Omnicell Q1 2025 Earnings Call Transcript

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Provided by Quartr
May 6, 2025
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Operator

Good morning. My name is Carly, and I will be your conference operator today. At this time, I would like to welcome everyone to the Omnicell First Quarter twenty twenty five Financial Results Conference Call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question and answer session.

Operator

Thank you. I would now like to turn the call over to Kathleen Nemeth, Senior Vice President, Investor Relations. Please go ahead.

Kathleen Nemeth
Kathleen Nemeth
Senior Vice President, Investor Relations at Omnicell

Good morning, and welcome to Omnicell First Quarter twenty twenty five Financial Results Conference Call. On the call with me today are Randall Lipps, Omnicell Chairman, President, CEO and Founder Nandhi Najoku, Executive Vice President and Chief Operating Officer and Tacha Eta, Executive Vice President and Chief Financial Officer. This call will contain certain forward looking statements, including statements related to financial projections or performance or other statements regarding Omnicell's plans, strategy, objectives, goals, vision, expectations, planned investments, opportunities, expense mitigation, products, services or solution, driving toward a recurring revenue model, navigating the current macroeconomic environment, the impact of or ability to mitigate the impact of tariffs or market or company outlook that are subject to risks, uncertainties and other factors that could cause actual results to differ materially from those expressed or implied. For a more detailed description of the risks that impact these forward looking statements, please refer to the information in our press release issued today, in the Omnicell Annual Report on Form 10 ks filed with the SEC on 02/27/2025, and in other more recent reports filed with the SEC. Please be aware that you should not place undue reliance on any forward looking statements made today.

Kathleen Nemeth
Kathleen Nemeth
Senior Vice President, Investor Relations at Omnicell

All forward looking statements speak only as of the date hereof or the date specified on the call. Except as required by law, we do not assume any obligation to update or otherwise release publicly any revisions to our forward looking statements. Our results were released this morning and are posted in the Investor Relations section of our website on ir.omnicell.com. Additionally, we would like to remind you that during this call, we will discuss some non GAAP financial measures. Reconciliations of these non GAAP measures to the most comparable GAAP financial measures are included in our financial press results financial results press release, pardon me, posted on our Investor Relations website.

Kathleen Nemeth
Kathleen Nemeth
Senior Vice President, Investor Relations at Omnicell

With respect to forward looking non GAAP measures, we do not provide a reconciliation of forward looking non GAAP measures to the comparable GAAP measures on a forward looking basis as these items are inherently uncertain and difficult to estimate and cannot be predicted without unreasonable effort. With that, I will turn the call over to Randall. Randall?

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Good morning, and thank you all for joining us on today's call. Our business performed very well during first quarter of twenty twenty five, which is also driven by demand for Omnicell's robust medication management platform. At Omnicell, we are focused on redefining how medications and supplies are managed across health care as we seek to help customers seamlessly control inventory from the loading dock to the point of patient care. Our platform is designed to empower organizations to improve medication safety, drive supply chain efficiency and make smarter data driven decisions. Our future growth is expected to come from three core levers.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

First, we seek to capture greater market share across inpatient settings, including nursing floors, operating rooms and procedural areas as well as central and satellite pharmacies, while continuing expansion into outpatient settings such as specialty, retail and institutional pharmacies. Second, we are growing and scaling our predictable reoccurring revenue. And third, we are striving to grow Omnisphere, our cloud based platform to extend and connect innovative automation technologies, which we expect will include the use of AI across the entire continuum of care. Let's review a few highlights from our strong first quarter. The demand environment tracked well to our expectations as we saw market share gains and continued interest in our platform of products and services.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

