================================================================================ SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 _______________________ FORM 10-Q Quarterly report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934 For the quarter ended December 27, 1997. Commission file number 0-14742 CANDELA CORPORATION (Exact name of registrant as specified in its charter) Delaware 04-2477008 (State or other jurisdiction No.) (I.R.S. Employer Identification of incorporation or organization) 530 Boston Post Road, Wayland, Massachusetts 01778 (Address of principal executive offices) (Zip code) Registrant's telephone number, including area code: (508) 358-7400 _______________________ Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes [X] No [_] Indicate the number of shares outstanding of each of the issuer's classes of common stock, as of the latest practical date. Class Outstanding at February 5, 1998 --------------- ------------------------------- Common Stock, $.01 par value 5,435,679 ================================================================================ CANDELA CORPORATION INDEX Page(s) ------- Part I. Financial Information: Item 1. Consolidated Balance Sheets 3 Consolidated Statements of Operations 4 Consolidated Statements of Cash Flows 5 Notes to Consolidated Financial Statements 6-7 Item 2. Management's Discussion and Analysis of Financial Condition and Results of Operations 8-14 Part II. Other Information: Item 6. Exhibits and Reports on Form 8-K 15 Exhibit 27.1 Financial Data Schedule 17 2 CANDELA CORPORATION CONDENSED CONSOLIDATED BALANCE SHEETS (in thousands) December 27, June 28, 1997 1997 ASSETS (unaudited) - ---------------------------------------------------------------------------- Current assets: Cash and equivalents $ 1,727 $ 2,674 Accounts receivable 5,228 8,848 Notes receivable 1,345 1,284 Inventory 7,550 6,776 Other current assets 486 522 - ---------------------------------------------------------------------------- Total current assets 16,336 20,104 - ---------------------------------------------------------------------------- Property and equipment, net 3,380 3,523 Other assets 863 1,210 - ---------------------------------------------------------------------------- Total Assets $20,579 $24,837 ============================================================================ LIABILITIES AND STOCKHOLDERS' EQUITY - ---------------------------------------------------------------------------- Current liabilities: Lines of credit and short-term notes $ 2,321 $ 1,488 Current portion of long-term debt 345 339 Deferred income 1,743 2,071 Accounts payable 4,149 5,879 Accrued payroll and related expenses 739 833 Accrued warranty costs 1,239 1,338 Income taxes payable 358 516 Other accrued liabilities 1,154 608 Reserve for restructuring costs 2,609 0 - ---------------------------------------------------------------------------- Total current liabilities 14,657 13,072 - ---------------------------------------------------------------------------- Long-term debt 1,227 1,519 - ---------------------------------------------------------------------------- Stockholders' equity: Common stock 54 54 Additional paid-in capital 17,300 17,223 Accumulated deficit (12,177) (6,885) Cumulative translation adjustment (482) (146) - ---------------------------------------------------------------------------- Total stockholders' equity 4,695 10,246 - ---------------------------------------------------------------------------- Total Liabilities and Stockholders' Equity $20,579 $24,837 ============================================================================ The accompanying notes are an integral part of the consolidated financial statements. 3 CANDELA CORPORATION CONSOLIDATED STATEMENTS OF OPERATIONS (in thousands, except per share data) For the three months ended: For the six months ended: December 27, December 28, December 27, December 28, 1997 1996 1997 1996 (unaudited) (unaudited) - -------------------------------------------------------------------------------------------------------------- Revenue $ 8,522 $ 9,406 $16,345 $17,045 Cost of sales 4,824 4,750 9,326 8,635 - -------------------------------------------------------------------------------------------------------------- Gross profit 3,698 4,656 7,019 8,410 Operating expenses: Research and development 742 555 1,320 1,127 Selling, general and administrative 4,695 3,031 8,090 5,537 Restructuring costs 2,609 0 2,609 0 - ------------------------------------------------------------------------------------------------------------ Total operating expenses 8,046 3,586 12,019 6,664 - ------------------------------------------------------------------------------------------------------------ (Loss) income from operations (4,348) 1,070 (5,000) 1,746 Other income (expense): Interest income 9 16 17 31 Interest expense (69) (15) (135) (31) Other (33) (20) (96) 33 - ------------------------------------------------------------------------------------------------------------ Total other income (expense) (93) (19) (214) 33 - ------------------------------------------------------------------------------------------------------------ (Loss) income before income taxes (4,441) 1,051 5,214 1,779 Provision for income taxes 0 315 78 534 - ------------------------------------------------------------------------------------------------------------ Net (loss) income $(4,441) $ 736 $(5,292) $ 1,245 ============================================================================================================ Basic earnings (loss) per share $ (0.82) $ 0.14 $ (0.97) $ 0.23 Diluted earnings (loss) per share $ (0.78) $ 0.13 $ (0.94) $ 0.22 ============================================================================================================ The accompanying notes are an integral part of the consolidated financial statements. 4 CANDELA CORPORATION CONSOLIDATED STATEMENTS OF CASH FLOWS (in thousands) For the six months ended: Dec 27, Dec 28, 1997 1996 (unaudited) - ------------------------------------------------------------------------------------------------- Cash flows from operating activities: $ (5,292) $ 1,245 Net income (loss) Adjustments to reconcile net income (loss) to net cash provided by (used for) operating activities: Depreciation and amortization 380 235 Provision for restructuring charges 2,609 Change in assets and liabilities: Accounts receivable 3,312 (1,687) Notes receivable (188) 1,121 Inventory (965) 450 Other current assets 18 (360) Other assets 336 (465) Accounts payable (1,410) 840 Accrued payroll and related expenses (102) (27) Deferred income (287) (163) Accrued warranty costs (88) 174 Income taxes payable (193) 447 Other accrued liabilities 569 (407) - ------------------------------------------------------------------------------------------------- Total adjustments 3,991 158 - ------------------------------------------------------------------------------------------------- Net cash provided by (used for) operating activities (1,301) 1,403 - ------------------------------------------------------------------------------------------------- Cash flows from investing activities: Proceeds from sale of equipment 0 45 Payment for additions to property and equipment (141) (889) - ------------------------------------------------------------------------------------------------- Net cash used for investing activities (141) (844) - ------------------------------------------------------------------------------------------------- Cash flows from financing activities: Payments of capital lease obligations (198) (51) Issuance (payment) of long-term debt 754 (334) Proceeds from the issuance of common stock 76 85 - ------------------------------------------------------------------------------------------------- Net cash provided by (used for) financing activities 632 (300) - ------------------------------------------------------------------------------------------------- Accumulated translation adjustment (137) (152) - ------------------------------------------------------------------------------------------------- Net increase (decrease) in cash and equivalents (947) 107 - ------------------------------------------------------------------------------------------------- Cash and equivalents at beginning of period 2,674 3,041 - ------------------------------------------------------------------------------------------------- Cash and equivalents at end of period $ 1,727 $ 3,148 ================================================================================================= The accompanying notes are an integral part of the consolidated financial statements. 5 CANDELA CORPORATION NOTES TO CONSOLIDATED FINANCIAL STATEMENTS 1. BASIS OF PRESENTATION The accompanying financial statements and notes do not include all of the disclosures made in the Company's Annual Report on Form 10-K for fiscal 1997, which should be read in conjunction with these statements. The financial information included herein, with the exception of the consolidated balance sheet at June 28, 1997 has not been audited. However, in the opinion of Management, these consolidated financial statements include all necessary adjustments for a fair presentation of the quarterly results and are prepared and presented in a manner consistent with the Company's annual report on Form 10-K. The results for the three and six month periods ended December 27, 1997 are not necessarily indicative of the results to be expected for the full year. 2. INVENTORY Inventory consists of the following (in thousands): December 27, 1997 June 28, 1997 ------------------ ------------- (unaudited) /(1)/ Raw materials $3,069 $2,429 Work in process 1,177 1,023 Finished goods 3,304 3,324 ------ ------ $7,550 $6,776 ====== ====== 3. PROPERTY AND EQUIPMENT Property and equipment consists of the following (in thousands): December 27, 1997 June 28, 1997 ----------------- ------------- (unaudited) /(1)/ Leasehold improvements $ 2,092 $ 2,014 Office furniture & equipment 1,070 1,064 Laser systems 483 483 Equipment 4,411 4,271 ------- ------- Total 8,056 7,832 Less accumulated depreciation and