Greetings, and welcome to the Bacterin Second Quarter 2014 Results Conference Call. At this time, all participants are in a listen-only mode. A brief question-and-answer session will follow the formal presentation. (Operator Instructions). As a reminder, this conference is being recorded. It is now my pleasure to introduce your host Rich Cockrell, President of the Cockrell Group. Thank you, sir. You may begin.

Thank you and thank you all for joining us today for Bacterin's second quarter 2014 results conference call. With me on the call today are Dan Goldberger, Bacterin's Chief Executive Officer; and John Gandolfo, Chief Financial Officer. Yesterday afternoon Bacterin issued a press release announcing second quarter 2014 financial results reporting company revenues of approximately 8.9 million, this was inline with analyst estimates. Following remarks by management, the call will be opened to your questions we will expect the duration of the call to be approximately an hour. Now during the course of this call, management may make some forward-looking statements regarding future events and the company's expected future performance. These forward-looking statements reflect Bacterin's current perspective on existing trends and information and can be identified by such words as expect, plan, will, may, anticipate, believe, should, intends and other words of similar meaning. Any such forward-looking statements are not guarantees of future performance and involve risks and uncertainties including those noted in the company’s risk factors section on annual report on Form 10-K and on the company's quarterly reports on Form 10-Q. Actual results may differ materially from those projected in these forward-looking statements. For the benefit of those of you who may be listening to the replay, this call was held and recorded on August 13, 2014, at approximately 10 am Eastern Time. Since then the Company may have made additional announcements related to the topics discussed herein. Please reference the Company's most recent press releases and current filings with the SEC. Bacterin declines any obligation to update these forward-looking statements except as required by applicable securities law. With that I would like to turn the call over to Dan.

Thank you, Rich. And good morning, everybody. Thanks for joining us today to discuss our second quarter 2014 results. I will begin by providing highlights on the quarter and John will follow with a more detailed review of results. We're pleased to report a 7.5% year-on-year increase in revenues for the second quarter 2014, the third straight quarter of revenue growth. I joined back one year ago on August of 2013 because I believe our retentive medicine products are best in class and will grow rapidly with solid representation. Our revenue growth is, especially noteworthy because of the quality and sustainability of our sales this year. We have successfully transitioned our U.S. business to recurring revenues from end-user hospitals and will continue to invest in that sales channel. Our business model is based on measurable activities and metrics including headcount in field, revenue per headcount, number of surgical procedures in which we participate and revenue per procedure. During the quarter, we announced two new additions to the Bacterin team, Melanie Head joined us as Vice President of Sales on May 1, 2014, and Robert DiSilvio joined us on July 1, 2014 as President, with overall responsibility from marketing, sales and business development. These two key additions to the Bacterin executive team are charged with laying the foundation for a professional and productive marketing and sales department. They bring a combined 50 plus years of sales success steep with the culture of excellence within a variety of medical technology projects substantially larger than Bacterin is today. In turn and with their help, we have been aggressively recruiting sales management talent at the regional level from the industry stalwarts like Lanx, Biomet, Stryker, DePuy and others. The introduction of new sales management created some distraction in the second quarter and we have…

Thank you Dan. I'd like to remind our listeners to refer to the second quarter 2014 earnings press release issued yesterday and also our Form 10-Q for the second quarter which will be filed later this week. Second quarter 2014 revenue was approximately $8.9 million, an increase of 7.5% compared to approximately $8.3 million for the same period during 2013. Sequentially, revenues remain relatively consistent with $8.9 million reported in the first quarter of 2014. Gross profit for the second quarter 2014 was $5.6 million or 63% of revenues and this compares to $4.7 million or 57% of revenues for the second quarter 2013. Over the last year we have improved our processing productivity resulting in the increased gross margin year-over-year. Sequentially, gross profit increased slightly from $5.5 million in the first quarter to $5.6 million in the second quarter, Gross margin in these quarters increased from 62% to 63%, respectively. This figure is within the company's previously stated range and expected gross margin of 61% to 63% for 2014. Second quarter 2014 sales and marketing expenses increased 4.8% to $4.4 million, as compared to $4.2 million for the second quarter of 2013. This increase can be attributed to our continued reorganization of the sales force headlined by the hiring of Melanie Head as VP of Sales on May 1st. For the quarter, sales and marketing as a percentage of revenues decreased slightly to 50%, as compared to 51% in the second quarter of 2013. In the second quarter, general and administrative expenses remained relatively flat year over year at $2.1 million. Sequentially, G&A expenses decreased approximately 9% from $2.3 million in the first quarter of the year. The company reported second quarter 2014 research and development expenses of approximately $322,000 and this compares to a $170,000 reported in the…

