Greetings. Welcome to the Proto Labs Q1 2021 Earnings Conference Call. At this time, all participants are in a listen-only mode. A question-and-answer session will follow the formal presentation. [Operator Instructions]. Please note this conference is being recorded. I will now turn the conference over to your host, Dan Schumacher. Mr. Schumacher, you may begin.

Thank you, Alex, and good morning, everyone. With me today are Rob Bodor, Proto Labs President and Chief Executive Officer; and John Way, our Chief Financial Officer. This morning, Proto Labs issued a press release announcing its financial results for the first quarter ended March 31, 2021. The release is available on the company's Web site. In addition, a prepared slide presentation is available online at the web address provided in our press release. Before we begin, I would like to remind everyone that our discussion will include statements relating to future performance and expectations that are or may be considered forward-looking statements and subject to many risks and uncertainties that could cause actual results to differ materially from expectations. Please refer to our earnings press release and recent SEC filings, including our Annual Report on Form 10-K for information on certain risks that could cause actual outcomes to differ materially and adversely from any forward-looking statements made today. The results and guidance we will discuss include non-GAAP financial measures consistent with our past practice. Please refer to our press release and the accompanying slide presentation at the Investor Relations section of our company Web site for a complete reconciliation of non-GAAP to GAAP results. Now, I’d like to turn the call over to Rob Bodor who has held the role of Proto Labs President and Chief Executive Officer since March 1st of this year. Rob?

Thanks, Dan, and good morning, everyone. Thank you for joining us today for our first quarter 2021 earnings call. I'm excited to take you through our operating and financial results, as well as our top priorities in my first year as CEO. We have a few very important topics for you today, including an update on our Protolabs 2.0 system launch and performance, our first quarter together with 3D Hubs, and an invitation to our virtual Investor Day later this month. John will provide details on our first quarter financial results and our outlook for the second quarter later in the call. Turning to first quarter financial performance. I'm pleased to report a strong start to 2021 with revenue and earnings within our expectations. First quarter revenue of $116 million was near the top end of our guidance range, representing a year-over-year increase of 1% and sequential increase of 10%. 3D Hubs contributed $5.8 million of revenue between close on January 22nd and the end of the first quarter, and delivered strong growth of 35% over their prior year results. As with our normal seasonality patterns, revenue started relatively soft in January and picked up as we progressed through the quarter. This was particularly true in our injection molding business. We saw increased demand as global manufacturing activity continued its recovery from the low point in the second quarter of 2020, and we benefited from global supply chain challenges as our customers pursued alternatives to their traditional suppliers. This led to strong order volume of injection molded production parts not only benefiting the first quarter, but creating a backlog into the second quarter as well. As a result, our first quarter injection molding revenue grew 3% year-over-year and 8% sequentially. We break down revenue by service on Slide 6. Our…

Thank you, Rob. Our detailed first quarter financial results begin on Page 16 of our presentation. First quarter revenue of $116.1 million represents a 10.4% sequential increase, or a 5% organic sequential growth in constant currencies. 3D Hubs was acquired at the end of January and contributed $5.8 million to revenue between the acquisition date and the end of the quarter. Additionally, changes in foreign currency had a $1.6 million favorable impact on first quarter revenue. We served 22,600 unique product developers in the first quarter, up 8% year-over-year and 24% sequentially. The first quarter growth was largely driven by the acquisition of 3D Hubs having just over 3,000 product developers served. We will continue to increase the number of product developers we serve and increase the share of wallet with our existing customers as we execute on our 2021 priorities and longer-term strategic objectives. Turning to Slide 17, and our detailed income statement. Our non-GAAP gross margin in the quarter of 48.5% was in line with our guidance and compares to 51% in the fourth quarter of 2020. 3D Hubs represented a 190 basis point headwind on overall gross margin due to the lower margin nature of the outsourced manufacturing model. The 3D Hubs gross margin was lower than our target for this business, driven by increased shipping and customs costs, as well as higher sourcing costs during the quarter. The 3D Hubs team is actively working on available levers to improve this gross margin performance. The remaining sequential decrease was due to higher staffing costs in the form of overtime and contractors spend in our manufacturing facilities, driven by the progression of orders during the quarter and efficiencies as our operations teams adapted to the new Protolabs 2.0 systems. As we go forward, business mix will play a…

Thank you, John. The first quarter of 2021 marked the beginning of a new chapter for Proto Labs. The launch of Protolabs 2.0 and the acquisition of 3D Hubs together will greatly expand our ability to delight customers across a very broad range of their needs and use cases. Once integrated, these new capabilities will make Proto Labs not only the fastest and most reliable digital contract manufacturer in the industry, but also one of the most comprehensive in our services. In addition, we're well positioned to capture demand as the vaccine rollout continues, lockdowns end and our customers return to work and accelerate their product development. We will continue to focus on execution and prudently manage business performance in the short term, while also investing to expand our position as the digital manufacturing leader. We will continue working with 3D Hubs to plan and execute an integration that will enable us to offer the best in class digital manufacturing customer experience, and the broadest digital manufacturing offer for custom parts. That concludes our formal remarks. Now John and I will gladly take your questions. Operator, can you please open the line?

