Q2 2022 Dynatronics Corp Earnings Call
Good morning, ladies and gentlemen, and welcome to the diner.
Speaker 1: Dynatronic second quarter fiscal year 2022 earnings call. It is now my pleasure to turn the floor.
Quarter fiscal year 2022 earnings call.
Or to turn the floor over to your host Skyler Black the Companys principal accounting officer Skyler the floor is yours.
Speaker 2: Thank you operator. Before we begin, let me remind you that during the course of this...
Thank you operator.
Before we begin let me remind you that during the course of this call.
Speaker 2: We will make forward-looking statements regarding our current expectations, plans, projections, and financial performance relating to our business.
We will make forward looking statements regarding our current expectations plans protections and financial performance relating to our business. These forward looking statements reflect our view as of today only and they involve risks and uncertainties that could cause actual results.
Speaker 2: These forward-looking statements reflect our view as of today only, and they involve risks and uncertainties that could cause actual results to different materials.
To differ materially from those discussed today.
Speaker 2: Important factors that could cause actual results to differ materially from those projected or implied by our forward-looking statements are included in our most recent 10K and other reports filed with the SEC and include uncertainty in the report.
Factors that could cause actual results to differ materially from those projected or implied by our forward. Looking statements are included in our most recent 10-K and other reports filed with the SEC and include uncertainties and risks.
Speaker 2: related to the impact of the COVID-19 pandemic on our business results.
Related to the impact of the COVID-19 pandemic on our business results.
Speaker 2: We caution you not to place undue reliance on forward-looking statements we make this morning. We undertake no obligation to update or revise forward-looking statements.
We caution you not to place undue reliance on forward looking statements. We make this morning, we undertake no obligation to update or revise forward looking statements.
Speaker 2: During our prepared remarks, we will be referring to slides that are available for viewing in the webcast and posted in the investor relations section of Dynatronics.com.
During our prepared remarks, we will be referring to slides that are available for viewing and the webcast and posted in the Investor Relations section of <unk> Dot com.
Speaker 2: I will now turn the call over to John Crear, our President and Chief Executive Officer.
I will now turn the call over to John career, our President and Chief Executive Officer.
Speaker 3: Thanks, Skyler. Good morning, everyone. And thanks for joining Dynatronics call today. On today's call, we will cover the recent highlights and achievements. Norm will provide commentary on the financials. And then we will have the operator open the phone lines for questions.
Thanks, Skyler good morning, everyone and thanks for joining <unk> call today on today's call. We will cover the recent highlights and achievements norm will provide commentary on the financials and then we will have the operator open the phone lines for questions.
Speaker 3: Please turn to slide three. With me today are our Principal Accounting Officer, Skylar Black, and our Chief Financial Officer, Norm Regner. You can see Norm's, Skylar's, and my background on this slide. It provides some color as to our collective resources and the experience that we have brought to the company.
Please turn to slide three with me today are our principal accounting officer, Skyler Black and our Chief Financial Officer Norm Ragnar you can see norms Skyler and my background on this slide it provide some color as to our collective resources and the experience that we have brought to the company.
Speaker 3: Slide four highlights just a few of our more recent accomplishments, all of which drive the company's revenue growth to exceed the market and our baseline revenue expectation for the third consecutive quarter. Our accelerating transformation continues even with greater than expected disruption from COVID-19. Let me begin with three.
Slide four highlights just a few of our more recent accomplishments all of which drive the company's revenue growth to exceed the market and our baseline revenue expectation for the third consecutive quarter, our accelerating transformation continues even with greater than expected disruption from COVID-19.
Let me begin with three headline points.
Speaker 3: First and foremost, we have a clear line of sight to profitable growth and have a well-defined strategy in place to execute again.
First and foremost we have a clear line of sight to profitable growth and have a well defined strategy in place to execute against.
Speaker 3: We have been executing an ongoing business transformation and consistently performing each quarter to achieve our goals.
We have been executing an ongoing business transformation and consistently performing each quarter to achieve our goals.
Speaker 3: Second, we are confident in our outlook. We maintain our fiscal year 22 net sales guidance.
Second we are confident in our outlook, we maintain our fiscal year 'twenty two net sales guidance.
Speaker 3: And third, our markets generate 5% to 6% organic growth per year. We plan to take market share and therefore grow faster than the 5% to 6% organic growth our collective markets generate.
And third our markets generate 5% to 6% organic growth per year, we plan to take market share and therefore grow faster than the 5% to 6% organic growth our collective markets generate.
Speaker 3: Moving to slide five, we will continue to provide guidance on metrics that we are confident with while managing the choppy nature of this business transformation and the impacts of COVID-19. We expect net sales in fiscal year 22 to be in the range of 40 million to 45 million assuming similar procedure volume despite the recent surge in COVID-19 cases.
Moving to slide five we will continue to provide guidance on metrics that we are confident with while managing the choppy nature of this business transformation and the impacts of COVID-19, we expect net sales in fiscal year 'twenty two to be in the range of 40 million to $45 million assuming similar.
Procedure volume despite the recent surge in COVID-19 cases.
Speaker 3: The midpoint of this sales guidance represents a 15% growth rate relative to the 37 million annual continued product net sales baseline set in April 2021. Customer and dealer reaction to Dynatronic transformation strategy continues to be overwhelmingly positive, demonstrating our new business model strength and providing us momentum, building upon the favorable tailwinds in the markets we compete.
The midpoint of this sales guidance represents a 15% growth rate relative to the $37 million annual continued product net sales baseline set in April 2021.
Customer and dealer reaction to dynatron ex transformation strategy continues to be overwhelmingly positive demonstrating our new business model strength and providing us momentum building upon the favorable tailwind in the markets. We compete however, with significant volatility due to continuing challenges from COVID-19.
Speaker 3: However, with significant volatility due to continuing challenges from COVID-19, we believe it is prudent to maintain our guidance for annual sales in fiscal year 2022.
