CORPORATE PARTICIPANTS. Stuart Meldrum Prism Medical Ltd. Chief Executive Officer. George Chiarucci Prism Medical Ltd. Chief Financial Officer

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1 CORPORATE PARTICIPANTS Prism Medical Ltd. Chief Executive Officer George Chiarucci Prism Medical Ltd. Chief Financial Officer CONFERENCE CALL PARTICIPANTS Northland Capital Analyst Nick Agostino Laurentian Bank Securities Analyst Brian Pow Acumen Capital Analyst 1

2 PRESENTATION Operator Good morning, ladies and gentlemen. Thank you for standing by. Welcome to the Prism Medical Limited 2012 Third Quarter Financial Results Conference call. At this time, all participants are in a listen only mode. Following the presentation, we will conduct a question and answer session. Instructions will be provided at that time for you to queue up for questions. If anyone has any difficulties hearing this call, please press *, 0 for an Operator assistance at any time. Listeners are reminded that portion of today's discussions, including responses to questions posed in today's call, could constitute forward looking statements that are subject to risks and uncertainties relating to Prism Medical's future financial or business performance and condition. Actual results could differ materially from those anticipated in these forward looking statements. Risk factors that may affect results are detailed in Prism Medical's filings with Canadian securities regulatory authorities, which could be accessed at Please note that Prism Medical is under no obligation to update any forward looking statements discussed today, except as required by applicable law, and investors are cautioned not to place undue reliance on these statements. I'd like to remind everyone that this call is being recorded on Thursday, November 1 st at 9:00 a.m. Eastern Time. 2

3 I'd like to now turn the call over to Mr., Chief Executive Officer of Prism Medical. Please go ahead. Chief Executive Officer, Prism Medical Ltd. Good morning, everyone, and thank you for joining us for today's call. Quarter three was a challenging quarter for us. While the UK continues to perform well and Canada after a strong first half reverted to normal levels, the slowdown in the US market impacted the revenues and profits we reported for the quarter. Let's take a look at each market in more detail. In Canada, we saw strong institutional demand during the first half of the year for the Company's products, as institutions replaced end of life products that were installed approximately 10 years ago. As well, new institutional facilities were also built in several provinces, and we continued to penetrate the Quebec market through our key distribution relationship we established in the province. During quarter three, we saw a slight correction in the Canadian market, which resulted in a small decrease in our sales versus last year's quarter three. This correction was anticipated, and it should also be noted that the third quarter tends to be relatively slow in comparison to other quarters. As you may remember from our last quarterly call, we launched our portable gantry lift into the Canadian market. We are happy to report that this product is continuing to gain traction within the Canadian market. Since launch in quarter two, we have now sold over 175 units. 3

4 In the US, we faced a few challenges during the quarter. Our view of the US market has remained unchanged. It's still an underdeveloped market with tremendous potential for growth. During the quarter, our sales into homecare continued to grow significantly. Our strategy of developing this segment of the market through both geographical and product range extension is delivering good results with predictable sales. The new portable gantry lift launched in Canada will launch in the US in quarter four. However, the US market is also dependent on hospital capital spend projects, which are sensitive to budgetary pressures. And during the quarter, we saw the impact of budgetary constraints and economic uncertainty caused by continuation of delays to these projects that were reported in quarter two. All of our main competitors in this segment also reported reduction in sales. We are finding these project revenues, which even in a positive economic environment can fluctuate significant, difficult to predict. Consequently, we have taken steps to align our cost structure and make it significantly less fixed and more variable. Additionally, we are putting increased focus on building a bigger pipeline of potential new business to offset the delays and uncertainty. We believe that the long term trends in the US market continue to be very positive for our products and services. The aging population and the need to reduce healthcare costs line up well with the value proposition of our products and services. 4

