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| ELGX > SEC Filings for ELGX > Form 10-Q on 1-Nov-2012 | All Recent SEC Filings |
1-Nov-2012
Quarterly Report
Cautionary Note Regarding Forward-Looking Statements
In addition to the historical financial information included herein, this
Quarterly Report on Form 10-Q includes "forward-looking statements" within the
meaning of Section 27A of the Securities Act of 1933, as amended, and
Section 21E of the Securities Exchange Act of 1934, as amended (the "Exchange
Act"), that are based on management's reasonable beliefs, as well as on
assumptions made by and information currently available to management. All
statements other than statements of historical fact included in this Quarterly
Report on Form 10-Q, including, without limitation, statements under
"Management's Discussion and Analysis of Financial Condition and Results of
Operations" and statements located elsewhere herein regarding our financial
position and business strategy, may constitute forward-looking statements. You
generally can identify forward-looking statements by the use of forward-looking
terminology such as "believes," "may," "will," "expects," "intends,"
"estimates," "anticipates," "plans," "seeks," or "continues," or the negative
thereof or variations thereon or similar terminology, although not all
forward-looking statements contain these words. Such forward-looking statements
involve known and unknown risks, including, but not limited to, market
acceptance of our products, general economic and business conditions, the
regulatory environment in which we operate, the level and availability of third
party payor medical reimbursements, competitive activities, protection of
intellectual property rights or other risks. Our actual results, performance or
achievements may differ materially from any future results, performance or
achievements expressed or implied from such forward-looking statements.
Important factors that could cause our actual results, performance or
achievements to differ materially from our expectations are disclosed in our
Annual Report on Form 10-K for the year ended December 31, 2011, filed with the
SEC on March 6, 2012, including but not limited to those factors discussed in
"Management's Discussion and Analysis of Financial Condition and Results of
Operations," "Risk Factors," "Consolidated Financial Statements" and "Notes to
Consolidated Financial Statements." All subsequent written and oral
forward-looking statements attributable to us or by persons acting on our behalf
are expressly qualified in their entirety by these cautionary statements. We
expressly disclaim any intent or obligation to update information contained in
any forward-looking statement after the date thereof to conform such information
to actual results or to changes in our opinions or expectations.
Overview and Outlook
Our Business
Our corporate headquarters and manufacturing facility is located in Irvine,
California. We develop, manufacture, market and sell innovative medical devices
for the treatment of aortic disorders. Our principal product is a stent graft
and delivery catheter for the treatment of abdominal aortic aneurysms ("AAA")
through minimally-invasive endovascular repair.
We sell our products through our U.S. and European sales force. In certain
European countries, and in other parts of the world, we sell our products
through third-party distributors.
We have continued to execute our mission in 2012 of being the leading innovator
of medical devices for the treatment of aortic disorders, by:
• Focusing exclusively on the aorta for the commercialization of
innovative medical devices.
• Designing and manufacturing devices that are easy to use and result
in excellent clinical outcomes.
• Providing excellent clinical and technical support to physicians
through an experienced and knowledgeable sales and marketing
organization.
Our Products
Our ELG System
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• Anatomical Fixation. Our ELG Device is unique in that it sits on
the patient's natural aortoiliac bifurcation. This provides a solid
foundation for the long-term stability of the device. Alternative
ELG devices rely on hooks, barbs and radial force to anchor into
the aorta (generally referred to as "proximal fixation") near the
renal arteries. We believe anatomical fixation inhibits migration
due to the inherent foundational support from the patient's
anatomy, as opposed to proximal fixation.
• Fully Supported. The main body and limbs of our ELG Device are
fully supported by a cobalt chromium alloy stent. The cobalt
chromium alloy stent greatly reduces the risk of kinking of the
device, even in
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tortuous anatomies, eliminating the need for additional procedures or costly
peripheral stents. Kinking may result in reduced blood flow and limb thrombosis.
• Unique, Minimally Invasive Delivery System. In the majority of
procedures, our ELG System requires only a small surgical incision
in one leg. The other leg needs only percutaneous placement of an
introducer sheath, three millimeters in diameter. Our competitors'
ELG systems typically require surgical exposure of the femoral
artery in both legs to introduce the multiple components.