Thank you, John. As I approach my one year anniversary with Bacterin I am pleased to report that we successfully corrected many of the operational issues evident when I first arrived. We are now positioned to grow the business again. R&D is pumping out new products and providing robust clinical support for our existing ones. Operations has ramped up our donor service activities and we secured new recovery partners. The company has gotten stronger each quarter as we have a higher quality recurring revenue base from end users. We’ve also taken measures to strengthen our balance sheet and of course we have new sales leadership that is even more optimistic about our future possibilities. Our management team and Board of Directors are committed to Bacterin’s growth as a leading regenerative medicine company and we have a very comprehensive and competitive product portfolio. Approximately 20% of the more than 5 million fractures that occur in United States each year are associated with healing difficulties. Demineralized bone matrix generated more than $400 million in the United States last year and is expected to grow at 4% to 5% per year. The combined U.S. market for orthopedic bio-materials for bone repair and regeneration is projected to reach an estimated value of $3.5 billion in the year 2017. Bacterin holds approximately 6.5% market share in the demineralized bone matrix category behind Medtronic, DePuy and Integra. Simply put, our goal is to increase this market share while achieving preeminence through superior R&D marketing and customer service. Given our breadth of market channels, a cellular dermis for plastic and reconstructive surgery in advance wound care is an additional $1 billion sales opportunity for our hMatrix product line. These are very large and addressable market opportunities. We have competitive products in all of these categories with new ones in the Bacterin pipeline. Our revenue growth strategy for 2014 and 2015 is simple; Deploy reinvigorated focused sales effort in our core DBM category to gain and secure market share; number two, develop new DBM products to be sold through our existing sales channels to capture additional market share; and number three, continue our careful investment in hMatrix to grow revenue in the acellular dermis category. Finally our investors have provided Bacterin with the financial resources to execute this plan. And I am confident in the team we are assembling at Bacterin. We want to thank all of our stakeholders for your continuing support. With that we’ll open up the call to questions.

Thank you. We will now be conduction a question-and-answer session. (Operator Instructions). Thank you. Our first question comes from the line of Matthew O'Brien with William Blair. Please proceed with your question.

Good morning. Thanks for taking the questions. Again, I was hoping, we could start off with the sales force plans, a lot of good detail there, but as some of the numbers you’re providing for -- as we exit 2015, you’re talking about getting to some pretty meaningful market share levels in a fairly short amount of time. Can you just give us a bit more color granularity on why you have that level of confidence in being able to take that much market share away from some pretty big providers?

So, thanks Matt for taking the opportunity to ask the question. As we study our distribution channel, we find that we’re very strong in a small number of cities and we have very large wide spaces where we just don’t have credible representation. We’ve had remarkable success where -- in just the last six months, where we add representation, recruit manufacturers’ representatives who have relationships with physicians. And we can start to grow business in different geographies pretty quickly, pretty efficiently. So, we really do believe that the business scales with productive headcount. And I think part income our challenge is to refine our hiring and recruiting capability, so that we bring in the right people, both at the employee level and at the manufacturers’ representative level, and we've also invested in our sales training and our clinical specialists support in the field. And so a part of our challenge is the logistics of bringing in new people, getting them trained, making them productive. Another opportunity for us is in the hMatrix category where we now have two full time people detailing the product and getting on the one hand our field sales folks trained and on the other hand working directly physicians to get them converted. So, there is -- devil is in the details Matt, which I think you understand. And the timing may not go as fast as we’d like but I am optimistic that given our early results in the first half of this year, we can continue to roll out the model.

Okay. But just to be clear, Dan, I mean the sales force is as it’s set up now and as you're planning to scale it will be focused in certain areas of orthopedics rather than trying to sell the full bag with hMatrix in there?

Correct. So, we have two full time people working on hMatrix. Everybody else in the sales organization is working on our orthopedic surgeons and neurosurgeons or doing spine procedures.

