West Pharmaceutical Services Q4 2021 Earnings Report

West Pharmaceutical Services EPS Results

• Actual EPS: $2.04
• Consensus EPS: $1.92
• Beat/Miss: Beat by +$0.12
• One Year Ago EPS: $1.34

West Pharmaceutical Services Revenue Results

• Actual Revenue: $730.80 million
• Expected Revenue: $710.20 million
• Beat/Miss: Beat by +$20.60 million
• YoY Revenue Growth: +26.00%

West Pharmaceutical Services Announcement Details

• Quarter: Q4 2021
• Date: 2/17/2022
• Time: Before Market Opens
• Conference Call Date: Thursday, February 17, 2022
• Conference Call Time: 10:57AM ET

West Pharmaceutical Services (NYSE:WST) is a global developer and manufacturer of components, systems and services that enable the containment and delivery of injectable drugs. The company focuses on high-quality packaging and delivery solutions for the pharmaceutical and biotech industries, producing primary drug packaging components and specialized drug delivery devices used for vaccines, biologics and other injectable therapies. West is known for its elastomeric closures, seals and polymer components that maintain sterility and compatibility with sensitive drug formulations.

In addition to component manufacturing, West provides engineered delivery systems and support services across the product lifecycle. Its offerings include stoppers and seals, custom-molded polymer parts, prefillable syringe systems and a range of delivery device technologies for self-administration. The company also offers development assistance, analytical testing, regulatory support and contract manufacturing, helping customers take complex parenteral products from design through commercial production while meeting stringent quality and compliance requirements.

West serves a global customer base that includes large pharmaceutical companies, emerging biotech firms and contract development and manufacturing organizations. The company operates manufacturing, research and development, and quality centers across multiple regions to support international supply chains and regulatory markets in North America, Europe, Asia-Pacific and Latin America. With an emphasis on innovation and quality control, West positions itself as a partner for customers seeking reliable containment and delivery solutions for advanced injectable therapies.

West Pharmaceutical Services Q4 2021 Earnings Call Transcript

Key Takeaways

• West delivered 28.3% organic sales growth in Q4 2021, with Proprietary Products up 36.8%, driving a full‐year 2021 organic CAGR of 13% and 240 bps annual operating margin expansion over the last five years.
• Q4 margins and earnings beat, as gross profit margin expanded 470 bps to 41.1%, adjusted operating profit margin rose 540 bps to 25.9%, and adjusted diluted EPS increased 52% year‐over‐year.
• For 2022, West projects ~10% organic sales growth (despite a ~$70 million FX headwind), revenues of $3.05–3.075 billion, EPS of $9.20–9.35, and plans $380 million in CapEx to add high‐value product capacity ahead of 2023 demand.
• West formed an exclusive collaboration with Corning to develop integrated elastomer–glass pharmaceutical packaging systems under a single drug master file, combining NovaPure components, Daikyo FluoroTek coating, and Corning Valor Glass.
• The company raised its long‐term financial construct to expect 7–9% annual organic sales growth led by high‐value products, and to continue expanding operating profit margins by 100 bps per year.

Presentation

[Operator]

Ladies and gentlemen, thank you for standing by, and welcome to the Q4 2021 West Pharmaceutical Services earnings conference call. At this time, all participants are in a listen-only mode. After the speaker's presentation, there will be a question and answer session. To ask the question during this session, you will need to press star then one on your telephone. Please be advised that today's conference is being recorded. If you require any further assistance, please press star then zero. I would now like to turn the conference over to your speaker for today, Quintin Lai, Vice President, Investor Relations. You may begin.

[Quintin Lai, VP of Investor Relations at West Pharmaceutical Services]

Thank you, Tawanda. Good morning, and welcome to West's fourth quarter and full year 2021 conference call. We issued our financial results this morning, and the release has been posted in the investor section on the company's website located at westpharma.com. This morning, CEO Eric Green and CFO Bernard Birkett will review our financial results, provide an update on our business, and present an update on our financial outlook for the full year 2022.

[Quintin Lai, VP of Investor Relations at West Pharmaceutical Services]

There's a slide presentation that accompanies today's call, and a copy of that presentation is available on the investor section of our website. On slide four is our Safe Harbor Statement. Statements made by management on this call and in the accompanying presentation contain forward-looking statements within the meaning of U.S. federal securities law. These statements are based on our beliefs and assumptions, current expectations, estimates and forecasts.

[Quintin Lai, VP of Investor Relations at West Pharmaceutical Services]

The company's future results are influenced by many factors beyond the control of the company. Actual results could differ materially from past results, as well as those expressed or implied in any forward-looking statement made here. Please refer to today's press release, as well as any other disclosures made by the company regarding the risks to which it is subject, including our 10-K, 10-Q, and 8-K reports.

[Quintin Lai, VP of Investor Relations at West Pharmaceutical Services]

During today's call, management will make reference to non-GAAP financial measures, including organic sales growth, adjusted operating profit, adjusted operating profit margin, and adjusted diluted EPS. Reconciliations and limitations of the non-GAAP financial measures to the most comparable financial results prepared in conformity to GAAP are provided in this morning's earnings release. I now turn the call over to West's President and Chief Executive Officer, Eric Green.

