cutr20170630_10q.htm

UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

 


FORM 10-Q

 

(Mark One)

 

QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934

 

For the quarterly period ended June 30, 2017

 

OR

 

TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934

 

For the transition period _____ to_____.

 

Commission file number: 000-50644

 


Cutera, Inc.

(Exact name of registrant as specified in its charter) 

 

     

Delaware

 

77-0492262

(State or other jurisdiction of incorporation or organization)

 

(I.R.S. employer identification no.)

 

3240 Bayshore Blvd., Brisbane, California 94005

(Address of principal executive offices)

 

(415) 657-5500

(Registrant’s telephone number, including area code)

 

Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days.    Yes        No    

 

Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive Data File required to be submitted and posted pursuant to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit and post such files).    Yes      No    

 

Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, or a smaller reporting company. See definitions of “large accelerated filer,” “accelerated filer” and “smaller reporting company” in Rule 12b-2 of the Exchange Act (check one):

 

Large accelerated filer  

Accelerated filer  

Non-accelerated filer  

Smaller reporting company  

Emerging growth company

 

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act.

 

Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act.):    Yes        No    

 

The number of shares of Registrant’s common stock issued and outstanding as of July 31, 2017 was 14,005,063.

 


 

 

 

CUTERA, INC.

 

FORM 10-Q

 

TABLE OF CONTENTS

 

 

 

 

 

Page

PART I

 

FINANCIAL INFORMATION

 

  

 

 

 

 

  

Item 1

 

Financial Statements (unaudited)

 

3

 

 

Condensed Consolidated Balance Sheets

 

3

 

 

Condensed Consolidated Statements of Operations

 

4

 

 

Condensed Consolidated Statements of Comprehensive Income (Loss)

 

5

 

 

Condensed Consolidated Statements of Cash Flows

 

6

 

 

Notes to Condensed Consolidated Financial Statements

 

7

Item 2

 

Management’s Discussion and Analysis of Financial Condition and Results of Operations

 

14

Item 3   Quantitative and Qualitative Disclosures About Market Risk   21

Item 4

 

Controls and Procedures

 

22

 

 

 

 

  

PART II

 

OTHER INFORMATION

 

  

 

 

 

 

  

Item 1

 

Legal Proceedings

 

23

Item 1A

 

Risk Factors

 

23

Item 2

 

Unregistered Sales of Equity Securities and Use of Proceeds

 

24

Item 3

 

Defaults Upon Senior Securities

 

24

Item 4

 

Mine Safety Disclosures

 

24

Item 5

 

Other Information

 

24

Item 6

 

Exhibits

 

25

 

 

Signature

 

25

 

2

 

 

PART I. FINANCIAL INFORMATION

 

ITEM 1.

FINANCIAL STATEMENTS

 

CUTERA, INC.

 

CONDENSED CONSOLIDATED BALANCE SHEETS

(in thousands, except share and per share data)

 (unaudited)

 

   

June 30, 2017

   

December 31, 2016

 

Assets

               

Current assets:

               

Cash and cash equivalents

  $ 18,679     $ 13,775  

Marketable investments

    32,270       40,299  

Restricted investments

    2,290        

Accounts receivable, net

    18,191       16,547  

Inventories

    16,913       14,977  

Other current assets and prepaid expenses

    2,840       2,251  

Total current assets

    91,183       87,849  
                 

Property and equipment, net

    1,867       1,907  

Deferred tax asset

    381       377  

Intangibles, net

          2  

Goodwill

    1,339       1,339  

Other long-term assets

    381       380  

Total assets

  $ 95,151     $ 91,854  
                 

Liabilities and Stockholders' Equity

               

Current liabilities:

               

Accounts payable

  $ 4,293     $ 2,598  

Accrued liabilities

    18,973       17,397  

Deferred revenue

    8,901       8,394  

Total current liabilities

    32,167       28,389  
                 

Deferred revenue, net of current portion

    1,982       1,705  

Income tax liability

    170       168  

Other long-term liabilities

    604       582  

Total liabilities

    34,923       30,844  
                 

Commitments and Contingencies (Note 10)

               
                 

Stockholders’ equity:

               

Convertible preferred stock, $0.001 par value; authorized: 5,000,000 shares; none issued and outstanding

           

Common stock, $0.001 par value; authorized: 50,000,000 shares; issued and outstanding: 14,003,583 and 13,773,389 shares at June 30, 2017 and December 31, 2016, respectively

    14       14  

Additional paid-in capital

    86,403       88,114  

Accumulated deficit

    (26,121

)

    (27,046

)

Accumulated other comprehensive loss

    (68

)

    (72

)

Total stockholders’ equity

    60,228       61,010  
                 

Total liabilities and stockholders’ equity

  $ 95,151     $ 91,854  


The accompanying notes are an integral part of these unaudited Condensed Consolidated Financial Statements.

 

3

 

 

CUTERA, INC.

 

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

 (in thousands, except per share data)

 (unaudited)

 

 

   

Three Months Ended

   

Six Months Ended

 
   

June 30,

   

June 30,

 
   

2017

   

2016

   

2017

   

2016

 

Net revenue:

                               

Products

  $ 31,727     $ 22,454     $ 56,202     $ 40,410  

Service

    4,662       5,023       9,486       9,490  

Total net revenue

    36,389       27,477       65,688       49,900  

Cost of revenue:

                               

Products

    13,840       8,996       24,984       16,644  

Service

    1,503       2,476       4,137       4,777  

Total cost of revenue

    15,343       11,472       29,121       21,421  

Gross profit

    21,046       16,005       36,567       28,479  
                                 

Operating expenses:

                               

Sales and marketing

    12,787       10,712       23,560       19,428  

Research and development

    2,981       2,712       5,926       5,421  

General and administrative

    3,548       3,997       6,764       7,217  

Total operating expenses

    19,316       17,421       36,250       32,066  

Income (loss) from operations

    1,730       (1,416

)

    317       (3,587

)

Interest and other income, net

    276       217       549       361  

Income (loss) before income taxes

    2,006       (1,199

)

    866       (3,226

)

Provision (benefit) for income taxes

    59       30       (59

)

    54  

Net income (loss)

  $ 1,947     $ (1,229

)

  $ 925     $ (3,280

)

                                 

Net income (loss) per share:

                               

Basic

  $ 0.14     $ (0.09

)

  $ 0.07     $ (0.25

)

Diluted

  $ 0.13     $ (0.09

)

  $ 0.06     $ (0.25

)

                                 

Weighted-average number of shares used in per share calculations:

                               

Basic

    13,935       13,131       13,888       13,071  

Diluted

    14,629       13,131       14,633       13,071  

 

The accompanying notes are an integral part of these unaudited Condensed Consolidated Financial Statements.

 

4

 

 

CUTERA, INC.

 

CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME (LOSS)

(in thousands)

 (unaudited)

 

   

Three Months Ended

   

Six Months Ended

 
   

June 30,

   

June 30,

 
   

2017

   

2016

   

2017

   

2016

 

Net income (loss)

  $ 1,947     $ (1,229

)

  $ 925     $ (3,280

)

Other comprehensive income (loss):

                               

Available-for-sale investments

                               

Net change in unrealized gain on available-for-sale investments

    5       11       8       80  

Less: Reclassification adjustment for gains on investments recognized during the period

                (4

)

     

Net change in unrealized gain on available-for-sale investments

    5       11       4       80  

Tax provision

          29             29  

Other comprehensive income (loss), net of tax

    5       (18

)

    4       51  

Comprehensive income (loss)

  $ 1,952     $ (1,247

)

  $ 929     $ (3,229

)

 

The accompanying notes are an integral part of these unaudited Condensed Consolidated Financial Statements.

