Forward Looking Information
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1 Vital Signs, Inc.
2 Forward Looking Information Except for historical information discussed, the statements made today are forward-looking statements that involve risks and uncertainties. Investors are cautioned that such statements are only predictions and that actual events or results may differ materially. These forward-looking statements speak only as of this date. We undertake no obligation to publicly release the results of any revisions to the forward-looking statements made today to reflect events or circumstances after today, or to reflect the occurrence of unanticipated events.
3 Key Investment Highlights One of the Most Recognized Names of Single Use Airway Management Products among Anesthesiologists Continuous Leadership in Anesthesia and Respiratory Business Four Significant New Products Three in Anesthesia, one in Respiratory Two of which are converting from Reusable to Single Use Unique Dual Platform in Growing Sleep Disorders Market Growth through additional sleep centers Sale of Breas products through our sleep centers Five New Products Global Expansion Opportunities Source: Frost & Sullivan 2005, IMS, company and analyst reports 3
4 Vital Signs Revenue History Thirty Years of Growth and Success $200 $175 $150 $ Millions $125 $100 CAGR: 19% $75 $50 $25 $0 '73 '74 '75 '76 '77 '78 '79 '80 '81 '82 '83 '84 '85 '86 '87 '88 '89 '90 '91 '92 '93 '94 '95 '96 '97 '98 '99 '00 '01 '02 '03 '04 '05 4
5 Vital Signs Overview Anesthesia Respiratory/ Critical Care Sleep Pharmaceutical Services Revenue: $93.3mm Revenue: $42.4mm Revenue: $41.5mm Revenue: $16.8mm 48.1% 21.9% 21.4% 8.6% #1 in Anesthesia Circuits and Masks (46% mkt share) 1 #1 in Pressure infusors (51% mkt share) 1 #2 in Resuscitators (22% mkt share) 1 #2 Arterial blood gas kits (19% mkt share) 1 Therapeutics (Breas): Predominantly Europe Planned expansion to U.S. and Asia Diagnostics (SSA) Includes all 12 Fortune Global 50 pharmaceutical companies Expansion of sleep centers 1 Source: IMS (2005) 5
6 Anesthesia & Respiratory Market Market factors Frost & Sullivan forecasts the anesthesia disposables market to grow at a 13.3% CAGR 2004 through Increased use of single-patient use products due to risk of infection Six States now require hospitals to publicly announce their infection rates (32 others considering legislation) 2 Hospital Acquired Infections (HAI) cause more deaths annually than AIDS, breast cancer, and car accidents combined 3 Pennsylvania Health Care Cost Containment Council (PHC4) 2 Additional $2 Billion in hospital charges due to treating infections in 2004 Hospital stays increased from 5.4 days to 20 days when HAI occurs (Cost of $128,000 per patient) Cost effectiveness associated with single-use products 1 U.S. market only; source: Frost & Sullivan, Medtech Insight, Healthcare Trends: Infection Control Efforts Intensify, September Committee to Reduce Infection Deaths (RID), 6
7 Strengths in Anesthesia & Respiratory Significant recurring revenue Business Strengths Rest of the world 10% Europe 8% U.S. 82% Large recurring revenue stream from single-use airway management products Market leading products with strong brand recognition Longstanding relationships with hospitals, distributors and GPOs Strong R&D pipeline and state-of the-art manufacturing Single-use products contribute over 99% of revenue 7
8 New Product Releases in Anesthesia U.S releases Vital-Seal Laryngeal Mask Airway (patented feature) January Vital-View II Laryngoscope System (patent pending) January Breathing Bag/Circuit Lower Cost Latex Free (patented) June Vital Signs has a long history of first-to-market product innovation 8
9 New Product Releases in Respiratory U.S releases Broselow Pediatric Error Prevention System (patented) January C-CO 2 Indicator (patented) January Limb-Θ Ventilator Circuit (patented) April Vital Signs has a long history of first-to-market product innovation 9
10 Sleep Market Market fundamentals 1 Market factors 2 $ Billionss CAGR: 15.4% Large untapped OSA market million suffer from symptomatic or severe OSA in the U.S. 2.9 million sufferers are currently being treated Co-morbidities/awareness Increasing awareness by physicians and patients Co-morbidities include: diabetes, stroke, hypertension, congestive heart failure, depression and other 3 1 Includes U.S. sleep diagnostic and treatment devices as well as sleep service provider markets 2 Frost & Sullivan 2005, Medtech Insight, IMS, company and analyst reports 3 American Academy of Sleep Medicine, 2005, Cost Effectiveness of Sleep Medicine 10
11 Breas Overview Business Overview Sales by geography ¾ Breas Manufactures sleep therapy Rest of the world 10% equipment (isleep line), and ventilators for homecare (Vivo line) ¾ Afforded VSI entrée into fastgrowing sleep market ¾ Breas, based in Sweden, is a wellrecognized brand in Europe Plans to introduce 4 Europe 90% products in Europe in Q1/Q