[Eric Green, CEO at West Pharmaceutical Services]

Thank you, Quintin, and good morning, and thanks for joining us today. We are excited to discuss our 2021 results and outlook for 2022. We will start on slide five. West delivered a remarkable year of success. As I reflect on the year, three things stand out to me. First, our purpose. We serve to improve patient lives, and we understand the criticality of our role in the containment and delivery of life-saving and life-changing medicines, including the battle against COVID-19.

[Eric Green, CEO at West Pharmaceutical Services]

Our team members have rallied together with great sense, strength and resolve to meet the accelerated customer demand. I want to acknowledge these incredible efforts and say thank you. Second, our proven market-led strategy. We have continued to meet shifting market and customer needs with unique value propositions across our business segments. This is evident in the continued strength of our financial performance in 2021.

[Eric Green, CEO at West Pharmaceutical Services]

Lastly, trust. Customers trust West. As a global leader, customers come to West knowing that we will deliver superior value through our high-quality products and solutions, and we remain focused on delivering value to all our stakeholders on a sustainable basis and doing our part to support the healthcare industry.

[Eric Green, CEO at West Pharmaceutical Services]

As highlighted on slide six, 2021 was an exceptional year of sales and margin expansion, driven by strong demand in our base business and accelerated demand for components associated with COVID-19 vaccines and therapeutics. We ended the year with 28% organic sales growth in the fourth quarter, and adjusting for COVID-related sales, our base business grew by mid-teens organically. Our proprietary product segment led the way with 37% organic sales growth, and all of this was fueled by High-Value Products, resulting in impressive growth and operating margin expansion for the quarter.

[Eric Green, CEO at West Pharmaceutical Services]

Looking ahead, we are well-positioned with the right growth strategy around execute, innovate and grow. Our committed order book is at an all-time high. We continue to realize the benefits of the globalization of our operating model and continue capital investments to support the increasing demand driven by the attractive end markets.

[Eric Green, CEO at West Pharmaceutical Services]

Turning to slide seven. In addition to our financial momentum, West had several other notable accomplishments in 2021. We shipped over 45 billion components touching billions of patient lives. This was done with the continued safety of our team members as top priority and the importance of ensuring the continuity of supply for our customers.

[Eric Green, CEO at West Pharmaceutical Services]

As scientific and technical leaders in the industry, we continue to broaden insights with our expertise through West's knowledge center, webinars, published articles and technical presentations. We launched five product extensions that continue to bring additional value to our customers. We donated over $2.5 million, but more importantly, over 3,600 hours, volunteer hours were donated by team members to help our local communities with the greatest needs.

[Eric Green, CEO at West Pharmaceutical Services]

As we move to slide eight, we strive to be stewards of a sustainable future by factoring environmental considerations into every aspect of our business. In 2021, we expanded our ESG transparency reporting by aligning with the task force for climate-related financial disclosure recommendations. This includes reducing energy dependencies and lessening emission production through renewable and greener energy, developing more carbon-friendly products, and actively engaging with stakeholders to seek out opportunities to have an impact on climate.

[Eric Green, CEO at West Pharmaceutical Services]

Aligned with our focus to improving patient lives across the globe through our products, we remain strongly committed to creating a healthier environment with efforts that will have a positive impact on our communities and future generations.

[Eric Green, CEO at West Pharmaceutical Services]

Turning to slide nine, in the recent announcement of our collaboration with Corning, as you look across biotech and pharma companies' drug pipelines, there is a growing need to provide system solutions to support increasingly more sensitive and complex molecules. With that comes a changing and increasing regulatory environment that are setting a high bar requirements for performance data on combination products at the system level.

[Eric Green, CEO at West Pharmaceutical Services]

These regulatory changes are driving drug manufacturers to look to West to reduce risk by specifically specifying a system of packaging rather than individual components. We're excited to have Corning as a key collaborator as we expand our HVP value proposition to lead the industry from components to a truly integrated system that couples elastomer and glass.

[Eric Green, CEO at West Pharmaceutical Services]

In response to our customers, this exclusive supply and technology agreement with Corning includes significant investment in R&D and capital for installed manufacturing capacity to expand Corning's Valor Glass technology. By combining West's industry-leading NovaPure components with Daikyo's FluroTec coating technology and Corning's Valor Glass and Velocity vials, the collaboration will enable new advanced pharmaceutical packaging solutions.

[Eric Green, CEO at West Pharmaceutical Services]

We believe that an integrated system of elastomer and glass under a single drug master file is the next level of High-Value Products. Our initial focus is addressing the need for complete system offering, and in time, we will offer a broad range of systems from vials to pre-filled syringes to cartridges. As we enter in 2022, we are building on the positive momentum we generated in 2021.

[Eric Green, CEO at West Pharmaceutical Services]

We are introducing full year 2022 financial guidance that assumes approximately 10% organic sales led by strong HVP sales and another strong year of both gross and operating profit margin expansion well in excess of 100 basis points. This guidance includes a substantial acceleration in our R&D efforts as we enter this new era of integrated systems.

[Eric Green, CEO at West Pharmaceutical Services]

With a robust book of committed orders, we see momentum in 2022 and continuing into 2023. As such, we expect to add more capital expansion plans for additional HVP capacity to stay ahead of our customers' demand. We expect these projects to be completed throughout the year and ready for 2023 production. Before I turn the call over to Bernard to review our financial results in detail, I want to revisit our long-term financial construct.

[Eric Green, CEO at West Pharmaceutical Services]

For the past few years, we have set our long-term financial construct as annual organic sales growth of 6%-8% led by HVP sales and annual operating profit margin expansion of 100 basis points per year. Over the past five years, we've had an annual organic sales CAGR of 13% and annual operating profit margin expansion of 240 basis points per year.

