San Antonio Fire and Police Pension Fund v. Dentsply Sirona Inc.

District Court, S.D. New York·Decided May 1, 2024·No. 1:22-cv-06339·Unknown

Opinion

UNITED STATES DISTRICT COURT SOUTHERN DISTRICT OF NEW YORK SAN ANTONIO FIRE AND POLICE PEN- SION FUND et al., Plaintiffs, 22-cv-6339 (AS) -against-

DENTSPLY SIRONA INC. et al., OPINION AND ORDER Defendants.

ARUN SUBRAMANIAN, United States District Judge: Defendant Dentsply Sirona is “the world’s largest manufacturer of professional dental products and technologies.” Am. Compl. ¶ 30, Dkt. 72. When the COVID-19 pandemic hit, many dentists’ offices shut down, and demand for professional dental products fell. ¶ 3. The industry also faced supply-chain issues. Id. But certain Dentsply executives (also Defendants here) told investors that the company was doing just fine. Id. And for a while, that was true—or so it seemed. Plaintiffs say Defendants were artificially inflating sales by forcing distributors to take on more inventory, also known as channel stuffing. Later, the company reported disappointing earnings for several quarters in a row, replaced nearly all its top executives, conducted an internal investigation, and restated its financials. Plaintiffs say they were misled; they allege that Defendants knew all along that some- thing was rotten with the state of Dentsply. BACKGROUND I. The company Dentsply was (and is) a multibillion-dollar company. Its products can be split into two catego- ries: (1) technologies and equipment (“T&E”) and (2) consumables. ¶ 37. T&E includes high-tech imaging, orthodontics, and so on. Consumables includes single-use products, such as drills. During the class period, T&E constituted about 60% of the business; consumables constituted about 40%. Id. One segment of the T&E business was “computer-aided design and computer-aided manufac- turing,” or “CAD/CAM.” One of Dentsply’s main products in this segment was “Primemill.” As its name suggests, Primemill “mills” blocks of ceramic and other materials to create crowns, bridges, and the like. ¶ 38. It was sold both individually and as part of a larger CAD/CAM bundle. Id. In the imaging segment, two of Dentsply’s main products were “Axeos” and “Orthophos,” high-tech x-ray machines. These CAD/CAM and imaging devices were “generally high-margin products for the company.” Id. Dentsply did not typically sell directly to its end users (usually dentists’ offices). Instead, it sold to distributors. ¶ 39. But, of course, distributors would buy only as much as they could sell to end users. The potential for disconnect between these two points of sale can cause problems. For example, in 2016, Dentsply allegedly pushed distributors to buy far more inventory than they needed. ¶ 42. By getting distributors to buy more, Dentsply was able to inflate its sales numbers at that moment, but it came at the expense of future sales because distributors wouldn’t need to buy more for a long time. Id. This practice is known as “channel stuffing,” and it led to a civil fine and cease-and-desist order from the SEC. Id. Around the same time, company leadership changed. ¶ 43. Defendant Donald Casey was made CEO in February 2018. ¶ 31. Defendant Jorge Gomez was made CFO in August 2019. ¶ 32. And Defendant Ranjit Chadha was made CAO (chief accounting officer) in August 2020. ¶ 33. II. The decay Plaintiffs allege that during the class period (June 9, 2021, to November 13, 2022), Dentsply faced three major problems: a sharp drop in end-user demand, supply-chain constraints, and de- fective products. The demand and supply-chain issues were symptoms of COVID. The pandemic “shut down dental offices worldwide and crippled end-user demand for new product.” ¶ 45. And there was an electronic-component shortage, which severely delayed delivery of imaging products. ¶ 53. The supply-chain issue got worse over the course of 2021. Id. While Dentsply normally had a six-to-eight-week lead time for its machines, by the fourth quarter of 2021, “distributors were waiting up to nine months for backordered imaging equipment.” Id. Plus, at least half of all Primemills were reported defective, leading to repair costs, returns, and angry customers. ¶¶ 48, 50. The defects also hurt Primemill’s popularity, which had a knock-on effect for the products with which it was bundled. ¶ 48. Axeos and Orthophos also had high failure rates. ¶ 51. And the defect problem exacerbated the supply-chain problem: when the company needed to repair or replace machines, those demands added to the backlog. ¶ 53. The company regularly held meetings to discuss the defects, which Casey “occasionally attended.” ¶ 52. Many customers would also call Casey directly. Id. In April 2021, the company created a “full-time product quality group Vice President role to manage and resolve quality issues.” ¶ 49. The Primemill issue, in particular, became so severe that a Primemill could be returned only if Casey or Gomez personally authorized it. ¶ 50. And some time in the first half of 2021, Casey showed up “unannounced” at a dinner to confront a distributor’s vice president “about the U.S. market purportedly making too much of the ongoing quality issues … and [the distributor’s] unwillingness to purchase greater quantities of Primemill.” Id. Faced with these challenges, Plaintiffs claim that Dentsply returned to its channel-stuffing ways. And the complaint alleges that Casey and Gomez orchestrated it. They set “unrealistic sales targets” and then “bullied” those below them to hit the targets by any means possible. ¶ 229. Eric Bruno allegedly executed this scheme. Bruno was the senior vice president in charge of Dentsply’s North American operations, and he reported directly to Casey. ¶ 39. “[U]nder extreme pressure from Casey and Gomez to achieve … sales targets,” Bruno told the sales team “exactly how many units of a particular product they were to convince each distributor to take,” and told them “they ‘had to do it.’” ¶ 55. The sales team understood “that their jobs were on the line” and that Bruno’s directions were coming from Casey. ¶ 59. And the pressure Casey put on Bruno was filtering down. When one member of the sales team “voiced disapproval,” Bruno “lost it” and humiliated him, effectively stamping out dissent. Id. To get distributors to buy more, the sales team initially tried to convince them that end-user demand would soon rise dramatically. ¶ 60. These projections flunked the “red face test,” and distributors declined. Id. Once that attempt failed, Bruno stepped in. He negotiated with the dis- tributors directly. ¶¶ 61–62. He offered generous incentive packages, including millions of dollars in cash back. Id. While Bruno was Casey’s direct report and the head of North American opera- tions, he still didn’t have the authority to execute these incentives. ¶ 62. Instead, he got approval from Ivan Zeljkovic. Id. Zeljkovic was Dentsply’s vice president of commercial finance and re- ported directly to Gomez. Id. The incentives were approved, and Dentsply successfully made tens of millions in extra sales. ¶ 63. But this incentive-based channel stuffing works only if the incentives are hidden. Typically, a company would account for rebates and other incentives by discounting present earnings. Dentsply did not do that, instead “largely or entirely” failing to account for the incentives. Id. This failure enabled Dentsply to report positive financial results. For the third quarter of 2021, it beat market expectations across several metrics. ¶ 64. Dentsply repeated this pattern in the fourth quarter: Casey established sales targets and applied pressure, Bruno negotiated incentives worth millions, the distributors bought tens of millions of dollars’ worth of extra equipment, and Dentsply didn’t fully account for the incentives. ¶¶ 67–71. But this time, Dentsply still didn’t quite reach its financial targets. ¶ 72. According to Plaintiffs, though, it would have been much worse if not for T&E sales that nearly met expectations. Id. III. The fallout Eventually, the company’s performance began to falter.

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