IDEXX Laboratories Inc

NASDAQ:IDXX

Earnings Call Analysis

IDEXX Reports Q2 Growth and Updates Guidance Amid Challenges

In Q2 2024, IDEXX saw a 7% organic revenue growth, led by a 7% rise in CAG Diagnostic recurring revenues and a 10% increase in the Water business. Despite the overall growth, macroeconomic headwinds led to a 2% decline in clinical visit growth. EPS fell by 9% to $2.44, impacted by a $62 million litigation expense, though comparable EPS grew by 15%. For 2024, IDEXX revised its revenue guidance to $3.885-$3.945 billion, with an expected organic growth of 6.2%-7.8%. Despite challenges, IDEXX maintains strong operating margins and continues investing in innovation.

Solid Revenue Growth in Q2

IDEXX Laboratories achieved commendable performance in the second quarter of 2024, with overall organic revenue growing by 7%. This was driven by a 7% increase in Companion Animal Group (CAG) Diagnostic recurring revenues and a 10% rise in the Water business segment.

Growth in Diagnostic Tools and Software

The company's success is linked to its sustained new business gains, record high second-quarter placements of premium instruments, and a double-digit growth in recurring veterinary software and diagnostic imaging revenues. Specifically, the ProCyte One installed base surpassed 17,000, driven by upgrades to ProCyte One from legacy systems.

Financial Highlights

IDEXX reported $2.44 earnings per share (EPS) for Q2, reflecting a 9% decline due to a $62 million litigation expense. However, on a comparable basis excluding this expense, EPS grew by 15%. Gross profit increased by 8% as reported and 9% on a comparable basis, with gross margins achieving a 90 basis point gain.

Guidance and Market Conditions

IDEXX updated its full-year 2024 guidance to factor in ongoing sector headwinds. The adjusted revenue forecast now ranges between $3.885 billion and $3.945 billion, reflecting a $15 million reduction at midpoint due to unfavorable foreign exchange impacts. Additionally, projected organic revenue growth for the year is set between 6.2% and 7.8%.

Operational and Margin Performance

Despite sector pressures, IDEXX continues to project strong comparable operating margin improvements. The updated guidance estimates full-year operating margins between 28.7% and 29.0%, even after accounting for the litigation expense impact. The EPS outlook for the full year has been adjusted to $10.31 to $10.59 per share, with consideration of the discrete litigation expenses.

Continued Innovation

The company's commitment to innovation has been underscored by the progress in its product development, including the upcoming launch of the inVue Dx Cellular Analyzer in Q4. New product introductions continue to position IDEXX for long-term growth by expanding its footprint in veterinary diagnostics and enhancing customer experience.

Challenges and Future Outlook

IDEXX faced macroeconomic challenges impacting U.S. clinical visit growth, which declined by 1.8% in Q2. There are also transitional headwinds from broader macroeconomic impacts, but the company anticipates these pressures to moderate. Long-term growth drivers, such as increasing pet populations and lifespan, as well as innovations in diagnostics, remain robust, providing optimism for sustained growth beyond 2024.

Focus on Customer Engagement

High levels of customer engagement and retention have been pivotal. The company's commercial teams’ effective strategies led to high interest in IDEXX products in international markets, competitive catalyst placements, and improved customer experiences. An example is the recently launched Vello pet owner engagement application, which enhances clinic productivity and customer compliance.

Cash Flow and Financial Stability

Free cash flow for Q2 was $215 million, and IDEXX maintained a strong balance sheet with leverage ratios of 0.7x gross and 0.4x net of cash. The company aims to sustain a 90%-95% free cash flow conversion for the full year, driven by strong operational performance and conservative balance sheet management.

Earnings Call Transcript 2024-Q2

[Operator]

Good morning, and welcome to the IDEXX Laboratories Second Quarter 2024 Earnings Conference Call. As a reminder, today's conference is being recorded. Participating in the call this morning are Jay Mazelsky, President and Chief Executive Officer; Brian McKeon, Chief Financial Officer; and John Ravis, Vice President, Investor Relations.

IDEXX would like to preface the discussion today with a caution regarding forward-looking statements. Listeners are reminded that our discussion during the call will include forward-looking statements that are subject to risks and uncertainties that could cause actual results to differ materially from those discussed today. Additional information regarding these risks and uncertainties is available under the forward-looking statements noticed in our press release issued this morning as well as in our periodic filings with the Securities and Exchange Commission, which can be obtained from the SEC or by visiting the Investor Relations section of our website, idexx.com.

During this call, we will be discussing certain financial measures not prepared in accordance with generally accepted accounting principles or GAAP. A reconciliation of these non-GAAP financial measures to the most directly comparable GAAP measures is provided in our earnings release, which may also be found by visiting the Investor Relations section of our website. In reviewing our second quarter 2024 results and updated 2024 guidance, please note all references to growth, organic growth and comparable growth refer to growth compared to the equivalent prior year period unless otherwise noted.

[Operator Instructions] Today's prepared remarks will be posted to the Investor Relations section of our website after the earnings conference call concludes.

I would now like to turn the call over to Brian McKeon.

[Brian McKeon, executive]

Good morning, and welcome to our second quarter earnings call. Today, I'll take you through our Q2 results and review our updated financial outlook for 2024. IDEXX delivered solid organic revenue growth and strong comparable profit gains in the second quarter. In terms of highlights, overall revenues increased 7% organically, supported by 7% organic growth in CAG Diagnostic recurring revenues and 10% organic gains in our Water business.

