May 7, 2010
United States Securities and Exchange Commission
Mail Stop 3030
450 Fifth Street, N.W.
Washington, D.C. 20549
Re: |
Response to Comments on Mesa Laboratories, Inc. |
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Form 10-K for the fiscal year ended March 31, 2009 |
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Filed June 29, 2009 |
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File No. 0-11740 |
Gentlemen and Ladies:
We have reviewed your comments regarding our Form 10-K filing referenced above, and offer our following responses.
Notes to Financial Statements, page 28
Note 10 Segment Data, page 39
1. You have questioned whether we meet aggregation criteria as outlined in FASB ASC 280-10-50-11 as this relates to segment reporting within our operations. Mesa Labs currently manufactures and sells electronic measurement instruments and disposables, which are manufactured in two separate plants. Currently Mesa Labs operates as a single entity manufacturing and selling instruments and disposables utilized for quality control in various industries including medical, pharmaceuticals and food processing. We group our products by product family (Brand Name) which you have noted in your comments.
The product lines that Mesa Labs sells have all been acquired from other entities over the past 26 years and because of this are separately branded. This is the reason we give separate descriptions of the products and product lines in our Form 10-K. The Medical line of products consist of handheld meters (electronic measurement devices) that measure conductivity, temperature, pressure and pH; disposables (conductivity and pH solutions); and calibration and repair services. The Datatrace Logging line consists of
small electronic instruments (electronic measurement devices) that measure temperature, pressure or humidity and calibration and repair services. The Raven Biological Indicator line consists of small electronic controlled incubator devices, disposable bacteria spore impregnated strips and consulting services. The Nusonics Ultrasonic line consists of meters and probes which measure either flow rates or concentrations of fluids as they pass through a pipe (electronic measurement devices) and calibration and repair of those instruments. These product lines have various crossovers with each other and are managed and reported internally as a single business segment. I have prepared the following tables to try and illustrate some of these crossovers in technology, markets, users, etc.
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Product Type |
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Medical - Dialysis |
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Electronic Measurement Instruments and Disposables |
Raven Biological Indicators |
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Electronic Incubators and Disposables |
Datatrace Loggers |
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Electronic Measurement Instruments |
Nusonics Ultrasonic Flow |
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Electronic Measurement Instruments |
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Major Markets |
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Medical - Dialysis |
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Medical Facilities and Medical Device Manufacturers |
Raven Biological Indicators |
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Medical Facilities, Pharmaceutical and Medical Device Manufacturers |
Datatrace Loggers |
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Food Processors, Pharmaceutical and Medical Device Manufacturers |
Nusonics Ultrasonic Flow |
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Water Treatment and Chemical Processing Plants |
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Distribution Channels |
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Medical - Dialysis |
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Direct Sales Force and International Distributors |
Raven Biological Indicators |
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Direct Sales Force and International Distributors |
Datatrace Loggers |
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Direct Sales Force and International Distributors |
Nusonics Ultrasonic Flow |
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Direct Sales Force, Manufacturer’s Reps and International Distributors |
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Manufacturing Facility |
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Medical - Dialysis |
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Lakewood, CO |
Raven Biological Indicators |
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Omaha, NE |
Datatrace Loggers |
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Lakewood, CO |
Nusonics Ultrasonic Flow |
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Lakewood, CO |
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Regulation |
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Mesa |
Customer |
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Regulation |
Regulation |
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Medical - Dialysis |
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FDA 510k |
State Health Inspectors |
Raven Biological Indicators |
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FDA 510k |
State Health Inspectors/FDA |
Datatrace Loggers |
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FDA/USDA |
Nusonics Ultrasonic Flow |
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We view our products as being one segment because they are related in various ways. In manufacturing, many of our products are electronic measurement instruments, and electronic instruments are manufactured at both of our plants. We do manufacture disposables at both of our plants. We produce and package solutions at our Lakewood, CO facility and we produce solutions and fill ampoules and manufacture and package bacteria strips at our Omaha, NE facility. A number of our products at both facilities are registered under 510k with the FDA and registered products are Class II devices. A high percentage of our customers come under some kind of regulation and regular inspection either at the federal (FDA or USDA) or state level and utilize our products for quality control purposes. Most of our products have some sales to medical device manufacturers. Medical and Raven both have high sales to medical facilities. Raven and Datatrace products are both used as proof of sterility by most of their respective customers. Due to the overlap of the purpose for use of the Raven and Datatrace products, a large number of our distributors in the international market sell both product lines.
