rice:] Thanks, George. In Q2 2024, we continued to execute the LeMaitre playbook, a targeted call point, niche markets and a focus on the bottom line. We posted a gross margin of 68.9%, up 490 basis points year over year. The increase was driven by productivity improvements and higher ASPs. Productivity improvements were driven by higher direct labor utilization, lower times to build and lower quality costs.

Speaker 3

ASP increased 10% in Q2, driven by our highly differentiated autograft, valviotome and shunt devices as well as our supply constrained restore flow. Our gross margin was 68.1% in Q4, 68.6% in Q1 and now 68.9% in Q2. Operating expenses in Q2 2024 were $24,100,000 an increase of just 6% versus Q2 2023. This compares favorably to last year's 20% operating expense increase, reflecting our shift from significant post COVID rehiring to a more restrained hiring posture. As a result, Q2 2024 operating income increased 52% year over year to $14,400,000 and operating margin of 26%.

Speaker 3

Our operating income was $10,100,000 in Q4, dollars 11,900,000 in Q1 and now $14,400,000 in Q2. We ended Q2 2024 with $113,000,000 in cash and securities, an increase of $4,800,000 in the quarter. The increase was driven by cash from operations of $9,600,000 and was partially offset by dividends of $3,600,000 With regard to guidance, sales growth in the back half of twenty twenty four should accelerate into the mid teens, while operating expenses increase moderately as we continue to build out the sales channel and invest in new regulatory approvals. As a result, we have increased our full year 2024 sales guidance by $3,800,000 and our full year EPS guidance by $0.07 per share. Our guidance implies an operating margin of 23% for 2024 and 19% versus 19% in 2023.

Speaker 3

For more details, please see today's press release, but a few Q3 highlights include sales growth of 14% organically, gross margin of 68 percent operating income of $12,000,000 up 31% and EPS of $0.44 per share, up 32%. With that, I'll turn it back over to the operator for questions.

Speaker 1

And our first question will be coming from Rick Wise of Stifel. Your line is open, Rick.

Speaker 5

Thank you and good afternoon, George. Great to see this excellent quarter. Thank you. Let me start off there's a lot to chew on here. I think let me start off with the sales force expansion.

Speaker 5

I mean, this is a meaningful step up and you're raising the bar again. Just a couple of questions surrounding it and I'll let you take it away. Just help us understand your thinking behind raising that bar for the rest of the year. And you were particularly emphatic about North America and the territories being too large implying, I assume, the opportunity to split them and help drive increased sales. Just talk us through some of those factors in your thinking.

Speaker 4

Okay. Thanks for the question, Rick. It's George. Yes, and I got at a little bit of this last time. And as you're pointing out correctly, I feel like there's an expanded feeling of that this at this call where we really have opened up a bunch of new territories.

Speaker 4

It's the same thing, which is the years go by and you get this 10%, 12%, 14% organic growth. And I feel like we never really not recovered because it's a good thing, but we never really got the sizes down following the Autograph acquisition in 2020. So we're still playing around with these $2,000,000 territories in the U. S. And they're just too big geographically and financially.

Speaker 4

So about 12 months ago, we teed ourselves up for all this by having a sort of a reorg in the sales force where we got 4 area sales managers. We had never had those before watching over what was then 10 or 11 regional managers. And before that, it was just a VP of Sales and then 9 regional managers. So I think we're better equipped structurally to handle it now. And so yes, we've launched a bunch of these things and we'll see when they come on board.

Speaker 4

Interestingly enough, the hiring is you read in the newspaper, it's easier to hire these days. We're not exactly finding that. It's still hard to hire for us in the sales.

Speaker 3

And Rick, this is J. J. From a financial perspective as well, I mean, it's a nice time to fit them into the P and L. And you can see op income going to $12,000,000 in Q1 and $14,400,000 in Q2, up 50%, fifty 2% for both quarters year over year. And so it's just a nice time to slot those investments also into the P and L story that we have going on.

Speaker 5

That's great. And turning to operating margins, JJ, you were very clear in reminding us and you're basically assuming you hit your targets, approaching like a 400 basis point step up year over year, 24 versus 23 in operating margins. A couple of things. I guess, two questions related to that. 1, help us think about the sustainable drivers there.

