FONAR PRESIDENT’S MESSAGE
TO SHAREHOLDERS
May 2006
Dear Shareholders:
For over a quarter century, FONAR has been at the forefront of
magnetic resonance imaging (MRI) research and development.
In recent years, we developed and commercialized the FONAR
Upright™ MRI, which we believe has the potential to revolutionize
the industry’s standards and practices.
This revolution was clearly evident in fiscal year 2005. Our
company achieved many milestones in its most recently completed
fiscal year.
Fiscal Year 2005 Financial Results Highlights
-
Demand for the MRI industry’s most
important development in years, the Upright™ MRI, resulted
in an 80% increase in unit deliveries for fiscal 2005 as compared
to the prior year.
-
Total revenues increased 46% to a record
$104.9 million.
-
MRI product sales increased 70% to $73.1
million in fiscal 2005.
-
Service and repair revenues rose 81% to $5.8
million.
-
Net income was $1.0 million compared to a
net loss of $9.5 million for fiscal 2004.
-
International expansion gains traction.
Fiscal year 2005 was remarkable for FONAR in that
our revenues exceeded $100 million for the first time in our
Company’s
27-year history. In light of our record revenues of approximately
$105 million, which is an increase of 46% from the prior year,
and nearly double that from two years earlier, we believe that
the FONAR Upright™ MRI is proving to be a technology that
is revolutionizing the industry.
Since the introduction of the
FONAR Upright™ MRI in 2000,
we are gratified to report that a total of 129 FONAR Upright™ MRI
scanners have been sold, with a record 45 installations in fiscal
2005. We did not at that time have solid proof that the regional
advertising campaign that had commenced in January 2002 and ended
in November 2004 was contributing to our record MRI scanner sales
and revenues. With the intent of achieving profitability for
the first time since 1997, we ended the use of what had been
an expensive
advertising campaign. By the end of 2005, we realized that advertising
was a key ingredient of our past success and should be reintroduced
under more economically prudent terms.
Fiscal Year 2006 – The
First Nine Months
For the first nine months of fiscal 2006 ended March 31, 2006,
we reported a net loss of $21.0 million on revenues of $27.8
million, as compared to net income of $1.4 million on revenues
of $79.9 million for the first nine months of fiscal 2005.
Notwithstanding
the disappointing revenue recognition we have experienced so
far in fiscal 2006, we have thus far received
orders for 13 machines, have Accounts Receivable in the amount
of approximately $11 million, and a backlog of approximately
$16 million. In other words, we expect to receive $27 million
in cash payments over the course of the next 18 months, in addition
to new orders for the Upright™ MRI and the FONAR 360°™
Health Management Corporation of America (HMCA) is showing steady
growth, and FONAR Field Service revenues are rising as Upright™ MRI
centers complete their free, one-year service warranty periods
and begin making regular payments according to their service
contracts.
The Six-Point Marketing Strategy
As we previously announced, FONAR has developed a six-point
marketing strategy to target five spheres of industry influence
in an effort to significantly accelerate growth in revenue streams
for MRI scanner equipment sales and services and related revenues
that are recurring in nature. The six-point marketing strategy
includes initiatives in the following areas: Advertising Campaigns;
Trade Show and Industry Event Participation; Third Party Endorsements
in the Form of Medical Research and Professional Testimonials;
Direct Sales Efforts for U.S. Market Penetration; Distribution
Channel Partnerships; and Strategic Marketing Relationships.
The
Company’s marketing initiatives are listed below, along
with progress made to date or plans for continued activity in
the respective areas.
-
Advertising – The Company previously
announced its national direct-to-consumer (DTC) advertising
campaign with 30-second television spots to run during prime
time and daytime programming. Commenced in February, this is
the first national advertising campaign since the revolutionary
MRI was introduced. The ads also provide consumers with FONAR’s
1-888-NEED-MRI toll-free number onscreen so that they may find
the nearest Upright™ MRI scanning center.
The advertising
campaign is proving to be helpful, judging from large numbers
of referrals to many Upright™ MRI centers,
new scanner sales leads, and the outcry of patients who
have experienced failed spine surgery. We have been receiving
phone
calls to the toll-free number from all over the country.
