Globus Medical Q4 2023 Earnings Call Transcript

Quartr
Provided by Quartr
February 20, 2024

There are 14 speakers on the call.

Operator

Good day and thank you for standing by. Welcome to the Globus Medical's 4th Quarter and Full Year 2023 Earnings Call. At this time, all participants are in a listen only mode. After the speakers' presentation, there will be a question and answer Please be advised that today's conference is being recorded. I would now like to hand the conference over to your first speaker today, Brian Kearns, Senior Vice President of Business Development and Investor Relations.

Operator

Please go ahead.

Speaker 1

Thank you, Victor, and thank you, everyone, for being with us today. Joining today's call from Globus Medical will be Dan Scavilla, President and CEO and Keith File, Chief Operating and Chief Financial Officer. This review is being made available via webcast accessible through the Investor Relations section of the Globus Medical website atwww.globusmedical.com. Before we begin, let me remind you that some of the statements made during this review are or may be considered forward looking statements. Our Form 10 ks for the 2023 fiscal year and our subsequent filings with the Securities and Exchange Commission identify certain factors that could cause our actual results to differ materially from those projected in any forward looking statements made today.

Speaker 1

Our SEC filings, including the 10 ks, are available on our website. We do not undertake to update any forward looking statements as a result of new information or future events or developments. Our discussion today will also include certain financial measures that are not calculated in accordance with generally accepted accounting principles or GAAP. We believe these non GAAP financial measures provide additional information pertinent to our business performance. These non GAAP financial measures should not be considered replacements for and should be read together with the most directly comparable GAAP financial measures.

Speaker 1

Reconciliations to the most directly comparable GAAP measures are available in the schedules accompanying the press release and on the Investor Relations section of the Globus Medical website. With that, I'll turn the call over to Dan Scavilla, our President and CEO.

Speaker 2

Thanks, Brian, and good afternoon, everyone. Globus finished 2023 with strong performance in the Q4. Revenue for the full year was a record $1,569,000,000 delivering $546,000,000 of revenue growth or 53% versus prior year, including 4 months of NuVasive sales. We achieved record sales while maintaining industry leading profitability, generating a record $2.32 in non GAAP EPS and an adjusted EBITDA of 30%, even as we continue our strong investments in enabling technology, orthopedics and competitive recruiting. We also achieved significant progress integrating the NuVasive merger and continue to fuel our innovation with 5 new products in 2023 positioning us well to gain momentum in 2024.

Speaker 2

In Q4, we delivered record sales of $617,000,000 growing 125% or $342,000,000 Q4 non GAAP EPS was $0.60 and adjusted EBITDA was 28%. We also had a record free cash flow of $82,000,000 up 79%. This cash will be used to fuel growth, funding innovative launches, product set expansions and in house manufacturing. I'll briefly comment on standalone Globus and standalone NuVasive Q4 revenues. However, as we become one company with one focus in 2024, we will not provide standalone company information going forward.

Speaker 2

Globus standalone sales for Q4 were $304,000,000 increasing $30,000,000 or 11% growth versus prior year, delivering an adjusted EBITDA of 33%. Sales were driven by the continued above market growth in U. S. Spine of 11%, increasing momentum internationally with 20% growth and strong performance in Trauma with 41% gains. Enabling technology delivered 2% growth in Q4 driven by higher unit placements offset by product mix, country mix and financing programs.

Speaker 2

There are over 65,000 robotic procedures performed to date and growing. The foundation remains strong and I'm proud of the Globus team delivering solid growth and profitability as we enter 2024. NUVEZIS stand alone sales for Q4 were $312,000,000 up 2% on a pro form a basis, primarily driven by continued market penetration in international spine with 14% growth, market reentry of key technology of NuVasive Specialty Orthopedics delivering 26% gains and strength in NuVasive Clinical Services increasing 6 percent versus prior year. This is partially offset by slight declines in U. S.

Speaker 2

Spine attributed to deal dis synergies and lower pulse sales impacted by customers' uncertainty with the merger. To date, we have seen some sales dis synergies in a few territories, but these fall well within our projected estimates provided in the S-four. The former NuVasive team are key growth drivers in 2024 with cross selling and enabling tech penetration. I look forward to partnering with them. In Q4, we launched Victory lumbar fixation plates and buttress plates for anterior lateral and anteriolateral approaches adding to our broad spinal fixation platform.

Speaker 2

Entering 2024, our combined product pipeline is full setting the stage for a strong year of product introductions. Over the next few months, we will be adding to our best in class expandable portfolio new INR offerings including the Ehub navigation system for seamless navigation when combined with our E3D system and expansion of the PreciseTrauma Nailing System. Moving into integration status and starting with the deal rationale. The merger with NuVasive created a leading world class organization with a global scale and expanded customer reach with minimal sales force overlap. The comprehensive and innovative portfolio in spine, enabling tech in Orthopedics positions us well for long term sustained growth.

Speaker 2

Our combined product development team will focus on rapid development of innovative solutions to address unmet clinical needs through the continuum of care as we bring procedural solutions into the marketplace. The surgeon education and research programs will further define us as thought leaders shaping the marketplace, while expanding our complementary operational footprint improves in house capabilities to support commercial growth and drive cost savings. Our financial discipline provides the ability to redirect investments into focused growth areas while improving combined profitability and cash flow. On the commercial front, we've completed the realignment of the U. S.

Speaker 2

And international sales teams and in January 2024 implemented the new team structures to support surgeons throughout the world. We've also held several education sessions for reps for product cross training and enabling tech education. We remain on track for implementing common operating systems in Q1 that will allow us to work as one company and one team. I'm pleased with our work here and look forward to driving meaningful growth through the new structure. We also continue to receive significant inbound interest from competitive sales professionals who are seeking the opportunity to carry a bag second to none.

Speaker 2

The combined company will be a destination of choice for sales personnel who cherish an incredible product portfolio, financial security and longevity. One immediate benefit of the merger is cross selling our existing portfolios. We made significant investments in key product sets in 2023 and are ramping up cross selling in 2024. As mentioned, sales force cross training is continuing as planned and will accelerate cross selling opportunities throughout 2024 as more sets become available. We also made significant investments in long lead time components and manufacturing resources to scale up our enabling tech capacity, allowing for increased production output in preparation for higher demand.

Speaker 2

We are reorganizing product development, carrying forward the rich history of rapid development to remain an industry thought leader as we work with our surgeon partners to address unmet clinical needs. From pioneering the XLIF procedure that is now the gold standard of lateral surgery, leading the market in expandable cage technology and developing the best spinal robot with the most advanced intraoperative CT imaging, we're working to create surgical proceduralization of all key spine surgeries to create the standard of care across the spine industry. Our intellectual property portfolio has been number 1 in the spinal industry for the last decade and we are committed to further expanding this lead especially in the enabling tech arenas as we continue to be at the forefront of imaging, navigation and robotics. To accomplish this, we remain committed to continuing existing projects and we'll have a strong PD presence on the West Coast focused on spine and enabling tech solutions. We're enhancing our surgeon engagement programs to increase our impact with surgeons and further strengthen how we interact with them in all aspects of our business.

