InMode - Earnings Call - Q2 2025

Transcript

Operator (participant)

Good day and welcome to InMode's second quarter 2025 earnings results conference call. All participants will be in the listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star, then one on your telephone keypad. To withdraw your question, you may press star, then two. Please note, this event is being recorded. I would now like to turn the conference over to Miri Segal, CEO of MS-IR. Please go ahead.

Miri Segal (CEO)

Thank you, operator, and everyone for joining us today. Welcome to InMode's second quarter 2025 earnings call. Before we begin, I would like to remind our listeners that certain information provided on this call may contain forward-looking statements, and the safe harbor statement outlined in today's earnings release also pertains to this call. If you have not received a copy of the release, please visit the investor relations section of the company's website. Changes in business, competitive, technological, regulatory, and other factors could cause actual results to differ materially from those expressed by the forward-looking statements made today. Our historical results are not necessarily indicative of future performance. As such, we can give no assurance as to the accuracy of our forward-looking statements and assume no obligation to update them except as required by law.

With that, I'd like to turn the call over to Moshe Mizrahy, InMode's CEO. Moshe, please go ahead.

Moshe Mizrahy (CEO)

Thank you, Miri, and to everyone for joining us. With me today, Dr. Michael Kreindel, our Co-Founder and Chief Technology Officer, Yair Malca, our Chief Financial Officer, and Rafael Lickerman, our VP of Finance. Following our prepared remarks, we will all be available to answer your questions. In the second quarter, we continue to navigate a challenging medical aesthetic market, especially in North America, due to reduced personal spending. This environment results in fewer treatments and less capital investment from physicians, consistent with the macroeconomic trend of recent quarters. Building on the strategy we outlined last year, we have started restructuring a key part of our sales team to drive deeper market penetration. We have begun by appointing a specialized manager and a dedicated sales team focused on the Envision platform for the ophthalmology market.

At the same time, we are strategically expanding our global footprint with new direct operations in Thailand and Argentina. These offices will enhance our local presence, improve customer support, and streamline operations compared to working through distributors. Looking ahead, we are hosting a user meeting in late August to officially launch our new platforms in the wellness space, focused on increased blood circulation and pain relief for the urology community. We conducted a soft launch during Q2 and began introducing the platforms to selected users and gathered early feedback. The full commercial rollout will take place at the August event, and we anticipate initial revenue contributions in the fourth quarter. In closing, we will continue to navigate the current market challenges. We remain confident in InMode offering and brand recognition, backed by a strong balance sheet and diversified portfolio and cutting-edge technology.

We are well positioned to continue leading the minimally invasive aesthetic and wellness industry. Now, I would like to turn the call over to Yair, our Chief Financial Officer. Yair.

Yair Malca (CFO)

Thanks, Moshe, and hello, everyone. Thank you for joining us. I would like to review our Q2 2025 financial results in more detail. Despite global headwinds and the challenging macroeconomic environment, InMode generated revenues of $95.6 million. As a reminder, when comparing year-over-year results, last year's quarterly revenues of $86.4 million excluded $16.2 million in pre-orders for new platforms, which had not yet been delivered by the end of Q2 2024. Our minimally invasive platforms accounted for 84% of total revenues this quarter. Sales outside of the U.S. accounted for $45 million, or 48% of overall sales, an 11% increase year-over-year. Europe was the largest geographical revenue contributor, reaching a record of $23 million. Gross margin remained strong at 80% on a GAAP basis, consistent with Q2 2024. These industry-leading margins continue to underscore the unique value that our platforms provide.

Non-GAAP gross margins were 80% in the second quarter compared to 81% in Q2 of 2024. As part of our global expansion, we currently have a direct sales force of over 297 representatives and distributors' coverage in more than 74 countries. Sales and marketing expenses increased to $47.5 million from $45.1 million in the same period last year. The year-over-year increase reflects continued investment in our sales team, resulting in higher salaries and travel and entertainment costs. We also saw increased spending on trade shows and other marketing activities. These were partially offset by lower share-based compensation, which declined to $3.4 million from $5.2 million in the second quarter of 2024. GAAP operating expenses in the second quarter were $53.6 million, a 5% year-over-year increase. On a non-GAAP basis, operating expenses were $50.5 million in the quarter, up from $46.3 million, a 9% increase year-over-year.