• Preserves Aortic Bifurcation. Our ELG Device allows for future
endovascular procedures when continued access across the aortic
bifurcation is required. Approximately 30% of AAA patients also
have peripheral arterial disease ("PAD"). The preferred
endovascular approach to treat a patient with PAD is to access from
one side of the groin and to cross over the aortic bifurcation to
treat the lesion on the other side. Our ELG Device is the only
device presently available that preserves the physician's ability
to go back over the aortic bifurcation for future interventions.
This is a meaningful feature of our ELG System, as many AAA
patients are living longer and having more procedures for PAD.
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Our ELG Device Extensions and Accessories Aortic Extensions and Limb Extensions.We offer proximal aortic extensions and limb extensions which attach to the "main body" of our ELG Device, allowing physicians to customize it to fit the patient's anatomy.
Accessories. We offer various accessories to facilitate the optimal delivery of
our ELG Device, including compatible guidewires, snares, and catheter introducer
sheaths.
Our Product Evolution
Our core product line has evolved considerably over the years, as highlighted
below.
•Powerlink Infrarenal Bifurcated Systems ("Powerlink"). Powerlink is our
original ELG System and was commercialized in Europe in 1999 and in the U.S. in
2004. We have since branded the delivery systems for Powerlink under the names
Peek, Visiflex, IntuiTrak, and AFX.
•Peek. Peek was the name of our original ELG Device delivery system. This system
was replaced in all markets (except Japan), first by Visiflex, and subsequently
by IntuiTrak.
•IntuiTrak. In October 2008, we received Food and Drug Administration ("FDA")
approval for IntuiTrak, which had an improved catheter delivery system to
deliver and deploy our ELG Device.
•IntuiTrak Express. In March 2009, we received FDA approval for a delivery
system to deliver our 34mm diameter ELG Device extensions.
•AFX. In June 2011, we received FDA approval for our AFX Endovascular AAA System
("AFX"), which we believe provides physicians with improved vascular access and
enhanced sealing characteristics of our ELG Device. We began a full commercial
launch of AFX in the U.S. in August 2011. AFX subsequently replaced IntuiTrak in
the U.S., Brazil, Argentina, and in most of Europe. We expect AFX to be
commercialized in other international markets during late 2012 and 2013.
Recent Clinical Trials and Product Developments
We believe that our ability to develop new technologies is a key to our future
growth and success. Our research and development activities have focused on
technology that makes our existing products easier for physicians to use, allows
physicians to treat a wider range of AAA patients, and addresses multiple types
of aortic disorders. Historically, we have focused on developing our ELG Systems
to treat infrarenal AAA. However, we expect to devote more resources in the
future to develop new technologies to treat more complex anatomies, including
juxtarenal aneurysms and diseases of the thoracic aorta.
PEVAR
Vascular access for endovascular repair ("EVAR") requires femoral artery
exposure (commonly referred to as surgical "cut-down") of one or both femoral
arteries, allowing for introduction of ELG systems. Complications from femoral
artery exposure is an inherent risk of current EVAR practice. Percutaneous EVAR
("PEVAR") procedures do not require an open surgical cut-down of either femoral
artery, as access to the femoral artery is achieved via needle-puncture of the
skin (i.e., a percutaneous approach). Based upon peer reviewed literature,
advantages to the patient and to the health care system of an
entirely percutaneous EVAR procedure are reduced surgical procedure times, less
post-operative pain, and fewer wound complications.
In 2010, we initiated a PEVAR pivotal clinical trial. The first PEVAR patient
was treated at Oklahoma Heart Hospital in April 2010. In February 2012, we
completed our clinical trial enrollment at 20 U.S. sites. Patients in this
clinical trial were treated with our IntuiTrak system. The clinical trial
utilized a "pre-close" technique, facilitated by the Abbott Vascular, Inc.
Prostar® XL Percutaneous Vascular Surgical System or Perclose ProGlide®
Suture-Mediated Closure System. We have submitted our clinical results to the
FDA. We believe that we will receive FDAapproval for percutaneous delivery of
AFX by the end of 2012.
Xpand
The Xpand Stent Graft ("Xpand") is an ePTFE covered balloon expandable stent
graft used in conjunction with Ventana (defined below) to treat patients with
short aortic necks (< 15 millimeters), either juxtarenal abdominal aortic
aneurysms ("JAA") or pararenal abdominal aortic aneurysms ("PAA").
