Dsp investor deck william blair june 2015
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Transcript of Dsp investor deck william blair june 2015
August 2014
These materials may not be used or relied upon for any purpose other than as specifically contemplated by a written agreement with Credit Suisse AG or its Affiliates (hereafter “Credit Suisse”).
Confidential
Diplomat Pharmacy, Inc. William Blair Growth Stock Conference June 10, 2015
STRENGTH
I am a mother.I am a long distance swimmer.I have Multiple Sclerosis.I am not defined by my illness.I know The Diplomat Difference.
VickiBellingham, Washington
Confidential
1
This presentation may contain “forward-looking” statements that involve risks, uncertainties and assumptions. If the risks or uncertainties ever materialize or the assumptions prove incorrect, our results may differ materially from those expressed or implied by such forward-looking statements. All statements other than statements of historical fact could be deemed forward-looking, including, but not limited to, any projections of financial information; any statements about historical results that may suggest trends for our business and results of operations; any statements of the plans, strategies and objectives of management for future operations; any statements of expectation or belief regarding future events, health care developments, or specialty pharmaceutical industry market sizes, shares, trends or growth; and any statements of assumptions underlying any of the foregoing.
Any forward-looking statements contained in this presentation are based on management's good-faith belief and reasonable judgment based on current information, and these statements are qualified by important factors, many of which are beyond our control, that could cause our actual results to differ materially from those in the forward-looking statements, including changes in global, regional or local economic, business, competitive, market, regulatory and other factors, many of which are beyond our control, including but not limited to the following risks related to our business: our ability to adapt to changes or trends within the specialty pharmacy industry; significant and increasing pricing pressure from third-party payors, our relationships with key pharmaceutical manufacturers; our limited history with integrating acquisitions; and the effects of competition. These and other risks and uncertainties associated with our business are described in the prospectus for our proposed follow-on offering, including under the heading “Risk Factors.” We assume no obligation and do not intend to update these forward-looking statements.
In addition to U.S. GAAP financials, this presentation includes certain non-GAAP financial measures. These historical and forward-looking non-GAAP measures are in addition to, not a substitute for or superior to, measures of financial performance prepared in accordance with GAAP. A reconciliation between GAAP and non-GAAP measures is included in the appendix to this presentation.
Diplomat is a registered trademark of Diplomat Pharmacy, Inc. This presentation also contains additional trademarks and service marks of ours and of other companies. We do not intend our use or display of other companies’ trademarks or service marks to imply a relationship with, or endorsement or sponsorship of us by, these other companies.
Important note
Confidential
Diplomat continues to deliver on key growth drivers
30bps margin
expansion y-o-y
Focused on growing
our specialty infusion platform
34% y-o-y
revenue growth relative to industry growth in the ~25% area
4 new limited
distribution drug contracts in 1Q’15
2
(1) Based on $466mm revenues in Q1 2014 and $625mm revenues in Q1 2015.(2) Based on 6.3% gross margin in Q1 2014 and 6.6% gross margin in Q1 2015.
(1)
(2)
5 incremental limited
distribution drugs
Strong financial position to pursue
strategic acquisitions
Continue to Gain Share
in Core Therapeutic Areas
GrowHigh Margin
Businesses
Selectively Pursue Strategic
Acquisitions
Confidential
3
Diplomat’s base business continues to gain momentum…
Specialty pharmacy market grew 24% from $63bn in 2013 to $78bn in 2014
Specialty drug approvals comprised ~50%+ of all FDA drug approvals in 2014
3,000+ oncology and immunology drugs in global drug development
Increased prevalence of limited distribution panels
Biosimilars launch in U.S.
Improving trends across specialty pharmacy…
…driving key milestones and achievements at Diplomat
Diplomat grew revenues by 34% from 1Q’14 to 1Q’15
Recent new drug contracts
The majority of which are limited distribution drugs
Oncology
Hepatitis C
Dermatology and Respiratory
Confidential
4
…with strong financial performance
(1) Based on dispensed scripts only.(2) Gross profit / net sales (i.e., based on dispensed and serviced scripts).
