Focusing Energy on Saving Lives
Forward-Looking Statements
Except for historical information, this report on Varian Medical Systems’ financial performance 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 RapidArc therapy, image-guided radiation therapy (IGRT), stereotactic radiosurgery, filmless X-rays, proton therapy, and security and inspection, and any statements using the terms “believe,” “could,” 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 the effect of economic conditions, including the current global recession, currency exchange rates and tax rates; the impact of health care reforms, and/or third-party reimbursement levels and credit availability for capital expenditures for cancer care; demand for the company’s products; the company’s ability to develop and commercialize new products; the company’s ability to complete the planned sale of instruments portion of the company’s ACCEL proton therapy business; the company’s reliance on sole or limited-source suppliers; the impact of reduced or limited demand by sole purchasers of certain X-ray tubes; the company’s ability to maintain or increase operating margins; the impact of competitive products and pricing; the company’s ability to meet Food and Drug Administration and other regulatory requirements for product clearances or to comply with Food and Drug Administration and other regulatory regulations or procedures; the ability to make strategic acquisitions and to successfully integrate the acquired operations into the company’s business; the company’s ability to protect the company’s intellectual property; the potential loss of key distributors or key personnel; 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 release because of new information, future events, or otherwise.
Focusing energy on saving lives
X-Ray Technology for:More effective cancer therapy
Better imaging and medical diagnostics
Safer borders
VMS Profile
Orders: $2.3 B
Sales: $2.1 B
EPS: $2.31
Operating Earnings 20% of sales
Employees: 5,100
NYSE Symbol: VAR
Note:(1) FY08 Operating Earnings includes amounts for total share-based compensation expense and its related tax benefits.(2) FY08 EPS includes $0.21 net earnings per diluted share for share-based compensation expense.(3) The operating results exclude discontinued operations.(4) Orders, sales and EPS for FY08.
Business Segments - OrdersFY08 %
Oncology Systems $1,871M 81%RadiotherapyBrachytherapyRadiosurgery
X-Ray Products $ 337M 15%TubesFlat Panel Imagers
Other $ 94M 4%Ginzton Technology Center Security and Inspection ProductsACCEL Proton Therapy
TOTAL $2,302M 100%
Oncology Market Environment
International maintained momentumJapan, China, Middle East, Eastern Europe, Canada strong
Western Europe stable
U.S. headwind – more uncertaintyNew, smaller capital budgets
Radiotherapy still a priority
Credit available but tighter, interest higher
Reimbursement ?
Competitive Landscape
Varian gaining shareRapidArc
Radiosurgery
Motion management
Broad product offering
Competition pricing aggressively
RapidArc Driving Differentiation
Over 120 RapidArc installations worldwide
Phase II releasedNon-coplanar, multiple arcs available
Adding clinical indicationsAdult Hodgkins lymphoma
Whole abdominal irradiation
Medulloblastoma in adults
Mesothelioma
Paraspinal Lesion
SRT brain mets+ whole brain RT
Schwannoma Glioblastoma SRS multiplemetastases
RapidArc – Clinical Indications I
Hippocampus sparing PCI
Head and neck Bilateral Breast NSCLC
Cervix Uteri
RapidArc – Clinical Indications II
Pancreas Chordoma ProstateAnal Canal
Abdominal MetsMultiple
pelvic nodes
Seminoma Whole Abdominal Irradiation
RapidArc – Clinical Indications III
PaediatricHL
Adult
HL
Adult Craniospinal(medulloblastoma)
Mesothelioma
Radiosurgery Update
60+ Varian surgical installations
