Ekso Bionics Q3 2023 Earnings Call Transcript

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October 26, 2023

There are 6 speakers on the call.

Operator

Greetings and welcome to the Ekso Bionics Quarter 3, 2023 Financial Results Call. At this time, all participants are in a listen only mode. A brief question and answer session will follow the formal presentation. As a reminder, this conference is being recorded. I would now like to turn the conference over to your host, Matt Steinberg of Fin Partners, please go ahead.

Speaker 1

Thank you, operator, and thank you all for participating in today's call. Joining me from Ekso Bionics are Scott Davis, Chief Executive Officer Jason Jones, Chief Operating Officer and Jerome Wong, Chief Financial Officer. Earlier today, Ekso Bionics released financial results for the Q3 of 2023. A copy of the press release is available on the company's website. Before we begin, I would like to remind you that management will make statements during this Call that includes forward looking statements within the meaning of the federal securities laws, which are made pursuant to the Safe Harbor provisions The Private Securities Litigation Reform Act of 1995.

Speaker 1

Any statements made during this call that are not statements of historical facts should be deemed to be forward looking statements. All forward looking statements, including statements regarding our business strategy, Future financial or operational expectations or our expectations of the regulatory landscape governing our products and operations Are based upon management's current estimates and various assumptions. These statements involve material risks and uncertainties That could cause actual results or events to materially differ from those anticipated or implied by these forward looking statements. Accordingly, you should not place undue reliance on these statements. For a list and description of the risks and uncertainties associated with our businesses, Please see our filings with the Securities and Exchange Commission.

Speaker 1

Ekso disclaims any intention or obligation, except as required by law, To update or revise any financial or operational projections, a regulatory outlook or other forward looking statements, Whether because of new information, future events or otherwise, which speak only as of today, October 26, 2023. I will now turn the call over to Ekso Bionics' CEO, Scott Davis.

Speaker 2

Thank you, Matt, and thank you to everyone for joining us today. Pleased to announce that we achieved another strong quarter of sales for XONR and Indigo Devices That propelled us to grow our quarterly revenues by a significant 38% year over year. In addition, we have established the groundwork for our EksoWorks Segment, resulting in a record quarterly number of EVO unit sales. Finally, we continue to work hard to improve our bottom line by Focusing on improvements in operating efficiencies and costs resulting in a $700,000 narrowing in our operating loss Compared to Q3 of 2022. Overall, our 3rd quarter results reflect the growing adoption of our products Across our target markets as well as the continued execution of our team, we sold or recognized new revenue on A total of 41 EksoHealth devices in the 3rd quarter, which includes devices within the EksoNR and Ekso Indigo product lines.

Speaker 2

As in previous quarters, we believe a key to our growth will be our ability to continue building a strong multiunit order pipeline with top network operators, Like our 10 XO NR device order in the quarter from a large integrated delivery network. Additionally, We remain committed to leveraging our long standing relationships with our existing customer base to heighten awareness for individuals who can benefit from the long term use Our relationship with the U. S. Department of Veteran Affairs or VA Remains a critical part of our go to market strategy with our Ekso Indigo product line. We were encouraged by the increasing adoption of our advanced technology through this relationship.

Speaker 2

The lightweight modular design and slim profiles of both our Ekso Indigo Personal and our Ekso Indigo Therapy devices are compatible with many wheelchairs It can bring much needed rehabilitation support to our valued veterans in both home and community use settings. We remain committed in bringing our exoskeleton solutions to more VA hospitals and clinics in the hope of giving our veterans who have suffered a spinal cord injury better access to this Potentially life changing technology. On the international front, we secured several multi unit orders, highlighting the success of our strategic investment in our indirect partnerships. In Europe, we sold 6 XONR as part of a multiunit order to one of our largest distributors. In APAC, in addition to an EksoNR order, we 3 Unit Ekso Indigo Personal Order, which is among our first global multi unit orders for Indigo.

Speaker 2

We remain focused on building relationships Larger customers in these regions, while raising awareness of our expanded EksoHealth capabilities that now stretch across the continuum of care. As mentioned on our Q2 call, the Centers For Medicare and Medicaid Services or CMS proposed a new rule to include personal exoskeletons In the Medicare benefit category for braces in the updated 2024 Home Health Prospective Payment System Rate. This proposed rule is important because it would classify certain exoskeleton type devices as braces for Medicare payment purposes. If approved, we believe this expanded coverage could significantly grow the addressable population for Ekso Indigo Personal The estimated 164,000 individuals with a spinal cord injury who have Medicare or Medicaid coverage. Importantly, these individuals can obtain their Ekso Indigo Personal device at a fraction of the current cost.