 

5

 

 

CUTERA, INC.

 

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

 (in thousands)

  (unaudited)

 

 

   

Six Months Ended June 30,

 
   

2017

   

2016

 

Cash flows from operating activities:

               

Net income (loss)

  $ 925     $ (3,280

)

Adjustments to reconcile net income (loss) to net cash provided by (used in) operating activities:

               

Stock-based compensation

    2,626       2,082  

Depreciation and amortization

    492       484  

Other

    (45

)

    (63

)

Changes in assets and liabilities:

               

Accounts receivable

    (1,641

)

    464  

Inventories

    (1,936

)

    (2,624

)

Other current assets and prepaid expenses

    (545

)

    (861

)

Other long-term assets

    (1

)

    (64

)

Accounts payable

    1,695       793  

Accrued liabilities

    1,534       (773

)

Other long-term liabilities

          (164

)

Deferred revenue

    784       (321

)

Income tax liability

    2       (25

)

Net cash provided by (used) in operating activities

    3,890       (4,352

)

                 

Cash flows from investing activities:

               

Acquisition of property, equipment and software

    (210

)

    (137

)

Disposal of property and equipment

    40       6  

Proceeds from sales of marketable investments

    6,754       5,051  

Proceeds from maturities of marketable investments

    24,812       10,585  

Purchase of marketable investments

    (25,863

)

    (14,003

)

Net cash provided by investing activities

    5,533       1,502  
                 

Cash flows from financing activities:

               

Repurchase of common stock

    (7,041

)

    (2,865

)

Proceeds from exercise of stock options and employee stock purchase plan

    3,871       2,950  

Taxes paid related to net share settlement of equity awards

    (1,167

)

    (556

)

Payments on capital lease obligations

    (182

)

    (127

)

Net cash used in financing activities

    (4,519

)

    (598

)

                 

Net increase (decrease) in cash and cash equivalents

    4,904       (3,448

)

Cash and cash equivalents at beginning of period

    13,775       10,868  

Cash and cash equivalents at end of period

  $ 18,679     $ 7,420  
                 

Supplemental disclosure of non-cash items:

               

Repurchase of common stock acquired but not settled

  $     $ 84  

Assets acquired under capital lease

  $ 257     $ 365  

 

 

The accompanying notes are an integral part of these unaudited Condensed Consolidated Financial Statements.

 

6

 

 

CUTERA, INC.

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

 

Note 1. Summary of Significant Accounting Policies

 

Description of Operations and Principles of Consolidation

 

Cutera, Inc. (“Cutera®” or the “Company”) is a global provider of laser and other energy-based aesthetic systems for practitioners worldwide. The Company designs, develops, manufactures, and markets laser and other energy-based product platforms for use by physicians and other qualified practitioners which enable them to offer safe and effective aesthetic treatments to their customers. The Company currently markets the following key system platforms: enlighten®, excel HR®, truSculpt®, excel V®, and xeo®. The Company’s systems offer multiple hand pieces and applications, which allow customers to upgrade their systems. The sales of systems, system upgrades, hand pieces, hand piece refills (refills applicable to Titan® and truSculpt) and the distribution of third party manufactured skincare products are classified as “Products” revenue. In addition to Products revenue, the Company generates revenue from the sale of post-warranty service contracts, parts, detachable hand piece replacements (except for Titan and truSculpt) and service labor for the repair and maintenance of products that are out of warranty, all of which is classified as “Service” revenue.

 

Headquartered in Brisbane, California, the Company has wholly-owned subsidiaries that are currently operational in Australia, Belgium, Canada, France, Hong Kong, Japan, Switzerland and the United Kingdom. These subsidiaries market, sell and service the Company’s products outside of the United States. The Condensed Consolidated Financial Statements include the accounts of the Company and its subsidiaries. All inter-company accounts, transactions and balances have been eliminated.

 

Unaudited Interim Financial Information

 

The interim financial information filed is unaudited. The Condensed Consolidated Financial Statements included in this report reflect all adjustments (consisting only of normal recurring adjustments) that the Company considers necessary for the fair statement of the results of operations for the interim periods covered and of the financial condition of the Company at the date of the interim balance sheet. The December 31, 2016 Condensed Consolidated Balance Sheet was derived from audited financial statements, but does not include all disclosures required by generally accepted accounting principles in the United States of America (“GAAP”). The results for interim periods are not necessarily indicative of the results for the entire year or any other interim period. The Condensed Consolidated Financial Statements should be read in conjunction with the Company’s previously filed audited financial statements and the notes thereto included in the Company’s annual report on Form 10-K for the year ended December 31, 2016 filed with the Securities and Exchange Commission (the “SEC”) on March 15, 2017.

 

Use of Estimates

 

The preparation of interim Condensed Consolidated Financial Statements in conformity with GAAP requires the Company’s management to make estimates and assumptions that affect the amounts reported and disclosed in the Condensed Consolidated Financial Statements and the accompanying notes. These estimates are based on management's best knowledge of current events and actions we may undertake in the future. Actual results could differ materially from those estimates. On an ongoing basis, the Company evaluates these estimates, including those related to revenue elements, warranty obligations, sales commissions, accounts receivable and sales allowances, provision for excess and obsolete inventories, fair values of marketable investments, fair values of acquired intangible assets, useful lives of intangible assets and property and equipment, fair values of performance stock units and options to purchase the Company’s stock, recoverability of deferred tax assets, legal matters and claims, and effective income tax rates, among others. Management bases these estimates on historical experience and on various other assumptions that are believed to be reasonable, the results of which form the basis for making judgments about the carrying values of assets and liabilities.

 

Recent Accounting Pronouncements

 

 

In May 2014, the Financial Accounting Standards Board ("FASB”), jointly with the International Accounting Standards Board, issued a comprehensive new standard on revenue recognition from contracts with customers. The standard's core principle is that a reporting entity will recognize revenue when it transfers promised goods or services to customers in an amount that reflects the consideration to which the entity expects to be entitled in exchange for those goods or services. In applying this new guidance to contracts within its scope, an entity will: (1) identify the contract(s) with a customer, (2) identify the performance obligation in the contract, (3) determine the transaction price, (4) allocate the transaction price to the performance obligations in the contract, and (5) recognize revenue when (or as) the entity satisfies a performance obligation. Additionally, this new guidance would require significantly expanded disclosures about revenue recognition. Provisions of this new standard are effective for annual reporting periods (including interim reporting periods within those annual periods) beginning after December 15, 2016. In April 2015, the FASB proposed a deferral of this standard's effective date by one year. The proposed deferral allows early adoption at the original effective date. Entities have the option of using either a full retrospective or a modified retrospective approach to adopt this new guidance.

The Company is evaluating the effects of the new guidance and have not yet selected a transition method or determined the potential effects of adoption on the consolidated financial statements.

 

 

7

 

 

In February 2016, the FASB issued ASU 2016-02, Leases. This guidance establishes a right-of-use (“ROU”) model that requires a lessee to record a ROU asset and lease liability on the balance sheet for all leases with terms longer than 12 months. Leases will be classified as either finance or operating, with classification affecting the pattern of expense recognition in the Consolidated Statement of Operations. The mandatory adoption date of this standard is for fiscal years beginning after December 15, 2018. A modified retrospective transition approach is required for leases existing at, or entered into, after the beginning of the earliest comparative period presented in the financial statements, with certain practical expedients available. The Company expects that upon adoption, ROU assets and lease liabilities will be recognized in the balance sheet in amounts that will be material.