Speaker 2

Our professional affairs team has been expanded and we've added scientific affairs, marketing and communication teams, all with talented individuals. In addition, we're increasing our research and clinical investments, expanding the coordination of education programs and enhancing our presence in teaching institutions. Operations remains the strength of the merger. We've begun expanding in house capabilities of the West Carrollton production facility as part of our ongoing synergies. The Memphis distribution center is now capable of supporting expanded distribution for the combined entity.

Speaker 2

We will continue to invest in high-tech manufacturing equipment for our implant, instrumentation and enabling tech production capabilities. We're also working to consolidate volumes and orders with 3rd party vendors to accelerate delivery times and drive cost savings. All these activities are progressing as planned. Synergy targets have been identified focusing on out of pocket spending and prioritizing investments to match future growth plans. In house organizational structures are being implemented and should reach steady state by mid year 2024.

Speaker 2

While some employees have been impacted by the merger and reorganization, this is not a slash and burn exercise and the merger payback is not driven by deep employer spending cuts. We remain focused on building an organization to support long term sustained profitable growth. I want to conclude by sharing a recent event that reminded me of who we are. We recently held our combined U. S.

Speaker 2

National sales meeting coming together as one team for the first time since the merger and commercial restructuring. It was interesting to watch the hesitancy of the participants evaporate as they saw familiar faces of teammates they've worked with, worked for or competed against. The combined and well balanced leadership team showed our sales force that we really are bringing the best of both organizations together to support them and create a once in a career opportunity. By the first evening's product fair, you can no longer tell who came from Globus or who came from NuVasive. There was only one strong energy in the room, focus on our combined portfolio and innovation and a genuine excitement to get back out in the field and win.

Speaker 2

This team and that meeting reconfirmed my belief that we really are more alike than different and when combined, we're unstoppable. I cannot wait for the international sales meeting to make that feeling global. I believe the potential for Globus has never been greater. It's up to us to harness our resources and shape the future of our markets. We have at our fingertips everything we need to realize this.

Speaker 2

In closing, I want to congratulate Keith File on his recent well deserved promotion to Chief Operating Officer CFO. Keith is a rock solid leader, a great partner and is well suited for this role. I will now turn the call over to Keith.

Speaker 3

Dan, thank you, and good afternoon to everyone joining us on today's call. We are now more than a year past the initial February 9 merger announcement and are reporting today on our 1st full quarter as a merged entity. My comments today will focus on Q4 and full year 2023 results, provide insights into our views for 2024 performance, provide updates on integration and synergy tracking as well as commenting on longer term capital allocation priorities. My comments on Q4 and full year 2023 will focus on our as reported results, providing updates on the legacy Globus business performance as well as summary comments on the contributions from NuVasive on an as reported basis. As a reminder, all information presented is done so based on Globus accounting policies and is consistently applied in the as reported results for both legacy Globus and legacy NuVasive.

Speaker 3

Q4 2023 revenue was 616 $500,000 growing 124.6 percent on an as reported basis and 123.8 percent on a constant currency basis over the prior year quarter. Net income was $15,000,000 resulting in $0.11 of fully diluted GAAP earnings per share and is reflective of merger related costs and expenses. Q4 2023 non GAAP net income was $83,500,000 which resulted in $0.60 of fully diluted non GAAP earnings per share. Q4 non GAAP net income grew 38.9 percent, while non GAAP EPS grew 2.1% over the prior year quarter, driven by a higher share count as a result of the merger with NuVasive. To illustrate, Q4 2023 fully diluted shares were 139,800,000 102,200,000 shares in the prior year quarter.

Speaker 3

Q4 2023 adjusted EBITDA was 27.6% and free cash flow generated totaled $81,800,000 Full year 2023 revenue was $1,560,000,000 growing 53.3 percent on an as reported and constant currency basis. Day adjusted sales growth was 47.8% with one less selling day in 2023 as compared to 2022. Net income was 122,900,000 which resulted in $1.07 of fully diluted earnings per share as reflective of deal and integration costs associated with NuVasive merger. Non GAAP net income was $266,400,000 delivering $2.32 of fully diluted non GAAP earnings per share. Full year non GAAP net income grew 25.9 percent over the prior year, while non GAAP earnings per share grew 12.6% over the prior year.

Speaker 3

The lower growth rate on a per share basis is driven by increased share count as a result of the stock for stock merger with NuVasive. Full year 2023 adjusted EBITDA was 29.6 percent and we generated $165,200,000 of free cash flow. Moving further into revenue, musculoskeletal sales for the Q4 of 2023 were $583,800,000 growing 138.3 percent as reported compared to the prior year quarter. Legacy Globus musculoskeletal sales in Q4 2023 were $274,000,000 or 11.8 percent higher than the prior year quarter with growth led by our U. S.

Speaker 3

And international spine businesses as well as continued share growth within trauma. Our Q4 2023 Enabling Technologies revenue was $32,700,000 growing 10.9% compared to the prior year quarter. Legacy Globus Enabling Technologies revenue was $30,100,000 growing 2.1% over the prior year on record units placed. Capital continued to see strong uptake in the quarter. However, revenue growth was tempered based on country mix and financing arrangements.

Speaker 3

Turning our attention to geographic sales. U. S. Revenue in the Q4 of 2023 was $490,800,000 growing 110.5 percent over the prior year quarter. Legacy Globus U.

Speaker 3

S. Revenue in the Q4 of 2023 was $256,000,000 growing 9.7% as reported compared to the prior year quarter. The increase in sales was led primarily by continued U. S. Spine growth.

Speaker 3

International revenue for the Q4 was $125,700,000 growing 204.6% as reported compared to the prior year. Legacy Globus International revenue in Q4 2023 was $48,100,000 or 16.7% higher versus the prior year quarter, driven by strong implant growth within key focus countries including Australia, Brazil, Italy, Japan, Spain and United Kingdom. GAAP gross profit in the Q4 of 2023 was 56.9% versus 74.3% in the prior year quarter. The decrease in GAAP gross profit was driven by the impacts of the NuVasive merger, namely step up inventory amortization. Adjusted gross profit, which excludes the impacts of inventory step up amortization, was 65.5%.

Speaker 3

We expect to continue to report on a consolidated adjusted gross profit metric for the next several quarters as step up amortization will impact GAAP gross profit for most of fiscal 2024. Legacy Globus GAAP gross profit in the Q4 of 2023 was 74.7% compared to 74.3% in the prior year quarter driven by lower product costs as a result of a higher mix of spinal implant sales. Full year 2023 GAAP gross profit was 65.1% compared to 74.2% in the prior year, driven again by the impact of step up amortization as a result of the NuVasive merger. Adjusted gross profit, which excludes the impact of inventory step up amortization was 69.6%. Legacy Globus GAAP gross profit for the full year 2023 was 74.2% in line to the prior year despite legacy enabling technology sales growing over 20% to the prior year, which reflects the impacts of continued manufacturing and supply chain cost savings initiatives.