We believe it is prudent to maintain our guidance for annual sales in fiscal year 'twenty to.
Speaker 3: The company expects the distribution of net sales across the quarters to align with historical trends. Highest in the first quarter, lower in the second and third quarters, with a bounce back in the fourth quarter. This pattern matched our expectations for Q2 consistent with our prior guidance. However, there may be some variability in this pattern as the company adjusts to ordering patterns in its rehabilitation market, given the transition to an exclusively dealer-based sales model.
The company expects the distribution of net sales across the quarters to align with historical trends highest in the first quarter lower than the second and third quarters with a bounce back in the fourth quarter. This pattern matched our expectations for Q2 consistent with our prior guidance. However, there may be some variability.
This pattern as the company adjusts the ordering patterns in its rehabilitation market given the transition to an exclusively dealer based sales model.
Speaker 3: Slide six provides the guidance details. We are focused on the top line, but we also plan to drive margins over time.
Slide six provides the guidance details.
We are focused on the top line, but we also plan to drive margins over time, our target is to achieve 40% gross margins over the longer term, which would be comparable to what we believe our peers achieved and reflects our long term target.
Speaker 3: Our target is to achieve 40% gross margins over the longer term, which would be comparable to what we believe our peers achieve and reflects our long-term target. Our competitors, DJO before they were acquired by Colfax, and OSER when you break out their bracing segment, maintain margins for bracing and supports of approximately 50% and for rehabilitation of roughly 30%.
Our competitors D. J O before they were acquired by Colfax, an ulcer when you break out their bracing segment maintain margins for embracing and supports of approximately 50% and for rehabilitation of roughly 30%.
Speaker 3: Our gross margin was 19.8% in Q2. It was 27.0% in fiscal year 21, including the exit activities associated with the discontinuation of third-party distributed products.
Our gross margin was 19, 8% in Q2, it was 27.0% in fiscal year 'twenty, one, including the exit activities associated with the discontinuation of third party distributed products.
Speaker 3: Gross margin in Q2 was muted by the impact of COVID-19 and supply change.
Gross margin in Q2 was muted by the impact of Covid, 19, and supply chain challenges, including extraordinarily high freight raw materials and labor costs.
Speaker 3: including extraordinarily high freight, raw materials, and labor costs.
Speaker 3: Specifically, gross margin would have been 29.9% or 10 points higher without the COVID impacts in the second quarter. Excluding the additional freight, raw material, and labor cost impacts, our gross margin was higher in the second quarter and first half versus the prior year.
Specifically gross margin would have been 29.9% or 10 points higher without the COVID-19 impacts in the second quarter.
Excluding the additional freight raw material and labor cost impacts our gross margin was higher in the second quarter and first half versus the prior year.
Speaker 3: More generally, the company and its customers expect to experience supply chain and other challenges due to COVID-19, including rising raw material costs, higher delivery and shipment costs, supply chain disruptions, and extended handling times, similar to those reported by many companies.
More generally the company and its customers expect to experience supply chain and other challenges due to COVID-19, including rising raw material costs higher delivery and shipment costs supply chain disruptions and extended handling times similar to those reported by many companies where.
Speaker 3: We are taking multiple actions to help offset these inflationary pressures, including price increases where appropriate, exploring alternate sourcing relationships and improving factory yields. We're going to do what it takes to keep serving demand from our customers.
We are taking multiple actions to help offset these inflationary pressures, including price increases where appropriate exploring alternate sourcing relationships and improving factory yields we're going to do what it takes to keep serving demand from our customers. We have a steady eye on the long term to build a scalable.
Speaker 3: We have a steady eye on the long term to build a scalable platform to grow our customer and revenue base, deliver margin expansion, and strong cash flow from operations to create value for shareholders.
Platform to grow our customer and revenue base deliver margin expansion and strong cash flow from operations to create value for shareholders.
Speaker 3: We have not yet provided gross margin guidance for fiscal year 22.
We have not yet provided gross margin guidance for fiscal year 'twenty two.
Speaker 3: We just finished our first half year results in this new model. Continue to face significant cost pressure headwinds due to COVID-19 supply chain disruption. And we need additional experience to feel comfortable discussing where margins might trend in fiscal year 22. That said, we do see opportunities to expand our gross margins over time by better capacity utilization. We are actively working on other process efficiencies to streamline our operation.
We just finished our first half year results in this new model continue to face significant cost pressure headwinds due to COVID-19 supply chain disruption and we need additional experience to feel comfortable discussing where margins might trend in fiscal year 'twenty two.
That said, we do see opportunities to expand our gross margins over time by better capacity utilization. We are actively working on other process efficiencies to streamline our operations.
Speaker 3: We anticipate selling, general, and administrative expenses of 30% to 35% of net sales in fiscal year 22. Q2 was a good example of the team managing SG&A appropriately in the face of mounting input cost pressures.
We anticipate selling general and administrative expenses of 30% to 35% of net sales in fiscal year 'twenty to.
Q2 was a good example of the team managing SG&A appropriately in the face of mounting input cost pressures as we gained revenue scale, we expect to continually leverage and improve our scale on this SG&A cost base.
Speaker 3: As we gain revenue scale, we expect to continually leverage and improve our scale on this SG&A space.
Speaker 3: there continues to be opportunity to improve all of our financial matters.
There continues to be opportunity to improve all of our financial metrics. This guidance is based on our current operations and is subject to the risk factors and other forward looking statements and uncertainties contained in this presentation and in our filings with the SEC.
Speaker 3: This guidance is based on our current operations and is subject to the risk factors and other forward looking statements and uncertainties contained in this presentation and in our filings with the SEC.
Speaker 3: Turning to slide seven, each of these bullets is important to our sustainable growth platform.
Turning to slide seven each of these bullets is important to our sustainable growth platform.
Speaker 3: I'm proud of our results and the great work of our team over the past several quarters. I want to provide context to the strategy driving the momentum we generate.