Funnel active but moving slower
Growing share
Market hybridizing: radiotherapy/radiosurgery
Varian StrengthsSpeed
Cost per treatment
Flexibility
Lung Cancer…next major target
VARIAN MEDICAL SYSTEMS
Disease site New Cases / yr Deaths / yr Deaths / yr (%)
Prostate 218,890 27,050 12%
Lung 213,380 160,390 75%
Breast 180,510 40,910 23%Head and Neck 45,660 11,210 25%
Brain (primary) 20,500 12,740 62%
Cervix 11,150 3,670 33%
*WHO estimates of 25M lung cancer patients in China in 2025
SBRT Results
PrePre--TreatmentTreatment 22 mo. Post22 mo. Post--TreatmentTreatment
Source: Robert Timmerman MD, UT Southwestern, Dallas
Central Lung Lesion
Before After
12 Gy x 4
Oncology Service GrowthOncology Service Growth
Growth DriversExpanding installed baseRicher product mix .... premium pricingPoint of Sale Service Agreements for ClinacsSoftware Service AgreementsStrategic Accounts focusProfessional Services
Productivity DriversFaster installsSmartConnectContinuous design enhancements
~15%
FY2008 FY2009E
Net Orders
VARIAN MEDICAL SYSTEMS
Marketing Initiatives
X-Ray Product Lines
Medical X-Ray TubesDiagnostic x-rayCT Scanner tubesMammography tubes
Industrial X-Ray TubesFlat Panel Imaging Systems
Dynamic imaging panelsRadiographic imaging panels
0
50
100
150
200
250
300
350
2005 2006 2007 2008 2009
Flat PanelTubes
2009 = half year
mill
ions
Annual Growth Rate - 18% 17% 13% 19%
Tube and Panel Sales Growth by Year
Current Market Environment
Market for “Big Ticket” Imaging Equipment in U.S. is down significantly impacting X-ray Tube sales
Europe and Asia are little changed
Replacement Tube for service not effected
Sale of low/mid tier x-ray tubes remain strong
Digital Imaging panels remain a solid growth opportunity DR has replaced image intensifiers on high tier x-ray equipment
DR is moving into mid tier applications
DR radiography panels are challenging film and CR
Economically sensitive segments (Dental, Veterinarian) are down
World FPD Market – Wholesale Value
Adjusted for economic slowdown ( 2009 – 2010)
0
500,000
1,000,000
1,500,000
2,000,000
2,500,000
3,000,000
FY07 FY08 FY09 FY10 FY11 FY12 FY13 FY14
CR RAD Dynamic Dental Mammo
Flat Panel X-Ray Tubes
High Heat Dissipation
Lighter Weight
Smaller Focal Spots – Higher Power
Continuous Heat Dissipation @ 5,000 Watts
Greater Clarity - Less Fog in Picture
Beam Characteristics Optimized for Flat Panel Detectors
Security & Inspection Products
Oncology Strategy Meeting-Financial 3-24
7
Oncology Strategy Meeting-Financial 3-24
9
Cargo Screening
Non-Destructive Testing
Market Update
Security market demand stable in US & EMEA
Some tenders postponed in Eastern Europe/LA
Image quality, speed, automated threat identification, and ease of use requirements increasing
NDT market growing Renewed interest in nuclear power
New CT imaging capabilities
Replacements
Linatrons by region
As of May 2009
FY-09 Highlights
US Customs and Border Protection (CBP) seizes >$2M in cash alongwith narcotics, contraband and weapons using Varian technology
Deployment of the Mi product family, enabling automatic detection of WMD’s, nuclear materials and materials discrimination well underway
Delivery of >20 Linatron and detector sets for ports and borders in the Middle East
Two high-energy inspection systems for use on the NASA Space Shuttle Reusable Solid Rocket Motor program
New ultra compact portable imaging system for field inspection of bridges, munitions and more
New Las Vegas manufacturing facility fully operational
Materials Discrimination –What Does It Tell Us?
Varian Proton Therapy Highlights
Achieved CE certification in Feb. ’09
First patient treated in Munich
Cyclotron at the Paul Scherrer Institute (PSI) in Switzerland exceeding performance expectations
Manufacturing facility in Germany now open
First cyclotron in production
Thank you