We delivered solid revenue performance and are pleased with the growth in our recurring revenue. And we continue to see strong customer interest in Omnicell's long term innovation roadmap. Now let's turn to the financials. Omnicell delivered a solid first quarter. Total revenue was $270,000,000 an increase of $24,000,000 from our first quarter of twenty twenty four.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Revenue in the quarter decreased by 37,000,000 from our fourth quarter of twenty twenty four, reflecting typical seasonality and the fact that fourth quarter twenty twenty four performance was very strong. Product revenues came in above our first quarter twenty twenty five outlook at $145,000,000 which is an increase of $12,000,000 over the first quarter of twenty twenty four and a decrease of $37,000,000 compared to fourth quarter twenty twenty four. Service revenues were $125,000,000 an increase of $12,000,000 over the first quarter of twenty twenty four and flat compared to fourth quarter twenty twenty four. Non GAAP gross margin for the first quarter of twenty twenty five was 42.1%, a decrease of five thirty basis points from the prior quarter due to the combination of lower product revenue volumes as well as some seasonal expenses including payroll taxes and employee benefits reset. Our first quarter twenty twenty five earnings per share in accordance with GAAP was a loss of $0.15 per share compared to a loss of $0.34 per share in the first quarter twenty twenty four and a profit of $0.34 per share in the prior quarter.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Our first quarter twenty twenty five non GAAP earnings per share was $0.26 compared with $0.03 per share in the same period last year and $0.60 per share in the prior quarter. First quarter non GAAP EBITDA was $24,000,000 an increase of $13,000,000 when compared to the same period last year and a decrease of $23,000,000 compared to the previous quarter. As you can see from our revised 2025 guidance that Cha Cha will cover in more detail, we have completed an initial assessment of the company's tariff exposure assuming the announced tariffs, particularly on China based products, are implemented as scheduled. As a reminder, we began working on optimizing our supply chain several years ago with a combination of dual sourcing and near shoring efforts. However, we continue to source a meaningful percentage of our subassemblies from China.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

At this time, we anticipate the impact from tariffs for 2025 to be approximately $40,000,000 to non GAAP EBITDA. As a result, we are reducing the ranges for our full year 2025 non GAAP EBITDA and non GAAP earnings per share guidance to reflect that currently expected partial year potential impact from tariffs net of our planned mitigation efforts. Please note that absent the tariff headwinds, we remain comfortable with our previously issued full year 2025 non GAAP EBITDA and non GAAP earnings per share guidance and are only modifying the ranges to reflect the expected potential impact from tariffs. We intend to continue to shift tariffs. Production of subassemblies to more favorable geographies and over time, we anticipate considering broader changes to our supply chain. We believe we have a strong competitive position and

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

we plan to continue to innovate regardless of the tariff impact. Also as we continue our pivot to recurring revenue services, our exposure to tariffs on a relative basis should decline over time. We expect to have more to share with you as the situation develops. I'll now highlight a few of the key customer wins in the first quarter. Point of care dispensing solutions, including XT cabinets for nursing care areas, anesthesia workstations for perioperative settings and our XT Amplify program offerings continue to be the backbone of medication management for many leading health systems.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Leading health systems in New Jersey, Pennsylvania and West Virginia have recently invested in Omnicell Solutions as they seek to increase pharmacy and nursing efficiency and improve patient safety while delivering maximum value for the technology investment. Our comprehensive platform and innovative roadmap are resonating with customers, and we are seeing continued momentum converting customers to Omnicell solutions. One of the leading healthcare organizations in Illinois has chosen Omnicell XT automated dispensing cabinets to support point of care dispensing across numerous sites of care. This health system intends to leverage Omnicell's enterprise analytics solution, inventory optimization service in an effort to enhance inventory visibility, gain medication usage insights and optimize workflows across their system. A nonprofit health system in Rhode Island selected Omnicell's point of care dispensing solutions, including XT cabinets and anesthesia workstations as they look to improve clinical outcomes and enhance efficiency for health care staff.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

The Southern California nonprofit teaching hospital has chosen Omnicell's central pharmacy solutions as it seeks to reduce medication dispensing errors and waste, improve accuracy and streamline workflows for their central pharmacy operations, which should free staff to focus on higher value tasks. The federal government, specifically the U. S. Department of Veterans Affairs and other federal health care facilities, is a sizable portion of Omnicell's customer footprint. This quarter, we saw traction within our government customers for our central pharmacy and point of care solutions, including products from our XT Amplify program.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Both systems continue to expand care delivery beyond acute care settings to improve patients' access to care, reduce costs and increased revenue. This expansion includes investments in outpatient pharmacy programs, which for many providers may enable an opportunity for health systems to achieve financial growth and improve the patient experience. A Northeast nonprofit health care system will add a new specialty pharmacy to their community in partnership with Omnicell's specialty pharmacy services division. We also partnered with a Pennsylvania based health system to open a new specialty pharmacy to serve their community. A Georgia based not for profit health care system has selected Omnicell to launch a new initiative targeted at optimizing their specialty pharmacy by expanding patient access to specialty medications and growing outpatient services.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Now before I turn it over to ChaCha, I want to provide some closing thoughts. We are pleased with our first quarter performance, and we remain very encouraged about our long term growth strategy and how we believe it aligns with the industry defined vision of the Autonomous Pharmacy. Omnicell is a trusted leader in automating medication and supply management, and we believe we are poised to grow as hospitals continue to digitize. Despite the fluid tariff environment, I am confident that we will manage through the current tariff situation. We're reviewing different mitigation strategies around our supply chain, and I feel confident that the company's competitive position will remain strong as we tackle these headwinds.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

