Organogenesis Holdings, Inc. (NASDAQ:ORGO) Q2 2020 Earnings Conference Call August 10, 2020 5:00 PM ET Company Participants Gary Gillheeney - President, Chief Executive Officer & Director Timothy Cunningham - Chief Financial Officer Conference Call Participants Matthew Miksic - Crédit Suisse Ryan Zimmerman - BTIG Richard Newitter - SVB Leerink Steven Lichtman - Oppenheimer Operator Good afternoon, ladies and gentlemen, and welcome to the Second Quarter 2020 Earnings Conference Call for Organogenesis Holding ...

PART I. FINANCIAL INFORMATION [Item 1. Unaudited Consolidated Financial Statements](index=4&type=section&id=Item%201.%20Unaudited%20Consolidated%20Financial%20Statements) Presents Organogenesis Holdings Inc.'s unaudited consolidated financial statements as of June 30, 2020, detailing balance sheets, operations, cash flows, and accounting notes [Consolidated Balance Sheets](index=5&type=section&id=Consolidated%20Balance%20Sheets) Details the company's financial position, including assets, liabilities, and stockholders' equity, at June 30, 2020, and December 31, 2019 Consolidated Balance Sheet Highlights (in thousands) | Account | June 30, 2020 | December 31, 2019 | | :--- | :--- | :--- | | **Assets** | | | | Cash | $40,455 | $60,174 | | Accounts receivable, net | $44,024 | $39,359 | | Inventory | $28,562 | $22,918 | | Total current assets | $117,706 | $125,600 | | Total assets | $216,487 | $220,687 | | **Liabilities & Stockholders' Equity** | | | | Total current liabilities | $66,058 | $59,894 | | Total liabilities | $180,737 | $165,104 | | Total stockholders' equity | $35,750 | $55,583 | [Consolidated Statements of Operations](index=6&type=section&id=Consolidated%20Statements%20of%20Operations) Summarizes the company's financial performance, including net revenue, gross profit, and net loss, for the three and six months ended June 30 Consolidated Statements of Operations Highlights (in thousands, except per share data) | Metric | Three Months Ended June 30, 2020 | Three Months Ended June 30, 2019 | Six Months Ended June 30, 2020 | Six Months Ended June 30, 2019 | | :--- | :--- | :--- | :--- | :--- | | Net revenue | $68,960 | $64,948 | $130,692 | $122,071 | | Gross profit | $48,918 | $45,502 | $91,857 | $85,645 | | Loss from operations | $(2,252) | $(7,319) | $(17,336) | $(19,440) | | Net loss | $(5,166) | $(9,649) | $(21,479) | $(25,315) | | Net loss per share | $(0.05) | $(0.11) | $(0.21) | $(0.28) | [Consolidated Statements of Cash Flows](index=8&type=section&id=Consolidated%20Statements%20of%20Cash%20Flows) Reports cash inflows and outflows from operating, investing, and financing activities for the six months ended June 30, 2020, and 2019 Consolidated Statements of Cash Flows Highlights (in thousands) | Cash Flow Activity | Six Months Ended June 30, 2020 | Six Months Ended June 30, 2019 | | :--- | :--- | :--- | | Net cash used in operating activities | $(26,618) | $(21,674) | | Net cash used in investing activities | $(6,118) | $(1,501) | | Net cash provided by financing activities | $13,120 | $21,929 | | Change in cash and restricted cash | $(19,616) | $(1,246) | [Notes to Consolidated Financial Statements](index=9&type=section&id=Notes%20to%20Consolidated%20Financial%20Statements) Provides detailed explanations of the company's business, COVID-19 impact, liquidity, revenue recognition, debt, stock compensation, and legal matters - The company is a regenerative medicine firm focused on Advanced Wound Care and Surgical & Sports Medicine markets. While the COVID-19 pandemic has not materially adversely affected financial results through Q2 2020, significant risks and uncertainties remain regarding future impact[25](index=25&type=chunk)[26](index=26&type=chunk) - Management believes cash on hand (**$40.5 million**), working capital (**$51.6 million**), and cash flows from sales will be sufficient to fund operations, capital expenditures, and debt service for at least 12 months from the filing date[31](index=31&type=chunk) Revenue by Product Category (in thousands) | Category | Three Months Ended June 30, 2020 | Six Months Ended June 30, 2020 | | :--- | :--- | :--- | | Advanced Wound Care | $59,731 | $111,019 | | Surgical & Sports Medicine | $9,229 | $19,673 | | **Total net revenue** | **$68,960** | **$130,692** | - As of June 30, 2020, the company had outstanding borrowings of **$60.0 million** under its Term Loan Facility and **$39.4 million** under its Revolving Facility. The company was in compliance with all financial covenants[59](index=59&type=chunk)[58](index=58&type=chunk) - In February 2020, the company settled a dispute over a **$5.0 million** deferred acquisition consideration related to the NuTech Medical acquisition for **$4.0 million**, resulting in a gain of **$1.3 million**[99](index=99&type=chunk)[127](index=127&type=chunk) [Management's Discussion and Analysis of Financial Condition and Results of Operations](index=21&type=section&id=Item%202.