[Eric Green, CEO at West Pharmaceutical Services]

Five years ago, Biologics was our smallest market unit. Today, Biologics is our largest market unit, with customers from emerging biotech to large biopharma coming to West and our partner, Daikyo, which is reinforced by our strong participation rate in recently approved new molecular entities in the U.S. and also in Europe. As we look to the future, we see continued demand growth for our HVP products.

[Eric Green, CEO at West Pharmaceutical Services]

As we launch a new level of HVP's integrated systems, we are updating our long-term construct to annual sales growth of 7%-9%, and we continue to expect to expand operating margins by 100 basis points per year over the next few years. Now I'll turn it over to our CFO, Bernard Birkett, who will provide more detail on our financial performance. Bernard?

[Bernard Birkett, CFO at West Pharmaceutical Services]

Thank you, Eric, and good morning. Let's review the numbers in more detail. We'll first look at Q4 2021 revenues and profits, where we saw continued strong sales and EPS growth led by strong revenue performance in each of our proprietary market units. I will take you through the margin growth we saw in the quarter, as well as some balance sheet takeaways. Finally, we will review our 2022 guidance.

[Bernard Birkett, CFO at West Pharmaceutical Services]

First up, Q4. Our financial results are summarized on slide 10, and the reconciliation of non-GAAP measures are described in slides 19-22. We recorded net sales of $730.8 million in the quarter, representing organic sales growth of 28.3%. COVID-related net revenues are estimated to have been approximately $124 million in the quarter. These net revenues include our assessment of components associated with vaccines, treatment, and diagnosis of COVID-19 patients, offset by lower sales to customers affected by lower volumes due to the pandemic.

[Bernard Birkett, CFO at West Pharmaceutical Services]

Looking at slide 11, proprietary product sales grew organically by 36.8% in the quarter. High-value products, which made up approximately 74% of proprietary product sales in the quarter, grew double digits and had solid momentum across all of our market units in Q4. Looking at the performance of the market units, the Biologics market unit delivered strong double-digit growth led by NovaPure and Westar components. The Generics and Pharma market units also experienced double-digit growth led by sales of FluroTec and Westar components.

[Bernard Birkett, CFO at West Pharmaceutical Services]

In contract manufacturing, organic net sales declined by 2.1% in the fourth quarter, primarily driven by lower sales of healthcare-related medical devices. We continue to see improvement in gross profit. We recorded $300.6 million in gross profit, $89.5 million or 42.4% above Q4 of last year. Our gross profit margin of 41.1% was a 470 basis point expansion from the same period last year.

[Bernard Birkett, CFO at West Pharmaceutical Services]

We saw improvement in adjusted operating profit, with $189.2 million recorded this quarter compared to $119.1 million in the same period last year for a 58.9% increase. Our adjusted operating profit margin of 25.9% was a 540 basis point increase from the same period last year. Finally, adjusted diluted EPS grew 52% for Q4. Excluding stock-based compensation tax benefit of $0.06 in Q4, EPS grew by approximately 58%.

[Bernard Birkett, CFO at West Pharmaceutical Services]

Let's review the growth drivers in both revenue and profit. On slide 12, we show the contributions to sales growth in the quarter. Volume and mix contributed $153 million or 26.4 percentage points of growth, including approximately $78 million of incremental volume driven by COVID-19-related net demand. Sales price increases contributed $11.3 million or 1.9 percentage points of growth. Looking at margin performance, slide 13 shows our consolidated gross profit margin of 41.1% for Q4 2021, up from 36.4% in Q4 2020.

[Bernard Birkett, CFO at West Pharmaceutical Services]

Proprietary Products' fourth quarter gross profit margin of 46.3% was 460 basis points above the margin achieved in the fourth quarter of 2020. The key drivers for the continued improvements in Proprietary Products gross profit margin were favorable mix of products sold, driven by growth in High-Value Products, production efficiencies, sales price increases, partially offset by increased overhead costs, inclusive of compensation.

[Bernard Birkett, CFO at West Pharmaceutical Services]

Contract Manufacturing fourth quarter gross profit margin of 16.5% was 70 basis points below the margin achieved in the fourth quarter of 2020. The decrease in margin is largely attributed to increased raw material costs and a mix of products sold.

[Bernard Birkett, CFO at West Pharmaceutical Services]

Now let's look at our balance sheet and review how we've done in terms of generating more cash. On slide 14, we have listed some key cash flow metrics. Operating cash flow was $584 million for the year, an increase of $111.5 million compared to the same period last year, a 23.6% increase. Operating cash flow in the period was adversely impacted by a working capital increase as well as an increase in tax payment.

[Bernard Birkett, CFO at West Pharmaceutical Services]

In 2021, we spent over $253 million on capital expenditures, a 45% increase over 2020. The majority of the incremental CapEx has been leveraged to increase our high-value product manufacturing capacity within our existing facilities. We expanded capacity at 13 existing sites with 13 major facility modifications and over 400 pieces of equipment, all while keeping pace with the growing demand.

[Bernard Birkett, CFO at West Pharmaceutical Services]

We have continued to increase capacity at our HVP sites in the U.S., Germany, Ireland, and in Singapore, and we have been able to leverage our existing asset base to support proprietary products manufacturing.