With or without tariffs, we are here to help our healthcare provider partners as they endeavor to increase operating efficiencies and improve patient safety. At this point, I'd like to turn the call over to our Chief Financial Officer, Chacha Eta, and for a more detailed review of our first quarter financial performance.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

Thank you, Randall. I want to thank the entire team here at Omnicell who helped drive our strong start to 2025, delivering first quarter twenty twenty five financial results where all of our guided metrics exceeded or landed in the upper end of our previously stated guidance ranges. Now I am going to walk you through some of the key drivers of our first quarter twenty twenty five performance as well as share our second quarter twenty twenty five and updated full year 2025 guidance. Looking at our first quarter twenty twenty five results, total revenue were $270,000,000 representing an increase of $24,000,000 over the first quarter of twenty twenty four and a decrease of $37,000,000 compared to the previous quarter. First quarter twenty twenty five revenue performance when compared to our fourth quarter twenty twenty four results reflect our typical seasonal pattern in line with the historical trends we have seen in which revenue tends to increase quarterly as the year progresses.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

The year over year increase in total revenue was driven by an increased contribution from our XT Amplify program as well as continued growth in our SaaS and XPath services, including an increase in revenues from specialty pharmacy services offering. For the first quarter twenty twenty five, product revenue was 145,000,000 representing an increase of $12,000,000 compared to the first quarter of twenty twenty four and a decrease of $37,000,000 over the previous quarter. Service revenue for the first quarter twenty twenty five was $125,000,000 which increased $12,000,000 from the first quarter of twenty twenty four and was flat compared to fourth quarter twenty twenty four levels. Non GAAP gross margin for the first quarter of twenty twenty five was 42.1%, representing an increase of two thirty basis points compared to the first quarter of twenty twenty four and a decrease of five thirty basis points from the prior quarter. Non GAAP gross margins when compared to fourth quarter twenty twenty four results were impacted in the quarter by lower product revenue volumes, non recurring costs as well as some seasonal expenses including payroll taxes and employee benefit resets.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

A full reconciliation of our GAAP to non GAAP results is included in each of our full year and fourth quarter twenty twenty four and first quarter twenty twenty five quarterly earnings press release, which are posted on our Investor Relations website. Our first quarter twenty twenty five earnings per share in accordance with GAAP were a loss of $0.15 per share compared to a loss of $0.34 per share in the first quarter of twenty twenty four and a profit of $0.34 per share in the prior quarter. Our first quarter typically is the lowest revenue quarter for the year, and our revenue tends to grow throughout the year. As a result, the first quarter also tends to be the quarter with the lowest profitability. Our first quarter twenty twenty five non GAAP earnings per share were $0.26 compared to $03 per share in the same period last year and $0.60 per share in the prior quarter.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

First quarter non GAAP EBITDA was $24,000,000 an increase of $13,000,000 when compared to the same period last year and a decrease of $23,000,000 compared to the previous quarter. Non GAAP EBITDA in the quarter was modestly impacted by higher cost and operating expenses, largely driven by non recurring items and some seasonal expenses that came in a bit higher than expected. Our non GAAP earnings per share and non GAAP EBITDA in the first quarter of twenty twenty five were both higher compared to the first quarter of twenty twenty four, driven primarily by an increase in revenue year over year in the quarter. At the end of the first quarter of twenty twenty five, our cash and cash equivalents were $387,000,000 up from $369,000,000 as of 12/31/2024. The company continues to generate solid free cash flow with free cash flow of $10,000,000 during the first quarter of twenty twenty five.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

In terms of accounts receivable, these sales outstanding for the first quarter of twenty twenty five were eighty six days. We remain pleased with our continued strong quarterly collections and working capital management. This is an area of significant positive progress over the last eighteen to twenty four months. Inventories as of 03/31/2025 were $91,000,000 an increase of $2,000,000 from the prior quarter and a decrease of $12,000,000 from 03/31/2024. Before we move to guidance, I would like to comment more broadly on our current view of the tariff headwinds we are facing.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

Last quarter, I shared with you that based on the tariffs announced at that time, we thought that our existing mitigation plans would largely offset the potential impact. Today, of course, we are in a much different situation. As a reminder, tariffs had no impact on our first quarter results. And as of today, we expect a fairly modest impact on our second quarter performance. We are implementing various mitigation initiatives, but obviously this take time to flow through our financial statements and to have the intended effect of offsetting a portion of the higher anticipated cost.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