Thank you. At this time, we will be conducting a question-and-answer session. [Operator Instructions]. Our first question is from Brian Drab with William Blair. Please proceed with your questions.

Hi. Good morning. Thanks for taking my questions.

Hi, Brian.

Hi, Brian.

So first, I'm just curious. The developer count was up meaningfully. That includes developers on the 3D Hubs platform, is that right? And if so, can you give some granularity there in terms of how much 3D Hubs contributed to that metric?

Yes, it does include the 3D Hubs developers and that was approximately 3,000 developers in the quarter.

Okay. And the number in the filing for first quarter '20 wouldn't be an -- it didn't change. So it's not adjusted for pro forma for what it would have been, right?

Correct.

Okay. Thank you. And then 3D Hubs is now kind of sprinkled across the different segments and can you give that breakdown across CNC, injection molding, et cetera?

Yes. So in the footnote you'll see we broke it out by region. So you’ll find [ph] the schedules in the press release, so you can see that. As it relates by service, about 60% of that revenue is CNC, about 30% is 3D printing. And the remainder is largely IM.

Okay. And then, John, I think you said that the gross margin for 3D Hubs was below expectations. My memory is that the guidance was for 3D Hubs to be about a 200 basis point headwind in the quarter. And for me, that was translating to like 5% gross margin for 3D Hubs in the quarter. Can you add some detail around what you mean by it was below expectations and help me understand what the gross margin might be going forward for that business?

Yes. So the gross margin in the quarter was just over 10%. And I think as you do your math, you'll see that. And our expectations long term for that business is 20% to 25%. So it's a little below where we expect it to be long term, and we're working to improve gross margins.

Okay. I think my 5% calculation is on a lower revenue number, so that makes sense. Was there anything else like in terms of purchase accounting or something that put pressure on it to result in that 10%, or one-time temporary in nature or was it just I guess the logistics and other sourcing costs you mentioned?

Yes. So purely it’s the logistics and sourcing costs associated with it.

Okay.

I think maybe what you're referencing is in the prior conversations. We were working through the mapping of the accounts just to make sure that as we're reporting gross margin, we have the cost in consistent places. So I think that was creating maybe a little bit of uncertainty as we were talking at the time of the acquisition. But we worked through all of that since the acquisition in the last couple of months.

Yes, that's what I was referring to. Okay. Thanks.

Thank you. Our next question is from Greg Palm with Craig-Hallum Capital Group. Please proceed with your questions.

Thanks. Good morning, everyone. I guess maybe just starting with kind of a look back on the quarter. As you look back, what surprised you versus the original guidance that you laid out back in February? It sounds like you maybe got some benefit from all the supply chain related impacts that we're all seeing. But if I back out a little bit of incremental FX benefit, the quarter was still basically in line. And so I'm just curious if there was another part of the business that may be disappointing to you versus the guidance, because I'm assuming you didn't have guidance for all the supply chain benefit in there. And I'm not even sure if you can quantify what the impact was.

I think the quarter progressed and was pretty much in line with where we expected. I'd say the biggest difference probably was the uptick that we saw in March. With our typical seasonality pattern, we start the year relatively slow in January and have a pickup in March. And that pickup always creates a little bit of uncertainty for us. And it was strong and brought that revenue in closer to the top end of the range. On the other factors, I think like from being surprised, I think everything else was relatively in line with or was in line with where we guided. So I don't know that there were a lot of other big surprises in the quarter.

Yes, I’d agree. It was well in line. I think the thing we always deal with in Q1 is the timing of when we see the pickup and the magnitude of that. So that's what we're referring to.

Okay, it makes sense. Any availability concerns as it relates to raw materials or labor? What's your current view on both of those?

Yes. As we mentioned in the remarks, we're in the midst of a global resin shortage, which is impacting us as well as the well known electronics shortage, which is impacting some capital equipment. So, we're working closely with our suppliers and managing that as best we can right now.

