Henry Schein Q2 2024 Earnings Call Transcript

Quartr
Provided by Quartr
August 6, 2024

There are 8 speakers on the call.

Operator

Good morning, ladies and gentlemen, and welcome to Henry Schein's Second Quarter 2024 Earnings Conference Call. At this time, all participants are in a listen only mode. Later, we will conduct a question and answer session. As a reminder, this call is being recorded. I would now like to introduce your host for today's call, Graeme Stanley, Henry Schein's Vice President of Investor Relations and Strategic Financial Project Officer.

Operator

Please go ahead, Graeme.

Speaker 1

Thank you, operator, and my thanks to each of you for joining us to discuss Henry Schein's financial results for the Q2 of 2024. With me on today's call are Stanley Bergman, Chairman of the Board and Chief Executive Officer of Henry Schein and Ron Sals, Senior Vice President and Chief Financial Officer. Before we begin, I'd like to state that certain comments made during this call include information that is forward looking. Risks and uncertainties involved in the company's business may affect the matters referred to in forward looking statements and the company's performance may materially differ from those expressed in or indicated by such statements. These forward looking statements are qualified in their entirety by the cautionary statements contained in Henry Schein's filings with the Securities and Exchange Commission and included in the Risk Factors section of those filings.

Speaker 1

In addition, all comments about the markets markets we serve, including end market growth rates and market share are based upon the company's internal analyses and estimates. Today's remarks will include both GAAP and non GAAP results. We believe the non GAAP financial measures provide investors with useful supplemental information about the financial performance of the business, enable the comparison financial results between periods where certain items may vary independently of business performance and allow for greater transparency with respect to key metrics used by management in operating our business. These non GAAP financial measures are presented solely for informational and comparative purposes and should not be regarded as a replacement for corresponding GAAP measures. Reconciliations between GAAP and non GAAP measures are included in Exhibit B of today's press release and can be found in the Financials and Filings section of our Investor Relations website under the supplemental information heading and in our quarterly earnings presentation also posted on our Investor Relations website.

Speaker 1

The content of this conference call contains time sensitive information that is accurate only as of the date of the live broadcast, August 6, 2024. Henry Schein undertakes no obligation to revise or update any forward looking statements to reflect events or circumstances after the date of this call. Lastly, during today's Q and A session, please limit yourself to a single question and a follow-up. And with that, I'd like to turn the call over to Stanley Bergman.

Speaker 2

Good morning, and thank you, Graham. And thank you all for joining us today. We delivered solid second quarter financial results, including strong operating cash flow that reflected stable end markets. Gross margin has continued to increase, driven by our strategies to expand our high growth, high margin products and services, and by the successful performance of our recent acquisitions. We are experiencing improving sales trends in our distribution businesses.

Speaker 2

However, the pace of recovery since the cyber incident last year has been slower than anticipated. Now given the challenging economic environment, we'll talk about a little bit later, in certain markets as well as this delay in cyber incident recovery, we are updating our 2024 full year financial guidance. We remain committed to our long term financial goals through our advancement of the Bold plus 1 strategic plan, which has stood us well, supported by a strong balance sheet and new restructuring plan. As we continue to generate synergies by connecting our distribution businesses, specialty products and technology and value added services, we continue to see great symbiotic relationships between our various businesses. We are also announcing restructuring plan to integrate decent acquisitions and right size operations and further increase efficiencies, targeting somewhere between $75,000,000 to $100,000,000 annual savings.

Speaker 2

We are comfortable that we will continue after this restructuring plan is put in place with improving operating margins. And we are increasing at the same time our repurchase authorization. Following recent board approval, an additional €500,000,000 as we expect to leverage the strong cash flow we have. So let me turn to the various business units. Dental distribution to start with.

Speaker 2

In North America, patient traffic was generally flat with the prior quarter, with unemployment rates and dental insurance coverage generally remaining consistent with prior periods. We are experiencing improving sales trends in our dental distribution businesses, and we believe we gained market share in the quarter as we strengthened focus on gaining back episodic customers following the cyber incident. However, the pace of recovery since the cyber incident late last year has been slower than anticipated. We reported year over year decline in merchandise sales, which reflects the pace of recovery and of course lower sales of PPE products, which are primarily the result of lower glove pricing. Membership in the Thrive Signature Program continued to increase with nearly 1500 new members added in the 2nd quarter, bringing the total membership to approximately 6,000 U.

Speaker 2

S. Dental practices. This subscription based program drives customer loyalty and has been very good again in driving stickiness to our various businesses, whether it's distribution, specialty products or for that matter, specialty services. We were pleased with our North American Dental Equipment sales growth. This reflected positive trends across the board, traditional equipment, digital imaging, CADCAM and parts and services.

Speaker 2

We achieved modest growth in international dental merchandise sales, driven by good growth in the DAF countries and in Brazil. International dental equipment sales were impacted by a decrease in sales in fracs as a result of changes in the DSO legislation, a generally slow equipment market in Italy and the expiration of tax incentives last year in Australia with other markets generally in line with last year. Given demographic trends, we expect patient demand to outpace the supply of dental services. We've seen this for a while. And for this to drive further efficiency need in the dental practices, which we expect to be a positive driver in the growth of our dental business is all fitting in the goal for the Bold plus 1 strategic plan.