We would expect the benefits of the mitigation plans to begin to take effect as we exit 2025. So please keep that in mind as you are preparing your financial models for 2026. As we sit today with the current tariff situation, if the tariffs that are in place today remain in place throughout 2025, we are anticipating the impact to our second quarter twenty twenty five non GAAP EBITDA to be approximately $5,000,000 with the impact to our full year 2025 non GAAP EBITDA to be approximately $40,000,000 net of our ongoing mitigation efforts. As we have said, over the course of the past few years and dating back to the previous administrations, we have taken steps intended to improve our supply chain, ensure continuity of products and reduce costs as well as enhance efficiencies. As a result, the majority of our companies are dual sourced and we have flexibility to solve key components from multiple geographies.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

We are continuing to monitor any changes to the tariff environment and we'll continue to make what we believe are the right supply chain allocation decisions based on long term goals and in consideration of near term impacts. While a significant portion of the estimated $40,000,000.20 25 non GAAP EBITDA tariff impact is a result of components we currently saw from China, we also saw components from multiple favorable geographies. And we will continue to evaluate the allocation of sourcing for these components. For the second quarter of twenty twenty five, we are providing the following guidance. We expect second quarter twenty twenty five total revenue to be between $270,000,000 and $280,000,000 with product revenue anticipated to be between $148,000,000 to 153,000,000 and service revenue expected to be between $122,000,000 and $127,000,000 We expect the second quarter twenty twenty five non GAAP EBITDA to be between $22,000,000 and 30,000,000 and non GAAP earnings per share to be between $0.19 per share and $0.32 per share.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

Please note that the ranges for non GAAP EBITDA and non GAAP earnings per share are wider than we typically guide due to the tariff uncertainty. For full year 2025, we are maintaining our previously issued product bookings, annual reoccurring revenue and revenue guidance. As a result of the potential tariff impact as we see it today, we are adjusting the ranges for our full year 2025 non GAAP EBITDA and non GAAP earnings per share guidance. We are reducing the upper end of our 2025 non GAAP EBITDA guidance by $10,000,000 and reducing the upper end of our non GAAP earnings per share guidance by $0.20 We are also reducing the bottom end of the range on non GAAP EBITDA and non GAAP earnings per share and widening both ranges to reflect the increased uncertainty due to tariffs. If not for the current potential impact of tariffs, our full year 2025 non GAAP EBITDA and non GAAP earnings per share guidance we have previously provided would not have changed.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

We anticipate product bookings to be in the range of $500,000,000 to $550,000,000 Our year end twenty twenty five annual recurring revenue is expected to be in the range of $610,000,000 to $630,000,000 Total revenue is expected to be in the range of $11.00 $5,000,000,000 to $1,155,000,000 Non GAAP EBITDA is expected to be in the range of $100,000,000 to $145,000,000 Please note that this is a wider range than we typically guide and reflect the potential tariff impact we see today. Non GAAP earnings per share are expected to be in the range of $1 to $1.65 Again, this is a wider range than we typically guide and reflects the tariff uncertainty and expected impact that we discussed earlier. As a reminder, we are also facing an approximate $0.20 headwinds to non GAAP earnings per share in 2025 compared to 2024 due to a reduction in interest income as a result of repurchasing a significant portion of the principal amount of our previously outstanding convertible senior notes. For full year 2025, we are assuming an effective blended tax rate of approximately 18% in our non GAAP earnings per share guidance. Please note that our second quarter and revised full year 2025 guidance is based on our current estimates of the potential impact of the tariffs in place today, including those which are scheduled to increase in the future and does not include any potential or additional tariff impacts from future changes not yet enacted or the potential impact of additional reciprocal tariffs that may be imposed.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

We recognize that the current situation is fluid and we will continue to monitor the potential impact as the year progresses. In summary, I am pleased with the strong results that all of us here at Omnicell have worked hard to deliver for the first quarter of twenty twenty five. We believe that these results reflect a strong customer demand for our innovative and outcome centric medication management solutions. As our customers look to be embracing the industry defined vision of the Autonomous Pharmacy and our continuous focus on driving the business towards a reoccurring revenue model. Despite the challenging and evolving tariff situation, I am extremely proud of how our team has remained resilient and committed to delivering on Omnicell's mission to be the clinician's most trusted partner for medication management.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

We would now like to open the call for questions.

Operator

Your first question comes from Jessica Tasson with Piper Sandler.

Jessica Tassan
Jessica Tassan
Senior Equity Research Analyst at Piper Sandler Companies

Hi, guys. Thank you for taking the question and thanks for the color on tariffs. Can you guys describe what your outlook implies in terms of just tariff distribution or how the burden of tariffs is distributed between Omnicell and your customers? Like to what extent are you passing through some portion as price? Or are you absorbing effectively all of the impact?

