Azenta (AZTA)

Mark Namaroff Director-Investor Relations
Steve Schwartz President and Chief Executive Officer
Lindon Robertson Executive Vice President and Chief Financial Officer
Craig Ellis B.Riley, FBR
Paul Knight Janney Montgomery
Jacob Johnson Stephens
Patrick Ho Stifel
Call transcript
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Greetings and welcome to the Brooks Automation Q4 2019 Financial Results Conference Call. [Operator Instructions] As reminder this conference is being recorded, Wednesday November 6, 2019.

I will now like to turn the conference over to Mark Namaroff, Director of Investor Relations. Please go ahead, sir.

Mark Namaroff

Thank you, Chris, and good afternoon, everyone on the line today. welcome earnings our conference to yearend quarter like XXXX fiscal call. would you fourth to and We

Our earnings our press supplementary the of located the prepared release http://brooks.investorroom.com, PowerPoint was issued today, at be is after slides and remarks that available using are today. on as Investor we'll website, market Relations our the during close

the Private a the call, we the Security would to number forward-looking XXXX. I of of like the remind course everyone meaning statements of Act within be Litigation that making of during will

are cause There from actual results or forward-looking many in statements. identified differ to financial factors that may other those such events

I reports Form on statements these or our Statement, our differ on quarterly XX-K to and our would our XX-Q. Harbor the of should Safe from SEC, sections We Form various filings events Harbor future our annual website, our with our update you refer no financial presentation today. data to obligation the that slide the statements, PowerPoint Safe earnings and reports release including on entitled occur on to information presented make forward-looking

Also believe which of more be used accordance exclusion understanding themselves. results reconciliation not of the to an addition today number complete and the to GAAP Brooks’ GAAP measures referring viewing and performance, provide GAAP and of financial presented operations to results they conjunction additional that an We aspects are when non-GAAP measures upon considered even with but in of business. with measures relied with in way measures, the should the Non-GAAP financial non-GAAP GAAP. we in will our of be measures, a provide of

and Officer, President our me Executive Chief Executive Officer, Chief the is Financial today Steve with President Robertson. Lindon On Vice and and call Schwartz;

of on will for into Lindon outlook our up remarks questions more XXXX. fiscal the on quarter provide the quarter call provide the open Steve results take call. will of a highlights financial end financial look the year. from yearend quarter Then the summary the and of Then and fiscal a fourth we with We the first and your of will fiscal at detailed

over Steve, remind everyone completed day the fourth our business to the Semiconductor on that of I commentary to would Xst, July quarter, Cryogenics turning of operations. sale our in first our Before on call and the reporting continuing quarter this fiscal we've focuses like

I to call the that, Schwartz. over with Steve And CEO, turn to would like our

Steve Schwartz

outlook performance with to from Thank you, Give our Mark, you pleased and $XXX XXXX strong for QX our and year-over-year, provide year overall from you Revenue spite results our fiscal here addition another of of driven fiscal by million another Brooks. afternoon equipment down some good was of organic report you environment. captained some year quarter. for mostly We're in the everyone. fourth about comments growth strong to on summary thoughts GENEWIZ with up XX% growth XXXX.

full fiscal year over million business was the up For $XXX segment. revenue up XX%

fiscal the sale we’ve past semiconductor cryogenic we and business of for two in packing our including over you transactions M&A the As detailed completed acquisition XXXX year


We focused market and main in both positions our and the leadership we’re growth. we’ve market ongoing activity semiconductor and more markets. With and on across technology business delivered board [indiscernible] life-sciences the answered exceptional gained we share

distance in with ourselves our of technology solve to our we’ve competitors. growth believe on each We we are in further invested positioned our businesses have and keenly most the critical our growth focused and problems of opportunities from advancement on markets, markets we we while leadership customers’ vibrant solutions

XXXX today highlights I our shaping our my business we many see about As considerable use thoughts we’re and analyst weeks from time give give to how our and too chance to business investor day when we fiscal from to a had segments. up. exposure the

gain growth outstanding Sample quarter $XX I $XX easy begin an and With semiconductor Life life Management with market contributions up during the may Sciences million the sequentially. semi size additional our million over anticipate GENEWIZ. share in we we with of though upcycle and it because the represented prospects X% the strong be revenue million, opportunity not Sciences business Sciences comes increase term from to market or of Life of for Life revenue quarter and of continue in the And for $X gains. Sciences, steady had to Life that XX% in from percentage on do long our sheer a the of sciences

where our at gross X% model basis look margin closing a $XX year-over-year year. up more on expectations points revenue XXX XX% in Sciences on and In Life million, the an the than start for increased Management sequentially was Sample organic importantly with I sub-segments basis and