 

Note 2. Cash, Cash Equivalents and Marketable Investments

 

The Company invests its cash primarily in money market funds, commercial paper, corporate notes and bonds, municipal bonds, and debt securities issued by the U.S. government and its agencies. The Company considers all highly liquid investments, with an original maturity of three months or less at the time of purchase, to be cash equivalents. Investments with maturities of greater than three months at the time of purchase are accounted for as “available-for-sale,” are carried at fair value with unrealized gains and losses reported as a component of stockholders’ equity, are held for use in current operations and are classified in current assets as “marketable investments.” Marketable investments that were collateralized for a standby letter of credit, were reflected as "restricted investments."

 

The following tables summarize the components, and the unrealized gains and losses position, related to the Company’s cash, cash equivalents, marketable investments and restricted investments (in thousands):

 

June 30, 2017

 

Amortized

Cost

   

Gross

Unrealized

Gains

   

Gross

Unrealized

Losses

   

Fair Market

Value

 

Cash and cash equivalents:

                               

Cash

  $ 11,604     $     $     $ 11,604  

Money market funds

    982                   982  

Commercial paper

    6,093                   6,093  

Total cash and cash equivalents

    18,679                   18,679  
                                 

Marketable investments:

                               

U.S. government notes

    2,861             (6

)

    2,855  

U.S. government agencies

    2,005             (1

)

    2,004  

Municipal securities

    200                   200  

Commercial paper

    14,319       2       (1

)

    14,320  

Corporate debt securities

    12,891       8       (8

)

    12,891  

Total marketable investments

    32,276       10       (16

)

    32,270  
                                 

Restricted investments:

                               

Money market funds

    25                   25  

U.S. government notes

    2,266             (1

)

    2,265  

Total restricted investments

    2,291             (1

)

    2,290  
                                 

Total cash, cash equivalents, marketable investments and restricted investments

  $ 53,246     $ 10     $ (17

)

  $ 53,239  

 

December 31, 2016

 

Amortized

Cost

   

Gross

Unrealized

Gains

   

Gross

Unrealized

Losses

   

Fair Market

Value

 

Cash and cash equivalents:

                               

Cash

  $ 6,672     $     $     $ 6,672  

Money market funds

    6,053                   6,053  

Commercial paper

    1,050                   1,050  

Total cash and cash equivalents

    13,775                   13,775  
                                 

Marketable investments:

                               

U.S. government notes

    8,403       4       (9

)

    8,398  

U.S. government agencies

    3,918             (2

)

    3,916  

Municipal securities

    1,325                   1,325  

Commercial paper

    12,299       2       (2

)

    12,299  

Corporate debt securities

    14,366       3       (8

)

    14,361  

Total marketable investments

    40,311       9       (21

)

    40,299  
                                 

Total cash, cash equivalents and marketable investments

  $ 54,086     $ 9     $ (21

)

  $ 54,074  

 

8

 

 

As of June 30, 2017 and December 31, 2016, total gross unrealized losses were $17,000 and $21,000, respectively, and were related to interest rate changes on available-for-sale marketable and restricted investments. The Company has concluded that it is more-likely-than-not that the securities will be held until maturity or the recovery of their cost basis. No securities were in an unrealized loss position for more than 12 months.

 

The following table summarizes the contractual maturities of the Company’s available-for-sale securities, classified as marketable investments, and restricted investments as of June 30, 2017 (in thousands):

 

   

Amount

 

Due in less than one year

  $ 30,361  

Due in 1 to 3 years

    4,174  

Total marketable investments

  $ 34,535  

 

Note 3. Fair Value of Financial Instruments

 

Fair value is defined as the price that would be received to sell an asset or paid to transfer a liability in an orderly transaction between market participants at the measurement date. The fair value hierarchy distinguishes between (1) market participant assumptions developed based on market data obtained from independent sources (observable inputs) and (2) an entity’s own assumptions about market participant assumptions developed based on the best information available in the circumstances (unobservable inputs). The fair value hierarchy consists of three broad levels, which gives the highest priority to unadjusted quoted prices in active markets for identical assets or liabilities (Level 1) and the lowest priority to unobservable inputs (Level 3). The three levels of the fair value hierarchy are described below:

 

 

Level 1: Quoted prices (unadjusted) in active markets that are accessible at the measurement date for assets or liabilities.

 

Level 2: Directly or indirectly observable inputs as of the reporting date through correlation with market data, including quoted prices for similar assets and liabilities in active markets and quoted prices in markets that are not active. Level 2 also includes assets and liabilities that are valued using models or other pricing methodologies that do not require significant judgment since the input assumptions used in the models, such as interest rates and volatility factors, are corroborated by readily observable data from actively quoted markets for substantially the full term of the financial instrument.

 

Level 3: Unobservable inputs that are supported by little or no market activity and reflect the use of significant management judgment. These values are generally determined using pricing models for which the assumptions utilize management’s estimates of market participant assumptions.

 

In determining fair value, the Company utilizes valuation techniques that maximize the use of observable inputs and minimize the use of unobservable inputs to the extent possible as well as considers counterparty credit risk in its assessment of fair value.

 

As of June 30, 2017, financial assets measured and recognized at fair value on a recurring basis and classified under the appropriate level of the fair value hierarchy as described above were as follows (in thousands):

 

June 30, 2017

 

Level 1

   

Level 2

   

Level 3

   

Total

 

Cash equivalents:

                               

Money market funds

  $ 982     $     $     $ 982  

Commercial paper

          6,093             6,093  

Marketable investments:

                               

Available-for-sale securities

          32,270             32,270  

Restricted investments:

                               

Money market funds

    25                   25  

U.S. government notes

          2,265             2,265  

Total assets at fair value

  $ 1,007     $ 40,628     $     $ 41,635  

 

As of December 31, 2016, financial assets measured and recognized at fair value on a recurring basis and classified under the appropriate level of the fair value hierarchy as described above was as follows (in thousands):

 

December 31, 2016

 

Level 1

   

Level 2

   

Level 3

   

Total

 

Cash equivalents:

                               

Money market funds

  $ 6,053     $     $     $ 6,053  

Commercial paper

          1,050             1,050  

Marketable investments:

                               

Available-for-sale securities

          40,299             40,299  

Total assets at fair value

  $ 6,053     $ 41,349     $     $ 47,402  

 

9

 

 

The Company’s Level 2 investments include U.S. government-backed securities and corporate securities that are valued based upon observable inputs that may include benchmark yields, reported trades, broker/dealer quotes, issuer spreads, two-sided markets, benchmark securities, bids, offers and reference data including market research publications. The weighted average remaining maturity of the Company’s Level 2 investments as of June 30, 2017 is less than 1 year and all of these investments are rated by S&P and Moody’s at A- or better.

 

Note 4. Balance Sheet Details

 

Inventories

 

As of June 30, 2017 and December 31, 2016, inventories consist of the following (in thousands):

 

   

June 30, 2017

   

December 31, 2016

 

Raw materials

  $ 12,248     $ 10,966  

Finished goods

    4,665       4,011  

Total

  $ 16,913     $ 14,977  

 

Accrued Liabilities

 

As of June 30, 2017 and December 31, 2016, accrued liabilities consist of the following (in thousands):

 

   

June 30, 2017

   

December 31, 2016

 

Accrued payroll and related expenses

  $ 9,006     $ 9,036  

Warranty liability

    2,877       2,461  

Sales tax

    2,087       2,373  

Other

    5,003       3,527  

Total

  $ 18,973     $ 17,397  

 

Note 5. Warranty

 

The Company provides a standard one-year warranty on all systems. For direct sales to end customers, warranty coverage provided is for labor and parts necessary to repair the systems during the warranty period. For sales to distributors, we provide a 14 to 16 month warranty for parts only. The distributor provides the labor to their end customer.

 

The Company has a direct field service organization in the U.S. Internationally, the Company provides direct service support through its wholly-owned subsidiaries in Australia, Belgium, Canada, France, Hong Kong, Japan, Switzerland and the United Kingdom. In several other countries where it does not have a direct presence, the Company provides service through a network of distributors and third-party service providers.

