Transcript
Conference Call of Opto Circuits (India) Limited
Event Date / Time : 27th April 2007, 10:30 AM IST
Event Duration : 42 mins 14 secs
Moderator: Good morning ladies and gentlemen. I'm Leela, moderator for this conference. Welcome to the conference call of Opto Circuits (India) Limited. We have with us today, Mr. Vinod Ramnani, Chairman and Managing Director of Opto Circuits (India) Limited and Mr. Sachin Neema, Head of Research of India Infoline Limited.
At this moment all participants are in listen only mode. Later, we will conduct a question and answer session. At that time if you have a question, please press * and 1 on your telephone key pad. Please note this conference is recorded. I would now like to hand over the conference to Mr. Sachin Neema.
Sachin Neema: Thank you Leela. Good morning, ladies and gentlemen. I am Sachin Neema, Head of Research at India Infoline, a very warm welcome to all of you for the conference call to discuss the acquisition of two medical equipment companies by Opto Circuits. I have great pleasure in having with us, Mr. Vinod Ramnani, Chairman and Managing Director of Opto Circuits.
To give you a background, Opto Circuits (India) Limited, has signed a purchase agreement, to acquire medical equipment companies in India, namely, Devon Innovations Private Limited and Ormed Medical Technology Limited. The companies manufacture products like catheters, stone graspers, stone baskets, dilator sets, etc. but different specialized applications mainly in the areas of urology, gastroenterology and gynaecology. Devon Innovations manufactures catheters and allied products for various medical segments, and Ormed deals with orthopedic prosthesis and surgical disposables. Both companies are ISO 9001 certified manufacturing companies. Devon products have the CEE mark also. To discuss the implications of these acquisitions, I would like to hand over the floor to Mr. Ramnani. Over to you, Vinod.
Vinod Ramnani: Good morning, Sachin and good morning everybody. Now these companies, about the acquisitions that we announced yesterday - they are small in size, but I can see very good potential. These two companies which we have acquired they have a very strategic meaning, going forward, a business of strength, because as far as Devon is concerned, they are making catheters and in stents also we are using catheters. So, I thought it would be a good combination.
So, I looked into it and fortunately these companies have come to us at a very lower price, due to the management which was old, and in fact, I can even tell you Mr. T. Thomas started this, that is what my understanding is, who was former chairman of HLL, and he being our - he is known to us and he just offered us - why don’t you just look into these two companies and see if you can take them forward. As our Opto strategy from the beginning, we always look at good opportunities at very good price, so we can see the value there, and with our marketing network and distribution network, across Europe and Asia, I thought it will not be a bad idea because it is not costing the company too much, and there is a good potential going forward and upside. So, that’s how the Board decided to go for it and we concluded the deal yesterday. Although the companies are right now doing their sales only in India, but I can see good potential for these products for Europe, Middle East, Asia and south- East Asia and I thought, it will be a good thing to happen, because it is a good addition to our existing products, and we don’t have to really spend money on marketing and distribution network. The products are great, and they have CE approval. In fact, Ormed, the company which was in orthopedics, was in collaboration with German Ormed. And now, German Ormed is not there, but they still have the name. So, their name brand is also pretty popular and so, is Devon, so looking into that and seeing the good potential for growing these two companies.
As you are aware last time, we picked out HLL thermometer at a very good price and then the company did very well with it. So, this is one of those opportunities you get, and the company is always looking for something like that. I am sure that if we put all our marketing network and our distribution channels across, I think we can - we will have a good potential for exporting these products outside India also. So, we can really, take the company forward. And it will be a very good addition, without spending too much money.
Sachin Neema: Operator, you can throw the floor open for questions.
Question and Answer Session
Moderator: Ladies and gentlemen, we will now begin the question and answer session. If you have a question, please press * and 1 on your telephone key pad, and wait for your turn to ask the question. If your question has been answered before your turn, and you wish to withdraw your request, you may do so, by pressing # key.