Some the both turning storage services. quarter confidence We laboratory the including of corner include and getting companies dollar growth back give and key our highlights from we're to that number wins biopharma deals with had us two that trajectory. a expected million-plus

and key opportunities differentiator GENEWIZ is synergy as activities. sales to of offering targeted we're This of beginning our a into our and increasing for part that capabilities are combined on a customers these advantage focused see combination a customers capabilities be

to the our nine business state-of-the-art a clinics revenue customers and to IVF that's which new most building shipments products a customers, for cell of out was was a with the company available. comprised Cryo automation $X.X and utilize for sales manufacturing standout company solution footprint The product an in multi-unit XX therapy that dependable will of quarter million biopharma to repeat of

become we're and products The to be and quarter early will it a that to Cryo and stay repeat confident prove related will the Cryo fluctuate in gene to developing market. business will adopters quarter it the customers rapidly to though our traction gain from regular still here services are automated therapy transformative cell continues start, more to until bit

a two We the during customer trade after had wins slowdown. China stores automated large in also new related for lull

be located collections a in of China. areas will see We large continue that become from population will promise enormous metropolitan great to what number sample across

our and we're making actions with identified that XX improvements million go-to-market putting discipline customers speed We're our place $XX strong news better of to Management some backlog all another focused more our We're new up operational we've as business us offerings. good bookings in we of necessary improved business. with our is as conversion manage of byproduct in are inside activities a actions. these capture of of more to into This for across sample management and cycles. the revenue have Sample And internal some finally, was predictable of profitability

double-digit Day the fiscal business and consistently XXXX detailed we growth fourth Investor Management we As have X% our we percentage in by to quarter. approximately fiscal to the be delivering Sample at grow expectations intend

amounts during small few better visibility some anticipate half the second We XXXX. have beginning quarters to of of stronger variability next but we're into

and is Cryo year-over-year to QX revenue slightly be we for QX growth are say for from business exactly as Our QX not That's expect do this we're time off quarter to revenues approximately we to should would outlook down to but a flat start. demonstrate still out we good the we our a as anticipated for at we plans that when from XXXX. where laid be strong

and the We positive market. our Management this in business Sample remain about position very

both will as sub-segments samples we over and our of our capabilities of quarter and all exactly from with direction customers pro with increased $XX our with Revenue us. an contributions had XX% to GENEWIZ with same both speed basis strong which solutions measured from next-generation contributions the exceptional market to In million from shape customers matched of their also portfolio to million, continues a quarterly the this turn business. year ago of sequentially result sequencing. segments forma Sanger needs as Our evolve management the up $X the one on and

secures Customer turn. to The to uncover and additional XXX rapidly business more at new and customer loyalty. quality services every laboratory fast accelerate in capture as the turnaround is than set continued quarter opportunities assimilate customers added we high our we customers up capability

key broad rapid and portfolio our was a sustained growth Our business. this in services to

who a services, gains penetration. and time, usually the the even initial additional will Sanger way When result procure engage they service for an more realize additional share level has built-in secure. mechanism the become Over service typically with It's of they in GENEWIZ that quality customers sequencing for for that relationships same services. this received those incremental from first us one

the R&D quickly through team. GENEWIZ expect of they're service GENEWIZ from enthusiastic a new about In by particularly recently, developed a fast addition construct the some innovation customers our high-quality to been Most complex turn that read services and reliably. genetic offerings to us new that have enables very

challenges which focused as is improvement method scientific grown critical have what the on from this of the stand GENEWIZ to This out our makes is attributes in that expect one customers process of of market. technology continuous

revenue the year year first On from a We up And basis fiscal to were approximately highlights GENEWIZ. summarize customers globe. been fiscal customers part ago. million, grew of forma for making high growth few in new our preparation we've to XXX continued a like to X,XXX I'd XXXX. GENEWIZ the added investments together XX% pro who across than with one more $XXX from year

expected serve spring on sites. broken come in new North is ground and capacity XXXX. to American in Europe at Suzhou, We two a online which Germany in expanded opened continental We facility China to building our we've new

