Earnings Call: Q4 2019

Mar 10, 2020

Ladies and gentlemen, thank you for standing by, and welcome to the Q4 2019 Fulgent Genetics Earnings Conference Call. At this time, all participants are in a listen only mode. After the speaker presentation, there will be a question and answer session. Please be advised that today's conference is being recorded. I would now like to hand the conference over to your speaker today, Ms. Nicole Borja with Investor Relations. Thank you. Please go ahead. Great. Good afternoon, and welcome to the Fulgent Genetics 4th quarter and full year 2019 financial results conference call. On today's call is Ming Hsieh, Chief Executive Officer Paul Kim, Chief Financial Officer and Brandon Furthys, Chief Commercial Officer. The company's press release discussing its financial results is available in the Investor Relations section of the company's website, fulgentgenetics.com. An audio replay of this call will be available shortly after the call concludes. Please visit the Investor Relations section of the company's website to access the audio replay. Management's prepared remarks and answers to your questions on today's call will contain forward looking statements. These forward looking statements represent management's estimates based on current views and assumptions, which may prove to be incorrect. As a result, matters discussed in any forward looking statements are subject to risks, uncertainties and changes in circumstances that may cause actual results to differ from those described in the forward looking statements. The company assumes no obligation to update any of the forward looking statements it may make today to reflect actual results or changes in expectations. Listeners should not rely on any forward looking statements such as predictions of future events and should listen to management's remarks today with the understanding that actual events, including the company's actual future results, may be materially different in what is described in or implied by these forward looking statements. Please review the more detailed discussions related to these forward looking statements, including the discussions of some of the risk factors that may cause results to differ from those described in the forward looking statements contained in the company's filings with the Securities and Exchange Commission, including the previously filed 10 Q for the Q3 of 2019, which is available on the company's Investor Relations website. Management's prepared remarks, including discussions of earnings and earnings per share, contain financial measures not prepared in accordance with accounting principles generally accepted in the States or GAAP. Management has presented these non GAAP financial measures because it believes they may be useful to investors for various reasons, but they should not be viewed as a substitute for or superior to the company's financial results prepared in accordance with GAAP. Please see the company's press release regarding discussing its financial results for the Q3 2019 for more information, including description of how the company calculates non GAAP earnings and earnings per share and a reconciliation of these financial measures to income and income per share, the most directly comparable GAAP financial metrics. With that, I'd now like to turn the call over to Ming. Thank you, Nicole. Good afternoon, and thank you for joining us today to discuss our Q4 and the full year 2019 results. I will review the highlights from the Q4 prepared before handing to Brandon Peruse, our newly appointed Chief Commercial Officer, to provide update on our go to market strategy. Finally, Paul Kin, our Chief Financial Officer, will discuss our financial results and 2020 outlook in detail. We finished the year with a good Q4. It's revenue for the full year within our most recent guidance range. I'm very pleased that we achieved organic growth of the more than 50% for the year and the test volume grew more than 160% year over year. At the same time, we saw strong bottom line and generated approximately $5,000,000 in adjusted EBITDA for the year, along with positive operating cash flow. Specifically, regarding the Q1, revenue grew 48% year over year to $8,400,000 Big Boat Test increased 118% year over year to 13,977. Our ASP was $600 an increase of 20% compared to the Q3 of 2019, benefiting from the shift of mix of our test volume to higher ASP tests. At the same time, our cost per test increased modestly in the quarter, primarily due to both shift in mix of tax as well as reduced benefit from economics of scale as our test volume in the Q4 declined from the regular volume we saw in Q3. Non GAAP gross margin in the 4th quarter was 59%, up approximately 6 percentage points from the Q4 last year and down approximately 5% point sequentially. GAAP loss was $296,000 and the non GAAP income was 778,000 dollars Adjusted EBITDA was positive $1,100,000 in the 4th quarter. Coming off a record 3rd quarter for the company, we were pleased with the results we achieved in the 4th quarter, which finished in line with our expectations. While our test warning coming down to a normalized level in the Q4, we saw less concentration from any single customer. We are seeing the benefit of our diversifying customer base and adoption of our broad test menu. As discussed on our recent earnings calls, we began to see an increase in price volume about halfway through the year, and we believe we are now reached the new elevated level of sustainable volume for Fulgent based on availability of our extensive offering, the additional new customer and our aggressive commercialization strategy. To give some insight along the long term drivers of our growth, I will provide additional color on 4 key areas of our business. 