Core Insights - Palmercare Chiropractic Fairfax has achieved a milestone year with record-breaking patient volume and enhanced community involvement under the leadership of Dr. Anna Choi [1][3][4] Group 1: Patient Growth and Community Engagement - The clinic served more patients than ever in 2025, driven by strong participation in local community events and wellness initiatives [3][4] - Outreach efforts have strengthened relationships with Fairfax-area residents, reinforcing the clinic's reputation as a welcoming, patient-centered chiropractic office [3][4] Group 2: Commitment to Clinical Excellence - Dr. Anna Choi emphasized creating a supportive environment for patients, which has contributed to the clinic's growth and the trust placed in it by the community [4][9] - The clinic focuses on providing comprehensive chiropractic care aimed at helping patients achieve and maintain health through spinal alignment and nervous system function [7] Group 3: Complementary Services and Professional Development - In addition to chiropractic care, the clinic offers services such as massage therapy, physiotherapy, acupuncture, and rehabilitation to support recovery and long-term wellness [8] - Dr. Choi has prioritized continuing education and professional development to ensure the team stays updated with evolving chiropractic techniques and best practices [9] Group 4: Broader Legacy of Care - Palmercare Chiropractic operates multiple locations and has a legacy of serving over 100,000 satisfied patients across the organization [10]

Financial Data and Key Metrics Changes - Revenue from continuing operations increased by 6% compared to Q3 2024, reaching $13.4 million [8][20] - Consolidated adjusted EBITDA grew by 36%, reflecting cost management efforts despite a 1.5% decline in system-wide sales and negative comp sales of 2% [8][18] - Unrestricted cash and cash equivalents stood at $29.7 million, up from $25.1 million at the end of the previous year [23] Business Line Data and Key Metrics Changes - System-wide sales decreased by 1.5% to $127 million, with comp sales down by 2% [18][20] - The company opened nine franchise clinics in Q3, bringing the total to 884 franchise clinics, which is 92% of the portfolio [19] - The break-even point for new clinics improved significantly due to enhanced pre-opening protocols [19] Market Data and Key Metrics Changes - The company is focusing on a national marketing campaign to drive new patient acquisition, shifting from local to national advertising [10][11] - The marketing strategy emphasizes pain relief, which is identified as the primary reason for seeking chiropractic care, with 80% of new patients citing aches and pains [10][12] Company Strategy and Development Direction - The company aims to become a pure-play franchisor by refranchising corporate clinics, with an initial agreement to sell 45 clinics in Southern California for $4.5 million [9][27] - A new pricing pilot for wellness plans is being tested to optimize revenue while maintaining affordability [16][28] - The company is enhancing patient experience through technology upgrades, including a mobile app that has seen 178,000 downloads [17][42] Management's Comments on Operating Environment and Future Outlook - Management acknowledged macroeconomic headwinds affecting the refranchising timeline but expressed confidence in progress [27] - The company revised its full-year 2025 guidance, expecting system-wide sales to range from $530-$534 million, down from previous guidance [24] - Management believes that 2026 will be more profitable than 2025 due to ongoing cost-saving initiatives and refranchising efforts [24][38] Other Important Information - The company was recognized in the Franchise Times Top 400 for the sixth consecutive year, ranking 139th [25] - The patient-facing mobile app is expected to enhance patient engagement and retention, although it is too early to measure its impact [42][43] Q&A Session Summary Question: Timeline for completing refranchising of corporate clinics - Management indicated that while exact timing is uncertain due to lender dynamics, they are confident in making progress [27] Question: Details on pricing plan pilot - The company is testing three different price increase levels for wellness plans to find the optimal balance for patients [28] Question: Steps to improve same-store sales - Management highlighted a shift in marketing focus to pain relief and reallocating funds from local to national marketing efforts [30] Question: Initiatives to improve break-even point for new clinics - The company has implemented robust pre-opening protocols to ensure new clinics achieve break-even faster [32] Question: Trends in comp growth and guidance for Q4 - Management noted that comps were slightly softer at the end of Q3 and that Q4 comparisons would be tougher due to last year's performance [34] Question: SG&A expense reductions and adjusted EBITDA guidance - Management is targeting significant reductions in SG&A expenses as part of the refranchising process [36][38] Question: Performance of clinics in Southern California - The clinics in Southern California are generally performing well, and the company is focused on finding strong operators for refranchising [40] Question: Insights on app utilization and engagement - While it's early to provide metrics, initial feedback on the app's patient experience has been very positive [42][43] Question: Timing for potential pricing increases - Management anticipates activating pricing changes in Q1 2026, pending insights from ongoing tests [45]