12 New Product Releases in Sleep Europe 2005 Q4 limited releases Vivo 30 Bi-level ventilator Vivo 40 Bi-level ventilator HAOI Humidifier imask Ultra-soft Cushion Nasal mask Europe 2006 releases isleep 10 Conventional CPAP isleep 20 Provides built-in humidifier isleep 20i Intelligent CPAP with built-in humidifier isleep 22 Bi-level CPAP with humidifier Q2 Release Q3 Release With the introduction of these products, Vital signs will significantly broaden its product line within the high growth OSA market 12
13 Sleep Services of America Overview SSA operates 52 sleep diagnostic centers 1 in the Mid-Atlantic region Improving business fundamentals Record profitability: 49.5% increase in EBIT FY 05 over FY 04 Same store growth 2 : 22.3% increase FY 05 over FY 04 Closed marginally profitable sleep labs during FY 04 Prestigious Sleep Lab affiliations Johns Hopkins University of Maryland Duke University Owned by Vital Signs (70%) and Johns Hopkins Medicine (30%) 1 As of September 30, Calculated based on currently operated sleep labs 13
14 Pharmaceutical Services Market factors Trend toward outsourcing of compliance functions FDA 15%+ increase in IT spending by Life Sciences industry, in part due to Part 11 compliance FDA Regulatory Climate Efforts to systemize and control costs of compliance by companies Increased capital spending in pharmaceutical, medical devices and biotechnology sectors Vital Signs position Full spectrum of FDA compliance related validation and implementation consulting services Development of proprietary software products for FDA regulated customers Clients includes all 12 Fortune Global 50 pharmaceutical companies Source: Frost & Sullivan 2005, IMS, company and analyst reports 14
15 Recent Acquisitions Acquisition of Baxter Airway Acquired next largest competitor in the segment Low acquisition multiple - 1.0x times of sales Consolidation of manufacturing into VITL s Totowa plant created greater efficiency Acquisition of Futall AB Provides Vital Signs access to a key, patented CO 2 detection technology Acquired product provides early detection of accidental intubation of the esophagus Complements existing airway product lines 15
16 Financial Overview
17 Q versus Q (In Thousands except EPS figures) Q Q Net Change Net Revenues 47,730 45, % Gross Profit 24,203 22, % Gross Margin 50.7% 49.7% 2.0% Income from Continuing Operations 6,661 5, % Net Income 6,660 5, % Basic Net Earnings % Diluted Net Earnings % 17
18 Net Revenue by Segment Net Revenues (In Thousands $) Q Q Net Change Anesthesia 22,348 20, % Respiratory/Critical Care 10,560 10, % Sleep Disorders/Personal Ventilation 10,176 10,752 (5.4)% Pharmaceutical 4,646 4,671 (0.5)% Technologies 18
19 Gross Profit by Segment Gross Profit By Segment Q Q Anesthesia 51.0% 51.0% Respiratory/Critical Care 55.3% 56.6% Sleep Disorders/Personal Ventilation 52.7% 43.8% Pharmaceutical Technologies 34.3% 42.8% 19
20 Balance Sheet (In Thousands $) (Unaudited) December 31, Cash and cash equivalents 86,033 79,883 Accounts Receivable 31,327 31,548 Inventory 18,977 17,750 Current Assets Total Assets Current Liabilities 140, ,568 17, , ,015 17,346 Total Liabilities Shareholders' equity 17, ,406 17, ,213 20
21 EPS Growth $2.50 CAGR: 17.5% $2.06 $2.40 $2.00 $1.72 $1.50 $1.48 $1.00 $0.50 $ E Notes: Represents mid-point of management s guidance range for diluted EPS for FY
22 Margin Improvements 60% 50% 49.7% 50.3% 50.8% Gross Margin 40% 30% 20% 10% 0% Operating Margin 17.80% 18.70% 20.80% Revenue ($mm)
23 Balance Sheet Strengths $81.8 million in cash at 9/30/05 ($6.38 / share) No debt Dividends of $0.27/share during FY 2005, representing a 19.2% CAGR since FY 2003 Cash provided by operating activities of $30.8mm during fiscal
24 Guidance Fully diluted EPS from continuing operations for FY 2006 between $2.35 and $2.45 per share 1 Continued high single-digit growth in Anesthesia and Respiratory/Critical Care segments Return to profitability at Breas Revenue growth between 15-20% at Sleep Service of America 1 Without giving effect to compensation expense for options granted to employees under FASB 123(R) 24
25 Key Investment Highlights One of the Most Recognized Names of Single Use Airway Management Products among Anesthesiologists Continuous Leadership in Anesthesia and Respiratory Business Four Significant New Products Three in Anesthesia, one in Respiratory Two of which are converting from Reusable to Single Use Unique Dual Platform in Growing Sleep Disorders Market Growth through additional sleep centers Sale of Breas products through our sleep centers Five New Products Global Expansion Opportunities Source: Frost & Sullivan 2005, IMS, company and analyst reports 25
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1 Vital Signs at a Glance Vital Signs is a leading designer, manufacturer, and marketer of airway management products for the anesthesia, respiratory/critical care, interventional cardiology/radiology,
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