Solid CAG revenue growth was driven by global benefits from IDEXX execution drivers reflected in sustained solid new business gains, record second quarter premium instrument placements and double-digit growth in recurring veterinary software and diagnostic imaging revenues. Partially offsetting these benefits, CAG Diagnostic recurring revenue growth in Q2 was constrained by impacts from near-term macro and sector headwinds which contributed to a 2% decline in [indiscernible] clinical visit growth levels in the quarter.

IDEXX's operating performance reflected in solid comparable operating profit gains continue to be strong in Q2. EPS in the quarter was $2.44, down 9% as reported, including [ $0.06 ] per share impact from a $62 million discrete expense accrual related to an ongoing litigation matter. Comparable EPS growth was 15% in the quarter, [indiscernible] expectations, supported by solid gross margin gains and benefits from lower net interest costs and shares outstanding.

IDEXX continues to make progress expanding our business, advancing our innovation and delivering strong comparable profit gains as we work through near-term macro and sector headwinds that continue to pressure clinic visit [ results ]. We've updated our 2024 financial out to incorporate recent sector trends, which we estimate at midpoint will constrain overall organic revenue growth to the lower end of our original organic growth guidance for'244. Our updated P&L guidance maintains our outlook for solid comparable operating margin gains this year and incorporates favorable adjustments for updated foreign exchange, net interest expense and effective tax rate estimates. We'll review our updated guidance detail later in my comments.

Let's begin with a review of our second quarter results. Second quarter organic revenue growth of 7%, [ reflecting ] 7% organic CAG gains, 10% organic growth in water and [ improved ] 3% organic growth in our LPD business. CAG organic revenue growth was supported by 8% organic gains in veterinary software and diagnostic imaging revenues driven by 12% organic growth in recurring revenues. CAG instrument revenue increased 5% organically, building on high prior year placement levels.

CAG Diagnostic recurring revenue increased 7% organically in Q2, supported by average global net price improvement of 5% to 5.5%, with U.S. net price realization at the lower end of this range. CAG Diagnostic recurring revenue growth in Q2 was supported by 10% international organic gains, including approximately 1% of growth benefit from equivalent days effects in international regions. Strong international growth reflects benefits from net price realization and continued solid volume gains. International growth continues to be driven by IDEXX execution reflected in stronger business gains and high premium instrument placements which supported a double-digit year-on-year expansion of our global premium instrument installed base.

U.S. CAG Diagnostic recurring revenue growth was 5.2% in Q2, net of a 0.5% U.S. equivalent day growth headwind in the quarter. IDEXX growth was supported by solid new business gains, sustained high customer retention levels and benefits from net price realization. IDEXX growth continued to expand at a high premium to U.S. same-store clinical visit growth levels which declined 1.8% in Q2.

In the U.S., diagnostic utilization per clinical visit continues to expand solidly at the clinic level. This is reflected in a 7.5% year-on-year increase in diagnostic revenue dollars per clinical visit, including diagnostics. While diagnostic frequency per clinical visit declined modestly in Q2, diagnostic frequency per wellness visit expanded 100 basis points. This partially offset lower diagnostic frequency per nonwellness visit. The decline in diagnostic frequency for nonwellness visits may reflect recent growth in follow-up clinical visits for pain management drug treatment, which may not include diagnostics. Adjusting for these effects would imply relatively softer comparable U.S. clinical visit trends and a relatively higher IDEXX growth premium.

Overall, IDEXX continues to achieve solid organic revenue growth in CAG diagnostic revenues as we work through headwinds from broader cumulative macro impacts on consumers which are likely pressuring near-term U.S. clinical visit growth levels. While we remain highly confident in the positive long-term drivers of demand for diagnostics, including the future benefits that will flow from IDEXX innovation, we factored in expectations for continued pressure from lower U.S. clinical visits in the second half of 2024 and our updated full year organic growth outlook.

IDEXX execution drivers supported solid organic revenue growth across our modalities in Q2. IDEXX VetLab consumable revenues increased 8% organically, reflecting solid gains in the U.S. and double-digit growth in international regions. Consumable gains were supported by 11% year-on-year growth in our global premium instrument installed base, reflecting strong gains across our catalysts, premium hematology and stoke platforms. We achieved a Q2 record 4,952 CAG premium instrument placements, an increase of 4% year-on-year compared to high prior year levels. These results were supported by continued strong growth in premium hematology and SediVue placements.

ProCyte One momentum continues, with the global ProCyte One installed base increasing to over 17,000 instruments. Global catalyst placements decreased year-on-year in the quarter, reflecting comparisons to high prior year placement levels and placement mix in international regions. Global Rapid Assay revenues expanded 6% organically in Q2, driven by solid gains in the U.S., including benefits from higher net price realization. Global lab revenues also increased 6% organically, reflecting solid U.S. gains and high single-digit growth in international regions.

Veterinary software and diagnostic imaging revenues increased 12% as reported, including benefits from our recent Greenline software and data platform acquisition. 8% overall organic revenue gains were driven by 12% organic growth in recurring revenues, reflecting benefits from ongoing momentum in cloud-based software placements. Water revenues increased 10% organically in Q2, driven by double-digit gains in the U.S. and continued solid growth in Europe. Livestock, poultry and dairy revenues increased 3% organically. Continued solid gains in the U.S. and Europe offset lower Asia Pacific revenues, including impacts from reduced swine testing in China and lower herd health screening revenues.

