Omnicell Inc (OMCL) 2016 Q1 法說會逐字稿

Good evening. My name is Nicole and I will be your conference operator today. At this time, I would like to welcome everyone to the Omnicell first-quarter earnings conference call. (Operator Instructions)

I would now like to turn this call over to Mr. Peter Kuipers. Please go ahead, sir.

Good afternoon and welcome to the Omnicell first-quarter results conference call. At this time, all participants are in listen-only mode. Later, we will conduct a question-and-answer session and instructions will follow at that time. Joining me today is Randall Lipps, Omnicell founder, Chairman, President, and CEO.

This call will include forward-looking statements subject to risks, uncertainties, and other factors that could cause actual results to differ materially from those expressed or implied. For a more detailed description of the risks that impact these forward-looking statements, please refer to the information in our press release today and the Omnicell annual report on Form 10-K filed with the SEC on February 26, 2016, and in other more recent reports filed with the SEC.

Please be aware that you should not place undue reliance on any forward-looking statements made today. The date of this conference call is April 28, 2016, and all forward-looking statements made on this call are based on the beliefs of Omnicell as of this date only. Future events or simply the passage of time may cause these beliefs to change.

Finally, this conference call is the property of Omnicell, Inc., and any taping or the duplication or rebroadcast without the express written consent of Omnicell, Inc., is prohibited.

Randall will first cover an update on our business, then I will cover our results for the first quarter of 2016. Following our prepared remarks, we will take your questions. Our first-quarter financial results are as usual included in our earnings announcement, which was released earlier today, and is also posted in the investor relations section of our website at omnicell.com.

Let me turn over the call to Randall.

Thanks, Peter. Good afternoon, everyone. We are excited to discuss our first-quarter results. I am proud of our performance in the first quarter, continuing our consistent track record over the past several years.

For the first quarter, we exceeded our revenue guidance and analyst expectations with record quarterly non-GAAP revenue of $174 million. Together with good cost and integration execution, this revenue strength resulted in non-GAAP EPS of $0.35. Also above analyst expectations.

Bookings momentum for new and competitive conversions continues to be strong, driven by our award-winning differentiated products. With the acquisition of Aesynt, Omnicell has gained an additional 10% of the medication automation and analytics market.

On a combined basis, new and competitive conversions accounted for approximately 34% of first-quarter bookings. This was another strong bookings quarter for the Omnicell legacy products, with new and competitive conversion rates equal to the fourth quarter of 2015 and a robust quarter for the Aesynt products.

The Aesynt business has traditionally focused on expanding revenue from the existing customer base with strong reoccurring revenue. We do think that the blended customer base gives a very strong platform for future growth.

Now on January 5, 2016, we closed the acquisition of Aesynt. The Aesynt business, based in Cranberry Township, Pennsylvania, is a leader in enterprise medication management with specific products in IV compounding, central pharmacy automation, point-of-care solutions, and enterprise software products.

Our integration of Aesynt has been progressing very well. We have integrated the sales and field teams in North America to enable one face and contact to the customer. As part of this integration, we had a modest reduction in headcount in early April, and we expect no impact on bookings and revenue in the second quarter from this sales and field integration.

We had previously prepared a brief summary of the transaction, which has been posted to the investor relations section of our website, www.omnicell.com, and has since been updated to reflect the closing of the transaction. We have had very positive responses from existing and potential customers regarding the strength and benefits of the expanded product portfolio. We have recently updated the combined product portfolio page in the investor deck to also show the estimated annual total addressable market, or TAM, and our market position.

Of our three growth strategies, our first strategy of differentiated products continues to attract new customers. We continue to experience great wins and add notable customers to the Omnicell family.

In the first quarter, we had strong momentum and notable first-time customer wins and many were through competitive conversions. We announced this week that UnityPoint Health, a leading provider of patient care throughout Iowa, western Illinois, and southern Wisconsin, has awarded Omnicell 10 year sole-source contract as its provider of medication, central pharmacy automation, and analytics software across 15 of its facilities.

UnityPoint Health will be replacing a competitor's products, and installation of Omnicell product is expected to be completed by the end of the year. This recent win adds significantly to our already strong presence in the state of Iowa.

We are also pleased to add Kettering Health Network as a new Omnicell customer. Kettering Health, a network of eight hospitals serving southwest Ohio, will be replacing its current medication automation with Omnicell solutions throughout all eight sites.