 

After the original warranty period, maintenance and support are offered on a service contract basis or on a time and materials basis. The Company provides for the estimated cost to repair or replace products under warranty at the time of sale. The following table provides the changes in the product warranty accrual for the three and six months ended June 30, 2017 and 2016 (in thousands):

 

   

Three Months Ended

   

Six Months Ended

 
   

June 30,

   

June 30,

 
   

2017

   

2016

   

2017

   

2016

 

Beginning Balance

  $ 2,735     $ 1,819     $ 2,461     $ 1,819  

Add: Accruals for warranties issued during the period

    1,944       1,178       4,079       2,432  

Less: Settlements made during the period

    (1,802

)

    (997

)

    (3,663

)

    (2,251

)

Ending Balance

  $ 2,877     $ 2,000     $ 2,877     $ 2,000  

 

10

 

 

Note 6. Deferred Service Contract Revenue

 

The Company generates Service revenue from the sale of extended service contracts and from time and material services provided to customers who are not under a warranty or extended service contract. Service contract revenue is recognized on a straight-line basis over the period of the applicable contract. Service revenue from time and material services, is recognized as the services are provided.

 

The following table provides changes in the deferred service contract revenue balance for the three and six month ended June 30, 2017 and 2016 (in thousands):

 

   

Three Months Ended

   

Six Months Ended

 
   

June 30,

   

June 30,

 
   

2017

   

2016

   

2017

   

2016

 

Beginning Balance

  $ 9,555     $ 10,512     $ 9,431     $ 10,469  

Add: Payments received

    3,721       3,045       7,112       6,308  

Less: Revenue recognized

    (3,263

)

    (3,334

)

    (6,530

)

    (6,554

)

Ending Balance

  $ 10,013     $ 10,223     $ 10,013     $ 10,223  

 

Costs for extended service contracts were $1.0 million and $1.6 million for the three months ended June 30, 2017 and 2016, respectively, and $2.9 million and $3.2 million for the six months ended June 30, 2017 and 2016, respectively.

 

Note 7. Stockholders’ Equity and Stock-based Compensation Expense

 

Amended and Restated 2004 Equity Incentive Plan

 

In the second quarter ended June 30, 2017, the Company’s board of directors (“Board”) and stockholders approved the amendment and restatement of the 2004 equity incentive plan (“Amended and Restated 2004 Equity Incentive Plan”). The amendments included the extension of the term of the plan to the date of the Annual Meeting of the Company’s stockholders in 2022, an increase in the number of shares available for future grant by 1,600,000 shares, and other terms of the plan. The Amended and Restated 2004 Equity Incentive Plan provides for the grant of incentive stock options, non-statutory stock options, restricted stock, restricted stock units, stock appreciation rights, performance units, performance shares, and other stock or cash awards.

 

Share Repurchase Program

 

On February 8, 2016, the Company announced that its Board of Directors approved the expansion of its Stock Repurchase Program by $10 million, under which the Company is authorized to repurchase shares of its common stock. As of December 31, 2016, there remained an additional $5.1 million in the Stock Repurchase Program to use for repurchasing the Company’s common stock. On February 13, 2017 the Company’s Board of Directors approved the expansion of its Stock Repurchase Program by an additional $5 million.

 

In the three and six months ended June 30, 2017, the Company repurchased 193,844 and 334,244 shares of its common stock for approximately $4.1 million and $7.0 million, respectively. As of June 30, 2017, there remained an additional $3.1 million available in the Stock Repurchase Program to repurchase shares of common stock. All shares repurchased were retired and returned to authorized but unissued status.

 

On July 28, 2017 the Company's Board of Directors approved an incremental $25 million to be added to the Stock Repurchase Program.

 

Stock-based Compensation Expense

 

Stock-based compensation expense by department recognized during the three months ended June 30, 2017 and 2016 were as follows (in thousands):

 

   

Three Months Ended

   

Six Months Ended

 
   

June 30,

   

June 30,

 
   

2017

   

2016

   

2017

   

2016

 

Cost of revenue

  $ 147     $ 40     $ 276     $ 181  

Sales and marketing

    401       229       821       605  

Research and development

    239       105       476       285  

General and administrative

    444       376       1,053       1,011  

Total stock-based compensation expense

  $ 1,231     $ 750     $ 2,626     $ 2,082  

 

Activity under the Company’s Amended and Restated 2004 Equity Incentive Plan, as amended, is summarized as follows:

 

           

Options Outstanding

 
   

Shares

Available

for Grant

   

Number of

Stock Options

Outstanding

   

Weighted-

Average Exercise

Price

 

Balance, December 31, 2016

    721,657       1,116,472     $ 9.56  

Additional shares reserved

    1,600,000              

Options granted

    (85,500

)

    85,500       18.71  

Stock awards granted(1) (2)

    (486,614

)

           

Options exercised

          (370,162

)

    8.88  

Options canceled

    31,393       (31,393

)

    14.38  

Stock awards canceled(1)

    97,823              

Balance, June 30, 2017

    1,878,759       800,417     $ 10.66  

 

 

(1)

The Company has a “fungible share” provision in its Amended and Restated 2004 Equity Incentive Plan whereby for each full-value award (RSU/PSU) issued or canceled under the Plan requires the subtraction or add back of 2.12 shares from or to the Shares Available for Grant, respectively.

 

(2)

Included in 'Stock awards granted' of 486,614, was 221,540 fungible shares relating to 104,500 of PSUs granted. These PSUs may result in a lower number of shares of common stock that may be released on January 1, 2018, based on PSUs forfeited due to employment terminations and the degree of achievement of two performance goals compared to targets that were pre-determined by the Board and disclosed in a Form 8-K on January 11, 2017.

 

11

 

 

Under the Amended and Restated 2004 Equity Incentive Plan, the Company issued 241,696 shares and 426,903 shares of common stock during the three and six months ended June 30, 2017, respectively, in conjunction with stock options exercised and the vesting of RSUs and PSUs.

 

As of June 30, 2017, there was approximately $4.9 million of unrecognized compensation expense, net of projected forfeitures, related to non-vested equity awards. The expense is expected to be recognized over the remaining weighted-average period of 1.81 years. The actual expense recorded in the future may be higher or lower based on a number of factors, including, actual forfeitures experienced and the degree of achievement of the performance goals related to the PSUs granted.

 

Note 8. Net Income (Loss) Per Share

 

Basic net income (loss) per share is computed using the weighted-average number of shares outstanding during the period. In periods of net income, diluted shares outstanding include the dilutive effect of in-the-money equity awards (stock options, restricted stock units, performance stock units and employee stock purchase plan contributions), which is calculated based on the average share price for each fiscal period using the treasury stock method. Under the treasury stock method, the amount the employee must pay for the equity award, and the amount of compensation cost for future service that the Company has not yet recognized, are all assumed to be used to repurchase shares. Diluted earnings per share is the same as basic earnings per share for the periods in which the Company had a net loss because the inclusion of outstanding common stock equivalents would be anti-dilutive.