Turning to the P&L. Q2 profit results were supported by gross margin gains. Gross profit increased 8% in the quarter as reported and 9% on a comparable basis. Gross margins were 61.7%, up 90 basis points on a comparable basis. Gross margin gains reflect benefits from net price realization, offsetting inflationary cost impacts software service margin gains and favorable business mix. On a reported basis, operating expenses increased 28% year-on-year, including 22% of growth impact related to the $62 million discrete litigation expense accrual recorded in G&A. Excluding this impact, Q2 OpEx growth was in line with overall revenue growth driven by increases in R&D [ spending ] aligned with advancing our innovation agenda, including new platform development.

On a reported basis, operating margins were 26.3% in the quarter, including a 610 basis point impact from the discrete litigation expense accrual. On a comparable basis, excluding this impact, operating margins increased approximately 110 basis points year-on-year in the quarter. EPS was $2.44 per share in the quarter, a decrease of 9% as reported including the $0.56 per share impact related to the discrete litigation expense accrual. EPS increased 15% on a comparable basis.

Foreign exchange reduced revenues by approximately $7 million, operating profit by approximately $3 million and EPS by approximately $0.02 per share in the quarter, net of a $2 million hedge gain. Free cash flow was $215 million in Q2. On a trailing 12-month basis, our net income to free cash flow conversion ratio was 99%. For the full year, we're maintaining our outlook for free cash flow conversion of 90% to 95%, reflecting estimated capital spending of approximately $180 million.

Our balance sheet remains in a strong position. We ended the quarter with leverage ratios of 0.7x gross and 0.4x net of cash as we continue to manage our balance sheet conservatively. We allocated [ $208 ] million in capital to share repurchases in the second quarter, supporting a 0.7% year-on-year reduction in diluted shares outstanding.

Turning to our 2024 guidance. We've updated our full year organic growth outlook to reflect expectations for continued pressure on U.S. clinical visit trends in the second half of 2024. Our P&L outlook reinforces our full year goals for solid comparable operating margin improvement and incorporates favorable adjustments to estimates for foreign exchange impacts, net interest expense and our effective tax rate.

Our updated full year guidance for reported revenues is $3.885 billion to $3.945 billion, a reduction of $15 million at midpoint. Our updated reported revenue outlook includes a favorable [ $15 ] million adjustment related to more recent foreign exchange estimates. We've updated our full year guidance for overall organic revenue growth and CAG Diagnostic organic recurring revenue growth to 6.2% to 7.8% or approximately 7% at midpoint. Our outlook for overall organic revenue growth continues to reflect expectations for solid CAG Diagnostics recurring revenue gains supported by IDEXX execution. This includes consistent expectations for full year global net price improvement of approximately 5%.

Our updated organic growth outlook at midpoint assumes IDEXX execution growth benefits will be partially offset by continued pressure on U.S. clinical visit levels in the second half of this year, similar to first half trends. We expect our organic revenue growth results will benefit by approximately 0.5% overall from equivalent days effects, reflecting 1% to 1.5% organic growth rate benefits in Q3.

In terms of our profit guidance, our updated outlook incorporates impacts from the discrete litigation expense accrual, which we estimate will reduce full year reported operating margins by approximately 160 basis points and EPS by $0.56 per share. We will normalize for the effects of this accrual in setting our 2025 financial performance goals. Incorporating [ these ] effects, our updated reported operating margin outlook is 28.7% to 29.0%. This reflects consistent 40 basis point improvement in comparable operating margins at midpoint net of a negative 40 basis point impact related to the lapping of the Q1 2023 customer contract resolution payment.

Our updated full year EPS outlook of $10.31 to $10.59 per share is down $0.56 per share at midpoint, reflecting the impact from the discrete litigation expense accrual. Adjustments to our organic revenue growth outlook reduced our operational EPS estimates by approximately $0.08 per share at midpoint which is offset by approximately $0.04 in favorable foreign exchange adjustments and positive below-the-line [ items ] from refinements to our net interest expense and effective tax rate outlook. We now estimate foreign exchange will reduce full year revenue growth by approximately 0.5% and EPS by approximately $0.05 per share.

In terms of our outlook for Q3, we're planning for reported revenue growth of 6% to 8%, net of an estimated 1% growth headwind from foreign exchange, and incorporating approximately 0.5% [ in ] growth benefits from our recent software acquisition. This outlook aligns with an organic revenue growth range of approximately 6.5% to 8.5% and including approximately 1% to 1.5% of growth benefit from equivalent days effects. We're planning for reported operating margins of 29.5% to 30.0% in Q3, down moderately on a comparable basis. This factors in year-on-year comparisons to relatively lower prior year sales and marketing expense levels and projections for continued high year-on-year growth in R&D spending, including support of new platform advancement.

That concludes our financial review. I'll now turn the call over to Jay for his comments.

[Jay Mazelsky, executive]

Thank you, Brian, and good morning. IDEXX delivered excellent performance against our strategic priorities and strong operational results in the second quarter as we drive development to the companion animal diagnostics sector through a new wave of innovation and high-quality customer engagement. These outcomes reflect high levels of execution and position IDEXX to benefit from long-term growth tailwinds, including growth in the pet population, increased pet life spans and ever strengthening bond between pet owners and their pets. These enduring dynamics combined to elevate the importance of medical services and drive global expansion of companion animal diagnostics and software.

As an innovation leader, IDEXX growth continues to outpace the sector as we help our customers grow faster. Our progress is reflected in solid second quarter CAG Diagnostics recurring revenue growth. supported by key execution drivers. This includes continued solid new business gains, sustained high 97% plus customer retention rates and solid net price realization aligned with the value we deliver.

