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Inogen also had a decline in orders from the previously disclosed large national provider who is a customer of Inogen’s private label partner. ĭomestic business-to-business sales in the fourth quarter of 2019 declined 18.9% to $20.6 million from $25.4 million in the same period in 2018, primarily due to unfulfilled orders as of December 31, 2019. Given the increase in productivity in the fourth quarter of 2019, the Company remain s optimistic in its ability to grow direct-to-consumer sales in 2020 by continuing the more measured, planned expansion of its sales and rental intake team s. The reduction in headcount and average selling prices were mostly offset by an increase in productivity from the remaining sales representatives. This decline was primarily due to an approximate 31% reduction in average sales representative headcount and slightly lower average selling prices compared to the same period in 2018.

Direct-to-consumer sales declined 2.8% to $35.8 million in the fourth quarter of 2019 versus $36.8 Results for each revenue channel were also in line with the preliminary, unaudited estimates previously provided. This was in line with the mid-point of our preliminary, unaudited revenue estimate provided on January 13, 2020. Total revenue for the three months ended Decemdeclined 8.8% to $78.9 million from $86.5 million in the same period in 2018.

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Wilkinson also added, “I want to reiterate our belief that the need and patient preference for our best-in-class portable oxygen concentrators remains strong and we believe that the market continues to be underpenetrated.” “In addition, we believe we took steps during 2019 to improve our operational execution and financial performance in 2020, including optimizing our direct-to-consumer salesforce, launching the Inogen One G5, and initiating our commercial plan for our newly acquired Tidal Assist Ventilator.” Mr. ( See accompanying tables for reconciliation of GAAP and non-GAAP measures.) “While 2019 was a challenging year, revenue increased 8.2% over the prior year, excluding the previously disclosed large national provider who buys through our private label partner, to whom sales decreased $20.4 million from the prior year, and excluding the $3.1 million foreign exchange impact,” said Chief Executive Officer, Scott Wilkinson. Acquisition of New Aera to expand the Company’s product portfolio and addressable market

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