InMode Ltd.

Good day and welcome to InMode's second quarter 2024 earnings results conference call. All participants will be in listen-only mode. Should you need assistance, please signal a 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 telephone keypad. To withdraw your question, please press star then 2. Please note this event is being recorded. I would now like to turn the conference over to Miri Sagal, CEO of MSIR. Please go ahead.

Thank you operator and everyone for joining us today. Welcome to InMode's conference call. Before we begin, I would like to remind our listeners that certain information provided on this call may contain forward-looking statements, and the safe harbor statement outlined in today's earnings release also pertains to this call. If you have not received a copy of the release, please visit the investor relations section of the company's IR website. Changes in business, competitive, technological, regulatory, and other factors could cause actual results differ materially from those expressed by the forward-looking statements made today. Our historical results are not necessarily indicative of future performance. As such, we can give no assurance as to the accuracy of our forward-looking statements and assume no obligation to update them, except as required by law. With that, I'd like to pass the call over to Moshe Mizrachi, InMode's CEO. Moshe, please go ahead.

Thank you, Miri, and to everyone for joining us. With me today are Dr. Michael Kreindel, our Co-Founder and Chief Technology Officer, Yair Malka, our CFO, Shaquille Akani, our President in North America, our Medical Director and VP of Medical Affairs, Dr. Eran Krieger, and Raphael Liekeman, our VP of Finance. Following our prepared remarks, We will all be available for question and answer. I would like to highlight the development of the second quarter. As we previously mentioned in Q1, we launched our two new advanced platforms, IgniteRF and Optimus Max. We are happy to report that we have began deliveries of both platforms. and we believe we are on track to complete deliveries of pre-orders before the end of the year. We're happy to see strong demand, and we believe that these innovative platforms that offer several technologies and handpieces will be solid contributors in the coming year. Once again, IgniteRF is the next generation of our legacy RFAL technology. a minimally invasive platform with a new Morpheus 8 burst handpiece and the all-new Quantum RF, a new version minimally invasive static surgical procedure in a box. The Quantum RF handpiece has been recently cleared by the FDA. With the Ignite, physicians may adjust the depth of the power, allowing for more effective treatment in less time. These features are highly valued by physicians that aspire to shorten treatment time while achieving good results. The Optimus Max is a multi-application platform with Morpheus 8, non-invasive RF handpieces, IPL, and laser-based treatment. It is the most complicated device we have ever manufactured. and it has many features that doctors and patients desire, such as ability to deliver different energy levels at various depths, allowing for stronger results in less time and with less discomfort. The macroeconomic trend that we discussed on our last call impacted market demand as well as our financial results. The second quarter was a challenging one for us and for the aesthetic doctors. We have seen a major decrease in demand for treatment, mainly in the U.S. Our Israeli team is working longer shifts to ensure we maintain our commitment to timely deliveries. Their dedication and hard work are crucial to our success while maintaining our leadership position in the market. Earlier this month, we were happy to update that the FDA cleared Morpheus 8 for contraction soft tissue, the first and only of its kind. Our Morpheus 8 treatment has become the gold standard in aesthetic treatment and our most popular technology. Additionally, the new indication enable petitioner to expand their patient base. We continue to invest in R&D to provide medical professional with the advancement they need to deliver the highest quality of care to achieve best results. On the corporate level, I am pleased to introduce Dr. Ron Krieger as our Medical Director and VP of Medical Affairs. Dr. Krieger joined the company, joined InMod four years ago. He has 30 years of experience in medical aesthetics and has worked for several Italian and Israeli companies in the field. I would like to thank Dr. Spiro Tardous for his time with InMod and wish him best of luck in his future. Now, I would like to turn the call over to Michael, to Yair Malka, our CFO.