[Bernard Birkett, CFO at West Pharmaceutical Services]

For example, our Williamsport, Pennsylvania site, formerly a contract manufacturing site, will be transformed with over half its manufacturing capacity to support proprietary products with elastomer mixing and batch offline. This leverages the close proximity to our HVP site at Jersey Shore. As we flex our global infrastructure with the phased capacity expansions, we are well-positioned for the continued growth in 2022.

[Bernard Birkett, CFO at West Pharmaceutical Services]

Working capital of approximately $1.1 billion increased by $277.6 million from 2020, primarily due to higher accounts receivable from our increased sales, higher inventory levels, and an increase in our cash position. Our cash balance at December 31st of $762.6 million was $147.1 million higher than our December 2020 balance. The increase in cash is primarily due to our strong operating results in the period, offset by our share repurchase program and higher CapEx.

[Bernard Birkett, CFO at West Pharmaceutical Services]

Turning to guidance. Slide 15 provides a high-level summary. Full year 2022 net sales guidance will be in a range of $3.05 billion-$3.075 billion. There is an estimated headwind of $70 million based on current foreign exchange rates. We expect organic sales growth to be approximately 10%. This comprises a mid-teen growth in our proprietary business. The forecast includes mid-teen growth in our base business and mid-teen growth in our net COVID-related revenues.

[Bernard Birkett, CFO at West Pharmaceutical Services]

For contract manufacturing, we are forecasting low- to mid-single-digit negative growth in 2022. We do expect contract manufacturing to return to growth in 2023. We expect our full-year 2022 reported diluted EPS guidance to be in a range of $9.20-$9.35. Also, our CapEx guidance is $380 million for the year. There are some key elements I want to bring your attention to as you review our guidance. Estimated FX headwind on EPS has an impact of approximately $0.21 based on current foreign currency exchange rates. Our guidance excludes future tax benefits from stock-based compensation.

[Bernard Birkett, CFO at West Pharmaceutical Services]

To summarize the key takeaways for the fourth quarter, strong top line growth in proprietary, gross profit margin improvement, growth in operating profit margin, growth in adjusted diluted EPS, and growth in operating cash flow, delivering in line with our pillars of Execute, Innovate and Grow. I'd now like to turn the call back over to Eric.

[Eric Green, CEO at West Pharmaceutical Services]

Thank you, Bernard. To summarize on slide 16, the excellent financial performance reported today continues to reaffirm that our strategy is working. We have a strong base business proven by our market-led approach with delivering unique value to our customers. Our global operations team is efficiently manufacturing and delivering products in this complex environment with a focus on service and quality.

[Eric Green, CEO at West Pharmaceutical Services]

We're continuing to accelerate capital spending across our operations to meet current and anticipated future growth. We realize that our products are critical for healthcare across the globe, which is why we're so dedicated to support patient health today and well into the future. Tawanda, we're ready to take questions. Thank you.

[Operator]

Thank you. Ladies and gentlemen, as a reminder, to ask the question, you will need to press star then one on your telephone. To withdraw your question, press the pound key. Again, that's star one to ask the question. Please stand by while we compile the Q&A roster. Our first question comes from the line of Derik De Bruin with Bank of America. Your line is open.

[Derik De Bruin, Managing Director at Bank of America]

Hey, good morning. Thank you for taking my question. Just a couple of points initially. Can you remind us what the full year COVID contribution number was for 2021? You know, as you sort of look at the 2022 guide, and just in general the business, I mean, are you capacity constrained on your non-COVID products? I mean, basically this is a polite way of asking that is, as COVID sort of rolls off, are you gonna be able to backfill that with, you know, with non-COVID business? You know, this leads into the question of, you know, what does 2023 look like?

[Bernard Birkett, CFO at West Pharmaceutical Services]

Good morning, Derik. On the COVID number, it was $459 for 2021. We would expect to see that grow in the mid-teens range within 2022. On the capacity, I'll hand over to..

[Eric Green, CEO at West Pharmaceutical Services]

Yeah. Yeah. Thanks, Derik. On the capacity, you're right. When we think about where we're adding the capacity, it is really around HVP products, FluroTec, NovaPure plungers and stoppers. If you think about the two areas of high growth that we are experiencing, and we anticipate continued growth, around the vaccines, but also in our Biologics portfolio, which is consuming the additional capacity that we're putting in place as we speak today.

[Eric Green, CEO at West Pharmaceutical Services]

We have plans that we've created investments in 2020, and that is being put in place and being ready for production as we speak. We have additional capacity coming on throughout this year and then into early next year. It's a combination of both, Derik.

[Derik De Bruin, Managing Director at Bank of America]

You do feel confident that you'll be able to backfill. I mean, you know, essentially every question I'm getting from investors is like, are you and other companies that are supplying into the COVID vaccine market going to have this big gap in 2023 as things roll off?

[Eric Green, CEO at West Pharmaceutical Services]

No. We will be able to utilize the existing equipment and future equipment we're installing right now because the approach we took on bringing customers towards the highest part of our growth in the portfolio, so we can absorb that, as we go into 2023 and 2024 if trajectories change around vaccinations.

[Bernard Birkett, CFO at West Pharmaceutical Services]

Yeah. This is something that we, you know, have been communicating throughout 2020 and 2021. As we layer in this extra capacity, it's not purely for COVID, it's for both core and COVID. Even if there was a slight lag, it would be for a very short time based on the order book and the forecast that we have. We're relatively confident that we can use that capacity, you know, pretty quickly as soon as it comes on board.