Speaker 2

Now, let's take a look at Dental Specialties. Shifting to our Dental Specialties business, sales growth in the quarter was generally consistent to the pace of growth in the Q1, as acquisitions and our organic growth in Europe were offset by lower sales in North America. In Europe, sales of dental implant products posted solid growth as we continue to gain market share with our broad and highly competitive offering. Within North America, we received FDA approval to launch the bone level tapered pro conical implant in mid June. This was a bit later than we expected and we believe this timing impacted the quarter 2 sales growth as sub customers held back on purchases, deferred them in anticipation of the launch of this important new product.

Speaker 2

We expect dental implant sales growth in North America to resume in the Q3 aided by this new product line. As a reminder, the tapered pro conical positions us to provide an innovative, highly competitive offering for the half of the U. S. Dental implant market we weren't previously addressing. The initial feedback we are receiving from customers is quite and we look forward to reporting on our progress in future calls.

Speaker 2

Our Endodontic business continued to grow aided by small acquisition we made in Latin America. The focus for Orthodontics last quarter was the launch of the Biotech Smiler clear aligner into the U. S. Market. Again, our orthodontics business is very, very small relative to the entire specialty business.

Speaker 2

Now it's important for our investors to understand we continue to align our dental sales teams successfully deepening our penetration of the DSO segment last quarter across our specialties. It's the distribution side working in concert with the specialty businesses and the value added services that are creating great value for our customers and in turn for the profitability of Henry Schein. So now let's turn to the technology and value added services and Henry Schein 1, which is our dental software business. The customer base for our Dentrix, Ascent and entirely cloud based solutions continues to grow during the Q2 and was up more than 25% year over year with now worldwide installations exceeding 8,000. What I think is important to understand is when we in the past, when we sold software, we recognized sale on prem software right away.

Speaker 2

We are switching rapidly to cloud based solutions, which are highly profitable in the long run and retention rate is great, but you don't recognize the full sale at the time the full revenue at the time of the sale. These cloud based practice management software products are both the cornerstone of Henry Schein One and at the same time a powerful enabler of additional product sales and equipment merchandise at the Henry Schein level as well as driving specialty products through the NemoTech software that is now being advanced in sales. The number of claims processed by our revenue cycle management e claims business increased by single digit percentages versus the prior year. Now this is despite the changed healthcare cyber incident. Under normal circumstances, we would have expected the greater growth, but the Change Healthcare Cyber incident has slowed us down.

Speaker 2

We are servicing our customers. There's no interruption from that point of view. But there is some impact on the cash collection of our customers because change did process the actual payment. We process through change the claims processing. We found an alternative source that the actual check or electronic transfer to the customer, the funds is still going to change.

Speaker 2

Some dental practices are therefore facing cash flow challenges due to reimbursement delays. And we believe this continued to temporarily impact demand for certain software products. And we think a little bit also on the equipment side. This is, we believe a temporary cash flow issue, which will get resolved. That never impact it didn't really impact our collections of our receivables, but it is a bit of a challenge to some practices that are not getting the checks as frequently as they were.

Speaker 2

The claims are being processed. The collaboration between Henry Schein One and our distribution of specialty products businesses supports highly integrated solutions, enables deeper customer relationships and multiple touch points between Henry Schein and our dental customers, which helps drive growth as I mentioned early on. And this is especially the case with the DSO segment. Although as we move towards our 2025 strategic plan, we will drive the synergy down into the smaller accounts. Many of our high quality leads for Dentrix products and services are generated by the U.

Speaker 2

S. Dental field sales representative. And by the way, this is the case not only in the U. S, but in Canada and in all the markets abroad where Henry Schein One operates. Here are a few further examples of integration.

Speaker 2

NemoTech, the specialty software that was developed by Biotech in France is now integrated with our Dentrix practice management software in the U. S, providing as we discussed during our Investor Day, the integrated 3 click digital workflow software for implants and orthodontics. This has been recognized by some of the big DSOs as very, very important. We have implementation of some of the big DSOs and we expect this to advance further, advancing Henry Schein's strength and connectivity to these DSOs. And again will over time advance the smaller practices.

Speaker 2

We also expanded our solutions offering by pairing Dentrix Detect AI. That's the AI system, clinical AI system we sell powered by Vidya Health and an early caries detection solution with a terrific power product, CureDent, an early caries treatment product. We're also having early success with the recent launch of Reserve with Google. All of these are being well received by the more sophisticated larger DSOs. And we are quite optimistic that the WIDIA QuraDent solution will become standard of care over time in many practices.

Speaker 2

So these are some of the examples of the unique strength of our combined platform. And we continue to unlock benefits and value from the interconnectedness across our business. All of this is contained in our strategic plan thinking. Let me just now quickly return to our Medical Group. 2nd quarter sales also reflect the slower than anticipation pace of recovery from the cyber incident.

Speaker 2

In addition, sales were impacted by ongoing migration to generic alternatives for certain branded pharmaceuticals and particularly in the injectable area where we have a very strong market presence. Of course, there was a decline in sales of PPE products. Yes, all primarily the result of lower pricing, glove pricing. As with the dental distribution business, we continue to win back episodic medical customers and in particular large accounts that moved from moved their prescription drug business to other distributors, primarily the drug distributors. Once the customers understand our unique logistics capabilities, that are moving back.

Speaker 2

It takes time. It may enter into commitments. And I think although this is slower than anticipated, we will get these customers back. Excluding the impact of point of care diagnostic tests, which were impacted by flu seasonality. So the quarterly sequence of the flu diagnostic testing moving from one quarter to another did have an impact on the quarter, but sequentially medical sales growth is improving.

