Earnings Labs

Stratasys Ltd. (SSYS)

Q2 2010 Earnings Call· Thu, Jul 29, 2010

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Transcript

Operator

Operator

': ':

Shane Glenn

Management

': ': We will begin with the Safe Harbor statement. All statements herein that are not historical facts or that includes such words as expects, anticipates, projects, estimates, vision, planning, could, plan, believes or similar words, constitute forward-looking statements covered by the Safe Harbor protection of the Private Securities Litigation Reform Act of 1995. Except for the historical information herein, the matters discussed in this news release are forward-looking statements that involve risks and uncertainties. These include statements regarding projected revenue and income in future quarters; the size of the 3D printing market; our objectives for the marketing and sale of our Dimension and uPrint 3D printers, and our Fortus 3D production systems, particularly for use in direct digital manufacturing; our agreement with HP to expand the distribution and sales of our 3D printers, our WaveWash support removal system, the demand for proprietary consumables; the expansion of our paid parts service and our beliefs with respect to the growth and demand for our products. Other risks and uncertainties that may affect our business include our ability to penetrate the 3D printing market; our ability to maintain the growth rates experienced in this and preceding quarters; our ability to introduce, produce and market new materials such as ULTEM and the market acceptance of these and other materials; the impact of competitive products and pricing; our timely development of new products and materials, and market acceptance of those products and materials; the success of our recent R&D initiative to expand the DDM capabilities of our core FDM technology and the success of our RedEye on demand and other paid parts services. Actual results may differ from those expressed or implied in our forward-looking statements. These statements represent beliefs and expectations only as of the date they were made. We may elect to update forward-looking statements, but we expressly disclaim any obligations to do so even if our beliefs and expectations change. In addition to the statements described above, such forward looking statements include the risks and uncertainties described more fully in our reports filed or to be filed with the Securities and Exchange Commission, including our annual reports on form 10-K and quarterly reports on Form 10-Q. ': The company uses these non-GAAP financial measures for evaluating comparable financial performance against prior periods. The appropriate reconciliations between non-GAAP and GAAP financial measures are provided in a table at the end of our press release. ':

Scott Crump

Management

Good morning and thank you for joining us to discuss our second quarter financial results. During the first quarter, we entered into a gain changing exclusive agreement with HP for the worldwide distribution of our 3D printers. ': ': In addition, our consumable revenue grew by an impressive 25% to a record level during the second quarter. Our system unit sales also represented a quarterly record growing by 54% over last year. We were proud to launch our new WaveWash easy to use, automated support removal system that further uniquely differentiates Stratasys competitively. Within Fortus, we continue to maintain a strong pipeline of orders driven by the improvement in business conditions within our core markets. ': ': ':

Bob Gallagher

Management

Thanks Scott. Total revenue is $30.1 million for the second quarter 2010, a 22% increase over the $24.6 million reported for the same period last year. The company shift a record 682 units during the second quarter at 54% increase over last year. The strong unit growth was driven by growth in our 3D Printer unit system sales. Domestic sales represented 56% of total revenue during the quarter and grew by 26% over last year. International sales were up 18% for the quarter. The international sales were up was impacted by the decline in the Euro. Euro declined in the average first quarter rate resulted in 382,000 lowered Q2 revenue. Second quarter products revenue was $23.8 million, a 31% increase over the $18.2 million reported for a same period last year. Two factors impacted our product revenue growth during the quarter. First, 3D printer unit sales increased by 60% when compared to the second quarter of last year, driven by the new design jet we shift to HP as well as strong growth in our Stratasys brand of 3D printers. Although HP is only recently initiated their marketing programs, we believe they are having a positive impact on the market. HP significantly exceeded their original forecast for the second quarter and reported that virtually all systems that sold through to end users. Reflecting the impact, our 3D printer unit sales within market served by HP which includes both design jet and Stratasys branded systems, increased by a 74% during the second quarter. ': As I will address later in the call, HP is more focused on refining their goal market strategy during initial to better prepare for future expansion and accelerate its sales launch. The second item impacting our product revenue during the quarter was the 25% increase in our…

