Inogen Announces First Quarter 2019 Financial Results and Updates 2019 Guidance

– Q1 2019 Sales Revenue up 14.1% Over the Same Period in 2018 –

GOLETA, Calif.–(BUSINESS WIRE)–Inogen,
Inc. (NASDAQ: INGN),
a medical technology company offering innovative respiratory products
for use in the homecare setting, today reported financial results for
the three-month period ended March 31, 2019.

First Quarter 2019 Highlights

• Total revenue of $90.2 million, up 14.1% over the same period in 2018
  • Sales revenue of $84.8 million, up 15.3% over the same period in
    2018
  • Rental revenue of $5.4 million, down 1.5% from the same period in
    2018
• Total gross margin of 49.2%, compared to 47.7% in the same period in
  2018
• GAAP net income of $5.3 million, compared to a $10.8 million in the
  same period in 2018
• Total units sold were 50,400, an increase of 5,000, or 11.0%, over the
  same period in 2018

“The first quarter of 2019 was a tough quarter for us given the decline
in domestic business-to-business sales and the increased
direct-to-consumer sales and marketing expenditures,” said Scott
Wilkinson, Inogen President and Chief Executive Officer. “We believe
there is still a large opportunity for portable oxygen concentrator
adoption worldwide; however, there are patient access issues given the
current reimbursement environment and the restructuring challenges that
some providers are facing in converting their oxygen business to a
non-delivery model. As a result, we are focused on multiple initiatives
to drive sales and marketing efficiencies and build a more predictable
revenue stream over time.”

First Quarter 2019 Financial Results

Total revenue for the three months ended March 31, 2019 rose 14.1% to
$90.2 million from $79.1 million in the same period in 2018.
Direct-to-consumer sales rose 35.9% over the same period in 2018,
primarily due to an increase in the number of sales representatives and
associated consumer advertising. Domestic business-to-business sales
declined 7.0% from the same period in 2018, primarily due to a decline
in sales to the Company’s private label partner. These sales to the
Company’s private label partner declined primarily due to one large
national homecare provider who had significantly reduced orders in the
first quarter of 2019 as compared to the same period in 2018.
Specifically, this provider accounted for revenue of $0.7 million in the
first quarter of 2019, down from $9.3 million in the first quarter of
2018. Excluding this provider, demand remained strong from traditional
HME customers. International business-to-business sales in the first
quarter of 2019 increased 17.1% (22.3% on a constant currency basis)
from the comparative period in 2018, primarily due to robust European
demand. Rental revenue in the first quarter of 2019 was $5.4 million
compared to $5.5 million in the first quarter of 2018, representing a
decline of 1.5%, primarily due to an 11.5% decline in patients on
service, partially offset by higher revenue per patient.

Total gross margin was 49.2% in the first quarter of 2019 versus 47.7%
in the comparative period in 2018. Sales gross margin was 50.4% in the
first quarter of 2019 versus 49.8% in the first quarter of 2018. The
sales gross margin increase was primarily due to a favorable mix shift
towards higher gross margin direct-to-consumer sales versus
business-to-business sales and a reduction in cost of goods sold per
unit compared to the first quarter of 2018. The favorable mix was
partially offset by lower average selling prices in both the
international business-to-business and direct-to-consumer channels,
while domestic business-to-business average selling prices were flat.
Rental gross margin was 30.8% in the first quarter of 2019 versus 20.0%
in the first quarter of 2018. The increase in rental gross margin was
primarily due to increased rental revenue per patient on service and
lower depreciation expense.

Total operating expense increased to $39.6 million, or 43.8% of revenue,
in the first quarter of 2019 versus $29.0 million, or 36.7% of revenue,
in the first quarter of 2018.

Operating expense included research and development expense of $1.7
million in the first quarter of 2019, which was up from the $1.4 million
in the comparative period in 2018, primarily due to increased product
development costs. Sales and marketing expense increased to $28.2
million in the first quarter of 2019 versus $18.0 million in the
comparative period in 2018, primarily due to increased advertising
expenditures and increased personnel-related expenses primarily at the
Company’s Cleveland facility. General and administrative expense
increased to $9.7 million in the first quarter of 2019 versus $9.6
million in the comparative period in 2018, primarily due to increased
personnel-related expenses, but partially offset by decreased bad debt
expense, primarily due to the adoption of ASU 2018-19 that requires
reclassification of rental bad debt expense to be charged to rental
revenue.