[Derik De Bruin, Managing Director at Bank of America]

Great. I've got some more, but I'll shut up and let somebody else ask. Thanks.

[Operator]

Thank you. Our next question comes from the line of Larry Solow with CJS Securities. Your line is open.

[Larry Solow, Managing Director at CJS Securities]

Great. Good morning, guys. Thanks for taking the question. Similar, you know, topic, I'll take maybe a different angle at it. Just, to me, it looks like, you know, I'm kind of encouraged by the CapEx expansion up to $380 million. It's a pretty significant number and a good bump up from last year. To me, you know, it demonstrates some good confidence, you know, in your outlook and also, I guess, bumping up the long-term outlook by 100 basis points.

[Larry Solow, Managing Director at CJS Securities]

I guess, and that's sort of from a current, where we stand today, right, not historically. I'm kinda, you know, confident about that, but I'm just trying to figure out this CapEx expansion. It sounds like it's more non-COVID related base business stuff.

[Larry Solow, Managing Director at CJS Securities]

Is it also a big chunk of that related to Corning? Can you give us a little more, you know, visibility on Corning and also how that ties in with the you sort of mentioned expansion on R&D, which has been, like, 2%, running about 2% a year. Should we expect that to bump up significantly as a percentage of revenue going forward?

[Bernard Birkett, CFO at West Pharmaceutical Services]

A couple of things there. On the CapEx, some of that CapEx is still around COVID. A lot of it, you're right, is around also supporting the base business, and it's particularly targeted at the high-value product area. What we would say getting close to 70% of our CapEx is growth-based at this point. On Corning, yeah, we are making some investments around that. We expect that to be around $50 million CapEx in the year.

[Larry Solow, Managing Director at CJS Securities]

Okay.

[Bernard Birkett, CFO at West Pharmaceutical Services]

Then our R&D, we will have a step up in R&D also, around Corning. Again, that's all baked into the forecast.

[Larry Solow, Managing Director at CJS Securities]

Okay. In terms of COVID, I realize, you know, there's still a lot of question marks, but it sounds like, you know, you certainly expect growth this year. Do you get any feel for, you know, what your customers see going out over the next few years? Obviously, there's a lot of question marks, but any feel for that? You know, second question there, has there been any, you know, as the therapeutics and more the vaccines have evolved and, you know, has there been any changes in packaging from sort of initial stages? Are they your customers looking more and more for your services and products? Can you give us any color on that?

[Eric Green, CEO at West Pharmaceutical Services]

Yeah, Larry. What we're seeing right now is that you're right. We were initially providing solutions around the vials, and there were multiple doses per vial, and we're seeing this transition in lifecycle management as we speak. Starting in 2022, it's gonna be less doses per vial. It's a different type of solution that we provide, similar economics from a unit basis, but it's more of a transition, less doses per vial, which is a net positive for West.

[Eric Green, CEO at West Pharmaceutical Services]

That transition will take place. It's not perfectly in the calendar year, but it's in 2022 going into 2023. The next stage after that's where Bernard was talking about some of the capital, is still pointed towards vaccines, more towards prefilled syringes.

[Eric Green, CEO at West Pharmaceutical Services]

That is an area where we're still investing because that's more of a one or two year out type of the start of a transition for our customers. I hope that kind of gives you kind of landscape and how things will evolve over the next several years through the lifecycle management.

[Larry Solow, Managing Director at CJS Securities]

Yeah, no. That's. Yeah, and I appreciate that. That's a good call. Just my last question, if I may sneak in a third here. Just on the you know, price increases you mentioned, I think it was about just below 2% price in your favor this quarter. I just look at that in light of, you know, I think supply chain impacts, inflationary pressures.

[Larry Solow, Managing Director at CJS Securities]

Certainly, you guys are probably built as good or better than, you know, most companies, frankly, probably that you know, in the world today, not just in your industry. You know, obviously there is some inflation out there, particularly with oil and resin and stuff. Your price increases, should we expect these to maybe bump up a little bit over time? Have you know, in the short term, or have you been increasing prices a little bit to some customers to sort of offset some of these inflationary pressures?

[Bernard Birkett, CFO at West Pharmaceutical Services]

Yeah. We have the opportunity based on some of the contracts and agreements are in place to increase some of those price increases to cover some of these inflationary pressures. That's within our wheelhouse to do that. That is something that we have been doing towards back end of 2021, and we would-

[Larry Solow, Managing Director at CJS Securities]

Mm-hmm.

[Bernard Birkett, CFO at West Pharmaceutical Services]

You know, we are gonna see that here again in 2022. We also have

[Larry Solow, Managing Director at CJS Securities]

Great. Okay, great.

[Bernard Birkett, CFO at West Pharmaceutical Services]

There's also the opportunity for us to apply surcharges in certain instances where we see some specific inflationary pressures.

[Larry Solow, Managing Director at CJS Securities]

Right. Okay, great. I appreciate it. Thank you, guys.

[Bernard Birkett, CFO at West Pharmaceutical Services]

Yeah.

[Operator]

Thank you. Our next question comes from the line of John Kreger with William Blair. Your line is open.

[John Kreger, Director of Research at William Blair]

Hey, thanks very much. Eric, appreciate the update on the long-term growth construct. Can you just talk about how you think about longer term CapEx around that same construct? Should we be thinking about CapEx as sort of a percentage of revenue growing with sales, perhaps declining after the big bolus in the last few years? Just how are you thinking about that number?