Shane Glenn

Management

Thank you Bob. We appreciate the need to provide financial guidance to our shareholders and investment community. We continue to observe an improvement in market conditions during the second quarter and we are optimistic about the coming periods. However, it remains difficult to predict our performance coming out of the deep recession as we move into our seasonally weakest quarter. Consequently, we will continue as now provide financial guidance for 2010. ':

Scott Crump

Management

Thank you, Shane. We are optimistic that we can continue to observe a favorable business environment for the balance of the year. The second quarter brought significant progress to our game changing collaboration with HP. In April, HP introduced and began shipping the new designs jet printer in five European countries which includes Germany, Italy, France, Spain and the UK and this HP division responsible for this collaboration is located in Spain. In addition to using our existing channel, HP has added resellers within those five countries and has numerous additional resellers asking for the product line. As Bob mentioned, system orders from HP exceeded the original Q2 forecast and a sell through to end users has been strong. We believe HP is already having a positive impact within the marketplace as our system sales grew significantly in those five countries. Although we are excited about these early signs of success and believe the collaboration is off to a great start, we are more excited about what these developments suggest about the future. ': ': While the uPrint platform represents a major step in providing a full product solution that appeals to a broader market, we will continue to develop new products that provide the opportunity to accelerate future adoption. We will accomplish this by making systems that capitalize on a price-elastic market with products that are more reliable, easy to use, and office-friendly. ': ': While our relationship with HP represents the game changing opportunity within 3D printing, you should not overlook the growth opportunity within our Fortus line of our 3D production systems. ': In addition, companies have began to recognize the value of our technology for DDM applications including fixtures and assembly tools within the manufacturing applications. One example of this is the U.S. army who recently…

Operator

Operator

[Operator Instructions] And your first question comes from Troy Jensen of Piper Jaffray.

Troy Jensen - Piper Jaffray

Analyst

Hey good afternoon or good morning gentlemen.

Bob Gallagher

Management

Good morning Troy.

Troy Jensen - Piper Jaffray

Analyst

':

Bob Gallagher

Management

We are having an unusual mix in the quarter. Some of the things that have impacted strongly as I mentioned in the call, when we were hit by the euro as I think it moved on to the significantly lower rate in the previous quarter. ': ':

Troy Jensen - Piper Jaffray

Analyst

And then on HP, this has one two-part question here and for my follow-up. But can you let us know is HP going to be classified as domestic or international and then you had some comments in your press release about a $5 million a one-time charge? Was that in Q2 or is that already reported in Q1?

Bob Gallagher

Management

':

Troy Jensen - Piper Jaffray

Analyst

Okay alright, well good look going forward guys.

Bob Gallagher

Management

Thanks.

Operator

Operator

And the next question comes from Steve Dyer with Craig-Hallum. Please proceed.

Steve Dyer - Craig-Hallum

Analyst · Craig-Hallum. Please proceed.

Thanks, good morning guys.

Bob Gallagher

Management

Good morning.

Steve Dyer - Craig-Hallum

Analyst · Craig-Hallum. Please proceed.

Bob, are you willing to at least let us know if HP was a 10% customer in the quarter?

Bob Gallagher

Management

': ': ':

Steve Dyer - Craig-Hallum

Analyst · Craig-Hallum. Please proceed.

Okay. And then, did I hear that correctly, domestic was 56% of revenues in the quarter and leaving international to be 44%, which I would assume was driven a lot by HP?

Bob Gallagher

Management

You got the percentages correct which is really not a significant change from the overall percentages in the last quarter.

Steve Dyer - Craig-Hallum

Analyst · Craig-Hallum. Please proceed.

Okay. How should we think about operating expenses going forward? It was just a touch higher maybe than I had modeled at least this quarter. Is this kind of a decent way to think about the run rate going forward?

Bob Gallagher

Management

': ':

Steve Dyer - Craig-Hallum

Analyst · Craig-Hallum. Please proceed.

Okay and then last question, I ran over my allotment here, but you had indicated the need for expansion here. What is that going to involve the CapEx I guess for the quarter or kind of looking out?