Speaker 5

Obviously, volume mix price, you talked about the gross margin productivity, but how do we start thinking about 25, 26 and beyond in terms of where gosh, what kind of operating margin potential is left and how do we think about it? And is it just doing what you're doing? And just help us think through that.

Speaker 3

Yes. Yes. No, that's a tough one, obviously, because you're looking way out there and we don't give guidance that far out. But I would say, if you remember from way back when we used to say 10%, 20% a lot, we're going to grow the top line 10% and the bottom line 20%. And if you do that, you get leverage on the bottom line in terms of an op margin story.

Speaker 3

Now I'm not saying we're 10.20% anymore. We've certainly been beating that recently. And who knows where we're going to go beyond this year because we haven't talked about that. But I would say if you keep having nice top line growth numbers and keep a lid on OpEx, you're probably going to get a good answer there. That said, I mean, if you have a 30% op margin number that you're thinking of way out there, I'd be like, no, I don't think that's who we want to be really.

Speaker 3

Maybe we could if you said to us, do that tomorrow and do it for 1.5 years, we could certainly do that by pulling back on expenses. But if we want to keep investing in the medium term and long term of the business, which we do obviously, then you're going to sort of stay range bound to some extent. So I would say that's without totally answering your question that's sort of the bench post for you.

Speaker 5

Thank you so much. And thanks again for the quarter.

Speaker 4

Thanks, Rick.

Operator

And one moment for our next question. Our next question will come from Suraj

Speaker 1

Kalia of Oppenheimer and Company. Your line is open.

Speaker 2

Is open.

Speaker 6

Hi, this is Seamus on for Suraj. Thank you for taking our questions. Just looking at the gross margin guidance for 3Q and for the full year, just kind of wondering, put up a very nice quarter there about 69%, and it looks like a little step down in 3Q and I think the full year was lowered a little bit, but you guys have raised revenue guidance, increased EPS guidance. Just looking to understand the puts and takes there, if

Speaker 2

you could.

Speaker 3

Yes. So if you look at our Q3 guidance of 68%, then you can sort of impute a little step up in Q4 to 68.2% or 3% or 4% or something like that. And so that's the cadence for you. I think the Q3 step down is a number of things. One is our manufacturing team has been doing an awesome job and they've been really pulling through a lot of efficiencies.

Speaker 3

And I'm sort of trying to out guess that and say maybe that doesn't continue sort of steadily throughout the rest of the year. So maybe that's thing 1. Thing 2 is we know we have some higher costs coming at us on the ReStoreFlow side. So we take that into account And maybe some E and O topics outside the U. S.

Speaker 3

Coming up for the back half of the year. So I'll take that into account. And then seasonally, oddly, generally speaking, Q3 is lower in the year than sort of the other quarters in the year. So it would make sense that you would step down in Q3 maybe and then move back up in Q4. I don't know if that totally answers and gets at what you're asking.

Speaker 6

No, that helps. Thank you. And just kind of 2 are more from my end and I'll just kind of throw them together. Any latest updates on M and A? I know I think you said last quarter you're talking about 2 different companies.

Speaker 6

Just kind of wondering what the any updates that you can give there? And then secondly, you guys have seen sorry, we've seen you take a lot of price, so to speak, in terms of this past year kind of as we start to firm up our models for 'twenty five, where is there still up where you can take price? What do you think kind of what numbers are you looking at? Any color there would be helpful. Thank you.

Speaker 7

Hey, Seamus, it's Dave. I'll take the acquisitions question and maybe I'll turn it over to George on price. But on acquisitions, yes, I mean obviously there's nothing too specific that I can share with you. The acquisitions department is healthy, is busy. We just added another person to the department.

Speaker 7

And we continue to seek out the same targets with the same criteria. Of course, what's nice is that our cash balance is growing, Our EBITDA is growing. So the size of deal we can look at is increasing. And I'd say everything else equal, we would prefer to do a larger deal. So there are various active targets at various stages.

Speaker 7

And when I can disclose more I will Sometimes you think things are moving along and they don't. But we continue to be active. And I do expect at some point, I don't know exactly when we'll be able to announce something, but I don't know if it would be this year or next year or whenever, but we're not setting our thumbs.