[Eric Green, CEO at West Pharmaceutical Services]

Yeah, John, we are looking at once we get through this bolus that we're currently managing through, we do wanna get back to the 6%-7% of sales of revenues. We do believe that is appropriate for our type of business, particularly when you think about 30% of our CapEx is around maintenance. Let's call it 10%, 15% around our digital and the balance is on growth. We do believe in that construct. Last year, this year is really around the growth sector and making sure that we have installed capacity. I will tell you, one, I'm also very pleased in how the team has right-sized our facility network.

[Eric Green, CEO at West Pharmaceutical Services]

As you know, years ago, we had 29%, we're at 25%, and we're able to leverage those facilities more efficiently, so the capital we're putting in is more around equipment and processes versus land and buildings. I think the team's done a very good job in that regard, and we're able to leverage, and we're well positioned for the future.

[Bernard Birkett, CFO at West Pharmaceutical Services]

Yeah, just on that, John. In previous years, if you looked at the split of capital, maintenance was probably you know, 40%-50% of the CapEx budget. Obviously, the remainder was on growth and IT. Now you're seeing the growth portion close to 70%. The thing with that as well, as Eric just said, as soon as that CapEx hits our facilities, it's straight into operations. We're getting a return on it much quicker than some of the CapEx investments we would've made a number of years ago, just given the nature of them.

[Bernard Birkett, CFO at West Pharmaceutical Services]

It's responding to demand, essentially responding as fast as we can, with this, you know, increased capital allocation over probably 2020, 2021 and into 2022. It should normalize beyond that.

[John Kreger, Director of Research at William Blair]

Got it. Thank you. A follow-up. Eric, I think you said at the beginning of the call, the order book was at a record level, which sounds good. Can you just elaborate a little bit on that? I'm thinking kinda two things as you think about Biologics versus generics versus pharma, what does that order book sort of tell you in terms of growth trajectory there? Also with tight supply chains, has your order book duration sort of extended, or is it pretty typical today versus a year or two ago?

[Eric Green, CEO at West Pharmaceutical Services]

There's two dynamics happening. One is. I'll take the latter one first because I think you're right. What we're seeing is while the number has increased, we don't specifically spell out the number, but it's increased. What we're seeing, we have better visibility beyond the four or five quarters. It's more of almost a two-year horizon now.

[Eric Green, CEO at West Pharmaceutical Services]

One of the levers that we're working with customers on is working with our supply chains working together to get that visibility, so we can level load our operations more efficiently and be more effective and supports our customers. I think the other area, when you think about if you kinda break it out of the increase, it really comes down to three buckets, really. One is increase on the demand around vaccines.

[Eric Green, CEO at West Pharmaceutical Services]

Another increase, which I'm very pleased about, it's quite different than it was, let's say three or four years ago, particularly in Biologics, is really the success of various drug launches for our clients or customers. I won't get into specifics, and that's not just one, but it's many. Then the third driver really is what I call the core growth, and that is encompassing Biologics, but it's also encompassing what we call pharma or small molecules and also generics.

[Eric Green, CEO at West Pharmaceutical Services]

Bottom line is all areas are growing nicely. It's a little more weighted toward Biologics with a lot of drug successes we're seeing. But again, if you look at our CapEx profile of what we're putting into our facilities today, it's the higher end of HVPs, which squarely goes after the biologic space.

[John Kreger, Director of Research at William Blair]

That's helpful. Appreciate it.

[Operator]

Thank you. Our next question comes from the line of Jacob Johnson with Stephens. Your line is open.

[Jacob Johnson, Managing Director at Stephens]

Hey, thanks. This may be a little bit repetitive based on that last answer, but I'll ask anyways. I mean, you guys have considerable participation rate. I'm just curious if you've seen any change in market share, your market share pre and post COVID. You're talking about mid-teens growth ex COVID this year. You just bumped up your long-term growth outlook. Is this the market in biologics, or are you taking share and is it kinda growth in those higher value products? Maybe it's all of the above, but just curious kind of on the robust growth you guys are pointing to in this next year and beyond.

[Eric Green, CEO at West Pharmaceutical Services]

Yeah, Jacob. It's actually all of the above. What we're seeing with our participation rate is in Biologics, we continue to be well north of 90%. Actually, I'm very pleased on our performance in 2021, particularly when you look at, in particular, our BLA was approved that didn't really use our types of products. It was more in different configurations.

[Eric Green, CEO at West Pharmaceutical Services]

We look at that as an opportunity. In the small molecule area, when you think about ANDAs, we're equal or slightly better than we were pre-COVID. I would argue that pre-COVID, if you look a step a couple years before that, we're even stronger than that. You're seeing a gradual improvement as we go forward.

[Eric Green, CEO at West Pharmaceutical Services]

I'm really excited about this partnership and where we're taking HVPs to the next level because that, again, reinforces our leadership position and really bringing new technologies to the market that really de-risks our customers' process and entering the market.

[Jacob Johnson, Managing Director at Stephens]

Got it. That's helpful. Maybe following up on de-risking the process. I think in December, the FDA put out some guidance on visible particulates. I'm just curious if that's something that could be a catalyst for you all or maybe it's nothing. Just curious on that.

