Bioventus Inc.

Good day and welcome to the BioVentus second quarter 2024 earnings conference call. All participants will be in a listen only mode. Should you need assistance, please signal conference specialist 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. 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 Dave Crawford, Vice President of Investor Relations. Please go ahead.

Thanks Danielle, and good morning everyone. And thanks for joining us. It is my pleasure to welcome you to the BioVentus 2024 second quarter earnings conference call. With me this morning are Rob Quayfold, President and CEO, and Mark Singleton, Senior Vice President and CFO. Rob will begin his remarks with an update on our 2024 priorities and our business. And Mark will provide detail of our second quarter results and discuss our updated 2024 financial guidance. We'll finish the call with Q&A. The presentation for today's call is available in the investors section of our website bioventus.com. But before I begin, I would like to remind everyone that our remarks today contain forward looking statements that are based on current expectations of management and involve inherent risks and uncertainties that could cause actual results to differ materially from those indicated. Including the risks and uncertainties described in the company's filings with the Securities and Exchange Commission, including items 1A risk factors of the company's form 10K for the year ended December 31st, 2023. As such factors may be updated from time to time in the company's other filings made with the Securities and Exchange Commission. You are cautioned not to place undue reliance upon any forward looking statements. We speak only as of the date made. Although it may voluntarily do so from time to time, the company undertakes no commitment to update or revise the forward looking statements, whether as a result of new information, future events, or otherwise, except as required by applicable securities laws. This call will also include references to certain financial measures that are not calculated in accordance with US generally accepted accounting principles or GAAP. We refer to these as non-GAAP or adjusted financial measures. Important disclosures about the definitions and reconciliations of those non-GAAP financial measures to the most comparable measures calculated and presented in accordance with GAAP are available in the earnings press release on the investor relations portion of our website at bioventus.com. And now I'll turn the call over to Rob.