1st, in our traditional clinical business, we continue to see good demand for pediatric rare disease, reproductive health and expanded panels. Our traditional clinical business remains a significant contributor to our business, representing approximately half of our revenue this year, with a growing portion coming from oncology and reproductive health rather than rare disease. Moving forward, we anticipate additional growth from tests related to various other conditions such as cardiovascular, Parkinson's and other diseases. 2nd, our sequencing as a service business saw strong growth this quarter. As we added new pharma customers who are leveraging 4Giant's genetic testing capabilities to aid them with therapeutic discovery and development, we continue to see a significant opportunity for expansion in this area. As we bring more customers who are steadily increase their test volume with us, As a reminder, the business launched from scratch just a year ago and grow to account for approximately $4,000,000 in revenue in 2019. Based on the robust pipeline, we anticipate continued high growth for this business in 2020, particularly in the second half of twenty twenty. 3rd, we have been focusing on adding cash paying commercial genomic laboratories as customers. While last quarter, we had 1 large genomic customer that represents a significant portion of our test volume. We saw contributions from more than diversified mixed customers this quarter, with a significant third quarter customer represent 13% of revenue this quarter compared to 40% in the 3rd quarter. We also gained over a dozen new customers in recent months who have started ordering regular from us. We anticipate this new customer will contribute to our growth and visibility going forward. Based on the quarterly quality of our test, turnaround time and the service, we anticipate the strength and the stability in these relationships. They should provide more stability in ASPs in 2020 versus declines overall ASPs, which we saw this year. 4th, our China JV had a great year. The JV posted revenue of $4,100,000 which was an increase over 223% from $1,300,000 in 2018. The loss also been decreasing with our portion being less than $200,000 this quarter. As a reminder, the JV utilized our proprietary technology platform in facilitating its operations to meet growing demand from the customers based in China. We are hopeful that our JV will able to address the large and growing Chinese market in the long run. Aside from our China JV, we are targeting Europe and the Middle East as growth areas in 2020, which Brandon will cover in a moment. On the topic of our China JV, I would like to briefly address a subject that has been at the top of people's mind around the world. The test kits for the coronavirus or COVID-nineteen. Like several of our peers, we are being actively working on test kits that could help detect the presence of viruses in affected individuals. Our presence on the ground in China coupled with our flexibility and rapid test development technology, make us particularly well positioned to develop tests that leverage the most relevant data to generate highly accurate results. Our primary focus at this time is to develop a test kit that meet FDA's approval standards for use in the U. S, United States. And also be followed by a more comprehensive, more active more accurate test for the technology using synthetic long aligos. While it is too early to say whether this test case might have an impact on our business in the coming month, we'll see this as a meaningful opportunity that we are working on hard to address, given the uncertainty of the approval process and the need to follow all applicable procedures, we cannot provide any estimate about the timing or feasibility of bringing these test kits to market at this time. And finally, as we have recently discussed, we also see an opportunity to make acquisition to expand our reach. The platform that we have built leverage our proprietary technology and approach to genetic testing. And we believe this platform is replicable and expandable to the labs that we have that have insufficient process in place. As we think about our overall approach to expand in the year ahead, we remain committed to make investment, responsibility to drive sustainable growth. Many of this investment will be in our commercialization strategy, which include international expansion, further building our sequencing as a service business, expansion additional collaborations with key medical institutions and expanded our reimbursement capabilities. To help us better navigate this next phase of growth, we recently promoted branded purchase to a new role of Chief Commercial Officer. Brandon has been with Fotron since May of 2017 and has made a great contribution to our business and sales organization during this time. We are pleased to and excited to bring him more responsibility in this new role as he is 1 on the call today to talk more about this initiative I just mentioned. In summary, our approach to address this large but competitive market has been based on the science and our technology platform. We continue to make additional headway into the new and exciting area of genetics and are looking forward to sharing our