IDEXX's focus on [indiscernible] and companion animal diagnostics has resulted in a highly compelling portfolio of products and services for our highly capable commercial teams to support our customers. This combination helped drive record second quarter global premium instrument placements, a double-digit growth at our installed base of premium instruments in 5 consecutive quarters of double-digit CAG Diagnostics recurring revenue growth in Europe. We're delivering this performance as we work through some transitional growth headwinds that continue to pressure [ clinical visit growth ]. This includes ongoing staffing and productivity challenges as well as broader impacts on pet owners in the current macro environment.

As we work through these dynamics, we're continuing to deliver solid growth ahead of sector levels. Our customer engagement is helping to support gains in diagnostics frequency and wellness visits and continued expansion of diagnostics utilization per clinical visit. Our customers increasingly appreciate that healthy and sustainable clinic growth begins with diagnostics. You can't assess basic health status or treat sick patients without first diagnosing and treatments that require follow-up monitoring. This has been our long-term focus that we see significant underserved demand for an expanding pet population that will support long-term growth for our customers in support of their mission.

Today, I'll give an update on IDEXX's commercial execution and progress against our innovation strategy. IDEXX commercial teams delivered record second quarter global premium instrument placements, growing off high prior year levels. A key driver of this growth was high interest in IDEXX products in international regions, continued solid new and competitive catalyst placements and strong placement growth of ProCyte and SediVue analyzers, coupled with high levels of retention and an excellent customer experience helped deliver double-digit growth in our worldwide premium instrument install base. Growth of our loyal installed base forms the foundation for our future recurring revenues, and a significant long-term opportunity for growth in CAG Diagnostics recurring revenues.

ProCyte is a great example of our continued momentum in expanding our customers' businesses through innovation, IDEXX sales professionals continue to support customers looking to upgrade from our legacy laser site system to ProCyte One in order to realize multiple benefits, from load-and-go reagents to simplify workflow, to a smaller footprint that frees up valuable benchtop space and inventory benefits due to its paper run model with automated fulfillment by IDEXX.

In addition to driving a better customer experience, IDEXX benefits from these upgrades in the form of increased loyalty and higher CAG diagnostics recurring revenues [ that ] customers who upgrade. This customer and commercial effort helped drive our ProCyte One installed base to over 17,000 in just 3.5 years since this product launch. Upgrading to ProCyte One will also position these customers to benefit from the most comprehensive point-of-care hematology result when combined with inVue Dx blood morphology.

While we are gratified by the consistent high levels of placements that our commercial teams deliver, we also focus on quality placements that will drive the most incremental value to IDEXX in the form of future recurring revenues. As an example, continued high placements at greenfield accounts drive significant value as these new customers are fully incremental to IDEXX. Our commercial teams are well equipped to have these initial conversations with de novo clinics and sustained high interest that our new practice program reflects their desire to partner with IDEXX as they launched their businesses. IDEXX's commercial success reflects our long-term focus on bringing a high-touch direct commercial model that includes a broad set of complementary roles, including account managers, professional service veterinarians and the largest in-person field service workforce in the industry.

I'm also pleased to share that the entire North American commercial team met in person for several days in July to receive in-depth training on our latest innovations including Catalyst, pancreatic lipase test and IDEXX inVue Dx Cellular Analyzer as we prepare for the successful commercialization of a significant new wave of innovation. Our commercial teams are highly excited to begin taking orders for inVue Dx, the formal start of the commercialization process.

IDEXX inVue Dx Cellular Analyzer remains on track for launch in the fourth quarter. IDEXX product development teams have moved to the infill product validation stage to ensure early customers to adopt this transformational platform can seamlessly integrate inVue into their practice workflows and have the positive user experience they have come to expect for IDEXX's products and services. We are seeing encouraging early performance and utilization metrics among the small number of analyzers currently being trialed in the field. Customers are praising the usability of inVue, with all sites commenting that the workflow is intuitive and simple and the results are consistent, which will help them see more patients that drive clinic visit volume growth. I'm excited to provide more updates on inVue Dx and IDEXX's broader innovation agenda at our upcoming Annual Investor Day later this month.

We're also on track to launch the recently announced Catalyst pancreatic lipase test in the U.S. in the third quarter and globally in Q4. The Catalyst pancreatic lipase test, a single slide solution for canine and feline patients suspected to [ have ] pancreatitis, represents a 10th [ menu ] addition to the Catalyst platform since 2012. Pancreatitis is a common and treatable disease among cats and dogs, which can prove fatal if not caught early. Therefore, equipping veterinarians with quantitative results during the patient visit enables them to confidently diagnose and define the treatment envelope while the pet parent is still in the examination room. Our technology for life approach and the cloud-enabled in-clinic analyzers allow us to quickly ramp this highly relevant test to our more than 70,000 global Catalyst installed base.

In addition to the new Catalyst lipase test, we will begin shipping the Catalyst Smart QC clip in Q4. Customers are thrilled by the ability to run monthly QCs with a plug-and-go solution [ in ] another 15 minutes. Catalyst Smart QC is a great example of how our innovation is sometimes targeted at workflow optimization versus just test menu expansion. We have also begun rolling out the next generation of our industry-leading IVLS software and expect to have our installed base transition before inVue Dx begin shipping. This next generation takes our industry-leading IDEXX [indiscernible] lab software and meaningfully improves the user interface and have the number of steps needed to perform many common tasks.

