EX-99.2 3 dex992.htm SLIDES PRESENTED DURING UNIVERSAL HOSPITAL SERVICES, INC Slides presented during Universal Hospital Services, Inc
JPMorgan
24
th
Annual Healthcare Conference
January 11, 2006
JPMorgan
High Yield Conference
February 6, 2006
Exhibit 99.2


2
Forward Looking Statements
Safe
Harbor
Statement
under
the
Private
Securities
Litigation
Reform
Act
of
1995:
We
believe
statements
in
this
presentation
looking
forward
in
time
involve
risks
and
uncertainties.
The
following
factors,
among
others,
could
adversely
affect
our
business,
operations
and
financial
condition
causing
our
actual
results
to
differ
materially
from
those
expressed
in
any
forward-looking
statements:
our
history
of
net
losses
and
substantial
interest
expense;
our
need
for
substantial
cash
to
operate
and
expand
our
business
as
planned;
our
substantial
outstanding
debt
and
debt
service
obligations;
restrictions
imposed
by
the
terms
of
our
debt;
a
decrease
in
the
number
of
patients
our
customers
are
serving;
our
ability
to
effect
change
in
the
manner
in
which
healthcare
providers
traditionally
procure
medical
equipment;
the
absence
of
long-term
commitments
with
customers;
our
ability
to
renew
contracts
with
group
purchasing
organizations
and
integrated
delivery
networks;
changes
in
reimbursement
rates
and
policies
by
third-party
payors;
the
impact
of
health
care
reform
initiatives;
the
impact
of
significant
regulation
of
the
health
care
industry
and
the
need
to
comply
with
those
regulations;
difficulties
or
delays
in
our
continued
expansion
into
certain
of
our
businesses/geographic
markets
and
developments
of
new
businesses/geographic
markets;
additional
credit
risks
in
increasing
business
with
home
care
providers
and
nursing
homes,
and
impacts
of
equipment
product
recalls
or
obsolescence.
See
the
risk
factor
discussion
detailed
in
our
Annual
Report
on
Form
10-K
for
the
year
ended
December
31,
2004,
filed
with
the
Securities
and
Exchange
Commission.
This
presentation
contains
non-GAAP
measures
as
defined
by
SEC
rules.
Reconciliations
of
these
measures
to
the
most
directly
comparable
GAAP
measures
are
contained
in
the
appendix.


3
UHS Overview
Leading provider of movable medical equipment
lifecycle services
Over 3,200 hospitals
3,150 acute and alternate site providers
200 equipment manufacturers
Largest most modern equipment fleet in the industry
Over 250,000 units owned or managed nationwide
Average age of UHS equipment fleet is less than 4 years
Outstanding reputation for service and quality
98% customer retention rate
Best-in-class operations, IT and logistical systems


4
Significant Competitive Advantages
National Infrastructure
Large, modern medical equipment fleet


5
UHS –
Then (1939-2000):  
“Equipment Rental Company”
Medical
Equipment
Rental
Market Size:
$200-$250 million
Competition:
Mediq & local Mom & Pops


6
UHS –
Today:  
“Medical
Equipment
Lifecycle
Services”
Company
Professional
Services
Recovery &
Brokerage
Medical
Equipment
Outsourcing
Biomedical
Services
Amplifier of
other Quadrants
Market size of
$5 Billion
Advent of AMPP
addresses $5
Billion market
Market size of
$20 Billion
Note:
Our reimbursement comes directly from these
customers, not from Medicare, Medicaid, etc.


7
Why Resident Based Programs?
AMPP / CHAMP / TEAM
®
Growing, stable business
Improves “Quality of Earnings”
Longer-term, on-site relationships
“Residency”
places UHS in the flow of a hospital’s
additive needs
Over 125 Resident programs at 9/30/05
Higher revenue per customer than supplemental /
transactional business


8
2004
2005
% Change
Revenues
$116.9
$125.6
7%
MME Depreciation*
$26.9
$28.1
4%
Gross Margin
$55.3
$57.7
4%
Gross Margin %
47%
46%
Nine Months
Quadrant 2:    Outsourcing Segment  
Non-resident Rental of UHS-owned equipment
Rental of moveable medical equipment
Bariatrics:
suite of products for treatment of obesity
AMPP Resident Programs
(Asset Management Partnership Program)
On site management of UHS owned equipment
Customer pays “per use”
fee
This  segment is substantially
the rental of “UHS-owned”
equipment, thus it is highly
capital intensive
*  Refer to Appendix for reconciliation of MME
depreciation to total depreciation expense