%20Management's%20Discussion%20and%20Analysis%20of%20Financial%20Condition%20and%20Results%20of%20Operations) Management discusses Q2 and H1 2020 financial performance, covering revenue growth, COVID-19 impact, PuraPly reimbursement, liquidity, and debt obligations [Results of Operations](index=25&type=section&id=Results%20of%20Operations) Q2 2020 net revenue grew **6%** to **$69.0 million**, driven by Advanced Wound Care, with stable gross margin and positive Adjusted EBITDA, while operating loss significantly decreased Revenue Comparison (in thousands) | Category | Q2 2020 | Q2 2019 | % Change | H1 2020 | H1 2019 | % Change | | :--- | :--- | :--- | :--- | :--- | :--- | :--- | | Advanced Wound Care | $59,731 | $55,211 | 8% | $111,019 | $103,055 | 8% | | Surgical & Sports Medicine | $9,229 | $9,737 | -5% | $19,673 | $19,016 | 3% | | **Total Net Revenue** | **$68,960** | **$64,948** | **6%** | **$130,692** | **$122,071** | **7%** | - PuraPly products, which retain pass-through reimbursement status until September 30, 2020, are expected to see a decrease in net revenue after transitioning to a bundled payment structure, potentially not fully offset by growth in other products[120](index=120&type=chunk) - Selling, general and administrative (SG&A) expenses decreased by **5%** in Q2 2020, primarily due to a **$3.8 million** reduction in travel and marketing programs amid COVID-19 restrictions, partially offset by increased sales force headcount[142](index=142&type=chunk) EBITDA and Adjusted EBITDA Reconciliation (in thousands) | Metric | Q2 2020 | Q2 2019 | H1 2020 | H1 2019 | | :--- | :--- | :--- | :--- | :--- | | Net loss | $(5,166) | $(9,649) | $(21,479) | $(25,315) | | EBITDA | $(520) | $(5,081) | $(12,569) | $(16,532) | | Adjusted EBITDA | $274 | $(4,847) | $(12,618) | $(14,212) | [Liquidity and Capital Resources](index=29&type=section&id=Liquidity%20and%20Capital%20Resources) As of June 30, 2020, the company held **$40.5 million** in cash and **$51.6 million** in working capital, deemed sufficient for 12 months, and remained compliant with debt covenants - The company's primary sources of capital are product sales, institutional lenders, and proceeds from stock sales; as of June 30, 2020, cash was **$40.5 million** and working capital was **$51.6 million**[148](index=148&type=chunk) Cash Flow Summary - Six Months Ended June 30 (in thousands) | Activity | 2020 | 2019 | | :--- | :--- | :--- | | Net cash used in operating activities | $(26,618) | $(21,674) | | Net cash used in investing activities | $(6,118) | $(1,501) | | Net cash provided by financing activities | $13,120 | $21,929 | - The company is required to comply with financial covenants under its 2019 Credit Agreement, including Minimum Trailing Twelve Month Consolidated Revenue and Non-PuraPly Revenue, and was in compliance as of June 30, 2020[160](index=160&type=chunk)[161](index=161&type=chunk) [Quantitative and Qualitative Disclosures About Market Risk](index=31&type=section&id=Item%203.%20Quantitative%20and%20Qualitative%20Disclosures%20About%20Market%20Risk) As a "smaller reporting company," Organogenesis is exempt from providing disclosures under this item - The Company is a "smaller reporting company" as defined by SEC rules and is therefore not required to provide the disclosures under this item[170](index=170&type=chunk) [Controls and Procedures](index=31&type=section&id=Item%204.