– Q3 2021 Total Revenue increased 25.3% from
the same period in 2020 to $93.1 million –
Inogen, Inc. (NASDAQ: INGN), a medical technology company
offering innovative respiratory products for use in the homecare
setting, today reported financial results for the three months
ended September 30, 2021.
Third Quarter 2021 Highlights
- Total revenue of $93.1 million, up 25.3% from the same period
in 2020
- Domestic direct-to-consumer revenue of $36.3 million, up 24.6%
from the same period in 2020
- Rental revenue of $12.1 million, up 61.3% from the same period
in 2020
- Signed agreement with Ashfield Healthcare, LLC (contract sales
organization) to enhance the Company’s go-to-market
capabilities
“I continue to be pleased with the sustained demand we are
seeing for our market-leading portable oxygen concentrators, in
spite of the challenging supply chain environment,” said Inogen’s
President and Chief Executive Officer, Nabil Shabshab. “We are
working diligently to source critical components and help provide
patients with access to our products while navigating higher costs
and supply chain constraints associated with the semiconductor chip
shortage.”
Third Quarter 2021 Financial Results
Total revenue for the three months ended September 30, 2021
increased 25.3% to $93.1 million from $74.3 million in the same
period in 2020, primarily driven by sustained demand, improved
average selling prices, and the reduced impact of the COVID-19
pandemic and related public health emergency (PHE). However, due to
supply chain constraints, the Company was unable to fulfill some
orders, particularly in its domestic business-to-business channel,
where sales decreased 1.1% to $22.8 million compared to $23.1
million in the third quarter of 2020.
International business-to-business sales in the third quarter of
2021 increased 49.7% (46.9% increase on a constant currency basis -
see accompanying table for reconciliation of GAAP and non-GAAP
measures) to $21.8 million compared to $14.6 million in the third
quarter of 2020. The Company believes the increase was primarily
driven by increased ambulation of patients in Europe and improving
operational capacity of certain European respiratory assessment
centers closer to normal levels, as improving COVID-19 vaccination
rates enabled patients to return to more normalized activity levels
and seek treatments.
Domestic direct-to-consumer sales increased 24.6% to $36.3
million in the third quarter of 2021 from $29.2 million in the
third quarter of 2020. The Company believes the increase was
primarily driven by relatively strong demand for portable oxygen
concentrators (POCs) due to higher COVID-19 vaccination rates and
the relaxation of closure orders related to the COVID-19 PHE
leading to increased ambulation, as well as improved consumer
confidence versus the comparative period in the prior year. Inside
sales representative productivity was strong in the quarter despite
lower average inside sales representative headcount, which was down
approximately 8% from the comparative period in the prior year as
attrition outpaced hiring. In addition, sales in this channel were
impacted by lower battery accessory sales in the period due to
supply chain constraints.
Rental revenue in the third quarter of 2021 increased 61.3% to
$12.1 million from $7.5 million in the same period in 2020,
primarily due to increased patients on service, higher billable
patients as a percent of total patients on service, and higher
Medicare reimbursement rates. As of September 30, 2021, the Company
had approximately 40,400 patients on service, which was up 36.9%
compared to September 30, 2020. The increase in patients on service
was primarily driven by greater utilization of leads for rental
opportunities and physician facing initiatives to increase
prescriber awareness by the Company’s sales force as well as the
relaxed Medicare criteria for oxygen therapy reimbursement due to
the COVID-19 PHE.
Total gross margin was 51.2% in the third quarter of 2021 versus
44.4% in the comparative period in 2020. Sales revenue gross margin
increased to 50.1% in the third quarter of 2021 versus 43.5% in the
third quarter of 2020, primarily due to increased average selling
prices. The increase was partially offset by higher cost of goods
sold per unit in the quarter, primarily due to increased labor and
overhead costs and material costs. The third quarter of 2021
included $0.9 million of higher material costs associated with
open-market purchases of semiconductor chips used in the Company’s
batteries and POCs. Rental revenue gross margin increased to 58.9%
in the third quarter of 2021 versus 52.0% in the third quarter of
2020, primarily due to higher billable patients as a percent of
total patients on service, higher Medicare reimbursement rates, and
lower service expense per patient on service, partially offset by
higher depreciation expense per patient on service.