GAAP operating margin was 24%, up from 21% in the second quarter of 2024. On a non-GAAP basis, operating margin reached 28% compared to 27% last year. GAAP net income was $26.7 million, up 12% from $23.8 million. On a non-GAAP basis, net income was $30.1 million, up from $29 million. GAAP diluted earnings per share for the second quarter were $0.42, a significant increase from $0.28 in Q2 of 2024. Non-GAAP diluted EPS was $0.47, up from $0.34 per diluted share in the second quarter of 2024. We ended the quarter with a strong balance sheet. As of June 30th, 2025, the company had cash and cash equivalents, marketable securities, and deposits of $510.7 million. This quarter, InMode generated $24 million in cash from operating activities. If current U.S. tariffs remain at 10%, we expect gross margins to be impacted by approximately 2%-3%.

We continue to closely monitor the situation and will adjust our forecasts and strategy as needed. Before I turn the call back to Moshe, I'd like to reiterate our guidance for 2025. Assuming the slowdown in our industry continues and interest rates remain at current levels, we expect revenues between $365 million-$375 million, compared to previous guidance of $395 million-$405 million. Non-GAAP gross margins to be the same as in previous guidance, between 78% and 80%. Non-GAAP income from operations between $93 million and $98 million, compared to previous guidance of $101 million-$106 million. Non-GAAP earnings per diluted share between $1.55-$1.59, compared to previous guidance of $1.64-$1.68. I will now turn over the call back to Moshe.

Moshe Mizrahy (CEO)

Thank you, Yair. Operator, we're ready for Q&A. Please.

Operator (participant)

Certainly, thank you. We will now begin the question and answer session. To ask a question, you may press star, then one on your telephone keypad. If you are using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star, then two. At this time, we will pause momentarily to assemble our roster. The first question comes from Matt Miksic with Barclays. Please go ahead.

Matt Miksic (Equity Research Analyst)

Hi, thanks so much. Thanks for taking the question. Maybe if you could talk a little bit about two things. First, I think there were some dynamics in Q1 that drove, I think what you described at that time, some slightly below expectation results for Q1 that didn't quite warrant a reduction. Some of that here continued in Q2. I just wanted to get a sense of the cadence of what that looked like. I think Q1 was a great deal of uncertainty toward the end of March. It may or may not have influenced buying behavior, timing of purchases, or that sort of thing. I'm just wondering, you know, just qualitatively, or if you can quantitatively describe how that compares to Q2 and the back end, particularly at Q2 when you close most of your console deals. I have just one quick follow-up.

Yair Malca (CFO)

As you remember, we discussed it after Q1. We did come a little bit below our expectation in Q1, and the same thing happened here in Q2. Now we have already two quarters behind us, and we kind of missed a little bit most of them. Not drastically, but definitely we saw some weakness in Q1 and also in Q2. Taking this into consideration, looking ahead to the remainder of the year, with all the uncertainty that we are seeing, we thought it's the right thing to do to make this one-time adjustment to our guidance. Does that answer your question?

Matt Miksic (Equity Research Analyst)

Yeah, I mean, partially, thank you for that. I just was trying to get a sense of, you know, there seemed to be quite a bit more uncertainty in March and April than there is now, frankly, in capital purchases or business investment or anything. I'm just wondering if any of that came through or not in what you saw and the way the quarter shaped up, even though both, you know, in the face of it, were slightly below expectations. Any difference in that way, or does it just look like two quarters that didn't quite hit what you hoped?

