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spk03: Hello, and welcome to the Exobionics Q2 2023 Financial Results Conference call and webcast. If anyone should require operator assistance, please press star zero on your telephone keypad. A question and answer session will follow the formal presentation. You may press star one at any time to be placed in the question queue. As a reminder, this conference is being recorded. It's now my pleasure to turn the call over to your host, Matt Steinberg with FinPartners. Please go ahead, Matt.
spk01: Thank you, operator. Thank you all for participating in today's call. Joining me from Exobionics are Scott Davis, Chief Executive Officer, Jason Jones, Chief Operating Officer, and Jerome Wong, Chief Financial Officer. Earlier today, Exobionics released financial results for the second quarter of 2023. A copy of the press release is available on the company's website. Before we begin, I would like to remind you that management will make statements during this call that will include forward-looking statements within the meaning of the federal securities laws which are made pursuant to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995. Any statements made during this call that are not statements of historical facts should be deemed to be forward-looking statements. All forward-looking statements, including statements regarding our business strategy, Future financial or operational expectations or our expectations of the regulatory landscape governing our products and operations are based upon management's current estimates and various assumptions. These statements involve material risks and uncertainties that could cause actual results or events to materially differ from those anticipated or implied by these forward-looking statements. Accordingly, you should not place undue reliance on these statements. or a list and description of the risks and uncertainties associated with our businesses, please see our filings with the Securities and Exchange Commission. EXO disclaims any intention or obligation, except as required by law, to update or revise any financial or operational projections, our regulatory outlook, or other forward-looking statements, whether because of new information, future events, or otherwise, which speak only as of today, July 27th, I will now turn the call over to ExoBionics CEO, Scott Davis.
spk06: Thank you, Matt, and thank you to everyone for joining us today. We are very pleased with our second quarter results, most notably a record number of ExoHealth device bookings and strong revenue growth of 36% year over year. Driven by the ongoing performance of our ExoNR, the positive contributions from our ExoIndigo products, and continued solid execution of our team, we are making tremendous progress in reaching more patients across the continuum of care. EXO has taken an approach of using our technology and rehabilitative programs to follow patients from post-acute to outpatient care and on to continued home and community use. This helps differentiate us in the industry and provides our patients with more options for use of technology in their recovery process. We believe this differentiating strategy gives us access to a sizable addressable market. Specifically, we believe the VA alone with its programs around the ExoIndigo Personal provides us a market opportunity of more than $300 million. Additionally, with a full Indigo product line, our reach now expands to outpatient facilities that total almost 63,000 centers domestically along with wellness centers, which is an emerging market for us that total approximately 31,000 across the U.S. Our commercial and marketing teams are hard at work to drive greater awareness as we seek to penetrate these large markets. In the second quarter, we booked a total of 44 ExoHealth devices, a quarterly record. This includes devices within the ExoNR and ExoIndigo product lines. Among these bookings was another significant multi-unit order from an integrated delivery network, or IDN, for 12 of our XONR devices. This represents the second straight quarter of a sizable booking number with a large IDN customer. We believe that our customers are seeing firsthand how our cutting-edge devices elevate the standard of care for neurorehabilitation. Our research suggests that post-acute care centers gain clear benefits with our ExoNR and ExoIndigo devices in the form of positive patient outcomes, a differentiated and more efficient offering, and better economic value. Furthermore, we are leveraging our current customer base to heighten awareness for individuals who can benefit from the use of ExoIndigo Personal. These adoption drivers are among the reasons our commercial team is generating strong demand from new and existing network operators, putting us in a position to reach a significantly larger patient population. Internationally, we're pleased to have recorded a strong booking quarter, particularly in Europe. One exciting deal of note is through a distributor in Hungary that resulted in a six-unit XONR deal. The strength in Europe underscores our investment in indirect partnerships in the region. In APAC, we secured our first XO Indigo booking. We continue to see these regions as important growth drivers in the years to come. Turning to an update on the progress with our industrial product line, XO Works. During the second quarter, as we previously mentioned, we continued focusing on a different go-to-market strategy. placing increased emphasis on EVO and its placement into large industrial settings where we believe there is an addressable market opportunity of approximately $5 billion. This refocus takes time with a longer sales cycle, but I'm pleased to report subsequent to quarter end, we want a competitive bid with a global automotive leader and have a number of other promising opportunities in our pipeline. During the quarter, we also shipped our first EVO from our new contract manufacturer, which brings us a