9
®
Quadrant 3:     Technical Services Segment
Maintain & Repair Customer-owned Equipment:
Non-resident, response-based Biomedical Services
Resident-Based Biomedical Service Management Programs
CHAMP : small hospitals in rural areas                      
TEAM:  larger hospitals in urban areas
Manufacturer Services
This segment focuses on
maintaining & repairing
“customer-owned”
equipment,
thus is low capital intensity
2004
2005
% Change
Revenues
$18.1
$22.4
24%
Gross Margin
$5.5
$5.6
2%
Gross Margin %
30%
25%
Nine Months
(ACES included in 2005, but only Q2 and Q3 in 2004)


10
Quadrant 4:  Medical Equipment Sales & Remarketing
Asset recovery & equipment brokerage
New equipment sales
Disposable Sales
Logistics Management
This segment has low-to-
moderate capital intensity via
short-term inventory needs
2004
2005
% Change
Revenues
$12.8
$14.0
9%
Gross Margin
$3.0
$2.9
-5%
Gross Margin %
24%
21%
Nine Months


11
Quadrant 1:     Plan & Acquire
Technology assessment baseline reporting
Vendor neutral Capital Planning Services
Product comparison research and reports
Equipment product of choice
Prior to 2005, activity focused on supporting the other 3
quadrants
2005 and Beyond
Stand-alone, fee-based Consulting Services
Expansion of offerings that build on UHS’
proprietary database
and industry expertise


12
Market Setting –
Year-to-Date September 2005
Market Headwinds in Hospital Marketplace:
Weaker than expected hospital census
Bad Debt / Indigent Patients continue to challenge hospitals
Baxter Recalls
Hurricanes
UHS has adapted to such headwinds and continues to grow!
Transition from “Rental”
to “Equipment Lifecycle Services Company”
Continued progress in signing Resident programs (+ 21 in 2005)
Continued robust revenue and EBITDA growth despite headwinds


13
0
25
50
75
100
125
150
175
200
225
1999
2000
2001
2002
2003
2004
12
months
ending
9/30/05
Capex as % of Total Revenues has Improved Dramatically   ($ millions)
Outsourcing
Revenues
Sales &
Remarketing
Revenues
Service
Revenues
Net
Accrual
Capex
Accrual Capex 
% of Revenues        44%                  30%                 33%
25%                  23%               22%      
20% Est.
Continued
Progress in 2005
Refer
to
appendix
for
reconciliation
of
Cash
Used
in
Investing
Activities
to
Net
Accrual
Capex


14
EBITDA Growth   ($ millions)
Refer to appendix for definition and reconciliation
0
25
50
75
1999
2000
2001
2002
2003
2004
12 months
ending
9/30/05
EBITDA plus  Board Fees &
Fin/Reorg/SOX Charges


15
2006 Key Drivers
Continued Transition to “Lifecycle”
Company
Growth of resident programs
Growth of less capital intensive business
Manufacturer partnerships
GPO signings
Changing Healthcare Marketplace
Hospital census
Healthcare legislation
Baxter Recall


16
Summary
UHS’
goal is to extend our position as the leading Medical Equipment
Lifecycle Services Company
We have strategic market positioning; growth opportunities
Excellent customer service reputation for over 65 years!
Strong relationships with 3,200 hospital customers, 3,150 alternative site customers;
equipment manufacturing customers
Competitive advantage
Large and modern fleet of medical equipment
National logistics network
Strong growth opportunities with Equipment Lifecycle Programs
Resident programs
Manufacturer relationships
GPO’s


JPMorgan
24
th
Annual
Healthcare
Conference
January 11, 2006
JPMorgan
High Yield Conference
February 6, 2006


18
Appendix
************************************
************************************
************************************
************************************
************************************
************************************
************************************
************************************
************************************
************************************
************************************
************************************
************************************
************************************
************************************
************************************


19
EBITDA Reconciliation ($ millions)
EBITDA
(before
management/board
fees,
financing
and
reorganization
costs,
and
costs
related
to
Sarbanes
Oxley
compliance)
and
EBITDA
are
not
intended
to
represent
an
alternative
to
operating
income
or
cash
flows
from
operating,
financing
or
investing
activities
(as
determined
in
accordance
with
generally
accepted
accounting
principles
(GAAP))
as
a
measure
of
performance,
and
is
not
representative
of
funds
available
for
discretionary
use
due
to
the
Company’s
financing
obligations.
EBITDA,
as
defined
by
the
Company,
may
not
be
calculated
consistently
among
other
companies
applying
similar
reporting
measures.
EBITDA
is
included
because
it
is
a
widely
accepted
financial
indicator
used
by
certain
investors
and
financial
analysts
to
assess
and
compare
companies
and
is
an
integral
part
of
the
Company’s
debt
covenant
calculations,
and
EBITDA
before
management
and
board
fees
is
included
because
the
company’s
financial
guidance
and
certain
compensation
plans
are
based
upon
this
measure.
Management
believes
that
EBITDA
provides
an
important
perspective
on
the
Company’s
ability
to
service
its
long-term
obligations,
the
Company’s
ability
to
fund
continuing
growth,
and
the
Company’s
ability
to
continue
as
a
going
concern.
A
reconciliation
of
net
cash
provided
by
operating
activities
to
EBITDA
and
EBITDA
before
management/board
fees,
and
costs
related
to
Sarbanes
Oxley
compliance
is
included
below.
2004
2005
Net cash provided by operating activities
37.1
$       
34.6
$         
Changes in operating assets and liabilities
(7.3)
           