Our first question comes from Mr. Nish*t Shah of IDFC.
Nish*t Shah: Good morning everyone and congratulations on this acquisition. I have a couple of questions. One, what is the amount paid for both of these and, what is the actual turnover sales of both these companies -if you could share that?
Vinod Ramnani: Yes, sure. Both the companies will cost us less than 5 crores. Right now they’re doing about 6-7 crores in sales. The major problem they could find is the management couldn’t handle, and Mr. T. Thomas was kind of at the retiring age. I can see a lot of potential for the overseas market which they have no reach. They were just doing the local sales, and with having ECE mark, I think the European market is very well open for us, as you know, we have a company in Germany, and our own network, so for this amount I think and in our opinion it is a good deal and we can turn it around. It is a profit making company even in whatever sales they are doing - about 6-7 crores. They’re closing in fact in June, but then it is a profit-making company and so if we really put our marketing efforts, I think it will have a good potential to take them forward.
Nish*t Shah: Will this acquisition impact the backward integration that you were thinking about targeting a company in Europe, will it impact that and…?
Vinod Ramnani: No, these are different products. The company which we are targeting in Europe is in the coronary catheters and this company is totally in renal and gastro catheters, but as I told you, technology wise, it is all same. So, it is not a bad idea to have complete range of catheters and as I told you earlier, once they have the CE approval it is much easier for us to - because we are selling balloon catheters as it is in the market. We are using the same distributors, so we can use the same distributors for these products and give them a marketplace outside India, which they have never explored and that is the idea behind this.
Nish*t Shah: Will it also help you when you want to manufacture the coronary catheters as and when you do the decision and bring it….
Vinod Ramnani: It will definitely because there are good people there, there are technical people there, so, it is more on a comfort level also, because catheters are catheters, of course, the processes are not really the same, but basics definitely would be a helpful thing.
Nish*t Shah: But at what stage are we now in terms of clinical trials, for the US market?
Vinod Ramnani: We are just beginning it. In fact, people are sitting in US and we are in touch with the doctors out there and you I don’t know whether you are aware of our Goa conference which took place a few weeks back. And there has been a lot of interest that has been shown. So, I think the trials should be starting probably I would say around middle of May, or end of May, or maybe another six to eight weeks, that is what we are planning, that is what we are working towards.
Nish*t Shah: And how long will it take to get it over?
Vinod Ramnani: Well, to get FDA approval for the stent is a very long process. So, I will not say that we can get it before 24 months. I mean, anywhere around that time frame.
Nish*t Shah: In the meanwhile, what is the game plan in terms of taking forward the stance with the CE approval that you have, that gives you right to market in the European market as well as in couple of other markets? Now, how are we positioning what kind of marketing bandwidth we are increasing, and all of that?
Vinod Ramnani: That is an ongoing process and we have a very good product and we have already started - you can see the sales are jumping even in India, I mean, for that matter, after this Goa conference and this is very important for us to market it right and give a proper exposure and create a brand. We already started doing that. We have another conference in Barcelona in May, where we are participating and that is an international conference for coronary products. I am sure, it is moving very, very fast. We are trying to capture as many markets as possible, including China and Russia, except for US, we can’t really enter right now and so also Japan. But in all other markets we are going very aggressively and we are seeing very positive results.
Nish*t Shah: Anything in the recent three, four months developments, which are important enough for us to know?
Vinod Ramnani: Well, the important thing is the company is doing well and it is growing, and as per expectation, or maybe more than that. Because in India, the sales have picked up real good and so in other places. Now, I’m sure that once you have this conference in Barcelona, where everybody else is participating around the globe, we’ll have some studies, and by that time I am sure, that will again give us a good boosting as far as the stent market is concerned. But overall, as you said, three, four months we are on target and the order booking is good. We have a lot of new distributors coming in stent, and particularly DIOR also picking up, the product which we launched in Goa. So, the signs are very positive.