-
Trade Show Participation – Given its
recognition as an MRI industry innovator, the developer of
the first commercial MRI, and the only company to offer Position™ Imaging
(pMRI™) with the FONAR Upright™ MRI, FONAR exhibits
at the annual meetings of the most important major surgery
and radiology societies: The American Academy of Orthopaedic
Surgeons (AAOS); North American Spine Society (NASS), American
Association of Neurosurgery (AANS), The Congress of Neurosurgery
(CNS), and the Radiological Society of North America (RSNA).
-
Third Party Endorsements
in the Form of Medical Research and Professional Testimonials – In
an effort to educate and inform all parties associated with
the MRI industry
as well as patients, FONAR has initiated a direct mail campaign
providing specific case reports to approximately 10,000 physicians.
These case reports show MRI images of spine pathologies seen
by the FONAR Upright™ MRI but not visible in the recumbent
MRI. Accompanying the images are testimonials from distinguished
spine surgeons explaining how the FONAR Upright™ MRI’s
images changed the surgery that was planned and improved their
patients’ outcomes.
Distinguished spine surgeon Jean Pierre J. Elsig of Zurich,
Switzerland presented “How Upright™ MRI Changed
My Life as a Surgeon” at the AAOS meeting in Chicago
and the AANS meeting in San Francisco. Dr. Elsig spoke of the
frustration he has endured with pre-operative, recumbent-only
MRI scans that fail to show any spinal instabilities, only
to find just the opposite in the surgical suite. The Upright™ MRI’s ability to scan patients in weight-bearing positions
and in flexion and extension has eliminated this frustration,
enabling him, for the first time, to correlate patient complaints,
clinical findings and imaging, all of which are necessary to
achieve surgical success.
Another testimonial came from Professor J. Randy Jinkins (Department
of Radiology, Downstate Medical Center, State University of
New York), a pioneer of Position™ Imaging. He spoke on “Positional
MRI of the Spine: What is Being Missed on Recumbent MRI.” Dr.
Jinkins gave numerous examples of the diagnostic superiority
of the FONAR Upright™ MRI, making the point that the conventional
recumbent-only MRI misses or underestimates the dynamic nature
of the spine.
-
Direct Sales Efforts for
U.S. Market Penetration – FONAR
has a direct sales force for U.S. distribution. The team consists
of industry veterans who are intimately familiar with the benefits
of Upright™ Imaging. In the U.S., FONAR employs 20 regional
sales representatives. In addition, there are highly experienced
sales support and management personnel stationed at the Company’s
corporate headquarters in Melville, New York.
-
Distribution Channel Partnerships --
In the most recent example of the impact FONAR’s Upright™ MRI is having on the MRI industry, the Company announced a
few
months ago the selection of a distribution partner for Europe.
Tecserena GmbH of Germany is now marketing FONAR products in
Europe. The sales force of Tecserena formerly represented Hitachi
in Europe. We are pleased that Tecserena has elected to represent
FONAR instead of Hitachi, because of the unique appeal of FONAR’s
MRI products.
We are exploring the prospect of adding distribution partners
to our own sales force to assist in gaining further traction
with the aid of additional salespeople in the U.S. market,
which FONAR has traditionally addressed solely with its own
direct sales force.
-
Strategic Marketing Relationships – FONAR will
rely on strategic relationships intended to broaden revenue
opportunities and facilitate the collaboration of sales
activities. The Company has already signed its first
group purchasing agreement for the Upright™ MRI
with MAGNET Inc., one of the largest GPOs (Group Purchasing
Organizations) in the country, with significant coverage
of the Northeast and Upper Midwest. The long-term agreement
calls for collaborative marketing efforts to MAGNET’s
member organizations, including 775 acute care hospitals,
5,400 physician practices/clinics, and over 100 free-standing
imaging centers. An agreement was signed with Sony Electronics
to expand FONAR’s product portfolio.
FONAR has also entered into an agreement with Managed
Health Care Associates, Inc. (MHA) whereby New Jersey-based
MHA will market the Upright™ MRI through its privately-owned
GPO, one of the largest in the United States.
Five Spheres of Influence
The focus of the sales and marketing efforts is to stimulate
demand and awareness of FONAR products from what we call the
five spheres of influence: Patients, Surgeons and Referring Physicians,
Radiologists, Independent MRI Practice Owners, and Hospitals.
FONAR’s intent is to reinforce the superiority of its imaging
technology for improved patient care and surgical outcomes by
interacting with these groups.