[Eric Green, CEO at West Pharmaceutical Services]

Well, it helps us. Anytime there's higher level quality requirements and/or regulatory changes or direction that they would like to go, that puts us in a very good position. Also our partner, Daikyo, in a very good position 'cause we do have solutions that can meet those standards. It could be adoption of existing molecules in the market, but also the new pipeline.

[Eric Green, CEO at West Pharmaceutical Services]

To your point, the biggest catalyst of this relationship we've built with Corning is all around regulatory changes towards combination devices and/or systems versus individual components. It is very good for West as these regulatory changes become more stringent as we go forward.

[Jacob Johnson, Managing Director at Stephens]

Got it. I'll leave it there. Thanks for taking the questions.

[Eric Green, CEO at West Pharmaceutical Services]

Thank you.

[Operator]

Thank you. Our next question comes from the line of Paul Knight with KeyBanc Capital Markets. Your line is open.

[Paul Knight, Managing Director at KeyBanc Capital Markets]

Hi, Eric. On the commentary earlier regarding the trend toward prefilled syringes, is this not where the biotechnology industry wants to go? Meaning, you know, it's not just COVID vaccines, which I'm sure they wanna do that as well, but is that not kind of a primary driver for biotechnology customers right now? Why, I guess the other question.

[Eric Green, CEO at West Pharmaceutical Services]

Yeah, absolutely, Paul. There's a push towards prefilled syringes in multiple dimensions, right? If you think about the biologics space and also you think about the vaccines themselves for easier distribution, administering patients and et cetera. There's a push towards technology that supports advancements of prefilled syringes.

[Eric Green, CEO at West Pharmaceutical Services]

I think again, that's the reason why we have a really good offering now between Crystal Zenith as an alternative to glass, but also partnering with Corning. It eliminates risk, at the end of the day, like you said, from going away from the vial.

[Paul Knight, Managing Director at KeyBanc Capital Markets]

Okay. When we talk about capacity additions from the initiation of spending, how long before projects are running and delivering revenue? Is it a year? Is it two years? How long is it?

[Eric Green, CEO at West Pharmaceutical Services]

Yeah. It's a combination of two things. Let me try to frame that because I think it's a good point you're raising. One point is once the piece of equipment lands in our facility and we're able to validate, we're talking a matter of weeks before we have the equipment up and running. Frankly, based on our digital connectivity to all our equipment across the globe, we can see that utilization go shoot up right up to the 80%+ range.

[Eric Green, CEO at West Pharmaceutical Services]

The point that we need to be conscious of is that when we talked about investments in 2020, 'cause I think there's two phases we spoke of. I would say a little over 3/4 or over 75% of those are already in place and producing finished product.

[Eric Green, CEO at West Pharmaceutical Services]

The rest of that delta is gonna be completed early on in 2022. The other investments we initiate in 2021, call it phase III and phase IV, I would say today, where we stand is about 15% complete or 20%, installed and producing finished product. The balance of that is planned to be completed throughout 2022 and early 2023.

[Eric Green, CEO at West Pharmaceutical Services]

Based on our commitments that we made and our customers', future demand, that's kind of the cadence we're seeing with these investments and how long does it take for the equipment to be built, to be delivered and then installed. That could take anywhere between a few months to, you know, two or three quarters, depending on the equipment.

[Paul Knight, Managing Director at KeyBanc Capital Markets]

Okay. Thank you.

[Operator]

Thank you. As a reminder, ladies and gentlemen, that's star one to ask the question. Our next question comes from the line of Dave Windley with Jefferies. Your line is open.

[Dave Windley, Managing Director at Jefferies]

Hi. Thanks. Good morning. Thanks for taking my question. I wanted to ask a question that I think John and Jacob have both asked slightly differently. Your long-term growth construct on revenue in particular, could you talk about contributors or expectations for growth between proprietary products and contract manufacturing? I'm just asking 'cause contract manufacturing has kind of fluctuated quite a bit, and I'm wondering if your thoughts about the relative contributors to that 1% increase might be a little different than just 1%.

[Eric Green, CEO at West Pharmaceutical Services]

Yeah. I'll start and Bern, if you wanna add to it. You're right. The driver behind that really is around our proprietary business more so than contract manufacturing. I think we look at contract manufacturing, you're right, we're seeing, as we indicated, some volatility, and it's based on contracts and timing and ramp up of new agreements.

[Eric Green, CEO at West Pharmaceutical Services]

When we look at proprietary, we do believe that's stronger, it's more robust than we had historically, and it's really around the Biologics is the main driver. We do still believe in the small molecule space, roughly, you know, let's call it low- to mid-single, mid-single from the pharma side, and the generics is mid- to high single. From a construct perspective, and then Biologics is in the double digits.

[Eric Green, CEO at West Pharmaceutical Services]

Now that Biologics is a bigger piece of our business, approximately over 40%, let's say, and it's driven by High-Value Products, the higher end of that portfolio, that's the reason why we have very strong confidence to be able to at least raise it by that 100 basis points that we spoke of. Bern, do you wanna add anything?

[Bernard Birkett, CFO at West Pharmaceutical Services]

Yeah, it ties in with the discussion we had on CapEx. You can see where we're investing a lot of our capital around High-Value Products. That is now the primary growth driver within the business, and then specifically within Biologics. You could also see in, you know, what we've seen here in 2021, that we're seeing HVP uptake in the other market units as well in Generics and Pharma.