Total operating expense increased to $41.3 million in the third
quarter of 2021 versus $35.0 million in the third quarter of 2020,
primarily due to increased personnel-related expense and increased
media and advertising costs. These increases were partially offset
by a $1.9 million non-cash decrease in the change in fair value of
the New Aera earnout liability versus the comparative period.
Research and development expense increased to $3.8 million in
the third quarter of 2021, compared to $3.5 million in the third
quarter of 2020, primarily associated with increased
personnel-related expense. Sales and marketing expense increased to
$28.3 million in the third quarter of 2021 versus $22.9 million in
the comparative period of 2020, primarily due to increased
advertising costs, personnel-related expense, and other
direct-to-consumer sales and marketing costs. Media and advertising
costs were $9.4 million in the third quarter of 2021 compared to
$7.7 million in the third quarter of 2020. General and
administrative expense increased to $9.3 million in the third
quarter of 2021 versus $8.6 million in the third quarter of 2020,
primarily due to increased personnel-related expense and increased
consulting and legal expense, partially offset by the non-cash
change in fair value of the New Aera earnout liability versus the
comparative period.
In the third quarter of 2021, the Company reported operating
income of $6.4 million, Adjusted EBITDA of $12.2 million, net
income of $12.2 million, and income per diluted common share of
$0.53 (see accompanying table for reconciliation of GAAP and
non-GAAP measures). The Company’s tax provision or benefit from
income taxes for interim periods has been historically determined
using an estimate of its annual effective tax rate, adjusted for
discrete items, if any. The Company concluded that the annual
effective tax rate method would not provide a reliable estimate for
the period. Therefore, the Company utilized the discrete method,
which treats the year-to-date period as if it were the annual
period and determines the income tax expense or benefit on that
basis. This resulted in recording a $6.2 million income tax benefit
in the period.
As of September 30, 2021, the Company had cash, cash
equivalents, and marketable securities of $245.1 million with no
debt outstanding. The Company paid significant additional costs in
the third quarter of 2021 for the semiconductor chips purchased on
the open market but not yet sold in finished products, which
increased its prepaid expense and other current assets and
inventory as of September 30, 2021 by $12.1 million and $1.1
million, respectively.
Financial Outlook for 2021
The Company continues to see ongoing uncertainty in the business
caused by supply chain disruptions, the increased cost of critical
components, as well as the continued and varying impacts of the
COVID-19 pandemic. As a result, the Company is still not providing
detailed guidance for full-year 2021, including its revenue,
revenue mix, net loss, and Adjusted EBITDA estimates for such
periods.
Due to the expected supply chain constraints impacting
semiconductor chip supply, the Company expects total revenue in the
fourth quarter of 2021 to be similar to revenue in the fourth
quarter of 2020.
The Company believes the semiconductor chip shortage experienced
across many industries has and will likely continue to have a
negative impact on its ability to manufacture products as these
chips are used across all its POCs in both its batteries and
printed circuit boards. The Company will continue to work with its
manufacturing partners and explore other open-market avenues to
procure necessary semiconductor chips, but it expects challenges in
terms of supply and pricing inflation until supply meets demand and
prices stabilize. If the Company is unable to obtain sufficient
supply, it could be forced to further slowdown or temporarily halt
production.
The Company also expects increased cost of goods sold per unit
in the fourth quarter of 2021 due to cost inflation of materials
and labor throughout the supply chain, primarily related to
semiconductor chips price increases, which have exceeded the
Company’s initial expectations. The Company expects $5.0 million to
$7.0 million of higher material costs associated with open-market
purchases of semiconductor chips used in its batteries and POCs for
full-year 2021, which will vary based on total systems and
batteries sold with semiconductor chips bought on the open market,
including the $0.9 million incurred in the third quarter of 2021.
Based on its assessment and industry feedback, the Company still
believes that these supply shortages and increased costs may
continue through the second quarter of 2022. In addition, the
increased cost of goods sold per unit in the first and second
quarters of 2022 is expected to be higher than the cost increase
expected in the fourth quarter of 2021 based on the information
known to date. As a result of the shortages, in the interim the
Company expects to be supply constrained and unable to meet full
customer demand for its products.
The Company has made and plans to continue to make investments
in clinical research, research and development, and building the
necessary infrastructure to support future revenue growth and
predictability as well as margin expansion. As a result, operating
expense for full-year 2021 is expected to increase compared to
2020. In addition, while the Company incurred minimal costs related
to bonus and performance-based stock compensation expense in 2020,
it expects such costs to increase in 2021 along with certain
expenses related to the previously announced officer transitions
and additions.