Moshe Mizrahy (CEO)

This is Moshe. As you know, the business that we're in, medical aesthetic, has some seasonality effect. Typically, the first quarter is not very strong. I don't say it's like Q3, but it's not very strong. Q2 is one of the strongest quarters. According to the seasonality model of the medical aesthetic industry for many years, the first quarter is basically 20%, and the second quarter should be 25%. If the original guidance was $400 million, we were supposed to do $80 million in the first quarter and $100 million in the second quarter. We missed both quarters. In the first quarter, we did only $77 million, and the second quarter, $95.5 million. The difference between the two of them, if you calculate the third and the fourth quarter, brings us to the new guidance. It's all, as you know, estimation. If we do better, we'll improve the guidance.

We try to be conservative as usual in order not to promise something that we're not sure we can achieve. At the moment, we don't see any change in behavior, if that's what you're looking for. If we see any change in behavior, the answer is no. We do not see any change in behavior between Q2 and Q1. The market still continues to be challenging.

Matt Miksic (Equity Research Analyst)

That's helpful. Just a quick one on guidance. It seems like you talked often about maintaining your organization in advance of and in anticipation of a turn in the cycle. Rather than top line coming down and tightening your belt to sort of hit a higher EPS number just for the sake of hitting that commitment, you're taking a view that gets you through this flat part of the cycle and into the upswing of the cycle to remain invested. If you could talk a little bit about that strategy, if that's changing at all, if you're still committed to that, and any sense or ideas that you have on the timing of when we might start to see things pick up. Thanks.

Moshe Mizrahy (CEO)

Again, we remain positive on the long-term potential of the market. Yes, we are experiencing a temporary weakness. How long it's going to last, we don't know, but we believe at some point the market will recover and will come back. In terms of making the necessary investment in some part of the world, we are expanding and going direct in more countries because we think that's the right thing to do. In the U.S., we see that the headwinds are significantly stronger than what we experience in Europe and Asia. We don't have any concrete plan or downsizing the company. We don't need to, but definitely we are looking to make sure we have the best structure in place to stay competitive.

Matt Miksic (Equity Research Analyst)

Fair enough. Thanks so much.

Operator (participant)

Thank you. Our next question is from Danielle Antalffy with UBS. Please go ahead.

Danielle Antalffy (Senior Equity Analyst)

Yeah, hi. Good morning, everyone. Thanks so much for taking the question. Just one question on capital allocation, Moshe, for you. I have a specific question on non-invasive and the strength we saw there. On capital allocation, Moshe, I know you guys have done some share repurchasing. You still have like $600 million in cash on hand as of, I think, the end of June. Maybe talk a little bit about where your priorities are, how they're changing, whether you're still exploring assets to potentially acquire. I'll ask my follow-up on non-invasive. Thanks.

Moshe Mizrahy (CEO)

Okay. As far as capital allocation, I believe we're giving the same answer all the time. We did $508 million of buyback in the last two years, which was a lot. I mean, if we will do additional buyback in Israel, it will require 20% dividend tax. We're considering it. I'm not saying we're not. It's one of the options. Every type of capital allocation is considered all the time, and it's on the table. We don't have any acquisition on the pipeline, so I cannot announce that you know that we're doing any acquisition this year. As far as dividend, it might, but it also requires dividend tax. Basically, everything is possible. We will need to see how the continue of the year will go, and probably we'll make a decision sometime in the next six months.

Danielle Antalffy (Senior Equity Analyst)

Okay, gotcha. One area of strength, at least relative to what we were modeling, but also I think versus last year, very strong growth in non-invasive. Just wondering what's driving that. Is it a new product cycle? Is it just customer behavior? Is that something that's notable? Is it one-time in nature? Maybe talk a little bit about that in the mix of non-invasive versus minimally invasive.

Moshe Mizrahy (CEO)

As you know, minimally invasive procedures are relatively expensive. Either BodyTite, FaceTite, Quantum, Morpheus, which can go up to 8 ml, they are relatively expensive. They require local anesthesia, either by blocking, tumescent, and other types of local anesthesia. The range of one treatment can be between $1,500 and $4,000 or $5,000. The non-invasive procedures are much cheaper: laser, IPL, non-invasive RF. We see some trend that the minimally invasive, which is relatively, you know, requires more personal spending, I don't want to say go down, but the number of procedures are going down. Therefore, we see a little bit of a trend toward the non-invasive handpieces and platforms. That's what happened in the second quarter. In addition, we came up with the platforms which are called Optimus Max.

