Tarsus Pharmaceuticals, Inc. (NASDAQ:TARS) Q4 2024 Earnings Conference Call February 25, 2025 8:00 AM ET Company Participants David Nakasone - Head of IR Bobby Azamian - CEO and Chairman Aziz Mottiwala - CCO Seshadri Neervannan - COO Jeff Farrow - CFO and CSO Conference Call Participants Francois Brisebois - Oppenheimer Corey Jubinville - Life Sci Capital Jason Gerberry - Bank of America Oren Livnat - HC Wainright Eddie Hickman - Guggenheim Securities Andrea Newkirk - Goldman Sachs Lachlan Hanbury-Brown - W ...

Fourth Quarter and Full-Year 2024 Financial Results Conference Call February 25, 2025 Matt, an XDEMVY® Patient Today's Speakers Bobby Azamian, MD, PhD CEO & Chairman Jeff Farrow Chief Financial & Strategy Officer Aziz Mottiwala Chief Commercial Officer Sesha Neervannan, PhD Chief Operating Officer 2 | © Tarsus Pharmaceuticals | For Investor Purposes Only Forward-Looking Statements This presentation contains forward-looking statements that involve risks and uncertainties. These statements include statements ...

Financial Performance - XDEMVY generated $66.4 million in net product sales for Q4 2024 and $180.1 million for the full year 2024[521]. - Total revenues for the year ended December 31, 2024, were $182.9 million, a significant increase from $17.4 million in 2023[564]. - The net loss for the year ended December 31, 2024, was $115.6 million, an improvement from a net loss of $135.9 million in 2023[564]. - Total net cash provided by financing activities was $154.7 million for 2024, primarily from $98.3 million in net proceeds from a public offering and $75.0 million from an initial draw against the 2024 Credit Facility[603]. - The company reported a significant increase in accounts receivable, netting $46.760 million in 2024 compared to $16.621 million in 2023, suggesting improved sales performance[630]. - The company’s accumulated deficit increased to $360.210 million in 2024 from $244.656 million in 2023, highlighting ongoing financial challenges[630]. - The net loss for 2024 was $115.554 million, compared to a net loss of $135.893 million in 2023, indicating an improvement in financial performance[632]. Product Sales and Market Performance - Over 58,500 bottles of XDEMVY were dispensed in Q4 2024, totaling 163,000 bottles for the full year 2024[521]. - Product sales, net increased by $165.3 million to $180.1 million for the year ended December 31, 2024, driven by over 163,000 bottles of XDEMVY dispensed compared to 17,400 bottles in the prior year[565]. - XDEMVY was commercially launched in August 2023 following FDA approval in July 2023, contributing to the significant increase in product sales[565]. - Major customers accounted for 61% of gross revenue in 2024, down from 99% in 2023, with Customer A contributing 47% in 2024[677]. - Customer A represented 55% of accounts receivable in 2024, compared to 13% in 2023, indicating increased reliance on this customer[677]. Research and Development - Positive topline results from the Ersa trial showed statistically significant improvements in Meibomian Gland Disease metrics[523]. - The Galatea trial for TP-04 demonstrated statistically significant improvements in inflammatory lesions and Investigator's Global Assessment score[525]. - The Carpo trial for TP-05 showed statistical significance in tick mortality compared to the vehicle (p<0.001)[526]. - The company expects to initiate a Phase 2 study for TP-04 in the second half of 2025 for Ocular Rosacea[525]. - Research and development expenses increased to $53.4 million in 2024 from $50.3 million in 2023, indicating ongoing investment in product development[564]. - Research and development expenses rose to $53.386 million in 2024 from $50.312 million in 2023, reflecting ongoing investment in innovation[632]. Operating Expenses - Operating expenses increased to $303.5 million in 2024 from $160.6 million in 2023, primarily due to higher selling, general and administrative expenses[564]. - Selling, general and administrative expenses rose to $237.3 million in 2024, up from $108.7 million in 2023, reflecting the costs associated with the commercialization of XDEMVY[561]. - Selling, general and administrative expenses increased by $128.6 million to $237.3 million, mainly due to $39.7 million in payroll costs and $52.0 million in commercial and marketing expenses[570]. - Advertising costs were $29.8 million and $9.4 million for the years ended December 31, 2024 and 2023, respectively[706]. Cash and Liquidity - As of December 31, 2024, the company had $291.4 million in cash, cash equivalents, and marketable securities[539]. - Cash and cash equivalents decreased to $94.819 million in 2024 from $224.947 million in 2023, reflecting a reduction in liquidity[630]. - The company reported a net cash used in operating activities of $83.0 million for the year ended December 31, 2024, compared to $117.5 million for 2023, indicating an improvement in operational cash flow[599][600]. - The company’s investing activities resulted in a net cash outflow of $199.2 million for 2024, primarily due to $262.6 million in purchased marketable securities[601]. Future Outlook and Obligations - The company expects to incur significant operating losses as it expands clinical development programs and continues to commercialize XDEMVY[590]. - The company has milestone obligations totaling up to $9.0 million for development milestones and up to $249.0 million for commercial and sales-based milestones[596]. - The company plans to fund operations using existing cash and investments, alongside cash generated from commercial operations[649]. - The company expects to recognize additional license fees and collaboration revenue under the China Out-License based on future milestone achievements[567]. Compliance and Risk Management - The company has served as the auditor since 2020, ensuring compliance with PCAOB standards and maintaining independence in financial reporting[627]. - The company relies on third-party manufacturers for the production of XDEMVY, which poses a risk of disruption if key suppliers are lost[678]. - The company has established guidelines for diversification of investments to mitigate credit risk, with no losses reported to date[674]. - The company has not experienced significant credit risk due to the financial position of its depository institutions[674].

