VARIAN MEDICAL SYSTEMS JP Morgan Healthcare Conference - Dow Wilson, CEO January 13, 2015 January 2015 2015 VARIAN MEDICAL SYSTEMS. ALL RIGHTS RESERVED.
Forward-Looking Statements Forward-Looking Statements Except for historical information, this presentation contains forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. Statements concerning industry outlook, including growth drivers; the company s future orders, revenues, backlog, or earnings growth; future financial results; market acceptance of or transition to new products or technology such as our Edge radiosurgery system, TrueBeam and radiographic flat panel detectors, image-guided radiation therapy, stereotactic radiosurgery, filmless X-rays, proton therapy, and security and inspection, and any statements using the terms could, believe, expect, outlook, or similar statements are forward-looking statements that involve risks and uncertainties that could cause the company s actual results to differ materially from those anticipated. Such risks and uncertainties include global economic conditions; the impact of the Affordable Health Care for America Act (including excise taxes on medical devices) and any further healthcare reforms (including changes to Medicare and Medicaid), and/or changes in third-party reimbursement levels; currency exchange rates and tax rates; demand for the company s products; the company s ability to develop, commercialize, and deploy new products; the company s ability to meet Food and Drug Administration (FDA) and other regulatory requirements for product clearances or to comply with FDA and other regulatory regulations or procedures; changes in the regulatory environment, including with respect to FDA requirements; the company s assessment of the goodwill associated with its particle therapy business, challenges associated with the successful commercialization of the company s particle therapy business; the effect of adverse publicity; the company s reliance on sole or limited-source suppliers; the impact of reduced or limited demand by purchasers of certain X-ray products; the company s ability to maintain or increase margins; the impact of competitive products and pricing; the potential loss of key distributors or key personnel; challenges to public tender awards and the loss of such awards or other orders; and the other risks listed from time to time in the company s filings with the Securities and Exchange Commission, which by this reference are incorporated herein. The company assumes no obligation to update or revise the forward-looking statements in this presentation because of new information, future events, or otherwise. 2 VARIAN MEDICAL SYSTEMS
Technology Leader in Growing Markets Varian Oncology Systems Radiotherapy Radiosurgery Brachytherapy Varian Imaging Components X-Ray Tubes Digital Flat Panels Security & Inspection Products Varian Particle Therapy Proton therapy 3 VARIAN MEDICAL SYSTEMS
OUR VISION: TO HELP SAVE MILLIONS OF LIVES EVERY YEAR, EVERYWHERE. 4 VARIAN MEDICAL SYSTEMS
FY15 Focus on Our Big 5 Strategic Priorities Go Global Grow Software and Services Innovate Commercialize Protons Drive Operational Excellence 5 VARIAN MEDICAL SYSTEMS
Oncology Systems 6 VARIAN MEDICAL SYSTEMS
The Global Economic Cancer Burden Nations investing more to fight growing cancer burden $895B 27M New cases annually by 2050 17.5M Deaths annually cancer cost *Economic losses from disability and premature deaths. Excludes direct medical costs Sources: American Cancer Society, Livestrong, World Health Organization 7 VARIAN MEDICAL SYSTEMS
People 60 Years and Older ( in Millions) Cancer Needs Growing with Aging Populations 1400 1200 1000 800 600 400 >80% Rise in world population over 60 200 0 Source: U.S. Census Bureau 2010 2030 8 VARIAN MEDICAL SYSTEMS
10,000+ Linacs Needed Number of radiotherapy machines per million people No machines Less than 1 5 or less 10 or more 9 VARIAN MEDICAL SYSTEMS
7,500 Varian Accelerators 60% of global installed base 2.8M patients treated annually 10 VARIAN MEDICAL SYSTEMS 10
Americas Market Drivers in 2015 North America - Shift to SRS driving replacements - Reimbursement helping - Productivity initiatives/software - Service growth Latin America - Equipment shortage - Demand for quality care 11 VARIAN MEDICAL SYSTEMS
EMEA Market Drivers in 2015 Aging installed base Focus on productivity Emerging markets India, Eastern Europe, Africa SRS adoption lung, liver 12 VARIAN MEDICAL SYSTEMS