In total, the Company expects negative Adjusted EBITDA and
operating and net losses in the fourth quarter of 2021 and
operating and net losses for full-year 2021, reflecting the
anticipated supply-constrained revenue decline, increased cost of
goods sold per unit, and higher operating expense in the period
compared to the first nine months of 2021.
Conference Call
Individuals interested in listening to the conference call today
at 2:00pm PT/5:00pm ET may do so by dialing (877) 841-3961 for
domestic callers or (201) 689-8589 for international callers. To
listen to a live webcast, please visit the Investor Relations
section of Inogen's website at: http://investor.inogen.com/.
A replay of the call will be available beginning November 4,
2021 at 4:00pm PT/7:00pm ET through November 18, 2021. To access
the replay, dial (877) 660-6853 or (201) 612-7415 and reference
Access Code: 13722625. The webcast will also be available on
Inogen's website for one year following the completion of the
call.
Inogen has used, and intends to continue to use, its Investor
Relations website, http://investor.inogen.com/, as a means of
disclosing material non-public information and for complying with
its disclosure obligations under Regulation FD. For more
information, visit http://investor.inogen.com/.
About Inogen
We are a medical technology company offering innovative
respiratory products for use in the homecare setting. We primarily
develop, manufacture and market innovative portable oxygen
concentrators used to deliver supplemental long-term oxygen therapy
to patients suffering from chronic respiratory conditions.
For more information, please visit www.inogen.com.
Cautionary Note Concerning Forward-Looking Statements
This press release contains forward-looking statements within
the meaning of the Private Securities Litigation Reform Act of
1995, including, among others, statements regarding the Company’s
expectations related to its financial results for the fourth
quarter and full-year 2021 by channel, cost of goods sold,
operating loss, net loss, and Adjusted EBITDA; the anticipated
impact of the COVID-19 pandemic on the Company’s business;
expectations with respect to the Company’s supply chain, including
the availability semiconductor chips used in its batteries and
POCs; demand for the Company’s products in its various business
channels; the Company’s operating and sales strategy in respect to
the COVID-19 pandemic; expectations regarding changes to
reimbursement rates; expectations related to the Company’s
prescriber sales organization, including the expansion of the sales
team and implementation of healthcare intelligence platforms and
tools through its partnership with Ashfield Healthcare, LLC;
expectations regarding the Company’s compensation expense; and
expectations related to the Company’s rental strategy and growth
prospects. Any statements contained in this communication that are
not statements of historical fact may be deemed to be
forward-looking statements. Words such as “believes,”
“anticipates,” “plans,” “expects,” “will,” “intends,” “potential,”
“possible,” and similar expressions are intended to identify
forward-looking statements. Forward-looking statements are subject
to numerous risks and uncertainties that could cause actual results
to differ materially from currently anticipated results, including
but not limited to, risks arising from the possibility that Inogen
will not realize anticipated revenue; risks related to the
Company’s supply chain and limited availability of semiconductor
chips used in its batteries and POCs, the risk of further slowdowns
or temporarily halts of production, or cost inflation for such
components; the risks related to the COVID-19 pandemic; the impact
of changes in reimbursement rates and reimbursement and regulatory
policies; the possible loss of key employees, customers, or
suppliers; risks relating to Inogen’s acquisition of New Aera, Inc.
and the possibility that Inogen will not realize anticipated
revenue from the technology acquired from New Aera or that expenses
and costs will exceed Inogen’s expectations; intellectual property
risks if Inogen is unable to secure and maintain patent or other
intellectual property protection for the intellectual property used
in its products. In addition, Inogen's business is subject to
numerous additional risks and uncertainties, including, among
others, risks relating to market acceptance of its products;
competition; its sales, marketing and distribution capabilities;
its planned sales, marketing, and research and development
activities; interruptions or delays in the supply of components or
materials for, or manufacturing of, its products; seasonal
variations; unanticipated increases in costs or expenses; and risks
associated with international operations. Information on these and
additional risks, uncertainties, and other information affecting
Inogen’s business operating results are contained in its Quarterly
Report on Form 10-Q for the period ended June 30, 2021, and in its
other filings with the Securities and Exchange Commission.
Additional information will also be set forth in Inogen’s Quarterly
Report on Form 10-Q for the period ended September 30, 2021, to be
filed with the Securities and Exchange Commission. These
forward-looking statements speak only as of the date hereof. Inogen
disclaims any obligation to update these forward-looking statements
except as may be required by law.