better pricing structure. Looking ahead, our ExoWorks commercial team is focused on targeting large customers and increasing engagement to drive demand and ensure the success and safety of our customers' workforce. another exciting development at the end of the quarter was the recently updated 2024 home health prospective payment system rate from the centers for medicare and medicaid services or cms with a newly proposed rule that is relevant for our business and our patients this rule would codify the long-standing medicare definition of grace to provide clarification on the scope of the Medicare Part B benefit for leg, arm, back, and neck braces, and as a result, would classify certain exoskeleton-type devices as braces for Medicare payment purposes. This is a positive step in facilitating the potential for Medicare coverage of personal exoskeletons, such as our EXO Indigo Personal, for qualified patients as a lump sum reimbursement. We fully support the codifying of the proposal to further enhance potential access for Medicare beneficiaries and look forward to providing updates around this proposed rule in coming quarters. Overall, we are encouraged by our performance, highlighted by record quarter results of revenues and bookings, securing multi-unit orders with large network operators, and inroads we are making in large markets across the continuum of care. Driven by the strength of our commercial team and newly expanded portfolio, we look forward to bringing our life-changing solutions to a greater number of patients in need worldwide. Now, I will turn the call over to our Chief Operating Officer, Jason Jones.
spk02: Thank you, Scott. Within operations, we continue to execute on our mandate to reduce our cash burn and have a number of related initiatives underway. Among these are improving processes and efficiencies, tightening OpEx and cost controls, and optimizing inventory. That said, our operating expenses did increase in the quarter on a year-over-year basis. This is in line with our expectations due to the cost associated with HMC, or Human Motion Control, integration. On the inventory front, since the second half of 2022, we have carried higher-than-optimal inventory to mitigate production risks due to pervasive supply chain disruptions. While not completely back to normal, our component lead times are much more predictable than they have been in past quarters. In response to these improvements, we are working diligently to optimize our inventory levels to free up additional working capital. The integration of HMC continues to progress smoothly. From a product perspective, all former HMC products are now fully integrated into our portfolio, which now covers a broad portion of the continual care for rehabilitation and mobility. As a result, our production and revenue potential are significantly higher. The former HMC team is also now fully utilizing our combined operational systems, which we are continually working to improve. In addition, the process to combine our engineering and quality systems is well underway for the target completion of mid-2024. I look forward to providing additional updates as the year progresses. I will now turn the call over to Jerome Long, who will discuss our second quarter 2023 financial results.
spk04: Thank you, Jason. Now on to a summary of our second quarter 2023 financial results. XO generated second quarter 2023 revenue of $4.7 million compared to $3.5 million for the second quarter of 2022, an increase of 36%. This increase was comprised of a $1.5 million increase in XO Health revenue partially offset by a $200,000 decrease in ExoWorks. In the quarter, ExoWorks revenue was affected by delays from our transition to our contract manufacturer. Gross profit for the second quarter was $2.3 million, representing a gross margin of approximately 48% compared to a gross profit of $1.6 million and a gross margin of 47% for the same period in 2022. The 37% overall increase in gross profit was driven by the sharp increase in ExoHealth device sales. The increase in gross margin was primarily due to lower device costs. Operating expenses for the second quarter were $6.5 million compared to $4.9 million for the second quarter of 2022. During the second quarter of 2023, the company incurred increased expenses related to the acquisition and integration of HMC, severance expense, and an increase in marketing activities. Net loss for the second quarter was $4.2 million or 31 cents per basic and diluted share compared to net loss of $3 million or 23 cents per basic and diluted share for the same period in 2022. Turning to our 2023 first half results, revenue increased $2.8 million or 46%, to $8.8 million for the six months ended June 30th, 2023, compared to $6 million in the same period of 2022. The increase in revenue was primarily driven by an increase in Xcel Health device sales worth of $3.6 million. Gross profit for the six months ended June 30th, 2023 was $4.3 million, representing a gross margin of 48%. compared to gross profit of $2.9 million for the same period in 2022, representing a gross margin of 47%. The overall increase in gross margin was primarily due to lower device costs. Operating expenses for the first six months of 2023 were $13 million compared to $10.3 million for the same period in 2022. The increase in operating expenses was primarily related to the acquisition and integration of HMC, severance expense and marketing costs. Net loss applicable for the first six months of 2023 was $8.6 million or 64 cents per basic and diluted share compared to net loss of $7.6 million or 59 cents per basic and diluted share for the same period in 2022. Cash used in operating activities in the first half of 2023 was $7.1 million, down from $8.5 million in the year-ago period. As of June 30th, 2023, the company had a cash balance of $13.3 million. Please see our 10-Q filed earlier today for further details regarding the quarter. Operator, you may now open the line for questions.