%20Controls%20and%20Procedures) Management concluded disclosure controls were ineffective as of June 30, 2020, due to a material weakness in internal control over financial reporting, with remediation underway - A material weakness in internal control over financial reporting, identified as of December 31, 2019, continued to exist at June 30, 2020[175](index=175&type=chunk) - The weakness stems from a lack of formal accounting policies, procedures, and controls, including inadequate segregation of duties and review controls over financial reporting[175](index=175&type=chunk) - Remediation efforts are in progress, including the implementation of a new ERP system (expected in H2 2020), formalizing policies, and engaging an outside firm to assist with enhancing controls and monitoring[181](index=181&type=chunk)[178](index=178&type=chunk) PART II. OTHER INFORMATION [Legal Proceedings](index=33&type=section&id=Item%201.%20Legal%20Proceedings) The company is not currently a party to any material legal proceedings, though it may face litigation in the ordinary course of business - The company is not currently a party to any material legal proceedings[180](index=180&type=chunk) [Risk Factors](index=34&type=section&id=Item%201A%20Risk%20Factors) Updates the company's risk factors, emphasizing COVID-19's potential adverse impacts on manufacturing, supply chains, sales force, product demand, and financial covenant compliance - The COVID-19 pandemic poses a significant risk to the company's manufacturing facilities, supply chain for raw materials and source tissue, and the ability of its sales force to meet with healthcare providers[183](index=183&type=chunk)[185](index=185&type=chunk)[187](index=187&type=chunk) - The company may experience unpredictable reductions in product demand if patients are unable to access therapies or if providers prioritize resources to address the pandemic[189](index=189&type=chunk) - The economic impact of COVID-19 could adversely affect the company's ability to meet financial covenants in its 2019 Credit Agreement and could negatively impact its ability to raise additional capital[191](index=191&type=chunk) [Unregistered Sales of Equity Securities and Use of Proceeds](index=35&type=section&id=Item%202.%20Unregistered%20Sales%20of%20Equity%20Securities%20and%20Use%20of%20Proceeds) No unregistered sales of equity securities occurred during the reporting period - None[192](index=192&type=chunk) [Defaults Upon Senior Securities](index=35&type=section&id=Item%203.%20Defaults%20Upon%20Senior%20Securities) No defaults upon senior securities occurred during the reporting period - None[193](index=193&type=chunk) [Mine Safety Disclosures](index=35&type=section&id=Item%204.%20Mine%20Safety%20Disclosures) This item is not applicable to the company's operations - Not Applicable[194](index=194&type=chunk) [Other Information](index=35&type=section&id=Item%205.%20Other%20Information) No other information is reported for the period - None[195](index=195&type=chunk) [Exhibits](index=36&type=section&id=Item%206.%20Exhibits) Lists exhibits filed with Form 10-Q, including CEO and CFO certifications required by Sarbanes-Oxley Act and XBRL data files - Exhibits filed include Certifications of the Principal Executive Officer and Principal Financial Officer pursuant to Sarbanes-Oxley Act Sections 302 and 906, as well as XBRL data files[197](index=197&type=chunk)

Financial Data and Key Metrics Changes - Total revenue for Q1 2020 was $61.7 million, an increase of 8% from $57.1 million in Q1 2019 [18] - Gross profit for Q1 2020 was $42.9 million, up 7% from $40.1 million in Q1 2019, with a gross profit margin of 69.6% compared to 70.3% in the prior year [23] - Operating loss for Q1 2020 was $15.1 million, compared to a loss of $12.1 million in Q1 2019, reflecting a 24% increase in losses [30] - Net loss for Q1 2020 was $16.3 million or $0.16 per share, compared to a net loss of $15.7 million or $0.17 per share in Q1 2019 [32] Business Line Data and Key Metrics Changes - Revenue from Advanced Wound Care products was $51.3 million, a 7% increase from $47.8 million in Q1 2019, representing 83% of total revenue [19] - Revenue from Surgical & Sports Medicine products was $10.4 million, a 13% increase from $9.3 million in Q1 2019, representing 17% of total revenue [20] - Revenue from PuraPly products was $32.5 million, a 28% increase from $25.4 million in Q1 2019, accounting for approximately 53% of total revenue [21] Market Data and Key Metrics Changes - Sales through February 2020 were up 13% year-over-year, but sales declined 14% year-over-year in the second half of March due