Use of Non-GAAP Financial Measures
Inogen has presented certain financial information in accordance
with U.S. GAAP and also on a non-GAAP basis for the three and nine
months ended September 30, 2021 and September 30, 2020. Management
believes that non-GAAP financial measures, taken in conjunction
with U.S. GAAP financial measures, provide useful information for
both management and investors by excluding certain non-cash and
other expenses that are not indicative of Inogen's core operating
results. Management uses non-GAAP measures to compare Inogen's
performance relative to forecasts and strategic plans, to benchmark
Inogen's performance externally against competitors, and for
certain compensation decisions. Non-GAAP information is not
prepared under a comprehensive set of accounting rules and should
only be used to supplement an understanding of Inogen's operating
results as reported under U.S. GAAP. Inogen encourages investors to
carefully consider its results under U.S. GAAP, as well as its
supplemental non-GAAP information and the reconciliation between
these presentations, to more fully understand its business.
Reconciliations between U.S. GAAP and non-GAAP results are
presented in the accompanying tables of this release. For future
periods, Inogen is unable to provide a reconciliation of non-GAAP
measures without unreasonable effort as a result of the uncertainty
regarding, and the potential variability of, the amounts of
interest income, interest expense, depreciation and amortization,
stock-based compensation, provision for income taxes, and certain
other infrequently occurring items, such as acquisition-related
costs, that may be incurred in the future.
Consolidated Balance
Sheets
(unaudited)
(amounts in thousands)
September 30,
December 31,
2021
2020
Assets
Current assets
Cash and cash equivalents
$
241,576
$
211,962
Marketable securities
3,552
19,257
Accounts receivable, net
32,905
29,717
Inventories, net
31,785
24,815
Income tax receivable
1,787
2,048
Prepaid expenses and other current
assets
24,226
17,898
Total current assets
335,831
305,697
Property and equipment, net
37,066
28,230
Goodwill
33,028
33,165
Intangible assets, net
62,299
68,797
Operating lease right-of-use asset
25,830
8,827
Deferred tax asset - noncurrent
15,481
14,467
Other assets
3,322
2,669
Total assets
$
512,857
$
461,852
Liabilities and stockholders'
equity
Current liabilities
Accounts payable and accrued expenses
$
29,223
$
33,712
Accrued payroll
12,223
7,091
Warranty reserve - current
6,310
5,740
Operating lease liability - current
3,518
1,931
Deferred revenue - current
8,424
6,994
Income tax payable
235
1,242
Total current liabilities
59,933
56,710
Warranty reserve - noncurrent
8,606
8,654
Operating lease liability - noncurrent
24,121
8,078
Earnout liability - noncurrent
17,118
26,940
Deferred revenue - noncurrent
12,135
11,822
Deferred tax liability - noncurrent
24
25
Total liabilities
121,937
112,229
Stockholders' equity
Common stock
23
22
Additional paid-in capital
297,097
273,521
Retained earnings
92,149
75,605
Accumulated other comprehensive income
1,651
475
Total stockholders' equity
390,920
349,623
Total liabilities and stockholders'
equity
$
512,857
$
461,852
Consolidated Statements of
Comprehensive Income (Loss)
(unaudited)
(amounts in thousands, except
share and per share amounts)
Three months ended
Nine months ended
September 30,
September 30,
2021
2020
2021
2020
Revenue
Sales revenue
$
80,974
$
66,809
$
248,359
$
215,561
Rental revenue
12,131
7,520
33,241
18,948
Total revenue
93,105
74,329
281,600
234,509
Cost of revenue
Cost of sales revenue
40,437
37,714
129,637
120,914
Cost of rental revenue, including
depreciation of $2,315 and $1,475, for the three months ended and
$6,257 and $3,995 for the nine months ended, respectively
4,981
3,609
14,068
9,474
Total cost of revenue
45,418
41,323
143,705
130,388
Gross profit
47,687
33,006
137,895
104,121
Operating expense
Research and development
3,754
3,511
11,892
10,406
Sales and marketing
28,301
22,882
83,109
72,131
