Financial Data and Key Metrics Changes - The company reported net revenue for Q4 2024 of $126.7 million, a 27% increase year-over-year, exceeding previous guidance [14][16] - Gross profit for Q4 was $96 million, representing 75.5% of net revenue, up from 72.1% the previous year [14][15] - GAAP net income for Q4 was $7.7 million, compared to a net loss of $0.6 million last year, marking an increase of $8.3 million [15][16] - Adjusted EBITDA for Q4 was $18.2 million, or 14.4% of net revenue, compared to $7.5 million or 7.5% of net revenue last year [16] Business Line Data and Key Metrics Changes - Advanced Wound Care net revenue for Q4 was $119 million, up 27% year-over-year [14][16] - Net revenue from surgical and sports medicine products for Q4 was $8 million, an increase of 24% [14][16] - For the full year 2024, net revenue was $482 million, an 11% increase from $433.1 million in 2023, driven by a 12% increase in Advanced Wound Care products [16] Market Data and Key Metrics Changes - The company anticipates a challenging operating environment in the first half of 2025 due to delays in the implementation of LCDs, with expectations for improvement in the second half [8][20] - The final LCD ruling will affect 18 products, including key offerings like Aplograph and Dermagraft, while over 200 products will be classified as non-covered [9][10] Company Strategy and Development Direction - The company is focused on gathering clinical and real-world outcomes data to enhance its product portfolio and market penetration [10] - The RENEW program is a key strategic focus, with plans for a BLA submission by the end of 2025, targeting a large pain management market [12][14] - The company is advocating for a value-based payment methodology for skin substitute products to improve patient access and reduce Medicare expenditures [7][10] Management's Comments on Operating Environment and Future Outlook - Management noted that the delayed effective date for the final LCD ruling has created ambiguity and disruption in customer behavior, impacting demand [8][9] - The company expects significant improvement in business trends beginning in Q3 2025, following the implementation of the LCDs [20] - Management expressed confidence that the LCDs will be implemented as scheduled, despite potential for confusion in the market [36][38] Other Important Information - The company ended Q4 2024 with $136.2 million in cash and no outstanding debt, a significant improvement from $104.3 million in cash and $66.2 million in net debt obligations at the end of 2023 [17] - The company introduced financial guidance for 2025, expecting net revenue between $480 million and $535 million, with a focus on Advanced Wound Care products [18][19] Q&A Session Summary Question: Market competitiveness and customer behavior - Management indicated that there has not been a major change in the competitive environment, but customer buying behavior has shifted due to reimbursement dynamics [22][23] Question: Timeline for RENEW product submission - The company expects to file the BLA submission by the end of 2025 and anticipates FDA feedback in Q4 2026, with potential approval by late 2026 or early 2027 [25] Question: Sales force attrition and retention - Some attrition was noted, but it was not significant, and the company has successfully backfilled positions with good talent [29] Question: Progress on RCTs for non-covered products - The company expects to have an interim analysis for the PuraPly study in Q4 2025, with publication anticipated in Q1 2026 [30] Question: Assumptions regarding LCD implementation - Management believes the LCD will be implemented as planned, with no significant delays expected, despite potential for rescission [36][38]

Financial Data and Key Metrics Changes - The company reported net revenue for Q4 2024 of $126.7 million, a 27% increase year-over-year, exceeding previous guidance [15][19] - Gross profit for Q4 was $96 million, representing 75.5% of net revenue, up from 72.1% the previous year [15][16] - Operating income for Q4 was $10.2 million, compared to an operating loss of $1.3 million last year, marking an increase of $11.5 million [16] - GAAP net income for Q4 was $7.7 million, compared to a net loss of $0.6 million last year, an increase of $8.3 million [16] - Adjusted EBITDA for Q4 was $18.2 million, or 14.4% of net revenue, compared to $7.5 million or 7.5% of net revenue last year [17] Business Line Data and Key Metrics Changes - Advanced Wound Care net revenue for Q4 was $119 million, up 27% year-over-year [15] - Net revenue from surgical and sports medicine products for Q4 was $8 million, an increase of 24% [15] Market Data and Key Metrics Changes - The company anticipates a challenging operating environment in the first half of 2025 due to delays in the implementation of LCDs, with expectations for improvement in the second half [9][21] - The final LCD ruling will affect 18 products, including key offerings like Aplograph and Dermagraft, while over 200 products will be classified as non-covered [10] Company Strategy and Development Direction - The company is focused on gathering robust clinical and real-world outcomes data to enhance its product portfolio and market penetration [11] - The RENEW program is a key strategic focus, with plans for a BLA submission by the end of 2025, targeting a large pain management market [14][15] Management's Comments on Operating Environment and Future Outlook - Management noted that the stronger customer demand in Q4 was due to less disruption in the marketplace related to the delayed effective date for the final LCD ruling [6][9] - The company expects significant improvement in business trends beginning in Q3 2025, following the implementation of the LCDs [10][21] Other Important Information - The company had $136.2 million in cash and cash equivalents as of December 31, 2024, with no outstanding debt obligations [18] - Financial guidance for 2025 includes net revenue expectations between $480 million and $535 million, with a focus on Advanced Wound Care products [19][20] Q&A Session Summary Question: Market competitiveness and customer behavior - Management indicated that there is no major change in the competitive environment, but customer buying behavior has shifted due to reimbursement dynamics [23][24] Question: Timeline for RENEW product submission - The company expects to file the BLA submission at the end of 2025 and anticipates FDA feedback in Q4 2026, with potential approval by late 2026 or early 2027 [26][27] Question: Sales force attrition and retention - Some attrition was noted, but it was not significant, and the company has successfully backfilled positions [31] Question: Progress on RCTs for non-covered products - The PuraPly study is expected to have an interim analysis in Q4 2025, with publication anticipated in Q1 2026 [32] Question: Assumptions regarding LCD implementation - Management believes the LCD will be implemented as planned, despite potential for rescission if CMS is dissatisfied [38][40]