Optimus Max has a new type of IPL, IPL Peak, and a new type of laser for hair removal and also for blood vessels. This platform is very successful, and therefore, this part of the market is non-invasive. Yet, the biggest part of our business is still invasive, penetrating the skin, and either one is almost more than 80%. It's a high number.

Danielle Antalffy (Senior Equity Analyst)

Gotcha. Thank you, Moshe.

Operator (participant)

Thank you. Our next question comes from Michael Sarcone with Jefferies. Please go ahead.

Michael Sarcone (Analyst)

Hey, good morning, and thanks for taking our questions. This is Mike on for Matt this morning. I guess just to start, Moshe, some clarifying questions around your commentary on guidance. I think you mentioned with that $400 million original guide, you were a little light in 1Q and 2Q, and to me, it looks like you were maybe $7 or $8 million light in the first half versus those original expectations. I think you also said that's kind of the reason you lowered the guide, but you lowered it by about $30 million at the midpoint. Could you just clarify that? Have you also lowered your outlook for the second half?

Moshe Mizrahy (CEO)

As you know, the third quarter is usually a very slow quarter, especially in Europe because of the summertime and the vacations. In recent years, we see that effect also in the U.S. market and also in the Canadian market. Basically, in order to achieve the $400 million, we thought we will do $100 million in the third quarter and $120 million or $125 million in the fourth quarter. Based on the slowdown and the slow market that we experienced in the second quarter, we don't think that that is achievable, $220 million. This is why we reduced the budget at that target.

Michael Sarcone (Analyst)

Got it. That's very helpful. Can you comment on any kind of contribution that you may have included from the urology end markets in the 4Q quarter?

Yair Malca (CFO)

It's minimal. I think it's going to be a minimal contribution. That's usually what we do is every new launch of a product. We don't count too much on contribution. It would be more symbolic than anything. If we'll be pleasantly surprised, we'll take it, but we don't count on it.

Michael Sarcone (Analyst)

Okay, thank you.

Operator (participant)

Thank you. The next question comes from Caitlin Cronin with Canaccord Genuity. Please go ahead.

Caitlin Cronin (Director-MedTech Equity Research)

Great. Thanks for taking the questions. I guess just to start and really expand on the urology question earlier, just any more details on the urology market and the opportunity and if you'll use a dedicated sales team like you're going to do for the Envision platform.

Moshe Mizrahy (CEO)

Okay. Let's start with the urologists. As you know, we're developing a platform for the erectile dysfunction, but we don't have the indication from the FDA yet. We are launching it on a pilot level for blood circulation and pain relief. We're doing some clinical testing right now to prove the concept. Therefore, although we are launching the platforms, eventually, once we have the FDA indication for erectile dysfunction, these platforms will be much more successful. Right now, we have to be very careful with how we do it and under IRB and all kinds of regulatory procedures. Regarding the Envision, the Envision platform is for dry eye and full face rejuvenation. Again, we don't have the FDA indication approval for the dry eye yet. It's in the process. We have submitted to the FDA the protocol, and we're going to pull it and start the study.

We submitted all the pilot and all the clinical data that we had. Once we have the approval from the FDA for dry eye treatment with the bipolar RF, this platform will fly. Yet, it's in early stage. We're not promoting it directly for dry eye because we cannot. Every test and every study that we do is under regulatory procedures like IRB, etc. Those two platforms in the wellness business, we're in the middle of regulatory procedures and regulatory submissions. Hopefully, sometime next year, they will be approved.

Caitlin Cronin (Director-MedTech Equity Research)

Great. I think you talked about last quarter, just given the relative strength OUS and Europe in particular, you were expecting somewhat of a larger skew in the mix to OUS versus U.S. Is that still something that's contemplated in your guidance for this year?