Operating income for the three months ended March 31, 2019 declined
44.2% to $4.9 million, or 5.4% of revenue, down from $8.7 million, or
11.0% of revenue, in the first quarter of 2018, primarily due to higher
sales and marketing expense.

In the first quarter of 2019, the Company reported an income tax expense
of $0.8 million, compared to an income tax benefit of $1.1 million
reported in the first quarter of 2018. Inogen’s income tax expense in
the first quarter of 2019 included a $0.6 million benefit in provision
for income taxes related to excess tax benefits recognized from
stock-based compensation compared to a $3.3 million benefit in the first
quarter of 2018. Excluding the stock-based compensation benefit,
Inogen’s non-GAAP effective tax rate was 23.1% in the first quarter of
2019 versus 22.5% in the first quarter of 2018. A reconciliation of GAAP
and non-GAAP measures is included in the accompanying tables attached
hereto.

In the first quarter of 2019, the Company reported GAAP net income of
$5.3 million compared to GAAP net income of $10.8 million in the first
quarter of 2018. Earnings per diluted common share was $0.24 in the
first quarter of 2019 versus $0.48 in the first quarter of 2018.

Financial Outlook for 2019

Inogen is reducing its full year 2019 total revenue guidance to $405 to
$415 million, down from $430 to $440 million, representing growth of
13.1% to 15.9% versus 2018 full year results. While the Company still
expects direct-to-consumer sales to be its fastest growing channel, it
plans to slow the pace of hiring in 2019 and place more emphasis on
sales representative productivity. Inogen still expects international
business-to-business sales to have a solid growth rate, but now expects
domestic business-to-business sales to have a slightly negative growth
rate. Given the difficult growth comparisons Inogen faces in the
domestic business-to-business channel, the restructuring challenges of
some providers, and its rental plan, it expects negative growth in the
domestic business-to-business channel in the second quarter of 2019
compared to the second quarter of 2018, with modest growth in the back
half of 2019 compared to the back half of 2018. Due to the ongoing
restructure challenges some HME providers face, the Company plans to
continue to look for ways to partner with providers to drive portable
oxygen concentrator adoption. Inogen now plans to slightly change its
rental intake criteria to accept more new rental patient additions to
increase access to patients who otherwise could not obtain a portable
oxygen concentrator from their current homecare provider. Since rental
reimbursement revenue is recognized monthly compared to the mostly
immediate revenue recognition of direct-to-consumer sales, the Company
does not expect a meaningful rental revenue benefit from increasing its
new rental setups until next year and beyond. While Inogen expects
rental revenue to take time to ramp, the Company believes it can improve
its close rate and lead usage by slightly changing its intake criteria
on rental patients. Inogen continues to expect rental revenue to grow
modestly in 2019.

The Company is reducing its full year 2019 GAAP net income guidance
range to $36 to $38 million, down from $40 to $44 million, compared to
2018 GAAP net income of $51.8 million. This decrease in GAAP net income
guidance range is primarily due to an estimated reduction in revenue and
a decrease in estimated benefit in provision for income taxes related to
excess tax benefits recognized from stock-based compensation from $4
million to $1 million, due to Inogen’s current stock price and fewer
expected option exercises in 2019. When excluding the benefit from the
estimated $1 million decrease in provision for income taxes expected in
2019 from stock-based compensation deductions, the Company still expects
a non-GAAP effective tax rate of approximately 24% in 2019.

Inogen is reducing its full year 2019 operating income guidance range to
$42 to $44 million, down from $46 to $50 million, representing growth of
10.8% to 16.1% versus 2018 full year results.

Inogen is reducing its full year 2019 Adjusted EBITDA guidance range to
$66 to $68 million, down from $67 to $71 million, representing growth of
7.7% to 11.0% versus 2018 full year results.

The Company also expects net positive cash flow for 2019 with no
additional equity capital required to meet its current operating plan,
in spite of additional investments in rental assets. However, the
Company expects lower cash flow than in 2018 as the Company increases
rental investments and expects lower cash provided by stock option
exercises.

Conference Call

Individuals interested in listening to the conference call today at
1:30pm PT/4:30pm ET may do so by dialing (855) 238-8123 for domestic
callers or (412) 317-5217 for international callers. Please reference
Inogen (INGN) to join the call. To listen to a live webcast, please
visit the Investor Relations section of Inogen’s website at: http://investor.inogen.com/.