IDEXX software solutions are another area that delivers innovation-driven growth that addresses solutions that both improve clinic workflows and support greater utilization of diagnostics. Demand for intuitive cloud-based software solution remains high among the customer base that is increasingly reflective of younger generations who are digitally native. By leaning into this trend, IDEXX is well positioned to continue to deliver a seamlessly integrated software ecosystem that provides efficiency [ gains in ] the workflow and communication solutions. Q2 practice management orders were almost entirely cloud-based, building the foundation for strong future growth of economically attractive recurring revenues.

IDEXX's attractive cloud-based solutions extend further, benefiting many areas of the practice, facilitating payments, delivering digital workflow tools and delivering an integrated pet on our engagement solutions are just a few examples of how we're providing a robust software stack that is a win-win delivering improved clinic productivity while driving incremental recurring revenues to IDEXX. For example, our recent launch of Vello, the pet owner engagement application, provides a first-of-its-kind pet owner engagement tool that is natively integrated into the practice management system. High interest in Vello is helping fill the sales pipeline, and driving a solid increase in active customers in the first full quarter since launching the product. These customers are experiencing the benefits we saw in our early beta testers from reduced no shows to better compliance during clinical visits. As this customer base grows over the long term, we see significant opportunity for Vello to help address the productivity challenges that exist at so many busy veterinary clinics, which is a meaningful benefit to our sector.

We're building on the robust features of our customer engagement solution by integrating Greenline into our portfolio. acquired in the first quarter, Greenline Pet is a leading digital platform that provides easy practice workflow solutions for coupon and rebate redemptions. The tool provides veterinary clinics with the ability to connect their customers with leading animal health pharmaceutical and nutrition providers, making it easier for pet owners to take exceptional care of their pets. These higher standards of care reflects the sector development that this is the center of our long-term organic growth strategy. And as the sector grows, we expect IDEXX in turn to grow even faster, disproportionately benefiting us as the leader in the space.

As we conclude our prepared remarks, I'd like to thank the nearly 11,000 global IDEXX employees for your outstanding work and commitment to providing a better future for animals, people and our planet. Their contributions are essential to the progress we've made against our organic growth strategy and to delivering another quarter of strong financial performance. Thanks to your efforts, IDEXX is well positioned to build on this momentum through the second half 2024 and well beyond as we continue to lead the development of the companion animal diagnostics sector.

Before we open the line for Q&A, I'd like to remind you that we will be hosting our Annual Investor Day later this month, beginning with the management dinner on Wednesday, August 14, followed by presentations at our global headquarters in Westbrook, Maine, on Thursday, August 15 at 8:00 a.m. Thursday's event will also be live streamed and recorded via idexx.com, for those who cannot make it in person. This is an exciting opportunity for IDEXX leaders to provide a comprehensive update on our strategy, long-term growth opportunity, innovation cycle and execution drivers.

Participating will be members of my senior management [indiscernible], including Dr. Tina Hunt, Executive Vice President, Strategy, Sector Development and Global Operations; Dr. Mike Erickson, Executive Vice President and General Manager, Point of Care Diagnostics and Telemedicine; Mike Lane, Executive Vice President and General Manager, Reference Laboratories and Information Technology; Michael Scherck, Executive Vice President and General Manager, Veterinary Software and Services; George Fennell, Senior Vice President, Chief Revenue Officer; and Bryan McKeon, Executive Vice President and CFO. The event will last approximately 4 hours and we'll conclude with a Q&A session.

With that, we'll end the prepared section of the call and open the line for Q&A.

[Operator]

[Operator Instructions] We'll take our first question from Chris Schott with JPMorgan.

[Christopher Schott, analyst]

Great. [indiscernible] kind of a 2-parter around visits. I guess first is, what do you think, in your view, is the biggest [ volta ] between the outlook you gave in 1Q and the outlook you gave today in terms of what's happened to the market over the past few months. And the second part of that is probably more forward-looking. Are you still confident and I guess the more traditional kind of 2% or 3% visit growth rate as being an appropriate target over time? And maybe just help bridge us from what we're seeing today to what needs to happen to get back to that more traditional growth?

[Brian McKeon, executive]

Thanks for your question, Chris. So I think just revisiting the outlook that we had given earlier in the year, we saw roughly 150 basis points of headwind coming out of the first quarter and carry that through our assumptions in the second quarter in the U.S. in terms of clinical visits and highlighted as we had coming out of 2023 that we [ took ] to be a flattening of trends over time. We had anticipated seeing some normalization of staffing effects and kind of working through some of those dynamics and thought that the clinic outlook would flatten.

I think that as we work through Q2, we've continued to see a level of headwinds. I think we're acknowledging that there may be some macro dynamics going on here that we're working through. and trying to capture that in the second half outlook. So that's the principal change. I'll let Jay talk more about the long-term drivers, but we continue to see a number of very positive long-term drivers for growth in demand in pet health care, including [ z-trends ]. And so we'll talk more about that at Investor Day, but we continue to have a very optimistic long-term outlook for the growth potential in the sector.

[Jay Mazelsky, executive]

Yes. Just a couple of words about the long-term trends. As Brian said, we continue to be very optimistic about that all the longer-term sort of secular tailwinds, we believe are intact. It obviously starts with the overall humanization of pets and that continues to strengthen appreciably and increasingly among the [indiscernible] household owing pet from a demographic standpoint, what they've shown, both in terms of intent and actual actions is willing to spend more and prioritize vis-a-vis categories like travel, entertainment going out. There's obviously a lot more pet, so from a net adoption standpoint. If you take a look at -- this is really a global phenomenon. -- they're more in aging, and we know that as they age more, [indiscernible] generally spend from both a health care -- overall health care standpoint as well as diagnostics.