I'm proud of our results and the great work of our team over the past several quarters I want to provide context to the strategy driving the momentum we generate.
Speaker 3: Goal number one is to expand margins and cash flow over time.
Goal number one is to expand margins and cash flow over time.
Speaker 3: As a company, we focus on higher margin, differentiated products that we manufacture. We expect that over time, these changes will deliver higher annual net sales, gross margin, operating income, and cash flow from operations that enable sustainable, long-term growth.
As a company we focus on higher margin differentiated products that we manufacture we expect that over time. These changes will deliver higher annual net sales gross margin operating income and cash flow from operations that enables sustainable long term growth drag.
Speaker 3: Drivers of future margin growth include dynamic price tiers, according to the loyalty share from the dealer and customer.
Drivers of future margin growth include dynamic price tiers. According to the loyalty share from the dealer and customer.
Speaker 3: The advantage there is to position the company to make the dealer's and customer's life as easy as possible and make it easier to do business with them.
The advantage there is to position the company to make the dealers and customers life as easy as possible and make it easier to do business with us.
Speaker 3: Pricing that factors in relationship metrics, such as full company loyalty share, in addition to product based pricing allows us to be much more competitive.
Pricing that factors in relationship metrics, such as full company loyalty share. In addition to product based pricing allows us to be much more competitive.
Speaker 3: Goal number two is to strengthen the balance sheet via sustainable cash flow from operations, which can support additional investment in product development and or M&A in target markets.
Goal number two is to strengthen the balance sheet via sustainable cash flow from operations, which can support additional investment in product development and or M&A in target markets.
Speaker 3: The recent cost pressure has made this very difficult to achieve. However, we remain focused on what we can control as an organization.
The recent cost pressure has made this very difficult to achieve however, we remain focused on what we can control as an organization.
Speaker 3: Goal number three is to build a consistent cadence of new product introductions across both of our growth markets, rehabilitation and bracing and supports. By focusing our energy and resources on the products we manufacture, we are fostering an environment of consistent product portfolio innovation and product lifecycle management.
Goal number three is to build a consistent cadence of new product introductions across both of our growth markets rehabilitation and bracing and supports.
By focusing our energy and resources on the products. We manufacture we are fostering an environment of consistent product portfolio innovation and product lifecycle management.
Moving to slide eight.
Speaker 3: The three takeaways about our recent new products are one, ramped up cadence and expanded pipeline of product innovation.
The three takeaways about our recent new products or one ramped up cadence and expanded pipeline of product innovations.
Speaker 3: Two, in January 2022, under the umbrella of Return to Mobility, we launched an exclusive suite of products and additionally three new metal tables.
Two in January 2022 under the umbrella of returned in mobility, we launched an exclusive suite of products and Additionally, three new metal tables.
Speaker 3: And three, dealer and customer feedback drove the product release.
And three dealer and customer feedback drove the product releases.
Speaker 3: This expansion is additive to our dealer strategy by driving greater loyalty through our dynamic pricing approach. The more products within our product portfolio we offer to our dealers and customers, they are rewarded for buying more from us in our dynamic price tiers. I want to provide the highlights of each of these. Metal tables are a new product category.
This expansion is additive to our dealer strategy by driving greater loyalty through our dynamic pricing approach the more products within our product portfolio, we offer to our dealers and customers. They are rewarded for buying more from us in our dynamic price tiers I want to provide the highlights of each of these.
Metal tables are a new product category for US we launched our first company manufactured metal till table in January filling a void in our product offerings since late 2020.
Speaker 3: We launched our first company-manufactured metal tilt table in January , filling a void in our product offering since late 2020. We are the only provider in the market that dealers and clinicians can get all four products in one place. Our four distinct products in the rehabilitation care pathway are a tilt table, stand-in table, parallel bars, and training stairs.
We are the only provider in the market that you're losing clinicians can get all four products in one place our four distinct products in the rehabilitation care pathway or a tilt table standen table parallel bars and training stairs.
Speaker 3: We anticipate several new metal table product launches in the first half of fiscal year 23 to broaden our metal tables pla-
We anticipate several new metal table product launches in the first half of fiscal year 'twenty three to broaden our metal tables platform, thereby expanding our presence of metal tables in the rehabilitation market. We are currently a leading company in laminate or wood tables in the rehabilitation market and this expansion is a natural.
Speaker 3: thereby expanding our presence of metal tables in the rehabilitation market. We are currently a leading company in laminate or wood tables in the rehabilitation market, and this expansion is a natural next step. We anticipate that our expanded pipeline of new product innovations will lift our growth annually.
Next step.
We anticipate that our expanded pipeline of new product innovations will lift our growth annually.
Speaker 3: Looking at slide nine, Brian Baker rejoined Dynatronics full-time as Chief Operating Officer in January 2022. He served as Chief Operating Officer from May 2019 until his promotion to Chief Executive Officer in August 2019.
Looking at Slide nine Brian Baker rejoined Dynatron ex full time as Chief operating officer in January 2022 <unk>.
He served as Chief operating officer from May 2019 until his promotion to Chief Executive Officer in August 2019, Brian held that position until July 2020, when he resigned due to health issues relating to COVID-19, Thankfully. He has fully recovered from the COVID-19 virus following his resignation.
Speaker 3: Brian held that position until July 2020, when he resigned due to health issues relating to COVID-19. Thankfully, he has fully recovered from the COVID-19 virus.
Speaker 3: Following his resignation as chief executive officer, Brian continued as a member of the Dynatronics board of directors and a consultant to the company. He has continued to deliver significant accomplishments to drive growth and profitability during his tenure as a leader and then later as a consultant to Dynatronics.
Nation as Chief Executive Officer, Brian continued as a member of the Dynatron ex board of directors and a consultant to the company.
He has continued to deliver significant accomplishments to drive growth and profitability. During his tenure as a leader and then later as a consultant to dynatron ex.