Bob Gallagher

Management

Yeah, we are not, we will give more color around that in future quarters.

Steve Dyer - Craig-Hallum

Analyst · Craig-Hallum. Please proceed.

Okay and then do you have the CapEx number for this quarter and also cash from operations?

Bob Gallagher

Management

Give us a second here.

Steve Dyer - Craig-Hallum

Analyst · Craig-Hallum. Please proceed.

No problem.

Bob Gallagher

Management

': ': ':

Steve Dyer - Craig-Hallum

Analyst · Craig-Hallum. Please proceed.

Okay, alright thank you.

Bob Gallagher

Management

Thanks.

Operator

Operator

Our next question comes from Brian Drab of William Blair. Please proceed.

Brian Drab - William Blair

Analyst

Good morning.

Bob Gallagher

Management

Good morning.

Brian Drab - William Blair

Analyst

Looking at the 60, you said 6-0, 60% growth rate of 3D printers. Is that right?

Bob Gallagher

Management

Correct.

Brian Drab - William Blair

Analyst

': ': ': ':

Bob Gallagher

Management

Yes, we will try to give you some color around those numbers that relates to what we -- our uPrint and Design jet represented about 37% of the overall mix within the products. We consider the uPrint plus, we put that in with the legacy, because there is a differentiation in the margin of our products. So the uPrint, the 1,200 SST and Elites represented at 60, the uPrint plus, excuse me, and even 1,200 SES represented 63% of the volume. Well the uPrint and the Design jets represented 37% of the volume.

Brian Drab - William Blair

Analyst

Ok great and then, give us a little help on the interest income and other line and what we should expect going forward in the third and fourth quarters just on a directional basis?

Bob Gallagher

Management

': ': ':

Brian Drab - William Blair

Analyst

So just to be clear, not much impact meaning that it should be roughly a wash on that line or close to zero or close to the second quarter result?

Bob Gallagher

Management

Close to wash on that line.

Brian Drab - William Blair

Analyst

Alright, thanks guys.

Bob Gallagher

Management

Thanks

Operator

Operator

And the next question comes from Chad Bennett with Northland Capital Market.

Chad Bennett - Northland Capital Market

Analyst · Northland Capital Market.

':

Bob Gallagher

Management

':

Chad Bennett - Northland Capital Market

Analyst · Northland Capital Market.

':

Bob Gallagher

Management

Correct.

Chad Bennett - Northland Capital Market

Analyst · Northland Capital Market.

': ':

Bob Gallagher

Management

':

Shane Glenn

Management

': ':

Chad Bennett - Northland Capital Market

Analyst · Northland Capital Market.

Yes. No, I understand. Going back to gross margin, I think you answered it, but do you have any more specifics? You gave three impacts on gross margins. Is there a way to quantify those three things in terms of importance on the gross margin this quarter?

Bob Gallagher

Management

If you put them on the quarter of priority, you know, the shift in the mix within the Fortus with the number one item and probably equal then between the Euro as well as the impact of design jet versus uPrints

Shane Glenn

Management

And then at Fortus, Fortus probably had over a 100 basis point impact just alone.

Chad Bennett - Northland Capital Market

Analyst · Northland Capital Market.

': ':

Bob Gallagher

Management

Yes. We continue to our investment in nothing below a AAA standard and we moved more of our investments in to our commercial paper of high grade commercial paper that has maturity, is more than 12 months.

Chad Bennett - Northland Capital Market

Analyst · Northland Capital Market.

Alright thanks.

Bob Gallagher

Management

Thanks Chad.

Operator

Operator

And the next question comes from Graeme Rein with Bares Capital. Please proceed

Graeme Rein - Bares Capital

Analyst · Bares Capital. Please proceed

':

Scott Crump

Management

': ':

Graeme Rein - Bares Capital

Analyst · Bares Capital. Please proceed

':

Bob Gallagher

Management

No, we can probably double our current capacity from where are right now but when you go into things like facility planning, as you can appreciate, there is a long lead time on some of those items in terms of if we need to acquire additional space and getting that space prepared. So some of those plans are longer term plans that you need to start to initiate in the near term. So we are working today, we are working towards mid-term as well as our long term plans to grow.