(1.9)
             
Other non-cash expenses
(0.7)
           
(1.9)
             
Current income taxes
0.2
            
0.6
               
Interest expense
22.5
          
23.1
            
EBITDA
51.8
          
54.5
            
Management and board fees
0.6
            
0.6
               
SOX
-
            
0.6
               
52.4
$       
55.7
$         
Nine Months


20
EBITDA Reconciliation 2000 –
2005 Q3  ($ millions)
12 months
ending
EBITDA
1999
2000
2001
2002
2003
2004
9/30/2005
Net cash provided by operating activities
15.2
$       
28.2
$       
31.7
$       
40.2
$       
16.0
$       
38.0
$         
35.5
$         
Changes in operating assets and liabilities
4.2
            
(3.5)
           
0.4
            
4.1
            
7.9
            
2.2
             
7.7
             
Other non-cash expenses
(2.1)
           
(2.3)
           
(3.7)
           
(11.7)
        
(7.9)
           
(3.4)
            
(4.9)
            
Current income taxes
0.6
            
0.1
            
0.1
            
0.1
            
0.3
            
1.2
             
1.6
             
Interest expense
18.0
          
20.7
          
19.6
          
18.1
          
20.2
          
30.5
           
31.2
           
EBITDA
35.9
$       
43.2
$       
48.1
$       
50.8
$       
36.5
$       
68.5
$         
71.1
$         
Financing and Reorg charges
1.3
$          
-
$         
2.8
$          
10.1
$       
27.7
$       
-
$           
-
$           
Management and board fees
0.0
$          
0.3
$          
0.4
$          
0.3
$          
0.3
$          
0.7
$           
0.8
$           
SOX Expense
0.0
$          
-
$         
-
$         
-
$         
-
$         
0.2
$           
0.8
$           
37.2
$       
43.5
$       
51.3
$       
61.2
$       
64.5
$       
69.4
$         
72.7
$         
Financing and Reorganization Charges
Recapitalization, stock compensation,
-
$         
-
$         
1.6
$          
10.1
$       
14.4
$       
-
$           
-
$           
and severance expenses
Terminated IPO expenses
-
$         
-
$         
1.2
$          
-
$         
-
$         
-
$           
-
$           
Loss on early retirement of debt
1.3
$          
-
$         
-
$         
-
$         
13.3
$       
-
$           
-
$           
   Subtotal
1.3
$          
-
$         
2.8
$          
10.1
$       
27.7
$       
-
$           
-
$           
Total Revenues
92.2
$       
106.0
$     
125.6
$     
153.8
$     
171.0
$     
199.6
$       
213.7
$       


21
Depreciation and Amortization Reconciliation  ($ millions)
2004
2005
Movable Medical Equipment Depreciation
26.9
$       
28.1
$         
Other Gross Margin Depreciation
0.5
            
1.0
               
  Total Gross Margin Depreciation
27.4
          
29.1
            
Selling, General, and Admin Depreciation
1.7
            
1.9
               
Intangibles Amortization
0.3
            
1.3
               
Total Depreciation and Amortization
29.4
          
32.3
            
Note: Excludes amortization of deferred financing fees
Nine Months


22
Accrual Capex Reconciliation  ($ millions)
12 months
ending
1999
2000
2001
2002
2003
2004
9/30/05
Cash used in investing activities
49,441
       
31,504
       
41,511
       
38,956
       
36,769
       
65,150
       
41,533
       
   Less: Acquisitions
(6,293)
        
-
            
(7,788)
        
-
            
(1,875)
        
(15,104)
      
-
            
   Less: Other
(140)
          
79
             
(294)
          
(200)
          
(204)
          
-
            
-
            
   Add: Fixed assets from acq.
2,603
         
-
            
5,409
         
-
            
588
           
1,284
         
-
            
   Less: MME in A/P prior year
(8,405)
        
(3,000)
        
(2,975)
        
(5,942)
        
(5,999)
        
(10,503)
      
(4,187)
        
   Add: MME in A/P current year
3,000
         
2,975
         
5,942
         
5,999
         
10,503
       
3,808
         
4,368
         
Accrual Capex
40,206
       
31,558
       
41,805
       
38,813
       
39,782
       
44,635
       
41,714