Very important among these constituencies is the U.S. hospital
market. This segment has traditionally been dominated by FONAR’s
competitors. Therefore, successful sales to hospital customers
will significantly enhance the perceived value and uniqueness
of FONAR MRI technology.
We are pleased to have recently announced a milestone for FONAR
in its penetration of the U.S. hospital market. In recent weeks,
we announced two sales of the FONAR Upright™ MRI to hospitals,
one to a substantial hospital chain and a second to a prestigious
hospital in eastern Tennessee. We believe continued success in
the hospital segment, as well as in our traditional scanning
center market, is being achieved because FONAR’s Upright™ MRI
is providing valuable medical benefits that cannot be achieved
by the recumbent-only MRI products available outside of FONAR.
Creating demand for Upright™ MRI scanning centers assists in
FONAR’s endeavors to generate equipment sales, as well
as HMCA revenues. Those centers managed by HMCA deliver revenue
to FONAR through HMCA management fees.
The “Failed Back Surgery Syndrome” Opportunity
FONAR’s Upright™ MRI is addressing a serious medical need – namely
a proper medical evaluation of the approximately 800,000 patients
each year in the U.S. who undergo back surgery. The failure rate
of this surgery is such that the medical profession has been
forced to set aside a specific acronym, FBSS (Failed Back Surgery
Syndrome), to identify the high failure rate associated with
back surgery.
Only FONAR’s Upright™ MRI meets the need of addressing
the high surgery failure rate of back surgery by making available
to surgeons the ability to visualize the patient’s fully
weight-loaded spine. No other MRI product on the market, all
of which are recumbent-only devices, provides this crucial feature.
Conclusion
The FONAR Upright™ MRI is in the process of reshaping the way
patients and doctors are perceiving MRI. As we fulfill our mission
to improve patient care through innovative products like the
FONAR Upright™ and the FONAR 360°™, we expect
FONAR shareholder value to reflect their benefit to patient care
through
increased
product sales and HMCA management fees.
In conclusion, I would like to acknowledge the support of our
faithful shareholders who share our vision, the FONAR team for
its unwavering dedication, and our customers for their loyalty.
The opportunities and challenges we face as a united force are
certain to strengthen our resolve to achieve the goal of medical
excellence and thus the financial success that is coupled to
that goal.
Sincerely,
Raymond V. Damadian
President and Chairman
About FONAR
FONAR® was incorporated in 1978, making it the first, oldest
and most experienced MRI manufacturer in the
industry. FONAR introduced the world's first commercial MRI in 1980, and went
public in 1981. Since its inception, FONAR has installed hundreds of MRI scanners
worldwide. Their stellar product line includes the FONAR UPRIGHT™ MRI
(also known as the Stand-Up™ MRI), the only whole-body MRI that performs
Position™ imaging (pMRI) and scans patients in numerous weight-bearing
positions, i.e. standing, sitting, in flexion and extension, as well as the
conventional lie-down position. The FONAR UPRIGHT™ MRI often sees the
patient's problem that other scanners cannot because they are lie-down only.
With nearly one half million patients scanned, the patient-friendly FONAR UPRIGHT™ MRI
has a near zero claustrophobic rejection rate by patients. A radiologist said, "FONAR
UPRIGHT™ MRI - No More Claustrophobia - The Tunnel Is Gone." As
another FONAR customer states, "If the patient is claustrophobic in this
scanner, they'll be claustrophobic in my parking lot." Approximately 85%
of patients are scanned sitting while they watch a 42" flat screen TV.
FONAR's latest MRI scanner is the FONAR 360, a room-size recumbent scanner
that optimizes openness while facilitating physician access to the patient.
FONAR is headquartered on Long Island, New York, and has approximately 400
employees.
#
The Inventor of MR Scanning™, True
Flow™ MRI, Stand-Up™ MRI, FONAR UPRIGHT™ MRI,
Position™ MRI, PMRI™ and The Proof is in the Picture™
are trademarks of FONAR® Corporation.
This release may include
forward-looking statements from the company that may or may not
materialize. Additional information on factors that could potentially
affect the company's financial results may be found in the company's
filings with the Securities and Exchange Commission.
###
FONAR Corporation
110 Marcus Drive
Melville, N.Y. 11747
Tel. 631-694-2929
Fax. 631-390-9540
Email sales@FONAR.com
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