progress with the differentiation and the strength of our leadership position in this industry. We had a very good finish to the year and I'm pleased with the strength foundation we have built to fuel the future growth. I will now turn the call over to Brandon to walk through some of our go to market initiatives in more detail. Brendan? Thanks Ming. Before I dive into updates on our go to market strategy, I'd like to take a minute to briefly introduce myself to those of you who I may not have met. I joined Fulgent in mid-twenty for the last two and a half years. During my time for the last two and a half years. During my time at Fulgent, I've come to understand how our technology and approach truly set us apart from other laboratories in the market. Specifically, the Fulgent Laboratory Information Management System or FLIM for short serves as the engine that drives many of our efficiencies. These include proprietary pipelines and alignment tools to tackle the difficult areas of the genome such as pseudogenes. FLIMS reduces labor time for curation and sign out using computer learning and suppression algorithms to help our scientists get to the answer faster with less need for confirmatory studies. Our technology platform also allows us to be the only lab that enables our physician clients to customize genetic tests in real time. We also recently became the 1st lab to routinely use next generation sequencing for parenteral studies, which we have shown to be critically important in detecting clinically relevant germline mosaicism. This was recently published in the Journal of Molecular Diagnostics. Finally, our technology platform serves as the engine for rapid product development in R and D, which allows Fulgent to maintain one of the largest test menus in the industry. On the go to market front, we've been focused on expanding our test menu, improving reports with robust clinical content, improving turnaround times, securing in network status with the payers and expanding our global sales organization to capture share in markets where we see opportunity for growth. Specifically, we have made key international hires to better support existing clients and penetrate those markets. At the time of our IPO in 2016, Froligent was a rare disease company. Today, we are a comprehensive lab offering testing that spans all areas of genetic health, including prenatal, pre implantation, reproductive carrier screening, cardiovascular disease, neurodegenerative disease and both hereditary and somatic cancer. We are excited to see the new opportunities our expanded view has created. And finally, we've talked a lot about partnerships in the past with organizations such as the Parkinson Foundation and Columbia University. These types of partnerships remain a key part of our growth strategy going forward and we intend to continue to build deep relationships with clients around our technology and services. These types of relationships include biopharma, laboratories and contract research organizations. I am excited to take on the opportunities that come with my new role as Chief Commercial Officer and I look forward to continuing to contributing to the future growth of our business. I'll now turn the call over to Paul to provide the details on our financial performance in the Q4. He'll also introduce our financial outlook for the full year 2020. Paul? Thanks Brandon. 4th quarter revenue totaled $8,400,000 an increase of 48% compared to the Q4 of 2018. Our U. S. Business remains the most significant driver of our momentum. Revenue from the U. S. Grew 79% year over year in the 4th quarter, representing 74% of total revenue in the quarter, down from 82% in the 3rd quarter. Available tests in the quarter totaled 13,997 growing 118% over Q4 of last year. As Ming mentioned, we had one customer last quarter that represented a significant portion of our test volume that we were not expecting to see again to that extent this quarter. Our test volume declined sequentially to a more normalized level this quarter as expected due to less concentration from this one customer. Our ASP in the Q4 was $600 up 20 percent from the Q3. Cost per test for the quarter was $2.60 on a GAAP basis and $2.46 excluding equity compensation of $193,000 While we continue to see increasing efficiencies across our business, we recorded a slightly higher cost per test this quarter compared to the Q3 due to overall volume, while personnel costs and other costs remains largely consistent. Our non GAAP gross margin improved 6 percentage points year over year remaining at a healthy 59%. While our gross margins will continue to fluctuate quarter to quarter with ramping test volumes, we expect to maintain strong gross margins overall in the quarters ahead. For operating expenses, our disciplined cost structure and commitment to managing expenses while investing in growth, we again delivered a positive non GAAP operating margin in the 3rd quarter for the Q3 in a row. Our non GAAP operating margin was over 6% in Q4, an improvement of 14 percentage points year over year. We will continue to see quarterly fluctuations in the near term as we scale. Sales and marketing expense on a GAAP basis was $1,600,000 in the quarter, down from $1,700,000 in the 3rd quarter. As we recently discussed, we plan to invest aggressively in hiring sales professionals, specifically in Europe, the Middle East and Canada and expect this will increase our sales and marketing spend going forward. R and D expense in Q4 was $1,800,000 up