Bruker Corporation

Good day and welcome to the Bruker Corporation fourth quarter 2024 earnings conference call. All participants will be in a listen-only mode. Should you need assistance, please signal conference specialists by pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star then one on your touchtone phone. And to withdraw your question, please press star then two. Please note this event is being recorded. I would now like to turn the conference over to Mr. Joe Koska. Please go ahead, sir.

Good morning. I would like to welcome everyone to Bruker Corporation's fourth quarter 2024 earnings conference call. My name is Joe Koska, and I am the director of Bruker Investor Relations. Joining me on today's call are Frank Laukeen, our president and CEO, and Gerald Herman, our EVP and CFO. In addition to the earnings release we issued earlier today, during today's conference call, we will be referencing a slide presentation that can be downloaded from the Events and Presentations section of Brooker's Investor Relations website. During today's call, we will be highlighting non-GAAP financial information. Reconciliations of our non-GAAP to GAAP financial measures are included in our earnings release and are posted on our website at ir.brooker.com. Before we begin, I would like to reference Brooker's safe harbor statement, which is shown on slide two of the presentation. During this conference call, we will or may make forward-looking statements regarding future events and the financial and operational performance of the company that involve risks and uncertainties, including those related to our recent acquisitions, geopolitical risks, market demand, or supply chains. The company's actual results may differ materially from such statements. Factors that might cause such differences include, but are not limited to, those discussed in today's earnings release and our Form 10-K for the period ending December 31, 2023, as updated by our other SEC filings, which are available on our website and on the SEC's website. Also, please note that the following information is based on current business conditions and to our outlook as of today, February 13, 2025. We do not intend to update our forward-looking statements based on new information, future events, or for other reasons, except as may be required by law, prior to the release of our first quarter 2025 financial results expected in early May 2025. You should not rely on these forward-looking statements as necessarily representing our views or outlook as of any date after today. We will begin today's call with Frank providing an overview of our business progress. Gerald will then cover the financials for the fourth quarter and full year of 2024 in more detail and share our full year 2025 financial outlook. Now, I'd like to turn the call over to Brooker's CEO, Frank Lauke.