Yair? Thank you, Moshe, and hello, everyone. Thank you for joining us. As Moshe mentioned, we launched two new platforms back in Q1 and started selling them on a pre-order basis. Once again, the sales that have not yet been delivered could not be recognized as revenue. Therefore, we continue to provide performer results. which adds to the non-GAAP results, the pre-order sales, and related expenses. We believe that the pro forma results better reflect our business activity during the quarter. Starting with total revenue, Inmo generated $86.4 million in the second quarter of 2024. However, pro forma revenue was $102.6 million, which includes pre-orders of new platforms not yet delivered. GAAP gross margin in Q2 was 80%, and non-GAAP gross margin was 81%, while performer gross margin was 82%, compared to 84% in Q2 of 2023. In Q2, our minimally invasive technology platforms accounted for 87% of total revenues. Moving to our international operations, second quarter sales outside the U.S. accounted for $40.9 million, representing 47% of total sales, a 17% decrease compared to Q2 last year. In Q2, Europe was the largest revenue contributor from outside the US. To support our operations and to ensure future growth, we currently have a sales team of more than 250 direct reps and 83 distributors worldwide. GAAP operating expenses in the second quarter were $51 million, an 11% decrease year over year. Sales and marketing expenses decreased to $45.1 million in the second quarter, compared to $51.1 million in the same period last year. This decrease is due to the revenue shortfall in Q2 of 2024. Next, we looked at share-based compensation, which decreased to $5.2 million in the second quarter of 2024. GAAP operating margin for Q2 was 21% compared to an operating margin of 42% in the second quarter of 2023. Non-GAAP operating margin for the second quarter was 27% and pro forma operating margin was 34% compared to a non-GAAP operating margin of 47% in the second quarter of 2023. GAAP denoted earnings per share for the second quarter were $0.28 compared to $0.65 per diluted share in Q2 of 2023. Non-GAAP diluted earnings per share for this quarter were $0.34 and pro forma diluted earnings per share for this quarter were $0.46 compared to $0.72 per diluted share in the second quarter of 2023 on a non-GAAP basis. Once again, we ended the quarter with a strong balance sheet. As of June 30th, 2024, the company had cash and cash equivalents, marketable securities and deposits of $729.2 million. This quarter, Inmo generated $42.1 million from operating activities. Regarding our latest share repurchase program, as of today, we successfully completed acquiring all 8.37 million shares at an average price of $17.97 per share. As for future capital allocation plans, we continue to carefully evaluate all options and we will provide updates as soon as we have news to report. Before I turn the call back to Moshe, I'd like to share with you our guidance for 2024. Full year 2024 revenue to be $430 to $440 million compared to previous guidance of 485 to $495 million. Non-GAAP gross margin between 82% and 84%, which is the same as previous guidance. Non-GAAP income from operations between 150 to $155 million, compared to previous guidance of 169 to $174 million. Non-GAAP earnings per diluted share between $1.92 to $1.96 compared to previous guidance of $2.01 to $2.05. I will now turn over the call back to Moshe.

Thank you, Yair. Operator, I believe we are ready for the Q&A session.

We will now begin the question and answer session. To ask a question, you may press star then 1 on your telephone keypad. If you are using a speakerphone, please pick up your handset before pressing the keys. To withdraw your question, please press star then 2. At this time, we will pause momentarily to assemble our roster. The first question comes from Danielle Antalfi with UBS. Please go ahead.

hey good morning guys uh thanks so much for taking the question congrats on on the product launches i guess um my question is i appreciate the guidance you're giving for 2024 but looking ahead to 2025 and how we should be thinking about the evolution of the of the market here i mean it'll be off easier comps obviously you'll have these new product launches which will start getting delivered in the back half of this year So is double-digit growth in your mind a feasible thing in 2025, even if the market doesn't turn around? Or do we really need to see that market turn around in order to get back there? Thanks so much.

Hi, this is Moshe. How are you? I believe it will be very – now it's very early to judge what will happen next year. We have two quarters ahead of us. The third quarter, as you know, in medical aesthetic is usually the toughest one. And we believe that the fourth quarter probably will be a strong one following the election in the United States. We're still waiting to see the interest rate go down on lease packages that will enable doctors openly to buy more systems and not wait. Right now, it's not happening yet. In addition to that, we need to see how the two platforms that we just launched will succeed in the market. We launched them only in the United States. We still have to launch them also in Europe and other territories. Usually that's what we do. We started in the U.S., we continue. We all hope that all the changes that we do on the organization and the territories will The two companies that we have established in Japan and Germany will pick up in the second half of 2024 and will be ready in 2025. The plan, I can tell you, if everything will go well and the war in Israel will not escalate, and this is a major issue right now for us, as everybody knows, we track that on a daily basis. especially now. All of a sudden yesterday, most of the airline discontinued flight to Israel. So hopefully we will not be short of supplies of all kind of component in the near future or in the near few weeks. So there are several elements that we cannot foresee, and we need to wait and see what will happen in the third quarter before we can say something strongly about 2025.