Indianapolis In facility. creation of addition lab management we sample the of of we the begin GENEWIZ combination the as a have our by to synergies initiated promised and storage exploit capabilities GENEWIZ inside bio

an sustain investments XX% believe will necessary rate achievable All for of that these growth welcome us to are GENEWIZ. allow we

move in also on different quarter will but revenue I this X% our our a year. we Revenue And much the comparison. from down cycle. the first semiconductor X% where space million, the bottom in some as a is this was consisted fourth-quarter from we pure the volatility. $XXX a semiconductor once expected highlights that and Furthermore a down down believe sequentially again year-over-year equipment companies for is to in now sequentially the of semiconductor business delivered makeup

semiconductor leading encouraged particularly as the are sequentially largely some to here. which was bookings a year a business a to was see our environment $XXX four in China which in near term we QX. slowdown give business systems what saw that QX We automation record quarter I'll a tops in the in QX first high vibrant we color least a down due million In you and semiconductor more in by at our in in year low

shipped to That mostly their as OEM fab tier to our into they there's Our prepare the market foundry China vacuum OEMs we systems in new shipments a support remains sequential XX% one as projects. increase share high said investments. products saw robots pause one very ship a but in the been tier

some we for is market believe in improvements that outlook December for as robots systems recovers. improve for business our the sustained the vacuum will quarter equipment Our and memory

record in a increase in Overall a $XX some meaningful of million of that was that XXXX packaging revenue in systems reduction digestion with space our of to it's an million We packaging finished see The million time. XX% QX impact before the should early but were business up advanced the advanced we this market, on apparent segment year most $XX from QX. decreased year-over-year the in but be packaging be for at bottom we segment activity. the advanced forecast significant in $XX in a the might going pick calendar that it clear this

In busy contamination quarterly ever a per as record we're $XX for we million. as at revenue as set revenue control

for it's that tier different effect in that As of and types capacity from of we A one to customers, which able ramped XX bodes breadth continues the different satisfy mentioned nanometer we've orders expansion came last business. surge technologies. to application is to as four be future a of our call seen different demand. of five systems to well the nanometer base control for customer foundry for important majority for our fabs and and this revenue QX manufacturing new contamination meet note ten to But capability expand seven on we've this and

take both we in forecasting and and satisfy We're contamination demand the will record of for to we confident December March another continue control advantage memory capabilities more future. are logic Moreover, these the that unprecedented strengthen in our as technologies. to quarter new

foundry the at over nanometer being for capacity fiscal momentum Across in in fiscal came positive heading business revenue assessment first momentum up by XXXX CCS and the additions. market into $XXX year million, of fiscal our strong driven the five is with XXXX our of half incredibly XX% at the and seven For is of spending semiconductor all XXXX.

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equipment these the For trends. most Korean memory part largely OEMs provide to

capital a the as would help that noteworthy we our X% just would semi up fast it's was XX%. position these year revenue packaging and For have control outgrow the to not knew and the us way industry technologies advanced contamination good was growth secular equipment to We solutions off. when approximately semiconductor how but take drivers that did down predict market our

XXX sure we're gains we're a and heading positions not XXXX record well we across wins And in of the semiconductor gap between products we're market next market market our technologies strong currently design us current the positioned share. leading every more automation For product And generation still. very in contamination each we the our had that into secured but sitting share of area although which and increase also portfolio and will with competitors. the as capability developing products control will have replace latest

propels of needs that of aligned very are a forecast ahead future. To need we transformative our growth, where just life that quarter fourth markets. we've sciences summarize made more position another share more concluded our the front and for into our investments our and As strong the the with more to technologies solutions roadmaps we customer with year in services they are that another from closely gains out but in our products in profitability year business us

for We're of promise committed our of prospects our the from delivering We're to strong exciting enthusiastic poised markets. about on growth our all and businesses.

and integrate That strong acquisition we of capabilities pipeline we fiscal to more to addition, for we that I'll as Brooks about have It's with remarks and sheet strong of with optimism my core reporting that confidence concludes and call and supports Lindon look In XXXX into and QX. inorganic we for to successes. absorb a course. capability formal quarter forward outlook and balance specifics reset the new turn matter growth a and on look tools these capabilities inside a have year more prospective to the and our you our targets over

Lindon Robertson

Thank you basis X. full-year our start sciences. segments than to I'll growth Steve XXXX supported higher life revenue on slide with XX% on in slides of website. and the our both a semiconductor I summary and highlights by refer XXXX you On was

were of basis as we sciences margin each results addition Semiconductor performance GENEWIZ further supported Our expanded the points improved we the portfolio. full-year of operating management XXX saw and sample by to life improvements segments. business our and each in year-over-year our

note revenue of to. sample double-digit a Revenue ended industry the compared And expansion provided growth management, a year-to-year fueled stability modest with XX% in and business delivering we by year form pro with year-over-year. margin on sciences the strong grew QX GENEWIZ. The a life to with semiconductor growth and organic decline just strong relative growth

more the you on the I will go through give as color we charts. details

We're operating basis was Our year QX semiconductor were margins million sciences finish. $XX basis revenue. points deal for margin cryogenic quarter while Cash but million of of operating operating on this $XX the one the fourth compared related flow expanded improvement life strong includes with cash to This recorded suit stable closure a ago. driven which XXX semiconductor XXX to sale. the QX absorbing from operations reporting expansion by of fees followed lower year-over-year flow points