Speaker 3: New leadership hires have been a major focus area. We implemented culture partners, leadership culture of accountability, and focused our employee actions on overall organic revenue growth and consistent profitability.
New leadership hires had been a major focus area, we implemented culture partners leadership culture of accountability and focused our employee actions on overall organic revenue growth and consistent profitability.
Speaker 3: On slide 10, the markets that we serve are large, growing and highly fragmented. The industry research continues to indicate that the rehabilitation and bracing and supports markets exhibit attractive growth profiles.
On slide 10, the markets that we serve are large growing and highly fragmented. The industry research continues to indicate that the rehabilitation embracing and supports markets exhibit attractive growth profiles opportunities exist across dynatron ex primary brands to expand market share within <unk>.
Speaker 3: Opportunities exist across Diatronic's primary brands to expand market share within existing customers, as well as additional product offerings within the segments in which we compete. As we are likely experiencing or reading about the statistics of facility activity, orthopedic procedures, or other peripheral activities like team sports that create demand for our products are volatile based on COVID-19 activity and staffing shortages reported throughout the country.
<unk> customers as well as additional product offerings within the segments in which we compete.
As we all likely experiencing or reading about the statistics of facility activity orthopedic procedures or other peripheral activities like team sports that create demand for our products are volatile based on COVID-19 activity and staffing shortages reported throughout the country.
Speaker 3: Building on the foundation and the markets we serve, let's move to slide 11.
Building on the foundation in the markets, we serve let's move to slide 11.
Speaker 3: Our M&A strategy is detailed here to give you an idea of what we will be looking for. We continue to have conversations and pursue acquisitions, innovation partnerships, and other business ventures.
Our M&A strategy as detailed here to give you an idea of what we will be looking for we continue to have conversations and pursue acquisitions innovation partnerships and other business ventures.
Speaker 3: We have the leadership team to execute on any that meet our well-defined criteria. Our focus criteria include greater than 40% gross margin and cash flow contribution within the first year.
We have the leadership team to execute on any that meet our well defined criteria. Our focus criteria include greater than 40% gross margin and cash flow contribution within the first year.
Speaker 3: Our focus is on our current markets. Our near-term targets are at the lower end of the five to 30 million revenue range. We believe we can make a smaller acquisition than demonstrate post-acquisition success. We believe our share price is undervalued and we want to unlock some of that value. I will now turn the call over.
Our focus is on our current markets our near term targets are at the lower end of the five to 30 million revenue range. We believe we can make a smaller acquisition than demonstrate post acquisition success. We believe our share price is undervalued and we want to unlock some of that value.
I will now turn the call over to norm.
Speaker 3: Thanks, John . Please turn to slide 12, which contains our quarterly financial and business highlights.
Thanks, John .
Please turn to slide 12, which contains our quarterly financial and business highlights.
Speaker 3: As a reminder, the full income statement and management discussion and analysis can be found at the 10Q. I will summarize some of the key financials here.
As a reminder, the full income statement and management's discussion and analysis can be found in the 10-Q.
I will summarize some of the key financials here.
Speaker 3: Net sales were $10.5 million for the second quarter of the fiscal year. That compares to net sales of $12 million in the same quarter of the prior fiscal year.
Net sales were $10 5 million for the second quarter of the fiscal year that compares to net sales of 12 million in the same quarter of the prior fiscal year.
Speaker 3: 10.5 million net sales in the second quarter exceeds the 9.25 million quarterly continued product net sales baseline set in April 2021.
$10 5 million net sales in the second quarter exceeds the 9.25 billion quarterly continued product net sales baseline set in April 2021.
Speaker 3: Our net sales across the quarters in fiscal year 2022 align with historical trends lower in the second and third quarters and higher in the first and fourth quarters.
Our net sales across the quarters in fiscal year 2020 to align with historical trends lower in the second and third quarters and higher in the first and fourth quarters.
Speaker 3: We continue to see an increase in overall activity compared to the prior year, which was impacted by COVID-19 shutdowns and other related disruptions.
We continue to see an increase in overall activity compared to the prior year, which was impacted by COVID-19 shutdowns and other related disruptions.
Speaker 3: Gross profit for the second quarter of the fiscal year 2022 was $2.1 million or 19.8% of net sales compared to $3.3 million or 27.9% of net sales in the same quarter of the prior year
Gross profit for the second quarter of the fiscal year 2022 was $2 1 billion or 19, 8% of net sales compared to $3 3 million or 27, 9% of net sales in the same quarter of the prior year.
Speaker 3: As John mentioned earlier, we are seeing COVID-19 and supply chain challenges, including extraordinarily high freight, raw materials, and labor costs in the second quarter.
As John mentioned earlier, we are seeing Covid, 19, and supply chain challenges, including the extraordinarily high freight raw materials and labor costs in the second quarter.
Speaker 3: Specifically, gross margin would have been 29.9% or 10 points higher without the impact from COVID-19 in the second quarter.
Specifically gross margin would've been 29.9%.
Or 10 points higher without the impacts from COVID-19 in the second quarter.
Speaker 4: selling general and administrative expenses were $3.5 million for the second quarter.
Selling general and administrative expenses were $3 5 million for the second quarter.
Speaker 4: We delivered sequential and year-over-year SG&A cost savings as we continue to improve operational performance and leverage our resources on a company-wide basis.
We delivered sequential and year over year SG&A cost savings as we continue to improve operational performance.
And leverage our resources on a companywide basis.
Speaker 4: SG&A was $3.9 million in the same period last year and $4.1 million in the first quarter of fiscal year 2022.
SG&A was $3 9 million in the same period last year and $4 1 million in the first quarter of fiscal year 2022.
Speaker 4: The decrease was due primarily to lower direct selling expenses and reduction in general business fees and administrative personnel costs.
The decrease was due primarily to lower direct selling expenses and reduction in general business fees and administrative personnel costs.