Speaker 3

Looking ahead to 2024, we expect our adjusted gross profit rate to be in the mid to upper 60s for the full year as we begin to realize supply chain savings namely lower freight and warehousing expenses. Research and development expenses in Q4 were $52,300,000 or 8.5 percent of sales compared to $19,500,000 or 7.1 percent of sales in the prior year quarter. The increased spending both in dollars and as a percentage of sales is reflective primarily of the impacts of the NuVasive merger. Legacy Globus Q4 2023 R and D expense was $21,000,000 or 6.9 percent of sales compared to $19,500,000 or 7.1 percent of sales in the prior year and is reflective of continued investments within our enabling technologies portfolio, partially offset by the leverage impact of higher sales. The full year 2023 research and development expenses were $124,000,000 or 7.9 percent of sales compared to $73,000,000 or 7.1 percent of sales in the prior year with the increase being driven primarily by the impacts of the NuVasive merger.

Speaker 3

Legacy Globus 2023 R and D expense was $83,900,000 or 7.3 percent of sales compared to $73,000,000 or 7.1 percent of sales with the increased spending driven primarily by enabling technologies investments. Looking ahead to 2024, we expect R and D expenses to be in the range of 7.5% to 8%. SG and A expenses in the 4th quarter were $242,400,000 or 39.3 percent of sales compared to $118,100,000 or 43 percent of sales in the prior year quarter, reflecting the impacts of the NuVasive merger. Legacy Globus SG and A expenses in the 4th quarter were $130,600,000 or 43 percent of sales consistent with the prior year. Full year 2023 SG and A expenses were $641,100,000 or 40.9 percent of sales compared to $432,100,000 or 42.2 percent of sales in the prior year, which again reflects the impact of the NuVasive merger.

Speaker 3

Legacy Globus SG and A expenses for 2023 were $491,900,000 or 42.6 percent of sales and reflects slightly higher people costs driven by benefits and travel as well as increased bad debt expense driven by a one time benefit in the prior year that did not repeat in the current year. Looking ahead to 2024, we expect our full year SG and A to improve 1 to 2 percentage points over the full year 2023 SG and A expense of 40.9%. Further, as we look ahead to fiscal 2024, we expect an interest expense headwind driven by 2 factors. First, our invested cash balance will be lower year over year driven by the pay down of the former NuVasive line of credit at merger closed at merger close, which decreased our cash balance by $420,800,000 thus decreasing interest income moving forward. The second item relates to interest expense from the senior convertible note.

Speaker 3

Interest expense on this note will occur in 2 parts. First, the cash portion based on the 0.375 percent rate and secondly, a non cash interest portion driven by the amortization of the fair value adjustment of the note at the time of merger. We estimate interest expense to be in

Speaker 2

the range of $12,000,000 to

Speaker 3

$15,000,000 in fiscal 2024 versus net interest income of $20,100,000 in fiscal 2023. The GAAP tax rate for the quarter was 39.8% compared to 19.4% in Q4 of 2022, primarily driven by the impact of non deductible merger costs on lower GAAP pre tax income. On a normalized basis, our non GAAP effective tax rate was 22% in the 4th quarter. Our full year 2023 effective tax rate was 25.7% compared to 21.7% in the prior year with the resulting increase driven by the impacts of merger related costs, which we do not expect to repeat in the future. Looking ahead to 2024, we expect our full year effective tax rate to be approximately 23%.

Speaker 3

Shifting to cash and liquidity. Our cash, cash equivalents and marketable securities were $593,200,000 at December 31. There were no short term borrowings against our unsecured line of credit at year end and our long term borrowings consist of the 0.375 percent senior convertible notes due in 2025, which were assumed as part of the merger with NuVasive. It remains our intent for these notes to be part of our capital structure until they are due to be settled in March 2025. Turning attention to cash flow.

Speaker 3

Q4 net cash provided by operating activities was $104,700,000 and Q4 free cash flow was $81,800,000 Free cash flow grew $36,200,000 over the prior year quarter with approximately $5,000,000 of that growth being driven by legacy Globus and the remainder driven by the contributions from the NuVasive merger. 2023 net cash provided by operating activities was $243,500,000 and 2023 free cash flow was $165,200,000 Looking ahead to 2024, we expect CapEx spending to be within a range of 5% to 6% of sales on a full year basis. Consistent with history, our capital allocation priorities will remain unchanged moving ahead. Our primary use of capital will be to fund internal investments for product development, inventory and CapEx while facilitating complementary M and A, which meets the needs of our strategy moving forward. In the near term, we would expect any inorganic opportunities to be more of a tuck in type of deal as opposed to a transformative deal, especially while we continue to integrate the NuVasive merger.

Speaker 3

Though organic and inorganic investment are our primary uses of capital, we continue to utilize share repurchases within our capital structure. Coming into the Q4, we had a total of $500,800,000 authorized by our Board of Directors to fund share repurchases.

Speaker 4

During the Q4,

Speaker 3

we spent a total of $225,600,000 to repurchase approximately 4,300,000 shares at an average price of $52.11 per share. The company has approximately $275,200,000 remaining under its authorized share repurchase program. Shifting attention over to cost savings and synergies, we still expect to generate a total of $170,000,000 of synergies over 3 years as a result of the merger with NuVasive, 40% being realized in year 1, 70% by the end of year 2 and 100% in year 3. Since we've last year an update, we've taken steps to begin to realize those synergy savings. The focus of these savings have been across the business and have been centered on operations, namely warehouse and contract negotiations, SG and A cost redundancies, the elimination of duplicative third party expenses as well as the start of systems integration activities.

Speaker 3

As we move through 2024, we would expect synergy savings to increase sequentially each quarter as actions planned are realized. As Dan noted, we are not moving ahead with the slash and burn exercise of cost cuts, rather the cuts will be focused in key areas to drive greater value creation. Primary focus in fiscal 2024 is to further drive recurring cost savings in the areas of manufacturing and sourcing. We will do so through 3rd party supplier contract renegotiations, product in sourcing as well as investments in machinery and equipment, which will drive greater manufacturing efficiencies and also drive greater fixed cost leverage within our manufacturing and supply chain. At the present time, we feel confident in achieving the synergy targets set forth for 2024 and beyond and we'll continue to provide updates as the year progresses.

Speaker 3

At the present time, the company is reaffirming its previously provided financial guidance for 2024, which projects net sales to be in the range of $2,450,000,000 to $2,475,000,000 and fully diluted non GAAP earnings per share to be in the range of $2.68 to $2.70 Our net sales guidance for 2024 includes projected sales dis synergies of roughly $150,000,000 as a result of the NuVasive merger. Adjusting for those sales dis synergies, our projected revenue growth would have been approximately 8.5% to 9.6 percent based on fiscal 2023 pro form a revenue of $2,396,000,000 Our non GAAP earnings per share guidance implies 15.5% to 16.4% growth and assumes approximately 140,000,000 fully diluted shares for the full year versus actual 2023 shares of 114,800,000 fully diluted shares. As we look into 2024, our keys to success will focus on the ability to execute. In the near term, we'll continue in our merger integration with the goal of moving back towards more of a steady state by midyear. Tremendous effort has and will continue in bringing the organizations together, while we push forward our go to market strategies in key geographies.