Got you. And then you mentioned the new product flow, I mean when should we expect to see some of those and how much of the growth outlook of the business is related to new products versus just more blocking and tackling with your existing portfolio?

So, the new products, we're really looking for revenue contribution from new products in 2015. And we will see that in our revenue per procedure metric because we will, if we do this right, our sales -- our field sales organization will be able to participate with more of our product in any given procedure. So, the two ways to grow the business are revenue per procedure and the number of procedures that we participate in. The new products will help us get in the door to recruit new physicians as well as increase the revenue per procedure where we already have business.

Okay. And then just you have been pumping out a lot of data via various publications. Can you just give us a sense for the initial anecdotal feedback from some clinicians you have shown that to and how do you think that will factor into the selling process as we get into next year?

So, Dr. Juda saw this paper at the end of last year, Dr. Cammisa’s paper from HSS that we just talked about, talk about the clinical equivalency, but really the superiority of our OsteoSponge and OsteoSelect in spine fusion. And I say superiority because the reference arm of the studies is autologous bone which requires a secondary incision and has a variety of other undesirable characteristics. So, the fact that we're getting clinically identical fusion rates compared to that procedures is very compelling to the spine surgeon community and it helps us with the physician preference discussion and it also helps us with the financial discussion at hospital administration, because we can make a value proposition to the purchasing organizations based on peer-reviewed publications as opposed to anecdotes. The Brigido paper that we discussed is a foot and ankle paper, but it's really a joint surgery paper and we don't do a lot of those procedures right now with the physician community help, we're getting more and more clinical support for participating in those procedures and that could be a substantial growth opportunity in extremities in 2015.

Got it. Got it. Thanks very much.

Our next question comes from the line of Nathan Cali with Noble Financial. Please proceed with your question.

Hey guys, thanks for taking the questions. On the percentage of revenue per indication, would you -- is there a break out of that?

For indication, no we haven’t been breaking it out. But I did mention that about two thirds of our business comes from spine fusion.

Two-thirds, right. And then on the sales force how many now and then how many do you expect at the end of the year?

We’re at 33 full-time employees at (Technical Difficulty) July 31, 2014 and those employees work with about 100 manufacturers reps. Our goal as we exit the year is to be at 45 full-time employees and a 140 manufacturer reps. Now it takes -- there is another number that I threw into the script which is of those 33 full-time employees, 25 are productive meaning that they’ve been with the company long enough to have been trained and developed a funnel of business.

Okay. So, when you say full-time employees does that mean all of those employees are working on sales?

Correct, fields, those are field sales employees.

Field sales, okay. And then so as far as you guys, you just raised cash what do you think that cash brings you to?

So, we burned about $1.5 million in cash.

$1.3 million.

1.3 million?

Right.

In cash in the last quarter. We see that number should narrow as our revenue grows and we continue to have discipline around our operating expense.

Okay. So and then as far as the debt goes, can you just give us an overview on what the situation there is with OrbiMed and going forward with that?

Sure OrbiMed we have a $24 million term loan outstanding with OrbiMed. OrbiMed prior to this offering was also our second largest equity shareholder. The $24 million term loan has a 7 year term, the first four years are interest-only payments. And the last three years are principal and interest payments.

Okay.

We are about 2 years into the term at this point in time, the base rate is 13% but if you go to our SEC filings at 10-K we have the details of the debt facility in our footnote disclosure.

Yes. I just wanted to know if there is any additional updates to covenants or anything like that?

No, what we did was last year we renegotiated the revenue covenants and brought them down substantially from where they were to a point where I think from a senior management team we feel real comfortable where the covenants are at this point in time. OrbiMed like I said they are our second largest common stockholder and they continue to be a huge supporter of the company.

Okay. And then maybe a question for Dan, on the current seasoned sales guys that you have out there or girls that you have out there, what’s been the feedback from them on penetration pricing and just feel your existing accounts and then trying to penetrate into new accounts?

So pricing has not been an issue in the field sales organization, there are a variety of national accounts initiatives and regional IDN initiatives that we're working on where price does become part of the conversation. But on a day-to-day basis, we do not have to compete on pricing, we're very fortunate that way but we're always looking over our shoulders. In terms of working with existing customers to increase the level of business, we've had a lot of success and in places where we are working with a physician preference paradigm and we can do a couple of demonstration procedures with the physician, we have a very high degree of success in making those conversion steps.