Thanks, Joe. Good morning, everyone. And thank you for joining us on today's fourth quarter 2024 earnings call. Brooker finished 2024 with another quarter of excellent constant exchange rate, revenue growth, and solid organic revenue growth, both higher than what we had expected for Q4-24, given our very strong Q4-23, which, if you recall, had organic revenue growth of nearly 16%. For the full year 24, we again delivered double-digit CER, constant exchange rate revenue growth, at 14%, and 4% organic revenue growth well above the market, which we estimate was flat to down slightly in fiscal year 24. This is a testament to the strength of our portfolio of innovative solutions, culture of disciplined entrepreneurialism, and our broker management process. In fiscal 24, we added strategic spatial biology, molecular diagnostics, and lab automation platforms to our portfolio continuing our multi-year transformation into a growth-oriented industry leader with scale and position for leadership in the post-genomic era. This transformation is not just focused on growth, but also very much on higher margin potential and more rapid EPS increases going forward. We intentionally accepted initial margin and EPS solution from our strategic M&A, in order to unlock new very large market opportunities and strong secular growth tailwinds, but also in order to further raise the margin potential and EPS growth profile of Bruker. Looking to 2025, we enter the year with good bookings momentum. We start 2025 with solid BSI segment backlog of still over six months of revenue, in part due to our Q4-24 book-to-bill ratio of ended up at 0.99 or essentially 1. We also have begun to receive first orders related to the China stimulus program with over 15 million of China stimulus orders in the second half of 24, most of it in the fourth quarter, and with more on the horizon. We acknowledge U.S. NIH and academic government market uncertainty and have built that into our guidance. But we fundamentally, after some settling, we fundamentally do not expect a reduction in NIH and other life science, medical, and research investment in the U.S. Finally, we experience strong market trends in diagnostics and in semi-metrology, as I will show you later, and we also see signs of a biopharma recovery. Accordingly, we are establishing our fiscal 25 guidance for constant exchange rate revenue growth of 5% to 7% with 3% to 4% organic growth and 2% to 3% contributions from M&A. We are very committed to rapid non-GAAP operating profit margin expansion and assume about 140 bps operating profit margin improvement in fiscal 25 compared to our 24 level of 15.4%, which, by the way, was also a bit higher than what we had expected. Finally, we expect non-GAAP EPS growth of 11 to 13%, with 14 to 16% constant exchange rate EPS growth, all compared to 24. Turning to slide four now, in the fourth quarter of 24, BRUKER delivered strong revenues and stronger operating margins than expected. Brooker's Q4-24 reported revenues increased 14.6% year-over-year to $979.6 million, which included an FX headwind of 1.2%. Constant exchange rate or CER revenue growth of 15.8% year-over-year included organic growth of 3.9%, with 4.5% organic growth in our BSI segment, and an organic decline of minus 2.8% at best, all net of intercompany eliminations. Revenue from acquisitions added 11.9% in the fourth quarter of 24. In the fourth quarter of 24, our non-GAAP operating margin was 18.1%, which actually matched our Q4 23 margin, a strong organic operating margin expansion of 300 bps, fully offset margin dilution from M&A and FX. Our strong organic operating margin expansion is evidence of the progress our operational excellence processes and M&A integration activity initiatives are making. Finally, Q4 non-GAAP diluted EPS was 76 cents, up 8.6% from 70 cents in Q4 of 23, And we are pleased that in the fourth quarter of 24, we were able to resume non-GAAP EPS growth year over year. All right, moving to slide five now, Bruker's strong growth performance amidst challenging marketing conditions in fiscal 24, once again delivered above market organic revenue growth. Fiscal year 24 reported revenues increased by 13.6% to 3.37 billion. with 14% CER revenue growth. On an organic basis, revenues grew 4% year over year, consisting of 4.2% organic growth in scientific instruments and 1.9% organic growth at best, net of eliminations. Acquisitions added 10% revenue growth, and there was a slight 0.4% FX revenue headwind for the year. Our 2024 non-GAAP growth and operating margin and GAAP and non-GAAP EPS performance are all summarized on slide five. Margins and EPS were down year over year as a result of the expected initial dilution from our strategic acquisitions that closed in the first half of 24. Please turn to slides five and six now, where we highlight our fiscal year 24 constant exchange rate performance of our three scientific instruments groups and of our best segment year over year. In 24, BioSpin group revenue was $905.7 million and grew with low teens percentage in constant exchange rate. BioSpin saw strong revenue growth in Europe and the Americas. as well as in industrial research, aka.gov markets, and biopharma, with strong contributions also now from our automation, service, and software business. We had revenue from four gigahertz class NMR systems, each in 24 and 23, and in Q4-24, we had revenue from one 1.2 gigahertz NMR at the University of Zurich in Switzerland. In 424, the Cali group had revenue of $1.1 billion and CR growth in the mid-teens percentage with strong growth in microbiology and infection diagnostics, driven by both the Maldi Biotyper and the newly acquired Elitech Molecular Diagnostics business, as well as our Optics, IR, Near IR, and Raman Molecular Spectroscopy business. This was partially offset by softness in Akagov and in our China business. On slide 7, Bruker Nanos' 24 revenue was also $1.1 billion and grew in the high teens percentage CER, with growth driven by ACAGOV research and semiconductor metrology. The high-performance computing and AI megatrend is a strong tailwind for our semiconductor and advanced packaging tools, and we now have north of 125 million of AI and HPC-related Semicon Nanotool metrology revenues, and more overall for semiconductor metrology, but not all of it is AI-related, as far as we can tell. So anyway, integration of our cellular analysis and spatial biology business is progressing very well, but in 24, we still saw it was moderated by softer demand from biopharma. Finally, 24 best revenues grew in the low single-digit percentage net of intercompany eliminations, driven by growth in accelerator and fusion technologies at our research instruments or our eye business. Our eye is also getting traction in extreme UV or EUV lithography technologies, which are used in manufacturing next-gen semiconductors. This strength was partially offset at best by softness in clinical MRI superconductors. Moving to slide eight, we highlight two of our businesses, namely our microbiology business and Semicon Metrology. Couldn't be more different, but both are doing very, very well, and both also, when they grow, and they do, have above corporate average margins. Microbiology and infectious diagnostics has had growth in the mid-teens in the fourth quarter and high single digits throughout the year, with an installed base of now more than 7,000 multi-biotypers. and also bolstered by the ELITEC molecular diagnostics acquisition, which closed at the end of April in 24. Very pleased with that business. It has very little China, very little NIH, very little biopharma exposure. These businesses are humming along and doing really well. The same is true for semiconductor metrology, where organic revenue growth was actually greater than 20% in the fourth quarter and low teens in fiscal year 24. Our total annual revenue for all semiconductor metrology is north of $250 million. And included within that, maybe half of that goes to high-performance computing and AI. Right. I will not spend a lot of time on slide nine. It is sort of a slide that we showed at the J.P. Morgan Healthcare Conference, but it is sort of the, you know, the really big picture on Bruker. We have attained scale with 70% cumulative revenue growth in the last four years. We're now at above $3.35 billion. We added $400 million in revenue last year, and our four-year constant exchange rate revenue CAGR was 15%. I think that's industry-leading. We've also demonstrated previously, namely in the 2014 to 2022 period, that we have the management process and the team to really drive operating margin expansion. In fact, we drove 1,000 BIPs over eight years. before we then very intentionally did some of the strategic acquisitions that are temporarily dilutive, but I think that ultimately give us not only a bigger platform and scale and get us into key growth markets with very large stamps, but also financially improve the ultimate margin profile of the company. So enough of that. At the very bottom, you'll see that for the next three years' goals, Three years, including 25, of course, we're very committed to an annual greater than 125 BIPs non-GAAP operating margin expansion. As you've heard, this year we're aiming for 140 BIPs. And we're also very committed to 13% to 15% constant exchange rate EPS growth. This year, you'll see we were aiming for 14% to 16%. So we really have executed and continue to execute this very successful multi-year transformation into a growth-oriented industry leader with very attractive margin and EPS opportunities. Right. So in summary, the year 24 was transformational for Brooker. We completed key strategic acquisitions to access very large addressable markets with strong secular growth tailwinds. while bringing additional spatial biology, molecular diagnostics, and lab automation and software platforms into our portfolio. For the fourth year in a row, Bruker has delivered well above market organic and double-digit CER revenue growth. So after approximately 70% cumulative revenue growth in the last four years, We have transformed and we have achieved highly competitive scale, which is an excellent foundation for significant margin expansion and rapid EPS. So we have further transformed our differentiated portfolio to position it not only for growth and margin expansion, but very much to be a leader or the leader in the post-genomic era, which we believe will define the next quarter century in life sciences. So with that high-level outlook, I'll turn things over to our CFO, Gerald.