Speaker 3

Internally, we will continue to drive synergy capture with a key focus on continued operational improvements. The focus execution and value creation will drive shareholder value as we seek to achieve our goals set forth creating enhanced profitability and cash flow generation. Our goal is to improve musculoskeletal care and we will achieve that through procedural innovations. Those innovations will be achieved by listening to our customers, which are the patients and the surgeons. To be successful, we need to listen to their needs.

Speaker 3

If we focus and execute with our customers through constant contact and active listening, we will continue to bring best in class innovation to market and separate ourselves from the competition. We remain excited for the future. I want to thank the entire Globus team for their relentless effort in the pursuit of excellence. Operator, we will now open the call for questions.

Operator

Thank you. Our first question comes from the line of Vik Chopra from Wells Fargo. Your line is open.

Speaker 5

Hey, good afternoon and thanks so much for taking the questions. 2 for me. Appreciate all the color on the integration efforts, but maybe you can talk about what's the price due to the upside and as well to the downside? And then I have a follow-up question. Thanks.

Speaker 3

Thanks, Vic. This is Keith. I'll take the upside and downside as it relates to cost. As I think about as we dig in and start to look at the business more and more, to me there continues to be great opportunities for operational improvements in manufacturing. I think that bringing the facilities together with our manufacturing and legacy NuVasive really allows for fixed cost leverage improvements.

Speaker 3

Those cost savings won't be generated overnight because as I commented in my prepared remarks, we're going to be looking at investing in new machinery and equipment. That's got to get online and then you got to start to produce the inventory. I think you'll see some of those savings more so in 2025 and going into 26. And then on the backside, I would also say, SG and A. I look as I look at where we're at today, I think that we're continuing to overlay kind of the globus approach to spending.

Speaker 3

I think there's opportunities there. But in saying that, Dan commented that this isn't a slash and burn exercise. And some of the things that he commented on are places that we're spending more money. He talked about scientific affairs. He talked about more surgeon outreach.

Speaker 3

Those are places where we will invest to drive the business moving forward.

Speaker 2

Yes. And I'll add to it too, Vik. One of my thoughts I think with the upside was really the willingness of the teams to come together and embrace what they had in common not what was different. And so the readiness of the field and also the in house the support really came together in a way that I thought was great. The downside would just be some of the unsexy things, the heavy lifting you need to do of common processes and common reports and common systems.

Speaker 2

So you just need it to go run and drive an infrastructure, not that they're big surprise. It's just quite not as fun to go after when you have so much innovation and so much room to go grow.

Speaker 5

Great. Thanks for the color. Just to follow-up, I think you said that you have some inbounds from competitive reps. Maybe just talk about how meaningful those conversations have been and then just maybe broad trends in hiring in Q4 and how you see your recruiting and retention efforts shaking out in 2024? Thank you.

Speaker 2

Yes, you got it. Well, so a couple of things. I'll start with your first part. We really do have a lot of foot traffic right now with competitive people coming in expressing interest proactively with us and they're meaningful. They're large in size, they're well established and so certainly can be significant and we're taking time to make sure that we're going after that.

Speaker 2

I would tell you that recruiting in general was strong in 2023. It was lighter than it had been in the past 2 years just by itself. But I guess I could cheat and technically say we've hired over 3 50 competitive reps in the 4th quarter, meaning that our focus is obviously with our counterparts in getting that done. And so as a result, not quite as heavy as recruiting, but it is a main focus to get back to. And I'm pleased with what I see so far this quarter with traffic.

Operator

Our next question comes from the line of Steve Lichtman from Oppenheimer. Your line is open.

Speaker 6

Thank you. Hi, guys. Keith, you mentioned in your prepared remarks relative to Enabling Technologies about financing arrangements. Are you seeing more of a mix of placements versus outright sales? And is that something we should look for more from you guys, particularly as some new competitors hit the market?

Speaker 3

So thanks for it. I would say that in Q4, we saw more volume based sales. So what's the difference year over year interest rates are higher? So when you think about the rev rec or the revenue recognition that occurred, a greater portion went to interest income that will be recognized ratably over the life of the deal. So when I talk about the 2% growth on base business, it's really driven primarily because of the interest impact.

Speaker 3

And that's really as I think about moving forward, will we see more volume based arrangements? I think it's going to ebb and flow quarter to quarter. I wouldn't say that this is the start of an inflection point where we're going to be driving more volume based. It's really going to be driven by what each customer is really looking for.

Speaker 6

Got it. Great. And then just secondly, in terms of the ortho business, I know I think at AAOS you guys talked about potentially showing your knee system this year. What level of investment is going to be required to get that business off the ground? And is any of that embedded in your FY '24 earnings commentary?

Speaker 2

Steve, are you talking about the robot or the implants or both?

Speaker 6

Both.

Speaker 2

Okay. That would make it tougher. No, the robot itself is actually built, but it's not yet approved. So it isn't something we would have built in with any significance in our 24. While we do have some great updated products for cementless or press fit knee coming and revision updates.

Speaker 2

We've been light in building them into the forecast just because they have yet to get through and get approval. So I look at all of those as upsides. I would signal to you that all of them are anticipated in the second half of the year and we've not seen anything that would take us off course. We were just conservative having not had FDA approval, not building it in as a needed plan to achieve.

Speaker 6

And relative to the level of investment required to kind of get that ortho business off the ground, is that meaningful at all? And any of it built in this year?

Speaker 3

I would say that the level of investment would not be meaningful to the year. And as we think about development costs, we treat our we expense our development costs as they're incurred. So there's not some hanging expense waiting to run through the P and L. I think that we will it will come through the P and L in stride in 20 24.

Speaker 2

One other thing I'd add to you Steve is all of the stuff you need to get to market has been spent over the past couple of years anyway. And so you already have a large level of ortho investment built into 2022, 2023 as well as even earlier with that. So you shouldn't see a blip in your model or anything that would take you off significantly from where we are.

Speaker 6

Got it. Thanks guys.

Operator

One moment for our next question. And our next question will come from the line of Matt Blackman from Stifel. Your line is open.

Speaker 7

Good afternoon, everybody. Thanks for taking my questions. I've got a couple for Keith. Maybe just to start with just a bigger picture guidance question. Curious what lens we should be looking through to gauge the 2024 guidance.

Speaker 7

Historically, I think you've guided to a range where you have high conviction, but where there's also opportunity for upside. So first question is, has anything changed in your guidance philosophy for the now combined company? And then I have one follow-up.

