Hill-Rom Holdings, Inc. (HRC) Deutsche Bank Securities, Inc. 37th Annual Health Care Conference May 8, 2012 8:00 AM ET Executives Kristen Stewart – Deutsche Bank Mark Guinan – Chief Financial Officer Presentation Kristen Stewart
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We also have two niche businesses. One is in the surgical positioning category, and one is in the respiratory space. We are a company that is very focused; continue to be focused on improving our margins, our EPS, and growing our cash flow. And over the last several years, we have seen quite an improvement in all three of those categories.We have revenue sources that are primarily in the area of capital sales, but we also generate revenue in the rental space and also service. And as mentioned here, we have a solid international footprint from which to grow, and recently that was enhanced by our key acquisition of the Volker products business in Germany. Our products are very competitively positioned in our major categories. In fact, if you look here you can see that our major products are either in the number one or number two position in the categories in which we compete in our major markets. You will notice that our patient support systems, which is our largest business, is number one along with therapy rental, architectural products and respiratory care, and you can see some other product categories in which we compete. We are in the number two position. And again this refers to the major markets because we have a global footprint, and could be all around the world. We have a diversified business model. If you look both by business segment, business model and geography, even see that in North America acute care, which is primarily in the hospital setting, North America, we have over 60% of our business. That consists of the frames and surfaces as I mentioned, patient lifts, architectural products. It also has our surgical positioning business, and our health information IT. The post acute setting, which accounts for a little over 10% of our business, is made up of three pieces. One is our extended care business, where we compete in long-term care facilities. The second one is our home care business, and then finally our respiratory care business is also captured within this reporting segment. And finally, we have international business, which is for everything outside of North America, and they carry the product lines I just mentioned, which are sold or rented throughout the world.
The second diversification comes across our business model. 70% of our business comes through our capital sales, sale of software, and services and about 30% from rental. And to be clear, rental is not a product that is a lease versus buy decision. It is actually use of our products for episodic events or specialized products, where the care giver makes a business decision to lease that product as opposed to purchasing it.We also have diversification by geography, and 75% of our business is in North America, about 17% in Europe, and 8% in the rest of the world. And as I mentioned a minute ago, and we will go into a little more detail, the Volker acquisition will enhance our presence internationally, and especially in Europe. You are all familiar with the challenges faced by the healthcare industry, and certainly we are faced with those as well. Customers are looking for improved outcomes, they are looking for reduced operating costs, and fortunately we are positioned to help them with those challenges. As I like to say, we’re with the grains. So, as opposed to adding to their challenges, our products, the orthopedic frames and services, our lifts, and our connectivity tools, we can impact both. If you look at our products, they help to contribute to a reduction in patient falls, a reduction in the frequency and severity of skin pressure ulcers, and also a reduction in Ventilator acquired pneumonia. They also help with the mobility and assist with the mobility of a patient, which helps to reduce injuries to care givers, both nurses and other staff. Read the rest of this transcript for free on seekingalpha.com