Ventana
It is estimated that 20% to 30% of diagnosed AAAs are not treatable with
currently-approved ELG devices, due to the aneurysm's proximal location to the
renal arteries. This includes JAA and PAA patents, as well as patients with
short aortic necks (< 15 millimeters). The Ventana Fenestrated Stent Graft
System ("Ventana") potentially provides these patients with a less-invasive
alternative to open surgical repair, and a life-saving alternative for patients
unsuitable for surgery.
In January 2012, we received Investigational Device Exemption ("IDE") approval
from the FDA to begin a U.S. clinical trial to evaluate Ventana for the
treatment of patients with JAA and PAA and short aortic necks.
In February 2012, we enrolled the first patient in our U.S. clinical trial to
evaluate Ventana. Ventana is designed to be used with AFX and Xpand. Though AFX
is commercially available in the U.S., Brazil, Argentina, and much of Europe,
Ventana and Xpand are not approved for marketing in the U.S. or abroad, and are
restricted to investigational use only. Depending upon the clinical trial
enrollment and clinical results, we believe we will receive FDA premarket
approval for Ventana in 2015, and CE Mark approval by the end of 2012.
Nellix
On December 10, 2010, we completed our acquisition of Nellix (see Note 9 to the
accompanying Condensed Consolidated Financial Statements). Using the technology
we acquired in this acquisition, we are developing a next generation device- the
Nellix EndoVascular Aneurysm Sealing System (the "Nellix Device") to treat
infrarenal AAA. The Nellix Device is not approved for marketing in the U.S. or
abroad and is presently restricted to international investigational use.
We received CE Mark approval of our current version of the Nellix Device on
September 6, 2012. However, we are completing some design and process
enhancements before we commercially launch the Nellix Device. We believe we will
receive CE Mark approval for the enhanced version of the Nellix Device in the
first half of 2013, upon which we will commence our limited market introduction
in Europe. We also expect to file our IDE with the FDA in the first half of
2013, after we complete these design and process enhancements.
We believe that the Nellix Device represents groundbreaking technology for
endovascular repair of AAA. Anticipated advantages of the Nellix Device include:
(i) a low profile delivery system (17 french outer diameter), which is
beneficial for patients with small access vessels; (ii) improved ELG device
fixation; (iii) simple and intuitive procedure steps; (iv) reduced procedure
time; (v) low expected reintervention rate; and (vi) the potential for reduced
follow up resulting in lower overall costs.
Results of Operations
Operations Overview - Three and Nine Months Ended September 30, 2012 versus 2011
The following table presents our results of continuing operations and the
related percentage of the period's revenue (in thousands):
Three Months Ended September 30, Nine Months Ended September 30,
2012 2011 2012 2011
Revenue $ 26,696 100.0 % $ 22,302 100.0 % $ 76,725 100.0 % $ 60,025 100.0 %
Cost of goods sold 6,444 24.1 % 4,829 21.7 % 18,148 23.7 % 13,352 22.2 %
Gross profit 20,252 75.9 % 17,473 78.3 % 58,577 76.3 % 46,673 77.8 %
Operating expenses:
Research and
development 3,076 11.5 % 3,628 16.3 % 11,886 15.5 % 12,812 21.3 %
Clinical and
regulatory affairs 1,462 5.5 % 1,179 5.3 % 4,727 6.2 % 2,994 5.0 %
Marketing and sales 12,705 47.6 % 12,331 55.3 % 38,923 50.7 % 33,201 55.3 %
General and
administrative 4,942 18.5 % 4,184 18.8 % 13,813 18.0 % 11,087 18.5 %
Contract
termination and
business
acquisition
expenses - - % 1,300 5.8 % 422 0.6 % 1,730 2.9 %
Settlement costs 5,000 18.7 % - - % 5,000 6.5 % - - %
Total operating
expenses 27,185 101.8 % 22,622 101.4 % 74,771 97.5 % 61,824 103.0 %
Loss from
operations (6,933 ) (26.0 )% (5,149 ) (23.1 )% (16,194 ) (21.1 )% (15,151 ) (25.2 )%
Total other income
(expense) 923 3.5 % (1,454 ) (6.5 )% (12,765 ) (16.6 )% (9,913 ) (16.5 )%
Net loss before
income tax expense (6,010 ) (22.5 )% (6,603 ) (29.6 )% (28,959 ) (37.7 )% (25,064 ) (41.8 )%
Income tax
(expense) benefit 153 0.6 % - - % (297 ) (0.4 )% - - %
Net loss $ (5,857 ) (21.9 )% $ (6,603 ) (29.6 )% $ (29,256 ) (38.1 )% $ (25,064 ) (41.8 )%