slightly from $1,700,000 in the 3rd quarter. As Ming discussed, we continue to make investments in R and D as we grow our test menu and expand our market reach with our offerings. So lastly, G and A A expense was $1,700,000 up from $1,500,000 in the 3rd quarter. Total GAAP operating expense was $5,200,000 in the 4th quarter, up from $5,000,000 in the 3rd quarter. Non GAAP operating expenses totaled $4,400,000 up from $4,200,000 last quarter. We remain pleased with the growth we're able to demonstrate on the top line with minimal incremental investments in our business. That being said, as Brandon discussed, we are focused on methodically expanding our sales organization in the coming quarters. Adjusted EBITDA for the Q4 was a positive of $1,100,000 compared to $37,000 in the Q4 of 2018. On a non GAAP basis, excluding equity based compensation expense, income for the quarter was 778,000 dollars or $0.04 per share based on a 20,000,000 weighted average common shares outstanding during the period. The effective tax rate at the end of the 4th quarter was 23% and non GAAP tax rate was 0 due to a full valuation allowance we recorded earlier in the year. Turning to the balance sheet, we completed a primary stock equity offering in the quarter which added roughly $28,000,000 to our cash position net of expenses. We expect to utilize this cash to make opportunistic investments in our business, including M and A, as Ming discussed. We ended the 4th quarter with $70,200,000 in cash, cash equivalents and marketable securities with no debt. In sum, for the full year 2019, revenues grew 52% year over year to 32,500,000 dollars Net GAAP loss was $411,000 compared to a net loss of $5,600,000 last year. Adjusted EBITDA was a positive $4,900,000 compared to a EBITDA loss of $747,000 last year. And cash generated from operations was $5,500,000 compared to cash used in operations of $675,000 last year. Moving on to our outlook. Looking at our test volume this quarter relative to the outperformance we saw in the 3rd quarter, we remain measured in our approach to guidance as growth and test volume normalizes. We've had a strong start to the year thus far and expect to generate $40,000,000 in revenues for full year 2020, which represents a growth rate of approximately 23%. For the Q1 specifically, we expect to see revenues between $7,500,000 to $8,000,000 growing approximately $1,500,000 quarter thereafter. For the full year, we anticipate GAAP gross margins to be approximately 55%. We also anticipate continuing to generate cash and posting non GAAP profits. However, given our proven business model and ability to capitalize on opportunities, leveraging our technology platform, our priority this year will be scaling our business by aggressively investing in our research and development and our sales and marketing organizations. Overall, we're pleased with the results we achieved this year, which demonstrate that our commitment to responsible growth is paying off. We strongly believe that our technology platform and differentiated approach to genetic testing opens us up to a broad market opportunity, which we're just beginning to tap into. We're still very early in the year and recognize that we could see incremental opportunities as the year unfolds. We look forward to keeping you updated on our progress in the quarters ahead. Operator, now you can open it up for questions. Thank you. Our first question comes from Rachel Vadgenstall with Piper Sandler. Your line is now open. Good afternoon. Thanks for taking the questions. So first off, I have a few questions related to coronavirus and we appreciate the comments you made. So what are you assuming your guidance related to coronavirus if anything? Also I know you have minimal exposure in China, but can you talk about if you have any exposure from a supply chain or manufacturing standpoint? Okay. So I'll first take the guidance and I'll turn it over to Ming, who can talk about where we sit with the testing, as well as our capabilities and the opportunities. We have zero amount built into our guidance related to the coronavirus opportunity. Yes. Thank you, Paul. Thank you, Rachel. So in terms of coronavirus related to the test, our JV in China has been validating the coronavirus test. We do see that our JV in China in this year will be have a much better than the expected growth in 2020 in terms of their test volumes and their growth. Specifically, in terms of coronavirus, we knew the current test method, which is used globally, has roughly about 30% 40% detect rate. The 4GIN, our team here have been developing new test method. The one method that will be more accurate than the current one. We did submit our test based on the regular method PCR to FDA already. And we will submit our new comprehensive method in the next few weeks. Hopefully, this one will be addressed the concerns of the detection rate for the coronavirus. So from the scientific point of view, we're very proud for our capabilities to develop such tests very, very quickly. Definitely how to use it, we are looking for once we get to the FDA approval and the guidance of how to move forward. Great. Thank you. And then my next question on corona. So we've heard from other companies that coronavirus is pressuring hospital volumes since it's impacting patients' willingness to come into a hospital setting. So can you talk about if you or your customers have seen that and if it's pressured any of your testing volumes or if you expect it to pressure it in the coming