Establishment Labs Holdings Inc. (NASDAQ:ESTA) Q4 2022 Earnings Call Transcript

Raj Denhoy: Yes. Good question, George. So, you noticed in the quarter that the gross margin was down in the quarter. As we said in the prepared remarks, it was currency with the revaluation of the euro in the fourth quarter, and the fact that a lot of our inventory is denominated in euros, we had to revalue it and so that translational effect flow through our COGS. But overall, as we said, the trend in our gross margin is positive over time. And everything we’re doing in terms of launching into these new geographies, the Mia system, these are all positive to gross margin over time. And so, the trend there is definitely to the upside. As you think about 2023, there are some puts and takes. The early launch of Mia as well as standing up the new facility and the lower yields out of the new facility initially will be slightly negative to gross margin, but the things like China, continued new products flowing through will be positive to gross margin.

And so, the guidance is we really expect it to remain sort of flattish year in 2023. But over time, we should definitely see that margin going higher.

George Sellers: Okay, great. Thank you all for the time.

Operator: Our next question comes from Anthony Petrone with Mizuho Group. Please state your question.

Anthony Petrone: Great. Good afternoon. Congratulations on the submission of the clinical module. Maybe just a little bit on guidance, $200 million to $210 million. How should we be thinking about contribution from Japan from the Mia launch in January as that flow through in the $200 million to $210 million? And then, when we think about Mia in China in the second half potentially being launched upon receipt of regulatory clearances, how should we be thinking about that contribution in the top-line guidance? And I have a couple of follow-ups.

Raj Denhoy: Sure. Hey, Anthony. When we think about guidance, right, there are a lot of moving parts, as you suggested, here in 2023. When we think about providing numbers, though, we’re looking at different scenarios around when we could see the timing of these, the contribution of them. And when we started looking at kind of risk adjusting the various pieces of that, that’s how we kind of come up with that $200 million to $210 million number. Certainly, different analysts, yourself included, will have different expectations for that, and it’s difficult for us to provide exact numbers. But I think you will see the contribution from those new things build as the year unfolds with the underlying business still posting really strong growth as we saw in 2022.

Anthony Petrone: And then, maybe a couple of follow-ups here. One would be on the near — the sort of medium-term sort of outlook on manufacturing, if you will. If I’m not mistaken, the new manufacturing site brings you from about 700,000 implants to, I think, nearly 2 million per year in terms of production capacity. And fully understand in the early days, maybe it’s margin dilutive, but as you get out into year two, three and four, how does the new facility play into gross margins specifically of the Mia implants? And then, I’ll have one last follow-up. Thanks.

Raj Denhoy: Overall, the new facilities, you mentioned the volumes at that facility is capable of producing and the efficiencies that we can get out of that facility is definitely a positive to our margin over time. You couple that with things like the United States, China, which are ASP accretive, Mia, which is ASP accretive, the margin profile of our company on the gross margin line is going higher over time. As we mentioned, 2023, there’s some moving parts here, but overall that margin is well supported by a lot of different factors over time.

Anthony Petrone: And last, and I’ll hop back in. Just the $500 million in 2026, when we think about, how we should be sort of modeling that from a geographic standpoint? Any kind of directional point if you can give us would be helpful. Thanks.