Jessica Tassan
Jessica Tassan
Senior Equity Research Analyst at Piper Sandler Companies

Thanks.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Well, at this moment, we are not passing significant price increases on to the customer. But as we continue through the tariff situation, there's a possibility that we could or maybe just not lower discounts as much. We we do have contracts with customers that we will look up to. But I think for the for the most part, we need to reorient reorient our supply chain to reduce the impact of tariffs. That's the biggest move we can make.

Jessica Tassan
Jessica Tassan
Senior Equity Research Analyst at Piper Sandler Companies

Got it. That's helpful. And so the reiterated guidance implies no change to units effectively because the price to the customer will be the same? That's my first one. And then just secondly, I'm interested to know, does XT Amplify have any, have kind of a more favorable supply chain?

Jessica Tassan
Jessica Tassan
Senior Equity Research Analyst at Piper Sandler Companies

Yeah. A more favorable or domestic supply chain relative to the XT cabinets? And then just, can you confirm that XT Amplify's first product, so Xtend is on the market and, and deploying right now? Thanks.

Nnamdi Njoku
Nnamdi Njoku
EVP & COO at Omnicell

Hi, Jessica. This is Dam Dia. Thanks for the question. Well, just to kind of paint a picture, XT Amplify is part of our XT portfolio. And when you look at the Omnicell portfolio in general, our point of care products which XT is a big part of and amplified components are sourced globally.

Nnamdi Njoku
Nnamdi Njoku
EVP & COO at Omnicell

So that's what's really driving our exposure particularly from a tariff standpoint. And with respect to the rollout XTE is being rolled out as we speak. We started the rollout last year. So that's a part of our portfolio that continues to ramp.

Operator

Your next question comes from Deane Mannheimer with Freedom Capital Markets.

Gene Mannheimer
Managing Director, Senior Research Analyst at Freedom Capital Markets

Thanks and good morning. Could you just maybe talk about the cadence of that $40,000,000 tariff impact? In other words, ChaCha called out $5,000,000 in Q2, but I'm trying to get a sense for whether the biggest impact will be in Q4 since that's when you install the the most hardware? Just curious on that trajectory.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

Yes, James. So the the total impact for the year is $40,000,000. So the gross impact is about 70,000,000, but then, you know, we have some that will stay in invent inventory towards the end through the end of the year. We have a total of about $50,000,000, and with our mitigation efforts, that's how we get to the $40,000,000. And so the $40,000,000, we have about 5,000,000 that is going to be recorded in in the second quarter.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

And then the remainder will be in the second half of the year. So we're looking at about 30,000,000 to $35,000,000 impacting the second half of the year.

Kathleen Nemeth
Kathleen Nemeth
Senior Vice President, Investor Relations at Omnicell

And I would add, Jean, that there could be some bias towards the fourth quarter per your comments about that being typically the strongest revenue quarter for us.

Gene Mannheimer
Managing Director, Senior Research Analyst at Freedom Capital Markets

Right. Right. That makes sense. Thanks. And my follow-up is, Randy called out some nice wins in Illinois and the Northeast with respect to XP.

Gene Mannheimer
Managing Director, Senior Research Analyst at Freedom Capital Markets

I'm just curious if those selections maybe were extended from the fourth quarter. I'm just trying to get a sense on where the demand is and where we are in the cycle for XT upgrades now. Thank you.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Yes. Those were new customers and they have their own timing. They're not really tied to seasonality, would say, but more about when the decision to make a swap and make the investment. And we kind of see those come and go kind of regularly every quarter, but we may not have as many in some quarter. But I wouldn't say there's any special timing to note it to those, and those were, you know, folks who really love where XT Amplify was and where we're taking it and really saw the strategic fit with what they wanted to do and what we had to offer now as well as what we were rolling out.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

So we think that trend will continue.

Gene Mannheimer
Managing Director, Senior Research Analyst at Freedom Capital Markets

That's great. Thanks again.

Operator

Thanks Jim. Your next question comes from Allen Lutz with Bank of America.

Allen Lutz
Allen Lutz
Senior Equity Research Analyst at Bank of America Merrill Lynch

Good morning and thanks for taking the questions. I know a lot of focus has been on the tariff piece here, but I wanna talk about just generally what your hospital customers are thinking here. There have been some data points out in the market that that pharmacy IT budgets may actually be inflecting a little bit more positively than than where they've been over, you know, maybe the past couple years or so. So if we kind of ignore the tariff piece for a second, are there any fundamentals going on within the hospital market that you're seeing that could be driving any type of reacceleration in demand for pharmacy IT and those types of budgets? Thank you.