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Comparison of the Three Months Ended September 30, 2012 versus 2011
Revenue
Three Months Ended September 30,
2012 2011 Variance Percent Change
Our 19.7% revenue increase of $4.4 million over the prior year period resulted from:
(i) $1.0 million increase in U.S. sales due to (a) the expansion of our U.S. sales force through the addition of clinical specialists that exclusively provide field support to our sales representatives, increasing overall sales force productivity, and (b)the continued adoption of AFX which was launched in the U.S. in August 2011;
(ii) $1.5 million increase in European sales due to our transition from a significant third-party distributor to a more effective direct sales organization beginning in September 2011; and
(iii) $1.9 million increase in ROW sales due to improved market penetration by our international distributors, particularly in South America. In addition, ROW sales growth was aided by the July 2010 launch of AFX in Brazil and Argentina, and IntuiTrak orders by our distributor in Japan (in anticipation of Japanese regulatory approval), beginning in March 2012.
During the three months ended September 30, 2012, our European sales were derived from (i) our developing direct European sales force (including dedicated agents), serving the markets of Austria, Belgium, the Czech Republic, Denmark, France, Germany, Italy (beginning July 2, 2012), Luxembourg, the Netherlands, Romania, Sweden, Switzerland, and the United Kingdom (excluding Northern Ireland), and (ii) five independent distributors serving the markets in Italy (through June 30, 2012), Greece, Turkey, Poland, and Ireland. For the three months ended September 30, 2011, our European sales were solely derived from independent distributors. Our direct sales force in Europe began operations in September 2011.
Cost of Goods Sold, Gross Profit, and Gross Margin
Three Months Ended September 30,
Percent
2012 2011 Variance Change
(in thousands)
Cost of goods sold $ 6,444 $ 4,829 $ 1,615 33.4 %
Gross profit 20,252 17,473 2,779 15.9 %
Gross margin percentage (gross profit as a
percent of revenue) 75.9 % 78.3 % (2.4 )%
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The $1.6 million increase in cost of goods sold was driven by our revenue increase of $4.4 million.
Gross margin for the three months ended September 30, 2012 decreased to 75.9%
from 78.3% for the three months ended
September 30, 2011. This decrease is primarily due to (i) royalty expenses which
were not present in the prior year period and
(ii) an 11.6% decline in the value of the Euro relative to the U.S. dollar.
These decreases were partially offset by a greater proportion of our current
period revenue derived from our direct sales force, as opposed to distributor
sales.
Operating Expenses
Three Months Ended September 30,
2012 2011 Variance Percent Change
(in thousands)
Research and development $ 3,076 $ 3,628 $ (552 ) (15.2 )%
Clinical and regulatory affairs 1,462 1,179 283 24.0 %
Marketing and sales 12,705 12,331 374 3.0 %
General and administrative 4,942 4,184 758 18.1 %
Contract termination and business
acquisition expenses - 1,300 (1,300 ) (100.0 )%
Settlement costs 5,000 - 5,000 100.0 %
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Research and Development. The $0.6 million decrease in research and development
expenses was primarily driven by decreasing Ventana development activities, as
the device reaches the final stages of development and progresses towards
production and commercialization.
Clinical and Regulatory Affairs. The $0.3 million increase in clinical affairs
was primarily driven by the continued enrollment and follow-up costs associated
with our Ventana clinical trial and our efforts to achieve CE Mark approval of
the Ventana and Nellix devices.
Marketing and Sales. The $0.4 million increase in marketing and sales expenses
for the three months ended September 30, 2012, as compared to the prior year
period, was primarily related to marketing costs to support the growth of our
U.S. business, and costs related to our direct sales force in Europe (which was
largely not present in the prior year period), offset by a decrease in variable
compensation expense of $0.9 million in the U.S.