Thank you very much, Frank, and thanks, everyone, for joining us today. Pleased to provide more detail on Brucker's fourth quarter and full-year 2024 financial performance, starting on slide 11. In the fourth quarter of 2024, Brucker's reported revenue increased 14.6% to $979.6 million. It reflects an organic revenue increase of 3.9% year-over-year. Geographically and on an organic basis, in the fourth quarter of 24, our America's revenue grew in the low single-digit percentage. European revenue grew in the mid-teens range, while Asia Pacific revenue declined in the high single-digit percentage all year-over-year. For our EMEA region, the fourth quarter of 24 revenue was up mid-single-digit percentage year-over-year. ESI organic revenue growth in the fourth quarter of 24 was 4.5%, a solid revenue performance on top of an exceptional fourth quarter of 23. at 15.5% organic growth. BSI fourth quarter 24 organic systems growth was in the low single digit range with aftermarket revenue growth in the low double digit range percent year over year. For the full year 2024 aftermarket revenue represented over 30% of BSI revenues for the first time. Non-GAAP gross margin increased 70 basis points in the fourth quarter 24 to 52.5 percent, as pricing and operational excellence initiatives continued, contributed to gross margin expansion year over year. Our fourth quarter, 24 non-GAAP operating income increased 14.9 percent year over year, and we posted a non-GAAP operating margin of 18.1 percent, equal to that reported in the fourth quarter, which does not yet have margin dilution associated with some of our first half 24 acquisitions. On a year-over-year basis, we delivered excellent organic operating margin expansion of 300 basis points in the fourth quarter of 24, driven by volume, mix, operational excellence, and integration synergies. This significant organic operating margin expansion fully offset the margin diluted impact of our earlier strategic M&A and ABAX in the quarter. On a non-GAAP basis, fourth quarter 24 diluted EPS was 76 cents, up 8.6% from 70 cents in the fourth quarter 23. Our non-GAAP effective tax rate was 32.5% compared to 31.3% in the fourth quarter 23, with the increase driven mostly by jurisdictional mix and discrete items. On a gap basis, we reported diluted EPS of $0.09 per share, including significant acquisition-related costs, compared to $1.41 per share in the fourth quarter of 23, which included a one-time $0.99 per share non-cash bargain purchase gain arising from the Phenomics acquisition. Weighted average diluted shares outstanding in the fourth quarter of 2024, $452 million, an increase of 6 million shares of 4.1% from the fourth quarter of 2023, resulting from our follow-on equity offering in May of 2024. Turning now to slide 12, we generated $189.9 million of operating cash flow in the fourth quarter of 24. Our capital expenditure investments were $38.8 million, resulting in free cash flow of $151.1 million in the fourth quarter of 24. This reflects a cash flow decrease of $23 million compared to the fourth quarter of 23, as significant acquisition-related expenses and restructurings more than offset better working capital performance in the fourth quarter of 24. We finished the fourth quarter of 24 with cash, cash equivalents, and short-term investments of approximately $183 million. During the fourth quarter, we used cash to fund selected Project Accelerate 2.0 investments, capital expenditures, and completed debt repayment of about $50 million. We continue to move forward with our delevering actions following the strategic acquisitions we completed in the first half of 2024. In addition, with improved cash flow entering 2025, returning capital to our shareholders through our existing share buyback programs attractive opportunity at this time. Slide 13 shows our non-cap P&L results for the full year of 2024. Revenue was up 13.6% to $3.37 billion, reflecting organic growth of 4%. Acquisitions added 10% to our top line, while foreign exchange was a 0.4% headwind, resulting in constant exchange rate revenue growth of 14% year-over-year. The remainder of the non-GAAP P&L results for the full year of 2024 are summarized on slide 13 with the drivers as explained and on the slide. Turning now to slide 14, in the full year of 2024, we generated $251.2 million of operating cash flow, down about $99 million from 2023 as a result of lower net income and significant acquisition-related expenses and initial working capital needs for our acquired businesses. We generated $134 million of free cash flow in 2024, down about $109 million from 2023 on lower operating cash flow and higher capital expenditures. Turning now to slide 16, we enter the year with a stronger transformed portfolio, healthy backlog, and emerging order momentum. We're initiating guidance for a full year 2025 as follows. Reported revenue of $3.47 billion to $3.54 billion, representing reported growth of 3% to 5%, and constant exchange rate revenue growth of 5% to 7%, all compared to 2024. This guidance assumes organic revenue growth of 3% to 4% year over year, an estimated foreign exchange headwind of 2%, with acquisitions contributing 2% to 3% to revenue growth. For operating margins in 2025, we expect non-GAAP operating margin expansion of approximately 140 basis points compared to the 15.4% we posted in 2024. On the bottom line, we're guiding to non-GAAP EPS for 2025 in a range of 267 to 272. For non-GAAP EPS, growth of 11% to 13% compared to 2024. This includes an approximate 3% foreign exchange headwind, and our non-GAAP CER EPS growth guidance for 2025 is therefore 14 to 16% year over year. Other guidance assumptions are listed on the slide. Our fiscal year 25 ranges have been updated for foreign currency rates as of December 31st, 2024. We anticipate first quarter 2025 organic revenue to be roughly flat year-over-year with CER revenue growth in the mid-single digits. In the first quarter of 2025, we expect softer operating margin performance year-over-year as we experience some dilution from our nanostring acquisition completed in early May of 2024. As we saw in fiscal year 2024, we expect our organic revenue and operating margin performance to strengthen in the subsequent quarters of 2025. To wrap up, Bruker delivered meaningfully above-market organic growth in 2024, and we're well-positioned to deliver strong CER revenue and non-GAAP EBS growth in 2025. With that, I'd like to call back over to Joe. Thank you very much.

