UFP Technologies FY Conference Summary Company Overview - **Company Name**: UFP Technologies - **Ticker**: NasdaqCM: UFPT - **Founded**: 1963 - **Headquarters**: Newburyport, Massachusetts - **Revenue**: Approximately $600 million - **Employees**: 5,000 associates - **Facilities**: 21 factories across five countries and six innovation development centers [3][16] Core Business and Value Proposition - UFP Technologies specializes in contract development and manufacturing of single-use and single-patient medtech devices [3] - The company combines design engineering, materials expertise, and precision manufacturing to assist customers in product development and protection [3] - Strong relationships with 26 of the top 30 medtech device companies, focusing on engineer-to-engineer collaboration [4][6] Business Model and Growth Strategy - The business model includes a front-end development process that is now a profitable and rapidly growing segment, previously given away for manufacturing hopes [5][6] - The company has a two-prong growth strategy: internal growth through marketing to profitable segments and acquisitions to enhance customer value [12][14] - Customer-funded development is a key aspect, ensuring serious engagement and funding for projects [14] Market Segmentation and Performance - Major market segments include: - Robotic Surgery: 30% - Medical Devices: 53% - Sterile Packaging: 17% [10] - The CDMO space is growing at approximately 10%, with sub-markets like robotic surgery growing in the mid-teens [10] - Revenue growth targets are set at 12%-18%, with half expected from acquisitions and half from internal growth [19] Recent Developments and Acquisitions - Recent acquisitions include companies that enhance capabilities in RF welding and injection molding, making UFP more valuable to customers [11][12] - The company has expanded its presence in low-cost countries, including Mexico and the Dominican Republic, to meet customer demands [15] Challenges and Risks - A recent issue with the acquisition of AJR led to workforce challenges, impacting operational targets but the company is recovering [20] - Customer concentration risk exists, particularly in robotic surgery, where a significant portion of business comes from a few key customers [22] - Long-term contracts are in place to mitigate risks associated with customer disintermediation [22][23] Intellectual Property Management - Intellectual property related to product development typically belongs to the customer, while process-related IP remains with UFP Technologies [23][24] Conclusion - UFP Technologies presents significant growth opportunities with a strong focus on customer relationships, innovative materials, and a proven growth strategy [16][19]

Core Viewpoint - UFP Technologies, Inc. is undergoing a leadership transition as CEO R. Jeffrey Bailly announces his retirement effective June 4, 2026, with President Mitchell Rock set to take over the role [1][2]. Company Overview - UFP Technologies is a contract development and manufacturing organization specializing in single-use and single-patient medical devices, serving as a crucial link in the medical device supply chain [3]. - The company provides devices and components for various applications, including minimally invasive surgery, infection prevention, wound care, wearables, orthopedic soft goods, and orthopedic implants [3]. Leadership Transition - R. Jeffrey Bailly has served as CEO for 31 years, during which the company's revenue grew approximately 20-fold, and profitability and market capitalization increased more than 150-fold [2]. - Mitchell Rock, who has been with the company for 25 years, will assume the CEO position and is recognized for his strong industry relationships and deep market understanding [2]. - Bailly will continue to contribute as Executive Chairman of the Board for one year to ensure a smooth transition [1][2].

Core Insights - UFP Technologies, Inc. will participate in the Piper Sandler 37th Annual Healthcare Conference in New York City from December 1-4, 2025, with a presentation scheduled for December 3 at 8:10 AM [1] Company Overview - UFP Technologies is a contract development and manufacturing organization specializing in single-use and single-patient medical devices [2] - The company serves as a crucial link in the medical device supply chain and is a valued outsourcing partner for leading medical device manufacturers [2] - UFP's products are utilized in various medical applications, including minimally invasive surgery, infection prevention, wound care, wearables, orthopedic soft goods, and orthopedic implants [2]

Company Overview - UFP Industries, Inc. (UFPI) is currently experiencing significant attention from investors due to high implied volatility in its options market, particularly the Jan 16, 2026 $65 Call option [1] - The company holds a Zacks Rank of 5 (Strong Sell) within the Building Products – Wood industry, which is positioned in the bottom 6% of the Zacks Industry Rank [3] Analyst Sentiment - Over the past 30 days, no analysts have increased their earnings estimates for UFP Industries for the current quarter, while two analysts have revised their estimates downward, leading to a decrease in the Zacks Consensus Estimate from $1.14 per share to $1.06 [3] Options Market Dynamics - The high implied volatility suggests that options traders are anticipating a significant price movement for UFP Industries shares, which could indicate an upcoming event that may lead to a substantial rally or sell-off [2][4] - Options traders often seek to sell premium on options with high implied volatility, aiming to benefit from the decay of the option's value if the underlying stock does not move as much as expected by expiration [4]

