Cutera Reports Fourth Quarter and Full Year 2018 Financial Results

Total truSculpt® Body Sculpting Generated 32% Revenue Growth in 2018

Brisbane, California, UNITED STATES


BRISBANE, Calif., Feb. 20, 2019 (GLOBE NEWSWIRE) -- Cutera, Inc. (NASDAQ: CUTR) (“Cutera” or the “Company”), a leading provider of laser and other energy-based aesthetic systems for practitioners worldwide, today reports financial results for the fourth quarter and fiscal year ended December 31, 2018.

Key financial and operational highlights for the fourth quarter and full year 2018 include:

  • Revenue for the fourth quarter increased 12% sequentially, though decreased 5% from the prior year fourth quarter, to $45.5 million. Revenue increased 7% to $162.7 million for the full year 2018; 
    -- Fourth quarter continues to reflect strong demand for the body sculpting product portfolio, truSculpt, with the number of systems sold growing strong double digits both sequentially and year over year. 
    -- Total recurring revenue, which includes service, skincare and consumable revenue, for the fourth quarter reached $8.6 million, or 28% growth over the fourth quarter 2017.  For the full year 2018, total recurring revenue was $30.1 million, or 18% growth over the full year 2017.
    -- US revenue declined by 7% in the fourth quarter over the prior year period, and increased 8% for the full year 2018. Results reflect strong demand for the truSculpt and Secret RF systems, primarily offset by softness in the overall women’s health market, competitive trends affecting certain legacy systems, and greater than expected turnover in our North American salesforce in the fourth quarter.
    -- International revenue grew 1% in the fourth quarter and 7% for the full year 2018. Full year results reflect double-digit growth in the Middle East and Asia (excluding Japan).
  • Gross Margin for the fourth quarter was 41%, compared to 57% in the prior year period. For the full year 2018, gross margin was 49% versus 57% for the prior year. The decrease in fourth quarter gross margin reflects pricing headwinds across the portfolio of legacy systems, channel mix, and a $5.0 million charge, of which $1.1 million was utilized in the fourth quarter. This charge related to product remediation of one of our legacy systems. Non-GAAP gross margin* was 53% for both the fourth quarter and full year 2018, compared to 58% and 57% for the respective prior year periods.
  • Operating expenses for the fourth quarter and full year 2018 were 53% and 58% of revenue, respectively. This compares to 48% and 50% for the prior year periods.  Non-GAAP* operating expenses for the fourth quarter and full year 2018 were 48% and 52% of revenue, respectively, as compared to 45% and 49% for the same prior year periods.
  • GAAP Net Loss for the fourth quarter and full year 2018 was $26.3 million and $30.8 million, or $1.89 and $2.23 loss per share on a basic and fully-diluted basis.  GAAP net loss includes a valuation allowance of $16.9 million against certain U.S. deferred tax assets in the fourth quarter. The recording of the valuation allowance resulted in a GAAP income tax provision of $20.8 million in the fourth quarter of 2018.  Non-GAAP* net income for full year 2018 was $1.5 million, or $0.11 per fully-diluted share.

“2018 was a year of achievements and challenges. Cutera launched four new products, including our next-generation body contouring system, truSculpt iD, which we expect to be a meaningful platform in this billion-dollar market. In addition, we continue to make progress streamlining multiple manufacturing and inventory processes, further enhancing our future growth,’ stated Cutera Chief Operating Officer and Interim CEO, Jason Richey. “Like others in the aesthetic space, we encountered considerable headwinds affecting our overall results in the second half of 2018. As interim CEO, and with the full support of the Board of Directors, my priorities are clear --- position Cutera to grow faster than the market without sacrificing profitability, while improving the efficiencies of the Company’s infrastructure. We are executing on multiple initiatives in order to achieve these goals and I am optimistic about the Company’s future. I look forward to reporting our future progress.”