Speaker 2

Our home solutions business again performed well with sales up double digit percentage during the quarter, led by the Shield Healthcare and Prism Medical businesses. We're particularly pleased with Shield. It's been well received since we acquired the majority interest in last October. So although our overall home care sales volumes are still relatively modest, This is a strategically important market for us. And together with the movement of procedures to the ASC, the ambulatory surgical center represents enormous growth opportunity for Henry Scheife.

Speaker 2

So let me conclude my remarks by opening remarks before Ron takes over with the specific math. We believe we delivered solid second quarter financial results, again, including strong operating cash flow. And although in the short term, we expect our results to be impacted by the challenging economic environment in certain markets, We have in dentistry experienced these kinds of ups and downs over the years. This one seems to be a little bit more of a challenge. And of course, the anticipated recovery from the cyber incident has been slower, but consistent.

Speaker 2

Every month, we get a little bit better. So we remain bullish about the prospects for the business in general. Of course, we'll get into more details. But before we get into answering questions, let me ask Ram to discuss our quarterly financial results and the 2024 guidance with a little bit greater detail. So thank you, everyone.

Speaker 2

Ron, please.

Speaker 3

Thank you, Stanley, and good morning, everyone. As we begin, I'd like to point out that I will be discussing our results as reported on a GAAP basis and also on a non GAAP All items excluded from our 2nd quarter non GAAP financial results for 20242023 are detailed in Exhibit B of today's press release. A reconciliation of our GAAP to non GAAP income statement is also available in our quarterly earnings presentation on our website. With respect to sales, I will provide details on total sales, total sales growth, as well as LCI sales growth, which has internally generated sales in local currencies compared with the prior year and excludes acquisitions. Turning to our Q2 results.

Speaker 3

Global sales were $3,100,000,000 with sales growth of 1.1%. This reflects 4.0 percent sales growth from acquisitions, a 0.5% sales decrease resulting from foreign exchange rates, a 0.5% sales decrease from lower sales of PPE, which is primarily the result of lower glove pricing and the pace of recovery from the cyber incident late last year. LCI sales for the quarter decreased 2.4%, which includes a 0.5% decrease from lower PPE sales. As noted by Stan, our underlying sales growth for the quarter reflects improving sales trends in our distribution businesses. However, the pace of recovery in these businesses since the cyber incident late last year has been slower than anticipated.

Speaker 3

Our GAAP operating margin for the Q2 of 2024 was 5 point 9%, a 137 basis point decline compared with the prior year GAAP operating margin. On a non GAAP basis, operating margin for the 2nd quarter was 7.75%, a 41 basis point decline compared with the prior year non GAAP operating margin. Consistent with our Bold plus 1 strategic plan, gross margin expanded by 101 basis points, primarily due to a greater contribution from high growth, high margin products and services. Operating expenses were higher as a percentage of sales, primarily due to recent acquisitions and lower sales at our distribution businesses. 2nd quarter 2024 GAAP net income was $104,000,000 or $0.80 per diluted share.

Speaker 3

This compares with prior year GAAP net income of $140,000,000 or $1.06 per diluted share. Our Q2 2024 non GAAP net income was $158,000,000 or $1.23 per diluted share. This compares with prior year non GAAP net income of $173,000,000 or $1.31 per diluted share. The foreign currency exchange impact on our 2nd quarter diluted EPS was unfavorable by approximately $0.01 versus the prior year. Adjusted EBITDA for the Q2 of 2024 was $268,000,000 compared to the Q2 2023 adjusted EBITDA of $279,000,000 with EBITDA growth expected to accelerate in the second half of the year.

Speaker 3

Turning to our Q2 sales results. Global dental sales were $1,900,000,000 with sales decreasing 1.7%. LCI sales decreased 2.1 percent or 1.7% when excluding PPE sales. Global Dental Merchandise LCI sales decreased 2.6% versus the prior year as the pace of our recovery in merchandise sales following last year's cyber incident is taking longer than anticipated. Regarding dental equipment, although our global LCI sales decreased 0.4%, our North American equipment LCI sales grew 2.9%, with solid growth in our traditional equipment category, digital imaging, CADCAM as well as our parts and service business.

Speaker 3

Overall, digital equipment sales were up slightly from the prior year. Our international equipment LCI sales decreased 5.5%. And as Stan noted earlier, this was the result of sales decreases in France, Italy, and Australia, with sales in other markets in line with last year. Changes in French legislation limiting DSOs negatively impacted equipment investment in France, while the overall equipment market in Italy was slow. In addition, the end of tax incentives last year in Australia and the U.

Speaker 3

K. Provided difficult year on year comparisons in these markets. We expect modest overall equipment sales growth for the remainder of the year in both North America and internationally. Dental specialty product sales were approximately $279,000,000 with growth of 7.2 percent driven by strong dental implant and biomaterial sales in Europe as well as endodontic sales globally. Global technology and value added services sales during the Q2 were $214,000,000 with total sales growth of 10.8%.