Longer life spans, we'll provide an update on an Investor Day, but we know both dogs and cats are living longer, and that's a good thing for both the pets as well as the overall spend. And again, back to the prioritization, we think that this is a very resilient market. The pet owners are willing to spend and prioritize for the care of wellbeing of their pets.

Maybe on a shorter-term basis, just a couple of comments based on a number of ongoing conversations we have with veterinary practices, they're very optimistic in terms of demand and the work that they're doing. They think they've made progress coming out of the pandemic around really retaining their staff, creating a more sustainable environment for both veterinarians and the very technicians amongst their teams. They continue to invest in technology. We've seen that both from a software standpoint as well as a point-of-care record placements in Q2. As we said in our commentary, there are some high-level macro impacts that affect things likely at the margin, some moderation in clinical visits, but we're confident that we'll work through it, that we're working through it effectively as our customers.

[Operator]

We'll move to our next question from Michael Ryskin with Bank of America.

[Michael Ryskin, analyst]

I kind of want to follow up on that topic, but take it from a different perspective. Brian, Jay, during your prepared remarks, you talked about maybe shifting to that dynamics and you highlighted some of the diagnostics utilizing trends and wellness visits versus nonwellness. I think you were kind of calling out that you were seeing less diagnostic in non-wellness because pain management, we assume Librela [ ramping ] -- there's visits where people come in, just get the shot and then walk out without any diagnostics prior to that.

As part of that trend, I'm just wondering if maybe we could be seeing a broader shift in that channel dynamics. The pain management issue you mentioned, there's also a continuing shift to the online marketplace for therapeutics. All this can kind of lead to potentially less opportunity for diagnostics in the clinics office because pet owners are getting their care elsewhere. I'm just wondering how you see that care delivery channel evolving and whether that could be having an impact to the growth profile.

And then I'll throw in my follow-up question at the same time. You've updated the guide for this year to 7% organic. You did rounding 9% last year and 7.5% the year before. So this is now kind of a 3-year trend of pretty far below the LRP of 10% plus. We talked about vet visits. There was a point where there was a lot of concern on vet supply in terms of insufficient vets and technicians out there. But it seems like this macro headwind continues to persist and refuse to get better. I'm just wondering, outside of price, whatever do you have to regain that 10%-plus LRP and just confidence that you'll be able to get back there in 2025.

[Brian McKeon, executive]

Why don't I start with your final question because I think that will help to center the discussion around visit trends, which I think was what -- the first part of your question related to Mike.

Just in terms of the growth trends for the company. I think it's important to put them in the context of this post-pandemic period. I mean we had a 33% expansion in the business between 2020 and 2021. And I would say the dynamic in 2022 that kind of played into the first half of 2023 was this capacity pullback effect at the clinics where they had trouble keeping up with the expanded demand, and it was fundamentally an impact on clinical visits. So we went from a positive 5% clinical visit environment to a minus 3% environment in a relatively short period of time.

And I think that, that was not foundational to the demand in the industry, I think, as this capacity dynamic and this transition from this extraordinary period of growth. And I think as we move forward from that, I think there has been kind of an ongoing dynamic again in this post-pandemic period related to staffing challenges and what has become a cumulative inflation impact on consumers broadly that's causing local trade-off, and [ all past ] lead back to the fundamental dynamic that's changed is visits. And I think our premium has been quite healthy, our placements, net new business gains, customer retention, all the dimensions that we look at in terms of how we're executing the business. we feel very good about, and we feel great about our innovation pipeline.

So I think there -- as we look forward and the question you had about moving ahead, I think we see positive long-term drivers in terms of sector trends and things that we're doing to drive demand in the business as well. So we feel very good about that. while acknowledging that we've been working through a clinical visit issue.

So getting to some of the specifics that we highlighted this morning, I think one of the things we were trying to peel apart here on the visits was -- as you know, we look in the U.S. at the visit changes on the same-store level diagnostic recent -- frequency diagnostic utilization. And I think we do see some level of an impact on these metrics related to the pain meds. We try to pull this apart, [indiscernible] frequency on wellness business, they're actually up year-on-year, 100 basis points, and that's been actually a trend we've seen for several quarters now. So a very healthy dynamic. When pet owners are coming into the clinic, they're doing more diagnostic testing.

On nonwellness [ testing ], those metrics were holding up through last year and where we started to see was change in those metrics beginning in Q4 and into the first half of this year, which aligns with the Librela kind of launch and kind of penetration. And so net-net, we didn't quantify this specifically, but basically, the frequency metric, which had built off of that high base expanded basement dynamic, we think when you adjust for these type of dynamics of the payment dynamics probably sustain, continue to expand. And it might indicate there's a bit more weakness on the clinical visit front, particularly in non-wellness and I think that's indicative of the macro headwinds that we've been highlighting. So again, I think this is from our view, not foundational to our strategy or execution but more reflective of just the macro and the sector environment we're in at the moment.

[Jay Mazelsky, executive]

Mike, let me address a couple of other questions you had embedded in there. First, around the alternate channels of care. What we see from an alternate channel venue standpoint, is it's largely complementary. I'm referring to some of the bricks-and-mortar places like [ direct to supplier ] or PetIQ and some of the clinics that they have, where these are pet owners and pets that don't often have relationships with veterinarians.

Keep in mind, a lot of the pharmaceutical and therapeutics have to go through the veterinarian [indiscernible], a good deal of medicine involved in terms of testing and diagnostics and follow-up that really require a professional expertise. So we think that, that's a very positive thing.