APAC Market Drivers in 2015 Increased use of RT China (20%), Japan (28%) Software/Service Expansion Focus on Value Service Agreements 13 VARIAN MEDICAL SYSTEMS
New Products Drive Growth 45% of FY2014 orders came from products introduced in the last 5 years 14 VARIAN MEDICAL SYSTEMS
Promising SBRT Results in Lung Study "Technologies have developed in the last few years that have yielded game-changing, paradigm-shifting approaches, allowing us to reconsider how radiation is delivered in combination with surgery, chemotherapy, and other systemic therapies. Dr. Robert Timmerman, UT SW Medical Center 15 VARIAN MEDICAL SYSTEMS
Upgrades Create Growth Opportunity Upgrade 6DOF Couch $440M 5-Year Opportunity RapidArc MLC / PV TrueBeam 2.0 OBI SRS Package 16 VARIAN MEDICAL SYSTEMS
New Products Accelerating Software Growth Oncology Software RapidPlan InSightive Analytics Qumulate QA Velocity RapidPlan $200M 5-Year Opportunity 17 VARIAN MEDICAL SYSTEMS
Growing Oncology Services to $1B 36% of FY14 OS Orders / 40% of FY14 OS Revenues Delivers strong profitability 18 VARIAN MEDICAL SYSTEMS
Long Term Oncology Growth Drivers Demographics Multi-Year Agreements Emerging Markets Service & Software System Upgrades Aging Installations 5-7% Annual Growth Opportunity 19 VARIAN MEDICAL SYSTEMS
Imaging Components 20 VARIAN MEDICAL SYSTEMS
Imaging Components Designs & Manufactures X-ray Tubes Linear Accelerators Workstations Flat Panel Detectors Sells to Equipment Manufacturers Aftermarket Distributors 21 VARIAN MEDICAL SYSTEMS
Imaging Components Market $2.3B Addressable Market Market Medical Imaging Industrial Inspection Cargo and Security Product X-ray Tubes Flat Panels Software X-ray Sources Detectors X-ray Sources Detectors Source: Varian 2014 Market Analysis 22 VARIAN MEDICAL SYSTEMS
Varian Share in Imaging Components Market Diagnostic and CT Tubes Flat Panel Detector 11% 24% 65% Modality OEMs Varian Other 23% 42% Modality OEMs Varian Other 35% 23 VARIAN MEDICAL SYSTEMS
Imaging Growth Initiatives in 2015 Grow with current OEMS Add new customers in Asia, Brazil Extend leadership in tubes, panels with new capabilities Expand software offerings Focus on industrial market Develop/acquire new product lines $400M Potential incremental revenues in 5 Years 24 VARIAN MEDICAL SYSTEMS
Moving to Expand Imaging Portfolio Add image analysis software to imaging product portfolio Offer more complete subsystems with panels/workstations/software Leverage OEM relationships to accelerate market penetration 25 VARIAN MEDICAL SYSTEMS
Long Term Growth Drivers - Imaging Digital Imaging Transition Expanding Product Portfolio Service & Software Emerging Markets/ New Players 7-9% 5-7% Annual Growth Market Growth Opportunity Opp ty 26 VARIAN MEDICAL SYSTEMS 26
Particle Therapy 27 VARIAN MEDICAL SYSTEMS
10 Varian Proton Projects KFMC-King Fahd Medical Center PTC St. Petersburg, Russia Cincinnati Children s Hospital Paul Scherrer Institute National Taiwan University (Taipei) Scripps Proton Therapy Center Rinecker Proton Therapy Center University of Maryland Georgia PT Center (Emory) UT Southwestern Medical Center Booked orders Treating patients Contracted, but not financed, and not booked 28 VARIAN MEDICAL SYSTEMS
Value of protons - lower complications, costs? Head & neck cancer study suggests protons could have lower costs through lower complications Dr. Steven J. Frank, M D Anderson 29 VARIAN MEDICAL SYSTEMS
Proton rationale cost efficiency Proton cancer therapy may cost the same or less than other cancer therapies. MD Anderson breast study using Medicare reimbursement codes 30 VARIAN MEDICAL SYSTEMS
Proton Project Potential $2.5B by 2030 1000 treatment rooms by 2030 Source: MEDraysintell 31 VARIAN MEDICAL SYSTEMS
Proton Market 300 250 200 Cumulative Number of PT Treatment Rooms 150 100 50 0 32 VARIAN MEDICAL SYSTEMS
Long Term Growth Drivers - Protons Demand for Optimal Dose Distribution Evolving Technology Clinical capability Cost efficiency $1.3B 5 Year Market Opp ty 33 VARIAN MEDICAL SYSTEMS
Long-Term Growth Opportunities 34 VARIAN MEDICAL SYSTEMS
Long-Term Growth Targets Revenue Gross Margins Operating Margins OS aiming for mid single digit growth IC aiming for mid-to-high single digit growth PT aiming for > $250M Maintain at current levels Service v. Geo Pricing pressures mitigated by cost reductions 6-8% 6-8% Proton becomes profitable more Service R&D and SG&A grow slower than Revenue 8-10% Goal: Drive Operating Earnings Faster Than Revenue Double Digit EPS Growth 35 VARIAN MEDICAL SYSTEMS