amortization (4,676) (4,309) ------- ------- $ 3,380 $ 3,523 ======= ======= /(1)/ Derived from audited financial statements 6 CANDELA CORPORATION NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (CONTINUED) 4. NET INCOME PER COMMON AND COMMON EQUIVALENT SHARE Net income per share is computed by dividing net income by the weighted average number of shares of common stock and, if dilutive, common stock equivalents outstanding. Common stock equivalents include shares issuable upon the exercise of stock options or warrants, net of shares assumed to have been purchased with the proceeds. For the three months ended For the six months ended --------------------------- ------------------------- December 27 December 28 December 27 December 28 1997 1996 1997 1996 ------------- ------------ ------------ ----------- NUMERATOR - --------- Net income(loss) $ (4,441) $ 736 $ (5,292) $ 1,245 ======== ======== ======== ======== DENOMINATOR - ----------- BASIC EARNINGS PER SHARE - ------------------------ Weighted average shares outstanding 5,443 5,394 5,443 5,394 -------- -------- -------- -------- Earnings(loss) per share $ (0.82) $ 0.14 $ (0.97) $ 0.23 ======== ======== ======== ======== DILUTED EARNINGS PER SHARE - ------------------------------- Weighted average shares outstanding 5,443 5,394 5,443 5,394 Dilutive options 231 264 216 275 -------- -------- -------- -------- Adjusted weighted average shares outstanding 5,674 5,658 5,659 5,669 -------- -------- -------- -------- Earnings(loss) per share $ (0.78) $ 0.13 $ (0.94) $ 0.22 ======== ======== ======== ======== 5. RESTRUCTURING COSTS AND OTHER CHARGES During the quarter ended December 27, 1997, the Company recorded restructuring charges of $2,609,000 resulting from management's decision to close the LaserSpa(TM) located in Scottsdale, Arizona. In addition, the Company recorded a charge of $550,000 against earnings principally for the purpose of covering accounts and notes receivable from one of Candela's distributors of medical devices. 7 CANDELA CORPORATION MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS OVERVIEW: - --------- Candela Corporation develops, manufactures, and distributes innovative clinical solutions that enable physicians, surgeons and personal care practitioners to treat selected cosmetic and medical problems using lasers, cryosurgery and other proven technologies. In addition, the Company operates a Company-owned LaserSpa(TM) (a combination skin care center and spa). The Company has continued to accumulate losses from its wholly-owned subsidiary, Candela Skin Care Centers, Inc. ("CSCC"), which in turn has utilized significant cash reserves, while the laser operation (the manufacture, sale and servicing of lasers) continued to post positive operating trends. As a result of the continued losses from CSCC the Company has decided to close the Scottsdale LaserSpa.(TM) Based on this decision a charge of $2,609,000 was made against second quarter income to cover the cost of closing the Scottsdale facility. The Company continues to operate one LaserSpa(TM) located in Boston, Massachusetts. The following discussion and analysis is based on the increasing significance of revenue and costs associated with the operation of the skin care centers in relation to the Company in total, and reflects the impact of the additional charge on the results of operations stated herein. RESULTS OF OPERATIONS - --------------------- Total revenue for the three and six months ended December 27, 1997 was $8,522,000 and $16,345,000 respectively. For the three-month period ended December 27, 1997 revenue decreased 9% versus the same period a year earlier. For the six-month period ended December 27, 1997 revenue decreased 4% versus the same period last year. Compared to the same period a year earlier, the decrease for the three and six month periods reflects a lower level of shipments to a South Korean distributor and elsewhere in the Far East. Additionally, increased price pressure has resulted in a lower average selling price than in prior periods. Revenues for CSCC reflect a 20% increase resulting from a full period of operation for each spa location during the fiscal year 98 six-month period compared to partial operations in the same period a year earlier. ($ in 000's) Revenue for the six-month period -------------------------------- FY 98 FY 97 Change -------- -------- ------- Laser operations $14,986 $15,912 -5.8% Skin care centers 1,359 1,133 19.9% ------- ------- Total $16,345 $17,045 -4.1% Gross margins were 43% for both the three and six month periods ending December 27, 1997, compared to gross margins of 49% for the three and six month periods a year earlier. The decline in gross margin reflects lower volume of higher margin units and the impact of selling price pressures principally in the Far East. Research and development spending associated with laser operations increased to $742,000 and $1,320,000 for the three and six months ended December 27, 1997, respectively. These amounts reflect increases of 34% and 17% over the same three and six month periods the year before. Such increases are the result of the Company's development efforts on a number of new projects that will enhance the laser product lines. 