General and administrative
9,258
8,586
26,981
28,087
Total operating expense
41,313
34,979
121,982
110,624
Income (loss) from operations
6,374
(1,973
)
15,913
(6,503
)
Other income (expense)
Interest income
21
114
107
842
Other income (expense)
(466
)
(54
)
(472
)
5,586
Total other income (expense),
net
(445
)
60
(365
)
6,428
Income (loss) before provision
(benefit) for income taxes
5,929
(1,913
)
15,548
(75
)
Provision (benefit) for income
taxes
(6,245
)
(214
)
(996
)
633
Net income (loss)
$
12,174
$
(1,699
)
$
16,544
$
(708
)
Other comprehensive income (loss), net
of tax
Change in foreign currency translation
adjustment
(251
)
385
(585
)
405
Change in net unrealized gains (losses) on
foreign currency hedging
494
(82
)
2,028
162
Less: reclassification adjustment for net
(gains) losses included in net income
106
(213
)
(267
)
(67
)
Total net change in unrealized gains
(losses) on foreign currency hedging
600
(295
)
1,761
95
Change in net unrealized gains (losses) on
marketable securities
(1
)
(1
)
—
(6
)
Total other comprehensive income, net
of tax
348
89
1,176
494
Comprehensive income (loss)
$
12,522
$
(1,610
)
$
17,720
$
(214
)
Basic net income (loss) per share
attributable to common stockholders (1)
$
0.54
$
(0.08
)
$
0.74
$
(0.03
)
Diluted net income (loss) per share
attributable to common stockholders (1)(2)
$
0.53
$
(0.08
)
$
0.73
$
(0.03
)
Weighted-average number of shares used
in calculating net income per share attributable to common
stockholders:
Basic common shares
22,619,272
21,998,299
22,416,575
21,959,521
Diluted common shares
22,854,229
21,998,299
22,803,355
21,959,521
(1)
Reconciliations of net income attributable to common
stockholders basic and diluted can be found in Inogen’s Quarterly
Report on Form 10-Q to be filed with the Securities and Exchange
Commission.
(2)
Due to a net loss for the three and nine months ended September
30, 2020, diluted loss per share is the same as basic.
Supplemental Financial
Information
(unaudited)
(in thousands, except units
and patients)
Three months ended
Nine months ended
September 30,
September 30,
2021
2020
2021
2020
Revenue by region and category
Business-to-business domestic sales
$
22,793
$
23,056
$
81,094
$
72,174
Business-to-business international
sales
21,834
14,581
59,377
48,538
Direct-to-consumer domestic sales
36,347
29,172
107,888
94,849
Direct-to-consumer domestic rentals
12,131
7,520
33,241
18,948
Total revenue
$
93,105
$
74,329
$
281,600
$
234,509
Additional financial measures
Units sold
44,600
42,200
146,400
138,100
Net rental patients as of period-end
40,400
29,500
40,400
29,500
Reconciliation of U.S. GAAP to
Other Non-GAAP Financial Measures
(unaudited)
(in thousands)
Three months ended
Nine months ended
September 30,
September 30,
Non-GAAP EBITDA and Adjusted
EBITDA
2021
2020
2021
2020
Net income (loss)
$
12,174
$
(1,699
)
$
16,544
$
(708
)
Non-GAAP adjustments:
Interest income
(21
)
(114
)
(107
)
(842
)
Provision (benefit) for income taxes
(6,245
)
(214
)
(996
)
633
Depreciation and amortization
5,522
4,712
15,861
13,654
EBITDA (non-GAAP)
11,430
2,685
31,302
12,737
Stock-based compensation
2,792
2,050
8,547
6,111
Change in fair value of earnout
liability
(2,052
)
(146
)
(9,869
)
(166
)
Adjusted EBITDA (non-GAAP)
$
12,170
$
4,589
$
29,980
$
18,682
Three months ended
Nine months ended
September 30,
2021
September 30,
2021
Non-GAAP international constant
currency revenue
(using 2020
FX rates)
September 30,
2020
(using 2020
FX rates)
September 30,
2020
International revenues (GAAP)
$
21,834
$
14,581
$
59,377
$
48,538
Foreign exchange impact
(409
)
—
(2,854
)
—
International constant currency revenues
(non-GAAP)
$
21,425
$
14,581
$
56,523
$
48,538
International revenue growth (GAAP)
49.7
%
22.3
%
International constant currency revenue
growth (non-GAAP)
46.9
%
16.5
%
View source
version on businesswire.com: https://www.businesswire.com/news/home/20211104006108/en/
Investor Relations: Ali Bauerlein ir@inogen.net
Media: George Parr media@inogen.net
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