Speaker 2

Additionally, we recently applied Ekso Indigo Personal for Medicare code determination. We look forward to CMS's ruling, including level of reimbursement, Which is expected in late November. Now turning to an update on our industrial product line, EksoWorks. As part of our new volume pricing strategy, we secured a sharply higher number of EVO units sold compared to the Q3 of 2022, resulting in a record Quarter for this product. Driven by our commercial efforts, employers are recognizing the meaningful productivity and safety benefits that EVO provides to industrial workers.

Speaker 2

With several promising opportunities in our pipeline and the implementation of our new high volume contract manufacturer, we are encouraged by this initial momentum. While revenue contributions from our Industrial segment were modest, our focus remains on placing an increased emphasis on EVO's placement in large industrial settings, Which consists of an addressable market opportunity of approximately $5,000,000,000 We look forward to providing additional updates As we drive further market penetration across our industrial verticals. As we continue to scale EksoWorks for future growth, We are pleased to have recently launched an e commerce platform that will allow customers to purchase EVOs directly from Ekso. This new site provides customers with a user friendly experience to also acquire Ekso branded apparel and accessories. We invite all listeners and customers to visit our site at www.ksobionics.com.

Speaker 2

Overall, we are encouraged by our Q3 performance and the progress we have made throughout 2023. Going forward, we're focused on driving greater awareness And adoption of our products, expanding market access for our customers, securing more multi unit orders with new and existing large network operators And on continual improvements in operating efficiencies, achieving 38% year over year revenue growth and driving sustained demand in our target markets Across the continuum of care is a testament to the strength of our commercial team and expanded product portfolio. Now, I will turn the call over to our Chief Operating Officer, Dave Jones.

Speaker 3

Thank you, Scott. In the Q3, our Operations team continued to manage operating expenses tightly, resulting in flat quarterly operating expense and narrowed quarterly operating loss both year over year despite higher headcount and costs associated with our HMC acquisition. As part of our effort to achieve positive cash flow, We continue to look for areas where we can improve efficiency without impacting quality or growth. As I noted in our Q2 financial results call, We have been carrying higher than desired inventory to mitigate production risk due to supply chain disruptions. Over the past couple of quarters, our supply chain has normalized, which has allowed us to reduce our on hand inventory.

Speaker 3

As evidenced, our decline in inventory at quarter end Was the 1st quarter over quarter reduction in inventory since 2020. As our updated inventory management approach flows through the entire supply chain, We believe further reductions are possible. As Scott mentioned earlier, we are starting to see higher volume orders for EVO in response to lower pricing. This strategy is enabled by our successful transition of the product line to our contract manufacturing partner in Malaysia. In addition to significantly lower cost, Outsourcing the manufacturer of EVO gives us higher capacity and the ability to respond quickly to any potential increase in demand.

Speaker 3

I look forward to providing additional operational updates on our future financial results calls. I will now turn the call over Jerome Wong, who will discuss our Q3 2023 financial results.

Speaker 4

Thank you, Jason. Ekso generated Q3 2023 revenue $4,600,000 compared to $3,300,000 for the Q3 of 2022, an increase of 38%. This increase was comprised of a $1,200,000 increase in EksoHealth revenue and a $100,000 increase in EksoWorks revenue. Gross profit for the Q3 was $2,500,000 representing a gross margin of approximately 53% compared to our gross profit of $1,700,000 And a gross margin of 51% for the same period in 2022. 46% overall increase Gross profit was driven by an increase in sales in EksoHealth segment.

Speaker 4

Margin expansion was primarily due to lower EksoHealth device and service costs. Operating expenses for the Q3 were $5,400,000 compared to $5,300,000 for the Q3 of 2022. The increase was primarily due to additional headcount associated with the acquisition of HMC, partially offset by a decrease in legal expenses. Net loss applicable to common stockholders for the Q3 was $3,400,000 or $0.24 basic and diluted share compared to Net loss of $4,300,000 or $0.33 per basic and diluted share for the same period in 2022. Turning to year to date results, revenue increased $4,100,000 or 43 percent to $13,400,000 9 months ended September 30, 2023, compared to $9,400,000 in the same period of 2022.

Speaker 4

The increase in revenue was primarily driven by an increase in XO Health device sales of $4,700,000 Gross profit for the 9 months ended September 30, 2023 was $6,700,000 representing a gross margin of 50% Compared to a gross profit of $4,500,000 for the same period in 2022, representing a gross margin of 48%. The overall increase in gross margin was primarily due to lower device costs. Operating expenses for the 1st 9 months of 2023 were $18,400,000 compared to $15,700,000 for the same period in 2022. The increase in operating expenses was primarily related to additional headcount and integration activities associated with the acquisition of HMC. Net loss applicable to common shareholders for the 1st 9 months of 2023 was $12,000,000 or $0.88 per basic and diluted share Compared to a net loss of $11,900,000 or $0.92 per basic and diluted share for the same period in 2022.