Yair Malca (CFO)

Yes, it is built into the guidance already. As you know, in previous years, the split between U.S. and OUS was about 60%-65% U.S., and the rest is OUS. Now it's more in Q1. In Q2, it was more 50/50 split, and that was the assumption that it will remain 50/50 for the rest of the year. It's already built into the guidance.

Caitlin Cronin (Director-MedTech Equity Research)

Great. Thanks so much.

Yair Malca (CFO)

Yeah.

Thank you. Our next question comes from Jeff Johnson with Baird. Please go ahead.

Jeff Johnson (Senior Research Analyst)

Thank you. Good morning, guys. Moshe, maybe if I could follow up on some of your Envision comments. You know, we've been out there doing some checks, have heard of a decent number, I would say, of Lumenis account conversions and wins for you guys. Would it be crazy, as Danielle asked about the non-invasive number that was strong this quarter, to think that Envision also contributed to that? I know you're still waiting for the dry eye indication, but our back-of-the-envelope math, maybe it was as much as 5% or 10% of your U.S. system sales in Q2, I'm sorry, could have been Envision. Would that be too high of a number? Thanks.

Moshe Mizrahy (CEO)

10%-15%, it's relatively high. I would say it's more like 10% or a little bit less than that, but not more than that before we get the FDA. Now, regarding Lumenis, Lumenis has the approval on the IPL and not on the RF. Everybody knows we also have IPL on the system, on the Envision, and doctors can use either the IPL, which is approved like Lumenis, or the RF. The RF needs to be done under regulatory procedures and local approvals.

Jeff Johnson (Senior Research Analyst)

All right, fair enough. My question was, could it be 5%-10% of your U.S. system sales, not 10%-5%? It sounds like you're saying yes there. I just want to clarify, you think 5%-10% is a reasonable U.S. system revenue for Envision for this quarter?

Moshe Mizrahy (CEO)

Correct.

Jeff Johnson (Senior Research Analyst)

Okay, great. Moshe, sorry, Yair, you talked about no change in behavior throughout the quarter. Would that comment be applicable to both the doctor side of the equation on purchasing capital and on the patient side on the procedures and consumables side? That consumables number getting closer to flat, maybe getting a little bit of improvement on the patient demand side. If you could disaggregate your comment on no change in behavior across both system purchases and/or patient demand, that would be helpful. Thanks.

Yair Malca (CFO)

Sure. Just one quick comment about your previous question. The CO2 device that we launched earlier this year, this one is also included in the non-invasive, and that's one of the reasons why we see this jump. Regarding your second question, yes, it might be better to separate between the two, the trends that we see in the capital equipment, that this has stayed pretty similar for the last several quarters, you know, with the high interest rate and challenging with financing and the uncertainty in the market. I think you see many doctors probably delaying their purchasing decisions on capital equipment. Consumables behave a little bit differently. This is more subject to discretionary spending by consumers, and we see some challenges there. As you mentioned, it looks like the decline kind of plateaued.

I guess we can see it as a positive that we stopped the bleeding, and hopefully, when things improve, we'll start seeing that climbing back up.

Jeff Johnson (Senior Research Analyst)

Thank you.

Operator (participant)

Thank you. Our next question comes from Mike Matson with Needham & Company. Please go ahead.

Mike Matson (Senior Equity Research Analyst)

Yeah, thanks. Just a question on the tariff impact. I think the press release mentions a tariff rate of 10%. I thought the rate on Israel was 17%. Was that lowered to 10%? The 2% to 3% they were calling out impact to gross margin from tariffs, is that for the full year? Is that going to be, is there any kind of timing there in terms of hitting maybe more in the second half of the year or something?

Moshe Mizrahy (CEO)

You're right. The original tariff was set at 17%. It was reduced to 10% on a temporary basis, and it was extended. I'm sure there is some negotiation going on between Israel and the U.S. administration. Our assumption right now is that it's going to remain at around 10%. It can be higher. However, we are also working to see if we can make some strategy changes that would help us actually bring this even lower. I think going with an average of 10% at this point is the right thing to do because this is what we are currently paying. Once we have updates this way or another, we will provide an update. Regarding the 2%-3% impact, that's on an annual basis.