Graeme Rein - Bares Capital

Analyst · Bares Capital. Please proceed

Ok great and then the follow-up, have you seen any price changes on consumables or in the RedEye business?

Bob Gallagher

Management

': ': ':

Graeme Rein - Bares Capital

Analyst · Bares Capital. Please proceed

Ok, thank you very much.

Bob Gallagher

Management

Thanks.

Operator

Operator

And the next question comes from Jim Ricchiuti with Needham & Company. Jim Ricchiuti - Needham & Company: Thank you. Bob, did you say Fortus revenues were down year-over-year slightly?

Bob Gallagher

Management

': Jim Ricchiuti - Needham & Company: Ok and just wanted to follow up on that is, the decline you saw and then similarly, the increase you saw in bookings. Is there any color you can provide as to whether there were some geographic dynamics at work there or specific vertical markets where you saw the change?

Bob Gallagher

Management

No, not really. Like I said, the bookings were strong and we saw strong bookings, both in the Far East as well in the Americas as it relates to quarters. Jim Ricchiuti - Needham & Company: ':

Bob Gallagher

Management

': Jim Ricchiuti - Needham & Company: Okay, thank you.

Bob Gallagher

Management

Thanks.

Operator

Operator

And the next question comes from Chuck Murphy with Sidoti & Company. Please proceed. Chuck Murphy - Sidoti & Company: Good morning guys

Bob Gallagher

Management

Morning Chuck. Chuck Murphy - Sidoti & Company: I was just wondering if you could tell us how many distributors you had in Europe prior to the HP deal and how many you have now?

Bob Gallagher

Management

': They have a lot of resellers asking for the product today. They want the product in these regions and once again, I think what they are looking to do is get the go-to-market strategy right before they add any additional resellers. ': They have a lot of resellers asking for the product today. They want the product in these regions and once again, I think what they are looking to do is get the go-to-market strategy right before they add any additional resellers. ': ': Chuck Murphy - Sidoti & Company: Okay. Could you say kind of what the profile of the distributors is these days? I mean, are they selling mostly the 2D plotters? Are they also selling some CAM software or both?

Bob Gallagher

Management

It would be both. Chuck Murphy - Sidoti & Company: ': ':

Bob Gallagher

Management

': Chuck Murphy - Sidoti & Company: Alright, thank you.

Bob Gallagher

Management

Chuck, thank you.

Operator

Operator

And the next question comes from Andy Schopick with Nutmeg Securities. Please proceed.

Andy Schopick - Nutmeg Securities

Analyst · Nutmeg Securities. Please proceed.

Yes Bob, a couple of just quick ones for you. Revenue recognition on the HP deal, you will be recognizing revenue on a sell in basis as opposed to our sell out from their channel?

Bob Gallagher

Management

Correct.

Andy Schopick - Nutmeg Securities

Analyst · Nutmeg Securities. Please proceed.

':

Bob Gallagher

Management

To the extent that we have that information from HP during those quarters, we will certainly do that.

Andy Schopick - Nutmeg Securities

Analyst · Nutmeg Securities. Please proceed.

':

Bob Gallagher

Management

': ':

Andy Schopick - Nutmeg Securities

Analyst · Nutmeg Securities. Please proceed.

Alright, how about for the year to date the revenue impact from just the FX?

Bob Gallagher

Management

If you took it versus the exchange rate that was in place at 12/31, the overall impact is just under $600,000.

Andy Schopick - Nutmeg Securities

Analyst · Nutmeg Securities. Please proceed.

':

Bob Gallagher

Management

':

Andy Schopick - Nutmeg Securities

Analyst · Nutmeg Securities. Please proceed.

Okay, thank you very much.

Bob Gallagher

Management

':

Operator

Operator

[Operator Instructions] Our next question comes from a line of Ryan Thibodeaux with Maple Leaf Partners.

