arrow international, inc. arrow international, inc. investor presentation ubs global life sciences...
TRANSCRIPT
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Arrow International, Inc.Investor Presentation
UBS Global Life Sciences Conference
September 26, 2006
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“Safe Harbor” Statement under the Private Securities Litigation Reform Act of 1995: The statements contained in the following projections
that are not historical facts are forward-looking statements (including projections) and involve risks and uncertainties. Although the Company
believes that the expectations in such forward-looking statements are reasonable, the Company can give no assurance that such
expectations will prove to have been correct. The forward-looking statements are based upon a number of assumptions and estimates that,
while presented with numerical specificity and considered reasonable by the Company, are inherently subject to significant business,
economic and competitive risks, uncertainties and contingencies which are beyond the control of the Company, and upon assumptions with
respect to future business decisions which are subject to change. Accordingly, the forward-looking statements are only an estimate, and
actual results will vary from the forward-looking statements and these variations may be material. Consequently, the inclusion of the forward-
looking statements should not be regarded as a representation by the Company of results that actually will be achieved. Forward-looking
statements are necessarily speculative in nature, and it is usually the case that one or more of the assumptions in the forward-looking
statements do not materialize. Investors are cautioned not to place undue reliance on the forward-looking statements. In connection with the
“Safe Harbor” provisions of the Private Securities Litigation Reform Act of 1995, the Company cautions the reader that, among others, the
factors below, which are discussed in the Company’s Annual Report on Form 10-K for the fiscal year ended August 31, 2005 and in its other
filings with the Securities and Exchange Commission, could cause the Company’s results to differ materially from those stated in the forward-
looking statements. These factors include: (i) stringent regulation of the Company’s products by the U.S. Food and Drug Administration and,
in some jurisdictions, by state, local and foreign governmental authorities; (ii) the highly competitive market for medical devices and the rapid
pace of product development and technological change in this market; (iii) pressures imposed by the health care industry to reduce the cost
or usage of medical products and services; (iv) dependence on patents and proprietary rights to protect the Company’s trade secrets and
technology, and the need for litigation to enforce or defend these rights; (v) risks associated with the Company’s international operations; (vi)
potential product liability risks inherent in the design, manufacture and marketing of medical devices; (vii) risks relating to interruptions in the
supply of or increases in the price of essential raw materials or components; (viii) risks associated with the Company’s use of derivative
financial instruments; and (ix) dependence on key members of the Company’s management.
Safe Harbor Statement
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Agenda
Mission, Goals & Company Profile
Strategies for Growth
Product Launches
Key Products
Historical Financial Performance
Summary & Investment Considerations
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Mission and Goals
MissionDevelop and market innovative medical devices that uniquely meet the clinical requirements of physicians and improve patient care.Continued focus on Critical Care and Cardiac Care market segments.
GoalsGenerate revenue growth of 10 - 12% per year.Increase gross margins to 55% of sales.Invest 6 - 7% of sales in research and development.Continue to deliver operating income of 20 - 21% of sales.
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Company Profile
9 months FY ’06 Revenue.................. …$352.4 million 9 months FY’ 06 Diluted EPS............................... $0.85 9 months FY’ 06 Cash From Operations....$46 million
Balance Sheet...................................No long term debt Domestic Employees........................................ …1,600 International Employees.......................................2,400 Headquarters and R&D............................ Reading, PA
Domestic Manufacturing ............................ 5 Facilities International Manufacturing..……. 2 Czech, 3 Mexico
Note: Full fiscal year 2006 financial results will be released on October 4, 2006
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Investment Considerations
Global brand franchise based on product superioritySignificant opportunity for future growthProven technological capabilitiesGrowing marketing competenceStrong financial position
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Product and Geographic Sales
Cardiac Care15%
Specialty Catheters
32%
Central Venous
Catheters51%
Non-Arrow Distributed Products
2%
Sales by Product Platform
May 31, 2006
Sales by Geographic Region
May 31, 2006
Europe19%
United States61%
Asia / International
20%
Note: Sales for 12 months ended May 31, 2006 were $466.7 million. Fiscal year ended August 31, 2006.