Okay. Do you have a number or percentage of customer retention?

That's a very good question and it’s something that we are just now starting to look into and I don't have a good number for you right now, but keep asking.

Okay. Alright, thanks a lot for taking questions.

Christine, we have time for one more question.

Thank you. Our final question comes from the line of John Vandermosten with Singular Research. Please proceed with your question.

Thank you and good morning Dan and John. How are you doing?

Good morning, John.

Ding well, thank you.

I wanted to ask first just about, just some strategic changes that maybe Robert and Melanie have made in their first few weeks months at Bacterin. If you can give us an idea some of the changes that they've tried to implement?

The most profound changes have been around accountability and performance metrics. We’re growing up, if you will. And everybody is carrying a number and everybody has expectations for activity levels. And we're holding people accountable to that. And by people, I mean our employees as well as our partners that are organized as manufacturers’ reps. And so, it’s a discipline and accountability and recognition of a number that is -- performs the bulk of our early work.

Okay. And I guess some of those implementation metrics and what not contribute to I guess a little bit of slowdown in sales and something that may pick up later, is that part of the reason that the sequential trend was maybe a little bit slower than had been in the past?

I think there is some just real life distraction. Folks want to know who the new boss is and they spend a little bit more time gossiping about that instead of covering cases. And that I believe we’ve worked all the way through that. We had a sales meeting in the middle of July where everybody got to meet the new management firsthand. And we came out of that sales meeting with a lot of excellent energy. And the pace of business is going remarkably well right now.

Okay. And then gross margin improved sequentially, year-over-year too but probably for (inaudible) reasons and I think that some [improved] processes were cited. Is that something that you expect to continue and maybe you can highlight maybe what some of those processes were?

We’re guiding to 61% to 63% gross margins for 2014 and while there may be upside to that, we're going to stick to that guidance. Longer term, the acellular dermis product has a higher gross margin. And as that product becomes a significant revenue contribution, the company average will increase. But that's, I think that's an increase that you should look for in the second half of ‘15, not anytime soon. There will be some slight increase just from economy of scale as the business base grows larger, we observe overhead a little bit more efficiently but again, I don't think that will become material until the second half of ‘15.

Okay. And just on acellular dermis; is it easier to get a better gross margin on that just because it's easier to source the product?

It has to do with the dynamics of the product and the channel that it goes into in the competitive environment in that channel.

Okay. And then just the last thing I wanted to get a better idea of is, you mentioned about the deficiency notice and the stock issuance. I’m just wondering with the recent issuance, how do we see November coming about when the NYSE, I mean MKT is looking for progress, what do you foresee, anything else happening before that point in time?

So, we met with the NYSE in July. We are taking all of the steps that are within our power to take, to retain the listing and I'm optimistic that we're going to be successful.

Okay. Thank you, guys.

Thanks John.

Thanks.

Our next question comes from the line of Todd Robbins with Robbins Capital Management. Please proceed with your question.

Well, good morning Dan.

Good morning Todd. Thanks for listening in.

Just sort of a mathematical question. We’re going to end 2014 with 45 sales people, how many of the 45 do you expect would be in the productive category at that time?

We should be at about 35 of them will have tenure to be fully productive.

So in the fourth quarter on average we should be looking at 35 or would that be an end of year number?

No I think that’s a big target for the fourth quarter. 35 a good way to model it is 35 productive employees at $250,000 per employee in revenue.

So what do you account for the reasoning on the revenue per employee being so much higher in the second quarter and what’s the possibility that that might replicate itself, you should get out in Q3 and Q4?

I think that $350,000 per quarter productivity is achievable. I think it takes a year to 15 months for a professional to get to that level of productivity. I am optimistic that with the professional training programs and the discipline that we’ve brought to our field sales function we can get to those productivity numbers sooner. But for modeling purposes we’re modeling it at $250,000 per head, I’d love come in at higher numbers.

Excellent. Thank you very much.

All right. Thank you for your time.

Ladies and gentlemen, we have reached the end of the question-and-answer session. I would now like to turn the floor back over to management for concluding remarks.

I’d like to thank everybody for attending the conference call and for your support of the company. We are continuing to look forward to great things. Have a great day.

Ladies and gentlemen this does conclude today's teleconference. You may disconnect your lines at this time thank you for your participation and have a wonderful day.