
3.	Revenue from Contracts with Customers

Under the new revenue standard, revenue is recognized when control transfers under the terms of the contract with our customers. Revenue is measured as the amount of consideration we expect to receive in exchange for transferring goods or providing services. Sales and other taxes we collect concurrent with revenue-producing activities are excluded from revenue. We do not account for shipping and handling as a distinct performance obligation as we generally perform shipping and handling activities after we transfer control of goods to the customer. Incidental items that are immaterial in the context of the contract are not recognized as a separate performance obligation. We do not have any significantly extended payment terms as payment is generally received within one year of the point of sale.

In general, we transfer control and recognize a sale at the point in time when products are shipped from our manufacturing facilities both direct to consumers and to distributors. Service revenue is recognized in the period the service is performed or ratably over the period of the related service contract. Consideration related to service contracts is deferred if the proceeds are received in advance of the satisfaction of the performance obligations and recognized over the contract period as the performance obligation is met. We use an output method to measure progress towards completion for certain prepaid service contracts, as this method appropriately depicts performance towards satisfaction of the performance obligations.

For contracts with multiple performance obligations (i.e., a product and service component), we allocate the transaction price to the performance obligations in proportion to their stand-alone selling prices. We use an observable price to determine the stand-alone selling price for separate performance obligations. When allocating on a relative stand-alone selling price basis, any discounts contained within the contract are allocated proportionately to all of the performance obligations in the contract.

Disaggregation of Revenue

The following tables illustrate the disaggregation of revenue by geographic area, groups of similar products and services and sales channels for the three months ended March 31, 2018 and 2017 (in thousands):

Net Sales by geographic area



	Three Months Ended
	March 31
	2018		2017
Americas	$	162,638	$	142,770
Europe, Middle East and Africa	88,816		33,276
Asia Pacific	21,393		15,013
Total	$	272,847	$	191,059

Net Sales are attributed to each geographic area based on the country from which the product was shipped and are net of intercompany sales.

Net Sales by groups of similar products and services



	Three Months Ended
	March 31
	2018		2017
Equipment	$	172,074	$	113,341
Parts and Consumables	57,441		42,803
Specialty Surface Coatings	6,455		6,681
Service and Other	36,877		28,234
Total	$	272,847	$	191,059

Net Sales by sales channel



	Three Months Ended
	March 31
	2018		2017
Sales Direct to Consumer	$	178,710	$	143,623
Sales to Distributors	94,137		47,436
Total	$	272,847	$	191,059

Contract Liabilities

Sales Returns

The right of return may exist explicitly or implicitly with our customers. When the right of return exists, we adjust the transaction price for the estimated effect of returns. We estimate the expected returns using the expected value method by assessing historical sales levels and the timing and magnitude of historical sales return levels as a percent of sales, and projecting this experience into the future.

Sales Incentives

Our sales contracts may contain various customer incentives, such as volume-based rebates or other promotions. We reduce the transaction price for certain customer programs and incentive offerings that represent variable consideration. Sales incentives given to our customers are recorded using the most likely amount approach for estimating the amount of consideration to which the company will be entitled. We forecast the most likely amount of the incentive to be paid at the time of sale, update this forecast quarterly, and adjust the transaction price accordingly to reflect the new amount of incentives expected to be earned by the customer. A majority of our customer incentives are settled within one year.

At March 31, 2018 and December 31, 2017, we reported $7,925 and $13,466, respectively, of volume-based rebates and other promotions in Other Current Liabilities on our Condensed Consolidated Balance Sheets. The change in the balance was primarily due to payments of rebates during the three months ended March 31, 2018.

Prepaid Service Contracts

We sell separately priced prepaid service contracts on our machines ranging from 12 months to 60 months. We receive payment at the inception of the contract and defer recognition of the consideration received because we have to satisfy future performance obligations. In circumstances where prepaid service contracts are bundled with machines, we use an observable price to determine stand-alone selling price for separate performance obligations. At December 31, 2017, $4,468 and $2,483 of unearned revenue associated with outstanding prepaid service contracts was reported in Other Current Liabilities and Other Liabilities, respectively, on our Condensed Consolidated Balance Sheets. During the three months ended March 31, 2018, we recognized $3,295 of revenue related to the satisfaction of performance obligations under the terms of these prepaid service contracts and deferred an additional $3,660 in additional prepayments representing our obligation to satisfy future performance obligations.

At March 31, 2018, $4,732 and $2,669 of unearned revenue associated with outstanding prepaid service contracts was reported in Other Current Liabilities and Other Liabilities, respectively, on our Condensed Consolidated Balance Sheet. Of this, we expect to recognize the following approximate amounts in Net Sales in the following periods:



Remaining 2018	$	3,799
2019	1,835
2020	1,115
2021	416
2022	230
Thereafter	6
Total	$	7,401

Practical Expedients and Exemptions

We generally expense the incremental costs of obtaining a contract when incurred because the amortization period would be less than one year. These costs relate primarily to sales commissions and are recorded in Selling and Administrative Expense in the Condensed Consolidated Statements of Operations.

We do not disclose the value of unsatisfied performance obligations for contracts with an original expected length of one year or less. In addition, we do not adjust the promised amount of consideration for the effects of a significant financing component if we expect, at contract inception, that the period between when we transfer a promised good or service to a customer, and when the customer pays for that good or service will be one year or less.