Thank you, Dave. Good morning, everyone, and thanks for joining our call today. We're off to an excellent start to 2024 thanks to the efforts of our bioventus team across all functions and geographies. In the beginning of this year, we established new strategic priorities and aggressive goals for our team. And they have responded very well with their strong customer focus, agility, and execution, along with a continuous improvement mindset to produce favorable results for the first half of the year. And while I'm encouraged by our clear progress this year, I'm even more enthused about the potential of our business for long term growth and margin enhancement in the years ahead. Let's take a look at our performance across the three priorities I introduced at the start of the year. Accelerating revenue growth, improving profitability, and enhancing our liquidity position. With respect to our first priority, accelerating revenue growth, we delivered organic revenue growth of 14% in the second quarter when removing the impact of our wound business divestiture. This marks the third straight quarter of double digit organic growth. Because of our first half performance and expected momentum continuing into the second half, we now anticipate delivering double digit organic growth for the full year. I'll share just a few highlights regarding our revenue. Starting with surgical solutions, we accelerated our double digit growth in the second quarter with a strong performance in both ultrasonics and bone graft substitutes. With respect to ultrasonics, our team once again doubled the number of generators sold compared to the prior year, which is a leading indicator for expected acceleration of our disposable portfolio. And moving forward, we believe we have an incredible opportunity to invest and create transformational growth in multiple ways, including building our base in the spine market, penetrating additional high potential growth segments, including neurosurgery, and by investing in new geographies. We're looking forward to leveraging this powerful combination to drive sustained double digit growth in the years ahead. Simultaneously, our bone graft substitutes team continue to strengthen our commercial execution and growth with both existing and new distributors to further our market share gains. We also continue to advance innovation within our BGS portfolio with the recent FDA clearance for our osteoamucanula, unlocking new opportunities for future growth in minimally invasive surgery in the spine segment. With respect to our HA business for osteoarthritis, the team delivered double digit growth again in the second quarter, propelled by significant demand for Duralaine, our single injection therapy. We have a solid platform for sustained growth in HA with our clinical differentiation, dedicated commercial team, strength of our private payer coverage, and significant opportunities for geographic expansion. Moving along, after years of decline, we grew our exigent business for the third straight quarter, and we expect mid-single digit growth for the year. Keep in mind that this business previously generated over $100 million in annual revenue, but a lack of prioritization led to a significant decline. Now our team has returned the business to growth, and with their focus on the fundamentals, such as medical education, product enhancements, and commercial execution, we have the potential to grow this business back over $100 million. The improved performance of our exigent business is one of the clear indications that we have new momentum at BioVentus. Next, I'd like to briefly mention that we have made the strategic decision to divest our advanced rehabilitation business. We are highlighting this today and in our 10-Q because we may sign an agreement during the third quarter. This prudent decision reflects our deep respect for our advanced rehabilitation team, our customers, and the many patients who benefit from this life-changing technology. Our goal is for the business to be positioned in an environment that enables the higher focus and prioritization it deserves. This potential divestiture will also allow BioVentus to better focus on execution within our core businesses, continue accelerating our revenue, and enhance our liquidity. Now I'll shift to our second focus area, boosting profitability. With our peer-leading gross margin and our accelerated revenue growth, we significantly increased our adjusted EBITDA and operating margin. Adjusted EBITDA for the quarter was its highest to date at over $34 million, and we drove a 224 basis point increase in our adjusted EBITDA margin compared to the prior year. We now have an opportunity to invest selectively in high potential areas to drive long-term profitable growth, including areas like R&D, medical education, commercial productivity, and our supply chain in the second half of the year. Even with these increased investments, we will continue to grow the bottom line faster than our top line, and we project our overall 2024 adjusted EBITDA margin to expand by more than 100 basis points compared to the prior year. We believe this level of annual margin improvement is sustainable as we capitalize on revenue acceleration, preserve our high gross margins with supply chain improvements, and reallocate or reduce operational expenditures to invest in higher ROI initiatives or drop the savings to the bottom line. And now I'll turn to our third major focus area, improving our liquidity position. We further reduced our net leverage ratio at the end of the second quarter with the increase in adjusted EBITDA and reduction in debt. Equally important, I want to highlight the significant increase in cash flow for the quarter. We are encouraged by the faster than anticipated reduction in our leverage ratio, and we will remain very focused on this priority moving forward. Given our progress, we're confident we can reduce our net leverage ratio to below three times before we exit 2025. That concludes my update on our three priorities. Before turning it over to Mark to dive deeper into our financials, I'll mention that since joining my event just seven months ago, I've had the opportunity to continue to engage with many employees, customers, and shareholders, and I want to take a moment to express my appreciation to all of our stakeholders. With your help, we're transforming BioVentus, and I'm confident that the work that's taking place across our organization to improve our fundamentals and unlock new long-term growth will advance our business and create significant shareholder value. Now I'll turn the call over to Mark.