Company Performance - Tarsus Pharmaceuticals reported a quarterly loss of $0.60 per share, better than the Zacks Consensus Estimate of a loss of $0.68, and an improvement from a loss of $1.31 per share a year ago, representing an earnings surprise of 11.76% [1] - The company posted revenues of $66.41 million for the quarter ended December 2024, exceeding the Zacks Consensus Estimate by 12.33%, and significantly up from $13.08 million in the same quarter last year [2] - Over the last four quarters, Tarsus Pharmaceuticals has surpassed consensus EPS estimates four times and topped consensus revenue estimates four times as well [2] Stock Outlook - Tarsus Pharmaceuticals shares have declined approximately 17.8% since the beginning of the year, contrasting with the S&P 500's gain of 1.7% [3] - The company's earnings outlook is currently favorable, with a Zacks Rank of 2 (Buy), indicating expectations for the stock to outperform the market in the near future [6] - The current consensus EPS estimate for the upcoming quarter is -$0.69 on revenues of $62.81 million, and for the current fiscal year, it is -$1.44 on revenues of $316.68 million [7] Industry Context - The Medical - Biomedical and Genetics industry, to which Tarsus Pharmaceuticals belongs, is currently ranked in the top 27% of over 250 Zacks industries, suggesting a positive outlook for stocks within this sector [8] - Empirical research indicates a strong correlation between near-term stock movements and trends in earnings estimate revisions, which can be tracked by investors [5]