Speaker 4

And Seamus on pricing, I would say concretely for 2025, you won't we're not going to try to set our prices until November or December. So there's that a little bit. If you wanted to get some insight into how we price, I think we've updated our slideshow on the Internet on our website and it shows the last 4 years of pricing. I think they were 8, 8, 12, 8 or something like that. And also it puts it up against the CPI sort of see what kind of pricing.

Speaker 4

So you could look at that and you could make your own inferences about where you think we're going. A couple of other things I would say is that the two items really help us with doing more price hikes, which is when we expand the sales force, a lot of the responsibility that we put in the hands of the sales rep is to go get that price hike. So when you see us expanding the sales force, that's our army to get price hikes, of course. And then also in Europe where the CE Mark, the transition of the MDR is putting up a lot of barriers and I think they're making it significantly easier to pass along price increases as long as you stay in your segment because a lot of the other companies are electing not to stay in the segment and to just not file for the MDR CE mark. So barriers to entry help us, sales force expansion helps us.

Speaker 4

And then the record's fairly clear over the last 4 years, if you could surmise what you think we might do next year.

Speaker 6

Thank you.

Speaker 4

Thank you.

Operator

And one moment for our next question. Our next question comes from Jason Wuest

Speaker 1

of Roth. Your line is open.

Speaker 8

Hi, thanks for taking the question. Congrats on a solid quarter here. And I guess also thanks for the mention beginning. I guess if $11 was my target, you guys have done great on execution since I last looked at you guys. So congrats on that as well.

Speaker 8

That said sure. And so a couple of questions. One, I apologize from the if this was mentioned already, but can you break out what price and volume was in the quarter for revenues?

Speaker 4

Sure, sure. So organic growth was 12% and 10% was price and 2% was units.

Speaker 8

Okay, that's helpful. And then you mentioned shunts are benefiting from bar dropping out. I'm wondering if there are other large product lines that are also seeing competition drop out, especially in the biologic front over in Europe?

Speaker 4

Yes. Yes. Interesting you mentioned biologics. That was the first place I would go to, which is we've seen, patches, biologic patches by Abbott. And then I think Bio Integral, a Canadian company, dropped out of the European market.

Speaker 4

So that's helped us a lot with XenoSure over in Europe as well as CardioCell over in Europe.

Speaker 8

Are these I mean, is this driving the upside to the year? Or is this the sales force additions that you recently added? I would say over the last About everything.

Speaker 4

Yes. I think over the last 2 or 3 years, we felt the dropping out of competition allowing us to do pricing and giving us better unit share. And then I think the European rep surge, if you will, came a little bit earlier than the American rep surge. So I feel like they picked up a bunch of reps. I can do the numbers here.

Speaker 4

We had 47 reps a year ago. Now we have 52 over in Europe. And so they've had a bit of a surge in Europe, and that's helping us as well.

Speaker 8

Okay.

Speaker 3

Get the price.

Speaker 8

Got it. No, very helpful. And then just I don't know if you also break out on gross margins between biologics and, I guess, non biologic for implants, if there's a breakout there that we could track. I mean what's the gross margin?

Speaker 4

Jason, right. So we don't do that. We just give one number. I think sometimes we answer are they above corporate or below corporate. And if you ask it, what which particular brand are you interested in?

Speaker 8

Well, I'm just the bovine patches and the allografts, I imagine, are a little bit different. But you've had a nice rise in gross margin. I always thought part of that was due to the fact that you've improved your yields dramatically on the biologic front.

Speaker 2

I

Speaker 8

thought that was a major driver. I don't know if that's the case right now.

Speaker 3

Jason, this is JJ. So generally when we say RestoreFlow has done well and Dacron has done well, that's going to hurt the margin. And generally, when we say XenoSure is doing well and Artograph is doing well, that's generally going to help the margin. That's helpful directionally for you.

Speaker 8

Okay. Great. Thanks. I'll jump back in sorry, JJ. Well, great.

Speaker 8

Thank you. I'll jump back in queue.

Speaker 4

Thanks, Jason. Okay. Hit a little quiet pocket here. So I know there's a couple other questioners out there. I don't really know how to get to them.

