Summary of Zebra Technologies (ZBRA) FY Conference Call - May 21, 2025 Company Overview - **Company**: Zebra Technologies (ZBRA) - **Event**: FY Conference Call - **Date**: May 21, 2025 Key Points Revenue Growth Guidance - **2025 Revenue Growth Guidance**: Expected to be between **3% to 7%** [3][4] - **Q1 Performance**: Achieved high end of guidance with strong demand trends [3] - **Q2 Guidance**: Mid single-digit growth anticipated [3] - **Customer Project Delays**: No significant delays reported due to tariff uncertainties [3][4] Market Conditions and Customer Sentiment - **Tariff Impact**: Ongoing monitoring of macroeconomic conditions and customer plans due to tariff uncertainties [4][5] - **Customer Conversations**: Discussions with CIOs indicate tariffs are a primary concern but have not significantly impacted project timelines [5][6] Demand Trends by Vertical - **Vertical Performance**: Accelerated growth across verticals, with manufacturing showing high single-digit growth, lagging behind other sectors [9][10] - **Digitization and Automation**: Customers are focusing on digitizing workflows and improving operational efficiency [9][10] Large Order Activity - **Large Orders**: Currently below 2021 and 2022 peak levels, with customers still absorbing previous deployments [12][13] Tariff Math and Pricing Strategy - **Tariff Costs**: Estimated impact of **$70 million** for the year, with **$50 million** offset by pricing increases [16][17] - **Price Increases**: A **10% price increase** implemented across most products to mitigate tariff impacts [20][21] - **Demand Elasticity**: No significant demand changes observed post-price increase, but monitoring continues [24] Long-term Growth and Market Position - **Long-term Growth Target**: Committed to **5% to 7%** organic growth over the cycle [38] - **Installed Base**: Mobile computing installed base is **35% higher** than in 2019, indicating growth potential [43] Margin and Profitability - **EBITDA Margin Guidance**: Expecting a **50 basis points contraction** due to tariffs, but core margins remain strong [44][45] - **Record Gross Margins**: Achieved the best gross margin since the Motorola acquisition [45] Machine Vision and Software Business - **Machine Vision Growth**: Excitement around the machine vision business as a long-term growth driver, especially post-acquisition of Fotoneo [48][49] - **Software Integration**: Launch of WorkCloud Sync to enhance software offerings and integrate with mobile computing [51][52] Capital Allocation and M&A Strategy - **Free Cash Flow**: Generated over **$1 billion** in free cash flow over the last four quarters, allowing for active capital return [53] - **M&A Criteria**: Focus on strategic fit, synergies, and cultural alignment for potential acquisitions [56] Inventory Management - **Channel Inventory**: Currently working through **$50 million to $100 million** of excess inventory, with plans to normalize levels by 2026 [64][65] Additional Insights - **Sourcing Strategy**: Aiming to reduce reliance on China for imports, currently at **30%**, with plans to further decrease [30][31] - **Production Flexibility**: Leveraging third-party manufacturers to maintain flexibility in production locations [36][35] This summary encapsulates the key insights and data points from the Zebra Technologies FY Conference Call, highlighting the company's current performance, market conditions, and strategic outlook.