2019 Financial Outlook

  • We expect full year revenue to be in the range of $165 to $175 million, a 2% - 8% increase over 2018;
  • Full year Non-GAAP* gross margin is expected to improve over 2018 full year Non-GAAP* gross margin;
  • Adjusted EBITDA* is expected to be in the range of $2 million to $4 million.

Conference Call

The Company will host a live audio webcast for interested parties commencing today at 1:30 p.m. PST (4:30 p.m. EST).  Participating in the call will be Jason Richey, Chief Operating Officer and Interim Chief Executive Officer and Sandra Gardiner, Executive Vice President and Chief Financial Officer.  The call will be broadcast live over the Internet, hosted at the Investor Relations section of Cutera's website at http://www.cutera.com/, and will be available online within 24 hours of its completion through May 20, 2019. In addition, you may call 1-877-705-6003 to listen to the live broadcast.

CONTACTS:

Cutera, Inc.
Matthew Scalo
Vice President, Investor Relations & Corporate Development
415-657-5500
mscalo@cutera.com

Investor Relations
John Mills
Partner, ICR, Inc.
646-277-1254
john.mills@icrinc.com

About Cutera, Inc.

Brisbane, California-based Cutera is a leading provider of laser and other energy-based aesthetic systems for practitioners worldwide. Since 1998, Cutera has developed innovative, easy-to-use products that enable physicians and other qualified practitioners to offer safe and effective aesthetic treatments to their patients. For more information, call 1-888-4CUTERA or visit www.cutera.com.

*Use of Non-GAAP Financial Measures

In this press release, in order to supplement our condensed consolidated financial statements presented in accordance with Generally Accepted Accounting Principles, or GAAP, management has disclosed certain non-GAAP financial measures for the statement of operations and net income (loss) per diluted share.  Non-GAAP adjustments include stock-based compensation, depreciation, amortization, product remediation charges, and Enterprise Resource Planning (“ERP”) system implementation costs, as well as the net tax impact of excluding these items.  From time to time in the future, there may be other items that we may exclude if we believe that doing so is consistent with the goal of providing useful information to investors and management.  We have provided a reconciliation of each non-GAAP financial measure used in this earnings release to the most directly comparable GAAP financial measure.  We have not provided a reconciliation of non-GAAP guidance measures to the corresponding GAAP measures on a forward-looking basis due to the potential significant variability, limited visibility, unpredictability, or unique non-recurring nature of the items. Forward-looking non-GAAP measures include adjusted EBITDA.  We define adjusted EBITDA as earnings before interest, taxes, depreciation and amortization, stock-based compensation, product remediation charges outside the scope of our typical recurring warranty and service costs, and charges related to ERP software implementation costs.

Company management uses these measurements as aids in monitoring the Company’s ongoing financial performance from quarter to quarter, and year to year, on a regular basis and for benchmarking against other similar companies. Non-GAAP financial measures used by the Company may be calculated differently from, and therefore may not be comparable to, similarly titled measures used by other companies. These non-GAAP financial measures should be considered along with, but not as alternatives to, the operating performance measure as prescribed by GAAP.  Non-GAAP financial measures for the statement of operations and net income per diluted share exclude the following:

Non-cash expenses for stock-based compensation. We have excluded the effect of stock-based compensation expenses in calculating our non-GAAP operating expenses and net income measures. Although stock-based compensation is a key incentive offered to our employees, we continue to evaluate our business performance excluding stock-based compensation expenses. We record stock-based compensation expense related to grants of options, performance and restricted stock. Depending upon the size, timing and the terms of the grants, this expense may vary significantly but will recur in future periods.  We believe that excluding stock-based compensation better allows for comparisons to our peer companies;

Depreciation and amortization. We have excluded depreciation and amortization expense in calculating our non-GAAP operating expenses and net income measures.  Depreciation and amortization are non-cash charges to current operations;

Product Remediation. We have excluded costs incurred to remediate an issue related to a legacy product.  These costs include the repair of products in use, in inventory, and in production, and are outside the scope of our typical recurring warranty and service costs; and

Enterprise Resource Planning. We have excluded ERP system costs related to direct and incremental costs incurred in connection with our multi-phase implementation of a new ERP solution and the related technology infrastructure costs.