Speaker 4

Would the operator want to introduce the next questioner?

Speaker 1

Certainly. The next question is coming from Danny Stauter of Citizens JMP. He's on the stage.

Speaker 2

Yes, great. Thanks guys. So I guess just first real quick on the sales rep adds. I know you upped your full year target, but could you just give any color on your plans or your expected cadence for adding these new reps? And with that, how long does it typically take for these new reps to ramp up to the corporate average or even above the corporate average typically?

Speaker 4

Sure. And Danny, I've handled this question a number of ways over the years, and I always give an unsatisfactory answer. But I'll try it again. I'll try something different here maybe. The cadence for hiring is we put a lot of approvals out there and our guess that we're trying to do for you guys right now is that we'll 155 or 160 reps by the end of this year.

Speaker 4

And I think what happens after that I don't know, but it feels like we'll get to that. So there's the timing of that. And then the second question you're asking is when do they get up to snuff? And I would say we've done a couple of studies around here lately. And oddly, the good ones get up to snuff right away and the ones that aren't going to make it don't get up to snuff.

Speaker 4

And so it's not really that much about time. I think in the old days the answer we would give to everyone the generic answer was about 9 months to really get going and understand everything. But in terms of if you really look and study quota for all these reps that come on board, it happens pretty quickly for a good guy, a good woman who's doing a good job at their sales position.

Speaker 2

Great. And then just one more for me. Asia Pacific, really strong again. You talked about some of the drivers there. But as we look out for the rest of the year or I guess in the back half and into 2025, how much of a runway is there for this outsized growth?

Speaker 4

I think the runway there, I don't and I never guide past the year that we're in. So we're in 2024. For these 6 months, I think there's terrific runway and space for the APAC. We're on fire over there. We're starting all these new entities.

Speaker 4

And I said on the last call, this is just simply an old fashioned virgin territory play where we didn't exist in Asia except for Japan until about 10 years ago. So I feel really excited about what's going on over there. And they also have half of the approvals have not we have not gotten half of the approvals that we need over there whereas in Western Europe and North America you largely have all the approvals that you need right now. And in Asia, that's not true. You're 50% -ish.

Speaker 2

That's great. Very helpful. Thanks for the questions and great quarter.

Speaker 4

Thank you.

Speaker 1

Thank you. One moment for our next question. And our next question will be coming from Michael Sarcone of Jefferies. Your line is open.

Speaker 9

Hey, good afternoon and thanks for taking the question. Just to start, hi. You talked about adding reps particularly in North America and some of these territories getting up to $2,000,000 So sometimes we do see potential for disruption when you do split sales territories. I guess, how confident are you that you can split some of these territories and not cause any disruption? And basically, how do you plan to mitigate the risks there?

Speaker 4

Right. It's true. Sometimes there is a kerfuffle when you break up a territory the person doesn't want it to happen, the person does want it to happen. So yes, that's true. Although I would say, we've been doing this for years years years in Europe and the U.

Speaker 4

S. And so how we do it I think is well, I think we do it the right way, which is we announced it early. We're very open about it. And we pay double commissions for the back of the year after the person gets hired in the new territory. So the person who's running the who was previously running a territory is getting full commissions the whole time.

Speaker 4

And then when the new person comes on, let's say, in October, they're getting commissions on that on the split the smaller territory that's been split off and so is the sort of legacy rep there. So we try to do it like that and we always tell the reps that we believe the way it will be set up your W-two will go up next year. So we have a new plan every year and it takes into account what their base quota was with the new smaller territory.

Speaker 9

Got it. That's very helpful. Thank you. And just one on 2Q, really strong gross margin expansion there. And I know JJ mentioned on the manufacturing side, your team has been doing great work.

Speaker 9

I was just curious if you could help parse out how much of that year over year expansion was related to these solid productivity improvements versus the price taking?

Speaker 3

Yes, Mike. So about half of that was the ASP. So 9%, 10% ASP increase sort of equates to 2.3%, 2.4% good guy on the gross margin, which is nice. And then the rest of it basically sort of manufacturing improvements around, yes, manufacturing team being more efficient, being more utilized, reducing their times to build, but also our quality costs have been flat now for a little while. And I think it's a nice story within the company that we don't really see too much outside of it, but it's popping through now in the gross margin line and helping about 0.3% or so year over year just keeping that sort of constant.