Another reason we believe that we are a single segment is highlighted by the table below. In many areas we are managed by a single team. These areas include marketing, international distribution, research and development and accounting/admin. With the exception of international distribution which is comprised of a single manager, these are teams of people working across all product lines of the company. Research and Development is performed by a group of six people working on products for all product lines from our Lakewood, CO facility. The marketing team is distributed through our two locations with all members working on all products under a single manager. Admin/Accounting is based in Lakewood, CO with one clerical support in Omaha reporting to a manager in Lakewood. We operate under a single company structure on systems based in Lakewood where all analytical, reconciliation and reporting is generated. You have noted that we can produce detailed financial information at the gross margin level for our product lines. While this is true, this is due to the fact that our systems actually produce this information for every single product we produce. As a matter of practice, we manage the company and make operating decisions as a single entity and do not produce any financial statements or have any discrete financial information by product or product line and do not
manage the company as any more than a single segment. We have been approached many times in our history to sell one of these product lines individually, but due to the interrelationship of these products from both a technical and market point of view we have always refused to consider these offers in the belief that it was not in the shareholders’ best interest to separate these lines and dilute our profitability or position in the market.
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Production |
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Customer |
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International |
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Admin/ |
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Management |
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Service |
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Marketing |
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Distribution |
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R&D |
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Accounting |
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Medical - Dialysis |
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X |
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X |
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X |
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X |
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X |
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X |
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Raven Biological Indicators |
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X |
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X |
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X |
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X |
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Datatrace Loggers |
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X |
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X |
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X |
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X |
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X |
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X |
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Nusonics Ultrasonic Flow |
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X |
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X |
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X |
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X |
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X |
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X |
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You will note that I have also included production management and customer service in the table above. The product line that is least synergistic in terms of market or end user with the other lines is our Nusonics line, yet in terms of technology, production management, customer service and marketing they are interrelated with our other product lines.
You have asked for information on sales, cost of goods sold and gross margins on our product lines, which I am providing in the tables below.
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Fiscal 2010 |
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Fiscal 2009 |
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Revenue |
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Revenue |
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Medical - Dialysis |
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$ |
8010000 |
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$ |
7827000 |
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Raven Biological Indicators |
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$ |
7146000 |
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$ |
6674000 |
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Datatrace Loggers |
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$ |
5821000 |
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$ |
6270000 |
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Nusonics Ultrasonic Flow |
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$ |
622000 |
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$ |
765000 |
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Fiscal 2010 |
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Fiscal 2009 |
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Cost of |
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Cost of |
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Percent |
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Percent |
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Medical - Dialysis |
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29.0 |
% |
29.1 |
% |
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Raven Biological Indicators |
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51.0 |
% |
49.8 |
% |
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Datatrace Loggers |
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37.6 |
% |
27.7 |
% |
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Nusonics Ultrasonic Flow |
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61.5 |
% |
49.3 |
% |
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Fiscal 2010 |
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Fiscal 2009 |
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Gross |
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Gross Margin |
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Percent |
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Percent |
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Medical - Dialysis |
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71.0 |
% |
70.9 |
% |
Raven Biological Indicators |
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49.0 |
% |
50.2 |
% |
Datatrace Loggers |
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62.4 |
% |
72.3 |
% |
Nusonics Ultrasonic Flow |
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38.5 |
% |
50.7 |
% |
Most of our products enjoy high margins and compete in small specialty markets. Our gross margins are directly related to the amounts of competition in the market place for each product. Our medical line has very little competition and enjoys the highest margins. Our Raven products compete with 3M and Steris, which depresses their margins slightly. The Datatrace and Nusonics products both compete against subsidiaries of General Electric. In the case of the Nusonics line, GE is quite dominant in the market. In the case of the Datatrace products, we believe we have a technical edge over the GE products. I would like to make one final comment on the Nusonics product line. We have not invested in these products over the past ten years, and have been slowly exiting this market. At this time, we only sell to existing customers and we expect to eventually leave this market.
To reiterate we do believe we meet the criteria to report as a single segment based on our products, method of operation, method of management and decision making, common markets and a great number of other reasons that bind these products into a single operation.
2. You have requested that we comply with your original Comment 3 regarding disclosure of product line sales in our future filings. We will comply prospectively beginning with our March 31, 2010 Form 10-K filing.
Form 10-Q for the Quarter Ended June 30, 2009
Exhibit 31
3. You have asked for the expected date of filing for amended Form 10-Q’s for the past fiscal year in response to comments 4 and 5 of your original comment letter. We are currently completing our year end audit for the fiscal year ended March 31, 2010. In addition, we have completed a new acquisition as of April 27, 2010, and are completing critical initial control and system changes. We request that you allow us until May 31, 2010, to file the requested amendments.
We hope that these answers will clarify our operations as they pertain to our financial disclosures. If you should require any further information or clarification on these remaining comments, I request that your office contact me at your convenience to allow us to answer any further information and to allow you to conclude this process in an expedient manner.
Best regards, |
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/s/Steven W. Peterson |
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Steven W. Peterson |
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Vice President of Finance and CFO |
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Mesa Laboratories, Inc. |
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303-987-8000 |
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