 

The following table sets forth the computation of basic and diluted net loss and the weighted average number of shares used in computing basic and diluted net loss per share (in thousands, except per share data):

 

   

Three Months Ended

   

Six Months Ended

 
   

June 30,

   

June 30,

 
   

2017

   

2016

   

2017

   

2016

 

Numerator

                               

Net income (loss) (in thousands)

  $ 1,947     $ (1,229

)

  $ 925     $ (3,280

)

Denominator

                               

Weighted average shares of common stock outstanding used in computing net income (loss) per share, basic

    13,935       13,131       13,888       13,071  

Dilutive effect of incremental shares and share equivalents

    694             745        

Weighted average shares of common stock outstanding used in computing net income (loss) per share, diluted

    14,629       13,131       14,633       13,071  

Net income (loss) per share:

                               

Net income (loss) per share, basic

  $ 0.14     $ (0.09

)

  $ 0.07     $ (0.25

)

Net income (loss) per share, diluted

  $ 0.13     $ (0.09

)

  $ 0.06     $ (0.25

)

 

The following numbers of weighted shares outstanding, prior to the application of the treasury stock method, were excluded from the computation of diluted net income (loss) per common share for the period presented because including them would have had an anti-dilutive effect (in thousands):

 

   

Three Months Ended

   

Six Months Ended

 
   

June 30,

   

June 30,

 
   

2017

   

2016

   

2017

   

2016

 

Options to purchase common stock

    66       1,993       53       2,059  

Restricted stock units

    3       448       2       426  

Performance stock units

          151             144  

Employee stock purchase plan shares

          83             83  

Total

    69       2,675       55       2,712  

 

Note 9. Income Taxes

 

The Company calculates the provision for income taxes during interim reporting periods by applying an estimate of the annual effective tax rate for the full fiscal year to “ordinary” income or loss (pretax income or loss excluding unusual or infrequently occurring discrete items) for the reporting period. When applicable, the year-to-date tax provision reflects adjustments from discrete tax items. In the quarter ended December 31, 2016, the Company adopted the FASB issued ASU No. 2016-09, Improvements to Employee Share-Based Payment Accounting. As a result of the adoption of the ASU No. 2016-09, the six months ended June 30, 2017 tax provision includes the discrete accounting of the net tax benefit of excess compensation cost (“windfalls”). In the periods prior to the adoption of ASU No. 2016-09, the tax benefit of windfalls and tax deficiencies (“shortfalls”) were recorded in equity to the extent of previous windfalls, and then to the income statement.

 

For the six month period ended June 30, 2016, the Company used a discrete effective tax rate method to calculate the provision for income taxes. The Company determined that since small changes in estimated “ordinary” income would result in significant changes in the estimated annual effective tax rate, the historical method would not provide a reliable estimate for the fiscal six-month period ended June 30, 2016.

 

The Company’s income tax expense of $59,000 and income tax benefit of $59,000 for the three and six months ended June 30, 2017, respectively, related primarily to the Company’s U.S. and non-U.S. operations based on the annual effective tax rate method. In addition, it included a tax benefit for excess tax deductions of approximately $59,000 and $110,000 recorded discretely in the three and six months ended June 30, 2017, respectively. The Company’s income tax expense for the three and six months ended June 30, 2016 was $30,000 and $54,000, respectively, and related primarily to income taxes of the Company’s non-U.S. operations.

 

The Company utilizes the asset and liability method of accounting for income taxes, under which deferred taxes are determined based on the temporary differences between the financial statement and tax basis of assets and liabilities using enacted tax rates expected to be in effect during the years in which the basis differences reverse. A valuation allowance is recorded when it is more likely than not that some of the deferred tax assets will not be realized. As of June 30, 2017, and December 31, 2016, the Company had a 100% valuation allowance against its U.S. deferred tax assets. Significant management judgment is required in determining any valuation allowance recorded against deferred tax assets. In evaluating the ability to recover deferred tax assets, the Company considered available positive and negative evidence giving greater weight to its recent cumulative losses and lesser weight to its projected financial results due to the subjectivity involved in forecasting future periods. The Company also considered, commensurate with its objective verifiability, the forecast of future taxable income including the reversal of temporary differences and the implementation of feasible and prudent tax planning strategies.

 

12

 

Note 10. Commitments and Contingencies

 

The Company is named from time to time as a party to product liability, contractual lawsuits and other general corporate matters in the normal course of business. The Company routinely assesses the likelihood of any adverse judgments or outcomes related to legal matters and claims, as well as ranges of probable losses. A determination of the amount of the reserves required, if any, for these contingencies is made after analysis of each known issue, historical experience, whether it is more likely than not that the Company shall incur a loss, and whether the loss is estimable.

 

The Company is not currently a party to any material legal proceedings.

 

Note 11. Subsequent Events

 

On May 2, 2017, the Company entered into a new building lease with the intent to relocate its corporate headquarters to a new facility in Fremont, California. On July 6, 2017, the Company terminated this lease in return for a lump sum receipt from the lessor of $4.0 million. In conjunction with this lease termination, the Company cancelled a standby letter of credit that it had provided to the landlord as a security deposit, which removed all restrictions on $2.3 million of investments that were used to secure the standby letter of credit and recorded as “Restricted investments” in the balance sheet as of June 30, 2017. Simultaneously with the execution of the lease termination, the Company entered into an amendment to its existing lease agreement for the Company to maintain its corporate headquarters in its current facility in Brisbane, California. This amendment extends the term of the lease from December 31, 2017 to January 31, 2023.

 

As of June 30, 2017, the Company had $3.1 million remaining under its Stock Repurchase Program. On July 28, 2017, the Company’s Board of Directors approved an additional $25 million to be added to the program.

 

13

 

 

ITEM 2.

MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS

 

Caution Regarding Forward-Looking Statements

 

This Quarterly Report on Form 10-Q (“Form 10-Q”) contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934, as amended (the “Exchange Act”). The Private Securities Litigation Reform Act of 1995 provides a “safe harbor” for certain forward-looking statements. The words “believe,” “potential,” “forecast,” “project,” “expect,” “anticipate,” “plan,” “intend,” “foresee,” “should,” “would,” “could,” “may,” “estimate,” “project” or other similar expressions are intended to identify forward-looking statements. These forward-looking statements are based on our current expectations and beliefs concerning future developments and their potential effects on us. There can be no assurance that future developments affecting us will be those that we anticipate. All comments concerning our expectations for future revenues and operating results are based on our forecasts for our existing operations. These forward-looking statements involve significant risks and uncertainties (some of which are beyond our control) and assumptions. They are subject to change based on various factors, including but not limited to the risks and uncertainties summarized below:

 

 

changes in our common stock price;

 
changes in our profitability;
 
regulatory activities and announcements, including the failure to obtain regulatory approvals for our new products;
 
effectiveness of our internal controls over financial reporting;
 
 
fluctuations in future quarterly operating results;
  failure to comply with, or changes in, laws, regulations or administrative practices
affecting government regulation of our products, including, but not limited to, United States (“U.S.”) Food and Drug Administration (“FDA”) laws and regulations;
 
failure to establish, expand or maintain market acceptance or payment for the purchase of our products;
 
failure to maintain the current regulatory approvals for our indications;
 
unfavorable results from clinical studies;
 
variations in sales and operating expenses relative to estimates;
 
our dependence on certain suppliers and manufacturers to provide certain materials, components and contract services necessary for the production of our products;
 
product liability-related losses and costs;
 
protection, expiration and validity of our intellectual property;
 
changes in technology, including the development of superior or alternative technology or devices by competitors;
 
failure to comply with applicable domestic laws and regulations, including federal and state privacy and security laws and regulations;
 
failure to comply with foreign law and regulations;
 
international operational and economic risks and concerns;
 
failure to attract or retain key personnel;
 
losses or costs from pending or future lawsuits and governmental investigations;
 
changes in accounting rules that adversely affect the characterization of our consolidated results of income, financial position or cash flows;
 
changes in customer spending patterns;
 
continued volatility in the global market and worldwide economic conditions;
 
changes in tax laws or exposure to additional income tax liabilities; and
 
weather or natural disasters that interrupt our business operations or the business operations of our customers.