Financial Data and Key Metrics Changes - In 2024, Tarsus Pharmaceuticals reported net product sales of over $180 million, with Q4 sales reaching $66.4 million [5][21] - The company dispensed more than 163,000 bottles of Xtendvy throughout the year, with Q4 dispensing exceeding 58,500 bottles [21] - Gross margins were approximately 93%, with total operating expenses around $303.5 million, primarily due to commercial and marketing costs related to the launch of Xtendvy [21][22] Business Line Data and Key Metrics Changes - Xtendvy has seen significant adoption, with over 15,000 eye care physicians now prescribing the product, and the sales force expanded from 100 to 150 representatives [6][12] - The company achieved over 90% commercial and Medicare coverage for Xtendvy, facilitating easier access for patients [12][21] Market Data and Key Metrics Changes - The market for deminex blepharitis (DB) is substantial, with millions of Americans potentially benefiting from Xtendvy [5][6] - The company is also targeting ocular rosacea, which affects approximately 15 to 18 million Americans, indicating a large and underserved market [18] Company Strategy and Development Direction - Tarsus aims to establish itself as a leader in eye care by advancing a robust pipeline of therapeutics, including ocular rosacea and Lyme disease prevention programs [5][10][18] - The company plans to initiate a Phase 2 trial for TP04 (ocular rosacea) later in the year and a Phase 2 study for TPO5 (Lyme disease prevention) in 2026 [10][19] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the growth trajectory for 2025, driven by expanded sales efforts and a direct-to-consumer advertising campaign [11][21] - The company anticipates that growth will not be linear, with modest growth expected in the first and third quarters and stronger growth in the second and fourth quarters [23] Other Important Information - The direct-to-consumer advertising campaign has been expanded to major network television events, generating positive responses from both eye care physicians and patients [14][15] - The company is preparing for increased operating expenses in 2025 due to ongoing marketing efforts and clinical trials [24] Q&A Session Summary Question: How to motivate prescribers to increase prescribing frequency? - Management highlighted four key drivers: sales force expansion, increased coverage, direct-to-consumer campaigns, and compelling MGD data [30][32] Question: What medical conferences are important for Tarsus? - Key conferences include the Academy of Ophthalmology and the ASCRS conference, which provide platforms to engage with physicians [37] Question: What is the anticipated duration of the DTC campaign? - The campaign aims to educate consumers over time, with ongoing adjustments based on metrics and ROI [98] Question: How does the company view the potential for Lyme disease prevention? - The company sees a clear regulatory path for TPO5 and plans to initiate a Phase 2 study in 2026, with a focus on partnering for larger trials [19][52] Question: What is the expected impact of the DTC campaign on new patient starts? - Management noted a correlation between website engagement metrics and prescription rates, indicating a delayed impact as patients take time to respond [90][92]

Financial Performance - XDEMVY generated net product sales of $66.4 million in Q4 2024 and $180.1 million for the full year, marking a significant increase from $13.1 million and $14.7 million in the respective periods of 2023[3][8][9]. - Product sales for Q4 2024 reached $66.4 million, a significant increase from $13.1 million in Q4 2023, representing a growth of 408%[20]. - Total revenues for the year ended December 31, 2024, were $183.0 million, compared to $17.4 million in 2023, marking a year-over-year increase of 949%[20]. - The net loss for Q4 2024 was $23.1 million, an improvement from a net loss of $41.9 million in Q4 2023, with a basic and diluted net loss per share of $(0.60) compared to $(1.31) in the prior year[8][9]. - The net loss for Q4 2024 was $23.1 million, a decrease from a net loss of $41.9 million in Q4 2023, indicating an improvement of 45%[20]. - The company reported a comprehensive loss of $23.3 million for Q4 2024, compared to a comprehensive loss of $41.9 million in Q4 2023[20]. Expenses - Research and development (R&D) expenses increased to $16.9 million in Q4 2024 from $13.3 million in Q4 2023, driven by higher milestone expenses and program spending[8]. - Research and development expenses for the year were $53.4 million, slightly up from $50.3 million in 2023[20]. - Selling, general and administrative (SG&A) expenses rose to $69.0 million in Q4 2024, up from $43.0 million in Q4 2023, primarily due to increased commercial and market research costs[8][9]. - Selling, general and administrative expenses surged to $237.3 million for the year, compared to $108.7 million in 2023, an increase of 118%[20]. - Operating expenses for Q4 2024 totaled $90.8 million, up from $57.5 million in Q4 2023, reflecting a 58% increase[20]. Market Adoption and Product Development - Over 58,500 bottles of XDEMVY were dispensed in Q4 2024, compared to approximately 15,700 bottles in Q4 2023, reflecting strong market adoption[3][8]. - The gross-to-net discount for XDEMVY was approximately 45% in Q4 2024 and the full year, with broad reimbursement coverage extending to over 90% of covered lives as of February 25, 2025[3][8]. - Tarsus plans to initiate a Phase 2 study for TP-04, an investigational treatment for Ocular Rosacea, in the second half of 2025 following positive FDA feedback[5][6]. - The company is on track for potential European regulatory approval of a preservative-free formulation of XDEMVY in 2027, with market development activities already initiated[5]. - The company activated a Direct-To-Consumer campaign in Q4 2024, with positive initial patient responses, and plans to expand this campaign into network television in 2025[5]. Leadership and Strategic Initiatives - Tarsus has expanded its executive team with the appointment of Elizabeth Yeu, M.D., as Chief Medical Officer, enhancing its leadership in eye care[5]. - The company anticipates continued investment in its business to establish itself as a leader in eye care, with a focus on expanding its product pipeline and market presence[17]. Assets and Cash Position - Cash and cash equivalents decreased to $94.8 million as of December 31, 2024, down from $224.9 million in 2023[22]. - Total assets increased to $377.0 million in 2024, compared to $265.5 million in 2023, representing a growth of 42%[22].

