Revenue Recognition and Liabilities Due to Customers
The nature of our Therapeutics business segment gives rise to variable consideration, including discounts and applicator (“trode”) returns for refurbishment. Credits are issued for unused shocks on returned trodes, which can be used toward the purchase of replacement trodes. When revenue is recognized, a simultaneous adjustment for returns is estimated, reducing revenue. Estimated return credits are presented as a reduction to gross sales with the corresponding reserve presented as customer contract liabilities.
Variable consideration related to unused shock credits is calculated using the expected value method, which estimates the amount that is expected to be earned. Estimated amounts are included in the transaction price to the extent it is probable that a significant reversal of cumulative revenue recognized will not occur. Estimates of variable consideration are based upon historical experience and known trends. These estimated credits are non-refundable and may only be used towards the purchase of future trode refurbishments. This practice encourages refurbishment purchase prior to complete utilization of the previous trode, enabling the customer to always have a trode on hand with ample capacity to perform treatments.
The number of trodes returned by year is tracked against the number of trodes sold in that same year, creating a current experience rate. It is assumed that the ultimate return rate for the trodes is 98%. For annual calculations, it is assumed that the expected returns in the current year for each layer increase to the experience rate of the year immediately preceding it. Once the 98% is reached the layer is removed from the calculation. The annual incremental change in expected returns is multiplied by an average return credit amount, generating the current liability due to customers.
The average return credit is calculated by dividing the actual shock credits issued by the actual number of trodes returned. A variance in the assumed return rate compared to the actual rate would impact the estimate and potentially understate net sales (overestimated rate) or overstate net sales (underestimated rate) in any given year and create a corresponding misstatement of the liability due to customers.
On March 31, 2023, the estimated value of our Therapeutics customer contract liability was $505. If the expected return rate was increased by 2%, the effect on current year reduction in sales and customer liability would have been approximately $36.
Results of Consolidated Operations
Our results of operations for the three months ended March 31, 2023 and 2022 are as follows:
Revenue
Revenue for the three months ended March 31, 2023 was $5,482, compared to $3,751 for the three months ended March 31, 2022, an increase of $1,731 or 46%. The increase was primarily due to the inclusion of our Assisi®, Revo Squared®, and VetGuardian® products which totaled $1,322 and were not part of our consolidated figures as of March 31, 2022.
In general, we expect revenue to increase in subsequent periods as we benefit from a full year’s worth of sales from our recent acquisitions and increase our related sales, marketing, and commercialization efforts.
Cost of Revenue
Cost of revenue for the three months ended March 31, 2023 was $1,647, compared to $1,011 for the three months ended March 31, 2022, an increase of $636 or 63%. The increase in cost was primarily driven by increased sales of our PulseVet® platform and Assisi products which totaled $1,309.
We anticipate that costs of revenue will increase in subsequent periods in accordance with the increased revenue as described above.
Gross Profit
Gross profit margin for the three months ended March 31, 2023 was $3,835 or 70%, compared to $2,740 or 73% for the three months ended March 31, 2022, an increase of $1,095. The decrease in gross profit margin % was primarily the result of product mix impacts associated with sales of our new offerings.