We believe that excluding all of the items above allows users of our financial statements to better review and assess both current and historical results of operations.

Safe Harbor Statement

Certain statements in this press release, other than purely historical information, are “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995, Section 27A of the Securities Act, and Section 21E of the Securities Exchange Act of 1934, as amended (the “Exchange Act”). These statements include, but are not limited to, Cutera’s plans, objectives, strategies, financial performance and outlook, product launches and performance, trends, prospects or future events and involve known and unknown risks that are difficult to predict. As a result, our actual financial results, performance, achievements or prospects may differ materially from those expressed or implied by these forward-looking statements. In some cases, you can identify forward-looking statements by the use of words such as “may,” “could,” “seek,” “guidance,” “predict,” “potential,” “likely,” “believe,” “will,” “should,” “expect,” “anticipate,” “estimate,” “plan,” “intend,” “forecast,” “foresee” or variations of these terms and similar expressions, or the negative of these terms or similar expressions.  Forward-looking statements are based on management's current, preliminary expectations and are subject to risks and uncertainties, which may cause Cutera's actual results to differ materially from the statements contained herein. These statements are not guarantees of future performance, and stockholders should not place undue reliance on forward-looking statements. There are a number of risks, uncertainties and other important factors, many of which are beyond our control, that could cause our actual results to differ materially from the forward-looking statements contained in this press release, including those described in the “Risk Factors” section of Annual Reports on Form 10-K, Quarterly Reports on Form 10-Q, Current Reports on Form 8-K, the Registration Statement on Form S-8 and other documents filed from time to time with the United States Securities and Exchange Commission by Cutera.

All information in this press release is as of the date of its release.  Accordingly, undue reliance should not be placed on forward-looking statements. Cutera undertakes no obligation to update publicly any forward-looking statements to reflect new information, events or circumstances after the date they were made, or to reflect the occurrence of unanticipated events. If we update one or more forward-looking statements, no inference should be drawn that we will make additional updates with respect to those or other forward-looking statements. Cutera's financial performance for the fourth quarter and full year ended December 31, 2018, as discussed in this release, is preliminary and unaudited, and subject to adjustment.

 CUTERA, INC.
 CONDENSED CONSOLIDATED BALANCE SHEETS
 (in thousands)
 (unaudited)
             
      December 31,  September 30,  December 31,
      2018  2018  2017(1)
 Assets         
 Current assets:         
  Cash and cash equivalents $26,052 $21,866 $14,184
  Marketable investments  9,523  5,018  21,728
  Accounts receivable, net  19,637  25,444  20,777
  Inventories  28,014  31,322  28,782
  Other current assets and prepaid expenses  3,972  3,716  2,903
   Total current assets  87,198  87,366  88,374
             
 Property and equipment, net  2,672  2,784  2,096
 Deferred tax asset  457  21,402  19,055
 Goodwill  1,339  1,339  1,339
 Other long-term assets  5,971  6,048  374
   Total assets $97,637 $118,939 $111,238
             
   Liabilities and Stockholders' Equity         
 Current liabilities:         
  Accounts payable $11,279 $13,321 $7,002
  Accrued liabilities  23,300  22,904  26,848
  Extended warranty liabilities  3,159  -  -
  Deferred revenue  9,882  8,939  9,461
   Total current liabilities  47,620  45,164  43,311
             
 Deferred revenue, net of current portion  2,684  2,380  2,195
 Income tax liability  394  352  379
 Other long-term liabilities  553  640  460
   Total liabilities  51,251  48,536  46,345
             
 Stockholders’ equity:         
  Common stock  14  14  13
  Additional paid-in capital  70,451  68,180  62,025
  Accumulated income/(loss)  (24,010)  2,283  2,947
  Accumulated other comprehensive loss  (69)  (74)  (92)
   Total stockholders' equity  46,386  70,403  64,893
   Total liabilities and stockholders' equity $97,637 $118,939 $111,238
             
 (1) As of January 1, 2018, the Company adopted the requirements of ASC 606 using the modified retrospective method, and as a result, there is a lack of comparability to the prior periods presented.