these one-time of strongest Excluding making in the seen of was from many cash adjusted operations $XX it has flow cash company fees quarters years. one generation million the

the Investor we as in a increasing targets summary and our only sciences will our data outlook semiconductor in Day final with life positive XXXX of a are point given the hear business. As during positive for momentum the points you our confidence provided reiterating our market September

for move the now Let's slide X on of details quarter. to

year an a increase XX% reaching XX% sciences offsetting growth organic double life this quarter, than $XXX solutions. the increased decline semiconductor was ago for more to by sciences million range quarter. from increased revenue in our in driven the In this XX% a X% top-line Our life digit business

quarter-to-quarter very a growth of strong driven On a a was revenue the X% solutions sciences. in sequential decline X% in decline semiconductor life basis in sequential by X%

compared Inside on X operations loss will pennies Looking per total driven per million share of were months that Earnings diluted the X $X.XX revenue the or sale the XX we're The cryogenics on continuing the charge recorded of million share to highlight in generated line. the proceeds per times cryo diluted in $X the largely one operations the on QX X.X per P&L in we the closed I and left from the XXXX. share page continuing sale for of company last of the share ownership. at the July extinguishment business from reporting with final penny discontinued the operations earnings $X.XX side the a in per a XXX sale. basis $X.XX quarter earnings by gain share debt semiconductor GAAP for the approximately

to year in Gross basis at of year-over-year. shift reach right the pressure similar and a points with yielded operating semiconductor Let's the each XXX operating basis margin XXX to Sequentially over on year-over-year XX came sequential gross expense for ago. margins XX point and Non-Gaap a sciences XX.X% improvement were gross improvement in in quarter. XXX the reflects life gross basis. points results. margins decline gross in XX%, margins non-GAAP an basis margin side improvement and point basis a margins level lowered management basis by address segment in improvement a a from point This

structure and addition On expense GENEWIZ a expenses, semiconductor research the operating operating with In sequential largely in was with decline driven offset of view and SG&A for increased the in year-to-year the company. by X% operating development. compensation increased GENEWIZ partially the variable a investments

fiscal lower drove variable As sample lower and compensation this and slower accruals the semiconductor the cycle business the highlighted our for year XXXX. management mid-year, and growth

million fiscal compensation for to year an full we the or set back next target will operating additional to XXXX. resetting look XXXX see accruals expense If we in the due being approximately X achievement quarter into expectation variable

and lower Below income benefited net $X.XX and for per expense quarter was to the sequentially interest compared increase QX. year-over-year. to P&L In operating the from share comparisons sequentially XX% year-over-year total income increase from XX% or a both million $XX

growth drove slide review that year Let's the Sample growth a We XXXX $XXX for over dollars with of for turn year five to to of million of X% XX% and the over in million. million, revenue million growth full year. year GENEWIZ X% year growth the drove increase in last $XX semiconductor and organic $XXX reported $XX management was the performance. the finished growth

semiconductor has XX% level of pleased down market very equipment in we've the approximately As semi year with been our environment. this the been growth

prior the of gap strength of page higher interest On of margin extinguishment we noted tax charges the side XXX the $XX expansion see gross year. valuation below a operating million in operating see based basis of difference margins a the U.S. the and year-over-year debt in expense healthy larger expense, we the of the to impact allowance income on due earlier the reversal the points and

side the margin On non-GAAP operating and solid gross you income. margins expansion also see and

improvements well $XX rate for had on as our percentage portfolio. GENEWIZ and Below sample income expense the than and tax performance line X.X was a year of we semiconductor from XX% operating in as million management higher benefit reflects points adding the to XXXX. the net This higher interest

to tax rate We XXXX expect at non-GAAP XX%. a in XX%

we $X.XX up delivered In last per of XX% from earnings total share, year.

an discussion XX% growth sciences life million the year-over-year was business million driving to increase the of including million. $XX organic revenue which addition to sample XX% of begin debt quarter X now and GENEWIZ fourth In turn the our and of and results. $XX another at management revenue Let's segments of page was over $XX

sample instruments which growth by consumables systems cryo and Steve driven BX management and and the higher highlighted. The and was strength store

over basis last with performance growth XX% synthesis. QX both revenue pro-forma impressive a on GENEWIZ at supported year double-digit with sequencing and growth on was

as Next next-generation growth who time. existing first generation quarter and those sequencing for the particularly has new customers using are services been wins we've customer GENEWIZ growth combination the from this strong seen now of the