5 Safe patient handling adoption continues to grow. More and more health care systems see the benefits of reduced caregiver injuries. Our UK business continues to perform well in what is a difficult economic environment. Our strategy is focused on superior execution and continued leadership in the homecare market. Our bundled contract strategy, together with our homecare expertise, is enabling local health authorities to take advantage of the lower costs that health care delivery at home can give. With that, I will turn the call over to George to review the financial results. George Chiarucci Chief Financial Officer, Prism Medical Ltd. Thank you, Stuart, and good morning, everyone. Revenues for the threemonth period ended August 31, 2012, decreased by 6.8 percent to 17.2 million from 18.4 million from the same period last year. On a year to date basis, however, revenues are up by 8.1 percent from 53.4 million to 57.8 million. North American revenues decreased by 11 percent in the quarter compared to last year. The decrease was primarily due to the economic uncertainty in the US, resulting in delays or cancellations of capital spending projects, as Stuart mentioned. On a year to date basis, revenues were up by 11.4 percent from 24.5 million to 27.3 million, largely on the strength of the Canadian operations. Revenues in the UK decreased by 3.6 percent in the quarter compared to last year. However, on a year to 5

6 date basis, revenues are ahead of last year by 5.4 percent from 28.9 million to 30.5 million. Gross profit for the quarter came in at 6.7 million compared to 7 million the same period last year, a decrease of 4.4 percent. However, again on a year to date basis, we were ahead of last year by 5.2 percent. Gross margin rates increased slightly compared to last year, coming in at 38.9 percent versus 37.9 percent in Q The increase in gross margin rates year overyear is primarily as a result of continued improvements made in the engineering efficiencies in the UK. SG&A in the quarter increased from 5.8 million to 6.5 million. The increase is primarily due to the increase in costs in the US to support anticipated revenue growth and expansion, which did not materialize due to reasons explained earlier. In light of the continued economic uncertainty in the US and the project nature of the revenue stream, we have taken steps to align our cost structure and make it significantly more variable, as Stuart previously noted. EBITDA in the quarter decreased from 1.7 million to 1 million, and on a yearto date basis, EBITDA decreased from 6.6 million to 5.8 million. This quarter accounted for most of the year to date decrease. Net income for the quarter was 71,000, down from 443,000 in Q3 2011, resulting in an earnings per share of $0.01 compared to $0.07 last year. The decrease was driven by lower operating profit, offset by lower interest expense and higher tax 6

7 recoveries recorded in the US. However, on a year to date basis, net income remained unchanged from last year at 2.4 million. We ended the quarter with total debt net of cash of 12.4 million, representing a debt to equity ratio of 0.38 compared to 12.6 million and a debt to equity ratio of 0.37 as at November 30, Working capital at 9.5 million was about 10.3 percent lower than the 10.7 million at November 30, Cash flow from operations for Q3 was 1.1 million compared to 2.1 million in the same quarter last year. Subsequent to the quarter, the Company's lenders increased the credit facility relating to the demand revolving loan from 15 million to 17.5 million, and the demand revolving loan to finance acquisitions was increased from 7.5 million to 27.5 million. With respect to dividends, the Company has already paid the targeted dividends of $0.32 per share or $0.08 per quarter in this fiscal year. We continued to generate positive cash flow, and our balance sheet remains strong, positioning us well to take advantage of future growth. With that, I will turn the call back to Stuart for closing comments. Thanks, George. During the quarter, we faced some challenges in the US market. However, we believe that this market holds great long term potential to provide above average growth. 7

8 Institutional penetration for safe patient movement and handling equipment is well below what is witnessed in mature markets, such as the UK, and the homecare market is similarly underdeveloped. While budget constraints and the cyclicality of the institutional order pipeline can cause variability in US revenue, our efforts to build a larger footprint in this market have already resulted in a viable business. We already have a strong foothold in the UK and Canada, and we are actively growing our sales footprint in the US, and designing affordable products to further penetrate the private pay homecare market. With the market for safe patient moving and handling equipment only getting bigger, we see great opportunities ahead, and we continue to make sure that our strategies and execution position us to take full advantage. Thank you for your continued support. I would now like to open the call up for questions. Q&A Operator At this time, I'd like to remind everyone in order to ask a question press *, then the number 1 on your telephone keypad. We ll pause for a moment to compile the Q&A roster. 8

9 Your first question comes from the line of from Northland Capital. Your line is open. Northland Capital Hello? Hi, Tania. Hi. Just a couple questions. Can you just go into a little more detail about the US and how you can transform it from a project based revenue model into more of a recurring revenue model? And then talk about when we might see evidence of the changes to the cost side of the US business, and how that might be reflected in the strategy overall? Yeah. I think when I was discussing the US business, I referred to the homecare side of the business. That's been growing consistently, and that would now represent 40 percent of the business. And that business is not project based, and much more recurring. So I think already the amount of the business we've got in the US that is capital project related as a percentage is already reducing because of the work that we're doing to develop the homecare part of the business. The work that we've been doing, given the uncertainty on capital project spend to move our costs from fixed to variable, and 9