Core Insights - Tarsus Pharmaceuticals reported significant growth in net product sales for XDEMVY, achieving $66.4 million in the fourth quarter and $180.1 million for the full year 2024, marking a substantial increase from previous periods [1][3][5] - The company presented groundbreaking data indicating that XDEMVY is the first pharmacologic treatment to show functional improvements in Meibomian Gland Disease and symptoms in patients with Demodex blepharitis [1][3] - Tarsus is advancing its pipeline with TP-04 for Ocular Rosacea and TP-05 for Lyme disease prevention, indicating a commitment to addressing unmet needs in eye care and infectious disease [1][3][16] Financial Performance - For Q4 2024, Tarsus reported net product sales of $66.4 million, a significant increase from $13.1 million in Q4 2023, driven by the dispensing of over 58,500 bottles of XDEMVY [3][5][18] - Full-year 2024 net product sales reached $180.1 million, compared to $14.7 million in 2023, with more than 163,000 bottles dispensed [3][5][18] - The company recognized a gross-to-net discount of approximately 45% in both the fourth quarter and full year 2024 [3] Business Highlights - Tarsus established broad utilization of XDEMVY among over 15,000 Eye Care Professionals (ECPs) and expanded its sales force, contributing to increased prescription volumes [3][5] - A Direct-To-Consumer (DTC) campaign launched in Q4 2024 has shown positive initial patient responses, with plans to expand into network television in 2025 [3][5] - The company is on track for potential European regulatory approval of a preservative-free formulation of XDEMVY by 2027 [7] Research and Development - R&D expenses for Q4 2024 were $16.9 million, up from $13.3 million in the same period in 2023, primarily due to increased milestone expenses and program spending [5][15] - Tarsus plans to initiate a Phase 2 study for TP-04 in the second half of 2025, following positive FDA feedback [3][7] - The company is also advancing TP-05, an investigational oral tablet aimed at preventing Lyme disease transmission [3][16] Management and Leadership - Tarsus strengthened its leadership team with the appointment of Elizabeth Yeu, M.D., as Chief Medical Officer and Katherine H. Goodrich, M.D., to the Board of Directors, enhancing its expertise in eye care [7][16] - The company is focused on expanding its development and regulatory capabilities to support its growth in the eye care sector [7][16]