Speaker 3

I would say that our top line guidance, the 2,450 to 2,475 is something that we feel confident in. I would say that we called out some of the sales dis synergies because I wanted to get across the point that we remain extremely excited about our business and the growth prospects, but we're acknowledging that sales dis synergies could exist. As it relates to the bottom line, the range of 268 to 270, I think it's really a down the middle number. I mean, in my prepared remarks today, I really sought to provide a lot of color as it relates to gross profitability, R and D and SG and A expenses. And I think that when you kind of pull that together, dollars 268 to $270,000,000 seems reasonable.

Speaker 3

Obviously, you're always going to try to beat, but that's where we're standing as of now.

Speaker 7

Okay. I appreciate that. And then on that point as well, you did give us a ton of P and L stuff to work through. I'm curious, we didn't really touch on EBITDA, which is something that you certainly highlighted in the proxy. And if I recall, your commentary has been that the proxy is still the best framework for numbers.

Speaker 7

And this is a complicated question, so I apologize in advance. But if we actually look back to your EBITDA outlook in the proxy for 2024, I think it was something like $788,000,000 And I appreciate that the synergies have shifted out. And so there's obviously some changes there. But when we make some adjustments for that, the timing of the synergies, we're still coming up with an EBITDA number roughly for 2024 and call it the $730,000,000 to $750,000,000 range. Is that the right way to think about it?

Speaker 7

Or is something else perhaps change that impacts the EBITDA in 2024 and beyond that you've laid out in the proxy?

Speaker 3

That's a great question. I would say you're not too far off. I think that makes sense. When you think about the S-four, one of the things that I would say was different is we did a little bit more investment in enabling tech during the year. So that really impacted a little bit of base business profitability.

Speaker 3

But when you look going forward, I think your range you provided makes a lot of sense.

Speaker 7

All right. Thanks so much.

Operator

Thank you. One moment for our next question. Our next question comes from the line of Shagun Singh from RBC. Your line is open.

Speaker 8

Great. Thank you so much for taking the question. Just to follow-up on 2024 guidance, can you provide us give us any help on the cadence of what you did call out 150,000,000 dollars in potential dis synergies. How should we think about that? And then is there any cross selling opportunity included in that?

Speaker 8

And then I have a follow-up.

Speaker 3

I would say the $150,000,000 we're really looking at that throughout the entire year and the continuum across all our businesses. As it relates to cross selling, we would have assumed cross selling in our guidance number this year, the $245,000,000 to $2,475,000 Dan anything you'd add to that?

Speaker 2

Yes. Shagun what I would just tell you is the $150,000,000 that Keith referenced is the gross number. We would look to offset that through cross selling and other growth and things like that. It's just a natural one that we've built in, but it's not been netted down for the cross selling. We're going to do that as a way to soften it from that point.

Speaker 8

Understood. And then you potentially have 2 new competitive spine robots coming to market from larger market players, including one that has been a major share donor for the last several years. So I guess a 2 part question. How do you expect the new robotic systems to compete in the market relative to your offering? And how do you think of the implant share dynamics as these companies may have better ability to kind of defend their own position in the market?

Speaker 8

Thank you for taking the questions.

Speaker 2

Yes. It's a great question. It's one really to be defined further. We've got to see the actions that are taken there. At the

Speaker 3

end of the day, you have

Speaker 2

a large unmet clinical need. We've got a robot that is superior. And we think that even with competition, which we've called would be coming for years, may arrive over the next 24 months. That's okay. We're set to poised and compete this way.

Speaker 2

Part of doing this merger was to create the size and the reach in order to also not only penetrate faster but compete in this fashion. And so I think we're well poised to go head to head with anybody in this sense. And while I would think about it, there may be more choices over the long term for our customers. And that's why you have to focus on driving innovation and putting products out that make meaningful differences.

Speaker 8

Thank you.

Operator

One moment for our next question. And our next question comes from the line of David Saxon from Needham. Your line is open.

Speaker 9

Great. Thanks for taking my questions and congrats on the quarter. Maybe to start on the integration, I'd love to hear the feedback you're getting from the sales reps following the Territory integration that you guys completed in November. I know you're saying attrition is kind of in line with expectations, but the attrition that you are seeing, is it in territories that were kind of most disrupted? And then how are you thinking about kind of filling those vacancies with some

Speaker 10

of these competitive reps you've called out?

Speaker 2

Thanks, David. Obviously, it becomes a personal matter for reps and you're going in and making changes and most people as human nature don't adapt well or appreciate change in the state of uncertainty. So going through that quickly or as quick as we can is meaningful. I'll be honest with you, The teams that I've worked with throughout the world have been fantastic and the vast majority have been willing to roll up the sleeves and figure out where to work and how to cut up the spaces. Remember, the thing we've called out clearly is we had very low overlap.

Speaker 2

In fact, by the time we were unblinded, it was in the neighborhood of 3% in the U. S. So it wasn't a major amount of untangling so much as just reorganizing for the most efficient thing. Areas that have departed that we may attribute to this change, I think they're sporadic. I don't think it was a density in certain areas that I would call out here.

Speaker 2

Again, and probably just more of the personal comfort, are they comfortable with this change? Would they So we're looking where we spread out and we will keep our eye focused on competitive recruiting as we have in the past years and use that as a growth mechanism.

Speaker 9

Okay, great. Thanks so much for that. And then I wanted to ask on the knee robot launch. I'd love to hear your the strategy around the launch, like what type of accounts are you going to target initially? What's your confidence in supply and manufacturing capacity?

Speaker 9

And then how should we think about the Stealthcast implant ramp as you kind of build the robotics installed base? Thanks so much.

Speaker 2

No, you're welcome. I would tell you, we certainly have ordered the long lead time components and we've expanded our capacity not only to handle the merger but also for this. So I feel like we're set to do that way. We've been scaling up implant sets as well slowly right now because we need to get through and get the approvals before we go bigger with it. The truth is the strategy will come together a little bit more into the Q2 and early Q3 as we get through and understand when we can launch this and where we'll go.

Speaker 2

I would tell you it's an open strategy right now. Of course, the need to be in ASCs is prominent given where those procedures take place. But by all means, we'll take advantage of hospitals as well. So you are going to be what we do as Globus covering all these areas versus being hyper focused. And what we'll do is we'll start with concentric circles, establish ourselves, invest more and continue until we build up the momentum like we've done in spine over the years.

Speaker 9

Great. Thanks so much.

Operator

Thank you. One moment for our next question. Our next question will come from the line of Matt Miksic from Barclays. Your line is open.

Speaker 10

Hey, great. Thanks so much for taking the question and congrats on the progress and all the great color. And maybe Dan, just diving into one of the things that you just mentioned about the ASC as it pertains to ortho. Curious if you could maybe talk a little bit about how that's shaking out as an opportunity for the combined business, how big that was or is for Globus legacy or NuVasive or both in terms of the percentage of your business going through the ASC and what you're doing to participate in that growth opportunity on the spine side? And then I have one follow-up if you could.