Thanks, Gerald. We'll now begin the Q&A portion of the call. As a reminder, to allow everyone time for questions, we ask that you limit yourself to one question and one follow-up. Operator?

Thank you. We will now begin the question and answer session. To ask a question, you may press star, then 1 on your touchtone phone. If you're using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star, then 2. And at this time, we'll pause momentarily to Asimbar Ross. And the first question will come from Punit Sudha with Laring Partners. Please go ahead.

Yeah. Hi, Frank. My first question is on the guide. I mean, the full year guide is a, you know, 3% to 4% organic growth, which is higher at the higher end versus what you had before the NIH indirect announcements and direct cuts. So just trying to understand what sort of gives you the confidence on the instrumentation sales. I mean, obviously, broker is instrumentation. It has more exposure to instrumentation. I mean, so just trying to understand, is it elite tech? Is it AI? Is it aftermarket service or European offsets that are counteracting through the year that sort of give you the confidence? And because you're and you're also stepping up your margin guide. I mean, 140 bits expansion here that you have for the year. So just getting a number of inbounds on that, and if you could help us understand.

Thank you, Puneet. Yeah, no, I think there's, you know, there's puts and takes. There's plenty of them. It's a dynamic environment. We already, for somewhat other reasons, had indicated that we, even at J.P. Morgan, that we thought that there would be uncertainty in government-supported research, and, of course, that uncertainty is there. We all know why. And, you know, we just looked at that. NIH is less than 5% of our exposure, if you like. I did some of them. We did some of the modeling. Look, if that came down 8% to 10%, which I think it's not going to happen, but it could happen, that would be maybe $15 million, a little bit more of less revenue. And for that, I think we have enough other growth drivers outside of the United States with biopharma coming back a bit, maybe not roaring back, but coming back. Some China stimulus funding that may be offsetting or more than offsetting that. microbiology, semiconductor, AI, applied markets, all the way to defense spending in Europe, quite honestly, there are enough drivers that if we put it all together, you know, three to four percent organic growth is not an astounding number. But, you know, for this year, I think it's solid. And I think we've built a I'm not saying this is conservative. I think it's very balanced, quite honestly. And we really manage, at the end of the day, for the constant exchange rate revenue growth, right? Even as you go through the quarter, some of them will have more CER, some of them will have more organic growth. So I'm very optimistic. confident that we can reach the 5% to 7% CER revenue growth this year. And yes, I think it'll include the 3% to 4% organic revenue growth. Could we do better? Yes, but, you know, there are headwinds, and that's why I think this is appropriately balanced. And, yeah, we're very committed to the operating profit margin. It's going very quickly back towards 20% over three years, obviously, and want to take a sizable step in 25. Management team's completely plugged into that. And there we have also enough opportunities to make that happen, even with some NIH, you know, which we're now assuming some NIH funding being less certain in the first half of this year or maybe throughout the year. So we feel good about this and are very committed to that, and it then all adds up to 14% to 16% constant exchange rate EPS growth. Unfortunately, there's a bit of a headwind for EPS, and I've indicated that at J.P. Morgan already as well. So with that, the reported EPS growth of 11% to 13% is not... It's a good number, and it's even better if you disregard FX, but of course, this is a reality. So we think all in. I think this is a greater commitment to solve for margins in EPS, if in doubt. That's what will change in the company in terms of OPEX and other things to deliver that, but also reasonable confidence in the revenue growth.

thanks for that and could you talk a bit about you know the assumptions in q1 what you're hearing from the customers in terms of instrumentation placements their ability to you know take the instrument install and get them signed off in q1 and sort of um the main question being that some of the facilities are very much supported by the indirect cuts um i mean i recall when i purchased your solar x15 tesla magnet many years ago i mean we had to take down a wall and that was facilities So if you could maybe just elaborate what you're hearing from the customers and your ability to continue to install here, and any backlog cancellations that you contemplate, just given the NIH backdrop.

Thank you. We have not heard anything about any backlog cancellations. That's why we're a little bit cautious on Q1, as you've heard from Gerald, right? We think we've baked that into that. Fortunately, in Q1, we still also have quite a bit of M&A growth. So I think our mid-single-digit CER revenue growth looks good. But indeed, as you've seen, we've said organically we might be near flat in Q1, which is baking in you know, a cushion and some belts and suspenders, hopefully, for some of that uncertainty. No specific anecdotal, hey, I don't get my, you know, I don't get my lab ready, or I don't have, I don't know, power cryogens. We haven't heard any of that. But right now, obviously, there is uncertainty. And then, yeah, there was a stay of that order. And we think There will be a new paradigm. I think there is no going back, but I think there also will be either they'll have a new funding category where they put the $4 billion saved back into infrastructure or other scientific or clinical research projects. We don't think there'll be simply a cut, quite honestly. I think that's almost bipartisan in Congress and And I don't know that the new HHS and NIH administration has said we want to cut budgets. I think they want to reprioritize, and we'll see what that does. But I think net-net, there'll still be a lot of research and validation funding for the type of instruments and aftermarket solutions that we and others in the industry make. So I'm not doom and gloom on the NIH and overall spending, philanthropic and other and state spending. Many of these things are very strong. There are many other funding sources. But yes, we've built in, you know, hopefully something that accepts that there is uncertainty, certainly in Q1 and probably into Q2, into the cadence of our quarters. By the way, it's also not all back-end loaded, I think, already by Q2. We're much more, even just the way our revenue flow is going, Q2 through Q4, I think you'll see pretty strong improvements year over year.