Speaker 3

LCI sales growth of 3.9 percent included 2.9% LCI sales growth in North America and 10.5% LCI sales growth internationally. In North America, while sales growth is still recovering from the changed healthcare disruption, we had solid growth in our value added services, revenue cycle management and Dentrix Ascend practice management businesses. International growth was driven by our Dentale cloud based solution. Global medical sales during the Q2 were 1,000,000,000

Speaker 2

with sales growth

Speaker 3

of 5.0 percent and LCI sales decrease of 4.3%, reflecting the slower pace of recovery from the cyber incident as well as lower PPE sales as a result of lower glove pricing and ongoing migration to generic alternatives for certain branded pharmaceuticals. Excluding PPE sales, LCI sales decreased 3.6%. Our Home Solutions business had strong growth driven by recent acquisitions. As Stan noted, we also benefited the Q1 this year from strong point of care diagnostic test sales driven by flu seasonality. Regarding stock buybacks, we repurchased approximately 1,400,000 shares of common stock in the open market during the Q2, buying at an average price of $70.64 per share for a total of approximately $100,000,000 We had approximately $90,000,000 authorized and available for future stock repurchases at the end of the quarter.

Speaker 3

An additional $100,000,000 of share repurchases was authorized by our Board of Directors on July 31. We expect to repurchase approximately $175,000,000 in shares in the second half of this year, but this new authorization provides us the flexibility to repurchase more. Turning to our cash flow. We had strong operating cash flow of $296,000,000 for the 2nd quarter, which exceeded operating cash flow of $274,000,000 last year. To date, operating cash flow was $493,000,000 driven by lower working capital and $192,000,000 more than last year.

Speaker 3

Restructuring expenses in the Q2 were $15,000,000 or $0.08 per diluted share and were incurred as part of our previously disclosed restructuring initiative. That specific initiative was completed on July 31, 2024, and these expenses mainly related to severance benefits and costs related to exiting certain facilities. As Stan mentioned, we also announced today a new restructuring initiative that we expect to continue over the next 18 months, targeting $75,000,000 to $100,000,000 in annual run rate savings. Our 2nd quarter GAAP results include $10,000,000 in pretax proceeds as part of our cyber insurance claim. As we have previously mentioned, this policy has a $60,000,000 claim limit on after tax losses with a $5,000,000 retention.

Speaker 3

We expect to continue to receive payments over time. The $10,000,000 of proceeds received in the 2nd quarter is not included in our non GAAP results and is detailed along with other non GAAP adjustments in Exhibit B of today's press release. I'll conclude my remarks with our updated 2024 financial guidance. At this time, we are not yet able to provide without unreasonable efforts an estimate of restructuring costs associated with the new restructuring plan for 2024, although we expect this to primarily include severance pay and facility related costs. Therefore, we are not providing GAAP guidance.

Speaker 3

Our 2024 guidance is for continuing operations as well as acquisitions that have closed and does not include the impact of potential future acquisitions. Guidance also assumes that foreign currency exchange rates are generally consistent with current levels and that end markets remain consistent with current market conditions. Our 2024 total sales growth is now expected to be 4% to 6 percent over 2023 versus our previous guidance of 8% to 10% growth. The previous guidance anticipated a stronger economy as well as a faster recovery from the cyber incident. This sales guidance also includes sales from the acquisitions we have completed to date.

Speaker 3

For 2024, we now expect non GAAP diluted EPS attributable to Henry Schein Inc. To be in the range of $4.70 to $4.82 which compares with previous guidance of $5 even to $5.16 and reflects growth of 4% to 7% compared to 2023 non GAAP diluted EPS of $4.50 This guidance reflects an estimated non GAAP effective tax rate of 25%. As a result of the timing of implementing our restructuring plans, we expect year over year growth in diluted EPS to be higher in the Q4 than in the Q3. Our 2024 adjusted EBITDA is expected to grow in the low double digit percentages versus 2023 adjusted EBITDA of $984,000,000 and compares with prior guidance of more than 15% growth. We expect adjusted EBITDRA to grow faster than non GAAP diluted EPS because of higher interest expense, a higher effective tax rate and higher depreciation as a result of the investments we have made to execute on our strategic plan.

Speaker 3

Through the Q2, our specialties products, technology and value added services contributed 38.5% of total non GAAP operating income. We continue to believe that we will achieve our goal of exceeding 40% operating income contribution from these products and services for the full year. With that, I'll now turn the call back to Stanley.

Speaker 2

Thank you, Ron. So as we lead into the Q and A, I want to reiterate, we are confident in the prospects for our business even in the face of challenging economic conditions. Although, we do believe markets are stable and that we can continue to gain market share through the recovery from the cyber incident, which are going in a good direction, but not as fast as we expected when we gave last guidance quarter ago. And we also are comfortable that we will benefit from the trends in increased specialty procedures. I think we've rounded out the implant offering we have.

Speaker 2

We had a big gap. We've got that in place in the United States and Canada soon. And we're also confident that the movement of medical procedures to ultimate care settings will continue. We are generating good synergies connecting our distribution businesses, specialty products and technology and battery added services. While we focus on these opportunities, we're also taking action to increase shareholder value as we've noted in the restructuring plan.

Speaker 2

We need to right size the restructuring plan. The sales have not grown as rapidly as we thought. Some of that is attributable to the fact that inflation does not exist at the moment. We believe in our markets, very moderate naturally be going down slightly as our customers are more price conscious and moving to some alternative brands, some owned brands. But we think from a gross profit point of view, this will be fine, in fact maybe slightly accretive.

Speaker 2

And of course, we will continue to buy stock. We anticipate spending the $500,000,000 And so with that in mind, please let's answer some questions. Operator?

Operator

And the first question comes from the line of Jon Block with Stifel. Please proceed with your question.