Okay, that's helpful. I appreciate that. And then just on the margin side of things, I mean, you guys have been pretty transparent about, you know, your willingness to continue to invest even in a tough, excuse me, environment. I guess just how do we think about the potential drivers of margins here going forward, margin improvements, excuse me, going forward? into 2025, are these new platforms accretive to margin, dilutive to margin, inline, any color there? Thanks so much.

Every product that we develop and every platform that we develop and every handpiece that we develop, we design it from the beginning and we calculate what will be the margin. We will never develop a product that on the drawing base, it will show 60 or 65% gross margin. So everything that we do relates to margin. We design the product so the margin will be high. And as you can see, even when the sales go down because of many reasons, microeconomics, less demand for treatment, which we now see in the United States, as I said, the war in Israel, everything in the design phase and we continue to invest in R&D. Everything is planned to be on the high margin, and that's the philosophy of the company.

Understood. Thanks so much.

The next question comes from Caitlin Cronin with Canaccord Genuity. Please go ahead.

Hey, everyone. Good morning. Thanks for taking the questions. I guess just maybe if you could provide some more color on why the environment was so much worse versus the prior quarters. Was it really just this deterioration in patient demand? And then on that point, if you noted earlier if interest rates go down but the patient demand remains lower, it would make sense that the providers would still not would still be hesitant about buying systems. Do you think both of those really have to recover for demand to come back?

Eventually, it will come back. But I know that the regular interest rate, yes, you're right, went down. But the interest rate on lease packages, especially for five years, the doctors are using lease companies in order to finance the purchase, did not come down enough to enable sell more system. And eventually it will come. I don't know when. I believe that it will take some time. The second half of this year is crucial to see what will happen on the demand. Regarding procedures, the way we know that the procedures our numbers are coming down is because we sell less disposable. In the United States, we sold 30% less disposable compared to Q2 2023. That's crucial. And we're investigating the main reason for that. I believe people are saving money and doing less treatment in a time like that. All police will go back because, you know, aesthetic people want to continue to look nice and aesthetic eventually will go up again. And the technology, the special technology that we are selling will be on demand. If you want to judge by comparing us to some of our competitors, like Yotera, which is a public company, or Venus or others, We're still selling, we're still making money, we still have a positive cash flow, although it's a tough time. We keep all the employees, we don't lay down or fire people right now because this is the assets of the company. Hopefully that everything will get better and we will continue the momentum.

Got it, that makes sense. And then just pushing a little further, you lowered guidance further than the Q2 myth. Is that really just to reflect conservatism into the back half of the year?

Conservatism on what? I didn't understand the question.

You lowered the guidance, which appeared further than the Q2 myth. So just wondering if you just expect you're just being more conservative with your guidance into the back half of the year.

I understand the question. Thank you for repeating it. We're always conservative on the guidance. Always. I mean, we changed the guidance because the revenue in Q2, which is usually a strong quarter, which usually was a strong quarter over the last few years, not just for InMod, for the entire industry, was not good enough, and we were not satisfied from the numbers that we showed. And in the two quarters on the performer base, we did something like $196 million. In order to meet the 230 or 240, we still have to make $240 million in the next two quarters. As I said before, the third quarter is usually a slow one because it's summer and people do less treatment during the summer. We all hope that we will do well in the third quarter compared to the regular numbers of the third quarter. And if that will be the case, we are, I don't want to say absolutely sure, but we will be encouraged to sue that the fourth quarter will be strong. And then we will do this $240 million to meet the $440 million guidance.

Understood.

Thanks so much. The next question is from Jeff Johnson with Baird. Please go ahead.

Thank you. Good morning, guys. A couple questions here, I guess. Moshe, you've got about 11,000, almost 11,000 systems now placed in the U.S., almost 25,000 globally. Remind me, have any of those systems been upgraded over the years? And I think the answer is no on that. Are the new systems, Optimus Max and Ignite RF and those kind of systems, are those – systems that should have upgrade demand in addition to new system demand? Are the feature sets different enough than the older technology in the field? Will you be offering kind of trade-in programs in that? Is that a focus or is it really just focus on new system sales at this point? Thanks.