Nish*t Shah: Thank you.
Moderator: Next question comes from Basanth Patil from Iden Investment Advisors.
Basanth Patil: Sir, it is very interesting to understand your acquisition strategy. You know, you have been picking up companies across the country, and now they seem to be in similar segments. But what we fail to understand is why get into non-coronary catheter at all? I believe Ormed is more into orthopedics. So, how does that help you as well?
Vinod Ramnani: See, Ormed is in orthopedics, we have some distributors in the Middle-East Asia, and South-East Asia, who have been asking us to get them some orthopedic products. Now, this was a combined deal, when we say coronary catheter is one thing, but other catheters are also required. So, Devon and Ormed, these are like sister concerns. As I see there is nothing wrong, because as I told you, the total price what we have paid is not that much and they have a good name, if we can revive Ormed as the German collaborated company with good quality products. Unfortunately, they have not really kept the market - they couldn’t do it. But I could see the value there, because of the brand name and their product line. They have very good total hip replacement joints, and they’re working on the knee. All those were designed earlier in collaboration with Ormed of Germany. So, as far as quality is concerned, it is very good. If we can market those products right, and as you can see the risk is not all that great. We have hardly paid much for it. But I can see there is very good market for it even in India and outside. And we have some distributors who are very keen to have these products also in the basket, so I said fine, I mean, nothing wrong as far as it is a minimal risk proposition and nothing wrong in exploring that market.
Basanth Patil: So, what it actually implies is that you are actually trying to leverage on your marketing network.
Vinod Ramnani: Absolutely, why not? Because when I am paying approximately a crore or a crore and a half for Ormed, I mean, that is not a great risk, whereas…
Basanth Patil: I understand - could you tell us about this marketing network? We did a little bit of work on the distributor you have appointed in Europe for marketing of stents, and it was not extremely encouraging to read about that. Because those - I forget the name of that company, the distributor you have in Europe for doing the…
Vinod Ramnani: See, we have various distributors. One we have is Nicholas. We had Fumedica earlier, but now we have changed it to Nicholas and that is much bigger distributor. See, what happens initially when you are a small company, when you are picking up a company, when the product is not very well known, you always have to go with whatever is available. But as you grow, as you add on more products, then there are big distributors who are looking at you and then you can easily tie them up. So, we bought the European company only last year, and they didn’t even have enough products, and the supply chain - they were not producing enough although they had very good product line, but we have revived that now, and it will happen. Of course, it is a process and we have to just see that suppose we reach to a level even bigger than now, I am sure we can have the best distributor in Europe. But it is again a matter of time how strong we are going to make the company and the brand and we are working very aggressively to do that, because the product is really good. I am sure you must have read all those news items, which came after our Goa conference. So, there is no hassle as far as the product is concerned. It is just a matter of time and getting your brand recognition. Once that happens everything changes slowly and we’re not really signing with any distributor for a life time - it is just that they will pick up minimum quantities of this and this and this and if they don’t, we have the right to change them. So, we have kept that option open but I am sure that as we go forward, you can see things change.
Basanth Patil: I am sure the company will grow and will be able to get more and more sales through distributors, but my guess was - we were trying to gauge as to how a product like stents would get sold? That would probably happen with medical representatives in India and maybe abroad.
Vinod Ramnani: No, different countries have different marketing networks. Like in India, also we are selling through two distributors. And their sales have picked up 28%-30% after our conference. And so, if you go to Europe, there also it has been sold through the distributors, and there are no medical representatives. It is distributor who hires his own people, and they are always in touch with the cardiologist, they keep the product there, in fact, sometimes they are present while they’re doing the procedure, because if they have any issues, their representative would be there. So, this is a very, I would say PR-related thing, in my opinion, and at the same time the distributor hires them. Even in India, our distributor has hired I don’t know how many people to be in touch with all the cardiologists and what they want, and what sizes they want. So, it is different - in different countries there are different procedures, but by and large, it is the distribution network which takes care of the sales.