 

Other factors that could cause our actual results to differ from our projected results are described in (1) “Part II, Item 1A. Risk Factors” and elsewhere in this Form 10-Q, (2) our Annual Report on Form 10-K for the period ended December 31, 2016 (“2016 Form 10-K”), (3) our reports and registration statements filed and furnished from time to time with the U.S. Securities and Exchange Commission (“SEC”) and (4) other announcements we make from time to time.

Readers are cautioned not to place undue reliance on forward-looking statements, which speak only as of the date hereof.  We undertake no obligation to update or revise any forward-looking statements after the date they are made, whether as a result of new information, future events or otherwise. You should read the following discussion and analysis in conjunction with our unaudited consolidated financial statements and related notes included elsewhere in this report. Operating results for the twenty-six weeks ended June 30, 2017 are not necessarily indicative of future results, including the full fiscal year. You should also refer to our “Annual Consolidated Financial Statements,” “Notes” thereto, and “Management’s Discussion and Analysis of Financial Condition and Results of Operations” and “Risk Factors” contained in our 2016 Form 10-K.

Introduction

The Management’s Discussion and Analysis, or MD&A, is organized as follows:

 

 

Executive Summary. This section provides a general description and history of our business, a brief discussion of our product lines and the opportunities, trends, challenges and risks we focus on in the operation of our business.

 

Critical Accounting Policies and Estimates. This section describes the key accounting policies that are affected by critical accounting estimates.

 

Results of Operations. This section provides our analysis and outlook for the significant line items on our Condensed Consolidated Statements of Operations.

 

Liquidity and Capital Resources. This section provides an analysis of our liquidity and cash flows, as well as a discussion of our commitments.

 

Executive Summary

 

Company Description.

 

We are a leading medical device company specializing in the research, development, manufacture, marketing and servicing of laser and other energy-based aesthetics systems for practitioners worldwide. We offer easy-to-use products which enable physicians and other qualified practitioners to perform safe and effective aesthetic procedures, including treatment of vascular conditions and removal of benign pigmented lesions, hair removal, skin rejuvenation, body contouring, skin resurfacing, tattoo removal and toenail fungus treatment. Our platforms are designed to be easily upgraded to add applications and hand pieces, which provide flexibility for our customers as they expand their practices. The sales of systems, system upgrades, hand pieces, hand piece refills (applicable to Titan and truSculpt) and the distribution of third party manufactured skincare products are classified as “Products” revenue. In addition to Products revenue, we generate revenue from the sale of post-warranty service contracts, parts, detachable hand piece replacements (except for Titan and truSculpt) and service labor for the repair and maintenance of products that are out of warranty, all of which is classified as “Service” revenue.

 

Our corporate headquarters and U.S. operations are located in Brisbane, California, where we conduct our manufacturing, warehousing, research and development, regulatory, sales and marketing, service, and administrative activities. We have wholly-owned subsidiaries in Australia, Belgium, Canada, France, Hong Kong, Japan, Switzerland and the United Kingdom. We market, sell and service our products outside of the United States through our direct employees, third party service providers, as well as a global distributor network in over 40 countries.

 

14

 

 

Products

 

Our revenue is derived from the sale of Products and Services. Our Products revenue is derived from the sale of Systems, Hand piece refills (applicable to Titan and truSculpt) and the distribution of third party manufactured Skincare products. Systems revenue includes the sales of new systems and additional applications that customers purchase as their practice grows. A system consists of a console that incorporates a universal graphic user interface, a laser and/or other energy-based module, control system software, high voltage electronics and one or more hand pieces. Our primary system platforms include:

 

 

enlighten

 

excel HR

 

truSculpt

 

excel V

 

xeo

 

Other than the above mentioned five primary systems, we continue to generate revenue from our legacy products such as GenesisPlusTM, CoolGlide®, and a third-party sourced system called myQ® for the Japanese market. We have renewed our distribution contract for the sale of myQ in Japan on a non-exclusive basis through September 30, 2018. For our Titan and truSculpt hand pieces, after a set number of treatments have been performed, the customer is required to send the hand piece back to the factory for refurbishment, which we refer to as “refilling” the hand piece. In Japan, we distribute ZO Medical Health Inc. (“ZO”) skincare products.

 

Service revenue relates to prepaid service contracts, direct billings for detachable hand piece replacements (except for Titan and truSculpt) and revenue for parts and labor on out-of-warranty products.

 

Significant Business Trends

 

We believe that our ability to grow revenue will be primarily dependent on the following:

 

 

Consumer demand for the applications of our products.

 

Customer (physicians and other practitioners) demand for our products.

 

Continuing to expand our product offerings ─ both through internal development and sourcing from other vendors.

 

Ongoing investment in our global sales and marketing infrastructure.

 

Use of clinical results to support new aesthetic products and applications.

 
 
Increaed collaboration with key opinion leaders of our industry to assist us in selling efforts.
 

Marketing to physicians in the core dermatology and plastic surgery specialties, as well as outside those specialties.

 

Generating ongoing revenue from our growing installed base of customers through the sale of systems, system upgrades, hand piece refills, skincare products, and services.

 

For a detailed discussion of the significant business trends impacting our business, please see the section titled “Results of Operations” below.

 

Factors that May Impact Future Performance.

 

Our industry is impacted by numerous competitive, regulatory, macroeconomic and other significant factors. Our industry is highly competitive and our future performance depends on our ability to compete successfully. Additionally, our future performance depends on our ability to continue to expand our product offerings, develop innovative technologies, obtain regulatory clearances for our products, protect the proprietary technology of our products and our manufacturing processes, manufacture our products cost-effectively, and successfully market and distribute our products in a profitable manner. If we fail to execute on the aforementioned initiatives, our business could be adversely affected. A detailed discussion of these and other factors that could impact our future performance are provided in

(1) “Part II, Item 1A. Risk Factors” and elsewhere in this Form 10-Q, (2) our 2016 Form 10-K, (3) our reports and registration statements filed and furnished from time to time with the SEC, and (4) other announcements we make from time to time.

Critical Accounting Policies and Estimates.

The preparation of our Condensed Consolidated Financial Statements and related disclosures in conformity with GAAP requires us to make estimates, judgments and assumptions that affect the reported amounts of assets, liabilities, revenue and expenses. These estimates, judgments and assumptions are based on historical experience and on various other factors that we believe are reasonable under the circumstances. We periodically review our estimates and make adjustments when facts and circumstances dictate. To the extent that there are material differences between these estimates and actual results, our financial condition or results of operations will be affected.

 

15

 

 

Critical accounting estimates, as defined by the SEC, are those that are most important to the portrayal of our financial condition and results of operations and require our management’s most difficult and subjective judgments and estimates of matters that are inherently uncertain. The accounting policies and estimates that we consider to be critical, subjective, and requiring judgment in their application are summarized in “Item 7—Management’s Discussion and Analysis of Financial Condition and Results of Operations” in our 2016 Form 10-K. There have been no significant changes to the accounting policies and estimates disclosed in our Form 10-K.

 

Results of Operations

 

The following table sets forth selected consolidated financial data for the periods indicated, expressed as a percentage of total revenue, net. Percentages in this table and throughout our discussion and analysis of financial condition and results of operations may reflect rounding adjustments.