Got it. Thanks for that. Yeah, thank you.

The next question will come from Patrick Donnelly with Citi. Please go ahead.

Hi, good morning. You have Lizzy on for Patrick. Thanks so much for taking that question. I guess first, can you talk a little bit about, you know, academic government budgets, you know, in Europe and China? I think you touched a little bit on stimulus there, but it would be great to hear more on that. Thank you.

Yeah. They've been, of course, in China, there is now stimulus funding. You know, it's not going to be this one or two quarter bolus, which in a way is nice for us. It's going to be much more spread out. Some of that has begun to come in already, a little tiny bit in Q3, a little bit more in Q4. We expect more in the first half of this year. But But it may even come out throughout the year. It may be more for us in terms of revenue at 24, sorry, I misspoke, 25 and 26 effect, which is great. I'd rather have these things be a little bit smooth over multiple quarters. Europe has been, I should also mention the rest of Asia. There is a lot of Asia, Pacific, Taiwan, Korea, even Japan, other parts of India, which is not the Pacific, but nonetheless, those those have been strongish, and some of that is making up for a little bit of weakness in China. You may hear that from others as well. Europe has been reasonably good recently, and so all in, I think ECHA GOV is not going to be great this year, but I think it's not going to be that bad. It's not all, I think it's good. And then, you know, there's just a lot of other strengths and growth drivers that we see this year that I mentioned earlier. that don't depend on AccaGov. So, yeah, with all in, I think, again, we try to bake all of that into our guidance range of this, you know, 5% to 7% CER revenue growth. And I think it's reasonable.

Great. And then just one more. I heard the deal dilution this year is 8 to 10 cents kind of the right way to think about it entirely. Or, you know, am I thinking about that right? Thanks.

Yeah. This is Gerald. Yes, you are thinking about it correctly. You know, we're moving from roughly 15 to 20 plus cents dilution coming out of 24 into 8 to 10 in 25 on the EPS line. That's correct.

And then hopefully near, much hope to be near break even in 26. So it's... And again, it shows you some of our ability to flex with some of the biopharma business and cellular analysis and spatial biology being relatively weak in 24. We flexed to make that happen. And again, we're on track for exactly those numbers that you asked about for 25. And still very much looking to have break even from that in 26 already. Okay.

Appreciate it.

Sure.

The next question will come from Michael Rifkin with Bank of America. Please go ahead.

Hi, this is Julia on for Mike. Do you have an update on biopharma recovery timing? Are you expecting that to be the second half of this year?

Thanks. Good question, Julia. We think it's going to... We don't think it's a step function. We think it's going to be gradual. So we're expecting that already in the first half of this year, but maybe getting stronger in the second half of the year. I think that's maybe a better way to think about it.

Okay. Thank you very much.

The next question will come from Luke Sergot with Barclays. Please go ahead.

This is Salem on for Luke. Thanks for the questions. Is the expectation still to place somewhere in the realm of three to four UHF NMRs this year kind of in line with the four you've placed in the past couple years? And then could you talk about the geographic concentration of the backlog in BSI? Is that relatively in line with your exposure, or do you see it kind of higher in regions where you're seeing the most strength?

Good question. Yeah, this might be a year with three ultra-high field systems in 25. Indeed, last two years we had four of them. Could be four this year, but we're presently expecting three, all baked into the guidance. And geographic breakdown of backlog for BSI. I assume it's consistent with our – Jason, do you have a thought on that?

It would be consistent with our geographic mix.

Yeah. So nothing unusual there is the answer, right?

The only thing I would add is, you know, the backlog level at this point, you know, close to seven, a little over seven months at this stage. So it hasn't really changed dramatically from the third quarter coming out of the fourth. So we still have a fairly significant backlog level. The composition is, as Frank just described, similar to our overall geographic mix, but the numbers are a little bit different. Not terribly changed from where we were in the third quarter.

And if I may, since the consumables-heavy businesses like Alitech Molecular Diagnostics or even the cellular analysis and spatial biology businesses, by their nature, have less backlog, we probably will have a normalized backlog level that's not five and a half, but five. We can continue to cushion this year and any NIH uncertainties, et cetera, and we do some of that with our still elevated backlog that has remained stubbornly high and that's a good thing of course we had modeled it previously to where it would come to you know below six and five and a half by right about now but it but but book to bill has been reasonable throughout the year and and pretty quite good for a strong q4 being at 0.99 is excellent so uh yeah so we we uh we continue to benefit from that and it also allows us to do some good quarterly planning and cushioning because it's a bit of a luxury position, but it's good. Good to have.

That's helpful. Appreciate that. And then on operating margins, you're targeting around 140 basis points of expansion, right? And I'm just wondering if you could give some puts and takes on that, kind of bucket out the assumptions on the operational improvements on the existing business versus what's continuing to come from the integration of M&A, maybe a little bit on FX as well. And kind of in that vein, I know you guys do a good amount of manufacturing in Europe. Are you guys contemplating anything on potential tariffs there? If not, you know, how are you thinking about the potential risk?