Speaker 4

Yes, you

Speaker 2

got it, Matt. So we won't disclose a certain business segment obviously. So I'll leave that one out. What we are looking at and what we recognize is, course, there is a migration at a certain cadence of procedures that go out into the AAC. And so as appropriate, we're looking to understand the best way to place enabling tech versus freehand navigation versus just freehand period.

Speaker 2

And we're working through that as well. To date, we're still putting together what we want to do as an ASC strategy in that particular area as the new combined organization. But again, it won't be any significant deviation. I can't imagine calling it out to any size in 2024. I think it's one that as we fine tune and get better feel for the stabilized sales force, we'll bring this together and probably be stronger at that push later in the year into 2025.

Speaker 10

Okay. And then just on maybe a follow-up on some of the integration and dynamics of working through the combination of the field forces and everything that you talked about. We were pretty happy with the way that the NuVasive numbers came in Q4. But I think if I could speak for investors that we talked to about the opportunity here, is there still some apprehension about when do we start to feel like things are we're on the tail end or on the downward slope of the risk of maybe dyssynergies getting bigger than we were expecting? Is Q1 that transitional period do you think?

Speaker 10

Do we have to wait until Q2? Or maybe if another way, what are some of the signals and data points that we can look for or think about that will help to finally put all that sort of concern from last year to bed? I appreciate it.

Speaker 2

Yes, it's a great question. And I'm guessing here, but I would think that we would see activity in the Q1 and be able to understand where that is and what it is. My thought would be exiting Q1 and the Q2, I would think it should be a touch more stable. But this is just me guessing based on really only having 1 month's actual data for the year that way. But when we call out steady state by June, we're doing that intentionally saying that we think that sales force is settled in getting through the learning curves.

Speaker 2

You get the bumps out of your system implementations and you work into a cadence really what I think is through the Q1 into the second. But you exit the second quarter going back to doing what you do best, which is innovate, take share and grow.

Speaker 10

Thanks so much.

Operator

And our next question comes from the line of Matthew O'Brien from Piper Sandler. Your line is open.

Speaker 9

Great. Thanks for taking the questions. I guess just for starters, as we think about when you put the standalone Nuva, standalone GMED together and I know there's moving parts here, but you do that, you take the dissynergy out. I'm getting like $50,000,000 of cross selling benefit here this year. Is that number about right?

Speaker 9

And then the $150,000,000 in dis synergies, that seems like a lot in 1 year. I'm just wondering what exactly that's baking in. I know we've heard about Texas maybe turning over, but that just seems like a lot in 1 year. So what's being baked in there? And then I do have a follow-up.

Speaker 2

Thanks, Matt. Well, again, remember, we're global, so we're conservative in what we look at and what we estimate. We're putting numbers out that we would look to control or be where possible. I'm not saying it's a slam dunk. We're just being realistic that we have created a market disruption as we become number 1 in the market.

Speaker 2

And so we expect folks to react to that. And I think it would be unrealistic not to think you would lose stuff. So it's an estimate, but not really based on any factors. You're calling out certain geographies that I wouldn't comment on, just because like I said, we did it more from a top sided number as an area to build from and look to go to from that way.

Speaker 9

Okay. Dan, but even with the low overlap, I mean, that $150,000,000 seems like

Speaker 2

a big number.

Speaker 3

I mean, I'd say that it is a large number, but when I step back and look at sales, when you look at the combined sales from 2022, that's about 7%. But to Dan's point earlier, it's a gross number before you consider cross selling opportunities to offset that. Bringing the portfolios together, again, you're going to be looking at the legacy NuVasive team is going to be looking at Globus expandable cages. They're going to be looking at Globus enabling technologies. When you look at NuVasive products, the legacy Globus rep is going to be looking at NuVasive lateral procedures.

Speaker 3

So there's cross selling in there. There's cross selling that's not in that 150. And it's at the end of the day, it's an imprecise size, but we're basing this on what we see.

Speaker 2

Yes. If you look at things, you say between 5% to 10% of sales could be disrupted. We're right in the middle when we came up with that number. And then we say, okay, that's again the gross number. Then how do you beat that through cost selling, through growth, through natural account, through competitive hiring?

Speaker 2

We that's what we're saying. But we're just putting out saying based on our formulas, if you picked a historical norm, that would be the number we'd put out and then go to beat by outgrowing it.

Speaker 9

Got it. Okay. Appreciate that. And then Keith, as far as back to Matt Blackman's question on EBITDA, I think you guys said when you did the deal year 3 post the closing, you'd be back in kind of the mid-30s as far as EBITDA goes. I mean this guidance is more like kind of low-30s.

Speaker 9

It's a lot of leverage that we're expecting over the next, I guess, 3 years even to get to 33%. So just talk about the confidence in getting back to that mid-30s and kind of where that comes from up and down the P and L? Thanks.

Speaker 3

So we're confident in that. When you think about the $170,000,000 that we called out, 40% this year is about $68,000,000 You're going to get 70% and then 100%. As you think about the cadence, it's important to think about some of my prepared comments, talked about manufacturing and operations. Those are the longer lead time items. Things in SG and A and R and D, those will happen more quickly.

Speaker 3

So when you think about the $68,000,000 I would say give or take 20% of that's going to be in COGS, the other 80% is going to come through R and D and SG and A in 2024. But we have to plant the seeds for the future manufacturing improvements to drive improved P and L profitability. So what does that mean? What does that mean is that thing I'm going to pay attention to this year, especially as getting to the back half of the year is cash flow. Because if I'm renegotiating contracts, should see improvements in working capital because of inventory.

Speaker 3

I'm buying raw materials cheaper. I'm buying things and bringing them in house. 2025, those the equipment that I'm investing in is coming online and I'm producing inventory. I'm building that inventory for that, which I will sell later in 2025 and 2026. That's where you're going to see a lot of that benefit and that's going to be really in 2025 and 2026.

Speaker 3

So from my perspective, our view of getting back to mid-30s, right now I feel good about that.

Operator

Thank you. One moment for our next question. And our next question comes from the line of Matt Taylor from Jefferies. Your line is open.

Speaker 9

Hi, guys. Thanks for taking the question. So I just wanted to ask about 2 kind of side items. One was I thought it was tuck in M and A was a priority. And then we're just tuck in M and A was a priority.

Speaker 9

And then we're just at AAOS and you were talking about the ortho robot. I know we could see some of that more later this year. And I guess my question would be, do you expect the contributions from that to be material, not this year, but maybe next year?

Speaker 2

Hey, Matt. This is Dan. I'll actually answer and then hand it off to Keith. So, look, we think that the market has overreacted and the stock price has actually had a deal. And we're going to take the opportunity to use our strong cash and buy that back to reduce dilution and actually set it up for other reasons.

Speaker 2

So yes, it's opportunistic, but it's also the plan of we'll keep doing that because we believe strongly in where this is going to go. We play for the long term, but we'll use it to our advantage now. That would be the first one. For AAOS and the robot, we're really happy with it. As I said, we haven't filed yet.