A replay of the call will be available beginning May 7, 2019 at 3:30pm
PT/6:30pm ET through 3:30pm PT/6:30pm ET on May 14, 2019. To access the
replay, dial (877) 344-7529 or (412) 317-0088 and reference Access Code:
10131253. The webcast will also be available on Inogen’s website for one
year following the completion of the call.

Inogen has used, and intends to continue to use, its Investor Relations
website, http://investor.inogen.com/,
as a means of disclosing material non-public information and for
complying with its disclosure obligations under Regulation FD. For more
information, visit http://investor.inogen.com/.

About Inogen

Inogen is innovation in oxygen therapy. We are a medical technology
company that develops, manufactures and markets innovative oxygen
concentrators used to deliver supplemental long-term oxygen therapy to
patients suffering from chronic respiratory conditions.

For more information, please visit www.inogen.com.

Cautionary Note Concerning Forward-Looking Statements

This press release contains forward-looking statements within the
meaning of the Private Securities Litigation Reform Act of 1995,
including, among others, statements regarding anticipated growth
opportunities; expectations for all revenue channels for full year 2019;
hiring expectations; changes in the Company’s rental criteria, the
anticipated impact of such changes, and the timing of realizing such
impact; the expected impact of the lower decrease in provision for
income taxes related to excess tax benefits recognized from stock-based
compensation for full year 2019; and financial guidance for 2019,
including revenue, GAAP net income, operating income, Adjusted EBITDA,
net cash flow, non-GAAP effective tax rates, and the need for equity
financing. Forward-looking statements are subject to numerous risks and
uncertainties that could cause actual results to differ materially from
currently anticipated results, including but not limited to, risks
arising from the possibility that Inogen will not realize anticipated
revenue; the impact of reduced reimbursement rates; the possible loss of
key employees, customers, or suppliers; and intellectual property risks
if Inogen is unable to secure and maintain patent or other intellectual
property protection for the intellectual property used in its products.
In addition, Inogen’s business is subject to numerous additional risks
and uncertainties, including, among others, risks relating to market
acceptance of its products; competition; its sales, marketing and
distribution capabilities; its planned sales, marketing, and research
and development activities; interruptions or delays in the supply of
components or materials for, or manufacturing of, its products; seasonal
variations; unanticipated increases in costs or expenses; and risks
associated with international operations. Information on these and
additional risks, uncertainties, and other information affecting
Inogen’s business operating results are contained in its Annual Report
on Form 10-K for the year ended December 31, 2018, and in its other
filings with the Securities and Exchange Commission. Additional
information will also be set forth in Inogen’s Quarterly Report on Form
10-Q for the quarter ended March 31, 2019, to be filed with the
Securities and Exchange Commission. These forward-looking statements
speak only as of the date hereof. Inogen disclaims any obligation to
update these forward-looking statements except as may be required by law.

Use of Non-GAAP Financial Measures

Inogen has presented certain financial information in accordance with
U.S. GAAP and also on a non-GAAP basis for the three months ended March
31, 2019 and March 31, 2018. Management believes that non-GAAP financial
measures, taken in conjunction with U.S. GAAP financial measures,
provide useful information for both management and investors by
excluding certain non-cash and other expenses that are not indicative of
Inogen’s core operating results. Management uses non-GAAP measures to
compare Inogen’s performance relative to forecasts and strategic plans,
to benchmark Inogen’s performance externally against competitors, and
for certain compensation decisions. Non-GAAP information is not prepared
under a comprehensive set of accounting rules and should only be used to
supplement an understanding of Inogen’s operating results as reported
under U.S. GAAP. Inogen encourages investors to carefully consider its
results under U.S. GAAP, as well as its supplemental non-GAAP
information and the reconciliation between these presentations, to more
fully understand its business. Reconciliations between U.S. GAAP and
non-GAAP results are presented in the accompanying table of this
release. For future periods, Inogen is unable to provide a
reconciliation of non-GAAP measures without unreasonable effort as a
result of the uncertainty regarding, and the potential variability of,
the amounts of interest income, interest expense, depreciation and
amortization, stock-based compensation, provisions for income taxes, and
certain other infrequently occurring items, such as acquisition related
costs, that may be incurred in the future.

Contacts

Investor Relations Contact:
Matt Bacso, CFA
mbacso@inogen.net

Media Contact:
Byron Myers
805-562-0503