Revenue
EBITDAmargin
1.8%
Adjusted EBITDAGross Profit /Script($ in millions) ($ in millions)
1.8%6.6%6.3%
(1)
Grossmargin
(2)
Confidential
5
Company overview
Confidential
6
Diplomat: Largest independent specialty pharmacy
Founded: 1975; Headquarters: Flint, MI
Employees: ~1,500
FY 2014 revenue: ~$2.2 billion
Diversified base of marquee partners
Diplomat at a glance
CVS Health/Omnicare
33%
Express Scripts25%
Walgreens10%
3%
OptumRx/Catamaran
8%
Avella 1%
Others20%
Market share ($78 billion total market size) (1)
Exceptional above market revenue growth
Scaled business: National footprint
($ in millions)
(1) Source: 2014 – 2015 Economic Report on Retail, Mail and Specialty Pharmacies, Drug Channel Institute and Morgan Stanley Research
(2) Based on mid-point of management’s estimate range for FY 2015
National Distribution Center
Diplomat locations
Corporate Office
Ft. Lauderdale, FL
GLDC
Flint, MI
Carlsbad, CA
Chicago, IL
Springfield, MA
Raleigh, NC
Ontario, CA
Scottsdale, AZ
BioRx locations
Savage, MN
Urbandale, IA
Greensboro, NC
Cincinnati, OH
Woburn, MA
Enfield, CT
(2)
Confidential
Journey of a specialty patient
7
Patient
Physician
Payor
Patient
Patient visits physician
Payor approves script
Diplomat monitors adherence and collects data for manufacturers
Diplomat dispenses drug
Diplomat provides:
Benefit verification
Prior authorization
Clinical intervention
Physician writes script
Patient receives
drugs
Confidential
8
Specialty spend under pharmacy benefit to more than double(2)
Specialty pharmacy industry continues to show exceptional growth
Specialty share of spend growing dramatically(1)
Specialty continues to dominate top 10 drug spend(3)
Source:(1) Specialty Drug Trend Across the Pharmacy and Medical Benefit – Artemetrx 2013.(2) 2013-2014 Economic Report on Retail, Mail and Specialty Pharmacies.(3) Pembroke Consulting analysis of World Preview 2014, Outlook to 2020, EvaluatePharma.
6 out of top 10 9 out of top 10
2013A 2020E
70%
30%42%58% 50%50%
Traditional
58%
Diplomat 2%
$51 million
$118 billion
2012A 2018E
Traditional
2012A 2015E 2018E
$51 billion
Specialty
Confidential
Limited distribution a central and growing theme in Specialty
9
Benefits to DiplomatBenefits to biotech / pharma
Completely eliminate or reduce reliance on wholesaler
Real-time clinical data
Commercialization assistance
Improves appropriate utilization
Barrier to entry Deeper, and earlier, partnerships with
pharma / biotech Increased value proposition to payors Market share opportunity
Portfolio of over 80 limited distribution drugs, comprising approximately 40% of revenue in 2014, and well positioned for disproportionate growth from future drug approvals
Recent unique oncology limited panels…Diplomat exclusive or semi-exclusive
What is limited distribution?
Targeted channel strategy
Provides certain specialty pharmacies with exclusive or preferred dispensing rights to certain drugs
Fast-growing trend
(2013) (2014)(2012) (2014)
Diplomat is an opportunity to invest in pharma / biotech drug pipeline, without the binary risk
Traditional:
Limited:
Manufacturer Multiple Wholesalers 65,000 Pharmacies Patient
Manufacturer One/few pharmacies Patient
DPLO EXCLUSIVE DPLO LARGEST OF 5 DPLO LARGEST OF 4 DPLO EXCLUSIVE
Confidential
10
Unique competitive position
LARGE PBM / RETAILPHARMACY
SMALLER SPECIALTYPHARMACIES
Diversification distracts from specialty pharmacy
Less flexible / less nimble
Limited scale
Most focused on one or a few disease states
Fragmented market
Consolidation opportunity for Diplomat
Singularly focused on specialty
High-touch model
Flexible and nimble
Entrepreneurial culture
National reach
Scalable infrastructure
Confidential
11
Over 3,000 oncology and immunology drugs in global drug development
Oncology / Immunology drugs accounted for ~70% of Diplomat’s revenues in 2014
Addition of 7 new limited distribution drugs across these areas since the IPO
Rapidly growing Hepatitis C franchise –additions of Viekira Pak and Harvonisince the IPO
Continue to gain share in core therapeutic areas
Source: EvaluatePharma and company presentations.(1) Includes all indications as defined by EvaluatePharma under Immunology excluding
Multiple Sclerosis.
