Endologix's CEO Hosts Lazard Capital Markets 8th Annual Healthcare Conference Call Transcript

Endologix, Inc. ( ELGX)

Lazard Capital Markets 8th Annual Healthcare Conference Call

November 16, 2011 11:00 ET

Executives

John McDermott – President and Chief Executive Officer

Analysts

Sean Lavin – Lazard Capital Markets

Presentation

Sean Lavin – Lazard Capital Markets

[Starts Abruptly] He is going to give presentation and take questions. Thank you.

John McDermott – President and Chief Executive Officer

Okay, good morning everybody. Thanks Sean. Endologix is a medical device company located in Irvine, California. Very differentiated technology, which I’ll take you through in a minute, strong performing core business were one of the higher growth stories in Medtech, I think Q3 revenue growth of 25%, good growth better than 30% United States good gross margins. I’ll take you through both the core business as well as our pipeline, which is gained a lot of the attention over the last year.

So this is what we do. We repair abdominal aortic aneurysms, it’s a leading cause of death in the United States it’s an asymptomatic disease, which means you don’t know you have one unfortunately until it’s a serious problem. The historical way of treating aneurysm is the picture on the right open surgical repair, but over the last several years less-invasive therapies have been developed. And now most aneurysms are treated with catheter-based technology you see the illustration on the left.

So, we take a device in a catheter inserted in the groin guided up into and reline the aorta from the inside out. Therefore excluding the aneurysm from blood flow and preventing rupture and that’s the new technique represents over 60% of how AAA’s are fixed today. The primary limitation, the reason that more of them are fixed with this less-invasive therapy is that there are wide range of different anatomies, which the current technologies are unsuitable to treat.

As well as there are still some limitations with EVAR and I’ll touch on those as I go through the presentation. This is the current size of the markets about a $1 billion globally and you can see over on the right, the number of procedures as well as the ASPs, it’s a high average selling price. These devices are expensive life saving devices and we tend to have our sales representative, our clinical specialists participate in every case. So this is the high touch, high clinical sophistication type of a product area. When we talk about it had been a $1 billion market that is just for aneurysms below the renal arteries are what we call infrarenal.

The importance of that will become clear as I go through the presentation because we have a pipeline that we will be able to treat anatomies that are up and including the renal arteries and we’ll move our way up in the thoracic aorta over time. This is the competitive set, all of the three devices on the right, these are approved devices in the United States, our competitors are Gore, Medtronic and Cook, Gore and Cook are private companies, Medtronic you know. And you can see there is a similarity with all of these devices. They have these open cells stent architecture up above in this area, you can see the branch.

The branch is coming off that middle picture with Medtronic, those are the renal arteries. So, that’s the landing zone for these devices. They tend to be physicians just below the renal artery that’s the fixation zone. And all these devices rely upon some type of active fixation hooks or barbs or something that anchors into the vessel wall and then limbs are connected from the bottom up. As you can see from our device over on the left looks very different, it works on the different methodology of fixation. So instead of rely upon hooks or barbs to attach in the aortic valve, we actually set our device right on the patient’s native bifurcation.

Where the aorta comes down and splits off and goes down into the patient’s legs, we use that natural bifurcation or saddle as the place to fixate our graft and have demonstrated great durability and long-term results with that approach. And then our device also positions just below the renal arteries that’s where we get feel. And so it’s a different methodology, it’s a different approach. It certainly gained a lot of traction over the last several years, everything that unique with this device compared to all of the other devices including those in various stages of development is those are the only EVAR device that preserves the patient’s native bifurcation.

And the importance of that is clinically if you have a patient with peripheral arterial disease and that patient is ever treated with the peripheral intervention at some point in the future whether it’s a balloon or an angioplasty or stent. They tend to enter into the vasculature from the opposite groin. So, if you had a lesion in your left leg, they would actually access your artery through your right groin. And once you put in any one of the other EVAR devices you’ve lost now the opportunity to treat that patient with an endovascular cross-over procedure with the one exception begin the Endologix device. So, about a third of AAA patients have PAD and this is a growing area of importance to preserve the ability to do these cross-over inventions.

Lots of clinical data published on this, I won’t go through this in great detail, but I can tell you that the devices been around now clinically implanted since 1999 with a very long and successful track record of durability and successful aneurysm treatments.

Read the rest of this transcript for free on seekingalpha.com

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