 CUTERA, INC.  
 CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS 
 (in thousands, except per share data) 
 (unaudited)  
                
    Three Months Ended Twelve Months Ended 
    December 31, December 31, December 31, December 31, 
    2018 2017(1) 2018 2017(1) 
                
 Products$  39,946 $  42,972 $  142,535 $  132,660 
 Service   5,523    4,660    20,185    18,833 
   Total net revenue   45,469    47,632    162,720    151,493 
                
 Products   19,967    17,520    66,843    56,363 
 Service   6,716    2,779    15,495    9,020 
   Total cost of revenue   26,683    20,299    82,338    65,383 
   Gross profit   18,786    27,333    80,382    86,110 
   Gross margin % 41%  57%  49%  57% 
                
 Operating expenses:            
  Sales and marketing   15,318    15,362    58,420    52,070 
  Research and development   3,464    3,481    14,359    12,874 
  General and administrative   5,494    3,947    20,995    14,090 
  Lease termination income   -    -    -    (4,000) 
   Total operating expenses   24,276    22,790    93,774    75,034 
 Income (loss) from operations   (5,490)    4,543    (13,392)    11,076 
 Interest and other income (expense), net   (44)    138    (123)    884 
 Income (loss) before income taxes   (5,534)    4,681    (13,515)    11,960 
 Provision (benefit) for income taxes   20,759    (18,199)    17,255    (18,033) 
 Net income (loss)$  (26,293) $  22,880 $  (30,770) $  29,993 
                
 Net income (loss) per share:            
  Basic$  (1.89)  $  1.66  $  (2.23)  $  2.16 
  Diluted$  (1.89)  $  1.57  $  (2.23)  $  2.04 
                
 Weighted-average number of shares used in per share calculations:       
  Basic   13,932    13,744    13,771    13,873 
  Diluted   13,932    14,569    13,771    14,728 
                
 (1) As of January 1, 2018, the Company adopted the requirements of ASC 606 using the modified retrospective method, and as a result, there is a lack of comparability to the prior periods presented.


 CUTERA, INC.
 CONSOLIDATED FINANCIAL HIGHLIGHTS
 (in thousands, except percentage data)
 (unaudited)
             
     Three Months Ended  % Change Twelve Months Ended  % Change
     December 31,  December 31, 2018 Vs December 31,  December 31, 2018 Vs
     2018  2017(1) 2017 2018  2017(1) 2017
 Revenue By Geography:                  
   United States $28,265  $30,524 -7% $101,862  $94,581 +8%
   International  17,204   17,108 +1%  60,858   56,912 +7%
   Total Net Revenue $45,469  $47,632 -5% $162,720  $151,493 +7%
   International as a percentage of total revenue  38%   36%    37%   38%  
                      
 Revenue By Product Category:                  
  Systems                  
   - North America $26,519  $29,383 -10% $93,977  $88,338 +6%
   - Rest of World  10,349   11,531 -10%  38,618   37,544 +3%
   Total Systems  36,868   40,914 -10%  132,595   125,882 +5%
  Consumables  1,281   692 +85%  4,162   2,436 +71%
  Skincare  1,797   1,366 +32%  5,778   4,342 +33%
   Total Products  39,946   42,972 -7%  142,535   132,660 +7%
                      
  Service  5,523   4,660 +19%  20,185   18,833 +7%
   Total Net Revenue $45,469  $47,632 -5% $162,720  $151,493 +7%
                      
                      
 (1) As of January 1, 2018, the Company adopted the requirements of ASC 606 using the modified retrospective method, and as a result, there is a lack of comparability to the prior periods presented.
                      