Financial Data and Key Metrics Changes - First quarter revenue was $124 million, reflecting a 5% organic growth, which was in line with internal expectations despite a 4% decline due to the divestiture of the Advanced Rehabilitation business [7][16] - Adjusted earnings per share increased by 33% to $0.08, supported by a strong gross margin and lower interest expenses [8][20] - Adjusted EBITDA was over $19 million, a decrease of $3 million from the prior year, primarily due to the divestiture and a foreign currency loss [17][19] Business Line Data and Key Metrics Changes - Surgical solutions revenue grew by 7%, driven by double-digit growth in ultrasonics, with capital sales in the US up by more than 50% compared to the prior year [9][17] - Pain treatments revenue increased by 4%, impacted by lower distributor purchases following higher orders in the previous quarter [18] - Restorative therapies experienced a 35% decline in revenue due to the divestiture, but organic growth was 4% [18] Market Data and Key Metrics Changes - International segment revenue declined by 12%, with organic growth at 1% [18] - The company noted that the macroeconomic environment has become more dynamic, but does not foresee a material impact from tariffs at this time [13][22] Company Strategy and Development Direction - The company aims to drive above-market revenue growth, expand profitability, and accelerate free cash flow generation [9][12] - A new platelet-rich plasma (PRP) system was added to the pain treatments portfolio, expected to enhance competitive advantage [10][11] - The company is focused on maintaining a strong clinical value proposition and leveraging its dedicated sales force to drive growth [26][33] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in sustaining growth despite macroeconomic uncertainties, with a strong focus on disciplined execution [8][14] - The company expects to nearly double cash from operations in 2025 compared to 2024, with a significant acceleration in cash flow anticipated starting in the second quarter [13][21] - Full-year 2025 guidance includes organic revenue growth of 6% to 8%, adjusted EBITDA of $112 million to $116 million, and EPS of $0.64 to $0.68 [22] Other Important Information - The company has enhanced its financial liquidity and cash flow generation, positioning itself as a market leader in large growing markets [14] - The management team is focused on reducing leverage to below 2.5 times by the end of 2025 [44] Q&A Session Summary Question: Update on the pain market and competition - Management noted a shift from multi-injection to single-injection treatments, with Duralane showing strong growth and profitability [26][27] Question: Tougher Q2 comparisons for pain treatments - Management indicated that unfavorable comparisons from the previous year would ease in the second half, supporting growth acceleration [30][42] Question: Confidence in organic growth and EBITDA acceleration - Management expressed confidence in revenue and EBITDA growth in the second half, driven by recent account wins and improved sales execution [39][42] Question: Plans for M&A opportunities - The company is focused on reducing leverage and pursuing synergistic opportunities that align with its growth strategy [47][49] Question: Initiatives from the new OUS business manager - The new manager is expected to drive a focused growth strategy in international markets, prioritizing specific countries and products [51][52]

Financial Data and Key Metrics Changes - First quarter revenue was $124 million, reflecting a 4% decline due to the divestiture of the Advanced Rehabilitation business, but organic growth was 5% [16][18] - Adjusted earnings per share increased by 33% to $0.08, supported by strong gross margins and lower interest expenses [7][20] - Adjusted EBITDA was over $19 million, down $3 million from the prior year, primarily due to the divestiture and a foreign currency loss [17][20] Business Line Data and Key Metrics Changes - Surgical solutions revenue grew by 7%, driven by double-digit growth in ultrasonics, with capital sales in the US up over 50% compared to the prior year [17][18] - Pain treatments revenue increased by 4%, impacted by lower distributor purchases following higher orders at the end of the previous year [18] - Restorative therapies revenue declined by 35% due to the divestiture, but organic growth was 4% [18] Market Data and Key Metrics Changes - International segment revenue declined by 12%, with organic growth at 1% [18] - The company noted a significant opportunity in the PRP market, which is expected to synergize with existing sales channels [11][12] Company Strategy and Development Direction - The company aims to drive above-market revenue growth, expand profitability, and accelerate free cash flow generation [8][12] - A focus on enhancing the pain treatments portfolio with the addition of a PRP system is part of the growth strategy [10][11] - The company is committed to maintaining a strong cash flow and reducing leverage, targeting below 2.5 times by the end of 2025 [21][44] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in sustaining growth despite macroeconomic uncertainties, with no material impact from tariffs anticipated at this time [13][22] - The company expects a significant acceleration in cash flow starting in the second quarter, with a projected doubling of cash from operations compared to 2024 [21][22] - Management highlighted the importance of agility and resilience in navigating challenges and emphasized the potential for distinguishing the company from competitors [14][15] Other Important Information - The company reaffirmed its 2025 financial guidance, including organic revenue growth of 6% to 8% and adjusted EBITDA of $112 million to $116 million [22] - The company has established a solid foundation for growth, with a diverse portfolio of short, mid, and long-term growth drivers [14] Q&A Session Summary Question: Update on the pain market and competition - Management noted a shift from multi-injection to single-injection treatments, with strong clinical value propositions supporting growth [24][25] Question: Tougher Q2 comparisons for pain treatments - Management explained that last year's competitor supply challenges led to additional volume, which will not be present this year [28][29] Question: Exposure to pharmaceutical tariffs - Management stated that current pharmaceutical products are excluded from tariffs and emphasized vigilance in monitoring the situation [32] Question: Confidence in organic growth and EBITDA acceleration - Management expressed confidence in the second half of the year, expecting significant growth as unfavorable comparisons are cleared [37][42] Question: Plans for M&A opportunities - Management indicated a focus on reducing leverage while remaining open to synergistic M&A opportunities that align with growth goals [46][48] Question: Initiatives from the new OUS business manager - The new manager is expected to drive a focused growth strategy and improve commercial execution in international markets [52][53]