Kathleen Nemeth
Kathleen Nemeth
Senior Vice President, Investor Relations at Omnicell

Thanks, Alan.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Yeah. Well, certainly specialty is a top topic in all providers. And that is really making the pharmacy conversation with our customers that I have a lot more strategic. It's not just about the savings and safety issues, but the revenue generation, particularly in the outpatient settings and particularly around specialty pharmacy. And so those kinds of strategic discussions just seem to be more more on customers' minds as these providers have gotten to be very, very large.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

So they want to leverage that, and they want to deploy a system that can help them So I think that's the leaning we're feeling in the market. We saw the momentum at the end of last year and we're continuing to see that momentum in first quarter and in the marketplace today.

Allen Lutz
Allen Lutz
Senior Equity Research Analyst at Bank of America Merrill Lynch

Great. Thanks, Randy.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

You bet.

Operator

Your next question comes from Bill Sutherland with Benchmark.

Bill Sutherland
Director of Research at The Benchmark Company LLC

Thank you. Hey, everybody. Wondering about as we think about the new EBITDA guidance range, kind of the what's what are the assumptions at the lower end of it? And what would be the assumptions at the higher end? So just a matter of success with mitigation.

Bill Sutherland
Director of Research at The Benchmark Company LLC

And if that's the case, maybe I should rephrase the question as what are the two or three key mitigation steps you think are gonna be most effective?

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

Yes, Jean. So so you're right. The the changes that we've made in the guidance was primarily driven by the to account for for the tariffs, both at the lower and upper end. But looking at the mitigation, you know, actions that we put in place, you know, because we thought most of our products from China, we we're looking at really you know, we are locating our supply chain footprint to more favorable geographies across the globe, including North America. So that's one of the main mitigation factors.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

And as Randy mentioned earlier, we're looking at our pricing actions. So the price pricing that we can take or execute based on our contracts to try to mitigate or improve the impact of tariffs.

Nnamdi Njoku
Nnamdi Njoku
EVP & COO at Omnicell

And Bill, just to add a couple of points to what Chetra described. The other additional actions we're taking are also accelerating component shipments from lower tariff geographies. So a lot of these levers that we have available to us is based on work that was done in the past in past years to really build resilience into our supply chain. As Randy also touched on, we're looking at evaluating pricing as we go as well. So all these things come together and they give us the ability to mitigate at least some portion of the tariff exposure that we're seeing.

Kathleen Nemeth
Kathleen Nemeth
Senior Vice President, Investor Relations at Omnicell

The Yeah.

Bill Sutherland
Director of Research at The Benchmark Company LLC

I'm sorry. Go Yeah.

Kathleen Nemeth
Kathleen Nemeth
Senior Vice President, Investor Relations at Omnicell

No. I would also just also add to the conversation that in terms of the tariff impact to EBITDA, the lower end just assumes the full impact. The change to the higher end is contemplating the impact we're expecting in the second quarter.

Bill Sutherland
Director of Research at The Benchmark Company LLC

Okay. And are the two component the two biggest factors, semiconductors and metal for the frame?

Nnamdi Njoku
Nnamdi Njoku
EVP & COO at Omnicell

The primary driver here, just kind of going back to our prepared statement, the primary driver here is when you look at components and the subassemblies that we source from China that's what's really driving a lot of the net exposure of the $40,000,000 in 2025. And as we're working with our partners to reallocate and move those sourcing nodes if you will outside China, we'll start to see the benefit of that. Really that's the piece that's driving the exposure here.

Bill Sutherland
Director of Research at The Benchmark Company LLC

Okay. And then I guess last Randy just a product question. IBX an update on how that's moving forward?

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Yeah. We've had a very successful first quarter in rolling out our next release to all of our current customers and gotten a very favorable responses from our customers about the new capabilities that that release comes with it. And it really allows for both broader ranges of more carriers to drive through the system as well as more speed and and reliance reliability. So it's going well, and it continues to build momentum. And we do have great pipeline in our Salesforce as they take this product out.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

And so we think that slowly but continually builds and grows every quarter.

Bill Sutherland
Director of Research at The Benchmark Company LLC

Great. Thanks for all

Bill Sutherland
Director of Research at The Benchmark Company LLC

the color guys.

Nchacha Etta
Nchacha Etta
Executive VP & CFO at Omnicell

You bet.

Operator

Your next question comes from Stan Berenstain with Wells Fargo.

Stan Berenshteyn
Stan Berenshteyn
Equity Research Analyst at Wells Fargo

Hi, thanks for taking my questions. Just back on the China tariff discussion, how much time would it take to sufficiently disintermediate the supply chain exposure to China?