Okay. And I guess just last one is I'm thinking about it from an industry standpoint, it certainly seems that the digital manufacturing market, lots more buzz, lots more activity. I'm not sure if you can give any evidence of new customers. I guess it doesn't really show it in the count. But there's also a lot of companies that are kind of scaling up, new competitors. One recently announced a transaction to go public. So just kind of curious how you're thinking about the landscape overall?

Yes. As we're thinking about new customers, I think the count actually is up quite nicely. And I think the addition of 3D Hubs brings a different set of customers to us and broadens that. And I think all along, our goal is to continue to increase the number of customers as well as increase share of wallet with our existing customers and serve them better, and I think as we progress through the quarter where we were seeing some of that traction.

Yes. We feel we're really well positioned in digital manufacturing to be able to capture this, and that's our strategy as we go forward.

Okay, great. Looking forward to hearing a little bit more on all this in a couple of weeks. So thanks for the call.

Thanks, Greg.

Thanks, Greg.

Thank you. Our next question is from Jim Ricchiuti with Needham. Please proceed with your questions.

Hi. This is Tyler Bailey filling in for Jim. Thanks for taking my questions. So, firstly, you mentioned 3,000 new partners that you acquired through 3D Hubs. Just wondering if you have any sense of the forecast through the year, what's the potential add I guess mid to late next year or the end of this year?

I think as we look at it, we give our revenue guidance for the quarter and mix does play into it. I think we're anticipating significant growth in the 3D Hubs business. I don't know that we're in a position or going to be giving product developer guidance for that specific component of the business. But we do expect it to continue to grow and continue to add to our overall product developer count.

Yes. As we announced around the acquisition, we feel our customer overlap is low. So there's a lot of opportunity there.

Okay, great. And just to kind of -- I guess to go back to your guidance, you issued pretty strong guidance. I wonder if you could talk a little bit about I guess sort of the upper end of that guidance, what demand trends that you see that can maybe drive revenue towards that upper end?

So as we're looking at it, we had a strong March. That continued through April. We are seeing strength in our injection molding production parts. And those orders can continue to come in, so continuing to watch that. As we're working with both our suppliers and customers, as Rob mentioned on the resins, having that supply and ability to fulfill those within the quarter I think will be one component. I think 3D Hubs actually is another one that could produce and help us drive towards the top end of that range. And I guess all of our services we are seeing traction and momentum. So it just depends how the rest of the quarter plays out.

Yes. We're happy with the sequential growth, particularly that we're seeing across the board.

And just a quick follow up. Any particular strength in any regions; North America, EMEA?

Q1 or as we're looking forward?

As you're looking forward to the rest of the year.

Yes. I think Americas is a big component of that. Europe, we're still seeing challenges in both the economy as well as the Brexit component of it and the logistics related to some of the changes as a result of Brexit. So the growth in Europe is a little bit challenged. And then Japan, we’ll also have just the normal seasonality with year ends. Q1 tends to be a little bit stronger than Q2 in our historical patterns. So I'd say Americas is the big driver there.

I would just add. In Japan, the COVID situation is more extreme and is causing lockdown. So we see more uncertainty in that economic recovery.

Okay, that's helpful. Thank you. And just one last question and I'll jump back in line. Just wanted to get yours, I guess, early observations, reactions from the launch of Protolabs. I think you had mentioned you're in like a hyper-care monitoring maybe last quarter, and just want to see if you're moving on to the next phase now.

Yes, good question. We definitely are moving on to the next phase. As I mentioned in the remarks, we turned it on and it worked across the board, which was great. And we've processed 54,000 orders, customer orders in that time. So we continue to be in this kind of hyper-care mode, but we're moving out of that now. And we're excited about what this platform will bring us as we've talked about.

Great. Thank you. That was the last of my questions. Congrats on the quarter. I appreciate it.

Thank you.

Thank you. Our next question is from Ben Rose with Battle Road Research. Please proceed with your questions.

Hi. Good morning, Rob, and good morning, John.

Good morning, Ben.

Good morning.

So great to see the progress the company is making. Had some specific questions, starting first on the medical device side. I think you were hopeful that with the end of COVID that there might be some return to elective procedures. And just curious on the medical devices, are you seeing increased demand for things like implantable prototypes and prosthetics and so forth?

As we look at it, medical continues to be one of our stronger industry verticals, and actually it’s been in the top. As far as the specific activity, I think we are seeing the companies underneath there continuing with their research and development activity. We also are experiencing a little more in the production part components that I think is maybe indirectly linked to some of the COVID work that we did, and the ability to attract customers there. So medical continues to perform well for us.