And in terms of your question around levers that can positively impact growth, we continue to say just a build off of Brian's comments and observations that innovation is just so important to this industry, not just from the standpoint of diagnostics and software, and therapeutics and specialty diets, all of those things. We know the practices. They have a lot of unmet business needs, but also on [ self clinical ] problems were diagnostic solutions, really big impactful contribution. If you think about -- you can't treat before you diagnose, you can't assess the basic health line status of the pet. When you do diagnose and the patient has an acute condition or a chronic condition, it often requires follow-up monitoring.

So [ we ] continue to innovate and we're at the front end of a brand new wave of innovation, some of which we've announced, including inVue shipping in Q4, and Smart QC [ and ] pancreatic lipase for our Catalyst platform, Vello software, [indiscernible]. There's just a significant amount of innovation that veterinarian's could use as part of their tool set, continue to treat patients better. And we know that they look for that, if these short-term challenges are mitigated from practice capacity challenge as well as the macro impact that we believe that the growth prospects are excellent for the company.

[Operator]

We'll move to our next question from Erin Wright with Morgan Stanley.

[Erin Wilson Wright, analyst]

Okay. If you can speak to it, I guess, what was the nature of the legal charge and what's ongoing there? Is that a customer-related relationship? Is there more to come on that front? And then your ability, though, to control costs here. is impressive, and that's obviously excluding the legal charge in the quarter. But can you talk about those levers you have to control costs and your ability to do that until what we see until we see kind of things normalize from a market perspective.

[Brian McKeon, executive]

Thanks for your question, Erin. Regarding the ongoing litigation matter, as we noted, we had a $62 million discrete expense accrual in the quarter. As a policy, we don't comment on ongoing litigation matters, we did include disclosures in the footnotes of the press release, and we have as well disclosures that you can refer to in our first quarter 10-Q and our second quarter 10-Q in terms of the nature of this, but this was an issue related to royalty payments over time, and we are -- what we've updated is our best estimate of the [ probable loss ] from that matter.

In terms of your question on operating expense leverage, I think adjusting for these items, I think you can see that we've continued to do a good job of adapting our business financial performance to the growth environment that we're working through in terms of some of the sector headwinds for delivering strong execution, strong underlying comparable operating margin gains. We had expense growth that was basically in line with our revenue growth and very much focused on the things that we're doing to drive future growth through our R&D agenda and our commercial investments. So we -- as we've done consistently in the past, we have the ability to adapt and ensure we're prioritized against our long-term growth while delivering good financial performance, and we're able to do that again in the first half, and that's reinforced in our full year outlook as well.

[Jay Mazelsky, executive]

Just a couple of words to add to Brian's comments around the overall cost management. We continue to invest very heavily in those areas that we think are important to the long-term growth of the company. R&D, obviously, we're working through some significant new innovations. And so we don't want to starve that and we're feeding that where there are commercial investments from territory expansion standpoint, we're obviously very excited to be able to invest in those areas. We see a very good return.

What I would also say from a business and business model standpoint, these are businesses that have scale, and lend themselves the productivity in the investment from an automation and digitization standpoint and just overall network standpoint, whether you look at the reference lab. Obviously, the software business for us is a fast-growing business with very good drop through and so that's another lever that we have. But we're disciplined. We're able to adjust our expense and expense profile, whatever environment we're in.

[Erin Wilson Wright, analyst]

And then my follow-up is on innovation. And can you just remind us what's embedded in your guidance as it relates to inVue contribution this year, and it sounds like you're still on track in terms of your timing, but also FNA when you anticipate that launch. And then also the timing of where you stand in terms of your other platform launch. I guess, should we expect to hear something about that potentially at your Investor Day?

[Brian McKeon, executive]

Erin, just to your point on the guidance, we've captured the expectations for the Q4 launch of inVue, and as you know, it's principally an instrument introduction at that point, the recurring revenue will build over time.

[Jay Mazelsky, executive]

As is our policy, we'll talk about innovation as we get closer at the launch. We look forward to Investor Day and we'll just provide an update in terms of the overall company strategy and where we are from an innovation agenda standpoint, so look forward to having that conversation.

[Operator]

We'll move to our next question from Jonathan Block with Stifel.

[Jonathan Block, analyst]

I'll just break apart of my questions. I guess, Brian or Jay, I get the ongoing headwind from clinical visits, but when we isolate the U.S. IDEXX CAG Dx recurring premium that we've laid out a bunch of times. In other words, it sort of looks at the growth ex visits, ex price, I get a premium of around 250 basis points this quarter. It's the lowest I can remember. It looks like an ongoing deceleration for roughly the past 10 quarters. So can you talk to that trend and what might be behind it? And then importantly, should we see that trend start to reverse course arguably in '25 and the earlier days of the inVue launch? And then I'll ask my follow-up.

[Brian McKeon, executive]

Yes. Thanks for your question, Jon. I think the -- we've increasingly kind of broken down these metrics on an adjusted basis. We have a similar number to what you have if you're taking out the price and the days effects [ and ] comparing 2 clinical visits, about 250 basis points. I think one item we noted, which I know you've been noting in your research is there is this dynamic of the pain med follow-up visits, which we capture our visit number. And so I think that could, particularly in the first half of this year, [ we ] indicate that the underlying visits themselves may be a bit softer relative to business that would have diagnostics, and the premium might be that much stronger. So I think that the net of that is the premiums held up quite well from our lens.

I think that we feel good about the key things that drive that, the net new business gains, customer retention levels, obviously, had solid net price realization in line with the value we're delivering. And so I think we're -- feel positive on that front and factors like introduction of innovation are critical to helping to increase engagement with our customers to get the multiplier benefits that come from IDEXX innovation and leverage of our ecosystem. And so I think we're looking forward to the inVue launch and the other [ innovations ] that Jay had highlighted and be that as something that could be -- intend to be a positive long-term driver for us.