8 Selling, general and administrative expenses for the three and six month periods ending December 27, 1997 were $4,695,000 and $8,090,000, representing increases of 55% and 46%, respectively, versus the same period a year earlier. The increases in this area reflect a provision in uncollectible notes and accounts receivable during the quarter of $678,000, including a charge of $550,000 for accounts receivable from a distributor, and miscellaneous one-time charges for legal and consulting of $328,000. Additionally, the Company's entry into the skin care clinic market has accounted for an increase of $910,000 in expenses over the same period a year earlier. During the quarter ended December 27, 1997, a restructuring charge was made against income in the amount of $2,609,000. This charge represents the anticipated costs associated with closing the Scottsdale, Arizona, LaserSpa(TM), including costs of maintaining the facility, write-off of leasehold improvements, and a reserve against a loss upon liquidation of the equipment at the site. Loss from operations was $4,348,000 and $5,000,000, respectively, for the three and six months ended December 27, 1997. For the same periods one year earlier profit from operations was $1,070,000 and $1,746,000, respectively. Other income and expense for the three-month and six-month period ended December 27, 1997, reflected expenses of $93,000 and $214,000, respectively. The same periods a year earlier reflected expense of $19,000 for the second quarter and income for the six-month period of $33,000. This increase in expenses for the current year represents an increase in the level of interest expense resulting from the increased level of debt combined with losses resulting from foreign currency transactions. The provision for income taxes results from a combination of activities of both the domestic and foreign subsidiaries of the Company. Provision for income taxes for the six months ended December 27, 1997, reflects the utilization of a portion of the Company's domestic net operating loss carryforwards and minimum tax provisions calculated in Japan at a rate in excess of the U.S. statutory tax rate, yielding an effective tax rate of 30%. 9 CANDELA CORPORATION MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS (CONTINUED) LIQUIDITY AND CAPITAL RESOURCES - ------------------------------- The Company has continued to utilize cash resources in the development of the LaserSpas.(TM) For the six months ending December 27, 1997, cash used for operating and investing activities totaled $1,442,000 which was partially offset by additional borrowing against a bank line of credit in the amount of $754,000. After giving consideration for payments against lease obligations, net cash provided by financing activities totaled $632,000. Cash and equivalents at December 27, 1997 decreased to $1,727,000 from $2,674,000 at June 28, 1997. Major factors impacting this change include payments for additions to property and equipment, payment of capital lease obligations, and the use of cash for operating activities of $1,301,000. After reassessing the future funding requirements of the Scottsdale, Arizona LaserSpa(TM), it was decided to close the facility in December 1997. The Company is attempting to sub-lease the facility and will liquidate any equipment that remains at the location. Equipment leasing has provided a portion of the funds used by the Company for the initial capital investment costs for this facility. The lease covering the equipment will be reduced to the extent that leased equipment is liquidated from the Scottsdale facility. CSCC's facility in Boston, Massachusetts, reopened as a LaserSpa(TM) in April 1997. That location, situated in one of Boston's best residential/commercial areas, with an established clientele, continues to conduct business as usual and is not expected to require a significant amount of cash resources in the future. Equipment leasing has provided a portion of the capital required to convert this facility to a combination skin care center and spa, the remainder of the required funding has been advanced from the parent company. In support of the Company's laser production operations and the development of CSCC's LaserSpa(TM) operations, the Company obtained a renewable $3,500,000 line of credit with a major bank during fiscal 1997. The line of credit bore interest at 1/2% over the bank's prime lending rate and is secured by total domestic and international accounts receivable and inventory and a pledge of the stock of CSCC. At December 27, 1997, the Company had utilized $1,950,000 of the line of credit at an interest rate of 9%. The Company was not in compliance with the financial covenants contained in the line of credit as of December 27, 1997, but such covenants have been waived by the bank. The line of credit expired by its terms on December 31, 1997, and is currently under review by the bank for potential renewal. 