 

   

Three Months Ended

   

Six Months Ended

 
   

June 30,

   

June 30,

 
   

2017

   

2016

   

2017

   

2016

 
                                 

Net revenue

    100

%

    100

%

    100

%

    100

%

Cost of revenue

    42

%

    42

%

    44

%

    43

%

Gross margin

    58

%

    58

%

    56

%

    57

%

                                 

Operating expenses:

                               

Sales and marketing

    35

%

    39

%

    36

%

    39

%

Research and development

    8

%

    10

%

    9

%

    11

%

General and administrative

    10

%

    14

%

    10

%

    14

%

Total operating expenses

    53

%

    63

%

    55

%

    64

%

                                 

Income (loss) from operations

    5

%

    (5

)%

    1

%

    (7

)%

Interest and other income, net

    1

%

    1

%

    1

%

    1

%

Income (loss) before income taxes

    6

%

    (4

)%

    2

%

    (6

)%

                                 

Provision for income taxes

   

%

   

%

   

%

   

%

Net income (loss)

    6

%

    (4

)%

    2

%

    (6

)%

 

Total Net Revenue

 

   

Three Months Ended June 30,

   

Six Months Ended June 30,

 

(Dollars in thousands)

 

2017

   

% Change

   

2016

   

2017

   

% Change

   

2016

 

Revenue mix by geography:

                                               

United States

  $ 24,239       53 %   $ 15,806     $ 40,783       52 %   $ 26,860  

International

    12,150       4 %     11,671       24,905       8 %     23,040  

Consolidated total revenue

  $ 36,389       32 %   $ 27,477     $ 65,688       32 %   $ 49,900  
                                                 

United States as a percentage of total revenue

    67 %             58 %     62 %             54 %

International as a percentage of total revenue

    33 %             42 %     38 %             46 %
                                                 

Revenue mix by product category:

                                               

Systems – North America

  $ 22,626       63 %   $ 13,888     $ 37,086       62 %   $ 22,912  

Systems – International

    7,489       7 %     6,976       16,021       11 %     14,465  

Total Systems

    30,115       44 %     20,864       53,107       42 %     37,377  

Hand Piece Refills

    649       (10

%)

    720       1,148       (11

%)

    1,284  

Skincare

    963       11 %     870       1,947       11 %     1,749  

Service

    4,662       (7

%)

    5,023       9,486       %     9,490  

Consolidated total revenue

  $ 36,389       32 %   $ 27,477     $ 65,688       32 %   $ 49,900  

 

16

 

 

Total Net Revenue:

 

Our revenue increased by 32% in both the three month and six month periods ended June 30, 2017, compared to the same periods in 2016, due primarily to

an increase in the volume of systems sold.

Revenue by Geography:

Our U.S. revenue increased by $8.4 million, or 53%, and by $13.9 million, or 52%, in the three and six months ended June 30, 2017, respectively, compared to the same periods in 2016. This growth was due primarily to an increase in the volume of systems sold, as the result of the launch of our second generation truSculpt 3D product in the second quarter ended June 30, 2017, as well as increased sales headcount and additional marketing and promotional activities.

Our international revenue increased by $479,000, or 4%, and by $1.9 million, or 8%, in the three and six months ended June 30, 2017, compared to the same periods in 2016. These increases were due primarily to growth in our direct business in Hong Kong and Japan as well as an increase in distributor business in the Middle East, partially offset by declines in revenue from our direct countries in Europe, and our Asia and Latin America distributors.

Revenue by Product Type:

 

Systems Revenue

 

Systems revenue in North America increased by $8.7 million, or 63%, and by $14.2 million, or 62%, in the three and six months ended June 30, 2017, respectively, compared to the same periods in 2016. This growth was due primarily to an increase in volume of truSculpt 3D and other platforms, which was driven in part by additional sales headcount, higher productivity of our sales representatives, and the positive impact of additional marketing and promotional activities.

Systems revenue outside of North America (“International”) increased by $513,000, or 7%, and by $1.6 million, or 11%, in the three and six months ended June 30, 2017, respectively, compared to the same periods in 2016. This growth was attributable primarily to increased revenue from xeo and excel HR, partially offset by declines in the volume of our first generation truSculpt product (truSculpt 3D has not yet been launched internationally).

Hand Piece Refills Revenue

Our Hand Piece Refills revenue decreased by $71,000, or 10%, and by $136,000, or 11%, in the three and six months ended June 30, 2017, compared to the same periods in 2016. These decreases were caused primarily by reduced utilization of the Titan hand pieces.

 

Skincare Revenue

 

Our revenue from Skincare products in Japan increased by $93,000, or 11%, and by $198,000, or 11%, in the three and six months ended June 30, 2017, respectively, compared to the same periods in 2016. These increases were due primarily to increased marketing and promotional activities for this distributed product.

 

Service Revenue

 

Our worldwide Service revenue decreased by $361,000, or 7%, in the three months ended June 30, 2017, compared to the same period in 2017. This decrease was due primarily to decreased sales of system parts to our network of international distributors. Our worldwide Service revenue was flat in the six months ended June 30, 2017, when compared to the same period in 2016.

 

Gross Profit

 

   

Three Months Ended June 30,

   

Six Months Ended June 30,

 

(Dollars in thousands)

 

2017

   

% Change

   

2016

   

2017

   

% Change

   

2016

 

Gross profit

  $ 21,046       31

%

  $ 16,005     $ 36,567       28

%

  $ 28,479  

As a percentage of total net revenue

    58

%

            58

%

    56

%

            57

%

 

Our cost of revenue consists primarily of material, personnel expenses, product warranty costs, amortization of intangibles and manufacturing overhead expenses.

 

17

 

 

Gross margin in the three months ended June 30, 2017, compared to same period in 2016, remained flat at 58%. This was due primarily to:

 

 
An improvement in margins resulting from an $8.9 million increase in total net revenue, which improved the leverage of our manufacturing department expenses;
 
An increase in the volume of truSculpt 3D system sales that have a higher margin than our enlighten and excel HR products; offset by
 
Increased service and warranty related expenses for some of our system platforms that are more complex and have a higher material cost, compared to our legacy systems.

 

Gross margin in the six months ended June 30, 2017 decreased to 56%, compared to 57% in the same period in 2016. This decrease was due primarily to:

 

 
 
Margin improvements resulting from the increased number of systems sold that improved the leverage of our manufacturing department expenses;
 
 
Improved margins from truSculpt 3D system sales that have a higher margin than our enlighten and excel HR products; offset by
 
Reduced margins resulting from a higher percentage of total revenue coming from our enlighten and excel HR products that have lower gross margins than our legacy and truSculpt products. In addition, in the quarter ended March 31, 2017 our enlighten average selling prices were negatively impacted due to the offering of favorable discounted pricing to our installed base of customers to upgrade to enlighten III as part of our normal market seeding of our product with key opinion leaders interested to act as future reference sites; and
 
Reduction in margins due to increased warranty related expenses for some of our system platforms that are more complex and have a higher material cost than our legacy products.

 

Sales and Marketing

 

   

Three Months Ended June 30,

   

Six Months Ended June 30,

 

(Dollars in thousands)

 

2017

   

% Change

   

2016

   

2017

   

% Change

   

2016

 

Sales and marketing

  $ 12,787       19

%

  $ 10,712     $ 23,560       21

%

  $ 19,428  

As a percentage of total net revenue

    35

%

            39

%

    36

%

            39

%

 

Sales and marketing expenses consist primarily of personnel expenses, expenses associated with customer-attended workshops and trade shows, post-marketing studies, and advertising. Sales and marketing expenses as a percentage of revenue declined to 35% and 36% during the three and six months ended June 30, 2017, respectively, compared to 39% during the three and six months ended June 30, 2016. This improvement was due primarily to improved leverage in our sales and marketing expenses as well as an improvement in our direct sales employee productivity.

 

The $2.1 million increase in sales and marketing expenses during the three months ended June 30, 2017, compared to the same period in 2016, was due primarily to:

 

 

$1.4 million net increase in personnel related expenses, which were driven primarily by higher headcount and commissions in North America due to higher revenue;

 

$275,000 of higher marketing consulting services;

 

$190,000 of higher travel related expenses in North America, resulting from greater activity and increased headcount; and

 

$163,000 of higher promotional and product demonstration expenses, primarily in North America.