Basanth Patil: Who would be your distributor in India?
Vinod Ramnani: In India, we have Phoenix, in Bombay and in Delhi we have appointed another distributor, I don’t recollect the name right now, but in Bombay based, it is Phoenix, who is doing our distribution.
Basanth Patil: And this would be a similar set up in Europe as well? Distributor-driven sales is how it actually happens?
Vinod Ramnani: It is going to be distributor-driven sales because for one, it is easier for us, to get our money, because with distributors we have the terms. We can’t go to the various hospitals and collect the money, unless and until there is a big tender in any country, where we qualify it will be good. But by and large we have a distribution network. But I can send you the list of Europe distributors. I think we have around 100 odd. But I wouldn’t know right now. I mean, they have been changing and getting better and better distributors. If you want I can send you the latest network of distributors, across Europe.
Basanth Patil: My last area, would be actually on the technology itself. We had this discussion, with some heart specialists. I am sure each of them has their own opinion, but what they said is that the market is actually moving towards bare metal stents. And that is not our strength really, am I right in saying this?
Vinod Ramnani: Let me correct you here. Now, we have a fantastic bare metal stent. It is called Magic. It is one of the best bare metal stent available in the world. And we have the patent on it, worldwide and now, to counter this although drug eluting stent is going to stay. I mean, still you see the sales are 80% DS and 20% approximately is bare metal stent. Now bare metal stent, we have come up with another product which is called DIOR, which is drug eluting balloon catheter that means the small arteries can be treated with the drug by that catheter. It can reach anywhere and treat that and you can remove it after it discharges the drug. And we are coming up with the next generation stent called Magico. That product will have bare metal stent with drug eluting balloon catheter. Now that will really give them the answer for all their queries, because Magic is our best bare metal stent, and once we combine that with drug eluting catheter which is in the process - we are getting the clinicals done. That means, we have solutions for all the e various conditions and various stents - one is drug diluting stent which is Taxcor. Then, we have Magic which is bare metal stent, then we have DIOR which is drug eluting balloon catheter, then we have Magical, which is bare metal stent with drug eluting balloon catheter.
Basanth Patil: What you’re saying is in the balloon catheter, it will apply the medicine and come out?
Vinod Ramnani: Yes. It will discharge the medicine in that area and you can pull it out.
Basanth Patil: That’s it from me. Thank you so much for your time.
Moderator: Next question comes from Mr. Atul of Tata Asset management.
Atul: Hello, congratulations on your acquisitions. I have a few questions on these new companies. One is Ormed, what will be the market size for these products?
Vinod Ramnani: See market size, there are again big players for this space. Again, Ormed there is Dimar, which is a very big company. And for catheters also, it is just a good synergy for our coronary catheters. So, market size is huge. I would not have the numbers readily available, but definitely for orthopedic, definitely the market size is very huge. I mean, more than a billion, 2 billion dollars. I mean, every joint replacement costs you a lot of money, and with this Ormed brand, I think if we can really market it right, we can take it forward that is my opinion.
Atul: This is worldwide market size?
Vinod Ramnani: Yeah worldwide market size. Even in India, there is a lot of knee replacement, hip replacement taking place and nowadays even if you break your bone, you have put the nuts and rods and everything, and so all those things are available with this company. And if we really set the management right and the quality systems and give a proper exposure, I am sure the price what we’re paying would be insignificant.
Atul: And what about the competition in this field?
Vinod Ramnani: There are very big guys and there is a huge market. Dimar is one of the very big companies in America.
Atul: And for the new product Magical bare metal stent plus DR, so what time lines you are expecting….?
Vinod Ramnani: I think we should get it any time. I cannot really commit on a date, but within few months, 2, 3, 4, months.
Atul: And how is the DR sales picking up?