Speaker 2

It hasn't been approved. We think it's going to be in the second half of the year. I would tell you, I would not expect material moves of that in 2024. I think that's going to be more of a 2025 story.

Speaker 3

And Keith, I don't really have a lot to add to Dan's comment. Think he hit it head on there.

Operator

Thanks. Thank you. One moment for our next question. Our next question comes from the line of Ryan Zimmerman from BTIG. Your line is open.

Operator

Hey,

Speaker 4

guys. Thanks for taking the questions. I want to follow-up maybe on Matt's question in a different way. If you take kind of the prior numbers, Keith, I think you called out 2,396,000,000 dollars When I look at where the guidance lands and again backing out the synergies, it come out to about 3% or so for FY 2024. And so I guess I'm curious kind of what your view of the market is relative to that number.

Speaker 4

Is the market growing at that rate? Is the market growing faster than the rate? It feels like coming out of AOS in the early part of the year, market's been pretty healthy. And so are you suggesting that you guys are growing at market, growing maybe slightly below market? And then the second point to that question is, when you think about the guidance of the $2,450,000,000 to $2,475,000,000 Now we all have these old models from all the different segments and I know that's now one company, but maybe help us piece together kind of where you see that growth coming from.

Speaker 4

Is it within cervical? Is it within support and neuromonitoring and international? Just some of those components beyond maybe musculoskeletal enabling tech, if you're willing to comment on those would be helpful.

Speaker 3

Yes. So thanks Ryan the question. So as I think about the 2.45 to 2.75 from a growth perspective, I commented earlier on a previous question about what each legacy sales team will be looking for. On the legacy NuVasive side, they'll be excited to sell Globus expandable cages, Globus enabling technologies. Legacy Globus will be focused on lateral procedures, things of that nature.

Speaker 3

When I think about the where, internationally, I think if you go back and look at historical basis and Globus numbers, I think we've both been on a pretty good clip of growing share internationally. Would expect to see spinal implants continue to see that growth moving forward. Trauma, our trauma legacy trauma business continues to perform well. NuVasive has some products in that portfolio as well that we think together we're going to be better together and drive share growth. As I think about enabling tech, again, that gets back to the cross selling opportunity.

Speaker 3

That brings you back to U. S. Spine and really your initial question. You talked a little bit about the growth that you've seen being 2% or 3% or where are we growing. So early on, we're going to have these dis synergies.

Speaker 3

We called out the $150,000,000 gross dis synergy. Our growth rate clearly is slowing down here for the 1st portion of the year. But to Dan's point, you're getting into the first, second quarter, you're really working to move towards a steady state getting into the second half of the year and moving this forward. We still fully believe that we can provide mid to high single digit growth, but we're acknowledging that this 1st year there's going to be dis synergies.

Speaker 2

Yes. I think too, Ryan, the fun thing with this back to your point, the growth, I'm going to say it's everywhere, because you're right, you've got a great cervical disc that we can leverage. You've got EGPS and E3D. You're going to have the neuro monitoring systems that we can go apply to our business in the cross selling. There's a lot out there that we could go on and on.

Speaker 2

So I think what we're looking to do is healthy growth throughout all of the portfolio and really showing it that way versus focusing on 1 or 2 areas of concentration.

Speaker 4

Okay. I appreciate you answering that multipart question. Then I'm going to squeeze in one more and I appreciate taking the questions here. But I was late to the party at AOS, but I did see I did have a chance to go by the booth, see some of the new components that you have. And it feels like you and your largest competitor within robotics are moving a little bit more in terms of cranial applicability in terms of your ability to maybe move into things like bone cutting, right?

Speaker 4

I'm just curious kind of how you think about where robotics is going, particularly within spine? And do you feel like you're hitting the ceiling within your applicability within maybe a core spinal robotics application and having to venture beyond into areas like cranial or joint reconstruction, etcetera? And that's what we're seeing in kind of the pipeline, if you will, of products that you're offering now.

Speaker 2

So it's a great question. A couple of things. We've been in cranial for a long time with the robot and have great capabilities there. There's absolutely room to expand. And I think as you've said and one of the things I've called out that I'm most excited about, the array of power solutions that we're bringing forward in the near term will also work well with all of that enabling technology and further enhance the surgeon experience by all means.

Speaker 2

But if you really talk about the spinal robots, they are in their infancy not only in penetration but capabilities. And so you can have a very long journey of increasing the entire procedural application from bone, soft tissue removal, interbody placement on and on planning. All of that's there for years to come with a lot of space. And like I said, even combined, all of us combined are just really touching, the robotics. There's a lot of room for growth to come for many years.

Speaker 2

So I don't think we're anywhere near hitting the top or flattening out. I think this is the start of some amazing changing technology.

Speaker 4

Thank you, Dan.

Operator

One moment for our next question. Our next question comes from the line of Jason Weitz from ROTH. Your line is open.

Speaker 11

Hi, thanks for taking the questions. If I could just revisit the synergy number. Based on your earlier comments, it sounds like you kind of just took the midpoint of 5% to 10 percent dis synergies. And I think that's partly due to the fact that based on what you see now, but also you have to see what happens in the next two quarters. Is that the right way to think about it?

Speaker 11

Or is that how you came to that number? And I'm just trying to understand your thought process behind that.

Operator

Yes.

Speaker 11

Okay. Okay. That's fair. And then in terms of quarterly cadence, can you help us out in terms of how we should be thinking about revenues and also just how expenditures kind of flow through for the year?

Speaker 3

I would say we're not going to break out and provide quarterly guidance at this point.

Speaker 11

Okay. But then just from a general standpoint, I think you kind of implied that the first half is it sounds based on your comments that you made, I guess, throughout this call, it does sound like it's somewhat back end loaded, meaning there's going to be a fair amount of still reorganization in the first half. A lot of it, I guess, already occurred. And then in terms of your ability to start picking up or gaining market share, it sounds like you kind of anticipate that by the end of the year, you're going to be positioned to start growing sort of above market and as the market leader. Is that a fair way to think about

Speaker 3

it? That's a fair way to think about it. The but as it relates to cost synergies specifically, we would expect to see that improve sequentially as we get throughout the year.

Speaker 11

Okay. That's helpful. Thank you very much.

Speaker 10

You're welcome.

Operator

Thank you. Our next question will come from the line of Craig Baillieu from Bank of America Securities. Your line is open.

Speaker 12

Great. Thanks for taking the questions guys. Wanted to ask first on the $150,000,000 of revenue dis synergies and appreciate that you gave us that number. But I think in the S-four, you were expecting roughly 200% and maybe 50% of that in year 1. So I just wanted to kind of reconcile that 150% for 2024 and could there still be some incremental synergies in year 2, year 3 post deal?

Speaker 3

So I would say yes, there could be some incremental synergies in year 2, year 3 post deal. The $150,000,000 was really just taking a more refreshed look. I mean, when we commented on the S-four, at that point in time, we thought it was a good number. And we still think generally speaking overall, the S-four is a good document. But as we looked at building our plan for 2024 with more current information, 150 felt like it was a more reasonable number based on what we were seeing from a gross perspective.