Speaker 4: Net loss for the second quarter of this fiscal year was $1.4 million. That compares to a net loss of $0.7 million in the second quarter of fiscal year 2021.
Net loss for the second quarter of this fiscal year was $1 4 million that compares to a net loss of 0.7 million in the second quarter of fiscal year 2021.
Speaker 4: We expect our outstanding shares to increase in the range of $220,000 per quarter, depending on our share price.
We expect our outstanding shares to increase in the range of 220000 per quarter, depending on our share price.
Speaker 4: As of February 7, 2022, the number of common shares outstanding was approximately 17.9 million.
As of February seven 2022, the number of common shares outstanding was approximately $17 9 million.
Speaker 4: The net cash balance was $3.6 million on December 31st, 2021.
The net cash balance was 3.6 million on December 31, 2021.
Speaker 4: We invested in inventory due to higher sales in Q2 and supply chain volatility that is causing longer leads.
We invested in inventory due to higher sales in Q2 and supply chain volatility that is causing longer lead times.
Speaker 4: As a result, the organization made a strategic decision to place additional orders on key raw materials and other supplies.
As a result, the organization made a strategic decision to place additional orders on key raw materials and other supplies.
Speaker 4: The challenges we had with inventory over the last two quarters have caused the organization to incur additional costs.
The challenges we had with inventory over the last two quarters have caused the organization to incur additional costs.
Speaker 4: we expect to see improved throughput with the higher inventory levels in place.
We expect to see improved throughput with the higher inventory levels in place.
Speaker 4: Inventory levels are expected to remain elevated until issues across the global supply chain return to pre-pandemic levels.
Inventory levels are expected to remain elevated until issues across the global supply chain return to pre pandemic levels.
Speaker 4: Cash used in operating activities was $1.8 million for the three months ended December 31, 2021 due to the company's working capital investment on the expected double-digit growth.
Cash used in operating activities was 1.8 million for the three months ended December 31, 2021, due to the company's working capital investment on the expected double digit growth.
Speaker 4: Specifically, inventory related to serve customer demand, additional safety stock to help offset continued expected supply chain disruptions, and new product introduction.
Specifically inventory related to serve customer demand additional safety stock to help offset continued expected supply chain disruptions and new product introductions.
Speaker 4: We announced that we terminated our agreement with Millstone Medical Outsourcing for order fulfillment effective on January 1, 2022.
We announced that we terminated our agreement with Millstone medical outsourcing for order fulfillment effective on January one 2022.
Speaker 4: The Ineotronics order fulfillment will be shifted to our distribution center in Minnesota for most of its brands.
<unk> order fulfillment will be shifted to our distribution center in Minnesota for most of its brands.
Speaker 4: throughout gross margin expansion, consistent customer experience, and scale our fulfillment for growth. Before I turn the call to the next speaker, I'd like to ask that you please call the moderator I want to hear from the caller during the call
Gross margin expansion consistent customer experience and scale our fulfillment for growth.
Before I turn the call back over to John .
Speaker 4: I will note we continue to navigate a volatile landscape due to the continuing challenges from COVID-19, including higher raw material prices, delivery and shipment costs, supply chain disruption, extended handling times, and delays or disruptions in procedure volume. At the same time, Donutronix also expects some continued volatility from the company's business transformation.
I will note, we continue to navigate a volatile landscape due to the continuing challenges from COVID-19, including higher raw material prices delivery and shipment costs.
Supply chain disruption and extended handling times and delays or disruptions in procedure volume at.
At the same time <unk> also expect some continued volatility from the company's business transformation.
Speaker 4: This concludes our summary of the financial and operating results. I will now turn the call back to John .
This concludes our summary of the financial and operating results I will now turn the call back to John .
Speaker 3: Thank you, Norm. Slide 13 is the investment highlights for Dynatronics. Each statement reflective of a set of actions designed to deliver results.
Thank you norm Slide 13 is the investment highlights for Dynatron X each statement reflective of a set of actions designed to deliver results.
Speaker 3: Our clear focus is on driving organic revenue growth, profitability, and cash flow from operation.
Our clear focus is on driving organic revenue growth profitability and cash flow from operations, we are well capitalized with approximately $3 6 million of cash on the balance sheet at the end of December and know that strategically we have clarified our position in the market with our well established brands and our leadership team.
Speaker 3: We are well capitalized with approximately $3.6 million of cash on the balance sheet at the end of December and no debt.
Speaker 3: strategically, we have clarified our position in the market with our well-established brands and a leadership team focused on the future.
Focused on the future.
Speaker 3: We anticipate good progress in all of these key strategic areas in our fiscal year 2022. We are excited to be moving Dynatronics in a direction that will reward our shareholders and provide a consistently differentiated experience to our customers.
We anticipate good progress in all of these key strategic areas in our fiscal year 2022, we're excited to be moving dynatron X in a direction that will reward our shareholders and provide a consistently differentiated experience to our customers. We are actively sharing our story with the investment community as we move forward in our <unk>.
Speaker 3: We are actively sharing our story with the investment community as we move forward in our market.
Speaker 3: We will be presenting and hosting one-on-one meetings at upcoming investor events. Information will be in press releases and on our investor relations website. We hope to meet with you. I will now turn it over for questions. Ladies and gentlemen, the floor is now open for questions.
Markets, we will be presenting and hosting one on one meetings at upcoming investor events information will be in press releases and on our Investor Relations website, we hope to meet with you I will now turn it over for questions.
Ladies and gentlemen, the floor is now open for questions.
Have any questions or comments. Please press star one on your phone at this time, we ask that one.
Can you please pickup your handset.
Speaker phone.
Optimum sound quality please.
Please hold while we poll for questions.
Your first question for today is coming from Jeffrey Cohen. Please announce your affiliation then pose your question.
Speaker 1: coming from Jeffrey Cohen. Please announce your affiliation then pose your question. Good morning John , Norm, Skylar, and Brian . How are you?