                      
     Three Months Ended    Twelve Months Ended   
     December 31,  December 31,   December 31,  December 31,  
     2018  2017   2018  2017  
 Pre-tax Stock-Based Compensation Expense:                  
   Cost of revenue $167  $283   $743  $660  
   Sales and marketing  360   427    2,104   1642  
   Research and development  208   303    825   936  
   General and administrative  897   474    3,484   1872  
     $1,632  $1,487   $7,156  $5,110  
                      
                      


 CUTERA, INC.
 CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
 (in thousands)
 (unaudited)
  
     Three Months Ended  Twelve Months Ended
     December 31, December 31,  December 31, December 31,
     2018 2017(1)  2018 2017(1)
 Cash flows from operating activities:             
 Net income (loss) $  (26,293) $  22,880  $  (30,770) $  29,993
 Adjustments to reconcile net income (loss) to net cash provided by operating activities:           
  Stock-based compensation    1,632    1,487     7,156    5,110
  Depreciation of tangible assets    360    266     1,209    1,016
  Amortization of contract acquisition costs    530    -     1,834    -
  Change in deferred tax asset    20,945    (18,678)     17,438    (18,678)
  Provision for doubtful accounts receivable    380    8     1,257    (1)
  Other    26    7     241    (51)
 Changes in assets and liabilities:             
  Accounts receivable    5,427    (1,181)     (117)    (4,229)
  Inventories    3,308    (5,054)     768    (13,805)
  Other current assets and prepaid expenses    (273)    42     (1,070)    (591)
  Other long-term assets    (453)    7     (2,754)    6
  Accounts payable    (2,042)    1,197     4,277    4,404
  Accrued liabilities    396    4,588     (3,781)    9,345
  Extended warranty liabilities    3,159    -     3,159    -
  Other long-term liabilities    35    -     140    -
  Deferred revenue    1,247    905     1,305    1,557
  Income tax liability    42    208     15    211
   Net cash provided by operating activities    8,426    6,682     307    14,287
                 
 Cash flows from investing activities:             
 Acquisition of property, equipment and software    (274)    (412)     (1,488)    (855)
 Disposal of property and equipment    -    -     41    53
 Proceeds from sales of marketable investments    -    24,486     13,044    33,640
 Proceeds from maturities of marketable investments    2,000    6,200     10,050    45,812
 Purchase of marketable investments    (6,484)    (16,800)     (10,874)    (60,956)
   Net cash provided by (used in) investing activities    (4,758)    13,474     10,773    17,694
                 
 Cash flows from financing activities:             
 Repurchases of common stock    -    (21,391)     -    (35,167)
 Proceeds from exercise of stock options and employee stock purchase plan    796    869     4,399    5,435
 Taxes paid related to net share settlement of equity awards    (157)    (137)     (3,128)    (1,469)
 Payments on capital lease obligations    (121)    (97)     (483)    (371)
   Net cash provided by (used in) financing activities    518    (20,756)     788    (31,572)
                 
 Net increase (decrease) in cash and cash equivalents    4,186    (600)     11,868    409
 Cash and cash equivalents at beginning of period    21,866    14,784     14,184    13,775
 Cash and cash equivalents at end of period $  26,052  $  14,184  $  26,052  $  14,184
                 
                 
 (1) As of January 1, 2018, the Company adopted the requirements of ASC 606 using the modified retrospective method, and as a result, there is a lack of comparability to the prior periods presented.


 CUTERA, INC.
 RECONCILIATION OF GAAP CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
 TO  NON-GAAP CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
 (in thousands, except per share data)
 (unaudited)
                  
        
     Three Months Ended December 31, 2018 Three Months Ended December 31, 2017
     GAAP Adjustments* Non-GAAP GAAP(1) Adjustments*  Non-GAAP
                  
 Net revenue  $  45,469  $  -   $  45,469  $  47,632  $  -   $  47,632
 Cost of revenue   26,683   (5,217) (a)   21,466   20,299   (377) (a)   19,922
   Gross profit   18,786   5,217    24,003   27,333   377    27,710
   Gross margin % 41%    53% 57%    58%
                  