10 that would largely be moving engineers who are employees on to variable contracts, and also moving sales people from salary to more commission basis. That work basically started middle of the quarter three and will continue through quarter four. Okay. And into next year. Yeah. And then where would you expect the balance to be between the homecare business in the US and your other project based sort of contracts? Do you expect that to get to 50/50 or higher? Well, as we've said on previous calls, we do expect that the homecare model does deliver a better cost base for the healthcare system. So in the fullness of time we would see, as we already see in our more mature markets like the UK, we would see homecare increasing in size. Yeah. Okay. And have you made any changes to how you sell into these markets? Or is it similar to what you do in the UK and Canada? 10

11 No. The way we would tackle the homecare and the hospital markets would be similar. Yeah. Okay. And I should reemphasize, we see this as given the economic situation and the political uncertainty in the US surrounding Obamacare, we do see this as a timing issue. But the adoption of safe patient handling within the hospital groups in the US we do see it to continue with strong growth. It's just the uncertainty quarter to quarter can be difficult to predict. Okay. And then just on the portable lift launch in Canada. Have you launched it in all markets in Canada? And how are you selling that product? I guess just give me an idea of what your customer base looks like so far. Well, as you know in Canada, we sell through independent dealers. Right. That s the route to market we are following at the moment. Yeah. So some of that would a lot of that would be going into homecare through our dealers. Yeah. 11

12 So it's an actual sale of the product. It's not a leased arrangement? At the moment it's being sold. Yeah. Sale of the product. Yeah. Okay. Do you plan to offer that other alternative at some point? Yeah. That's something we're exploring at the moment with our various dealer partners. Yeah. Okay. And the cost, I guess, the end user cost for this product is in what range? Well, I'm obliged not to really give you the exact amount, but it would be Mm hmm. Significantly less than the institutional product. So affordable for the single family Exactly. 12

13 Home kind of thing. Yeah. Exactly. Okay. Yeah. And then just on the cost side looking at Q4 and into You've been spending a lot on selling and marketing for development into the US, and I guess your G&A has sort of stabilized around the 4.6 million level. Do you expect that to continue? Yeah. I mean, obviously, we believe the US is still an extremely good market for us, so the investments we've made remain in place. Some of them we've moved to more of a variable basis in the way they behave rather than fixed, but the investments remain and continue. Yeah. Okay. And then just one last question is do you have any update on your acquisition strategy or your expansion into the US across the US market? 13

14 Well, as you know, that's a key part of our strategy, and we're very pleased to receive the additional headroom on our facility from our banking partners. And we continue to work proactively to complete some acquisitions in that space. Okay. Could you see one happening in the next, I guess, certainly in the next six months or so? Certainly next year at some point? I think it s difficult to say exactly Yeah. When things will happen, but certainly we are actively working to complete acquisitions in the next six months. Yes. Okay. Is there a particular area of focus in the US? Or are you just kind of expanding on where your presence is already? Yeah. Our strategy for acquisitions hasn't really changed over the last year. So in the US specifically, our acquisition strategy would be around gaining distribution in geographies that we don't have much penetration in at the moment, as well as expanding our range of products and services. 14

15 Okay. And then just on the debt facility. The changes, I guess, the increases are quite positive, but none of the covenants or anything have changed? None of the metrics have changed? George Chiarucci No. Both the interest expense or interest rate debt covenants have remained unchanged. Okay. Excellent. Okay. Great. Thanks, guys. Thank you. Operator Again, if you'd like to ask a question press *, then the number 1 on your telephone keypad. Your next question comes from the line of Nick Agostino from Laurentian Bank Securities. Your line is open. Nick Agostino Laurentian Bank Securities Just want to cover off, but just back on the switch back to, I guess, variable cost structure from the fixed cost in the US. Can you obviously, you've quantified the timing of it. Is there going to be any headcount reductions as a result? And more 15