Thanks, Rob, and good morning, everyone. Let me begin by saying that I am encouraged by the sustained improvement exhibited throughout our business over the past several quarters, and we are well positioned to enhance our growth profitability and cash flow for the remainder of the year and into the future. Now turning to our results for the second quarter, revenue of $151 million increased 10% compared to the prior year. Adjusting for the divestiture of our wood business, organic revenue advanced 14%. We maintained our momentum across all three of our businesses as we achieved results ahead of our expectations. In addition, adjusted EBITDA of over $34 million increased $6 million and represented a 22% increase compared to the prior year. -to-date adjusted EBITDA is up 27% compared to the prior year. The increase in the second quarter was driven by higher revenue and gross margin expansion. Adjusted gross margin of 76% improved 180 basis points compared to the prior year. This is a result of favorable revenue mix given robust growth from the higher margin HA and surgical solutions businesses. Lower private payer rebates for our HA business and the impact from the divestiture of the lower margin wood business. Looking more closely at our revenue performance for the quarter, surgical solutions revenue accelerated by 16% as both ultrasonics and BGS continued to generate double-digit growth. Through the diligent work of our product supply and commercial teams, we successfully navigated the recent supply challenge and drove growth above our expectations. As we move into the second half, we are steadily increasing supply and continue to enhance our sales planning and operations processes. Intain Treatment's revenue increased 17% compared to the prior year as we maintained double-digit growth for the third consecutive quarter driven by Durallange brand recognition and the strength of our team's commercial execution. In addition, revenue was enhanced by a few million dollars from favorable mix shift, lowering our private payer rebates. We expect to maintain our strong execution in the second half and now project driving double-digit growth for the year. Shifting to restorative therapies, sales fell 9% driven by the impact of our wound business divestiture which accounted for 14 percentage points of the decline. On an organic basis, restorative therapies increased 5 percentage points driven by exigent. We were encouraged by exigent's turnaround resulting from our efforts to improve the sales force execution and the impact of additional resources to assist our sales team. Finally, our international segment grew 4% compared to the prior year driven by Durallange. We expect growth to accelerate for the remainder of the year as we recover from delayed shipments for Ultrasonics earlier this year along with sustained double-digit growth for Durallange. Moving down the income statement, adjusted total operating expenses rose nearly $10 million compared to the prior year. The increase was primarily related to higher sales commissions from revenue growth and higher employee compensation from increased headcount. Now turning to our bottom line financial metrics, adjusted operating income increased 12% to $31 million from $28 million in the prior year while our adjusted operating margin of 21% increased 40 basis points compared to the prior year period. Adjusted net income totaled $15 million up 37% compared to the prior year. Adjusted earnings per share were $0.19 for the quarter ahead of our expectations. Now turning to the balance sheet and cash flow statement, we ended the quarter with $32 million of cash on hand and $383 million of debt outstanding, an $8 million reduction for the quarter. We had $15 million drawn on a revolving credit facility at the end of the second quarter. As Rob mentioned, we saw a significant sequential increase in cash flow this quarter. Operating cash flow represented an inflow of $15 million. We further reduced our net leverage ratio and from a liquidity perspective we remain well within compliance with our net leverage and interest coverage covenants. With our expected reduction in debt and an increase in EBITDA with the remainder of 2024 and into 2025, we now expect our net leverage ratio to be below three times before exiting 2025. Finally, given the accelerated momentum in our business and increased expectations, let me update our 2024 financial guidance. Based on our team's solid execution of our business plan, we now expect net sales to be in the range of $557 million to $567 million. This represents a $19.5 million increase in the midpoint compared to our prior guidance of $535 million to $550 million. From an organic growth perspective, the midpoint of the guidance range reflects an expected revenue growth of 10% in the second half of the year and over 12% growth for the full year. For the year, we expect adjusted EBITDA to now be between $104 million and $107 million. This represents a $9 million increase in the midpoint compared to our prior guidance of $94 million to $99 million. The midpoint of our guidance reflects expected adjusted EBITDA growth of 10% in the second half of the year and over 19% growth for the full year. Finally, our guidance for adjusted earnings per share is now expected to be $0.36 to $0.42. This represents a $0.10 increase compared to the midpoint of our prior guidance of $0.25 to $0.33. In closing, we are excited about our performance through the first half of the year and will remain diligent in our efforts to further enhance our revenue and adjusted EBITDA growth and drive improved cash flow. Operators, please open the line for questions.

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. The first question comes from Chase Nickerbacher from Craig Hallam. Please go ahead.

Good morning, Rob and Mark. Congrats on another really nice quarter here. Maybe Rob, just to start, what did you see, I guess, since the May update, you know, kind of in the recent quarter that led to the decision to divest and kind of the team historically isn't pretty consistent that that, you know, is a nice kind of bottom line business, had never really committed to whether or not to divest. Kind of talk to me about what you saw kind of in the last quarter that kind of led to this decision.

Thanks, Chase, for the question. You know, I'll start, Chase, by just saying I have a lot of respect for this business and for the team and for the many patients who benefit from the life changing technology. And it's, you know, one of the harder things to do is to divest a business or choose to divest a business that you respect so much, but it's the right thing to do for our stakeholders. And when we made this decision, it was with that mind because our goal is to put the business in an environment that enables the higher focus it deserves. And so the decision was really driven by this business is fantastic, it has amazing technology, and it has more potential than it's realizing today. And at the same time, the potential divestiture allows BioVentus to better focus on execution within our core businesses where we have so much potential and to continue accelerating our profitable revenue growth. And as you know, it also enhances our liquidity. So that's really what drove the decision,

Chase. Yeah, Chase, this is Mark. I'll just add from an overall financial, you know, accretion dilution perspective, it's really immaterial. I mean, that actually, you know, is a lower growth business, a lower margin, but overall, I'd say, you know, immaterial to the financials.

But it does obviously reduce our debt levels.