In addition, the network will integrate Omnicell with its epic electronic health record. And will be installing our analytics products for diversion, controlled substance manager in the pharmacy, and our anesthesia workstations in selected operating rooms throughout the health system. With the acquisition of Aesynt, we added IV solutions, another market-leading product to our portfolio.

We are excited to welcome Memorial Regional Hospital as a new Omnicell customer. Located in Hollywood, Florida, Memorial Regional Hospital is one of the largest hospitals in Florida and a flagship facility of Memorial Healthcare System, a leading provider of high-quality healthcare services to South Florida residents.

Memorial Regional Health will be implementing two IV stations to help improve their sterility, their quality, and overall patient safety for their sterile compounding operations. This is a part of a larger initiative to reduce the reliance on outsourcing and take more control of their IV compounding. We are thrilled to add Memorial Regional Hospital to the growing list of institutions across the country who are recognizing the significant benefits associated with IV automation.

Our second strategy of expanding into new markets also fueled growth in last year and several years and we believe sets us up well for 2016 and beyond. Internationally, the United Kingdom is one of our focus markets where we are the market leader. In the UK, Omnicell recently secured contracts with five national health service hospital trusts, which are Wye Valley Trust, Maidstone and Tunbridge Wells, Southampton, Burton, and Gateshead Hospitals.

These contracts come in the wake of the recent released Lord Carter report, which studied how cost savings and improvements can be realized in UK hospitals. The report cited managing medication and medical supplies in hospitals through automation as one key area of focus. The National Health Service, which is the publicly funded health system in the UK, provides funds to hospitals on an annual basis for daily operation and system improvements.

In the first quarter, we announced the availability of the web-based Find-a-Pharmacy tool, which helps connect consumers and their families with pharmacists committed to improving the health of their patients through better medication adherence.

Additionally, we launched our latest medication adherence solution, SureMed guided packing software. This cloud-based software is designed to increase pharmacists' accuracy in filling SureMed multiple medication lister cards, which helps to improve medication adherence for patients on complex medications regimens.

Our third strategy of expanding our presence and relevance through acquisitions has also delivered great results for us with the acquisition of Aesynt business that we announced in 2015 and closed in the first week of January this year.

In the first quarter, we added Loma Linda University as an Omnicell customer. Loma Linda University Medical Center recently extended their relationship by contracting for automated dispensing systems. And also added enterprise medication management to their existing central pharmacy solutions.

Enterprise medication management product is a supply chain software management tool delivering tangible cost savings through a number of product features resulting in reduction of inventory levels and minimizing medication waste. This is just another proof point of the strategic value with a broadened product portfolio resulting from the acquisition of Aesynt earlier in the first quarter.

We believe our hard work over the years and the execution of our three-leg strategy has set us up for growth and scale. In today's evolving healthcare environment, we remain focused on our mission to change the practice of healthcare with solutions that improve patient and provider outcomes. Our first-quarter results demonstrate the strength of the broadened product portfolio and it bolsters our role as a strategic partner to health systems.

I will turn it back over to Peter for some more numbers.

Thank you, Randall. I will discuss a summary of our first-quarter financial results and our guidance for the second quarter of 2016. Our first-quarter 2016 GAAP revenues of $171 million were up 47% from the same quarter last year and up 31% sequentially.

Strong demand in revenue was driven by both expansion and upgrades at existing customers as well as by new and competitive conversion customers. We have seen particular strength of the combined product portfolio to enable strategic and tailored solutions for customers.

Earnings per share in accordance with GAAP were a net loss of $0.01, which is down from $0.17 in the first quarter of 2015. GAAP gross margin was at 47% for the quarter. In addition to GAAP financial results, we report our results on a non-GAAP basis, which excludes stock compensation expense and amortization of intangible assets associated with acquisitions, one-time acquisition-related expenses, any acquisition accounting impacts related to deferred revenue, and inventory of fair value adjustments.

We use non-GAAP financial statements in addition to GAAP financial statements because we believe it is useful for investors to understand acquisition amortization-related costs and non-cash stock compensation expenses with our component of our reported results. As well as one-time events, such as the gain on the [thumbtack] investments in Q2 2015 and the one-time acquisition-related expenses. The full reconciliation of our GAAP to non-GAAP results is included in our first-quarter earnings press release and is posted on our website.