($ in billions)
US Oncology revenue
US Immunology revenue(1)
Diplomat ’11-’14 CAGR
45%
27%
Large and high growth Oncology and Immunology are Diplomat's power alley
Significant growth expected to continue in the future
Confidential
12
Grow high margin businesses
Continued expansion into specialty infusion market
Recently announced acquisition of BioRx has significantly higher margins
− 29% gross margin and ~10% EBITDA margin
New generics finally coming to specialty
− Temodar and Xeloda have come to market
− Copaxone is coming off patent soon
Emerging biosimilars opportunity expands addressable market for Diplomat
Grow high margin specialty infusion business
Specialty generics and biosimilars
New drug launches creating product preferencing
Competition in specialty space expected to create discount and rebate opportunities
Creates new data and service fees with pharma for high margin revenue
Hepatitis C
Oncology
Confidential
Unique strategic partnerships with leading retailers and health systems
13
Benefits to DiplomatNeeds / benefits for retail /
health systems
Diplomat’s retail and health system partners
Traditional drug trend low to mid single digit growth
Participate in high growth specialty without having to build expensive infrastructure internally
One stop shop for patients / consumers
Improve portfolio of wellness solutions
High margin business
Leverage infrastructure
Improved value proposition with pharma
Pharmacy of choice for limited distribution drugs
How does Diplomat support retail and health system partners?
Fee-for-service offering
− Clinical and administrative support services
− Patient engagement
− Adherence programs
− Integrated with retailers’ dispensing platforms
− Private label programs
Recent wins
Strong pipeline of future opportunities
Confidential
14
Selectively pursue strategic acquisitions
Near-term focus on integrating BioRx
− Build upon recent experience of two strategically important acquisitions (MedPro and AHF)
Enhance our competitive position through disciplined strategic acquisitions
− Focus on higher margin opportunities
− New therapeutic / geographic expansion opportunities
− Services / technology businesses
Confidential
15
Outstanding financial profile
Confidential
Traditional Drug Specialty Drug A Specialty Drug B Specialty Drug C Specialty Drug C
(10% price incr.)
Revenue $100 $3,000 $12,000 $30,000 $33,000
Gross Profit ($) $10 $150 $480 $900 $990
Gross Margin (%) 10% 5% 4% 3% 3%
16
RevenuePayors
Distributors / pharmaceutical manufacturers
Patient
DiplomatCOGS
Physical drug movement
$ flows
How we make money and grow profitability (Illustrative example)
How we make money
Drug mix and positive pricing trends are tremendous profit tailwinds for Diplomat
Positive pricing trends
Diplomat mix shift movement over time
Our core focus
$205
Diplomat’s 1Q’15 Average
Confidential
17
Strong financial performance…
Adjusted EBITDA2010 –First Three Months of 2015
Total Revenue2010 –First Three Months of 2015
$8$15
$11
$19
$35
96% (28%) 75% 86%
1.3% 2.0% 1.0% 1.3% 1.8%
2010A 2011A 2012A 2013A 2014A
% margin
% growth
($ in millions)
$578$772
$1,127$1,515
$2,215
34% 46% 34% 46%
2010A 2011A 2012A 2013A 2014A
% growth
($ in millions)
$625
1.8% 1.8%
Infrastructure investments including IT, facilities and personnel
Volume, price and mix all driving superior revenue growth
Natural operating leverage and acquisitions driving EBITDA growth and margin expansion
53%
27%
Note: Historical financials are not pro forma for any acquisitions.
Confidential
18
… with continued growth in profitability
Gross Profit / Script (1)
2010 –First Three Months of 2015
Note: Financials are not pro forma for BioRx acquisition.(1) Based on dispensed scripts only.(2) Gross profit / net sales (i.e., based on dispensed and serviced scripts).
$71
$93 $97$116
$167
2010A 2011A 2012A 2013A 2014A
% growth 12% 20%31% 4%
% margin 7.1% 5.9%7.3% 6.2%
Several factors drive growth in our Gross Profit / Script(1):
Continued mix shift towards higher price, higher profit drugs (including acquisitions)
Favorable pricing trends
(2)
Gross margin expansion opportunities:
Recent acquisitions with higher gross margins (%)
Fee-for-service opportunities with pharmaceutical manufacturers
Specialty generics and biosimilars
44%
6.3% 6.3% 6.6%
$205
$153
Confidential
19
Capitalization summary (as of March 31, 2015)
Pro forma for BioRx acquisition(1) and amended credit
facility(2)($ in millions)
Cash $65
Total debt $120
Shareholders’ equity $451
Actual
$162
-
$325
(1) Acquired BioRx on April 1, 2015 for an acquisition price of $384mm ($217mm in cash, $126mm equity issuance and contingent consideration fair valued at $41mm).
(2) Amended existing credit facility on April 1, 2015, inclusive of a five-year, $120mm term loan.
