Q1 2024 Earnings Summary
- Strong volume growth in the HA business, particularly with Durolane, which saw high double-digit growth in Q1 2024. The shift towards single-injection therapies favors Durolane due to its clinical differentiation, and Bioventus holds approximately 25% market share in this segment. The company expects high single digits to double-digit growth in HA going forward, with CMS pricing headwinds now behind them.
- Industry-leading gross margins in the mid-70% range, allowing for significant leverage in profitability as revenue grows. Bioventus expects to maintain gross margins around 74% for 2024, contributing to increased operating margins and cash flow.
- Accelerated growth in the Surgical Solutions segment, driven by true demand and improved execution. The company is optimistic about continuing this growth strategy, expecting double-digit growth in Surgical Solutions for the remainder of the year.
- Management indicated that gross margins are expected to decrease from 76% in Q1 2024 to around 74% for the full year due to changes in product mix, which suggests that the exceptional gross margin in Q1 may not be sustained, potentially impacting profitability.
- The company plans to increase prices for Durolane and GELSYN in Q2 and Q3 2024, with Durolane prices increasing by about 6% from Q1 to Q2 and GELSYN increasing by about 1%, followed by further increases in Q3. There is a risk that these price increases may not be fully accepted by the market, potentially affecting volume growth and market share.
- Despite strong volume growth in the HA segment, revenue growth has been impacted by CMS pricing headwinds, which have resulted in less revenue growth compared to volume growth. If reimbursement pressures continue, this could limit revenue growth despite increasing volumes.
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Underlying Growth in HA Business
Q: What's the underlying growth now that reimbursement headwinds have passed?
A: The company has accelerated growth in its HA business, delivering 22% growth in the first quarter, primarily driven by Durolane. The reimbursement headwinds from CMS are behind them, and they expect high single-digit to double-digit growth going forward. Their market share in the single-injection segment is around 25%, and they continue to increase both revenue and volume share. -
Gross Margins Outlook
Q: Should we model mid-70s adjusted gross margins ahead?
A: The company maintains a healthy gross margin in the mid-70s, which is peer-leading. In the first quarter, gross margins were 76%, benefiting from optimal product mix. They expect gross margins to be around 74% for the year, remaining competitive and contributing to operating leverage as revenue grows. -
Expense Control and Profitability
Q: How are you keeping expenses low while managing employee morale?
A: The company achieved good expense control in the first quarter, with a disciplined approach to investments and reallocating dollars to higher-return initiatives. They are carefully managing costs to either invest in high-ROI areas or improve the bottom line, while maintaining focus on employee retention and morale. -
Pain Treatments Volume vs. Price Growth
Q: How did volume and price contribute to Pain segment growth?
A: The company saw strong volume growth in Durolane, with high double-digit increases. While there was a slight increase in price, the significant growth was driven by volume. They expect sequential price increases to continue throughout the year, with the price headwinds decreasing as they move forward. -
Sustainability of Surgical Growth
Q: Is Surgical growth driven by true demand and sustainable?
A: The impressive growth in Surgical Solutions, including BGS, was due to true demand generated by the team's execution. The dedicated focus and strategic initiatives are expected to continue driving double-digit growth in this segment throughout the year. -
Commercial Execution and Distribution Changes
Q: How is commercial momentum building, especially in Surgical Solutions?
A: The company is seeing improved commercial execution across the business, with stronger strategic focus and disciplined execution. In Surgical Solutions, distribution changes made last year are yielding positive results, with better execution from dedicated distributors leading to above-market growth. -
Financial ASPs and GELSYN Outlook
Q: What is the outlook for financial ASPs and GELSYN stabilization?
A: Sequential price increases are expected, with Durolane prices increasing about 6% from Q1 to Q2, and additional increases anticipated in Q3. GELSYN is expected to see a double-digit price increase from Q2 to Q3, contributing to improved ASPs. The company manages pricing both inside and outside contracts to ensure profitability and growth.