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Markets
Critical CareAnesthesiaSurgeryIntensive Care UnitsInterventional RadiologyHemodialysis UnitsEmergency Room
Cardiac CareCardiac SurgeryInterventional CardiologyHeart Failure Cardiology
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Global Market OpportunityCritical Care Market
Market* Arrow($Mil) Share
Central Venous Catheters 465 50%CV Access 240 74%Peripheral AccessRenal Access
Specialty Catheters 460 30%Regional Anesthesia Interventional ProceduresHemodynamic MonitoringIV TubingSpecial Procedures
*based upon Arrow’s estimates of worldwide market
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Global Market OpportunityCardiac Care Market
Market* Arrow($Mil) Share
Cardiac Care 490 14%Intra-aortic Balloons & Pumps 185 23%Super Arrow-Flex® PSIThermodilution CathetersRight Heart Procedures
*based upon Arrow’s estimates of worldwide market
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Competitors
Central Venous AccessBardCookEdwards
Peripheral AccessBardBoston ScientificAngioDynamicsBecton Dickinson
Renal AccessBardMedcompAngioDynamics
Specialty CathetersCookBoston ScientificB. BraunBardEdwards
Cardiac AssistDatascope
Other Cardiac B. Braun Boston ScientificCook Edwards
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U.S. Sales Force
U.S. Sales Force 170
Sales Representatives 96Specialists 33Management 16Clinical Support 12Service 7Trainers 6 Direct Sales
94%
Dealers6%
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International Sales Structure
Direct Sales (16 markets)Japan GermanyCanada FranceSouth Africa SpainMexico HollandGreece CzechItaly SlovakiaSwitzerland AustriaUnited Kingdom Portugal
International Sales Force160 Direct Sales Representatives Dealers in 97 countries
Direct Sales70%
Dealers30%
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STRATEGIES FOR GROWTH
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Strengthening the Infrastructure
Operational Objectives
Deliver highest quality products to our physician customers and their patients
Maintain a safe working environment for our employees
Provide our hospital customers with superior service
Maintain or achieve low cost producer status in each of our major product categories
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Executing on Programs for Growth FY ’05 & ’06
√ Completed manufacturing capacity expansion projects
• Chihuahua, Mexico • Zdar, Czech
√ Upgraded quality system to ensure global regulatory compliance
√ Increased investment in core business research and development
√ Strengthened marketing and sales capabilities
√ Established Strategic Sourcing presence in Shanghai, China
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Strengthened the Operational Infrastructure
Progress to date:Competitive manufacturing infrastructure supporting regionalized manufacturing
• Production capacity to meet demand• Production facilities aligned with geographical
marketsUpgrading production technology to increase efficiency, effectiveness and gross margin Embedding Quality System procedures into corporate cultureRefocusing R&D personnel on global opportunities
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Recent Results
Improvement in quality metrics – significant reduction in scrap and re-work system-wide
Record high rates of line fill (+90%) and record low levels of backorders
Manufacturing overtime substantially reduced
Sales force turnover returned to normal levels
Launching Product Upgrades and New Products
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New Products
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AutoCAT®2WAVE™ with FiberOptix™ SensorIntra Aortic Balloon Pump- Proactively anticipates aortic valve (AV) closures before they occur- Even during severe arrhythmias. - Unique combination of: - Aortic flow timing- FiberOptix™ sensor technology- Proprietary WAVE® algorithmImproves timing and triggering accuracy, to optimize and simplify IABP management.
Benefits:Improved patient support Simplified use for clinicianUpgrading of conventional pumpsReplacement of traditional fluid filled catheter technology
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Introducing ProActive CounterPulsation™A New Breakthrough in Intra Aortic Balloon Pump Therapy
No one else can offer ProActiveCounterPulsation™
-Journal Ads will carry this message
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The Arrow Pressure Injectable PICC KitMarket Estimate $125 - $150 Million
The following picture demonstrates Arrow’s peripherally inserted central catheter (PICC)
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The Arrow Pressure Injectable PICC Kit Key Differentiators
CatheterBlue FlexTip®
Designed to be less traumatic to vesselDesigned to track better over wireProvides visual confirmation of entire catheter removal
Non-tapered designArrow’s stated 5 French size does not vary between tip and proximal end
Other Infection Protection and Safety ComponentsLarge Procedural DrapeBIOPATCH®ChloraPrep®StatLock®SharpsAway II™ Locking Disposal CupSafety scalpelSafetyGlide® Needles
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Strategies for Growth
Continue to grow market share in Core BusinessCentral Venous AccessDialysis AccessRegional AnesthesiaHemodynamic MonitoringIntra-Aortic Balloon Pumping
Develop or acquire new products which complement core business and can add sales in one year or lessContinue improving marketing and sales effectivenessExplore new technologies and markets
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Key Products
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Maximal Barrier Precautions Tray
It is easier to comply with the latest guidelines from CDC, OSHA and the Institute for Healthcare Improvement's 100,000 Lives Campaign, thanks to this one-of-a-kind catheter kit.