Speaker 9

Great. Thanks, JJ. And if I could just squeeze in one more just on pricing, averaging about 9% for the first half of this year. Do you feel like that's sustainable through the back half? And is that what's baked into the guidance?

Speaker 4

Yes. So we have, I think, 14% organic in Q3 and implied 14% organic in Q4. We try not to split out whether that is going to be units and what is going to be pricing. But it seems like you got a couple of quarters that you can run with and figure it out, right?

Speaker 3

Yes. And Mike, as I was trying to say in my script portion, these differentiated devices in these categories with lower rivalry where you have big market share really allow you to sort of take advantage of some of that to some extent and it's sort of a nice tailwind there. And then on the RestoreFlow side, there's a supply constraint issue. And so if we can make them, we can generally tell them they're really in high demand in the marketplace and that helps as well. So some nice dynamics as tailwinds for pricing.

Speaker 9

Great. Thanks guys.

Speaker 1

And one moment for our next question. Our next question will be coming from Michael Petusky of Barrington Research. Your line is open.

Speaker 10

Hey, good evening. So George, I'm just curious with the positive comments around APAC, anything new in China worth talking about? Or is that just not a market that is worth the time and energy when you've got everything else going on over there?

Speaker 4

Okay. So we've been up and down on this one. We're all excited about it for 5 years. And then I think we tried to make it sort of a 4 letter word on these conference calls for the last 5 years.

Speaker 10

Sorry.

Speaker 4

And I feel like I feel as though right, 1, 2, 3, okay. And I feel like 2 good things are happening here. 1 is the small organic business that we do have of about 5 different products approved. It's hard to get approvals over there. That business is really doing well right now.

Speaker 4

It's small. I think it's about a $1,300,000 or $1,400,000 run rate business right now. But I think I mentioned this on the last call, we had a 93% growth rate in Q1. And then in this quarter Q2, we had a 35% growth rate. And I don't see that slowing down.

Speaker 4

I mean it's a big country as you know and we have 4 sales reps right now. So to say that we've only scratched the surface would be the understatement of the universe. So that's one thing. Second thing that's probably more exciting is this crazy 8 year clinical trial that we're involved in. Again, we don't bring it up much maybe we're doing it now on a response to a question.

Speaker 4

But it's just been this long, long thing. And it does feel like if you can believe me now, which I've been alive for the last 7 years. So if you can believe me now, we're making our final submission in November, and we believe we'll have the approval for XenoSure in next year. So let's see. But that is the What's that?

Speaker 4

Cardiac. Excuse me, for the cardiac XenoSure and also we have peripheral XenoSure, but we're sort of thinking maybe we'll wait till we get the cardiac approval and then do that as a submission change or a change to the submission. So feels really good right now on those two fronts, but it is quite small for what our guidance is $218,000,000 for this business this year. And it's a $1,400,000 business. So I guess it's pretty small.

Speaker 10

What's the turnaround on the regulatory body over there on a trial where you submitted the data in like November? I mean, is it 6 months? Is it 12 months? What's the turnaround a potential approval?

Speaker 4

Right. So and when I say the submission, this is the final submission. We've had 2 or 3 other final submissions, which came back making data requests and things like that. So the word out of my regulatory group is, okay, this is the last final questions that they want. And then in 6 or 12 months, you're going to get your approval.

Speaker 4

So supposedly, it's Q2 to Q4 next year we get XenoSure in China. But we'll see. I don't we've lost faith in the timing on this topic a long time ago.

Speaker 10

Okay. So don't bet my house.

Speaker 4

I would no, I bet your house on organic growth in other markets.

Speaker 10

Absolutely. Okay. Just real quick. And you guys talk faster sometimes than I could take notes. On Artigraft, you may have mentioned it in the prepared remarks, but has there been any additional regulatory approvals, OUS on Artigraft in the last 90 days or what's the outlook there going forward?

Speaker 10

Yes.