10 The Company's Japanese subsidiary has borrowed funds to be used for payment of equipment purchases made from the parent corporation. At December 27, 1997, this liability is $562,000, converted at the quarter-end exchange rate. The Company's remaining short-term and long-term debt is comprised of capital lease obligations which were $2,666,000 and $1,227,000, respectively, at December 27, 1997, compared to $1,827,000 and $1,519,000, respectively, at June 28, 1997. The Company continues to pursue lines of credit from alternative sources and private sector sources of funds. There can be no assurance that such funding will be available on terms acceptable to the Company, or at all, and if external sources of financing do not become available, the Company's operations could be adversely impacted. 11 CANDELA CORPORATION MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS (CONTINUED) CAUTIONARY STATEMENTS In addition to the other information in this Quarterly Report on Form 10-Q, the following cautionary statements should be considered carefully in evaluating the Company and its business. Statements contained in this Form 10-Q that are not historical facts (including, without limitation, statements concerning anticipated operational and capital expense levels and such expense levels relative to the Company's total revenues) and other information provided by the Company and its employees from time to time may contain certain "forward-looking" information, as that term is defined by (i) the Private Securities Litigation Reform Act of 1995 (the "Act") and, (ii) in releases made by the Securities and Exchange Commission (the "SEC"). The factors identified in the cautionary statements below, among other factors, could cause actual results to differ materially from those suggested in such forward-looking statements. The cautionary statements below are being made pursuant to the provisions of the Act and with the intention of obtaining the benefits of the "safe harbor" provisions of the Act. VARIABILITY OF QUARTERLY OPERATING RESULTS. The Company's quarterly operating results may vary significantly from quarter to quarter, depending upon factors such as the timing of product sales, the timing of expenditures in anticipation of future product orders, the introduction and market acceptance of new products, effectiveness in managing manufacturing processes, changes in cost and availability of labor and product components, order cancellations, the budgetary cycles of its customers, the timing of regulatory approvals and the cost of operating the LaserSpa(TM) owned by the Company's wholly-owned subsidiary, Candela Skin Care Centers, Inc. (CSCC). The Company's ability to accurately forecast future revenues and income for any period is necessarily limited, and any forward-looking information provided from time to time by the Company represents only management's then-best current estimate of future results or trends, and actual results may differ materially from those contained in the Company's estimates. POTENTIAL VOLATILITY OF STOCK PRICE. There has been significant volatility in the market price of securities of companies in the medical device industry. Factors such as announcements of new products by the Company or its competitors, quarterly fluctuations in the financial results of the Company or its competitors, shortfalls in the Company's actual financial results compared to results previously forecast by stock market analysts, conditions in the medical device industry and the financial markets and the economy generally could cause the market price of the Company's securities to fluctuate substantially and may adversely affect the price of the Company's securities. 12 CANDELA CORPORATION MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS (CONTINUED) RISKS ASSOCIATED WITH INTERNATIONAL OPERATIONS. A significant portion of the Company's revenues are attributable to international operations and revenues from international operations are likely to continue to represent a significant portion of the Company's revenues in future periods. The Company's international business and financial performance may be adversely affected by a number of factors, including without limitation, fluctuations in exchange rates, tariffs and other trade barriers, adverse tax regulation, and adverse political and economic conditions. Adverse effect on the Company's international operations may have materially adverse effects on the Company's overall financial condition and operating results. BUSINESS STRATEGIC DEVELOPMENT. While continuing to expand and diversify its core cosmetic and surgical laser equipment business, the Company embarked on a new business strategy of opening combined spa and laser cosmetic skin care centers. Currently the Company operates a combined spa/skin care facility in Boston, Massachusetts, created by combining the Company's skin care treatment center previously located in Framingham, Massachusetts with the spa in Boston. A combined