performance year-over-year business gross sample investments year. margin sample by mix margin The and year quarter gross fourth the to to quarter was on GENEWIZ by contributes you improved. sequential reflects driven to trend while GENEWIZ favorably both improvement. management The comparisons higher margin see management in in The the and gross and decline quarter margins

in that approximately Sciences an X.X% margins XXX you the of at came flat points increase Life and basis quarter-to-quarter. operating year-over-year see

full The of segment top-line and year-to-year sample revenue greater that operating profit times leverage benefited growth was and revenue the than The summary revenue stable and The margin margin and improvement X% of XXXX. XX%, of addition of operating growth was of line. life course the shows improvement year reflects management five gross expense. fiscal organic GENEWIZ science the also benefit for

highlighted GENEWIZ Sciences have with management and dynamics the to the improved We growth along and transformational fourth has XX% quarter profile. an growth of and acquisition driven our of of gross total continued addition it with the the of GENEWIZ revenue carried margin its Life be in the sample

quarter we expect As we look million XXXX towards Life fiscal $XX our in the or of better. first be to of range Sciences revenue

we we basis until last see referenced quarter expectation As growth of for progress as see sample management. a expectations setting on and consistent signs solid of than we market revenue incremental are the our for potential lower

be but Our segment. sequentially analysis indicates growth if QX for X% down this revenue year-over-year flat XX% supports importantly currently more to the organic to

is line at our and in our with our, Investor year on line full with and Day. in track model on in track September This shared

on of the This enough the sequential decreased wafer vacuum quarter on and [indiscernible]. Let's Semiconductor not an business our business was contamination was semiconductor software it X. CCS in automation continued third the offset in now control X% shipments the but end our robots to the the strength turn stability system year-over-year. in consistent and support improvement in solutions XXXX $XXX X% in does solutions as of carrier side and to compared million quarter expectations, with revenue slide the

semiconductor position function quarter gross front first The this starting within our solutions coming robots primarily at sequentially expected order represents pickup of XX.X% fiscal and The tier strong at and result is customer lower control by of which signs primarily the a up encouraged adjusted points and result a volumes about down our in XX contamination business. in mix OEM business for XXXX good X was of the sales systems continued are quarter. which a product this year. of OEM momentum basis our bookings margin the a provides continue We pick as the to sequential to with

full-year For gross basis increased and reflecting the favorable the margins on adjusted the control end slightly XX OEMs year-over-year and contamination systems X tier fab site. users towards points mix

margin in with This full operating year income XXXX. operating combined expense and controls points of increase resulted performance margin XX% to and basis fiscal XXX compared expansion

As our in be XXXX the outlined the and very encouraged toward quarter September. of expect support align $XXX in $XXX revenue by fiscal million we look objectives we the million. which semiconductor XXXX first industry backlog We're our strength to to of growth indicators range to

now turn cash flow. Let's of slide summary X to over the for

cash the quarter million. XX achieved flow Operating in fourth

be As the referenced reflected fees sale the on cash. earlier as to GAAP closure operating accounting of requires the the that payment of use of entirely M&A cryo contingent were

again So we I'm report $XX cash of cash of million, in operations from was strongest happy years. if many quarters remove the flow to this one

contributor first were inventory payables along absolute significant a by purchase and of in year quarter million, down million of capital reduction an sales. we in inventory of earnings working categories the from Many in with and the saw an $X of the worked making this fourth-quarter $XX applications increase half

XXX XX, debt carry $XXX and million. cash of close million total a we excluding the at the marketable we of cash year, As position September net and securities our

me what over to comment expect position as X further on to allow turn the now and slide this review and we balance sheet. to Let's cash

of of You column. can that markable million cash restricted equivalents the securities yearend see the $XXX top cash at

includes an your to which towards payable sale of draw on January gain cryo liabilities the million in increase down million. the due current This me the Let taxes shows attention $XXX business. for of $XX

cash enter net those we when in have on as debt strong as take of is addition payments a significantly if sheet and larger million investment settling of $XXX it we to The to capacity balance XXXX. appropriate. available for approximately So

million for million million our better. $XX for guidance range in of sciences level XX is first Slide $XXX of million or to life with fiscal expected quarter turn to $XXX that the $XXX semiconductor the $XXX to Revenue Let's between million range XXXX. in be to