Speaker 4

Cash used in operating activities in the 1st 9 months of 2023 was $10,500,000 down from $11,000,000 in the same period of 2022. As of September 30, 2023, the company had cash on hand of $9,900,000 Please see our 10 Q filed earlier today for further details Operator, you may now open the line for questions.

Operator

Thank you. We will now be conducting a question and answer session. One moment please while we poll for questions. Our first question is from Sean Lee with H. C.

Operator

Wainwright. Please proceed with your question.

Speaker 5

Good afternoon, Scott and Jerome, and thanks for taking my questions. So I just have a couple of questions. 1st, On the CMS front, with the meeting coming up next month, assuming everything goes well, when would the new rules come into effect? And on your basis, how much of an impact would you say they'll have on your sales in the U. S?

Speaker 2

Yes, Sean, thank you for your question. We're really excited about the potential that exists With CMS, the end of November is the timeframe for notification That we've been given, the process from there It's a bit complicated as we begin to process patients Through the Medicare Medicaid process. So that but we could assuming this happens, we could start to see Positive impact on the business starting in the Q1 of 20 24, there's a lot of moving pieces around this. This is a rather complicated process. But the first major step in it would be approval of this lump sum reimbursement And treating the exoskeleton as a brace that will open up the market potential and the ability for Folks to access this technology to a much wider population of individuals.

Speaker 2

Currently, there are approximately 164,000 individuals who have suffered a spinal cord injury, who also have Medicare and Or Medicaid coverage.

Speaker 5

Great. Thank you for the additional color. My second question is on the Cross improvements, it's great to see that you guys are getting better operating margins from And that's translating into greater volumes, especially in the ExelWork side. So I was wondering, speaking on the medium to longer term, say, next 2 to 4 years, where do you see these margins could improve to?

Speaker 2

Okay. Sean, specifically on the overall margins or you had also made reference to the Works business Are you specifically talking about Works or just margins in general?

Speaker 5

Both, for the overall and for Works, please.

Speaker 2

Okay. Yes. So we have been doing a lot of work. Jason and his team in operations have been doing a lot In supply chain, to really improve our performance there, certainly the additional volume That we have is helping as well. We anticipate that as we go forward, As volumes continue to increase and as we continue to work on these improvements, we are Optimistic that the margins will continue to improve.

Speaker 2

On the Works side of the business, This is was really the contract manufacturing relationship that we put in place now for high volume. As volumes increase, we have the mechanism within this relationship to maintain Good margin as we continue to increase our volume. So and again, as that starts to blend into our in a meaningful way into our Overall margins, we see room for continued margin improvement as we go through the next several years.

Speaker 5

Great. My last question is on the international business. It's good to see that You guys are getting multi orders even from the Asia Pacific region. So I was wondering, where do you expect The international market to grow to in terms of your overall revenues?

Speaker 2

Well, thank you. So the international market, we have certainly a strong presence in Europe and growing Presence in Asia Pacific region. In Europe, we have a very strong team that's located in Germany, cross Everything from sales to clinical to support. And we've built very strong relationships With distribution partners throughout that region as well as some larger hospital networks that exist In region. So we are anticipating and believe that there will be good growth, good continued growth In Europe, year over year on our enterprise business, enterprise health business and on the Personal devices, that is an area that internationally we are just really starting to We placed 3 devices in APAC this last quarter.

Speaker 2

So we see that as Also a great opportunity as there are mechanisms within various countries for offering some level of reimbursement to Spinal cord injury individuals. So we are anticipating continued growth in these regions Relative to the North American growth that we see today. So I think overall, We see a positive outlook there.

Speaker 5

Great. Thanks and thanks for taking my questions.

Speaker 2

Thank you, Sean.

Operator

There are no further questions at this time. I would now like to turn the floor back over to Scott Davis for closing comments.

Speaker 2

Thank you, Maria. Before closing today's call, I'd like to reiterate some key takeaways As we enter the final quarter of 2023, first, we're building growth momentum with another strong quarter of EksoNR and Indigo device sales. We continue to elevate the standard of care for neurorehabilitation across the continuum of care. 2nd, The proposed rule for CMS, if adopted in November, could potentially expand coverage for Ekso Indigo Personal to thousands of spinal cord injury patients. We fully support the proposal to further enhance potential access for Medicare and Medicaid beneficiaries.

Speaker 2

3rd, We're starting to see promising results from our commercial strategy for EVO with a record unit sales quarter. Supported by our new contract manufacturer, we're poised to take the next step in bringing these innovative devices to customers worldwide. And finally, we continue to execute on our plan to achieve scale and positive cash flow through revenue growth, product line expansion And operational improvements. We look forward to updating you on our progress ahead. We want to thank you all for joining us today.

Operator

This concludes today's conference. You may disconnect your lines at this time. Thank you for your participation.

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Earnings Conference Call
Ekso Bionics Q3 2023
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