Makes sense, got it. Maybe just shifting to pain, you know, a lot better than I think we, anyone had expected. Can you help me a little bit with the drivers as far as kind of year over year? Was it mainly driven by volume? Did we start to see, you know, fairly meaningful pricing benefit? Just kind of walk me through the drivers of, you know, really strong organic growth number there.

Yeah, Chase, thanks. I mean, this is, again, really continued strong execution from our teams. The sales team has done a great job of selling around all the contract positions that we have. And, you know, obviously with Durlan being clinically differentiated. So I think it's really a continuation of what we've talked about for the last three quarters. We're starting to get into new areas like the VA and executing a lot better in the IDNs and, you know, being a lot more targeted with that. But the sales team's really done a great job over the first two quarters of selling around the contracts. The market's continuing, you know, to expand with a number of lives and opportunities. But, you know, we've talked about price a lot really, you know, and 2Q is mainly driven by all volume. You know, it was really the driver of this. And so it feels really good about our performance there heading into the second half where we talked about, you

know, continuing to see double digit growth for that business. Got it. And then just lastly

on surgical and then a click gross margin question. It's kind of tough to peel apart kind of BGS versus Ultrasonics, but, you know, BGS continues to really, you know, kind of outperform certainly market growth rates. Can you just speak to, is this just a continuation of kind of the distributor model being the right -to-market strategy here? And just got a lot of distributors who are excited about Osu! AMP. And then just on gross margins, Mark, you know, I know we talked about last quarter things kind of going back to 74%, 75% kind of mid-70s kind of were consistent from Q1. Is this a product mixture we should expect going forward or, you know, same kind of commentary as last quarter? Thanks.

Yeah. On the get to BGS last, I'll take the margin question first. From a margin perspective, again, you know, pure leading gross margins really a great asset for a company. And you can see the leverage that we drove in Q2 with that, you know, driving double digit revenue growth. And you see the margin dropping through. But from a second half perspective, you know, we really benefited in the first half from a really, really strong mix in surgical solutions and our ATA business with both really high margin businesses where we saw our growth. But in the second half, we'll see a slightly lower margin than the first half really is we start to get our international business back to the level of growth that we expect there. So that will bring the margin down a little bit in the second half from the first half. From a BGS perspective, again, really good story overall with surgical solutions. Ultrasonics, as, you know, Rob, they mentioned in our prepared remarks, continues to perform. We doubled the amount of generators that we sold last year, which is the leading, you know, indicator for disposables that are going to come. So really did a strong performance on Ultrasonics from a BGS perspective. It's really two things. One, we're seeing a lot better performance from our legacy distributors, which our sales team has done a great job of executing with. And it would just add that, you know, the growth that we're seeing there, even with the supply challenges that we've had, I mean, that just, you know, says that we can really, you know, even perform better with, you know, as we work through the supply challenges, as well as stabilize in the second half. But the other thing is we did a really strong, nice job of adding new distributors in the second half of last year. So it's really a combination of the legacy distributors, seeing a better performance out of them, and then also the kind of new groundwork that the team laid in the back half of last year. So really feel good about that as a growth driver in 2024 and, you know, and into the future our share there is really low and really looking to, you know, still a lot of opportunity

in front of us. Got it. Congrats again,

guys. The next question comes from Robbie Marcus from JPMorgan. Please go ahead.

Hi, this is actually Lily on for Robbie. Thanks for taking the question and congrats on the good quarter. You raised the top line by more than the beat. So can you talk through how you're thinking about the back half of the year and where that incremental upside is coming from?

Sure. This is Rob. We'll make a general comment about back half of the year and then, you know, Mark can chime in. We had this really strong first half of the year and for the back half, feel good about, again, driving double digit growth top line and bottom line. And what this means for the full year is not just growing double digits, both top and bottom, but actually growing the bottom line 2X, almost 2X the top line. So with that, I'll let Mark talk a little bit more about the details there. Yeah, we feel good about it. You know, double digit

growth in the back half of the year, while it's slightly less than what we saw on the first half, we feel really good about it. Double digit growth on the top line, double digit growth on the bottom line. So really managing the P&L, you know, from an overall revenue perspective, it's in line with the seasonality that we've historically seen after you kind of removed some of the one-time benefits that we mentioned in our prepared remarks around some of the private payer dynamics. So we think that the first half, the second half makes sense on the top line. And again, still growing double digits, very healthy growth. From a bottom line perspective, we're still growing double digits as well while we are also investing back into the business. And things like medical education, you know, strengthening our commercial execution and really starting to put money into R&D as well. I mean, you think about where this business has been over the last 12 to 18 months, we've pretty much starved it and haven't been able to make these key investments. And we believe that these, you know, investments are going to help us in the back half, but also get us off to a really strong start in 2025 and start to fuel some of the growth drivers that we have in our international business and, you know, continue to accelerate our ultrasonic growth. So I feel really good about the guidance that we have in the second half and, you know, look forward to executing and delivering that.