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Specialty CathetersGlobal market opportunity $460 million
Percutaneous Thrombolitic Device PTD TM
Radial Artery Catheter
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Cannon™ II Plus CatheterMarket Estimate $75-100 million
A unique chronic dialysis catheterTwo-piece configuration allows tip-first placementSplit-tip design allows better circulation of cleansed blood
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StimuCath™
Market Estimate $25-30 million
Targeted pain management for surgical proceduresThe catheter is tunneled beneath the skin.The catheter tip is placed near a nerve to allow the infusion of pain management drugsConventional catheters are placed without the ability to guarantee proper catheter tip locationCatheter and needle provide an electronically-conductive tip for accurate placement
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Historical Financial Performance
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Gross Margin & Operating Income
0.0%10.0%20.0%30.0%40.0%50.0%60.0%
1997 1998 1999 2000 2001 2002 2003 2004 2005 2006*
Fiscal Year
Gross Margin %Operating Income as a % of SalesTarget Gross Margin %Target Operating Income %
* Nine months ended May 31, 2006
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Annual Sales Growth by Product Line(Dollars in millions)
1996 1997 1998 1999 2000 2001 2002 2003 2004 200519950
50
100
150
200
250
300
350
400
450
500
8% 7% 6% 13% 9% 3% 2% 12% 14% 5%
CARDIAC CARE
CRITICAL CARE
Percent Growth over Previous Fiscal Year(Dollars in millions)
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Annual History of Cash Flows From Operations (Dollars in millions)
1997 1998 1999 2000 2001 2002 2003 2004 200519960
10
20
30
40
50
60
70
80
90
100
9.1% 4.4% 24.0% 39.0% 0.2% -26.3% 86.0% 1.1% 17.3% -14.4%
Percent Growth over Previous Fiscal Year(Dollars in millions)
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$0.0475 $0.0575 $0.0675 $0.0775 $0.0875 $0.0975 $0.1075 $0.1175 $0.1275 $0.1375 $0.1975 $0.35 $0.54 $0.66
Dividend Payment History
Dividends paid every quarter (56) since the Company’s IPO on June 9, 1992 Dividends have increased every year since 1993 Current annual dividend of $0.68 per share is a dividendyield of 2.1%
1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006
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Annual History of Return on Shareholders’ Equity
0%
2%
4%
6%
8%
10%
12%
14%
16%
18%
20%
1996 1997 1998 1999 2000 2001 2002 2003 2004 2005
% Return on Average Shareholders' Equity % Target Return on Average Shareholders' Equity
Fiscal Year
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Summary & Investment Considerations
Global brand franchise based on product superioritySignificant opportunity for future growthProven technological capabilitiesGrowing marketing competenceStrong financial position
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Arrow International, Inc..
In thousands, except per share amounts (Unaudited)
Three Months Ended Nine Months Ended
Consolidated Statements Of Operations:
May 31, 2006
May 31, 2005
May 31 , 2006
May 31, 2005
Net sales $ 122,257 $ 118,070 $ 352,405 $ 340,004Cost of goods sold 63,023 57,416 180,225 170,344Early Retirement Plan Charges - - - 1,883Gross Profit 59,234 60,654 172,180 167,777Operating expenses:
Research and development 7,199 6,623 20,708 21,668Selling, general and administrative 32,602 29,856 97,081 89,167Early Retirement Plan Charges - - - 4,956Restructuring charge 130 450 (126) 1,771
Total operating expenses 39,931 36,929 117,663 117,562 Operating income 19,303 23,725 54,517 50,215Interest, net (912) (273) (2,059) (470)Other (income) expenses, net (219) 540 (101) 266 Income before income taxes 20,434 23,458 56,677 50,419Provision for income taxes 6,535 7,624 18,314 15,948 Net income $ 13,899 $ 15,834 $ 38,363 $ 34,471
Basic earnings per common share $0.31 $0.36 $0.86 $0.78Diluted earnings per common share $0.31 $0.35 $0.85 $0.77
Weighted average shares used in computing basic earnings per common share 44,810 44,548 44,729 44,200
Weighted average shares used in computing diluted earnings per common share 45,281 45,277 45,242 44,939
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Balance Sheets(Dollars in millions)
5/31/2006 8/31/2005Assets
Cash $130.8 $119.3Marketable Securities 2.5 -Receivables (net) 91.8 91.0Inventories 101.9 95.4Prepaid expenses and other 25.9 24.7
Total current assets 352.9 330.4
Property, plant and equipment (net) 166.6 152.2Other Assets 124.4 117.8
Total assets $643.9 $600.4
LiabilitiesNotes payable $51.3 $26.9Other current liabilities 61.0 63.9Current maturities of long-term debt 1.0 1.1Other liabilities 24.5 30.0
Shareholders' Equity 506.1 478.5Total liabilities and shareholder's equity $643.9 $600.4
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Condensed Cash Flow Statement(In thousands)
5/31/2006 5/31/2005
Net Income 38,363 34,471
Depreciation and Amortization 19,835 19,016 Net changes in working capital (15,444) (16,261) Other operating cash flows, net 3,577 17,517
Net Cash Flow from operations 46,331 54,743
Capital Expenditures (30,784) (26,810) Other investing cash flows (10,198) (8,371)
Net Cash Flows from Investing Activities (40,982) (35,181)
Dividends Paid (21,007) (14,568) Other financing cash flows 26,302 10,478
Net Cash Flows from Financing Activities 5,295 (4,090)
Effects of exchange rate changes on cash 828 (278)
Net change in cash 11,472 15,194
Cash at beginning of period 119,326 94,176
Cash at end of period 130,798 109,370
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Arrow International, Inc.
Thank You
September 26, 2006