Our first quarter of 2016 non-GAAP revenues of $173.7 million were up 49% from the same quarter last year and up 33% sequentially. On a non-GAAP basis, earnings per share were $0.35 in the first quarter of 2016, up $0.06 from the same quarter last year. Non-GAAP adjusted earnings before interest, taxes, depreciation, amortization was $25.7 million for the first quarter of 2016, up 33% from $19.3 million a year ago.

Our business is also reported in segments consisting of automation analytics and medication adherence. Automation analytics consists of our Omni RX automated dispensing cabinets and anesthesia workstations, central pharmacy, Omnicell supply, Pandora analytics, and MACH4 robotic dispensing systems. Our acquisitions of Avantec, MACH4, and Aesynt are also included in this segment.

The medication adherence segment consists of all adherence package consumables, which are now branded SureMed, and equipment used by pharmacists to create adherence packages. Our acquisitions of MPS Medication Technologies and Surgichem Limited are included in the medication adherence segment. As a reminder, we now report certain corporate expenses that cannot be easily applied to either segment separately.

On a segment basis, our automation and analytics segment contributed $148.9 million in GAAP revenue in the first quarter of 2016, up from $92.8 million in 1Q 2015, or an increase of 61%, mostly driven by the acquisition of Aesynt. $19.5 million of GAAP operating income this quarter compares to $25.3 million in the same quarter last year. $34.3 million of non-GAAP operating income in the fourth -- first quarter of 2016 compares to $26.9 million last year.

The medication adherence segment contributed $22.1 million of GAAP revenue through the quarter compared to $23.4 million in Q1 2015. GAAP operating income was $2.6 million compared to $4.4 million a year ago. $4.1 million of non-GAAP operating income compares to $2.8 million of non-GAAP operating income in the first quarter a year ago.

Non-GAAP common expenses were $17.6 million compared to $14.4 million in the first quarter of 2015. Non-GAAP operating margin was 12% for the first quarter and ahead of plan, driven by the strength in both revenue and by cost [underance].

In the first quarter of 2016, our cash balance decreased from $82 million to $54 million, primarily due to the use of cash on hand in the acquisition of Aesynt, partially offset by strong operating cash flow performance. First-quarter cash flow from operations was $22 million. Our strong cash flow in the quarter enabled us to repay $20 million of the outstanding balance on the credit revolver in the month of March.

From March 31, 2016, our loan balance was $235 million. Leverage measured as the outstanding total loan balance over LTM EBITDA was around 2. Accounts receivable days sales outstanding for the combined business were 82 days, up six days from Q4 2015 when they reported only sale standalone.

The increase in DSO was mix driven, affected by the addition of the Aesynt business as well as impacted by annual service billings in Europe. We reviewed the collectability of our receivables regularly and we do not believe that the fluctuation in DSO are indicative of a change in our rate of bad debt.

Inventories were $72 million, up $25 million from last quarter as a result of the acquisition of Aesynt as well as the built in inventory from med adherence products for delivery in the second quarter. Our headcount was 2,275, up 824 from last quarter, driven by the acquisition of Aesynt that was completed in January this year.

We are reconfirming our 2016 total-year guidance, which remains unchanged. As discussed on the fourth-quarter and full-year 2015 earnings call, for 2016, we expect product bookings to be between $540 million and $560 million. We expect revenue to be between $695 million and $715 million in 2016. We expect 2016 non-GAAP earnings to be between $1.50 and $1.60 per share.

Lastly, we expect non-GAAP operating margins for 2016 to be approximately 12.7%. As discussed in our earnings call on 2015 results in February, we do consider 2016 to be a transitional and transformative year as we integrate Aesynt and gain momentum from the expanded product portfolio.

Let me now move to guidance for the second quarter and 2016. For the second quarter of 2016, we expect non-GAAP revenue to be between $168 million and $175 million and expect that non-GAAP EPS is between $0.30 and $0.34 per share.

As discussed in previous earnings calls, it is important to know that from time to time, installation completion timing of specifically bigger projects could impact revenue and earnings in a different quarter, but we don't expect such quarterly fluctuations to impact the growth rate measured over multiple quarters. We are assuming an annual average effective tax rate of 38% on GAAP earnings on a combined basis. This assumption includes the benefit of the R&D tax credit impact, as it has been permanently approved by government.