Good morning, John Norm, Scarlet and Brian how are you.
Doing well, Jeff good morning.
So just a few for MRSA and so.
Speaker 5: talk about some of your pricing elasticity and how that's been playing out.
Could you talk about some of your pricing elasticity.
And how that's been playing out over the past few quarters as compare to the marketplace in general as well as some other products or alter or does it feel like the trend is.
Speaker 5: toward more inelasticity or inelasticity.
Toward more any elasticity or elasticity.
Speaker 3: As we have these conversations with our customers, Jeff, they understand the cost pressures that we're all seeing. And so that conversation goes with how do we generate more loyalty across all of our brands and a willingness to share in that conversation around price. So we've absolutely been able to have those and have been successful with that, and we'll continue to do that.
As we have these conversations with our customers Jeff they understand the cost pressures that we're all seeing and so that conversation goes with how do we generate more loyalty across all of our brands and a willingness to share in that conversation around price. So we've absolutely been able to have those and have been successful with that and we'll continue to do that.
Speaker 5: and talk a little bit about some of the impacts from this past quarter and how that plays out going forward. I know that the margin hit from the previous quarter was about 10%, APUR maid is not being updated yet on? Congratulations, everybody.
Okay got it and talk a little bit about some of the impacts from this past quarter and how that plays out going forward and I know that they are the <unk>.
Margin from the previous quarter was about 10% and how might that play out as you are.
Aspirational growth towards the 40% gross margins.
Speaker 3: Yeah, that's right. That's proven to be the most difficult element. We've been able to achieve the top line now for three consecutive quarters, demonstrating that organic revenue growth. We've managed the SG&A base in line with that, using that to toggle. And the most difficult one is that gross margin.
Yeah, that's right that's proven to be the most difficult element, we've been able to achieve the top line now for three consecutive quarters, demonstrating that organic revenue growth. We've manage the SG&A base in line with that using that to toggle and the most difficult. One is that gross margin and the biggest factor for US is trying to understand when will some of these inflationary pressures begin to abate or how much.
Speaker 3: And the biggest factor for us is trying to understand when will some of these inflationary pressures begin to abate or how much of that can we share with our customers or get other efficiencies in the business? So we don't have any guidance going out forward, but those costs and those pressures have not stopped as we go into the next the back half of our year.
Of that can we share with our customers or get other efficiencies in the business. So we don't have any guidance going out forward, but those costs and those pressures have not stopped as we go into the next to the back half of our year.
Yeah.
Speaker 5: Yep, okay, got it. And then one more on your guide for the year in the range of 40 to 45.
Okay got it.
One more on your on your guide for the year in the range of 40 to 44 I'm on.
Speaker 5: How does that play into, is that all inorganic or organic and is that exclusive of any M&A transactions or how are you thinking about that?
How does that play into.
Oh inorganic or organic exclusive of any M&A transactions or how are you thinking about that as it relates to the I forgot.
Speaker 3: Yeah, our guidance of 40 to 45 million that we're continuing to demonstrate this part would be all organic. Any acquisitions would be additive to that, but organically 40 to 45 million.
Yes, our guidance of 40 to 45 million that were continuing to demonstrate this part would be all organic any acquisitions would be additive to that but organically $40 million to $45 million.
Okay, perfect, but those are for a central reader.
Thank you Jeff.
Your next question is coming from Scott Henry Please announce your affiliation and pose your question.
Speaker 1: Scott Henry, please announce your affiliation, then pose your question.
Speaker 6: rock capital thank you and and good morning
Roth capital.
And good morning, a couple questions first on.
Speaker 6: couple questions. First, on the revenue growth.
The revenue growth.
Speaker 6: yet how how much that do you think is is volume burst
Yeah, how how much of that do you think is is volume versus price.
Speaker 3: You know, at this point, relative to the market, all of that organic growth is largely going to be volume based. There may be a little bit of price that's in there, but for us, it's around volume and the demand that our customers are sharing with us. Okay, and...
At this point relative to the market all of that organic growth is largely going to be volume based there may be a little bit of price. That's in there but for us it's around volume and the demand that our customers are sharing with us.
Okay.
Dan.
You had 10% hit on the gross margin.
It's significant.
Speaker 6: for one-time events. How would you break that up? I guess it sounds like a lot of it is freight, but I just wanted to get a sense of what factors are going into that kind of way.
Sure.
One time events, how would you break that up I mean, I guess it sounds like a lot of it is freight but I just wanted to get a sense of you know.
What factors are going into that kind of 10% gross margin hit.
Speaker 4: This is Norm Regner-Scott. Thanks for jumping on the call today. In terms of that breakout, you know, we've talked about the higher freight and higher raw material costs as well.
Hi, This is doing regular Scott thanks for jumping on the call today.
In terms of that breakout you know, we've talked about the higher freight and higher raw material costs as well as labor, we would say that 60% of that those 10 points related to freight and the remainder is really raw materials labor and primarily on the raw materials side.
Speaker 4: We would say that 60% of that, those 10 points are related to freight. The remainder is really raw material labor and primarily on the raw material side.
Now.
Speaker 6: I mean, I would think, and this is why I asked the question to get your commentary on it, but if freight goes up, you know, why wouldn't you pass that on to your customer, or, you know, is that freight from the raw materials coming to you, is that the product being shipped to the customer, but it would seem like, you know, freight would be something you would have to pass on, if not immediately, eventually.
I mean, I would think and this is why I asked the question to get your commentary on it.
But if rate goes up.
Why wouldn't you pass that onto your your customer or you know is that freight from the raw materials coming to you is that the product being shipped to the customer, but it would seem like you know freight would be something you'd have to pass on if not immediately eventually.
Speaker 3: Yes, Scott, this is John . It is something that we have to do over time. And then we really have to look at what are our contracts with our customers and how can we do that? They all vary. Some have more contractual obligations around timing than others, but we have to because we can't continue to absorb those costs on the inbound side especially.