Okay, lots of good questions. Yeah, 140 bps, of course, there's always a bit of a range around that, but that looks like a reasonable number. So, yeah, that would bring us to about 16.8. But, you know, it could be a little bit higher. It could be a tad lower than that. But I think 140 bps is a good number. It's all in. So we haven't tried to. There is continued organic headwind here, probably around 50 bps. But there is also a little bit of FX tailwind. So it's net-net. There is a non-organic headwind. Let me get this right, non-organic headwind. So, you know, without all these headwinds in an ideal world, it would be even better than 140 bits. But this is an all-in number, including FX and including, yeah, about 50 bits of organic headwind. Tariffs, right, I mean, we do manufacture in the U.S., we manufacture in Europe, we manufacture in Malaysia. Those are our major sites. We do not manufacture in China. So we have a lot of flexibility and we can turn on a dime, but so far we don't seem to be affected, but you never know what happens. Things are happening quickly. So if we needed to respond, we can respond within a few quarters. And yeah. Yeah. I don't think we'll be singled out for punitive tariffs or anything like that. I mean, this is our instruments also, including those coming from Europe, and many of them are coming from the U.S., but many of them coming from Europe are needed for our life science research enterprise here in the U.S. So we have flexibility. We have a number of options. operations in the U.S. that do manufacturing and final test, and if we needed to modify some of the production over here for the U.S. market, we could certainly do that.

Appreciate the detailed answers, Frank. Thanks. The next question will come from Brandon Colliord with Wells Fargo. Please go ahead.

Hey, good morning. Frank, it'd be great to get an update just on the Chemsoft platform, any updated installed base figures you have or revenue run rate for that platform, how you think about growth in 2025.

Yeah, so Chemsoft is doing better again. You know, obviously we had some competitive dynamics there when that other instrument first came out, and we've recovered from some of that with some very good you know, further improvements of the various Timstop models. Timstop is more of a platform with multiple models, um, both at ASMS and then also quite importantly at, at the international UPO last, last year. So, um, our win rate has come back and it's, you know, it remains competitive. There's two good platforms on that market, uh, and that's good for the market overall. So, uh, So, you know, sort of somewhat muted the growth, but, you know, with the win rate improving more recently, I think that will pick up again. And, yeah, you know, it's about not far from a $200 million business, so it's a meaningful business for us. And it also tends to have good margins. And, of course, it's strategically very important to us. You'll see a lot of activity this year in terms of, further improvements, refinements, new models, and things like that. So a lot of our investments are going in this direction for proteomics and the various flavors of that, from proteoform profiling of intact to all the way to lipidomics, metabolomics, glycomics. It's a very key, it's one of the breakout, along with spatial biology, it's one of the breakout opportunities of the company. and we're very heavily investing there. It's doing good, and its growth rate is recovering.

Two questions for Gerald. Could you break out the impact of currency on operating margin guidance for the year? And then secondly, inventories came down a lot sequentially. Maybe that was currency. How are you thinking about free cash flow conversion in 2025?

Yeah, so on the first question, Brandon, yeah, I think generally for 25, we're expecting a 3% foreign exchange headwind right now, and that's just where it is. We'll see how it all plays out as we get down further. In 2025, we start to see some movement thereafter. And on the cash flow conversion, yeah, we had quite a good quarter, I would say, notwithstanding you know, some acquisition-related expenses in the fourth quarter. We generated a significant amount of working capital improvement in the fourth quarter, and I'm expecting to see that continue as we move into 2025. Our cash flow conversion has improved, I think, you know, significantly after, you know, I would say some challenges, especially related to initial working capital associated with their acquired businesses, but overall, We're pretty pleased with the performance in the fourth quarter and expect to continue to see it.

Yeah, our operational teams and our finance teams are doing a great job with free cash flow conversion. That's already improving, as you've seen, in Q4. And that'll be another big focus for 2025, obviously, as we either further deleverage or do more share buybacks. I think that's a priority. It gives us more flexibility. I think maybe one earlier modeling question that you had, Brandon, On our 140 bps, 25 operating profit margin expansion, the net headwind between a larger M&A headwind and a smaller FX tailwind is about, the net headwind is about 20 bps. I hope that helps and addresses your question. Okay. Thank you.

The next question will come from Doug Schinkel with Wolf Research. Please go ahead, sir.

Hi, this is Madeline Molman on for Doug. For Gerald, if conditions with the NIH or in China do deteriorate, can you talk through what levers you have at your disposal to protect the margin and EPS guidance? And then thinking about the NIH funding specifically, if the environment does deteriorate, Are there things that you can do to reduce adoption, friction to adoption of products, like funding for capital, if funding for capital equipment becomes more challenging?

It's sort of, as I said earlier, it's kind of baked in, right? We have done some sensitivity modeling. We read your research. So, for instance, we did model an 8% decline, which we don't think will happen, but it could happen in the first half, maybe with some catch-up in the second half. And so those type of reasonable scenarios, including delays and also a flat-out reduction in NIH budget this year by, for instance, that 8% figure that's floating out there, mathematically, we think we've put that into the guidance. That's why, you know, otherwise maybe our guidance would have been a little higher. But, you know, this is something we've really tried to take into account. Can you predict everything this year? Of course not. But I think we've done a reasonable job in putting some unpleasant NIH scenarios into our guidance. Have we put in a worst case? Of course not. No, but I think there won't be a worst case. But a reasonable contingency has been built in. And we've also, as you've seen, have taken that through margins and EPS. So it's also built into that, not only at the revenue growth level. We think we have enough strength. Gerald, you would like to add something to that?