I'd also highlight just the solid performance internationally as well for the company. So it was 10% overall growth organically, CAG Dx recurring, and it was about a days, percent of days had a benefit, but very solid growth. Volume growth continues to be very positive, and we had excellent progress on instrument placements, which will be a strong indicator of our long-term growth potential. So I think we're feeling very good about the execution metrics and as we work through some of the visit headwinds that we've highlighted.

[Jonathan Block, analyst]

That was great color. And for my second one, look, you guys have done a great job in this year of holding the EPS in light of the lighter revenue and some tax and some interest expense. How do we view that, Brian? Is it just better call it, overall efficiency from the company? Or do we think about any projects or initiatives that might come out of '24 and going to '25? And then the second sort of tack-on question would be, Jay, just taking a step back, and this goes back to sort of the [ pain med ] thesis that we had a little bit, but is there anything concerning about, call it, like a wallet share battle, right? I mean just the fact that a pet owner might be spending $1,000 in cash on [ pain meds ] per annum or atopic dermatitis per annum. And when we think about some of the potential accompanying diagnostic testing that, that might suffer around the edges.

[Jay Mazelsky, executive]

Yes. So let me answer your second question first, and then I'll turn the front-end part of the question to Brian. We aren't concerned about that. We -- from a diagnostics utilization standpoint, we think it remained pretty constant from the launch of the [ pain meds ] themselves. It's primarily a patient visit growth phenomenon that we spoke to related to some of the capacity challenges that practices are working through as well as the macroeconomic impacts.

When you take a look at wellness, for example, we've seen the diagnostic and [indiscernible] [ of ] 100 basis points. And Brian spoke to the effect of [ pain med ] on non-wellness, which is where we catalog or characterize that. So when they're coming into the practice, they're using diagnostics and they're using diagnostics, both for wellness and nonwellness. So we haven't seen any evidence of that cannibalization impact.

[Brian McKeon, executive]

Jon, your question on margins, if I got that right. I think the underlying performance that we've had this year reflects a solid gross margin momentum. There are a number of drivers there. I think we've had ongoing benefits from cost management, things like lab productivity initiatives. The software business, as it's growing, is being helpful to us. The business mix overall, just solid growth in CAG Diagnostic recurring revenues and growth in-clinic revenues is a positive factor. And so -- and just ongoing productivity in our operations function coming out from a period where there was relatively more inflation. So I think we feel that's been a consistent driver for us as a company, and we look forward to building on that as a foundation of how we can continue to improve our comparable operating margin performance.

[Operator]

We'll move to our next question from David Westenberg with Piper Sandler.

[David Westenberg, analyst]

I'm going to continue the theme about OpEx management and maybe slower growth relative to history. So just as we look, I mean, I've tracked your market share gains over the last 10 years. And in reference lab, I think I've seen from like 40 to into the 50s. In terms of market share gains, do you think that we still have a lot of that latter -- or do you think most of the growth is going to have to come via innovation and maybe just creating growth in new markets and really work on utilization in clinic. And then I'll just ask my second question upfront. I usually, when I look at gross margins, you did beat me by 70 basis points. I usually look at consumables and reference lab as being the big drivers. I think one of the -- only one of those beat me. So just in terms of how you kind of got to that gross margin leverage.

[Jay Mazelsky, executive]

I'll take the front end of your question and have Brian address the gross margin piece. David, if you take a look through the years, most of our growth has actually come through same-store sales. So we do very well competitively. We're pretty transparent in terms of disclosing placements and the progress we make. But we look from a growth algorithm standpoint to drive diagnostics utilization. Now a lot of that happens through innovation. There's also a big technology for life component of it.

If you think about Catalysts, for example. 10 new parameters, 10 new slides over the last 12 years. So we know customers are just using more of that with more value connected with it and that [ creeps ] into the growth profile of the company. From a reference lab standpoint, same phenomenon. If you think about [indiscernible], as an example, it's a quick growing category within our reference lab business, very important foundational part of wellness. We continue to expand that menu tapes and more recently, just to [indiscernible] used more because it has more clinical value. That's how we think about it. Obviously, new platforms open up a completely new greenfield space for us and that's another element of our growth algorithm. And at Investor Day, Brian, always -- he always dissects or put some of the pieces together to show where that growth comes from U.S. and internationally.

[Brian McKeon, executive]

Yes. And Dave, on your margin question, I think in the quarter, we highlighted that we had benefits from net price utilization, offset inflationary cost impacts, software service margin gains and favorable business mix, which is driven by solid VetLab growth. I would highlight, I think we had strong lab margins in the prior year, and part of that was we were ramping staffing. So I think some of the lab margins, the underlying productivity is very good. It was muted by a bit of a [ compare ] dynamic. But I think overall, we feel very good about the gross margin performance.

[Jay Mazelsky, executive]

Now we'll conclude the Q&A portion of the call. Thank you to everyone on the phone for your participation in this morning's event. I'm very pleased to share another quarter of solid financial results as we continue to advance our strategy to drive development to the companion animal diagnostics sector and unwavering focus on innovation and our customers.

Looking ahead, we remain excited about the significant long-term opportunity to enhance standards of care for companion animals. And so with that, we'll conclude the call. We look forward to seeing many of you at Investor Day. Thank you.

[Operator]

This concludes today's call. Thank you again for your participation. You may now disconnect, and have a great day.