16 importantly have you guys quantified if there would be any sort of charge associated with the switch? Yeah. The headcount reduction would be really in as much as some of our engineers who were employees would now be independent contractors. So we'd still be using them; just their status would change. The key thing for us is not to reduce our resources with which we tackle the market, but to limit our exposure if in a particular quarter, like we've seen in quarter three, the capital spend projects are reduced because of timing. Nick Agostino But is there... George Chiarucci We don't see a significant cost in making the moving to this strategy. Nick Agostino Okay. George Chiarucci There would be no we don't anticipate any charges to our quarter four if that's what you're asking? Nick Agostino Yeah. So none at all? I was going to maybe quantify it as saying it's somewhere in the 50 to 100K. Is that... 16

17 George Chiarucci Well, that s potential, but certainly we wouldn't view that as material. Nick Agostino Yeah. Okay. Okay. Fine. The next thing is you guys talked about the margin improvement was tied to the UK efficiency improvements, and I'm going to assume partially tied to the new computer system that you implemented in that market. Have you guys realized the full benefit, the full margin benefit from those efficiency gains? Or is there more margin benefit to come in Q4? Yeah. There's really more margin benefit, both in terms of engineering efficiencies and new IT systems. So these are not the sort of efficiencies that you kind of gain over night. They take a period, so we'd see those efficiencies coming through really for the next six to nine months. Nick Agostino Okay. Can you quantify what the internal expectation is in terms of how much more margin benefit you guys think you can get? George Chiarucci It's difficult to predict. Certainly, first of all, the UK ERP has not yet been implemented. It is being implemented, and we expect it to do so shortly. So the efficiencies related to that are still to be had. 17

18 With respect to the engineering efficiency margins, it is I think we're looking at several basis points. However, I mean there are so many other factors that could come into play with respect to margins that it s difficult to really predict to give you a sense as to whether margins will continually improve. I mean there are pricing pressures that we're seeing in the market due to budgetary constraints and other factors of that nature. Nick Agostino No. Fair enough, fair enough. I guess I ll ask a slightly different question. Can you maybe quantify how much of a margin benefit you have received to date as a result of those implementations? George Chiarucci I would think off the top of my head we're probably looking at half a point or so. Nick Agostino Okay. Okay. Just with regards to the product introduction within the US in Q4, is there any sort of marketing? Or what's the go to market strategy as far as selling and marketing to kind of get your customers excited about the new product? Is there anything planned in that regard? We've actually started already, Nick, and we already had very good feedback from the dealers that we would distribute this product through. So we're really just 18

19 going through our normal launch process, but a lot of that marketing's already started. Yeah. Nick Agostino Okay. And the last question. When we look at the continued uncertainty within the US market, the fact that your cash, I think, as of last quarter was somewhere around 1.8 million, and the fact that you guys are obviously going to continue along the acquisition path, and you certainly kind of hinted at potentially being more aggressive in the near term, was there any discussion, I guess, at the Board level with regards to the dividend and maybe cutting the divided or re visiting the dividend policy to kind of assist with the acquisition strategy and just in light of the US market conditions? Yeah. I mean, George, I'll answer the question on dividend in a second. I should add that we want to be clear with people that we do think the US is still an extremely good market for us. Last week I visited three major health care providers in the US. Whilst there may be timing differences with the original scope of the projects, they are still absolutely intent on implementing safe patient handling in order to avoid caregiver injuries in all the hospitals that they operate. So it's a matter of timing for us rather than any kind of change to the size or long term prosperity of the market that we're serving. Nick Agostino 19

20 Okay. Actually, and just on a quick note, when you say the timing, do you have a sense of just the feedback from those discussions what the timing delay might look like? Whether previous discussion versus current discussions would suggest things are shifting back by three months or six months? Do you have any colour on that? Yeah. It's very difficult to predict, Nick. So on the one hand you've got the obvious question about unemployment in the US, which ultimately creates revenues for some of these healthcare institutions through insurance schemes. You've also got there s about 200 hospitals in the US currently going through Obamacare pilots, and all that s trying understand how this reimbursement against clinical outcomes is going to pan out and how it's going to affect their business. So put all that in the mix and it can be really quite difficult to tell exactly when things are going to be a little more certain for them. Nick Agostino Okay. And then, yeah, any colour George has on the dividend, that'd be appreciated. George Chiarucci Sure. No problem, Nick. First of all, as I've mentioned before, the Company has already paid its full dividend target for 2012, and the Board does look at the dividend payment on a quarter by quarter basis. And we don't have any specific policy, per se. 20