 Operating expenses:              
  Sales and marketing   15,318   (1,052) (b)   14,266   15,362   (586) (b)   14,776
  Research and development   3,464   (231) (c)   3,233   3,481   (314) (c)   3,167
  General and administrative   5,494   (1,194) (d)   4,300   3,947   (476) (d)   3,471
   Total operating expenses   24,276   (2,477)    21,799   22,790   (1,376)    21,414
 Income (loss) from operations    (5,490)   7,694    2,204   4,543   1,753    6,296
 Interest and other income (expense), net   (44)    -    (44)   138   -    138
 Income (loss) before income taxes   (5,534)   7,694    2,160   4,681   1,753    6,434
 Provision (benefit) for income taxes   20,759   (17,037) (e)   3,722   (18,199)   18,491 (e)   292
 Net income (loss)  $  (26,293)  $  24,731   $  (1,562)  $  22,880  $  (16,738)   $  6,142
                  
 Net income (loss) per share:              
  Basic  $  (1.89)     $  (0.11)  $  1.66     $  0.45
  Diluted  $  (1.89)     $  (0.11)  $  1.57     $  0.42
                  
 Weighted-average number of shares used in per share calculations:              
  Basic   13,932      13,932   13,744      13,744
  Diluted   13,932      13,932   14,569      14,569
                  
 (1) As of January 1, 2018, the Company adopted the requirements of ASC 606 using the modified retrospective method, and as a result, there is a lack of comparability to
  the prior periods presented.
                  
                  
 Operating expenses as a % of net revenue  GAAP    Non-GAAP GAAP(1)    Non-GAAP
  Sales and marketing  33.7%    31.4% 32.3%    31.0%
  Research and development  7.6%    7.1% 7.3%    6.6%
  General and administrative  12.1%    9.5% 8.3%    7.3%
     53.4%    47.9% 47.8%    45.0%
                  
                  
 * Fiscal fourth quarter of 2018 and 2017 Non-GAAP results exclude the effect of the below mentioned adjustments ($000s): 
 a)Adjustment of $5,217 and $377 for 2018 and 2017, respectively, included non-cash expenses of $94 and $94 related to depreciation, and $167 and $283 of stock-based compensation.  The 2018 adjustment also included $4,956 related to a component replacement in one of our legacy systems.
 b)Adjustment of $1,052 and $586 for 2018 and 2017, respectively, included non-cash expenses of $692 and $159 related to depreciation and amortization, and $360 and $427 of stock-based compensation.
 c)Adjustment of $231 and $314 for 2018 and 2017, respectively, included non-cash expenses of $23 and $11 related to depreciation, and $208 and $303 of stock-based compensation.
 d)Adjustment of $1,194 and $476 for 2018 and 2017, respectively, included non-cash expenses of $81 and $2 related to depreciation and $897 and $474 for stock-based  compensation.  The 2018 adjustment also included $216 for costs related to ERP implementation.
 e)The 2018 adjustment of $17,037 included recording a valuation allowance of $16,906 against certain U.S. deferred tax assets and net impact of excluding the Non-GAAP adjustments from our tax provision.  As a result of recording a valuation allowance in Q4'2018, the 2018 adjustment also includes the reversal of $2.85M in discrete tax benefits related to excess stock deduction activity for the nine months ended September 30, 2018.  The 2017 adjustment of ($18,491) included $18,741 for the release of a significant portion of our valuation allowance against certain U.S. deferred tax assets, partially offset by our revised measurement of U.S. deferred tax assets resulting from the 2017 US Tax Reform; offset by $248 for establishing a foreign transfer pricing contingency reserve and the net impact of excluding the Non-GAAP adjustments from our tax provision.