And Lily, this is Rob again. I think you may have mentioned, you know, what we'll contribute to it from a business standpoint. You know, in the first half of the year, it was broad-based overachievement across our business. And we expect very strong performance across the business again for the second half.

Got it. That's helpful. And then just following up on that, you know, similarly, you put up really good EPS and adjusted EBITDA results, but I think guidance implies a step down over the back half of the year on the bottom line and on margin. So is that just conservatism or are there other dynamics that we should be thinking about? And three Q and four Q. Thank you.

Yeah, I guess I'll just reiterate. If you look at, you know, in the second half, even with the step down that you're referring to from an absolute perspective, we're still growing our bottom line EBITDA, you know, 10%, double digits. We're growing revenue 10% on our midpoint of our guidance. We're going EBITDA 10% on the midpoint of our guidance. And, you know, the step down really coming from those key investments that we talked about and starting to really take a disciplined approach in those investments. And we've been very disciplined over the last 18 months from the organization perspective of managing our expense really, really well as our results speak for themselves with that. But, you know, we are going to start to look at strategic investments that are going to drive, you know, start to drive growth in the medium and long term and R&D, medical education, commercial execution. So, you know, from a step down perspective, that's really what's driving it. But, you know, again, through the first half of the year, we've grown our revenue 14 to 15% and grown our bottom line 28%. So, we're going to start to use some of that money in a really disciplined way, a thoughtful way to make sure we have the ROI on these investments that we're going to put back in in the second half that's really going to fuel the business, you

know, in the back end but also for the long term.

Great. Thank you. The next question comes from Kaitlyn Cronin from Canaccord. Please go ahead.

Hi, Robin Mark. It's John. I'm for Kaitlyn this morning. Congrats on the quarter and thanks for taking our questions. Just want to start on the hyaluronic acid business. You know, the sales force, can you talk about any continued progress made here as you look at target larger accounts? Have you been taking shares of other players that de-emphasize their sales organization in this segment?

I'll start off, John. Thanks for the comment and also the question. Yeah, we continue to see success with our AJA portfolio, in particular, Duralain, with its strong performance above market growth, which means taking share from others. And a source of that growth is through the larger accounts that we previously mentioned and that you just touched on there. And so, we feel really good about this. What's happening is that the clinical differentiation of Duralain and our overall portfolio is being recognized on an increased basis. And that dedicated commercial team that we have means that we live and breathe this business every day, very focused on it, and that's driving our success above market as well. But then also the combination of this private payer coverage and the opportunity for geographic expansion, not only driving short-term results, but also sets

us up for success over the coming years. Great, thanks. Just any update on Talisman and the Purple Nerve business?

Yeah, we mentioned previously that we're really excited about the technology. We don't expect any impact from Talisman this year, any significant impact this year. It's still going through the FDA clearance. And once we have additional information, not just on that, but also on the launch ahead, we'll be sure to include it in our earnings call or in separate conversations. But really excited about it overall. You know, when you take the P&S business, we have across, by event, such a great mix of areas where we can grow above market to take market share and other areas where we can grow the overall category with our technology and our approach within P&S with Talisman as both. We have both the opportunities, we come out with it to take share and to grow the overall category. So stay tuned and we'll tell you more about that in the coming

quarters. Great, thanks for your question. Thank

you. This concludes our question and answer session. I would like to turn the conference back over to Rob Clave-Poole for closing remarks.

All right, thanks everyone for your interest in Bioventus. As you know, we delivered significant improvements across our business in the second quarter. And we look forward to building on our momentum across our three priorities of accelerating revenue growth, improving profitability, and enhancing our liquidity position to create significant shareholder value. Thanks and have a good day.

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