I'm just going to say with respect to your other part of your question, on 25, in the company, I just remind folks that the company is still quite a global organization. We still have significant revenue performance in other geographies outside of the United States, 70 plus percent of our revenues coming ex-U.S. So there's still a significant order backlog. Our Our performance across most of our other areas of growth are continuing. Here I'm talking about the two areas Frank highlighted, the semiconductor and metrology area, our microbiology, infectious disease businesses, and we have very solid performance across industrial businesses in other geographies. So I think that the general portfolio of the company is really pretty transformed to a level where it's not really only about academic government research funding, and even if it's more focused on that, there's plenty of global opportunities outside of the U.S.

Great. Thank you. And then on the topic of the Make America Healthy Again movement, can you talk a little bit how Bruker is positioned to benefit from things like increases in food, water, environmental, and PFAS testing? What's your exposure there, and do you have anything built into your guidance around that?

Yeah, we have an applied markets business as well. So we do some PFAS testing and PFAS research testing. Some other companies have more of that than we do, but we are involved in some of those markets as well. Clearly, as people are looking at validation studies, I think the MAHA in some ways, Make a Micron Healthy Again, In my way of thinking, very, very much supports that you look at, now I'm going to get a little nerdy, but that you look at the phenome, that you look at the post-genomic total organism, the patient, and don't just do genomic medicine and things like that because they don't change so much with food and environmental factors. So in a subtle way, but perhaps in a fundamental way, it's going to drive us much more towards this whole human phenome biology testing, and that's all very much where we're aligning directionally. So there is a subtle long-term effect that I think will be very powerful for the type of medical research that we are prepared to support and that this new administration seems to be focusing on. Nobody has quite said it that way, but if you think about it more deeply, it's actually going to very much accelerate this post-genomic era and the whole human phenome biology.

Great. Thank you.

That was a bit much for a financial call, but I think it's important.

The next question will come from Rachel Vansell with J.P. Morgan. Please go ahead.

Perfect. Good morning. Thanks for taking the questions, you guys. So I wanted to dig into this first quarter guide. You mentioned that you're assuming flat organic growth, mid-single-digit CER, so that's really implying a mid-single-digit contribution from acquisitions. It looks like the street was modeling a double-digit number for the first quarter in terms of M&A contribution. So can you unpack those M&A assumptions for us in the first quarter? Are there any one-timers? Is there conservatism baked into the M&A assumption? And then what type of cadence are you assuming for M&A contribution throughout the year?

Right. It'll have the biggest impact in the first quarter, Rachel, of course, right? Because the two larger acquisitions closed back-to-back in April 30th and May 6th, from what I remember, that's Elitech and Nanostring, whereas ChemSpeed closed somehow in the middle of the first quarter. So, indeed, our M&A benefit in the first quarter will be mid to high single digits, perhaps. And accordingly, you know, that's very satisfactory since we're aiming for overall revenue growth. We're managing the quarters, not for one of these elements that go into it, but overall revenue growth. So that'll be reasonable for us and that fits our cadence. M&A will then have a moderate impact, a benefit in the second quarter. And then it'll fall off in Q3 and Q4 as all of these things will be organic.

Got it. That's helpful. Then just on my follow-up, just regarding China Stimulus, you mentioned that you had 15 million of stimulus orders in the back half of 2024. Can you walk us through what are you assuming in terms of benefit from China Stimulus into the 2025 guide versus what would be upside? And then also just where are you seeing the orders, either from a provincial level, from a product level? Any color there would be helpful as well. Thanks so much.

Rachel, it's Gerald. I'll take that. Hello. On the stimulus orders, in the guide, we would simply assume that it's, first of all, we did see some improvement in stimulus orders in the fourth quarter, 24, but we're expecting to see those orders spread out in, continue to be spread out in the first half of 25. So we expect to see more in the first quarter, for example, in 25. And then the benefit itself from a revenue perspective to mostly hit into the second half of 25 and into the first half of 26. So those are already essentially baked in, but I think we have not assumed substantially large numbers in those cases, largely due to the delays that we have seen and continue to see with respect to that.

So modest levels are baked in, and we're not about to prematurely harvest potential higher levels because of NIH uncertainty. So maybe... Maybe that'll end up offsetting itself, but, you know, remains to be seen. We've baked in. In an isolated world, we've probably been quite conservative on China stimulus being baked in because, you know, of other uncertainties that we're all aware of. Hope that helps.

The next question will come from Taicho Peterson with Jefferies. Please go ahead.

Hey, thanks. A couple on guidance as well. I guess the 2% to 3% from M&A, could you maybe just delineate between NanoString? I know that, you know, had been running below plan. You know, ChemSpeed had been running above plan. And then Ella Tech, are you seeing synergies, you know, with the MALDI business there yet? And then also, Gerald, you know, expectations for further, you know, backlog reduction in 25, you know, intentionally bringing that down. And are you guys assuming a reversal of the import-export, you know, restrictions? And then lastly, Frank, could SEMI accelerate from here? I think you've got a new gated architecture replacing FinSet. There's a lot more sampling and process steps needed. Maybe just talk a little bit about whether SEMI could actually pick up from here.