21 However, traditionally, Nick, we have paid since 2008 dividends in the range of $0.30 to now $0.32 a year per share. So our Board looks at that very, very seriously, and I think our cash flows still are reasonably positive, despite the issues in the US. So I think that our intent is to continue paying dividends, but as I said, the Board will review it on a quarter by quarter basis based on cash availability and future plans. Nick Agostino Okay. Okay. Great. Thank you. Operator Your next question comes from the line of Brian Pow from Acumen. Your line is open. Brian Pow Acumen Capital I wanted to sort of tackle the US market, I guess, a couple different ways. Just, again, sort of looking at your strategy today with some of the spending delays, and obviously your renewed look at on how you want to deal with the expense side of the market. Where would you put yourself in terms of the overall strategy? Are you a year behind? Two years behind in terms of what you originally proposed to the Board? Good question, Brian. I mean essentially we've had one quarter where the capital spending project didn't come through at the levels we anticipated. So we've already taken the action with our cost base. 21

22 So my feeling would be, and this is absolutely we're not analytical, just my feeling would be maybe 6 to 12 months. Yeah. I think you wouldn't be far off. Yeah. Brian Pow Okay. And then just sort of understanding what's the motivation for these engineers to go to a variable type incentive plan the way you put it out versus being a fixed cost to you guys? They're not restricted to get an income from just ourselves. Brian Pow Okay. But So to be honest, Brian, it's a fairly well established model within the industry. So we had previously chosen to go on an employee model, but it's an equally viable model. Yeah. Brian Pow Do you anticipate any turnover because of it? No. It's already done, so I'm not sure we've had virtually any turnover. Brian Pow Okay. So in let's say if the difficulty in the market sort of continues on, what sort of savings should that translate to in the short term? And as the market picks up, 22

23 should we expect to see some higher costs coming through on the other end of it? Or does it ultimately save you guys money for the long term? I think, ultimately, it saves us money in the short to medium term. Yeah. And then the long term strategy would have to be reviewed, but I mean certainly until the amount of capital spend projects would have to increase dramatically before we reviewed that again. George Chiarucci Yeah. I mean our intent is to try to keep our EBITDA ratio to sales fairly constant by trying to essentially mirror the revenue lumpiness with the variability in the cost structure. Until such time as we have more recurring revenues through the homecare sector, and we certainly see this as a viable strategy regardless of the type of economy that we're faced with. Brian Pow Okay. So when you say you've got sort of a constant on the EBITDA to sales, is there a range we should be working with? Is it 10 to 15 percent? Or what would be the right range to be working with? George Chiarucci Well, I don't think, Brian, we provide that guidance at this point in time, so I'm reluctant to provide it, but I think if you look at historical levels that should give you some sort of indication. 23

24 Brian Pow Well, if I look at historical levels you've been somewhere between 1 percent and 20 percent. So where would you like us to sort of think we should have you going in the future? George Chiarucci As I said, I think if you're targeting 13 to 15 percent, you're probably kind of in the right range. Brian Pow Okay. Appreciate that. Thank you. And then just looking at the Canadian market sorry, I was also late onto the conference call. Your Operator put me into the wrong conference. So anyways, I didn't hear everything you described on the Canadian market, but just sort of looking at the numbers in Canada versus historical, and when I read your Q2 MD&A on Canada, it seemed to be quite bullish in terms of how you looked at the Canadian market. And then your description in the Q3 MD&A was sort of in hindsight the first half was very strong, so we've got a weak second half. I'm just sort of curious how we should look at that going forward? I think, overall, Canada is still very positive, Brian. We just got some big revenues from our customers in the first two quarters that were kind of naturally going to I mean quarter three and quarter four there was a slight correction, but if you look at the annualized sales for Canada, they're still significantly up on prior year. 24

25 Brian Pow Okay. All right. Thanks for letting me ask questions. Thank you. Operator There are no further questions at this time. Okay. Thank you. Operator This concludes today's conference call. You may now disconnect. ***** 25

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