Confidential
20
Key investment highlights
Unique competitive position with differentiated business model
Outstanding financial profile
Highly experienced and incentivized management team
Taking share in high growth specialty pharmacy sector
Multiple avenues to drive strong long term growth
Confidential
21
Appendix
Confidential
22
Diversified therapeutic mix
(FY 2014A)
Revenue mix by therapeutic category
Oncology
48%
Immunology
20%
Multiple
Sclerosis
10%
Other
22%
Confidential
Calendar year ending December 31,
($ in millions) 1Q'15 1Q'14 2014A 2013A 2012A 2011A 2010A
Net income (loss) $2.9 $1.7 $4.8 ($26.1) ($2.6) $9.2 ($7.8)
Depreciation & Amortization $2.8 $1.3 $8.1 $3.9 $3.8 $3.1 $2.2
Interest Expense $0.3 $0.5 $2.5 $2.0 $1.1 $0.6 $0.5
Income tax expense $2.0 $3.8 $4.7 - - - -
EBITDA $7.9 $7.3 $20.1 ($20.2) $2.3 $12.8 ($5.2)
Share-based compensations expense $0.6 $0.3 $2.9 $0.9 $0.9 $1.4 $0.8
Change in fair value of redeemable common shares ($9.1) $34.3 $6.6 $10.7
Termination of existing stock redemption agreement $4.8
Employer payroll taxes - option repurchases $0.6 -
Restructuring and impairment charges $0.2 - - $1.0 $0.4 $0.4 $1.5
Equity loss of non-consolidated entity - $0.4 $6.2 $1.1 $0.3 $0.1 -
Severance and related fees $0.2 $0.2 $0.4 $0.2 $0.4 $0.7 -
Merger and acquisition related expenses $1.4 $0.1 $7.2 $0.7 - - -
Private company expenses - $0.1 $0.2 $0.2
Tax credits and other - ($0.5) $1.0 - ($0.1) ($0.6) -
Other items $0.4 $0.3 $1.4 $0.7 $0.1 $0.2 ($0.0)
Adjusted EBITDA $11.2 $8.2 $35.2 $19.0 $10.9 $15.1 $7.7
Reconciliation of Net income (loss) and Adjusted EBITDA
23
(1)
(2)
(3)
(4)
(5)
(6)
(7)
(8)
Note: Financials are not pro forma for BioRx acquisition.Detailed footnotes on the following page.
Confidential
Reconciliation of Net income (loss) and Adjusted EBITDA
24
1) Share-based compensation expense relates to director and employee share-based awards.
(2) Restructuring and impairment charges reflect decreases in the fair market value of non-core property and assets, or actual losses on disposal of such assets. 2013 charges primarily relate to the $932 write-down of our former Swartz Creek, Michigan headquarters facility to its fair value, after we vacated it in favor of our present Flint, Michigan facility. 2012 charges primarily relate to our write-down of an externally purchased software package we no longer utilize, as well as sales of Company-owned vehicles. 2011 charges include expense associated with the closure of our former Cleveland, Ohio facility, the move of our Chicago, Illinois area facility, and sales of Company-owned vehicles.
(3) During the fourth quarter of 2014, we reassessed the recoverability of our investment in our non-consolidated entity, Ageology. Based upon this assessment, we determined that a full impairment of $4,869 was warranted, primarily due to updated projections of continuing losses into the foreseeable future. The remaining amounts in 2014, 2013 and 2012 represents our share of losses recognized by Ageology, using the equity method of accounting. We first invested in Ageology, an anti-aging physician network dedicated to nutrition, fitness and hormones, in October 2011, in connection with its formation.
(4) Employee severance and related fees primarily relates to severance for former management.
(5) Fees and expenses directly related to merger and acquisition activities, including our acquisitions of AHF and MedPro and the impact of changes in the fair value of related contingent consideration liabilities.
(6) Primarily includes philanthropic activities performed at the direction of our majority shareholder.
(7) Represents (a) various tax credits received from the state of Michigan for facility improvement and employee hiring initiatives, (b) the one-time costs associated with converting from an S-Corporation to a C-Corporation, and (c) a 2014 charge of $1,825 related to non-income tax obligations.
(8) Includes other expenses, predominantly IT operating leases. These operating leases were initiated, in lieu of purchases or capital leases for a subset of our IT spend, for a short period of time in 2013 and 2014 for liquidity purposes. We have since discontinued the practice of leasing IT equipment. The cost of purchased IT equipment is reflected in depreciation and amortization.