Yes, Scott this is John I. It is something that we have to do over time and then we really have to look at what are our contracts with our customers and how can we do that they all vary some have more contractual obligations around timing than others, but we have to because we can't continue to absorb those costs on the inbound side, especially.
Speaker 6: Okay, and then I guess, final question with regards to that.
Okay, and then I guess final question with regards to that.
Speaker 6: Do you think this is the worst quarter in terms of this impact? Do you think Q3 will it...
Do you think this is the worst in terms of the quarter in terms of its impact in Q.
Q3 will it.
What will it.
Speaker 6: move along that that bottom or would you start to see some improvement in Q3 Q4 next year how how should we think about that trajectory of when that
Move along that that bottom or would you start to see some improvement in Q3 Q4 next year, how should we think about that trajectory of when that might turn.
Speaker 3: I think that's the most difficult part for all of us in managing in this COVID environment and with all these cost pressures, we just do not have a feel for when will some of these pressures abate. So that's why one of the reasons we're not providing gross margin guidance for the going forward. At the same time, internally, we've said, look, we're going to have to operate in this environment. So we have to find other efficiencies. And we continue to work on those every day as well.
I think that's the most difficult part for all of us in managing in this COVID-19 environment and with all these cost pressures. We just do not have a feel for when will some of these pressures abate. So that's why one of the reasons, we're not providing gross margin guidance for the going forward at the same time internally. We said look we're going to have to operate in this environment. So we have to find other efficiencies and we.
Continue to work on those every day as well.
Speaker 6: If you get a sense of what your competitors are doing, are they raising price, are they exiting industries or exiting products, I mean, at some point, someone has to absorb the higher cost. And I just try to get a sense of what you think your competitors are doing and is going
Okay do you get a sense of what your competitors are doing or are they.
They raising price or are they exiting industries or exiting products.
I mean at some point you know someone has to absorb the higher cost and and I just tried to get a sense of you know what you think your competitors are doing and he is going on in the industry.
Speaker 3: I think we're all managing that same thing. As you look across our competitors, we're all reporting rising costs from freight and raw materials in our results. We're all reporting that we're having conversations with our customers about costs. Some industries or some of the products that have reimbursement caps on them or limitations makes that harder, and others it does not. And so we have to be able to pass that on. So I think we're all having these same conversations, whether it be about cost and efficiency or about discussing price with our customers.
I think we're all managing that same thing as you look across our competitors were all reporting rising costs from freight and raw materials and our results were all reporting that we're having conversations with our customers about costs, some industries or some of the products that have reimbursement caps on them or limitations makes that harder than others. It does not and so we have to be able to pass that on so I think.
We're all having the same conversations whether it be about cost and efficiency or about discussing price with our customers.
Okay.
Speaker 6: uh... i guess final question on on the acquisition so i did and i guess
And I guess final question on the acquisition side and I guess, it's a two part question.
Speaker 6: part question, given these dynamics...
Given these dynamics.
Speaker 6: Is it becoming a more favorable environment to look at targets?
Is it becoming a more favorable environment to to look at targets.
And then.
Related question.
Speaker 6: Do you think that you'd be able to pursue an acquisition largely?
Do you think that you'd be able to pursue an acquisition largely that.
Speaker 6: debt based given the current equity valuation.
That base.
Given the current equity valuations.
Speaker 6: valuation it would seem you know less desirable to to exchange equity for for an acquisition at this price
<unk> it would seem less desirable to exchange equity for for an acquisition at this price how do you think of those two factors.
Speaker 3: our line of thinking is directly along your line, which is, you know, we very much are sensitive to our share price and the value of our equity and not diluting that. And so we'd want to be looking to the strength of the candidate that we'd be acquiring and trying to avoid, you know, any further dilution of our share price in that terms. And we are continuing to have conversations and pursue whether they be acquisitions or innovation partnerships, because we do know that we have to continue to drive our portfolio broader to take more share with our customers. So those are continuing as well. Okay, great.
Scott our line of thinking is directly along your line, which as you know we very much are sensitive to our share price and the value of our equity and not diluting that and so we'd want to be looking to the strength of the candidate that we'd be acquiring and trying to avoid any further dilution of our share price and in that terms and we are continuing to have conversations and pursue whether they'd be.
<unk> or innovation partnerships, because we do know that we have to continue to drive our portfolio broader to take more share with our customers. So those are continuing as well.
Okay, great. Thank you for taking the questions.
Absolutely Thanks Scott.
Speaker 1: Your next question for today is coming from Anthony Venditti. Please announce your affiliation, then pose your question.
Your next question for today is coming from Anthony Vendetti. Please announce your affiliation then pose your question.
Speaker 7: Thanks. Maxim Group. How are you doing? I want to follow up on the gross margin and then sort of the pricing. From what I've heard so far, most of the revenue growth is coming from volume. So it sounds like in terms of
Thanks Maxim group, how are you doing.
I want to follow up on that the gross margin and then and then sort of the pricing from what you know.
I've heard so far.
Most of the most of the revenue growth is coming from volume.
So.
It sounds like in terms of.
Speaker 7: price elasticity, you don't have a lot of room to take price, is that because of contracts you already have in place, or is it because of competitive pressures? If you raise the price too much, you risk losing that business.
Price elasticity, you don't have a lot of room to take price is that is that.
Is that because of the contracts you already have in place or is it because of competitive pressures if you raise the price too much.
You risk, losing losing that business.
Speaker 3: going to be a combination of both. We compete in competitive markets, and so we have to be mindful of that. And the more products we can offer to our customers, the greater share that they're going to reward from us. The first part you mentioned as well, we do have certain limitations around the timing of when we can increase price because of third-party distribution contracts or hospital contracts that we might hold. We're acutely aware of the timing of those and executing those conversations with those customers.