So, yeah, nanostring is doing okay. I mean, it's not quite running at the 10 million per month, 120 million run rate, a little bit lower, but, you know, maybe it's running at 110 million or so. And that's in a year, remember, when, of course, we all remember where biopharma was relatively weak, and often that tends to be one-third of nanostring revenue, and that was just a weak part. So, we expect that to pick up. We don't expect nanostring to go back yet in 25 to its pre-Chapter 11 levels, but we expect nice growth in nanostring as well as in cellular analysis this year. Elitech is just chugging along. It's just, oh my God, I've never had such a predictable business. It's good. It has, as you may recall from J.P. Morgan, it had more placements of instruments last year than we had expected. That bodes well for these instruments then coming up to full speed and having the consumables pull through by, you know, maybe the middle of this year so that they're doing great. ChemSpeed is doing better than expected. Semi, you know, Semi is so strong already and it is on such a good trajectory. I don't know that it would further accelerate, but I also, to your point, maybe don't expect any deceleration in our Semi portfolio. So it's just a delight and it's been on a good growth trajectory with terrific margins. And I missed something on import-export. I apologize.

What was the question on that? Are you assuming that gets unwound, the restrictions on China?

So we have certain semi-restrictions on China. They're not going to go away. Those were already implemented two or three years ago for very high-performance equipment that you cannot export to China. That's completely baked in as of years ago. And these other more recent stuff that came out just in early January, none of that affected us. And so, therefore, it won't go away, Tycho, but only because it doesn't affect us. These instruments, mostly I do bottom-up proteomics, and the few instruments that we have that do top-down proteomics, they come from Switzerland or Germany, so they're not affected directly.

Okay. And then, Bill, can you comment on backlog dynamics? And then also, I had people asking about first-quarter operating margins. It looks like they're pretty soft, so could you touch on that as well? Thanks.

Yeah, right. So as we said, we think the cadence will be that operating margin improvements will be more in the not only back half, but in the Q2 through Q4. So Q1 will be not strong on operating profit margin. That is correct, simply because that's still mathematically a quarter where the nano string dilution is new to us year over year.

last q124 i'm stating the obvious sir we didn't have nano string yet so therefore it didn't have its dilutive effect yet um so it's it's honestly it's just math there's nothing more than that in there it's just how the math comes together and taiko with respect to your question on backlog in 25 we're not assuming any significant change i mean at this point to be blunt about it we've talked about dragging that backlog down um over multiple years and our order performance particularly in the fourth quarter, has just made that challenging, as Frank mentioned earlier.

In a good way.

We haven't been able to bring it down significantly because of the order.

But that's the put or the take. I don't know which it is, but if NIH was really just terrible for the rest of the year and there was no new political consensus of how to redeploy those savings into research infrastructure, and maybe uncertainty would be the biggest problem, right? I think we have that, we're sitting on that extra two months of backlog cushion that we'd like to not use up this year. We don't think we will. But, you know, that comes down a little bit this year is fine. Yeah. And also baked into this a little bit. But we're not expecting to go from seven to five months. But, you know, but that's kind of the, That's the free variable that we can choose to come down by half a month or by a full month this year, depending on how order patterns are. That's why we are in an unusual position to where we have that other steering wheel that just nicely counteracts any other uncertainty.

Great.

Thank you. We can take one more question.

The next question will come from Sabu Nabi with Guggenheim Securities. Please go ahead.

Hey, thank you so much for taking my question. Frank, you mentioned Tim Stoff that the new product launches is back on track. Where are you seeing most growth in terms of geography, given recent microfunding events, especially in the U.S.? Could you lay out what your mass spec exposure is in the U.S., and then what is assumed in the 2025 guide?

Yeah, Tim Stoff... So indeed, yeah, we've signaled that the TIMSS Omni will be launched, hopefully at ASMS, but sometime this year. That's sort of an unusual new field of proteoform analysis within mass spectrometry. So we hope that we'll have a launch this. We're pretty sure we're confident that we have a launch this year, hopefully at ASMS. There will be other improvements that, for competitive reasons, we don't want to hint at right now, but there's a lot in the pipeline. The geographic contribution on TIMSTOF is not that unusual. It's obviously U.S.-heavy and Europe-heavy, but there is a meaningful contribution also from Asia Pacific, China, but also Japan, Korea, this Korea stimulus package that's now coming along. Biopharma and biosciences is part of that. We're also benefiting from the battery part, another driver of strength. So Timstof had been suffering also a little bit from weaker biopharma funding. So we think that may begin to gradually reverse this year. So that might be another driver that lifts all boats. Maybe that's, and a lot of that biopharma funding tends to be primarily in the United States. A lot of it in Europe, a lot of it in Asia Pacific, but the U.S. is clearly leading there. Hope that helps, Subbu.

Yeah, so that means the NIH funding is probably not going to just have an isolated effect on that spec. One thing you said, Interactome, does that mean it's top-down? Should we worry about something else, or is this what you told Tycho, that it's manufactured elsewhere, not in the U.S.

Did you use the word interactome?

Yes.

Interactome is different from top-down. A lot of people use bottom-up proteomics to look at protein-protein interaction. Interactome is also very much studied by NMR, ultra-high-field NMR. Anyway, I think without getting into too much scientific detail, on a financial call, none of this matters. All of these instruments, none of these instruments. Interactome is not top-down, so those are separate. But either way, none of this restricts any of our products for these type of applications are all made in Europe.

Perfect. That's all I wanted to hear. Thank you.

Right. Thank you for asking. All right. I'm afraid we're out of time.

Yes, sir. This concludes our question and answer session. I would like to turn the conference back over to Mr. Joe Koska for any closing remarks. Please go ahead.

Thank you for joining us today. Brooker's leadership team looks forward to meeting with you at an investor event or speaking with you directly during the first quarter. Feel free to reach out to me to arrange any follow-up. Have a good day.

The conference is now concluded. Thank you for attending today's presentation. You may now disconnect.