months? I think, Richard, in terms of regular test, we are on the same position with all the other diagnostic laboratories based on the standard test. Or following the CDC's guidelines. In terms of our comprehensive test is mainly used by hospitals. I think in that sense, it's related to the how to do better detection and associated with treatment. So in that sense, it is not subject to the concern you have. Yes. Thanks, Rachel. This is Brandon. Would just add that we continue to use telemedicine when necessary. There was some press today about further using telemedicine to address any restrictions to hospitals and to clinics. Fulgent does have the ability to do at home collections of samples if necessary via saliva or buccal samples. So I think Ming is correct that in general, we don't expect any sort of disruption to patient flow or patient's access to our types of services. Got it. Makes sense. Next question. So you've talked about building out your international and local sales team this year. So can you just give us an update on how that's progressing? And when do you expect to have those teams fully hired? Is it mid year, end of year? Just any color on that would be great, along with how many people you plan on hiring? Thank you. Hey, Rachel, Brandon again, and thanks for the question. We have already put key hires in place. We are approximately halfway there and we expect to have the remaining half in place sometime early this summer. Great. That's it for me. Thanks so much. Thank you. Our next question comes from Erin Wright with Credit Suisse. Your line is now open. Hi. Thanks. This is Katie on for Erin. Can you talk or speak to some of the key drivers for volume in the quarter, particularly across oncology and reproductive health? Thanks. Sure. As we indicated on our prior calls, we introduced many tests in 2019. We're a much more diversified company than we have been. Having said that, our traditional rare disease in the pediatric part of the market is holding in strong. But if you take a look at the composition of what we're selling, it's much beyond pediatric and rare disease. During the quarter, we had a nice mix of products in the area of oncology. We also had a nice mix of products in the area of women's reproductive health. And our sequencing as a service business also chimed in very strongly. I know that I'm talking about strength here, Katie, but the results for the 4th quarter, it was below what we achieved in the Q3. And I'd like to take a moment to explain that. As you remember, in the Q3, we had one particular customer that comprised of approximately 40% of our business during that quarter. That one customer was down to 13%. The reason why that happened was because this one customer had a significant amount of backlog in Q3, which we digested. We still have this customer. It's a very important customer, but we believe that we're at a more normalized amount. If you actually strip that away and take a look at the remaining portion of our business during the Q4, it actually grew by more than $1,000,000 That combined with the fact that we signed on over a dozen core customers who have started to order regularly from us, particularly in the last 4 weeks, gives us confidence and conviction in our guidance of $40,000,000 for this year. We think that we're at an elevated state of volumes as well as business and capabilities for Fulgent. And we fully anticipate that each of the quarters that we post in 2020 will be sequentially higher. We believe the other concern and questions that we've gotten about the ASPs swinging around in 2019 was of a question to certain people. We think based on the breadth of what we're selling, the mix of what we're selling as well as the customers and the contracts that we see that the ASPs will be more normalized in 2020 and we should continue to see the progression of the COGS per test going down in each of these quarters. Okay. That's really helpful. And then just separately, can you remind us of some of your recent collaborations, for instance, in New York State Department of Health and what those are contributing in terms of volume, which collaborations are really moving the needle for you now? Thanks. Hi, Katy. Thanks for the question. This is Brandon. With regards to the New York State, press release that you saw, that was really a validation of our laboratory. So after multiple years of simply to get approval by New York State, we were recently able to obtain that. So we are now able to do business in New York State with very few restrictions. As you probably have been made aware, it's a very sort of onerous process, a very detailed process to get New York State approval, and Fulgent was able to obtain that license here in New York State. In terms of some of the other collaborations and partnerships, we continue to be in a tight partnership with the Parkinson's Foundation, which we've announced late last year. We're beginning to see an increase in the recruitment for that study and we're very happy to be a part of that study. And then the Columbia University is another strategic partner of ours where we have actually licensed phlegm to them to help run their laboratory operation in New York. So in addition, we continue to see deep collaborations with Biopharma around our sequencing as a service business. Great. Thanks so much. Thank you. And I'm showing no further questions in the queue at this time. Ladies and gentlemen, thank you for your participation in today's conference. You may now disconnect.