Vinod Ramnani: It is doing very well. We are just waiting for some of the registrations to take place, as you know anything to do with the drug, we need to get the registrations done in various countries and so we are in the process of doing it. But the orders on LOI already started coming, the product has started flowing and the sales in fact has actually started in Europe.
Atul: Thank you sir.
Moderator: Next question comes from Mr. Balaji of Sundaram BNP Paribas.
Balaji: Good morning sir, actually for this product for which you have initiated clinical trials in US…
Vinod Ramnani: It is not initiated, we are going to initiate.
Balaji: Okay, so how long will it take for the clinical trials to get over and…?
Vinod Ramnani: The total time frame I am looking at is approximately 24 months. Generally it is a long process and it will not be right for me to say something less than that, generally it takes 24 month is the…
Balaji: This process, basically, how different is it from the other say, what I mean is you keep testing these products…
Vinod Ramnani: Well FDA has different guidelines and CE has different guidelines, as you know we already have CE, but FDA have different guidelines and they need more data on the clinical from various centers and then the reports of those data they have to compile, they have a procedure after six months, after nine months and they have to follow and get those patients registered and they have to follow up with them and see whether there are any problems so this is a time-consuming procedure because after you put a stent, then definitely you want to monitor that patient and see how the stent is doing, for three months, for six months, for nine months and then you collect the data. Once those data go for the approval, then they have their own procedure to verify those data and finally you get (inaudible). This is the procedure, but of course the American doctors would be involved who are on the panel and that’s what we are talking to and they will be taking care of various procedures and the registrations and then we go forward.
Balaji: Once you get the approval, is it a patentable kind of product or…?
Vinod Ramnani: We have the patent on Magic, this is our own product, and we are starting the trials right away. As I told you in the next 45, 46, days they are already working on it, so I would not know what is the exactly date but the near future.
Balaji: Any revenues from the stents from the US market would commence only after FY’09?
Vinod Ramnani: Yes. To be on the safer side, it is a 24-month process.
Balaji: Okay. And in India how has the response been for the product?
Vinod Ramnani: It is excellent. After this conference it has given us a very good image, among the cardiology community and they were 170 cardiologists from across the globe and it was a very good success and they have recognized the company and the response is tremendous and the sales have picked up very well after the conference.
Balaji: Okay, thanks.
Moderator: Next question comes from Mr. Dhrumil Shah of ASK Raymond James.
Gaurav: Good morning sir, this is Gaurav here. I just have two clarifications; one is the acquisition of Devon the catheter they make for renal, gastro etc. can it be at all be converted to coronary with process and the technology.
Vinod Ramnani: Well, Gaurav, I will tell you one thing. It is like; a car is a car is a car. There are different brands and different procedures for making a Mercedes or a Maruti whatever, but the basic principle remains the same. It is a good thing to have because now we have the complete range and with the coronary catheters which we are planning to manufacture, the technical people in Devon definitely would be a good help in India because we will definitely need the support going forward in having our own set up here. So, even the technical side of it, in my opinion it is a good thing to have.
Gaurav: The acquisition we are looking in the EU - the coronary catheter manufacturing facility, what is the status there?
Vinod Ramnani: We have not really signed definitive as yet because as I told you, there are some issues which we are trying to resolve and unless and until the management is 100% is sure that what we are buying is correct, we will not go for it and so negotiations are on, on some of the issues which we feel that are not acceptable to us and we do not want to expose ourselves with whatever money it is unless and until we are 100% sure that it is as per our terms and conditions.
Gaurav: Therefore for the stents outlook for the current FY’08, not withstanding this acquisition, you would still have the backward linkages to have the supply?
Vinod Ramnani: Oh yes. We have different suppliers, in fact we just have identified one more in US, so that is not a problem as far as the supply is concerned, we have already covered various places and I don’t see any problem there at all because that is the reason right now my three people are sitting in Europe and streamlining everything and putting the systems in place. So, I don’t see any problem as far as that, I don’t anticipate any problem as far as the supply chain is concerned.