Adjusted to share $XX Non-GAAP and EBITDA is $XX to million anticipated to $X.XX. $X.XX share GAAP per per to is be share million. expected be [$X.XX] to the earnings to earnings be $X.XX per

guidance the for will year addition XX% and interest million we page provide some be expenditures In to includes for non-GAAP somewhere to expecting million be expense rate tax negligible. between the building million range we which the additional capital expect China to in in an this a $XX XX% $XX on expenditure $XX

to for Before will of I turn XXXX. the the call back operator over on I Q&A reflect our view

reserve business next our as plans a indicators indicated We commentary. of or the orders have we're commentary we're OEM by our with a XXXX. projections and and in longer-term the and the seen one model the from some control generally the semi to very product ends than the based our but As in on design come customers. case as quarter this specifically enter markets contamination encouraged beyond solutions have little encouraged we segment always semiconductor capacity for the momentum More we reach view we of in quarter backlog projections that customer the tier further out current in any

For these is shared XXXX we've reasons life and gained momentum in our with in confidence September. additional in sciences model

the to from questions now operator our So turn that take line. Chris over prepared I'll back the remarks. call to the concludes


FBR. you. B.Riley, ahead. is Please with Our Thank question the Ellis go Craig from of Instructions] first line [Operator

Craig Ellis

business congratulations the performance remarks. the strong I'll taking with just on prepared start your Steve, the Thanks in follow-up the and question for of guys. to some

encouraging are are that things there in So very sample it happening some seems like management.

you firing like now all and like what's saw we to number you'd sounds day that it to do get wanted you and it operating progress to if to you're left of that things to where business cylinders on question at that be? a outlined improve are You where The analysts will the relative it's you'd business is to there. in to making like when business be you the where

Steve Schwartz

Yes. Thanks Craig.

about go-to-market is as good feel some but rates. business. come need We're back feel a I streamlining think double-digit of inside points We're generally you that in be for right. approved XXXX We confident the out your the we that of good. couple quarters’ and we approach growth observations going to are activities we'll

assessment just, is the backlog in The flat we're the is of a more customers, feels in but opportunity current building we the that it and deliver our will confidence mentioned for demand standpoint from positive. are term there. the positive would to the We can revenue of there want still as the engagement we build and the little slightly down. generally So team revenue maybe the quarter that like things build that confidence absolutely in engagement be is I us. December of quarter more to a customer

Craig Ellis

That's the related I semi. really to is had next helpful question then

the business. stable just term as Do now you are explain secondly the So us, downward of that maybe see you orders? smiling comfortable little be you're business would in enough near-term David that look that in packaging what muted some Do these production of bit business strength on you any that a need one semi more advanced then can for you some with to make how and of that the your near would the trends the off you part of trajectory with quarter the why you the CCS was changes capacity? do more of seeing noted at but just flatter, coming and commentary analysts the have near-term frame fact you visibility shows day capacity one one at given

Steve Schwartz

Craig. Thanks

First of because always think business strong all is David smiles. maybe the I

that's of it's we in you that tight feels unit of one pretty and capacity I constrained loaded know I that that understanding trying tell strong. orders and breadth build a things lot really right March the we're contamination people I of the coming December more knew We meant going keeping think more and started the but months into if we be now but was the and So looks but can by spent probably customers going that was and the A the out good out that's one but to could of reasons think customers the we factory one it like time going capacity. queue it's get good. it's heavily a and causal that I gone customers foundry like what is it I couple to but and of opportunities are them that will really have We've can balance the I of I let think the for is that large the where got take applications good balance to customers are by but a unit and and customers you we that we aren't control ago that as full tell but to as maybe it think front part. well up

we've but the good so we just in advanced we low level like go. XXXX likely that about that of confident always the XX right in more China amount might really don't flat packaging million a see so December we advanced we as positions business the some to new pick again down than the dropping advanced pick share we do. it It the is it and feels up quarter be next design are wish packaging. to that a quite had packaging confident business hopefully and pause the we just we of know support We generation some before visibility design have to I time have about the that activity we On and to we continue now some but relatively early feels said a visibility up for have the manufacturers in we've wins but particularly there and like get of begins been to continue feel

know I it is team that in position there. and all think we're customers the over front the

Craig Ellis

how the things and expenses quarter other of the think line around And items corner variable all that's impact. great the color would then The quarter first be comp model accrual question about model? just I or a given negative fiscal that you of noted financial in come would sequentially and typically as would or thanks other and first have we multi in into ask is that either should for there that expenses in calendar that be FICA if the positive impacts Lindon quarter clarification. Lindon up full the would are the more any embeds bonus item we the could that

Steve Schwartz

question. Yes. It's a great

don't pressure. So any than to more million think X see fine-tune you're on that I to going the

the working since In about of divestiture was some on that fact we're management stranded our overall the we've corporate announced. concept structure around and sample on cost talked the

it we're million but to quarter quarter. pressure probably and up make think as million quarter not So of the to it I going X and X say of all would

extrapolated GENEWIZ tweak close off year Implications space to probably and on we're afford the I'll we investments as to the you we're and that I manage going and it take and gives as wins on of going highlight growth extrapolate that and design QX markup. that model for to this optimize us We in to QX to evolve afford should going pretty just all lean we think you the very R&D but previously. the model margins we're but focused in things described that do to that the out we we to constrain the not forward operating continue year or or that, result described manage going in to

yes. So

Craig Ellis

Very helpful. Thanks guys.