Core Insights - UFP Technologies reported better-than-expected results for Q3, driven by strong growth in its MedTech business despite labor inefficiencies at its AJR Illinois facility [1] - Key segments such as Interventional and Surgical, Orthopedics, and Wound Care each grew over 30%, which helped offset a 23% decline in Patient Services and Support due to workforce turnover [1] Financial Performance - Revenue reached $154.6 million, exceeding analyst estimates of $149.6 million, representing a 6.5% year-on-year growth and a 3.3% beat [6] - Adjusted EPS was $2.39, beating analyst estimates of $2.17 by 10% [6] - Adjusted EBITDA was $30.74 million, surpassing estimates of $29.26 million, with a margin of 19.9% [6] - Operating margin decreased to 15.3% from 17.7% in the same quarter last year [6] - Market capitalization stands at $1.74 billion [6] Business Developments - CEO Jeff Bailly noted that while overall growth in robotic surgery was 5%, the primary customer experienced closer to 8% growth due to a one-year sales mix effect [6] - A contract expansion with the largest customer is anticipated to include all product lines and require new facility investments, with expected volume increases in future years [6] - Revenue expectations from two new robotic surgery programs are estimated at $10 million for the next year, described as conservative with potential upside in subsequent years [6] - The company is addressing a $16 million backlog and expects double-digit growth and improved efficiency as hiring and training progress [6] - Launch-related costs typically generate modest short-term losses, but these costs are expected to transition to profitability as new programs mature [6]

Financial Performance - Net sales for the nine months ended September 30, 2025, increased 26.0% to $453.9 million from $360.4 million in the same period last year, driven by a 31.1% growth in sales to the medical market [116]. - Net sales for the three months ended September 30, 2025, increased approximately 6.5% to $154.6 million from $145.2 million for the same period in 2024, despite over $8 million of unfulfilled orders due to the AJR Labor Issue [120]. - Organic sales growth was 2.2% for the nine months ended September 30, 2025, compared to the same period in 2024, impacted by the AJR Labor Issue [121]. Acquisitions and Sales Contributions - Sales from acquisitions in 2024 and 2025 contributed approximately $114.9 million in sales during the nine months ended September 30, 2025, compared to $34.6 million in the same period last year [116]. - SG&A for the nine months ended September 30, 2025, increased approximately 29.5% to $56.5 million from $43.6 million for the same period in 2024, primarily due to acquisitions and increased headcount [125]. - The company plans to enhance manufacturing capacity and may consider additional acquisitions to support growth [143]. Labor and Operational Issues - Gross margin decreased to 27.7% for the three months ended September 30, 2025, from 28.6% for the same period in 2024, with the AJR Labor Issue adding approximately $3.0 million in incremental labor costs [122]. - The company anticipates gradual improvement in labor efficiencies beginning in the fourth quarter of 2025 following significant workforce turnover due to the AJR Labor Issue [117]. Expenses and Interest - Selling, general, and administrative expenses (SG&A) increased approximately 20.8% to $19.1 million for the three months ended September 30, 2025, from $15.8 million for the same period in 2024 [124]. - Net interest expense decreased to approximately $2.4 million for the three months ended September 30, 2025, compared to $3.5 million for the same period in 2024, primarily due to lower average debt [127]. - Net interest expense increased to approximately $7.9 million for the nine months ended September 30, 2025, compared to $4.7 million in 2024, primarily due to higher average debt [128]. Cash Flow and Financing - Net cash provided by operations for the nine months ended September 30, 2025, was approximately $75.1 million, driven by net income of approximately $50.7 million [134]. - Net cash used in investing activities was approximately $23.7 million for the nine months ended September 30, 2025, mainly for manufacturing machinery and acquisitions [135]. - Net cash used for financing activities was approximately $47.3 million during the nine months ended September 30, 2025, primarily for payments on the revolving line of credit [136]. - As of September 30, 2025, the company had approximately $146.1 million in outstanding borrowings under the Third Amended and Restated Credit Agreement [140]. - The weighted average interest rate on outstanding debt was approximately 5.5% as of September 30, 2025 [140]. Tax and Future Outlook - The effective tax rate for the nine months ended September 30, 2025, was approximately 19.4%, down from 21.0% in 2024, due to changes in income allocation and discrete tax benefits [132]. - Future liquidity is contingent upon operating performance and the availability of draws on the revolving credit facility [142]. - The company generated cash of approximately $75.1 million from operations during the nine months ended September 30, 2025, but future cash generation cannot be guaranteed [142].