Gaurav: Sir, and lastly on the FY’09 outlook on the stent segment, when are you likely to give us some guidance there?
Vinod Ramnani: We will give the guidance when we have our final annual results, and I can give at that time, but things are getting very good and positive, the product is good and people have started recognizing. It is taking a little time, but any new brand when you come up in the market and when you want to take on players like Johnson & Johnson and Bausch and all, it is always a time thing and once you do your marketing right and that’s the thing. I don’t see why we should not grow, because the market is huge and we have our own niche and we are trying to create our own niche and I am sure we will be able to grow this in a very big way.
Gaurav: Fine thank you.
Moderator: We have a follow up question from Mr. Basanth Patil of Iden Investment Advisors.
Basanth Patil: Sir you said Magic is the best stent available…
Vinod Ramnani: That is my opinion now.
Basanth Patil: How does it compare with Johnson and Johnson? What gives you the confidence that it is that is the best one?
Vinod Ramnani: I cannot just give you in writing that is the best stent, but what I hear from the doctors, what I hear from the cardiologists that it is a very smooth stent, very flexible and we had some in fact if I am not wrong, I have seen some of the slides which were shown to me quite some time back from Michael (inaudible) our man in Germany that how smooth it goes inside and that’s what I have heard from various doctors in India and abroad that it is very, very flexible and smooth when you deploy it inside a patient’s artery.
Basanth Patil: Okay, the second question is more with regards to numbers. We actually believe that last year we were selling close to about 800 stents a month would that be the right number? And we expect almost 1,400 or 1,500 a double of that to sell this year; would that be a right expectation to go by?
Vinod Ramnani: I don’t know. In India itself I have given them a target of 1,500 a month. So you can put other things together and make your own calculations. But in India my target is this quarter they should be reaching 1,000 numbers a month and so….
Basanth Patil: And in total sales, what ratio is actually with the global market and what is India? Is it 50-50…?
Vinod Ramnani: As I told you that I will be able to compile everything…
Basanth Patil: Just a rough estimate of what your global targets also would be…?
Vinod Ramnani: I have given them a very stiff target now. They are working towards it, but we will have to wait and watch, but India definitely is picking up very well and I understand from my people that probably they will reach 1,000 a month in this quarter itself. That is the feedback which I am getting from my people.
Basanth Patil: But would global itself also would be another 1,000 or less than that.
Vinod Ramnani: More than that in my opinion. India is just one country, we are talking about full Europe and other Asian market including China, Taiwan, Russia, Latin America like Brazil, Bangladesh – there were 12 or 13 Bangladeshi doctors who came to the Goa conference.
Basanth Patil: Okay, thank you so much for your time.
Moderator: We have a follow up question from Mr. Atul of Tata Asset Management.
Atul: Hello sir, just one more question. Regarding clinical trials from FDA, any new cost distribution or have you…?
Vinod Ramnani: Well, the total procedure probably will cost us in the tune of around 15 to 20 million that is the approximate cost which I am putting across.
Atul: For 24 months?
Vinod Ramnani: Yeah, it is not up front, but once we start the procedure, because it depends upon how many clinical trials they want and how much does it cost and I think some of our data from Europe probably would be acceptable there or not, we are looking into it. But rough estimation would be around 15 to 20 million US.
Moderator: There are no further questions. Now I hand over the floor to Mr. Sachin Neema for closing comments.
Sachin Neema: Thank you ladies and gentlemen. I would like to take this opportunity to express our gratitude to the Opto Circuits Management and Vinod especially for giving us this opportunity to host this conference call. Thank you everybody once again.
Vinod Ramnani: Thank you Sachin.
Moderator: Ladies and gentlemen this concludes the conference for today. Thank you for your participation and for using Door Sabha’s conference call service. You may disconnect your lines now. Thank you and have a pleasant day.
Note: 1.This document has been edited to improve readability.
2. Blanks in this transcript represent inaudible or incomprehensible words. |