 CUTERA, INC.
 RECONCILIATION OF GAAP CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
 TO  NON-GAAP CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
 (in thousands, except per share data)
 (unaudited)
                  
        
     Twelve Months Ended December 31, 2018 Twelve Months Ended December 31, 2017
     GAAP Adjustments* Non-GAAP GAAP(1) Adjustments*  Non-GAAP
                  
 Net revenue  $  162,720  $  -   $  162,720  $  151,493  $  -   $  151,493
 Cost of revenue   82,338   (6,018) (a)   76,320   65,383   (989) (a)   64,394
   Gross profit   80,382   6,018    86,400   86,110   989    87,099
   Gross margin % 49%    53% 57%    57%
                  
 Operating expenses:              
  Sales and marketing   58,420   (4,562) (b)   53,858   52,070   (2,300) (b)   49,770
  Research and development   14,359   (899) (c)   13,460   12,874   (961) (c)   11,913
  General and administrative   20,995   (3,892) (d)   17,103   14,090   (1,876) (d)   12,214
  Lease termination income   -   -    -   (4,000)   4,000 (e)   -
   Total operating expenses   93,774   (9,353)    84,421   75,034   (1,137)    73,897
 Income (loss) from operations    (13,392)   15,371    1,979   11,076   2,126    13,202
 Interest and other income (expense), net   (123)    -    (123)   884   -    884
 Income (loss) before income taxes   (13,515)   15,371    1,856   11,960   2,126    14,086
 Provision (benefit) for income taxes   17,255    (16,906) (f)   349   (18,033)   18,411 (f)   378
 Net income (loss)  $  (30,770)  $  32,277   $  1,507  $  29,993  $  (16,285)   $  13,708
                  
 Net income (loss) per share:              
  Basic  $  (2.23)     $  0.11  $  2.16     $  0.99
  Diluted  $  (2.23)     $  0.11  $  2.04     $  0.93
                  
 Weighted-average number of shares used in per share calculations:              
  Basic   13,771      13,771   13,873      13,873
  Diluted   13,771      14,305   14,728      14,728
                  
 (1) As of January 1, 2018, the Company adopted the requirements of ASC 606 using the modified retrospective method, and as a result, there is a lack of comparability to the prior periods presented.
                  
                  
 Operating expenses as a % of net revenue  GAAP    Non-GAAP GAAP(1)    Non-GAAP
  Sales and marketing  35.9%    33.1% 34.4%    32.9%
  Research and development  8.8%    8.3% 8.5%    7.9%
  General and administrative  12.9%    10.5% 9.3%    8.1%
  Lease termination income  0.0%    0.0% -2.6%    0.0%
     57.6%    51.9% 49.5%    48.8%
                  
                  
 * Year-to-date December 31, 2018 and 2017 Non-GAAP results exclude the effect of the below mentioned adjustments ($000s): 
 a)Adjustment of $6,018 and $989 for 2018 and 2017, respectively, included non-cash expenses of $319 and $329 related to depreciation, and $743 and $660 of stock-based compensation.  The 2018 adjustment also included $4,956 recorded in Q4'2018 related to a component replacement in one of our legacy systems.
 b)Adjustment of $4,562 and $2,300 for 2018 and 2017, respectively, included non-cash expenses of $2,458 and $658 related to depreciation and amortization, and $2,104 and $1,642 of stock-based compensation.
 c)Adjustment of $899 and $961 for 2018 and 2017, respectively, included non-cash expenses of $74 and $25 related to depreciation, and $825 and $936 of stock-based compensation.
 d)Adjustment of $3,892 and $1,876 for 2018 and 2017, respectively, included non-cash expenses of $192 and $4 related to depreciation and $3,484 and $1,872 for stock-based compensation. The 2018 adjustment also included $216 for costs related to ERP implementation.
 e)Adjustment of $4,000 represents non-recurring lease termination income.
 f)The 2018 adjustment of $16,906 represents a valuation allowance against certain U.S. deferred tax assets.  The 2017 adjustment of ($18,411) included $18,741 for the release of a significant portion of our valuation allowance against certain U.S. deferred tax assets, partially offset by our revised measurement of U.S. deferred tax assets resulting from the 2017 US Tax Reform; offset by $248 for establishing a foreign transfer pricing contingency reserve and the net impact of excluding the Non-GAAP adjustments from our tax provision.



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