Steve Schwartz



is question the ahead. of Knight Janney. Paul go next line with Our Please from

Paul Knight

can? what Hi to about right on of stores talk there profitability if large and half up? And on market you you now cell the the get done science or Congrats you the you attribute life taken Steve. Can Is well it how have business? much would you steps quarter. to gene

Steve Schwartz

little probably and $XX million rough the owe answer bit to we could give idea. that's probably but So $X a just on gene think that fraction cell to attributed an out a you million of you later a Paul I I

the a as aware is handling significant. you're around However, getting redirected now the in bio gene. cell pretty store more have and Indianapolis GENEWIZ we're making the the and are lines and investments We Indianapolis customer cell in that and that support in in cryopod considerable Cryo in we offerings storage BX the of transport and now in amount cells some of applications the

little forward. think right crystal bit the a but and range be for a X% a it's better I us good that will now you answer really So give about in little to question more as go certainly we it's

Paul Knight

on then the – stores And business

Steve Schwartz

were making stores good progress. On automated the large they

activities cost the really be XXXX and going exit to be fit think purchasing the is of there I we over past of the focus performance we're related efficiency but a the lot a the that that tools business the I on around on bring the there's manufacturing We're lot that that of activity of is phase installations, the and that improve the out specifically when I had good related if from to streamlined gross stores. down getting XX% quarters that things and and the think a improvements are side lot to more see I the activity as of the way think anyway coming activity but to a the and start we of install margin chute there's of there. will focused lot the the are team in XX% getting on you kinds guess in

we're accomplished it. energized So say around I'd but XX% XX%

Paul Knight

Is I attribute GENEWIZ like think space? seems out year-over-year you that the level best GENEWIZ. I've coming that's that it XX% added was, pro-forma What footage growth it lab Steve you've on lastly of heard of number the would with then And square to?

Steve Schwartz

GENEWIZ level day problems by the for them important what find every for solve going one like said strong America scientists keep customer in be bring time another customer deliver. they one is adding just customers adding it capability we're capture we more Hey These they about new capability Paul, and not able talked and capacity to in XXX the team. we are service incredibly more of and just Europe, and solving going We're the impressed we're brings every to capabilities to this and to North team the because seem customers speaks in and Lyndon constrain them. of

pleased really sustain as long we're don't So how the the good but as team know will we by performance. it's numbers it show. a We

Lindon Robertson

we got never And we pinch we and I the see too back next little turn are quarter. pretty making, add is the what a focus turn away operationally any wait to Well, color know wholeheartedly. somebody so points that pretty have a that where we that them space for customer this once conversation the just do in is we is space to will is we requirements invite because sequencing a a capacity this you've regularly

So we'd like to keep them.

pretty carefully. capacity we So the watch

Paul Knight



line Please question with the Patrick is Ho from ahead. Our next Stifel. go

Patrick Ho

of and Steve strategy across effect the board first year? giving much. on a the and tangible things. side life you XXXX consumables that impact seeing off growth you potential maybe sciences, is would having that on go-to-market mentioned strategy is heading very the service some you more particularly that Is for Thank confidence an

Steve Schwartz

Patrick, a think it's Yes of I combination everything.

have people are inside in the time really things I how so and doing the support spend bring think we with the capturing were so that the but them with investor that out that do at specifically and and are talk can we about they internal much don't more and that capability. who do we of support customers offerings we they we the strong when internally company out rather business the how say analysts

it part the go of I think been the that's South. first salespeople

been us to to streamline not who then to now made some the turn we people really to and keep more I backlog bringing have that are that's shipped some and work ought do. think to company sure really the we go-to-market offerings we had we be and active we're right customers. to with the but add we've ultimately and solid get have more can people to progress add we're help after to think quickly do and going activities sales the something the we the I has that capturing That's impact have we team business going we think And engaged to and particularly make biggest that more product

Patrick Ho

which Right. market. that you're That's the thing follow-up recovery vacuum top not you here that turns on see see on some of we're surprise major a equipment spending wafer helpful in of fab my given mentioned tier robots and starting to the starting is side to of semiconductor business the the

is on with high-volume both two guess leading-edge over new you at past that now high-volume some customers? we're deposition how starting Can see tools or side these you're seeing had [action] also the you the that hit top to your tier characterize, year to have I may hit Given starting design nodes.