spa/skin care facility located in Scottsdale, Arizona was closed in December 1997. The surgical skin care treatments performed in the LaserSpa(TM) are administered by board-certified physicians under contract with CSCC. While the target audience for the Company's core laser equipment tends to be medical practice groups and other health care providers, its target audience for its spa and skin care center is individuals who are typically reached through entirely different marketing efforts. The cost structures, new client accretion methods and other demands associated with the Company's new facilities are largely untested, and the Company could continue to incur losses in connection with its spa and skin care centers. GOVERNMENTAL REGULATION. Medical devices are subject to approval before they can be utilized for clinical studies or sold commercially. In addition, the Company's activities in connection with its CSCC business may subject the Company to additional regulation under state and federal laws. The process for obtaining the necessary approvals and compliance with applicable regulations can be costly and time consuming. Many foreign countries in which the Company markets or may market its products have similar regulatory bodies and restrictions. There is no assurance the Company will be able to obtain any such government approvals or successfully comply with any such regulations in a timely and cost-effective manner, if at all, and failure to do so may have an adverse effect on the Company's financial condition and results of operations. 13 CANDELA CORPORATION MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS (CONTINUED) RISKS ASSOCIATED WITH PRODUCT LIABILITY. The administration of medical and cosmetic treatments using laser products is subject to various risks of physical injury to the patient which may result in product liability or other claims against the Company. The costs and resources involved in defending or settling any such claims, or the payment of any award in connection therewith, may adversely affect the Company's financial condition and operating results. The Company maintains product liability insurance, but there is no assurance that its policy will provide sufficient coverage for any claim or claims that may arise, or that the Company will be able to maintain such insurance coverage on favorable economic terms. RAPID TECHNOLOGICAL CHANGE; COMPETITION. The medical laser industry is subject to rapid and substantial technological development and product innovations. The Company, to be successful, must be responsive to new developments in laser technology and applications of existing technology, and the Company's financial condition and operating results may be adversely affected by the failure of new or existing products to compete favorably in response to such technological developments. In addition, the Company competes against numerous other companies offering products similar to the Company's and/or alternative products and technologies, some of which have greater financial, marketing and technical resources than the Company. There can be no assurance the Company will be able to compete successfully. In addition, the Company's CSCC operations face a host of competitors including hair salons, health spas, massage therapists, aestheticians, health and fitness clubs, personal trainers, dermatologists, plastic surgeons, cosmetic laser centers and cosmetic retailers. The Company also believes its CSCC operations will face competition from laser manufacturing companies that have, or may develop, plans to open facilities based on concepts similar to the Candela LaserSpa(TM) concept. Such competition could have a material adverse effect on the Company's business, financial condition and results of operations. Further, even if the Company is able to successfully compete, there can be no assurance that it would be able to do so in a profitable manner. RELIANCE ON ATTRACTING AND RETAINING KEY EMPLOYEES. The Company's success will depend in large part on its ability to attract and retain highly-qualified scientific, technical, managerial, sales and marketing, management and other personnel. Competition for such personnel is intense and any decline in the Company's ability to attract and retain such personnel may have adverse effects on its financial condition and operating results. 14 CANDELA CORPORATION PART II OTHER INFORMATION Item 6 Exhibits and Reports on Form 8-K (a) Exhibits Exhibit 27.1, Financial Data Schedule, page 14. (b) Reports on Form 8-K No reports on Form 8-K were filed during the quarter ended December 27, 1997. 15 SIGNATURES Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned thereunto duly authorized. CANDELA CORPORATION Registrant Date: February 9, 1998 /s/ Gerard E. Puorro ---------------- ------------------------------------ Gerard E. Puorro (President , Chief Executive Officer) Date: February 9, 1998 /s/ F. Paul Broyer ---------------- ------------------------------------ F. Paul Broyer (Vice President, Treasurer and Chief Financial Officer) 16