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

Hey good morning. Just a quick follow-up on that last question on the R&D credit, Bob, I believe you mentioned something about R&D being relatively flat for rest of the year. Did that include the R&D offset?

Bob Gallagher

Management

Correct.

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

So the $2.6 million includes a $400,000 per quarter offset, right?

Bob Gallagher

Management

Correct.

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

So it would otherwise be $3 million?

Bob Gallagher

Management

Yes. Well, our spending will be higher, right.

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

':

Shane Glenn

Management

': ': ': ': ': ':

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

Ok and the next question is I believe Bob, you said that uPrint plus Designjet was 37% of the, I guess, overall unit mix or dimension unit mix?

Bob Gallagher

Management

It was of the 3D printer.

Shane Glenn

Management

That was uPrint, the basic uPrint and Designjet. We.

Bob Gallagher

Management

It’s 37% of the overall 3D printing.

Shane Glenn

Management

The 3D printing. What we do is we is because of the higher margins on the uPrint plus, we kind of characterize it as a higher price system and so we just have the uPrint, the basic uPrint and the Designjet systems in that 37% number.

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

': ':

Bob Gallagher

Management

':

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

':

Shane Glenn

Management

':

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

Okay. Last question on the CapEx in the quarter?

Bob Gallagher

Management

':

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

':

Shane Glenn

Management

Could have been of the full year and --

Bob Gallagher

Management

The full quarter of the warrants that were issued to HP.

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

Is that a good run-rate to use for the September quarter?

Bob Gallagher

Management

You have to check the –

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

Share account number?

Shane Glenn

Management

Yes depending on the share price absolutely.

Ryan Thibodeaux - Maple Leaf Partners

Analyst · Maple Leaf Partners.

Alright thanks.

Operator

Operator

And the next question comes from the David Trossman with MTB Advisors. Please proceed.

David Trossman - MTB Advisors

Analyst · MTB Advisors. Please proceed.

': ':

Scott Crump

Management

Well, our strategy has been for the last nine years, a continued a reduction in product cost and a continued increase in the volume. So you can definitely expect continued reduction in some product costs but product costs that pertained to 3D printings and actually a broadening of our overall price range in order to go after more and more application. Bob, you want to comment on whether we can discuss collaborations on this topic?

Bob Gallagher

Management

': ': ': ':

David Trossman - MTB Advisors

Analyst · MTB Advisors. Please proceed.

Thank you.

Operator

Operator

And your follow up question is from Andy Schopick with Nutmeg Securities. Please proceed.

Andy Schopick - Nutmeg Securities

Analyst

': ':

Bob Gallagher

Management

': ': ':

Andy Schopick - Nutmeg Securities

Analyst

':

Bob Gallagher

Management

':

Andy Schopick - Nutmeg Securities

Analyst

Of course.

Bob Gallagher

Management

':

Andy Schopick - Nutmeg Securities

Analyst

Okay fine. All right, thank you.

Bob Gallagher

Management

Thank you.

Operator

Operator

And you have follow up question from Chuck Murphy, Sidoti & Company. Please proceed. Chuck Murphy - Sidoti & Company: ':

Shane Glenn

Management

': Chuck Murphy - Sidoti & Company: ':

Shane Glenn

Management

Well, it was Q1 and we just started shipping a few systems at the end of the first quarter.

Bob Gallagher

Management

': Chuck Murphy - Sidoti & Company: Got you.

Scott Crump

Management

And of course, HP launched their design jets in April, I believe April 19,Q2. Chuck Murphy - Sidoti & Company: Got you, okay. In I guess kind of a similar question, so I mean, is it fair to assume that HP related stuff has no impact on the second quarter gross margin being a little bit low sequentially?

Bob Gallagher

Management

No, we indicated that, it did have an impact on the margins. We gave it as one of the three factors trying to keep away the euro impact. Chuck Murphy - Sidoti & Company: ':

Bob Gallagher

Management

Thank you.

Operator

Operator

': ':

Scott Crump

Management

':

Bob Gallagher

Management

Thank you.

Operator

Operator

':