Financial Data and Key Metrics Changes - Overall sales grew 6.5% to $154.6 million in Q3 2025, despite challenges related to labor inefficiency at the AGR Illinois facility [4][5] - Gross profit decreased by $3 million due to additional labor costs, leading to a 28% reduction in diluted EPS [5][10] - Adjusted operating margin for Q3 was 17% of sales, within the target range despite the labor costs [11] Business Line Data and Key Metrics Changes - Medtech business grew 7.3%, with interventional, surgical, orthopedics, and wound care each growing over 30%, offset by a 23% decline in patient services and support [4][6] - Advanced components or non-medical business declined 2.7% as resources were focused on the medtech business [4] - Organic growth for UFP was essentially flat in Q3 due to the reduction in AGR sales, but the base business grew approximately 5% when excluding recent acquisitions [7] Market Data and Key Metrics Changes - Revenue from robotic surgery increased by 5.1% in Q3, with growth from the largest customer being closer to 8% [6][15] - Backlog going into Q4 is approximately $16 million, with expectations to fulfill much of it by early 2026 [10][38] Company Strategy and Development Direction - The company is focusing on improving operational efficiency and capacity, particularly in robotic surgery, with plans for multimillion-dollar investments [6][7] - AGR's operations in the Dominican Republic are expected to improve as qualifications are completed and production ramps up [6][8] - The company is negotiating to extend and expand its contract with its largest customer, anticipating significantly increased volumes [24][25] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the long-term future in robotic surgery and the recovery from labor inefficiencies, expecting the greatest impact to be behind them [5][7] - The company is working to address the backlog and anticipates continued growth in the medtech sector [38][39] - Management noted that while inefficiencies will linger into Q4 and potentially Q1 of next year, gross margins are expected to gradually improve [42] Other Important Information - The company generated $35.9 million in cash from operations and paid down approximately $17.5 million in debt during Q3 [11] - The effective tax rate for Q3 was 22.2%, down slightly from the previous year [11] Q&A Session Summary Question: Can you provide more details on the growth in robotic surgery? - The growth in robotic surgery was higher than reported, closer to 8% from the largest customer, due to a shift in sales dynamics [15] Question: Any updates on the contract with your largest customer? - The company is in discussions to extend the contract, which may include additional SKUs and higher overall value [22][24] Question: How are the new programs expected to perform? - The estimate of $10 million in revenue for the new programs is considered conservative, with potential for significant growth in the following years [31][32] Question: What is the outlook for the backlog and efficiency? - The company aims to reduce the backlog as quickly as possible, with expectations for continued growth in the business [38][39] Question: How should gross margins trend going forward? - Gross margins are expected to gradually improve, although inefficiencies may persist into the next quarter [42]