It's going to be a combination of both where we compete in competitive markets and so we have to be mindful of that and the more products. We can offer to our customers the greater share that theyre going to reward from us. The first part you mentioned as well we do have certain limitations around the timing of when we can increase price because of third party distribution contracts or hospital contracts that we might hold.
We're acutely aware of the timing of those and executing those conversations with those customers as soon as at the earliest possible chance that we can but then once we have that conversation. There is an understanding that this is a unique environment and the price increases are more than what they've been in the past from an industry perspective, but we are limited by the contractual nature of the timing.
Speaker 3: as soon as at the earliest possible chance that we can, but then once we have that conversation, there is an understanding that this is a unique environment and the price increases are more than what they've been in the past from an industry perspective, but we are limited by the contractual nature of the.
Speaker 7: Okay, yeah, that makes sense. In terms of, John , excuse me, in terms of what you said about some of the new products.
Okay, Yeah that makes sense.
In terms of.
John excuse me in terms of what you said about some of the new products.
Speaker 7: And I know the long term plan and obviously we're far from that right now based on the simplified decision, but hopefully to get that ball off the mark—
And I know the long term planning and obviously, we're far from that right now based on.
The gross margin.
Speaker 7: took this quarter, but long-term plan is to get to 40% gross margin. And as you mentioned, some of the new products on the table side and some of the others that
Took this quarter, but long term plan is to get to 40% gross margin and as you as you mentioned some of the new products.
On the table side and some of the others.
You're contemplating.
Speaker 7: Are those newer products, are they at that targeted 40% gross margin or near that? Or can you give us an idea as you're looking at some of these new products?
Are those are those newer products are they at that targeted 40% gross margin.
Or or near that or can you give us an idea as youre looking at some of these new products.
Speaker 7: what the threshold is, do all of them need to be at 40% on the new product side or some will be below that.
What the what the threshold is auto all of them need to be at 40%.
On the new product side or or some will be below that some will be above it.
Speaker 3: The way to think about that Anthony is just like the way we think about our acquisition strategy. We want to acquire targets that have greater than 40%.
The way to think about that Anthony is just like the way, we think about our acquisition strategy, we want to acquire targets that have greater than 40% gross margin. The same exact logic has to prove out in our product innovation, we need to innovate products that are that are exceeding that target now time will tell we have to be able to deliver that improved that so often we're asked well how do you get to that gross margin.
Speaker 3: The same exact logic has to prove out in our product innovation. We need to innovate products that are that are exceeding that target. Now, time will tell. We have to be able to deliver that, improve that. So often we're asked, how do you get to that gross margin target over time? One, we got to get a little relief here from these COVID pressures. But two, releasing these new products over a consistent cadence of time that meet that requirement will also lift us up. And then again, as we generate some revenue scale and have some scale in our facilities, we'll get some additional.
<unk> target overtime, one we've got to get a little relief here from these COVID-19 pressures, but to releasing these new products over a consistent cadence of time that meet that requirement will also lift us up and then again as we generate some revenue scale and have some scale on our facilities will get some additional expansion.
Speaker 7: Okay, that makes sense. Just in terms of, you know, Norm, you outlined kind of the hit, the 10 percentage point hit to gross margin 60% of that was freight.
Okay that makes sense just in terms of you know.
Norm you outlined kind of the hit that 10 percentage point hit to gross margin, 60% of that was freight.
Speaker 7: The rest was raw material labor, most of that being raw materials.
The rest was raw material and labor most of that being raw materials.
<unk>.
Speaker 7: obviously freight's been well documented. In terms of the raw materials, is that something that you think, you know, freight, I don't know how much is that going to abate and you know it's going to take some time, but raw materials, is that something that's more transitory and you know should resolve itself, you know, fairly soon or do you have an expectation there?
No obviously freight has been well documented in terms of the raw materials.
Is that is that something that you think.
Sure.
Right.
How much of that is going to abate.
It's going to take some time, but but raw materials is that something that's more transitory and should should resolve itself.
Fairly soon or do you have an expectation there.
Speaker 4: It's a tough one to answer. We definitely, it's more transitory. So we have seen some cases like Plywood, for instance, where it spiked early in the first quarter and it started to come down already and we're hoping that trend.
It's a tough one to answer.
We definitely it's more transitory. So we have seen some cases like plywood for instance, where it spiked early in the first quarter. It started to come down already and we're hoping that trend continues stainless steel still on the higher side of things. So it is going to depend on the commodity I think over time, we're going to see it they'll come back that I believe I just can't say.
Speaker 4: Stainless steel is still on the higher side of things. So it's going to depend on the commodity. I think over time, we're going to see it. They'll come back down, I believe. I just can't say that timeframe, what that looks like right now. Okay, good.
That timeframe, what that looks like right now.
Okay, alright, thanks, very much I'll hop back in the queue appreciate it.
Thank you Anthony.
Speaker 1: There are no further questions in queue. I would now like to turn the floor back over to John for any.
There are no further questions in queue I would now like to turn the floor back over to John for any closing comments.
Speaker 3: Thank you, Operator, and thank you all for your interest in Dynatronics. We are actively sharing our story with the investment community as we move forward in our markets. We hope to meet with you at upcoming investor events. If you have any further questions, please direct them to Skyler Black or Jeff Christensen. Their contact information is in this presentation and our press releases. Have a great day. Operator, you may end the call.
Thank you operator, and thank you all for your interest in <unk>, we are actively sharing our story with the investment community as we move forward in our markets. We hope to meet with you at upcoming Investor events. If you have any further questions. Please direct them to skyler black or Jeff Christiansen their contact information is in this presentation and our press.
Releases.
Have a great day, operator, you may end the call.
Thank you ladies and gentlemen, this does conclude todays event you may.
Speaker 1: You may disconnect your phone lines at this time, and have a wonderful day. Thank you for your part.
Disconnect your phone lines at this time and have a wonderful day.
For your participation.