Speaker 4

Thanks guys and good morning. Maybe I'll just stick to the same topic. Ron, the 2024 sales growth expectation is now 5% at the midpoint, down from 9%. So I think we're looking at roughly $500,000,000 of a step down. Maybe you can just talk about what of that is coming from, call it, the more conservative approach to your distributor recapture versus that of the slower economy that you also allude to in the press release?

Speaker 4

And I'll just stop there and then I'll ask my follow-up on the same topic.

Speaker 2

John, thank you for that question. Let's start with Ron giving you the basics and then I'm happy to fill in further.

Speaker 3

Certainly. Hi, John. The yes, from midpoint to midpoint, we came down 4 points, right? But it is the math works to approximately what you have enumerated. If you going back and thinking about our original guidance and our even our amended guidance on sales from the Q1, our Investor Day assumption, go back 1.5 years ago, was that long term growth for dental was about 2% to 4% in terms of market growth.

Speaker 3

And our assumption this year was at the low end of that range. And of course, part of that growth would be coming from anticipated price increases as well. As we've progressed through the year, our view has shifted to more flat year over year market growth, which still reflects stable patient traffic environment. And I think others in the industry have even indicated flat to negative growth in the market, right? As the pricing itself has also remained fairly flat to the prior year and we see customers are frequently moving to some lower cost options, including our own corporate brand in some cases, which in general is positive for us from a gross profit perspective.

Speaker 3

Those conditions and you couple it with the company specific challenge of recovering from the cyber incident, which have been delayed but are still showing sequential growth quarter to quarter are the primary drivers to the reduction in our sales guidance, right? So the fundamentals of the business remain intact. We believe we're once again gaining market share, working our way back to pre incident market share, and we expect that to continue over the balance of the year.

Speaker 2

Thank you, Ron. I think you've covered it quite well actually. If there are any specifics, John, or anyone has particular market, any particular sector, I think we could answer that. But that's the broad overview. Thank you.

Speaker 4

Rob. Okay. And just as a follow-up or tack on to that, to push you guys a little bit, you talked about the recapture being slower than you had anticipated so far, but you still expect to get this business back. And I guess my question is like, why? Why do you still expect to get that business back?

Speaker 4

Here we are almost 9, 10 months post cybersecurity incident. I would think it's like a hot lead and either you get them back with incentives or they might move, especially if they're episodic to a different platform that they're somewhat content with. So maybe you can talk about your conviction on getting those customers back and the strategy to do so. And thanks for your time.

Speaker 2

So John, that is a very important question. I'm glad you did ask it. Look, our sequential month over month reduction of the gap has been quite good. It's going slower. We need to get our field sales force visiting again the smaller customers.

Speaker 2

They've been focused on the big ones and that's been pretty good. They need to focus on the smaller ones. And we need to kick our telesales team back into full action. They had to deal with the fallout of the cyber incident. There were many issues that had get resolved.

Speaker 2

Yes, customers were okay in the end that we resolved it. But our call centers have been very busy and only in the last couple of months, actually the last 6 or so weeks, are they doing outbound calls. So we are well received. I just happened we happened to have opening of our new distribution business in Texas. And I was with some of our FSCs, our field sales consultants, who had been who many of them have gone back now for the first time into the smaller accounts.

Speaker 2

And they reported that the customers are very happy to see them. They just wondered why they were not there in the last couple of months. They were not there because people were focused on dealing with the larger customers and the customers that are the better customers where they buy a bigger market wallet from us. So we are confident that over time, we will continue to gain market share. We are gaining market share from where we left off at the end of 2023.

Speaker 2

It's going to be hard to split exactly what's market share growth because of general market share growth effectiveness of the sales force and what's the result of the recovery. But I think overall, we're confident that we'll be able to continue to gain market share. And the question is exactly at what pace. We've given you guidance of what we expect. And that's really the facts.

Speaker 2

I mean, there's nothing more we can add to that. We have a pretty good track record and we expect to deliver. Will we be off a couple of quarters one way or the other? Hard to give you the exact number. But I think you're asking a very important

Operator

And the next question comes from the line of Jason Bednar with Piper Sandler. Please proceed with your question.

Speaker 5

Hey, good morning, everyone. A lot definitely we could cover here in the Q2, the balance of 24, but I actually want to fast forward a bit to 2025. And apologies upfront, I'm going to pack a few in here. We've got a lot of moving parts here this year. The story though should be a little cleaner exiting this year as we'll have lap the type of security impact and the PPE headwinds.

Speaker 5

Where do you see organic growth for the business once we emerge from all the noise? What's the right underlying growth rate and the margin profile we should be using as a jumping off point as we start thinking about 2025? And then within all of that, can you give us a bit of color as to the phasing of the savings assumed in the restructuring program? It sounds like some of that's coming here in the Q4 of 2024, some of the benefit. But how much of that should be expected to be in the Q4 versus the contribution in 2025?

Speaker 2

Jason, again, let Ron give you some thoughts on specifics that have been baked in to the extent we can give you that information baked into our assumptions. But in general, we believe the consumable market in the United States and Canada is relatively stable. Yes, there's been a shift, I think, to more price conscious opportunities. I don't think that necessarily impacts our gross profit. It may depress our sales slightly.

Speaker 2

And we believe we can gain market share on the pure distribution of products. Adding to the profitability, I think, continues to be our specialty businesses, in particular implants, bone regeneration, that's material. And we think we're well positioned globally in that area. We don't really have exposure to China. We're selling Veradol there.