Company Overview - Tarsus Pharmaceuticals, Inc. focuses on revolutionizing treatment for patients, particularly in eye care, by applying proven science and new technology [2] - The company is advancing its pipeline to address diseases with high unmet needs across various therapeutic categories, including eye care and infectious disease prevention [2] Product Development - Tarsus has FDA approval for XDEMVY® (lotilaner ophthalmic solution, 0.25%) for the treatment of Demodex blepharitis [2] - The company is developing TP-04 for the potential treatment of Ocular Rosacea and TP-05 as an oral tablet for the potential prevention of Lyme disease [2] Upcoming Events - Tarsus Pharmaceuticals will host a live webcast on February 25, 2025, at 5:00 a.m. PT / 8:00 a.m. ET to report its fourth quarter and full-year 2024 financial results and provide a corporate update [1]

Summary of Tarsus Pharmaceuticals Conference Call Company Overview - **Company**: Tarsus Pharmaceuticals - **Product Launched**: XtEMVI for Demodex blepharitis launched in September 2023 - **Revenue**: Over $113 million for the nine months ended Q3 2023 - **Target Audience**: 15,000 doctors, with 13,000 writing prescriptions, and over 70% of those writing multiple scripts [3][4][5] Key Points and Arguments Product Performance - **XtEMVI Launch**: Initial skepticism about the disease state, but the product is positioned as a category-creating therapy [4] - **Market Potential**: Targeting a patient population of approximately 9 million for ocular rosacea, with no current competition [5][6] - **Lyme Disease Program**: Oral prophylactic treatment showing 98% efficacy in killing ticks before transmission of Lyme disease [6][7] Financial Guidance and Market Dynamics - **Seasonality Impact**: Anticipated growth tempered by seasonality, particularly in Q1 and Q3 due to insurance changes and summer vacations [10][11] - **Refill Expectations**: Currently not seeing significant refill impacts due to the recent launch; refills expected to increase as the product matures [10][12] - **Bottle Guidance**: Guidance for 50,000 to 55,000 bottles for Q4, with potential for higher actuals [14][18] Sales and Marketing Strategy - **Sales Force Expansion**: 50 new sales representatives hired to enhance market penetration [17][19] - **Direct-to-Consumer Campaign**: Early signs of patient engagement from DTC campaigns, but significant impact expected in 3-6 months [22][23] Market Opportunities - **MGD Patients**: Identifying an additional 1.5 to 2 million patients with Meibomian Gland Dysfunction (MGD) who may also have Demodex blepharitis [27][31] - **Ocular Rosacea**: New indication with an estimated 10 to 15 million patients, primarily caused by Demodex mites [58] Financial Position - **Cash Position**: Ended Q3 with $317 million in cash and a $100 million term loan available [61] Other Important Content - **Gross to Net Dynamics**: Anticipated gross to net discount of about 40% in Q3, expected to increase in Q4 and Q1 due to patient dynamics and insurance changes [39][41] - **Medicare Coverage**: Secured coverage from major Medicare payers, expected to provide a tailwind for growth [45] - **Clinical Trials for Ocular Rosacea**: Plans to initiate studies in the second half of 2025, focusing on the unique treatment needs of ocular rosacea patients [49][48] This summary encapsulates the key insights from the Tarsus Pharmaceuticals conference call, highlighting the company's strategic direction, market opportunities, and financial outlook.

Core Viewpoint - Tarsus Pharmaceuticals, Inc. (TARS) is experiencing a downtrend with a 9.1% decline over the past four weeks, but it is in oversold territory, suggesting a potential turnaround due to analysts' positive earnings outlook [1] Group 1: Technical Indicators - The Relative Strength Index (RSI) is a key technical indicator used to identify oversold stocks, with a reading below 30 indicating oversold conditions [2] - TARS has an RSI reading of 28.74, indicating that the heavy selling pressure may be exhausting itself, suggesting a possible trend reversal [5] Group 2: Fundamental Indicators - Analysts have raised earnings estimates for TARS by 10.2% over the last 30 days, indicating a strong consensus among sell-side analysts that could lead to price appreciation [6] - TARS holds a Zacks Rank 1 (Strong Buy), placing it in the top 5% of over 4,000 ranked stocks, further supporting the potential for a near-term turnaround [7]