Speaker 2

Craig, I would add too that one of the thoughts here is that type of activity occurs upfront in the early years. And then as you cross sell and you gain traction, you offset that more in year 2 and probably by the time you exit year 3. So put the bad out in the S-four that way upfront and the cross selling the growth and the offsets in the outer years coming out neutral by the time you enter into the 4th year.

Speaker 3

And timing also of when the deal closes a little bit later.

Operator

Yes. That's also having a little bit of an impact.

Speaker 12

Okay. That's helpful guys. And just to follow-up specifically on what's embedded in the EPS guidance. I just I heard your comments to or on EBITDA before, but I wanted to see I mean my math it makes it look like it's 29%, 30% EBITDA margin for 24%. And then I also wanted to see if there's any assumption of share buyback in your EPS guidance?

Speaker 3

The 29%, 30% I think makes a lot of sense. 140,000,000 shares is what we projected for the year. I'll leave it at that.

Speaker 12

Okay. Thanks, guys.

Operator

Thank you. One moment for our next question. And our next question comes from the line of Caitlin Cronin from Canaccord. Your line is open.

Speaker 8

Hi, thanks for taking the question. Just regarding your AR headset, any updates to the timing there? And secondly, what do you think of the current competition in that space? And how is your product going to be competitive with these offerings?

Speaker 2

Caitlin, we expect our augmented reality headset, the XR, to get out by midyear based on everything that we're tracking towards right now. Pretty excited to do that as well. Working to make sure that it really works seamlessly with some of our enabling tech activities as well to actually create a stronger offering out to the surgeons.

Speaker 8

Great. Thank you.

Operator

Thank you. One moment for our next question. And our next question will come from the line of Richard Newitter from Truist. Your line is open.

Speaker 13

Hi, thanks for taking the questions. I was hoping just to go back to the comment that you made on it sounds like going a little bit more heavy on offense, on rep hiring and attrition. I think you had said something about not hiring as many reps as normal in 2023, but then in the Q4, you hired 3.50 reps or net reps. I guess, just help me understand what that 350 means? What is that relative to a good quarter of net hiring?

Speaker 13

And how we're supposed to kind of interpret that relative to the dis synergies that are starting to unfold? And then I have a follow-up.

Speaker 2

You got it, Rich. So let's start this way. We've had great recruiting years. And in 2023, I would tell you it was an okay recruiting year. The reason why it was an okay is we had all of our focus shifted into making this merger happen.

Speaker 2

So naturally, your level of recruiting and your focus on recruiting wasn't quite as heavy. Now it doesn't mean it was dismal. I mean, it was really not that different from the last 5 years. It just wasn't the strongest or record year like we normally call out. I was being me when I was replying to the fact that we closed the deal in September.

Speaker 2

And so Globus actually then inherited or took over through the merger roughly 3 50 sales reps from the NuVasive business. That was my comment.

Speaker 13

Okay. Thanks. I figured there was something tongue in

Speaker 9

cheek there. Okay.

Speaker 13

And then sorry, I just lost my train of thought for a second. And then wanted to also get a sense for what kind of information you're going to provide on a go forward basis? What we've seen in the press release from here, this is the divisional breakout we're going to see? Or is there going to be more historicals that you provide on segment detail? How should we think about that?

Speaker 13

And one last one, just product rationalization, has any of that effort begun?

Speaker 3

So thanks, Rich. This is Keith. So the what we've put out there from a reporting perspective is what we're going to continue to provide breakout of musculoskeletal and enabling as well as U. S. Versus international.

Speaker 3

We will continue to provide color each quarter about some of the businesses like we've always done historically. As it relates to product rationalization, that is not something we've really looked at, at this point. Some of my earlier comments focused on the need for us to listen to our customer. Right now, the thing that we're focused on is bringing the sales forces together, listening to the surgeons, listening to the patients, and really selling the products of both companies.

Speaker 2

Yes. And Rich, I would just add on that we don't have planned rationalization. We thought over time our surgeons and our customers will select what they want and will migrate towards that. But we don't have a product rationalization in as a way to reach or achieve our synergies or anything in our financials.

Speaker 6

Thank you.

Operator

Thank you. One moment for our next question. And our next question comes from the line of Drew Ranieri from Morgan Stanley. Your line is open.

Speaker 11

Hi, guys. Thanks for taking the questions. Just to piggyback off of some that have been already asked, but on Rich's last question about product rationalization, can you maybe just hit upon what you're thinking about for free cash flow generation over the next 2 or 3 years into 2026? And just how investors should think about that? Cash generation, I think, was one of the kind of hallmarks of the deal when you initially proposed it.

Speaker 11

And then has anything changed about how you're thinking about tracking or driving instrument set utilization between kind of the 2 well, not the 2 companies anymore, but between legacy GMED and NuVasive looking ahead? And I had a follow-up.

Speaker 2

Drew, I'll go first. This is Dan. And I'll hand it off to Keith with that. So just for clarity, in our cash flow or our estimates, we don't have anything built in related to rationalization. So I just want to make sure building off of Rich's, you agree, we're not pursuing a product rationalization.

Speaker 2

It's not built into our finances that way. So it won't have any effect financially or cash flow wise. However, we do have in place ways to utilize our field assets are sets efficiently. We've been working on that and ever improving that through our Globus legacy. And we intend to do the same with our NuVasive team as we fit in and get up to speed.

Speaker 2

What that's going to allow us to do is get more surgeries, more turns, more output with those investments, which to your point will generate a favorable cash flow by generating the sales, not having the current level of investment needed to get those sales.

Speaker 3

And a couple of comments I'd add to that is when you think about Globus, yes, we're going to focus on driving the business and managing for cash. And as I think about that 170,000,000 predominantly cash savings, which should translate into cash flows and move forward. That's part 1. Part 2 is really the control of CapEx. So if you go back and look and compare legacy Globus to legacy Nuva, you'll see that legacy Nuva carried CapEx that was probably closer to 8% or 9% of sales.

Speaker 3

Globus give or take 6% or 7%. I commented on where we're going to land this year in my prepared remarks. That is also going to help drive cash flow free cash flow generation and it's not going to impact our ability to invest in R and D. Really what it's going to come back to from our perspective or from my perspective is better control of the assets and driving improved return on invested capital.

Speaker 11

Got it. Thanks. And just as a quick follow-up, Just anything on getting NuVasive products registered and approved on Excelsius looking ahead? Thanks for taking

Speaker 2

Yes, definitely. That's one of the key things. So of course, we're going to be doing that and doing that in an ever growing way, starting with the RELINE system and then we'll certainly look for antibodies and different activities that way. That's going to be one of the events we think by mid year or within Q3 we should be capable of going and pushing forward on.

Operator

Thank you. And with no further questions, that concludes the GLOES Medical earnings call. Thank you for participating. You may now disconnect. Everyone, have a great day.

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Earnings Conference Call
Globus Medical Q4 2023
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