Speaker 2

There's going to be ups and downs there, Asia generally. But the market that we're the strongest in is the DACH region in Europe. And I think we're very well positioned. We are, I think, well positioned in the United States, specifically with the implant dentist that is looking for high value, but a branded product. We are hopeful and expect that as the year goes by this year, we will be able to get some market share in that area.

Speaker 2

I think the endo, though it's not as big as implants, continues to move in a positive direction. And the medical business, yes, there have been some anomalies there, the pharma side, the whole point of care switching between 1 quarter and another. But I think the movement to the alternate care side, the ambulatory surgical center, the home care, those are all positive, good ways in which for us to sell our own brands. And I think we will recover in that area. We've done okay with the large customers.

Speaker 2

The small ones, the same as I noted in response to John's question. We just have to get our sales force in front of more of those smaller customers, telesales groups, our e commerce group. I think equipment continues to be an area that we're quite optimistic about in the United States. We did have relatively good equipment growth. It was an anomaly with scanners because of a big sale last year.

Speaker 2

But generally, we're in positive territory. I think we're gaining market share. We have some challenges on equipment abroad. We have a big market share in France. There's been a bit of an impact there on some legislation.

Speaker 2

Italy is not so great. Australia will we had a challenge this quarter because there's some tax benefits that lapsed, I think. As the year goes by and into 2025, we'll do well in that market. And then generally, I think, in the equipment market, we'll be okay, we'll grow. There is, I might add though, a view on pricing.

Speaker 2

Dentists are looking at value. I think some of the manufacturers have understood this, others are adjusting. But the average unit price may come down slightly, but I think the profit will be fine, specifically as our clinical workflow initiatives kick in. And on the Henry Schein One side and the value added services side, I think those are all going to be contributors to profitability this year and more in 2025. So Ron, I don't know if you have anything that you can share from a macro point of view in your guidance formulation.

Speaker 3

Yes. Jason, I will say too, when you were kind of talking about balance of year and then kind of going into 2025, we have announced a new restructuring initiative. We do expect, as you inferred, that we will get some benefits this year. I mean, we can take some immediate actions that will provide some short term benefits for us in this quarter as well as next quarter. There will be, I'll call them kind of other more complex actions that I think will take us over the course of 2025 to complete.

Speaker 3

I think it's important to note that as we we've done a lot of building under the B of our Bold plus 1 strategy in the last year or so, year and a half, and there's going to be some integration opportunities there. And something that might fly under the radar a little bit this year is that we've also invested this year a little over $200,000,000 in buying out shareholder partners in certain subsidiaries where we had a minority partner. And this kind of increased ownership also provides us with very good opportunities to combine certain operations, further leverage our One China approach with customers. And so but those, as you can appreciate, are a little more complex, not the kind of thing you can do overnight. So those will likely spill into 25 for some time.

Speaker 3

But that's the and that's part of the plan and that's and we've baked that into the balance of the guidance, what we think we can achieve this year. And then when we provide 25 guidance, we'll be able to address that.

Speaker 5

Okay. All right. That's helpful. As a follow-up, I want to shift gears a little bit and discuss what came up on a conference call last week from one of your manufacturer partners. I'm sure you've anticipated this question, but just wanted to see if you can discuss what your position is with respect to the relationship with your manufacturing partners, and maybe address the status of your particular agreement with Dentsply Sirona.

Speaker 5

When specifically if you can share it as your contract come up for renewal and can you discuss how you're proceeding now that you're aware that your main distribution competitor received a non renewal notice on their contract?

Speaker 2

Yes. Jason, first of all, we have never really spoken about specific relationships with Dead Supply. But because generally, it's not a good idea. But yesterday, I did have a call with the CEO of Simon of Dentsply. And we confirmed to each other that our relationship is good.

Speaker 2

I believe we are the biggest customer. They're one of our biggest global suppliers. We work with them some management some management changes over the years. It seems like the current management team is in place, understands what needs to get done. I believe that they are working well with our team here, particularly in North America and Canada, also in Europe.

Speaker 2

It's a bit more complex in Europe, some of the biggest markets for them for us. It worked well by the way, I think in Germany, France, Spain, UK and Italy too. And yes, they have committed to adding more sales power to the organization, which can only be helpful to us. They have products and we'd like to get them in front of our customers. On the other hand, there are other suppliers that have competing products.

Speaker 2

And we will always do what's best for our customers. But at the same time, we have strategic relationships. I would view them as one of the strategic relationships. We do not have a formal contract with them. We have a memorandum and understanding in one way or another.

Speaker 2

I don't know when whether it expires or not. I haven't actually just got to look at that. But in general, it's a good relationship. And we have good relationships with all of our suppliers. And then I'm sure the next question is selling direct.

Speaker 2

And that rumor has been going around in dentistry for years. Specialty products are sell direct implants, orthodontics, to some extent endodontics. We need to be in a position to offer the entire offering of all those products. We are in that position today where we had gaps. We couldn't get products.

Speaker 2

We entered into the manufacturing. Those are the specialty products we've discussed and we're doing well. And like in any industry, there's own brand, corporate brand products and where manufacturers are ready to provide good pricing that meets the customers' needs. We're happy to take the manufacturer's products in where we need to have a private corporate brand. We have that like in any industry.

Speaker 2

And in general, I think we have good relationships with our suppliers as it relates to their specific issue with a specific distributor, that's not for us to comment. So I'm trying to be as transparent as possible.

Operator

And the next question comes from the line of Elizabeth Anderson with Evercore ISI. Please proceed with your question.