spk03: Thank you. We'll now be conducting a question and answer session. If you'd like to be placed into question queue, please press star 1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two if you'd like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing star one. One moment, please, while we poll for questions. Our first question today is coming from Sean Lee from H.C. Wainwright. Your line is now live.
spk05: Good afternoon, guys. Congratulations on a great quarter, and thanks for taking my questions. Thank you, Sean. My first question is on the Indigo. It's great to hear that the product is going well and adoption is increasing. I was wondering if you could provide a bit more color on how much is Indigo contributing to the overall increase in revenue that we've seen in the last quarter, and where do you see it going for the rest of the year?
spk06: Okay, thank you for your question, Sean. I appreciate it. This is Scott Davis. With the indigo devices, XO considers these devices as part of our XO Health bookings. Generally speaking, we contain those within that category. However, within that family of products, the XO Indigo Therapy and XO Indigo NR are typically used by clinics for patient rehabilitation. And the XO Indigo Personal is used by individuals for home and community health use. So in Q2, our home and community health segment of the Indigo product line represented in the neighborhood of 20% of our revenue overall. And if we talk specifically about our legacy XO NR product, and strip out the indigo, we are seeing year over year growth, even within that product line alone. So, you know, indigo was certainly a contributor to our great numbers in Q2.
spk05: Great. That was very helpful. In the prepared remarks, you also mentioned that you guys won a bid with an auto manufacturer for ExoWorks. I was wondering whether you can provide some more details on that.
spk06: Well, we're really excited about the win in the auto industry. We booked in an initial order from that. However, in the quarter, due to some supply chain challenges in late delivery of our EVOs, we were unable to fulfill those in the quarter, but we carried those as backlog into Q3, and we continue to have additional development in that category as well with new customers coming into our forecast and pipelines.
spk05: I see. My final question is on the margin side. You mentioned the margin increased last quarter because of lower device prices. I was wondering whether we can see that trend continue for the rest of the year.
spk06: Sure. We continue to work to improve operational efficiencies, and we are, as a result, seeing lower costs. in our supply chain, so it is a trend that we are constantly working toward. Jason Jones, would you like to maybe shed a little more light on that?
spk02: Yeah, I guess I would just say that, you know, we are not satisfied with our current margin level. We think it should be higher. I don't think we're in a position to forecast it's going to be higher, but that's the focus of ours along with reducing our inventory. So, you know, that's how we're operating. But I don't think we're in a position to forecast higher numbers in the future yet.
spk05: I see. I see. That's all I have. Thanks again for taking my question.
spk03: Thank you very much, Sean. Thank you. We reach the end of our question and answer session. I'd like to turn the floor back over to Scott for any further closing comments.
spk06: All right. Thank you, Kevin. And to everyone, we are very proud of the progress we made so far this year, highlighted by our quarterly record number of ExoHealth bookings and revenue. Our commercial team continues to generate new demand by strengthening our relationships with top network operators. We're generating new multi-unit orders, and combined with the strength of our sales team and our expanded product portfolio now reaching across the continuum of care, we believe that we're well-positioned to sustain this momentum into the second half of 2023 and beyond. We look forward to providing additional updates throughout the year. Thank you all, and have a great day.
spk03: Thank you. That does conclude today's teleconference webcast. You may disconnect your line at this time, and have a wonderful day. We thank you for your participation today.
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