As discussed on the last earnings call when comparing 2016 to 2015, it is important to note a couple of items that are new for 2016. First, for 2016, our non-GAAP expected results include around $10 million of integration expenses that we do not adjust for based on our non-GAAP policy.

These integration costs directly impacting non-GAAP operating margins and non-GAAP EPS mostly consist of retention costs, integration-related IT expenses, costs related to the implementation of Sarbanes-Oxley, costs related to tax restructuring, accelerated product development integration costs, and integration team and project costs.

Secondly, in 2016, we are expecting modest first-year cost synergies between $5 million and $10 million. As we have demonstrated in the past, we have confidence in our ability to achieve our 15% non-GAAP operating margin target over time. And after integrating the acquired business and getting full benefit of the scale of the combined business.

With the sales and fields related reorg that we executed in early April as well as other cost actions, we are now on track for the first-year cost synergies between $5 million and $10 million and are tracking more towards the upper end of this cost synergies range.

Thirdly, for 2016, we expect interest expense related to the senior secured credit facility used to finance the Aesynt acquisition to be around $6 million. Compared to 2015, this is a headwind to non-GAAP EPS of around $0.10.

To round out our quarterly update, I will hand the call back to Randall.

Well, let's open it up for operator for questions. And we will then come back to me. Operator?

(Operator Instructions) Mohan Naidu, Oppenheimer.

Thanks for taking my questions. Congratulations to a great on a great start to the year. Randy, maybe on the bookings, you guys had a series of quarters with fairly high mix of large deals. Can you give us a sense of your pipeline with such deals and what is driving these health systems to make such massive transformational deals?

Yes. I think as we have seen consolidation continue to play out in the provider healthcare space, we continue to see also providers act with the standardization toward their systems, starting with their ERP systems. Or the health record systems and then their -- and then systems like ours.

So there is more a demonstrative feeling in the marketplace, where people want to go with one vendor and across the whole group. So I think that allows us to have a good approach to our enterprise feature set that we have. And -- but our pipeline I think is consistent with what it has been, which is around 30%-ish on the go-forward basis of continuing to get new accounts and competitive wins.

Okay. And specifically on the UnityPoint deal, I thought the press release kind of read that the implementation is going to be done by the end of the year. How confident are you that completion -- I thought it was aggressive, given the size of this deal.

Yes. This is one of the deals where we probably were already doing some of the preinstall work before the actual purchase order came through because the actual vendor of choice was made much earlier than the final signing of the documents and the purchase orders. So there is a lot that has already gone on there. There is a lot that is moving forward on that. So we feel really confident.

And then really we are driven by what the customers want. And this customer really wants to move at this speed to meet their needs. So we are adjusting our rate to make sure they get what they need.

Okay. Sounds good. Maybe just one question for Peter. Peter, the medication adherence segment continued to be weak in the quarter. Can you give a sense of what is going on on the product side on the medication adherence?

Can you repeat that question? Did you say eat or --?

Medication adherence segment.

Yes. So you are asking about the year-over-year performance of the segment?

Yes. That's right.

So I would say year-over-year revenue is down slightly. There is a little bit of FX impact in there. We are ramping up our automation products, like you have seen also earlier in the call.

I want to point out, though, that the profitability of the segment definitely has increased year over year. We had a price increase earlier this year as well. And we have taken some production cost actions as well that are reflected now in the margin.

Okay. Got one last question on M5000. Is it still on track for Q2?

Yes. Very frustrating. M5000 is not on track for Q2. We are still struggling with the large variability of SKUs and the ability to get those -- the throughput that we would find acceptable. And so I am not going to forecast when it is ready anymore. We're just going to make our announcement when it is ready.

But it wasn't a very big part of the plan for this year. So it is not going to have any impact on the plan. But it is a very strategic place where we want to continue to pursue the automation. Because we think that really is keeping back some of the growth in medication adherence is having the proper types of medications tools. So we are working very -- not only on that product, but strategically in that area to figure out how to continue to bring automation to the market segment.

That was very helpful. Thank you very much for taking my question.

Jamie Stockton, Wells Fargo.

Thanks for taking my questions. The first one -- and I don't know if this is Randy or Peter, but if M5000 is maybe not on track necessarily and it is not a huge deal, but that is a little less business than you might have otherwise expected this year, is there any offset to that that might be coming from the Aesynt business performing better than you might have originally expected?

I think that you guys were assuming that Aesynt would be down somewhat 2016 because of integration turbulence. If you could just touch on that, that would be great.