At this point, we're focusing on new system sales. But as we stated more than once, the Ignite is our second technology for minimally invasive RFs. It's a little bit different than the body tight, face tight, and neck tight. It is not exactly replacing them because it's working with a different technology. So I believe the doctors who have the body tight, face tight, neck tight platforms, which were happy with the system, will buy the Ignite as well in order to have a comprehensive opportunity for different indications. Regarding the Optimus Max, as you remember, we had the Optimus before the Optimus Max, but the Optimus Max has some different hand pieces with a little bit different energy levels and more user-friendly. So yes, in the future, we will do some trade-in, but we will not do a program to do trade-in for everybody. But the plan is eventually to sell the Optimus Max to all the doctors who previously had the Optimus, and they already paid in full the original lease, which, as you know, between three to five years. So, partially, it will be trading. Mostly, it will be new system.

Okay, that's helpful. And then two other follow-up questions, I guess. One, just on the procedural consumable sales down 30%, it sounds like you said year over year in the U.S. Obviously, we saw the global number in the press release. Do you believe that's all just macro-driven sales? uh any indication from the field the doctors are talking to about any kind of conversion to other technologies share loss anything there so that's one question and then two your placements this quarter did go up sequentially and obviously i know 2q tends to be a seasonally stronger quarter than 1q but that sequential increase from 1q to 2q was almost a a fairly normal increase uh like we've seen in in some of the past years is there anything to read there that You know, on the margin, you're through the worst of it, or am I being too optimistic there, which I might be? Thanks.

Okay, let's start with the disposables. I said that we see a drop in the disposable in the US, but we have some increase in other countries. So we have some offsetting numbers on the total, which were totally less than the second quarter of 2023, but the main decline or the main drop came from the US market. Now, the reason for that can be, we believe it's macroeconomics, people are saving money, because our treatments are not $500 or $300, like regular cosmetic treatment, hair removal, vascular lesion, et cetera. Doctors are charging on minimally invasive treatment, they charge in between, I would say, $3,000 to $6,000, $7,000 per treatment, and therefore it seems relatively expensive. to some people, and therefore I believe that drives the downtrend. In addition to that, just because, for example, the Morpheus was very, very popular and became a gold standard, we start seeing some Chinese copies on the market with the same name, with the same logo, with the same label on the back. They claim that this is made by InMod, or sometimes even with the same part number. We don't know how they got into the market, especially Europe and some in Asia. And now we see some in Latin America. And I'm sure that there are some in the United States as well. and doctors get confused, and they make mistakes to buy a $10,000 system instead of buying $120,000 system from Hinmod, believing that it's doing the same, but finally they realize that this is a fake. We try to fight it, and we do a lot of legal activity against those companies, try to stop them from bringing them into their several territories, But, you know, it's just because of the success. Therefore, the Chinese said, okay, this is a good product. Let's fake it. Let's try to develop something similar. Sometimes it looks the same. It's just a pure Chinese copy. Did I answer your question or you had another one?

Yeah, I mean, that raises about five other questions, which maybe we'll handle offline in the callback. But on the sequential increase in placements, that was the question I asked. And, again, I know 2Q tends to be seasonally stronger than 1Q. I get that.

But the pattern, the increase. Jim, I didn't set an increase off.

The sequential increase in the number of units you placed in the second quarter was higher than the first quarter. I don't want to over-read that and say, oh, that means the market's getting better, but that sequential increase of units placed in 2Q did go up. It did follow a somewhat normal pattern. My question is just, does that tell us that we're at kind of a little bit better place than we were maybe a quarter ago, or is that too optimistic of a read? Thank you.

I understand that. The answer relates to the difference between the regular recognition and the performer. The system, sometimes when a doctor orders Optimus Max and the deal is closed in finance and we don't have the Optimus Max, We send them an Optimus regular. It's not the same system, but you can start working with an Optimus. And once the Optimus Max is available, we replace that. And therefore, it creates some confusion on the total system delivered. I would suggest to look on the numbers of U.S. dollars and not on the total. By the end of the year, everything will be balanced.