Nnamdi Njoku
Nnamdi Njoku
EVP & COO at Omnicell

Just the way I would frame it here is if you if I go back to the actions that we've taken as a company to strengthen our supply chain, it really gets anchored in some key partnerships on the supply side. And we've made investments across multiple geographies and that's giving us the flexibility to move the allocations out of China. With regards to how long that would take, that's something that's probably going to happen over time. It's not I mean, are still some components that flow through China and Taiwan. I think there's going to be a lag on those types of things that will sort of gate the ability to disintermediate completely.

Nnamdi Njoku
Nnamdi Njoku
EVP & COO at Omnicell

But we're doing basically, we're taking actions here to move what we can to other nodes. And then the last few pieces we'll have to work through over time. But that's that's the that's how I would I would explain that.

Stan Berenshteyn
Stan Berenshteyn
Equity Research Analyst at Wells Fargo

Okay. And do you have any revenue exposure to China?

Nnamdi Njoku
Nnamdi Njoku
EVP & COO at Omnicell

Nothing material.

Stan Berenshteyn
Stan Berenshteyn
Equity Research Analyst at Wells Fargo

Thanks so much.

Kathleen Nemeth
Kathleen Nemeth
Senior Vice President, Investor Relations at Omnicell

Thanks, Dan.

Operator

Your next question comes from Matt Hewitt with Craig Hallum.

Matthew Hewitt
Senior Research Analyst at Craig-Hallum

Good morning. Thanks for taking the questions. Maybe first up, historically, you were in a position where your products, your services were, call it, top five from a decision standpoint at your customers. And that's kind of helped you when things were a little shakier, there were questions about the macro. How does that how does your product portfolio, your service portfolio sit today?

Matthew Hewitt
Senior Research Analyst at Craig-Hallum

I just you look at hospitals and there are some questions about the macro and Medicaid cuts and things like that. And we've heard anecdotally, at least, that there are some companies that are starting to see customers kind of pull back a little bit on some of the purchasing decisions yet. You obviously had a very strong quarter. You reaffirmed your revenue guidance for the year. So is it because you kind of sit in that top five purchasing decision?

Matthew Hewitt
Senior Research Analyst at Craig-Hallum

Or is there others some other dynamic that's helping you?

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Well, think pharmacy, as I said briefly, it becomes more and more strategic for these super large providers. And frankly, we've seen, I believe, the hospital margins first quarter around 6%, which continue to grow. They want to invest in pharmacy. And those investments aren't just in our equipment, but expanding pharmacies to be really outpatient driven as well. By having the outpatient driven piece, these providers can stay more connected to their patients and be more holistic as they approach their care and their outcomes.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

And so they want to do that and they realize in order to do those kinds of things, they need to do more than just have good equipment inside the four walls of the hospital, but they must have a strategy to go outside of those walls. You have to have a specialty strategy and you have to have an outpatient strategy. So those topics are high on the list of the C suite and will continue and really position us well to tell the whole story of Omnicell, not just parts and pieces.

Matthew Hewitt
Senior Research Analyst at Craig-Hallum

That's helpful, Randy. Maybe as a follow-up question, a little bit separate here, but I realize that you're sourcing some of your components globally. But with such an outsized tariff on the products coming from China, is there any way that you could quantify? I mean, it roughly half of your components are coming from China? And as you mitigate that, as you shift some of your sourcing to other regions, that would have an outsized impact on helping your margins recover?

Matthew Hewitt
Senior Research Analyst at Craig-Hallum

Or any color that you could provide on the geography exposure?

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

China is our biggest exposure. And as we mitigate that one and move things to North America, which we actually had a three year plan. We're about one year into it. So if we didn't have the tariffs, it'd probably be about two years, but that's what we're trying to accelerate the plan to move quicker on that. That's the outside.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

It's probably two years, but we believe we can accelerate that and get things back to North America where the impact is small. So there are some other things that are a little bit tense, but they're mostly on rounding rounding numbers. The key about being in China is that these are subassemblies. In other words, they're just not an electronic board. They they actually build the subassemblies so that we can do the manufacturing in The States for configuration and shipment here.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

So they're feeding our manufacturing that we have stateside.

Matthew Hewitt
Senior Research Analyst at Craig-Hallum

Makes sense. All right. Thank you.

Operator

Thanks, Matt. Your final question comes from David Larson with BTIG.