Probably, in 2025, because we didn't have the tariffs from the beginning of the year and some of the inventory that we already have in the U.S. was not subject to this tariff, the impact would be lower, probably half than that. We basically thought that, like Europe and other countries, Israel will reach an agreement before the end of the second quarter, but not yet. I believe that by the end of August, President Trump gave the deadline. I believe by then, it will be settled and probably it will be 10% or, in Europe it's 15%. I don't think we'll get to 15%, but it's all guessing.

Mike Matson (Senior Equity Research Analyst)

Yeah, I understand. Okay, and just to be clear, the 2%-3%, that's a fully annualized number in terms of what the impact would be if you were paying the 10% for the full year. Okay. Just a question on the new urology system that you're launching. Can you maybe just talk about the initial labeling that you're going to have there and how you're, I guess for the urology-specific treatments on it, and how you're going to market that. This user meeting, I assume that's focused on urologists, correct? You're going to be hosting a group of urologists?

Moshe Mizrahy (CEO)

This particular platform, yes, it's for urologists. The development continues toward getting an indication by the FDA for erectile dysfunction. We're doing clinical studies right now in major hospitals and in a major clinic that deals with this indication in the U.S. In the meantime, the approval that we receive for these platforms, bipolar RF, is basically for increased blood circulation, pain relief, and also collagen building, which are the basic three elements for erectile dysfunction. Not yet with the final indication. Hopefully, in the future, we'll have.

Mike Matson (Senior Equity Research Analyst)

Okay. Got it. Thank you.

Operator (participant)

Thank you. Our next question comes from Sam Eiber with BTIG. Please go ahead.

Sam Eiber (VP and Medical Technology Analyst)

Hi, good morning. Thanks for taking the questions here. Maybe just coming back to Europe for a second. You know, two straight quarters here of growth in capital equipment outside the U.S. We'd love to hear maybe is that a reflection more of a more stable environment? Are you launching new products there, taking price? How sustainable do you think some of those trends are?

Yair Malca (CFO)

I think they're very sustainable because, just to remind everyone, we started in the early years with focusing on developing the North American market mainly. We were a little bit late to the game in developing the OUS, the international markets, which is what we are doing right now. We used to be a smaller player in the international markets, and that's definitely one of our growth engines in the year to come. It's very sustainable.

Sam Eiber (VP and Medical Technology Analyst)

Okay, that's helpful. Moving to the U.S. here, you know, are we starting to see any kind of upgrade cycle with Ignite and Optimus Max? I know it's a question we typically ask every quarter, but are you offering discounts yet for customers to upgrade? Is there any way to quantify that contribution?

Moshe Mizrahy (CEO)

We will probably start doing it in the third quarter, trying to convert users that use the Optimus and the BodyTite, which are both fully, not similar, but fully FDA approved, with the Ignite, which is fully FDA approved, and the Optimus Max as well. We will probably start doing it in the third quarter. At the same time, we're introducing those platforms in ROW as well.

Sam Eiber (VP and Medical Technology Analyst)

Okay, helpful. Thanks for taking the questions.

Operator (participant)

Thank you. This concludes our question and answer session. I would like to turn the conference back over to Moshe Mizrahy for any closing remarks.

Moshe Mizrahy (CEO)

Thank you, everybody. Thank you for joining us today. I believe we covered all aspects of the financial results that we usually present. Hopefully, the market will improve in the next two quarters, especially in the fourth quarter, which is usually the strongest quarter. We are going to be there. I know that one question was asked whether or not we are cutting down cost. We are a technology company, and if we will cut down costs, that means that we will fire engineering people and good salespeople. We do not want to do it. We are adjusting our costs in the manufacturing and the logistics, but all the rest, we keep business as usual in order to jump on the market whenever the market will improve. Again, thank you for joining us. We will see you again in the summary of the third quarter. Thank you, everybody.

Operator (participant)

Thank you. The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.