Speaker 4

Okay. So that's the big good question. I'm glad you're asking that. Maybe we glossed over it quickly, which is yes, so we're applying in 7 different places, Europe as a whole, let's call it. And then in the prepared remarks, we're talking about Thailand, Malaysia, Singapore have already been approved excuse me, have been applied for.

Speaker 4

And then Australia, Canada and Korea will go in by the end of this year. One positive thing that happened in the last, I don't know, 3 or 6 months here has been that we had previously thinking been thinking that Artigraf was a late, late 2025 approval. And we're now thinking it's more like a June approval of 2025 excuse me in Europe sorry about that. Thanks Dave. In Europe the CE Mark, we feel really good about that.

Speaker 4

And so that's it's been drawn forward a little bit. Usually you don't hear us do that. And that's the biggie because this is our largest American product. I think sales are approximately $33,000,000 this year annualized for Artigraft. And we talked on the last call that maybe there's an $8,000,000 market over Europe and then maybe we were just sort of this is very high level stuff.

Speaker 4

Maybe there's another $8,000,000 market over an APAC or something like that. So this is the big one that we want to get approved and things are going well in the approval process in Europe.

Speaker 10

Right. If I could just sneak one last one in for Dave. In terms of M and A, obviously, this is probably the longest period of time that at least since I've been around that I can remember you guys not doing anything like super meaningful in terms of external growth opportunities. What are the hang ups? I mean, is it just a lot of valuation?

Speaker 10

Are you not seeing the assets that really strategically makes sense? What like what are you coming I guess coming up against in terms of this sort of gap in closing a meaningful deal in the last few years?

Speaker 7

Thanks, Mike. Yes, I mean some of it's the target pool where if we stick very close to our call point which is open vascular surgery there are 25 targets with more than $5,000,000 or $10,000,000 of revenue. And so we obviously know who they all are. We have ongoing dialogues. Those targets product lines are owned by about 18 companies and some of those companies have never done divestitures.

Speaker 7

So we've been very close to those targets, etcetera, but we've also expanded a little bit. We've looked in an adjacent field cardiac surgery. I think some cardiac surgery products are would work better inside LeMaitre than others because some are crossover used by vascular surgeons and others aren't. But there's a strategic question there about do you want to get in a cardiac surgery and how much and which product? And then also on the other side another immediately adjacent market is endovascular.

Speaker 7

And while some of the products there are dozens of products that are endovascular, some are more used by our physician specialty, the vascular surgeon than others. But what you run up against there is much more competitive markets, a lot of bigger players in that space. And then also endovascular products get used by other specialties like interventional cardiologists and radiologists. So strategically, we're factoring all of those things in. The good news is, I think as I mentioned on previous calls, we've been active with letters of intent over the last couple of few years.

Speaker 7

Yes, sometimes it's valuation, sometimes bundle of products and we want some, but we don't want others. So we might bid just for what we want, but they don't want to sell the garage without the house, etcetera. So I think that's some of what we're up against. But I would say we're not discouraged at all. I mean to state it positively, we're waiting for our pitch.

Speaker 7

And I've done this long enough that I know doing an acquisition that isn't strategically on is very painful. It takes a long time to unwind that. And you're much better off just waiting for the right strategic target and at the right price. And so in the meanwhile, we're just building our cash. And I'd say, if I could just add one more idea, it's been a nice opportunity for the company, if you will, really get the house in order with respect to regulatory and quality and sales force optimization and all that.

Speaker 7

So you see the company performing well while we're building the bank account. At some point, you'll get news from LeMaitre, but that I hope answers your question.

Speaker 10

Thank you so much. Thanks, guys.

Speaker 1

And one moment for our next question. Our next question will be coming from Frank Tackanan of Lake Street Capital Markets. Your line is open.

Speaker 11

Great. Thanks for taking the questions. Congrats on all the progress. Maybe I'll start with kind of following up with what you were alluding to right at the end of that last question, Dave. Maybe as the sales force kind of doubled down in a way, expanded hiring goals for the year, a function of the Bright acquisition not showing up and in turn saying we have the right product portfolio right now.

Speaker 11

Let's maybe double down a little bit more on the sales force and get prepared in that way instead of kind of going the wrong going down the wrong avenue with the wrong acquisition?