David Larsen
Managing Director at BTIG

Hi. Can you talk about the progression of expected revenue growth, I think both in product and services? I mean, your revenue growth looked pretty good in the quarter year over year, and it seems like on a year over year basis, you're guiding to a pretty significant slowdown in that growth. But I'm just wondering why that is. And just any thoughts on XT Amplify, how those sales are progressing, maybe what the current penetration rate is in your base?

David Larsen
Managing Director at BTIG

Thanks very much.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Yes. Thanks, David. We feel really strong about the Amplify portfolio. It got off to its first year start last year and the momentum continues. We're going to do great in that product line.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

It is the product that really starts the discussion at all of our accounts about how to prepare how to get more efficiencies and safety today and prepare for the future future possibilities of more innovation to help move to outpatient, to integrate with specialty and look at some retail SaaS business as well. So I think I feel like the momentum is continuing, and I think we'll get there. I think that we're still earlier in the first half of the year, so we'll probably be able to provide more clarity on product bookings as we move throughout the year where we might end up there. But I just think I think the feeling in the company and the feeling in the way we're running the company is we do have positive momentum and that is continuing forward, really built on the back of our customers who really want to move pharmacy forward in their operations and make it strategic. Feeling good about this year.

David Larsen
Managing Director at BTIG

Great. Thanks. And just related to that, how would you characterize like the hospital buying environment? I mean, was a period there with labor constraints and higher inflation. You mentioned like a 6% margin for Facilities Now.

David Larsen
Managing Director at BTIG

Would you say that the environment, despite tariffs, has improved?

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Definitely. Definitely. And I think that hospitals are always laggards, right? If there's something that's happening, it generally takes a while for it to flow through. So I think there's we don't see any slowdown in our revenue or install processes.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

We went back and recreated those over the last two years. So we have very precise inputs on near term, medium and long term installs and the same for the sales cycle. And we haven't seen any slowdown in either, although, you know, I think the sales cycle could slow down as possible, but we haven't seen it yet.

David Larsen
Managing Director at BTIG

Okay. Thanks very much.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Cheers.

Operator

Thanks, Dave. I will now turn the call back over to Randall Lipps for closing remarks.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

Yes. Well, like I said, we're really positive on the first quarter of the year. As we've entered the tariffs, we understand that that is a headwind, but we've got good mitigation plans going. We do believe that we'll be able to over the long term set those right. We've got to continue to ship and install for our customers as the business continues to build.

Randall Lipps
Randall Lipps
Founder, Executive Chairman, President & CEO at Omnicell

The other areas of the recurring sections of our business continue to be strong, and we're happy with our specialty and Enlivant business. And I just want to also reach out and know that the teams out there have been working hard through all the supply chain issues, many hours and nights and have put a good plan in place to get us where we need to go and continue to improve. So stay tuned. I'm sure there'll be some new news on the tariffs as we move forward, But we wanted to position ourselves to be nimble and ready to do what we need for our customers and for our shareholders. Thank you.

Kathleen Nemeth
Kathleen Nemeth
Senior Vice President, Investor Relations at Omnicell

Thanks everyone.

Operator

Ladies and gentlemen, this concludes today's call. Thank you all for joining. You may now disconnect.

Executives
    • Kathleen Nemeth
      Kathleen Nemeth
      Senior Vice President, Investor Relations
    • Randall Lipps
      Randall Lipps
      Founder, Executive Chairman, President & CEO
    • Nchacha Etta
      Nchacha Etta
      Executive VP & CFO
    • Nnamdi Njoku
      Nnamdi Njoku
      EVP & COO
Analysts
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Key Takeaways

  • Omnicell delivered a strong first quarter with total revenue of $270 M, up $24 M year-over-year, and non-GAAP EPS of $0.26 versus $0.03 in Q1 2024.
  • The company now anticipates ~ $40 M of 2025 non-GAAP EBITDA headwinds from tariffs on China-sourced subassemblies and is accelerating supply chain diversification and selective pricing actions to mitigate impact.
  • Growth initiatives focus on expanding market share across inpatient and outpatient pharmacy settings, bolstering predictable recurring revenue and scaling the OmniSphere cloud platform with AI integration.
  • Key customer wins include new XT automated dispensing cabinet and anesthesia workstation deployments by major health systems, federal agencies and specialty pharmacy expansions in multiple regions.
  • For full-year 2025, Omnicell maintains its product bookings, ARR target of $610 M–$630 M and revenue guidance of $1.105 B–$1.155 B, while adjusting non-GAAP EBITDA to $100 M–$145 M and EPS to $1.00–$1.65 due to tariff uncertainty.
AI Generated. May Contain Errors.
Earnings Conference Call
Omnicell Q1 2025
00:00 / 00:00

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