Understood.

Thank you.

Again, if you do have a question, please press star then one to enter the queue. The next question comes from Joseph Conway with Needham & Company. Please go ahead.

Hey, guys. Hope your day is going well. Maybe just one question on The Optimist. You had mentioned that, you know, this is the most complicated device you had manufactured at this date. I was just kind of curious your thoughts on the laser, the IPO, you know, market in general, if it's, you know, growing more than minimally invasive, if this is, you know, kind of an area you guys are going after more and maybe just a little bit more color, if you could kind of describe what portion of your business, total business, is that laser, IPL technology?

I assume you're talking about the Optimus Max and not the Optimus. Am I? Yes. Okay. On the Optimus Max, for example, the IPL is much more powerful than the one on the Optimus. Because we learn how to get more from the same energy level. The Optimus Max has more power in the system itself, so it can deliver more energy. The Optimus Max is a different type of software to enable all kinds of new procedures which is not available or not possible on the Optimus. The Optimus Max can handle the two Morpheus 8 bursts with the scale and the burst technologies, which again was not often on the regular Optimus. On the Optimus Max, eventually we will be able to upgrade to other laser systems which cannot be done on the regular Optimus. So overall, although it seems like the same name, it's a fully upgraded technology with a better, I would say, with a better way to set up energy, depth, etc. It's much more, as I said, powerful. as new hand pieces of Morpheus. The regular hand pieces of non-invasive RF like the former are the same like in the Optimus, but the outside design is a little bit different. The system is... I said it's the most comprehensive system, but the most complicated system that we ever manufactured. Look on the Internet and you see the system itself and you realize for yourself. But we believe that there is nothing like that on the market for regular medical aesthetic treatment, not very, I would say, invasive. And this system... eventually will be a very successful one.

Okay, yeah, thanks for that, Culler. And then I guess two more, I'll just ask them together. You know, consumable and service revenue declined this quarter. It was kind of the first time it declined in our model. Obviously a tough comp, and you laid out some of the reasons for that. I was curious, though, if the hand pieces, are those – supply constraint for in mode? Or is that more focused to the capital equipment? And then just a separate question, in terms of the share repurchase program, the, you know, 8.7 million shares, is that kind of a target or, you know, for the for a potential follow on or potential another share purchase program, would you target that similar level? Or are you guys thinking kind of a higher level, lower level?

I will start with your first question. Handpieces is part of the system and it's a capital equipment. Handpieces is not disposable. Disposable is what you put on the handpiece in order to do the treatment or connect to the system like the body tight, face tight or the quantum so you can do the procedures. So handpieces refer to laser handpieces, Morpheus handpiece, IPL handpiece, Lumeca, Forma, BodyFX, MiniFX, it's part of the capital equipment. It is not disposable. On your second question, we did a buyback of 8.37 million shares, which is exactly 10% of the total outstanding shares that we had. Why it's 10%? Because of some tax issues. If we do more than 10%, we'll have to pay, according to the Israeli IRS, we'll have to pay dividend tax. They allow us to do, and hopefully they will allow us to continue, but we ask for a pre-ruling from the Israeli IRS, and they allow us to do 8.37 million shares, which is about 10% of the total shares. And, I mean, if we will decide in the future to continue with buyback, all the options are on the table right now. We will ask again, and hopefully it will be approved so we can do some more in addition to the 8.37 million shares.

Okay. Thank you for taking our questions.

At this time, there are no further questions in the question queue. So this concludes our question and answer session. I would like to turn the conference back over to Moshe Mizrahi, CEO of InMode, for any closing remarks.

Thank you very much, operator. Thank you, Miri. Thanks to all the employees of InMode in Israel, Europe, North America, Latin America, Asia, in all of our subsidiaries. Thanks to all the distributors in the 96 countries that we operate. Thanks to the shareholders of InMod that are working with us for so many years. Special thanks for the Israeli team, as I said before, that, you know, work in spite of the war that is now escalating, especially in the north side of Israel where we are located, continue to come to work every day, and if needed, even two shifts a day in order to be able to supply everything. Very dedication. I would like to thank them specially. And we'll see you all in the next quarter. Thank you very much.

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