And I think we're seeing a broadening, right, of applications as people are returning.

Okay. On the automotive side, there's been a lot of buzz around what's happening in terms of PP development. I know that your business traditionally has not been with the larger OEMs. But I know you do work with some of the design firms that they outsource work to. Is there any kind of meaningful improvement from a prototype standpoint for automotive?

Actually year-over-year, our automotive is actually down a little bit. But I think that was more related to a strong Q1, and saw the dip starting in the second quarter of last year and then had been progressively improving as we continue through that. So I'd say there's not a meaningful change related to automotive.

Okay. And with regard to Protolabs 2.0, I realize it's very early going, but I think one of the goals was to increase the number of services that developers might order from you. Do you have any -- from your early experiences there, is there any movement on that front such that there are more services being ordered?

Yes. So first of all, 2.0 brought our 3D printing capabilities on to that shared platform, which I think was an important aspect. And it also helped us unlock more secondary operations and more capabilities that support our production offerings. And we are seeing an uptick in those production offerings. Now, some of that can be tied to seasonality as well as what we're seeing with the macro economy. So I think -- we're still watching that so that we can really parse out all the root causes, but we've been happy with it so far.

Okay. And then one other question as it pertains to 3D Hubs. I know at the time of the acquisition, one of your thoughts on it was that for customers that have longer lead time requirements that some of the suppliers could help out in that regard? Are you seeing that part of the business as a meaningful contributor to what they're doing?

So I think right now, I would say it's too early. I think both components of the business are almost operating independently as we're developing the integration plans. I think you're spot on for the long-term progression as we start to bring really the organizations together. But I think in this quarter, we're largely operating independently and the results are almost standalone.

Okay. And if I may, just one more question for Rob with the demand environment improving, it would seem that timing would be ripe to increase the outbound selling and marketing efforts. I’m just curious to know your thoughts on how you're approaching -- you had mentioned some increased investment in sales and marketing. Was just curious to know how you're approaching those kinds of activities?

Sure. It's a combination of our digital marketing investments as well as our sales team.

Okay.

We're continuing -- we've been working on this continued strategy to focus by industry more and more and specialize there. So we're continuing on that path as well there.

Okay. Thanks very much.

Thank you.

Thank you. Our final question is from David Mizrahi with Berenberg. Please proceed with your questions.

Hi, guys. Just to follow up on operating expenses. So I understand the higher operating expenses for this quarter. But can you just speak about how you're thinking about some of that leverage moving into the back half of this year and into '22? And do you have any goals you're targeting with respect to those operating expenses as well?

Yes. So I think -- we provided the guidance for this quarter that is really looking sequentially. Commented on the R&D; and with R&D, we're excited to move from the work on 2.0 and start executing on the backlog of projects that we have really to help drive that customer demand and customer growth. As Rob mentioned, sales and marketing, we're going to kind of continue to invest there. I think the levels at where we're at coming out of Q2 we’ll probably try to hold there through the remainder of the year and then reevaluate as we go into '22. And I'd say the same with G&A, just kind of continue to try to hold it at those levels. So yes, I think as we progress through the year, that's what we're looking at.

Great. Helpful, thanks. And then just also, sorry if I missed this earlier, but can you just walk through again what customer activities look like as we move through the months here, and just where you're seeing that continuous improvement? And that's it for me. Thanks.

I'm sorry. Can you repeat the question?

Customer activities, so are you talking about pent-up demand?

Yes.

Sure. So generally in Q1, we see a seasonal lift as we go through the quarter. It starts slow coming out of the holidays. And in January and then February, it’s usually when we see kind of the inflection and the pickup. And March is seasonally our strongest month in the quarter. So we saw a similar trend this year as in the past. We actually had a stronger than normal seasonal pickup between February and March. Does that answer the question, David?

Yes, that’s great. Thank you.

Thank you. Ladies and gentlemen, we have reached the end of the question-and-answer session. I will now turn the call over to Rob Bodor for closing remarks.

Thank you. Thank you all for your time this morning. I'm pleased with our performance in the first quarter of 2021, and I'm confident in our long-term strategic objectives. I want to thank the Proto Labs and 3D Hubs employees for their continued efforts as we drive our 2021 priorities forward. I also want to thank our shareholders for their continued support in Proto Labs. We look forward to providing you additional information on our long-term strategy and financial objectives at our virtual Investor Day on May 20th. Thank you, and have a great day.

This concludes today's conference, and you might disconnect your lines at this time. Thank you for your participation and have a great day.