Scott Hirsch
Analyst · JPMorgan.
So for Solta, just to reiterate some of the metrics, 2021, we saw 22% reported, 18% organic growth with consumables really comprising a big piece of it, 26% of the growth year-over-year in Clear and Brilliant touch, which was launched in the U.S. in 2021, showing 100% growth year-over-year. So many of our performance goals are hitting right where we’re aiming despite some of the global Omicron shutdowns and the carve-out structuring demands, which, as Joe mentioned, manifested into the S-1 filing earlier this month. So overall, I’m incredibly pleased with how on target execution is with so much going on. With respect to the comps over 2020, as Joe outlined in his remarks, right, the phasing of our 2020 numbers were impacted with COVID shutdowns in the first half, pushing our selling days substantially into the second half of 2020. That makes for an apples to oranges comparison for this cycle, which is why I would point you to the annual metrics, just split that out and they’re really strong. For our growth guide, right, there’s a few underlying factors. First, obviously is demand, and demand has been incredibly strong. In fact, in fourth quarter, our syndicate consensus had about 10% below where we finished off. And so we really came in nicely relative to expectations, and we also finished with probably another, I would say, a little short of $10 million or $9 million of incremental back orders and demand that’s really out there. And it leads to my second point, which is, as I said before, we’re a premium business line. And if we put a machine in every store front that wants one in an aggressive form, those storefronts start competing down price against each other, which is just something we don’t want. Solta has been in this business for 20 years, and we’re building a long-term platform in aesthetics with great clinical results and really strong economics for practitioners. I’m really proud of the global footprint that we’re building out and the tax structure, which means that we have a really long-term focus of where we’re placing equipment and then really driving consumables at the ratio, which is now approaching 73% of revenues, which I think is the true differentiator of the business, and that’s where a lot of our strength is coming from. So lastly, I’d say there’s a dynamic, as Sam mentioned, between price and supply, I think it’s well known now that the supply chain for electric component trees in high demand, and we’re making sure that we have a balancing act with price as well as ensuring that we’re meeting all the needs of our customers. And so net-net all of it is a really strong economic play on what we’re targeting with metrics, right in the high teens to 20% levels, and I think we’re on track for it.