Reporting the counterparty's growth as its own: management explains the company's coming year by narrating what its cust
The model's full reasoning — Q3 2017 call → NOWe need to determine if management explains where the company's business is going by narrating what its counterparties are themselves doing and scaling. The key is whether management's forward account is substantially about the growth, expansion, ramp, adoption, or program build-out of specific customers, partners, etc., that the company already supplies, and that this is early and large relative to the company. Let's examine the transcript. Management discusses several things: Dental segment, sales force realignment, Sirona relationship, Animal Health, ERP implementation, etc. They mention Heartland Dental as a new customer. They say: "we are pleased with the progress we have made with our newest customer, Heartland Dental. We devoted the month of January to implementation and are now getting close to being fully operational with all of their offices. Based on the feedback from Heartland, this relationship is off to an outstanding start and we are excited about the potential it holds." Also later: "the kickoff to our relationship with Heartland Dental was another highlight. In January, we completed the rollout of our ordering system to Heartland Dental locations on schedule. This included getting Heartland's 750 office locations trained on the new web portal. This is an important accomplishment, and Heartland is very pleased with their sell rates thus far. We look forward to further growing our partnership with Heartland." This is about a specific customer (Heartland Dental) that they already serve, and they are ramping up. However, is this the central forward account? The call covers many topics. The question asks: "does a substantial part of management's forward account consist of reporting on the growth, expansion, ramp, adoption, or program build-out of specific customers, partners, licensees, distributors, payers, operators, or programs the company ALREADY SUPPLIES OR SERVES, such that the company's own coming volume is presented as a consequence of those parties' own trajectories rather than of the company's selling effort?" Management does mention Heartland as a new customer with potential, but it's not the main driver of the overall outlook. The overall outlook is more about internal changes, ERP, margin pressures, etc. The forward guidance is based on market conditions and internal actions.
| Ticker | Company | Call | Date | Call grade |
|---|---|---|---|---|
| EMKR | EMCORE Corporation | Q4 2023 | 2023-12-12 | C+ |
| MBLY | Mobileye Global Inc. | Q2 2023 | 2023-07-28 | B+ |
| PI | Impinj, Inc. | Q4 2022 | 2023-02-08 | B+ |
| FAT | FAT Brands Inc. | Q4 2021 | 2022-03-21 | F |
| OOMA | Ooma, Inc. | Q3 2022 | 2021-12-02 | B+ |
| ILMN | Illumina, Inc. | Q1 2018 | 2018-04-24 | A |
| PLAB | Photronics, Inc. | Q2 2017 | 2017-05-17 | C+ |
| IONS | Ionis Pharmaceuticals, Inc. | Q1 2017 | 2017-05-09 | C |
| FNV | Franco-Nevada Corporation | Q3 2016 | 2016-11-08 | B+ |
| HXL | Hexcel Corporation | Q4 2015 | 2016-01-22 | B+ |
OOMA · Q3 2022 → YESThe question is about whether management narrates what its counterparties are doing and scaling, presenting the company's future volume as a consequence of those parties' trajectories.
MBLY · Q2 2023 → YESThe question is about whether management narrates what its counterparties are doing and scaling, presenting the company's volume as a consequence of those parties' trajectories.
ILMN · Q1 2018 → YESThe question is about whether management narrates what its counterparties are doing and scaling, presenting the company's future as a consequence of those parties' trajectories.