Speaker 7

Yes. I mean for sure. I mean look, you can grow 2 ways in this life. You can grow organically or inorganically. And what I

Speaker 2

there are buttons you

Speaker 7

can push. And clearly for us, there are buttons you can push. And clearly for us, adding sales reps is a critical growth driver, expanding the channel, not just filling in reps in the United States and other markets where we're already direct, but investing in new countries like Korea and Thailand. And as George mentioned on this call, there could be others in Europe maybe next year. And so that's really important.

Speaker 7

Getting the regulatory approvals in new markets, that's really important. Getting and supporting price increases, that's really important. So there are a bunch of things we can do to accelerate organic growth. And I would say at a high level, it feels like that's been working. So while me and my team, while we've been off hunting for the next deal, I would say the organic growth team and the organic operations team here is doing a really excellent job pushing the business forward.

Speaker 7

And we're getting stronger in all departments. So the day when we do an acquisition, I think our ability to integrate is just that much more strengthened. So I guess that's how I'd answer that question.

Speaker 11

Okay. That makes sense. And maybe a little bit bigger picture question on sales force productivity. I think you alluded to it on this call the U. S.

Speaker 11

Reps over $2,000,000 I think in previous calls you kind of said EMEA reps in just over $1,000,000 range and then APAC reps a little below $1,000,000 I think around $700,000 Where can those international reps really mature from a utilization standpoint?

Speaker 4

Right. That's a good question. And Frank, thanks for remembering the figures from the last phone call. So we actually have answers to that already, which is in Germany and the U. K, you have reps pushing €1,100,000,000 1,400,000 or pounds in those respective markets.

Speaker 4

So there's no reason they can't get larger size and can control more revenues than what they are right now. So it does happen overseas. And I think I have one example over in I think the Nagoya rep is something like $800,000 in revenue. So it does happen over there. It's taking longer.

Speaker 4

And of course pricing is lower in all those places. So it takes more units to get there.

Speaker 11

Okay. That's helpful. And then last one maybe just housekeeping item. I heard 144 reps plus 7, mostly U. S.

Speaker 11

Can you give us that breakout U. S, EMEA and APAC?

Speaker 4

Sure. So right now, we have 67 North

Speaker 2

Perfect. Thanks for taking the questions.

Speaker 4

Thanks, Frank.

Speaker 1

Our next question will come from Brett Fishman of KeyBanc Capital Markets. Your line is open.

Operator

Hi. This is actually Liz on for Brett. Thanks so much for taking the questions. If I could just start a little bit more broadly, could you share what you've been seeing in regards to procedural trends in the U. S.

Operator

And Europe? We've gotten some mixed commentary so far and would just love to get your take.

Speaker 4

Sure. And interestingly enough, it's your data that we go to for a lot of this with those credit card swipes. And so beyond what we see for our sales units and dollar growth, we then go back to the KeyBanc Capital Markets data and we try to figure out what's going on. I think you'd corroborate this, which is it's been a very healthy 6 months of staffing inside the hospitals, which we get from the Bureau of Labor Statistics and then also credit card swipes, general credit card swipes in ironically, you're asking that question to me, but I'd flash it right back at you.

Operator

Well, I'm glad we can be of use to you guys. Could you also update us on where you're at with the new ERP implementation and what timeline looks like?

Speaker 3

Yes. So we implemented in the U. S. On February 1 and then spent the next 2 months putting out fires and keeping the business functioning. And we've sort of started to settle down on that topic and we've started looking towards Europe.

Speaker 3

And so we recently signed an agreement to start our implementation in the U. K. As our first European geography. And we'll create a template of sort of what Europe needs from an ERP perspective. And then we'll roll that out to the other geographies in Europe, maybe Germany next and then Italy and France, etcetera.

Speaker 3

So it's ongoing.

Operator

Okay, great. That's super helpful. Thanks for taking the questions.

Speaker 4

Thank you.

Speaker 1

Thank you. Ladies and gentlemen, that concludes today's conference. I would like to thank you for your participation. You may now disconnect. Thank you and have a great day.

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Earnings Conference Call
LeMaitre Vascular Q2 2024
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