Financial Performance - Net income for Q3 2025 was $16.4 million, maintaining the same level as Q3 2024, with adjusted earnings per diluted share at $2.39[3] - Sales for Q3 2025 increased by 6.5% to $154.6 million, compared to $145.2 million in Q3 2024; year-to-date sales rose 26.0% to $453.9 million from $360.4 million[5] - Operating income for Q3 2025 decreased by 5.6% to $23.4 million, while adjusted operating income fell by 8.8% to $26.3 million[5] - Adjusted net income for Q3 2025 was $18.6 million, with adjusted net income per diluted share at $2.39, compared to $19.4 million and $2.49 per share in Q3 2024[26] - EBITDA for Q3 2025 was reported at $28.3 million, slightly down from $28.7 million in Q3 2024, while adjusted EBITDA for the nine months was $92.8 million, up from $77.0 million in 2024[28] Sales and Market Performance - Medical market sales grew by 7.3% to $142.4 million in Q3 2025, while non-medical sales decreased by 2.7% to $12.2 million[5] - Overall net sales for Q3 2025 reached $154.6 million, a slight increase from $145.2 million in Q3 2024, with organic sales remaining stable at $145.1 million[18] - Organic sales growth for the nine-month period ended September 30, 2025, was approximately 2.2%[5] - The organic sales growth rate for the nine months ended September 30, 2025, was 2.2%, compared to a flat growth rate in the same period of 2024[18] Cost and Margin Analysis - Gross margin for Q3 2025 decreased to 27.7% from 28.6% in Q3 2024; without the $3 million labor cost, gross margin would have been 29.6%[5] - SG&A expenses increased by 20.8% to $19.1 million in Q3 2025, representing 12.3% of sales, up from 10.9% in Q3 2024[5] - Adjusted gross margin for Q3 2025 was 27.8%, down from 29.4% in Q3 2024, while the nine-month adjusted gross margin was 28.3%, slightly lower than 29.3% in the previous year[20] - Adjusted operating income for Q3 2025 was $26.3 million, compared to $28.8 million in Q3 2024, with a nine-month total of $79.4 million versus $66.3 million in 2024[24] Future Outlook and Growth Strategies - The company expects significant revenue generation from two new large robotic surgery programs launching by year-end 2025[4] - Recent acquisitions, UNIPEC and TPI, are performing ahead of expectations, with integrations on track[4] - The company anticipates long-term growth in its robotic surgery platform and plans to continue expansion in the Dominican Republic[4] - The company anticipates increased revenue from new robotic programs and favorable terms negotiated with its largest customer, which may enhance product demand[15] Operational Challenges and Risks - The company is focused on improving profitability at its Illinois facility and successfully transferring programs to the Dominican Republic[15] - Risks include potential delays in customer payments, reliance on two major customers for a significant portion of annual revenues, and challenges in executing acquisition strategies[15] Financial Reporting and Measures - The company emphasizes the importance of non-GAAP financial measures for evaluating operational performance, which may differ from GAAP results[16]

Core Insights - UFP Technologies, Inc. reported a net income of $16.4 million or $2.11 per diluted share for Q3 2025, consistent with Q3 2024, while adjusted earnings per diluted share were $2.39 [1][8] - Sales for Q3 2025 increased by 6.5% to $154.6 million compared to $145.2 million in Q3 2024, with year-to-date sales up 26.0% to $453.9 million [1][3] - The company experienced a 7.3% increase in MedTech sales, but a 2.7% decline in non-medical sales during the third quarter [2][3] Financial Performance - For the nine-month period ended September 30, 2025, net income rose to $50.7 million from $42.6 million in the same period of 2024, with adjusted net income increasing by 18.2% to $57.1 million [1][8] - Gross margin for Q3 2025 decreased to 27.7% from 28.6% in Q3 2024, primarily due to $3 million in incremental labor costs at the Illinois facility [3][8] - Selling, general and administrative expenses (SG&A) increased by 20.8% to $19.1 million in Q3 2025, reflecting investments in back-office resources for recent acquisitions [4][8] Strategic Initiatives - The company is progressing with strategic initiatives, including ramping up production at its new facility in Santiago, Dominican Republic, with the first program now in commercial production [2][3] - Two new large robotic surgery programs are on track for commercial production by year-end 2025, expected to generate significant revenue in 2026 and beyond [2][3] - Recent acquisitions, UNIPEC and TPI, are performing ahead of expectations, and their integrations are on track [2][3] Market Segmentation - Medical market sales for Q3 2025 increased by 7.3% to $142.4 million, while non-medical sales decreased by 2.7% to $12.2 million [3][4] - For the nine-month period, medical market sales surged by 31.1% to $417.1 million, while non-medical sales fell by 13.0% to $36.8 million [3][4] Future Outlook - The company remains optimistic about future growth, driven by improved results in Illinois, completion of program transfers in the Dominican Republic, and anticipated revenue from new robotic surgery programs [2][3] - Discussions are ongoing to extend and expand contracts with the largest customer, with expected volume increases [2][3]

Core Insights - UFP Industries, Inc. reported third quarter 2025 net sales of $1.56 billion, reflecting a 5 percent decrease compared to the previous year [1] - The decline in net sales was attributed to a 1 percent decrease in price and a 4 percent decline in organic units [1] - Diluted earnings per share for the quarter were $1.29, down from $1.64 in the same period last year [1] - Net earnings attributable to controlling interest amounted to $76 million [1]