 

Sales and marketing expenses increased by $4.1 million in the six months ended June 30, 2017, compared to the same period in the prior year, due primarily to:

 

 

$2.6 million net increase in personnel related expenses, which were driven primarily by higher headcount and commissions in North America due to higher revenue;

 

$500,000 of higher promotional and product demonstration expenses, primarily in North America;

 

$454,000 of higher travel related expenses in North America, resulting from greater activity and increased headcount; and

 

$389,000 of higher marketing consulting services.

 

Research and Development (R&D)

 

   

Three Months Ended June 30,

   

Six Months Ended June 30,

 

(Dollars in thousands)

 

2017

   

% Change

   

2016

   

2017

   

% Change

   

2016

 

Research and development

  $ 2,981       10

%

  $ 2,712     $ 5,926       9

%

  $ 5,421  

As a percentage of total net revenue

    8

%

            10

%

    9

%

            11

%

 

R&D expenses consist primarily of personnel expenses, clinical research, regulatory and material costs. R&D expenses increased by $269,000, and represented 8% of total net revenue, in the three months ended June 30, 2017, compared to 10% for the same period in 2016. This increase in expense was due primarily to:

 

 

$164,000 of increased personnel and consulting related expenses.

 

R&D expenses increased by $505,000, and represented 9% of total net revenue, in the six months ended June 30, 2017, compared to 11% for the same period in 2016. This increase in expense was due primarily to:

 

 

$413,000 of increased personnel and consulting related expenses.

 

General and Administrative (G&A)

 

   

Three Months Ended June 30,

   

Six Months Ended June 30,

 

(Dollars in thousands)

 

2017

   

% Change

   

2016

   

2016

   

% Change

   

2016

 

General and administrative

  $ 3,548       (11

)%

  $ 3,997     $ 6,764       (6

)%

  $ 7,217  

As a percentage of total net revenue

    10

%

            14

%

    10

%

            14

%

 

18

 

 

G&A expenses consist primarily of personnel expenses, legal fees, accounting, audit and tax consulting fees, and other general and administrative expenses. G&A expenses decreased by $449,000 and represented 10% of total net revenue in the three months ended June 30, 2017, compared to 14% in the same period in 2016, due primarily to:

 

 

Litigation settlement expenses and legal fees associated with a litigation matter settled in the second quarter of 2016, which did not recur in 2017; partially offset by

 

$363,000 of increased fees related to consulting services;

 

$218,000 of increased personnel related expenses; and

 

$107,000 of increased legal fees.

 

 

G&A expenses decreased by $453,000 and represented 10% of total net revenue in the six months ended June 30, 2017, compared to 14% in the same period in 2016, due primarily to:

 

 

Litigation settlement expenses and legal fees associated with a litigation matter settled in the second quarter of 2016, which did not recur in 2017; partially offset by

 

$417,000 of increased fees related to consulting services;

 

$139,000 of increased personnel related expenses; and

 

$114,000 of increased legal fees.

 

Interest and Other Income, Net

 

Interest and other income, net, consists of the following:

 

   

Three Months Ended June 30,

   

Six Months Ended June 30,

 

(Dollars in thousands)

 

2017

   

% Change

   

2016

   

2017

   

% Change

   

2016

 

Interest income

  $ 124       59

%

  $ 78     $ 243       57

%

  $ 155  

Other income (expense), net

    152       9

%

    139       306       49

%

    206  

Total interest and other income, net

  $ 276       27

%

  $ 217     $ 549       52

%

  $ 361  

 

Interest and other income, net, increased $59,000 in the three months ended June 30, 2017, compared to the same period in 2016. This increase was due primarily to an increase in interest income from our marketable investments resulting from an increased investment balance as well as higher rates of return.

 

Interest and other income, net, increased $188,000 in the six months ended June 30, 2017, compared to the same period in 2016. This increase was due primarily to a reduction in net foreign exchange losses as well as an increase in interest income from our marketable investments resulting from an increased investment balance as well as higher rates of return.

 

Provision for Income Taxes

 

   

Three Months Ended June 30,

   

Six Months Ended June 30,

 

(Dollars in thousands)

 

2017

   

% Change

   

2016

   

2017

   

% Change

   

2016

 

Income (loss) before income taxes

  $ 2,006       267

%

  $ (1,199

)

  $ 866       127

%

  $ (3,226

)

Provision for income taxes

    59       97

%

    30       (59

)

    (209

)%

    54  

 

For the three months ended June 30, 2017, our income tax expense was $59,000, compared to $30,000 in the same period in 2016. For the six months ended June 30, 2017, our income tax benefit was $59,000, compared to a tax expense of $54,000 in the same period in 2016.

 

In the three and six months ended June 30, 2017, we calculated the provision for income taxes for interim reporting periods by applying an estimate of the ‘annual effective tax rate’ for the full fiscal year to ordinary income or loss. Our income tax (benefit) for the three and six months ended June 30, 2017 related primarily to U.S. alternative minimum taxes as we are able to utilize our net operating losses brought forward against our projected income for fiscal 2017. In addition, we recorded discretely the net tax benefit of excess equity compensation costs (“windfalls”) of approximately $59,000 and $110,000 in the three and six months ended June 30, 2017, respectively.

 

For our income tax provision in the three and six months ended June 30, 2016, the tax expense was primarily related to income taxes of our non-U.S. operations as our U.S. operations were in a loss position and we had a 100% valuation allowance against them. We did not record a year-to-date tax benefit associated with the projected 2016 U.S. tax expense due to historical losses and uncertainties related to the projected income. We continue to maintain a 100% valuation allowance against our U.S. deferred tax assets in fiscal 2016 and 2017.

 

Due to the uncertainty regarding the timing and extent of our future profitability, we continue to record a full valuation allowance to offset our U.S. deferred tax assets, which primarily represent future income tax benefits associated with our operating losses because we do not currently believe that the positive evidence outweighs the negative evidence.  In the near future, if we conclude that sufficient positive evidence (including our estimate of future taxable income) exists to support a reversal of all or a portion of the valuation allowance, we expect that a significant portion of any release of the valuation allowance will be recorded as an income tax benefit at the time of release. In addition, as and when we discontinue recording a valuation allowance against our deferred tax assets, we expect that our income tax expense recorded in future quarters will increase.

 

19

 

 

Liquidity and Capital Resources

 

Liquidity is the measurement of our ability to meet potential cash requirements, fund the planned expansion of our operations and acquire businesses. Our sources of cash include operating activities, stock option exercises, Employee Stock Purchase Plan contributions, and the liquidation of marketable investments. We actively manage our cash usage and investment of liquid cash to ensure the maintenance of sufficient funds to meet our daily needs. The majority of our cash and investments are held in U.S. banks and our foreign subsidiaries maintain a limited amount of cash in their local banks to cover their short-term operating expenses.

 

Cash, Cash Equivalents and Marketable Investments

 

The following table summarizes our cash, cash equivalents, marketable investments and restricted investments:

 

(Dollars in thousands)

 

June 30,
2017

   

December 31,

2016

   

Change

 

Cash and cash equivalents

  $ 18,679     $ 13,775     $ 4,904  

Marketable investments

    32,270       40,299       (8,029

)

Restricted investments

    2,290       -       2,290  

Total

  $ 53,239     $ 54,074     $ (835

)

 

Cash Flows

 

   

Six Months Ended June 30,

 

(Dollars in thousands)

 

2017

   

2016

 

Net cash flow provided by (used in):

               

Operating activities

  $ 3,890     $ (4,352

)

Investing activities

    5,533       1,502  

Financing activities

    (4,519

)

    (598

)

Net decrease in cash and cash equivalents

  $