Yes. So a couple answers there. We had a really strong first quarter, probably a little bit ahead from where we thought we would be. So that is a good sign. We're keeping total-year guidance -- remains unchanged now. You can also see that in the med adherence, we are driving more profitability as well.

So it is not only top-line, like Randy talked about earlier. We are definitely looking at solving and coming into the market with automation this year for med adherence. Overall, it holds really well together.

Okay. That's great. You may have said it and I missed it: did you give the Aesynt revenue during the quarter?

No, we don't. It's like on earlier earnings call is what we have said. And what we experienced, actually, that with the combination now of the combined product portfolio that we actually do have customers that do change products, if you will, within the product portfolio. And we don't measure the companies separately anymore, as we have crossovers and we also now have realigned resources, like with the sales and field realignment that we executed in April.

All right. That's great.

Matt Hewitt, Craig Hallum.

This is actually Dylan on for Matt. Digging into the UnityPoint win, that contract structure of the sole provider for 10 years, has that been the typical structure of deals in the past? And if it is not, is that the type of structure you guys are pursuing in the future?

Yes, typically, we pursue -- we start at 10 years. Sometimes it gets down to seven, but most of the time it is 10 years. Many times, it takes several years just to roll out the portfolio to a customer. So they don't put everything in one. So you don't want to have a five-year term or something like that, and then you are having to readjust halfway through the relationship. But 10 years is typical target.

Okay. And then did that RFP start prior to the announcement and closing of Aesynt? And if it did, when you guys did announce that and close that business, was that kind of the domino that got it over the goal line? Or was that kind of viewed in isolation?

That particular deal started before the Aesynt deal. It probably did not have as much of an impact. Aesynt was not in the running in the final two selections.

But the fact that since we closed that deal, now we can come in and talk about the IV station and we can talk about EMM product software. Some things we didn't even have. So obviously, some things to add on to that viable customer, like we have all customers, is a big plus. More things in the sales bag -- salesman and a saleswoman bag that -- calling on the same point -- contact point is always good.

And I just want to digress a little bit back to Jamie's question about I would say that we are particularly excited about the IV station. If you were just to kind of pick one of the products that kind of surprised us in the first 90 days is the enthusiasm in the market for that. And people really wanting to solve the expense of outsourcing solution they have in place and put that solution in place to -- really makes economic sense. And there are some quality and sterility issues that it solves as well as we put it out in the example on the phone call.

So we are still early on in the acquisition, still a lot of enthusiasm. But almost in every case, I would say that it has exceeded our expectations in what we thought we were going to get. And particularly the Aesynt folks have been -- I mean, they have just meshed in so well with the Omnicell folks, it is just really giving us a lot of momentum in the marketplace.

Okay. Last one for Peter. Gross margins came in a little bit below where we were expecting, at least. Is there anything that you would like to highlight there or is that -- can we expect that for the new run rate moving forward?

That is -- so we are actually pleased with the gross margin. Of course, not this quarter. In the reported results, the gross margin is a result of the two combined companies, if you will. And we are happy with pricing. We are happy with gross margin. We are happy with productivity, actions, and programs in the manufacturing space as well.

Congrats on the quarter.

Sean Wieland, Piper Jaffray.

Last quarter, you're talking about some delays in Aesynt customers moving -- contracts moving from bookings to revenue. Do you have an update there?

Yes. So what we said last time, those were referring to rebookings. So we had a number of customers that had a contract with Aesynt for Aesynt legacy products. Now that we announced the deal, actually [won't have to sway] to some of the Omnicell products. We have to unwind the contract, book a new contract, if you will. But those are contracted now and they are being installed on schedule.

Just to be clear, Sean, those were deals that were in the backlog when we acquired Aesynt. So these were not new deals in process. These were old deals that were in backlog expecting to be installed and revenued in the near future.

Once we did the acquisition, some of these deals in the old backlog, folks came back and said, hey, I would like a different mix than what I could have gotten from Aesynt only. And now I either want to redo my contracts or repay for those and then reset up the installation process.

So that has been the disrupt -- that has been the biggest disruption in the ability to just kind of smash the two revenue and earnings pieces of the companies together. We haven't lost any bookings. We haven't -- I don't think any customers have been upset. It is just kind of redoing of some things that were already in place because of the acquisition has delayed some of the installs and therefore some of the revenue this year.