Steve Schwartz


I think the answer the question Patrick. is in there

share. been without So, to gain we've able I think question

very that been Some generation latest placement precise to wafers we indeed we're higher of relate technologies those that contamination a in are much brought to the of accumulating really tools and in robots tool the couple of particular the beginning wins years and much we've severe those over more the shift. of that's the see in and past temperature,

gains business. are the we and Dave talked share the show anticipate So better new hit tools out to that increased vacuum here about gains those we market robot that begin as to be XXXX profitability beginning up that and the will to report of share in

Patrick Ho

very Thank Great. you much.

Steve Schwartz

Thanks Patrick.


[Operator next from of Instructions] Jacob question is Johnson ahead. the line go Our Stephens. with Please

Jacob Johnson

management sample these customers to maybe new on existing sales Hey of up initiatives? people working adding new terms those you're commentary more is or sell in following this people now this Steve just more adding sales thanks. into about your in customers is

Steve Schwartz

us. that a thing for to on mentioned can is got to that large some have other we focus particular we want we expand accounts characteristics we've accounts accounts like be Jacob that Yes. of to I the large think also

for mostly presence. it's customers to greater where a have we at deeper So have and penetrations new

of that continue to those customers exceptional in do the that they'll job are currently large are from win more approach we teams and the doing covering are are. really the who after continue So currently accounts to business way some customers we're same not accounts an accounts but how

Jacob Johnson

growth really to the tease organic down interested you I business flow of could would if kind it obviously quarter this in management quarter? but sample that sample then nice out and management the Got be margins how on

Steve Schwartz

again? Jacob could you tie together that for question back me

Jacob Johnson

quarter. life margin in expansion Yes. I saw sciences is guess the my questions you nice

margins help extent GENEWIZ kind the a interested understand basis? performed how and year-over-year to would to I a quantify I and management margins but think sample was on expanded of also to think that just you management sample probably want

Lindon Robertson


segment quarter year question X.X% because ago income margins two XXX in so points, So simple the businesses XXX and a in it's similar at a our almost between we the have quarter. really operating basis up it's points GENEWIZ actually good op year-over-year income basis we're the this didn't this quarter

they one we're We're is amount sample the So the quarter exactly place management into in has to the similar and equally GENEWIZ but GENEWIZ the that be profit taking on companies. to quarter. in by point encouraged the encouraged pretty brought next happen this still fluctuation strength of the

million if XX you look One thing on that came Sciences at management. of improvement just a it to was year-over-year operating but sample in million, total of about that company Life the also XX note addition difference the significant from GENEWIZ of up income the year-to-year

a we're know this the this impact was it So to question will impact, going now. it's cycle in seeing Well, the think year our life I sciences. diversification when to the finishing the of have life early have people of I going is impact? in transformation XX% our revenue

don't question has think higher I more the absolutely the we the it still highlight we I'll grow structure margin to need your be leverage operating as right. expense sample much for is had So see management as continue gross gross at we growth see where that higher margins. SG&A have continue and We'll fuel that on you'll of to to top-line and it's a but GENEWIZ margins. with expand to out leverage

Jacob Johnson

question to going lot of chance these sort have if segment you're be and therapy a question most there. seeing mabye strength on a I and you and cell on I customers? sciences life appreciate areas that where Lindon obviously the from last of just give just answer you gene your interested what but answer the Paul's

Steve Schwartz

So on on and cryo can that right stores we quantify the bio the the is storage, one storage. now in so bio

we'll of a that So side we research as find therapy the to gene more critical in or for really obvious handling ultimately side we gene an development we're is on cells for cell that there's which it's as storage is breakdown we sure. business and beginning along the and to but stores. need handling side the the is going chain cell on clear that But the what and opportunity seeing significant for understand handle the therapy the dosing in the work think and be samples automated of what in the we're not retains again and institutions the the expansion the manufacturing a on

Jacob Johnson

the it. the Got quarter. on Thanks for Congrats taking questions.

Steve Schwartz

Jacob. Thanks


And there are on the this questions lines phone at further no time.

Steve Schwartz

quarter. express be just their We their as outlined So to we weeks as Chris with day were attention, two here the as can investor that up that we're in this. surprise it way obviously before excited up well any audience like we investments first the this be well as hours I We're pleased wrapped that there so as thanks finish competence you the track Brooks. wrapped in that no us and we gives year. fiscal the to the on my to shouldn't We more us but surprises research

we the frame. We look season. feel and so you We much. very head Thank a We talking forward like a you to that just the you it toward to give we're time in January time wish good really appreciate all spot all best as you holiday and us. confidence you in


thank participation for That you your the conference and for today. ask that lines. please call your conclude we disconnect you does