to COVID-19 disruptions [11] - Sales of Surgical & Sports Medicine products declined 52% year-over-year in April, while Advanced Wound Care products saw a 24% decline [13] Company Strategy and Development Direction - The company is focused on long-term growth and market share gain, driven by investments in the commercial team and new product launches [38] - The strategy includes expanding the office presence for PuraPly and adapting to the shift of procedures from outpatient settings to offices [64] Management's Comments on Operating Environment and Future Outlook - Management expressed cautious optimism about recovery trends as healthcare facilities begin to reopen, but acknowledged uncertainty regarding the pace of recovery [14] - The company expects to realize $5 million to $6 million in savings in Q2 2020 due to proactive cost-saving measures [29] Other Important Information - The company withdrew its fiscal year 2020 revenue guidance due to uncertainties from the COVID-19 pandemic [36] - As of March 31, 2020, the company had $46.9 million in cash and $110 million in debt obligations [34] Q&A Session Summary Question: Insights on recovery signs across product lines and geographies - Management noted that capacity for Surgical & Sports Medicine has opened up to 80%-82%, with rural hospitals showing better performance [42] - Wound care centers are gradually reopening, with 80% now open and more than half accepting new patients [44] Question: Impact of deferred procedures on product mix - Management indicated that larger and more infected wounds are being observed, leading to expected increases in PuraPly sales [50] Question: Percentage of business related to traumatic wounds - Management stated that 45% of procedures are nonelective, with a reasonable percentage being traumatic, but specific percentages were not disclosed [53] Question: Expectations for backlog recovery - Management anticipates that about 85% of the backlog will be addressed within 4 to 5 months [55] Question: Criteria for allowing sales reps into centers - The criteria depend on regional COVID-19 experiences, with varying rates of access for sales reps [58] Question: Importance of clinical data presentations - Management expressed concern over the inability to present clinical data at conferences due to the pandemic, which may impact brand support [66]

PART I. FINANCIAL INFORMATION This section presents Organogenesis's unaudited consolidated financial statements and management's discussion [Item 1. Unaudited Consolidated Financial Statements](index=5&type=section&id=Item%201.%20Unaudited%20Consolidated%20Financial%20Statements) This section presents Organogenesis Holdings Inc.'s unaudited consolidated financial statements for Q1 2020, including balance sheets, operations, equity, cash flows, and notes [Consolidated Balance Sheets](index=5&type=section&id=Consolidated%20Balance%20Sheets) This section presents the company's financial position, detailing assets, liabilities, and equity at quarter-end | Metric | March 31, 2020 (in thousands) | December 31, 2019 (in thousands) | | :-------------------------------- | :----------------------------- | :------------------------------- | | Cash | $46,898 | $60,174 | | Total current assets | $111,398 | $125,600 | | Total assets | $208,340 | $220,687 | | Total current liabilities | $54,825 | $59,894 | | Total liabilities | $168,045 | $165,104 | | Total stockholders' equity | $40,295 | $55,583 | [Consolidated Statements of Operations](index=6&type=section&id=Consolidated%20Statements%20of%20Operations) This section details the company's revenues, expenses, and net loss for Q1 2020 and 2019 | Metric | Three Months Ended March 31, 2020 (in thousands) | Three Months Ended March 31, 2019 (in thousands) | | :----------------------------------- | :--------------------------------------------- | :--------------------------------------------- | | Net revenue | $61,732 | $57,123 | | Cost of goods sold | $18,793 | $16,980 | | Gross profit | $42,939 | $40,143 | | Total operating expenses | $58,023 | $52,264 | | Loss from operations | $(15,084) | $(12,121) | | Total other expense, net | $(1,194) | $(3,508) | | Net loss | $(16,313) | $(15,666) | | Net loss per share — basic and diluted | $(0.16) | $(0.17) | | Weighted-average common shares outstanding | 104,486,924 | 90,604,107 | [Consolidated Statements of Redeemable Common Stock and Stockholders' Equity](index=7&type=section&id=Consolidated%20Statements%20of%20Redeemable%20Common%20Stock%20and%20Stockholders'%20Equity) This section outlines changes in redeemable common stock and stockholders' equity for Q1 2020 and 2019 | Item | Three Months Ended March 31, 2020 (in thousands) | Three Months Ended March 31, 2019 (in thousands) | | :------------------------------------ | :--------------------------------------------- | :--------------------------------------------- | | Balance as of December 31 | $55,583 | $47,041 | | Exercise of stock options | $816 | $628 | | Stock-based compensation expense | $209 | $224 | | Net loss | $(16,313) | $(15,666) | | Balance as of March 31 | $40,295 | $32,559 | [Consolidated Statements of Cash Flows](index=8&type=section&id=Consolidated%20Statements%20of%20Cash%20Flows) This section presents the company's cash flows from operating, investing, and financing activities for Q1 2020 and 2019 | Cash Flow Activity | Three Months Ended March 31, 2020 (in thousands) | Three Months Ended March 31, 2019 (in thousands) | | :--------------------------------- | :--------------------------------------------- | :--------------------------------------------- | | Net cash used in operating activities | $(17,283) | $(9,558) | | Net cash used in investing activities | $(4,243) | $(317) | | Net cash provided by financing activities | $8,230 | $19,133 | | Change in cash and restricted cash | $(13,296) | $9,258 | | Cash and restricted cash, end of period | $47,074 | $30,663 | [Notes to Consolidated Financial Statements](index=9&type=section&id=Notes%20to%20Consolidated%20Financial%20Statements) These notes detail the unaudited consolidated financial statements, covering business, accounting policies, financial condition, debt, equity, and COVID-19 impacts [1. Nature of the Business and Basis of Presentation](index=9&type=section&id=1.%20Nature%20of%20the%20Business%20and%20Basis%20of%20Presentation) This note describes Organogenesis's business, regenerative medicine focus, and basis for financial statement presentation - Organogenesis Holdings Inc. is a leading regenerative medicine company focused on Advanced Wound Care and Surgical & Sports Medicine markets, serving hospitals, wound care centers, government facilities, ASCs, and physician offices[24](index=24&type=chunk) - The COVID-19 pandemic had no material adverse effect on Q1 2020 financial results but presents significant future risks to demand, sales, staffing, manufacturing, supply chain, and financial covenants, with the company implementing cost-saving measures and monitoring the situation[25](index=25&type=chunk)[26](index=26&type=chunk) - The Avista Merger in December 2018 was accounted for as a reverse merger, with Organogenesis Inc. treated as the accounting acquirer, resulting in no goodwill or other intangible assets recorded from the merger[27](index=27&type=chunk)[28](index=28&type=chunk) - The company has incurred recurring operating losses since inception and had an accumulated deficit of **$187.3 million** as of March 31, 2020, with management believing current cash and credit facilities will be sufficient for at least 12 months, but future funding may be needed[30](index=30&type=chunk)[31](index=31&type=chunk) [2. Summary of Significant Accounting Policies](index=10&type=section&id=2.%20Summary%20of%20Significant%20Accounting%20Policies) This note outlines key accounting principles and policies applied in preparing consolidated financial statements - The unaudited consolidated financial statements are prepared in accordance with GAAP and SEC rules for interim reporting, and should be read with the Annual Report on Form 10-K for the fiscal year ended December 31, 2019[32](index=32&type=chunk) - No material changes to significant accounting policies previously disclosed in the Annual Report[36](index=36&type=chunk) - The company, as an emerging growth company, will adopt ASU 2016-02 (Leases) on January 1, 2021, and ASU 2016-13 (Credit Losses) on January 1, 2023, recognizing cumulative-effect adjustments to retained earnings[38](index=38&type=chunk)[39](index=39&type=chunk) [3. Product and Geographic Sales](index=12&type=section&id=3.