Okay. And on the M5000 timing, can you quantify maybe how much revenue is earmarked from that product this year, just so we can size that a little better?

I would just say under $5 million -- less than $5 million.

Yes. Because we don't really -- Sean, just to be clear, because we don't really breakout specific product lines [if you would] (multiple speakers).

Except for when Randy does.

Except for when you ask, Sean. What are you talking about?

Okay. One last one I would like to slide in, if I could. And that is this mix -- the gross profit that we saw in between the two lines of businesses, is that representative of what should happen for the balance of the year? That kind of mix?

Yes. I think I confirmed that on the earlier question. Yes.

Oh, okay.

Steve Halper, FBR.

Just a point of clarification relative -- when you are looking at the second-quarter guidance, you talked about timing of projects. Is that the reason for the sequential decline in earnings? And if you can provide any color on that, that would be helpful.

Thanks, Steve, for the question. The additional disclosure, just to kind to remind our -- around the nature of our business is not -- we did not put that in the script because of the future outlook. It always has been. So just a clarification.

We did exceed first quarter from our own internal plans' perspective. There are no known headwinds, if you will, where it is a sequential decrease. We feel good about the second quarter. We just wanted to give a range that works well.

So were there certain projects that hit earlier than expected?

I do think it is the timing of the deals and how we kind of had them scoped in. And we feel very good about the year. We feel very good about second quarter.

And I think, sequentially, also, Steve, the last couple years, in most years, the second-quarter revenue was smaller than the first quarter. So there is little bit of seasonality in there, too.

And is there any timing that we should consider about the integration costs that you are essentially absorbing? Is there more of it in Q2 or did we get -- did we work through most of that in Q1?

No. It is equally spread throughout the year, roughly. We under-ran it a little bit in the first quarter. The third and the fourth quarter, a tiny bit higher, but it is roughly equally spread throughout the year.

And when did you finish up the sales rationalization, if you want to call it?

Yes, that was in the second week of April.

Second week in April. Okay.

Gene Mannheimer, Topeka Capital.

Congrats to a good start to the year. I wanted to drill down a little bit more on the M5000 delay. And just curious, given some of the tribulations there in getting that product right, would you consider buying into the multi-med market through some of the existing competitive solutions out there?

I think all strategic options are open. We have a great sales engine to particularly to institutional pharmacies. So we think that they are already using a lot of our consumable products. And so adding some type of automation in addition to what we are working on potentially could make sense.

There are not a lot of options out there, but anything that would make sense that we could help customers move more quickly in this marketplace to help patients get their meds in the right format is something we would entertain if we can construct the right strategic deal.

Okay. Thanks, Randy. And in regards to the overall med adherence business, I know you called out a year-over-year decline. But my sense is that that business is largely recurring, growing mid-single-digit growth. What accounted for the hiccup there?

Well, like I said on one of the earlier questions, we had a little bit of FX headwind. And we need to come out with automation, like we talked about earlier.

If you take one level down in the med adherence business, there is actually two product lines there. One is single dose. That's a very stable recurring revenue base. And then the multi-meds, the blister packs and more than multiple tablets, if you will, on each blister, that is a significant market. And we do -- have a great position there. We are trying to get automation out to really crack that market open and keep leading that market.

Okay. Thanks, Peter. Last one for me. And Randy, you talked about this with the excitement over the IV system. Can you quantify possibly some of the revenue synergies that are coming from selling IV or Enterprise Medication Manager into the base? Or said differently, is any of that built into your view for the year today?

So what we have said earlier on earlier calls, that we have not counted on any revenue synergies within the fiscal year from both the IV solutions or the software solutions like EMM. Our sales teams have good traction. I think that is fair to say. And a lot of enthusiasm about those solutions, but it is not counted into guidings on both bookings or revenue.

And then of course, you have to take into account also the sales cycle -- six, nine, to 12 months between initial call, initial meeting, and actual closing the deal and install, if you will.

Okay. Thank you.

Gene, I would add two other things. We added on the investor deck sort of a market analysis of TAM. We believe that is about a $500 million TAM per annum on that product. We are the market leader worldwide in that product. And barely penetrated.

So I guess I would say lots of opportunity there for automated IVs and probably particularly in the marketplace. Because of a lot of people moving to expensive outsourcing, it kind of creates a opportunity to do some insourcing with automation to help fill some of those needs.