Speaker 6

I was wondering maybe, Stanley, going back to what you were mentioning before, could you comment specifically on the growth rate for implants in 2Q maybe in North America and then specifically, globally and sort of what your expectations are, particularly for implants for the back half of the year?

Speaker 2

Sure, Elizabeth, implants. So the easiest, the purest would be Europe. And the biggest market for us is DACH, that is Germany and a little business in Switzerland. In general, we continue to do very well. We have a complete line.

Speaker 2

We have an outstanding sales force built over many years. We have what's needed. We are not the biggest player in Europe yet on in Germany on bone regeneration, but we're growing very nicely. We only entered that market about 3 or 4 years ago. But on implants, we're doing very well and continue to expect to do well.

Speaker 2

And in the other European markets, we will continue, I think, to do well. But we have relatively small market share, except in France, where we're the number one player. And with all the challenges in France, and just because you're asking such a specific question, I will answer it. But generally, we're not going to provide specific information on specific countries, but we are growing in France. Biotech is growing organically and doing quite well with its implants.

Speaker 2

Think they are the number one. So Europe is the easiest, the purest. As it relates to Latin America, our SI N new joint venture, although it's viewed as acquisition growth, continues to gain market share. Fortunately, they were not hit by the sad situation in that part of Brazil that's got a lot of rain. But overall, it's doing well.

Speaker 2

The My Horizons part of the equation is a bit challenged because of a couple of the countries of instability in Latin America, but they were not a participant really in the Brazil market. And our view to Latin America is primarily through SIN. As it relates to the U. S, Until last year, we were gaining significantly in market share. Our sales were good.

Speaker 2

This year, the market is a little bit frozen for us because of our introduction. Our customers, our sales force are aware of the new product. We were supposed to get it around March, April, but we got the FDA approval in the middle of June. It's going to take a little time to fire up, but we're quite confident that we will do well with our new product, which I think is also well received by DSOs, whether they are Bio Horizon DSOs or Henry Schein DSOs. Bringing the SI N product into the U.

Speaker 2

S. Will also be helpful. So we did go backwards in terms of our sales, but I'm not sure in terms of market share in the United States. It's hard to tell. Data is not readily available.

Speaker 2

We do extremely well in the bone regeneration field in the United States. Canada is kind of flattish. And just off the top of my head, that's where we are and I'm quite happy and confident with the progress we're making in the implant arena as well as the biomaterials arena.

Speaker 6

Thank you for all that color. That was super helpful. Just maybe as a follow-up, can you comment specifically similar to what you saw in 2Q, better, worse? Yes. I think it's similar to what you saw in 2Q, better, worse?

Speaker 3

Yes. I mean specifically, Elizabeth, I'll address the distribution businesses first because I think that's probably of the most interest to people. We have experienced from Q1 into Q2 growth in our distribution businesses as we recapture some market share. As we said before, that recapture has not been as high or as at the pace that we had originally desired, but we are recapturing share and that has continued into July and we expect it to continue for the balance of the Q3 and then of course into the Q4 as well. So that's with distribution.

Speaker 3

I think with the other products, it's a they can be a little choppier. You get into the kind of the European holiday season now with distribution there. But I would say within the especially within the U. S. Distribution business, we feel very good about the ongoing trends there.

Operator

And the next question comes from the line of John Stansell with JPMorgan. Please proceed with your question. Great.

Speaker 5

Thanks for taking my question. Just wanted to dig in a little bit on the medical side. Can you just speak in a little bit more detail about the effects from some of your larger customers potentially ordering away with the pharmaceutical distributors? And then what your expectation is for that return process over the back half? Thanks.

Speaker 2

Thank you, John. Generally, our large customers have come back. We have one large customer that just came back for the pharmaceuticals hasn't come back for the med surg, although I think the practitioners are going to ask why. On the other hand, we picked up some larger customers along the way. So it's a give and take.

Speaker 2

The area is not the large customers. I think we're doing okay there. We're doing okay with the ASCs. In fact, I think we're doing very well with ASCs. We're growing.

Speaker 2

It's these smaller practices, the derms that are in private practice, the aesthetic people in private practice, the ones where our salespeople just have not had the time to go back and our telesalespeople have been mostly focused inbound, but are now being focused externally too. So overall, I think the recovery is good. It's not what as fast as we wanted. There is some depression, as we noted, in the price of injectables. As the market moves generic, I think there's a movement also to corporate brands in medical.

Speaker 2

And the whole point of care diagnostic slips from 1 quarter to another, including flu vaccine shipments.

Speaker 5

Great. And then just on the potential kind of the shift towards own brands that you've called out here, is that embedded in your guidance? Is that kind of persist through the back half? And is this kind of a more sticky shift to private label brands for you? Or do you expect that to revert at some point?

Speaker 3

No. I mean, we are taking a look at the run rate on Corporate Brands, John, and it is considered in our guidance. It's a little difficult to talk to it in broad terms because we are still seeing a little bit of price pressure on gloves and gloves is a very important company brand for us. So but outside of gloves, we're seeing relatively good demand because there is there does seem to be a greater kind of consciousness around cost in the customer base right now.

Operator

And the next question comes from the line of my apologies, the last question comes from the line of Dane Reinhart with Baird. Please proceed with your question.

Speaker 7

Hey, guys. Thanks for taking the questions this morning. I guess just wanted to kind of follow-up even on John's first question here. I mean, I thought last quarter you guys had kind of touched on a 96%, 97% recapture rate in the distribution business. And I guess if you're kind of trailing your original expectations, are you kind of already expecting to be back at 100%?