%20Product%20and%20Geographic%20Sales) This note details revenue by product category and geographic region, along with revenue recognition policies - Revenue is generated from Advanced Wound Care and Surgical & Sports Medicine products, recognized when customers obtain control, net of returns, discounts, and GPO rebates[41](index=41&type=chunk) | Product Category | Three Months Ended March 31, 2020 (in thousands) | Three Months Ended March 31, 2019 (in thousands) | | :----------------------- | :--------------------------------------------- | :--------------------------------------------- | | Advanced Wound Care | $51,288 | $47,844 | | Surgical & Sports Medicine | $10,444 | $9,279 | | **Total net revenue** | **$61,732** | **$57,123** | | Net PuraPly revenue | $32,505 | $25,447 | - Net revenue generated outside the United States represented less than **1%** of total net revenue for all periods presented[42](index=42&type=chunk) [4. Accounts Receivable, Net](index=12&type=section&id=4.%20Accounts%20Receivable,%20Net) This note breaks down accounts receivable, net of allowances for sales returns and doubtful accounts | Metric | March 31, 2020 (in thousands) | December 31, 2019 (in thousands) | | :----------------------------------- | :----------------------------- | :------------------------------- | | Accounts receivable | $35,928 | $42,408 | | Less — allowance for sales returns and doubtful accounts | $(3,204) | $(3,049) | | **Accounts receivable, net** | **$32,724** | **$39,359** | | Allowance for Sales Returns and Doubtful Accounts | Three Months Ended March 31, 2020 (in thousands) | Three Months Ended March 31, 2019 (in thousands) | | :------------------------------------------------ | :--------------------------------------------- | :--------------------------------------------- | | Balance at beginning of period | $3,049 | $3,420 | | Additions (reductions) | $217 | $(76) | | Write-offs | $(62) | $(52) | | Balance at end of period | $3,204 | $3,292 | [5. Inventories](index=12&type=section&id=5.%20Inventories) This note details the composition of inventories, including raw materials, work in process, and finished goods | Inventory Category | March 31, 2020 (in thousands) | December 31, 2019 (in thousands) | | :----------------- | :----------------------------- | :------------------------------- | | Raw materials | $10,142 | $9,178 | | Work in process

Organogenesis Holdings Inc. (NASDAQ:ORGO) Q4 2019 Earnings Conference Call March 9, 2020 5:00 PM ET Company Participants Gary S. Gillheeney, Sr. - President & Chief Executive Officer Tim Cunningham - Chief Financial Officer Conference Call Participants Matt Miksic - Credit Suisse Richard Newitter - SVB Leerink Ryan Zimmerman - BTIG Steven Lichtman - Oppenheimer & Company Operator Good afternoon, ladies and gentlemen, and welcome to the Fourth Quarter 2019 Earnings Conference Call for Organogenesis Holdings ...

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Organogenesis Holdings Inc. (NASDAQ:ORGO) Q3 2019 Earnings Conference Call November 12, 2019 5:00 PM ET Company Participants Gary Gillheeney - President & Chief Executive Officer Tim Cunningham - Chief Financial Officer Conference Call Participants Vik Chopra - Credit Suisse Ryan Zimmerman - BTIG Steven Lichtman - Oppenheimer & Company Operator Good afternoon, ladies and gentlemen, and welcome to the Third Quarter 2019 Earnings Conference Call for Organogenesis Holdings Incorporated. At this time, all parti ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 Commission File Number 001-37906 ORGANOGENESIS HOLDINGS INC. (Exact name of registrant as specified in its charter) Delaware 98-1329150 (State or other jurisdiction of incorporation or organization) (I.R.S. Employer Identification No.) (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 Fo ...

Organogenesis Holdings, Inc. (NASDAQ:ORGO) Q2 2019 Earnings Conference Call August 9, 2019 8:00 AM ET Company Participants Gary Gillheeney – Chief Executive Officer Tim Cunningham – Chief Financial Officer Conference Call Participants Ryan Zimmerman – BTIG Steven Lichtman – Oppenheimer Operator Good morning, ladies and gentlemen, and welcome to the Second Quarter 2019 Earnings Conference Call for Organogenesis Holdings Inc. [Operator Instructions] Please note that this conference call is being recorded and ...

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