And just to clarify, the $500 million TAM is the annual US TAM [five feet] products. There is close to another $500 million TAM outside the US and you can find that in the investor deck on page 22.

(Operator Instructions) Raymond Myers, Benchmark.

First question I have is did you tell us what percentage of customers converted to the G4 in the first quarter?

We have not.

Yes. So we have reported 78% for the end of last year. It is higher now. Close to 80%.

Great. Thank you. And then I want to touch on the deferred revenue for a second. You had $2.7 million of non-GAAP deferred revenue in the first quarter. Which is a truer reflection of the business? Is that the $173 million revenue figure or the $171 million? Can you describe that a little?

Yes. So that really is the result of purchase accounting. So in purchase accounting, you have to take a haircut on deferred revenue. You bleed it in over time as shipments occur and installation occur. So the $173.7 million of non-GAAP revenue, that reflects the economic underlying activity.

Excellent. Good. That's helpful. Now when we then look at the Q2 guidance of $168 million to $175 million and compare that to the $173 million, is that Q2 guidance including impact of significant amounts of non-GAAP deferred revenue? Or have the inventories which underlie that already been sold through in Q1?

It is roughly a similar amount. It's only fair for you to put in your model. Because the deferred revenue, again, in our business gets installed between nine and -- over time between nine and 12 months for when it gets on the balance sheet. [So single amount] --

When should we think about the deferred revenue adjustment going away? Would that be by Q4?

Yes. We're going into Q1 next year, yes. By the end of Q4. Yes.

Okay. Great. And then if you could touch on this last question. Now that the businesses are combined, what percentage of the overall business would you estimate is recurring revenue today?

It is now closer to almost 40%. I think it is also in the investor deck. I think it is -- used to be 35%. I think we are at 39% now because the Aesynt business with the central pharmacy model had almost 50% of recurring business. So that is a great revenue stream to have.

Great. Thank you.

Mitra Ramgopal, Sidoti.

Just a couple questions. First, Peter, I don't know in terms of the first quarter if you can give me a sense as to the mix you saw in terms of new customers, larger orders, et cetera. I remember in the second half of 2015, you were affected a little bit by that in terms of the mix being skewed. Is it more back to normal now?

Yes. Well, of course, with the addition of Aesynt, the mix changes as well. Like Randy talked about earlier in the conference call, on a combined basis, bookings from new and competitive conversions were around 34%. So it definitely balances more, but we have a number of great customer wins, some of which we have alluded to here in the earning script.

And in terms of the larger orders, are you seeing a lot more of that also or --?

We have a number, yes. I mean, I wouldn't say it was as skewed, if you will, as early last year. So I think there is more balance. But because the size of the business now is bigger, we can also shore up more bigger deals, if you will; have the capacity to install those. So that is our view.

Okay. Thanks. And then Randy, a quick question regarding the organizational realignment. What should we expect from that going forward versus what we might not have been getting before?

Well, I think as the business has grown over the last couple years with lots of acquisitions and focus, and particularly with the Aesynt acquisition integration, putting that under a veteran of Omnicell, Chris Drew, to run the North American domestic business. And Aesynt really did not have a lot of business outside of North America, other than the IV solution piece, which was manufactured and designed in Italy and a lot of shipments in pan-Europe.

So it allows us to concentrate a lot of the integration activities and integration of the departments under a single leadership (inaudible). And then taking Rob Seim, who is then able to focus on other aspects of the business -- the international, the IV robotics, and the med adherence piece, which is also growth areas of the hospital -- it allows us to function and deliver on the tasks that we have ahead of us in very specific ways. And unburdens the Company from a multi-focus in several of its departments by giving the Company two different leaderships to drive the business. And I think it is going extremely well and it continues to feel good.

Okay. Thanks for taking the questions.

And there are no further audio questions at this time. I would like to hand the conference over to Randall Lipps for closing remarks.

Well, again, thanks for joining us today. Obviously, a momentous quarter for us to do a great acquisition, deliver great results, and really continue to fuel the Company with new competitive lens with a broader portfolio.

I specifically want to recognize the Aesynt employee base who has joined the Omnicell family with enthusiasm; been right there with us step-by-step to make sure we can be successful and our customers can be successful. And that we can be successful for one another. Thanks for joining us today. We will see you next time.

This concludes today's conference call. We thank you for your participation and ask that you please disconnect your line.