We expect that sales and marketing expense will remain significantly above prior
year amounts due to the continued expansion of our U.S. and European sales
forces.
General and Administrative. The $0.8 million increase in general and
administrative expenses is attributable to (i) additional personnel to support
our business growth; (ii) increased travel expenses associated with, and leading
to, the expansion of our European operations; and (iii) professional service
fees to develop our global legal structure.
Contract Termination and Business Acquisition Expenses. In the prior year period
we early terminated our distribution agreement with our former pan-European
distributor in return for a $1.3 million termination fee. This early
termination allowed us to begin selling our products in most of western Europe
through our direct sales force, beginning September 1, 2011.
Settlement Costs. Settlement costs of $5.0 million in the current period
represents our accrual to settle a patent dispute with Cook Incorporated (see
Note 8 to our accompanying Condensed Consolidated Financial Statements).
Provision for Income Taxes
Three Months Ended September 30,
2012 2011 Variance
Our income tax benefit was $0.2 million and our effective tax rate was (2.5)% for the three months ended September 30, 2012. During the third quarter of 2012, we made adjustments to our estimate of income tax payable for 2012, which had the effect of reducing our income tax provision in the current period. During the three months ended September 30, 2012, we had operating legal entities in the U.S., Italy, and the Netherlands (including registered sales branches in certain countries in Europe). We had a single operating legal entity in the U.S. during the prior year period until September 2011, when we formed operating legal entities in the Netherlands to begin direct sales activity in Europe.
Comparison of the Nine Months Ended September 30, 2012 versus 2011
Revenue
Nine Months Ended September 30,
2012 2011 Variance Percent Change
Our 27.8% revenue increase of $16.7 million over the prior year period resulted from:
(i) $11.4 million increase in U.S. sales due to the (a) expansion of our U.S. sales force through the addition of clinical specialists that exclusively provide field support to our sales representatives, increasing overall sales force productivity and (b) the continued adoption of AFX which was launched in the U.S. in August 2011;
(ii) $3.0 million increase in European sales due to our transition from a significant third-party distributor to a more effective direct sales organization beginning in September 2011; and
(iii) $2.3 million increase in ROW sales due to improved market penetration by our international distributors, particularly in South America. In addition, ROW sales growth was aided by the July 2012 launch of AFX in Brazil and Argentina, and IntuiTrak orders by our distributor in Japan (in anticipation of Japanese regulatory approval), beginning in March 2012.
During the nine months ended September 30, 2012, our European sales were derived from (i) our developing direct European sales force (including dedicated agents), serving the markets of Austria, Belgium, the Czech Republic, Denmark, France, Germany, Italy (beginning July 2, 2012), Luxembourg, the Netherlands, Romania, Sweden, Switzerland, and the United Kingdom (excluding Northern Ireland), and (ii) five independent distributors serving the markets in Italy (through June 30,
2012), Greece, Turkey, Poland, and Ireland. For the nine months ended September 30, 2011, our European sales were solely derived from independent distributors. Cost of Goods Sold, Gross Profit, and Gross Margin
Nine Months Ended September 30,
2012 2011 Variance Percent Change
(in thousands)
Cost of goods sold $ 18,148 $ 13,352 $ 4,796 35.9 %
Gross profit 58,577 46,673 11,904 25.5 %
Gross margin percentage (gross profit as a
percent of revenue) 76.3 % 77.8 % (1.5 )%
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The $4.8 million increase in cost of goods sold was driven by our revenue increase of $16.7 million.
Gross margin for the nine months ended September 30, 2012 decreased to 76.3%
from 77.8% for the nine months ended
September 30, 2011. This decrease is primarily due to (i) royalty expenses which
were not present in the prior year period and
(ii) an 8.9% decline in the value of the Euro relative to the U.S. dollar. These
decreases were partially offset by a greater proportion of our current period
revenue derived from our direct sales force, as opposed to distributor sales.
Operating Expenses
Nine Months Ended September 30,
2012 2011 Variance Percent Change
(in thousands)
Research and development $ 11,886 $ 12,812 $ (926 ) (7.2 )%
Clinical and regulatory affairs 4,727 2,994 1,733 57.9 %
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