[Bernard Birkett, CFO at West Pharmaceutical Services]

That's now starting to permeate the rest of the business, which is a positive thing for us as well. When we then look at contract manufacturing, the growth there is probably mid-single digits, maybe at the lower end of our construct. That's what we've seen, particularly over the last year and probably the back half of 2020. From a mix perspective, there's a much better return from those investments we're making that we can try out.

[Dave Windley, Managing Director at Jefferies]

Excellent. If I then stick on the proprietary products, and again, you probably touched on pieces of this, but probably any one of those, like biologics being a higher portion of that pie, and growing faster, higher adoption of the high end of your High-Value Products, so kind of richer mix, maybe some underlying, you know, volume growth from a stronger pipeline in the last several years. Any one of those seems like it's probably, you know, might be worth 1% on its own. Is it a combination of all of those things, or does one of those things stand out?

[Bernard Birkett, CFO at West Pharmaceutical Services]

It's a combination. You know, we are seeing, you know, very strong demand across all of the market units. You can see that's reflected in the guidance that we've given for 2022 around our proprietary business that we're guiding in the mid-teens. It is a combination of different drivers. It just doesn't hang on one thing.

[Dave Windley, Managing Director at Jefferies]

Yeah. Switching subjects a little bit. On Corning and Valor, certainly the system approach that you're talking about makes some sense. My understanding is that maybe that's been the case in the industry that you would source a variety of solutions or parts of solutions and put those together and go to market. Perhaps you could talk about the context there, and then also what drew you to choose Corning and Valor in particular, and how long do you think it takes to develop one of these solutions that you're talking about to bring to market? Thanks.

[Eric Green, CEO at West Pharmaceutical Services]

Yeah, Dave. You know, first of all, we have a history of a really strong partnership with Daikyo. As we enter into this relationship with Corning, we're very confident we can create a similar model. You know, you're right. The reason why we engaged in this conversation is when we speak with our customers, the challenges they face is really trying to find the right, call it the containment solution for their products.

[Eric Green, CEO at West Pharmaceutical Services]

What they're finding is it's highly fragmented, and it's either a patchwork environment of multiple suppliers. When you really think about it, and you look at the elastomers in glass, there's several Drug Master File submissions that need to be supplied to with that particular drug molecule.

[Eric Green, CEO at West Pharmaceutical Services]

There really isn't anybody out there that has been able to develop a truly integrated system from ground up. When we looked at if you think about ourselves and Daikyo, we do believe we put ourselves as the leading innovators around elastomers and primary packaging. When you think about unparalleled glass science, you know, the deep material science capability at Corning, which is well known in multiple industries, but in our industry, in pharma. They also have deep manufacturing and engineering capabilities, which is truly unique.

[Eric Green, CEO at West Pharmaceutical Services]

That's why as we sat down and talked about a partnership, the focus is really to redefine the future of containment solutions, and then really create a truly integrated system that de-risks what I said earlier about our customer's drug development and manufacturing processes with a single product, one DMF, and end-to-end support for our customers by West.

[Eric Green, CEO at West Pharmaceutical Services]

That's the premise why we have embarked on this relationship. This is utilizing glass technology between borosilicate, which has been in the industry for decades, and the newly developed aluminosilicate that Corning has developed really to provide a range of quality benefits. What I'm trying to articulate is the leveraging that partnership with them truly enables us to get to the best in quality, first in class system in the industry between the two firms.

[Eric Green, CEO at West Pharmaceutical Services]

Leveraging, obviously, when I say two firms, Daikyo and West together, from the elastomer side. Hopefully that gives you a kind of appreciation of what we're embarking on. Now, as you know, if you think about the NovaPure journey that we were on and other new launches we had here at West, our lens on the Biologics pipeline is very good.

[Eric Green, CEO at West Pharmaceutical Services]

That's the area that we'll focus on. As we characterize and truly get to that system approach with between the two firms, we need to add additional capital, manufacturing capabilities, full dossier of documentation, and driven by data, scientific data for our customers. We do believe it's gonna take a little bit of time to finally get to that point.

[Eric Green, CEO at West Pharmaceutical Services]

Just like NovaPure took a few years to get penetration and now you're seeing the benefits, we see similar type of characteristics with a system approach. We'll have vials, we'll have pre-filled syringes, and we'll have cartridges at the end of the day.

[Dave Windley, Managing Director at Jefferies]

Great. That's helpful perspective. Thank you.

[Eric Green, CEO at West Pharmaceutical Services]

Thanks, Dave.

[Operator]

Thank you. I'm shown no further questions in the queue. I would now like to turn the call back over to Quintin for closing remarks.

[Quintin Lai, VP of Investor Relations at West Pharmaceutical Services]

Thanks, Tawanda. Thank you for joining us on today's conference call. An online archive of the broadcast will be available on our website at westpharma.com in the Investor section. Additionally, you may access a replay through Thursday, February 24th, by using the dial-in numbers and conference ID provided at the end of today's earnings release. That concludes this call. Have a nice day.

[Operator]

Ladies and gentlemen, that concludes today's conference call. Thank you for your participation. You may now disconnect.

Participants

Executives

• Bernard Birkett, CFO
• Eric Green, CEO
• Quintin Lai, VP of Investor Relations

Analysts

• Dave Windley, Managing Director at Jefferies
• Derik De Bruin, Managing Director at Bank of America
• Jacob Johnson, Managing Director at Stephens
• John Kreger, Director of Research at William Blair
• Larry Solow, Managing Director at CJS Securities
• Paul Knight, Managing Director at KeyBanc Capital Markets