Speaker 7

And then is there any variation in there between your medical and dental? And then I guess just last one to follow-up on that. Within the dental business, I mean, if you are recapturing a slightly greater percent of that lost share from last year, I mean, it seems like on a comp adjusted basis, your North American distribution business did kind of slow with merchandise. So is there anything else in there? I mean, you mentioned patient volumes kind of flat.

Speaker 7

So has that mix shift to kind of lower priced branded options really accelerated here more meaningfully than what you were expecting?

Speaker 3

Hi, Dane, it's Ron. This is where it gets a little fuzzy because it is difficult to assess. Like you said, based on ship 2s and based on other data we had, you get a feel for the so called recovery from cyber. Those customers are very sporadic though. They're very episodic with their purchasing habits.

Speaker 3

And some that you recapture you might not see again for a while, then you get somebody else. So they have not been as consistent and that's where it gets kind of difficult to put a number behind the actual percentage of recapture there. For us, it's important that we not only focus on recapturing our old customers, but also gaining other new customers. So the focus of the business really is on gaining market share, whether it be former customers or new customers. That's really the focus of the business as it should be under the just ordinary course of business.

Speaker 3

In terms of what we're seeing in dental and medical, I would say that the effect has been is relatively the same across the 2. I don't think it's slightly it could be a little more accentuated with dental, but I would say it would only be slightly more in terms of that so called recapture rate. And again, we have to use a lot of assumptions to determine what is that real recapture rate, right? And I forgot the last part of your question. You had a 3 part question.

Speaker 7

Yes, sorry. I think like on a comp adjusted basis, your growth in North America distribution, consumables, dental seemed to slow a little bit. So is that just reflective of the more shift to the lower price branded consumables products? And then I'll just kind of add my last one here. I mean, I think with the EPS guide, I think your midpoint for the back half of the year is kind of in $2.42 range.

Speaker 7

And I think historically, your second half EPS tends to be around 49% to 50% of the full year. So just how do we think about that kind of $2.42 back half guide and think about that for a jumping off point for next year? Thanks.

Speaker 3

Yes. So in terms of the back half guide, it does we expect to maintain the momentum we have in terms of recapture of market share, although again not at the pace we had originally anticipated, but we anticipate regaining and gaining market share into Q3, into Q4 and that will help drive some of that increase. We also expect the back half of the year to be better in specialty. We have the new product launch in North America on the implant. So we also we do expect specialty to be better.

Speaker 3

And we expect the technology business to bounce back a little better in the second half as well. So all of those would be contributors to that. In terms of your question around brand, I do think that the we are seeing like I said, we see some move towards corporate brand. Those are better margins for us. It doesn't quite show up on the top line.

Speaker 3

So it does help contribute a little bit to some of that gross margin favorability you see out there.

Speaker 2

Ron, thank you. Let me just add one other thing. The larger accounts are growing at a faster rate than the very small ones. The larger ones are more conscious of alternative brands where they can get better So just because large customers are growing, So just because large customers are growing at a faster rate than the smaller ones, Alternate options of brands are featured to a greater extent in the buying patterns of our large customers. And this is shifting to certain manufacturers or to manufacturers that are prepared to give price discount for large contracts, larger contracts.

Speaker 2

And it does depress our sales a little bit, but certainly good for gross profit. Okay. Is that it? Okay. Yes.

Speaker 2

So we are now 4 minutes late. Let me end by thanking everyone for participating. I realize it is a complex quarter from a math point of view. Ron, Graham, Susan are ready to meet with you. Of course, I will make myself available as well.

Speaker 2

The business is solid. It's been that way for decades. Have we had bumps along the way? Yes, we have. We had the cyber incident.

Speaker 2

Before that, we had the COVID period. I think 2,008, 'nine, we had some challenges also because of the economy. It doesn't feel like it's as bad this time. But we have to make sure that we respond accordingly. Although our sales are not where we wanted them to be from the economic point of view, I think there is a little bit more shopping on price.

Speaker 2

I don't think it's between us necessarily, our competition. But between brands, we can, I think, cover that well, whether it's on the consumables or the equipment side? And we just have to make sure that our expense structure matches our gross profit, so that we can continue to grow gross profit and continue to grow our operating profits. We're pretty good at executing on this. Will we get it right by month?

Speaker 2

I'm not sure. I don't think so. But we will get it run right in the medium term, long term. We feel confident in the business. We feel very good about our strategic direction.

Speaker 2

But it's going to be an emphasis and maybe a lightening up on certain parts of the business. But it's going to be an emphasis. It may be a lightening up on certain parts of the business and a heavy emphasis on other parts. We'll give you that information. But we're pretty comfortable with the business.

Speaker 2

We're very pleased with our senior management team, our management team in general. And again remain optimistic. We gave you our best effort, our ideas on where company is going from a mathematical point of view. And this team has delivered in the past, and we're very comfortable that it's the same team. Lots of succession, but the team in place has been around for a while.

Speaker 2

Many functions moved because of retirement. People moved up, Ron, Graham, done a good job in that area and in the businesses in general. So I thank you again and the team is ready to take Just reach out to them and they will schedule time with you. Thank you very much everyone.

Operator

And ladies and gentlemen, that does conclude today's teleconference. You may disconnect your lines at this time. Thank you for your participation.

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Earnings Conference Call
Henry Schein Q2 2024
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