Financial Data and Key Metrics Changes - System wide sales increased to $129.6 million, up 2.6% compared to Q2 2024 [10] - Comp sales for clinics open for at least 13 months rose by 1.4% for the quarter [10] - Revenue from continuing operations grew by 5% to $13.3 million [23] - Consolidated adjusted EBITDA reached $3.2 million, a 52% increase compared to Q2 2024 [10][25] - Unrestricted cash and equivalents as of June 30, 2025, were $30 million [11] Business Line Data and Key Metrics Changes - The company refranchised 37 clinics, reducing corporate clinics from 13% to 8% of the portfolio [12] - The refranchising included the sale of 31 corporate clinics in Arizona and New Mexico for $11.1 million [12] - The company opened 7 franchise clinics and closed 6 during the quarter [22] Market Data and Key Metrics Changes - The company noted macroeconomic headwinds affecting new patient counts, impacting overall performance [14] - The focus on pain relief messaging is expected to attract more patients, as 80% of new patients cite pain as their reason for visiting [15][56] Company Strategy and Development Direction - The company aims to become a pure play franchisor and is pursuing "The Joint 2.0" strategy to enhance profitability and patient experience [9] - Initiatives include a shift in marketing focus from general wellness to pain relief, enhancing digital marketing, and optimizing pricing strategies [9][15] - The company plans to explore additional revenue streams and new markets in the future [28][80] Management's Comments on Operating Environment and Future Outlook - Management acknowledged softer sales trends and macroeconomic challenges but expressed confidence in addressing these through marketing and pricing strategies [27][39] - The company revised its 2025 guidance for system wide sales to a range of $530 million to $550 million, down from previous estimates [27] - Management emphasized the importance of brand awareness and targeted marketing to improve patient acquisition [15][56] Other Important Information - The company plans to continue its stock repurchase program, authorizing up to $5 million through June 2027 [26] - Two new directors were added to the board, enhancing governance and strategic oversight [30] Q&A Session Summary Question: Details on the lowered comp guide - Management noted recent trends showed softness mainly in new patient counts, despite improved conversion rates and consistent attrition [36][39] Question: Impact of pricing increases - Management confirmed ongoing dynamic revenue management strategies, including smaller, more frequent price increases to maintain affordability [43][73] Question: Breakdown of EBITDA guidance - Management typically does not split guidance between continuing and discontinued operations but noted ongoing efforts to manage G&A expenses [45][46] Question: Effect of recent clinic sales on back office expenses - Management indicated potential reductions in G&A expenses as clinics transition to franchise operations, with long-term savings expected [70][71] Question: Exploration of additional products and services - Management is committed to exploring incremental products and services related to pain management while maintaining operational simplicity [78][80]

Financial Data and Key Metrics Changes - System wide sales for Q1 2025 were $132.6 million, up 5% compared to Q1 2024, indicating resilience in the current economic environment [10] - Revenue from continuing operations increased by 7% to $13.1 million compared to $12.2 million in Q1 2024 [29] - Adjusted EBITDA from continuing operations was $46,000, a significant decrease from $425,000 in Q1 2024 [10][29] - Net loss from continuing operations was $506,000, compared to a loss of $399,000 in Q1 2024 [30] Business Line Data and Key Metrics Changes - Comp sales for all clinics open for at least 13 months were up 3% for Q1 2025 and increased to 4% in March 2025 [10][24] - Comp sales for mature clinics (open for at least 48 months) were down 2% [24][82] - The company refranchised two corporate clinics and opened five franchise clinics during Q1 2025, with a total of 969 clinics, of which 847 (87%) are franchise clinics [25][26] Market Data and Key Metrics Changes - The company expects system wide sales for 2025 to be between $550 million and $570 million, compared to $530.3 million in 2024 [32] - Comp sales for clinics open for 13 months or more are expected to be in the mid-single digits for 2025 [32] Company Strategy and Development Direction - The company aims to become a pure play franchisor, with 93% of corporate clinics under Letters of Intent (LOIs) for refranchising [12][51] - The strategy includes dynamic revenue management, strengthening digital marketing, and enhancing patient-facing technology [12][19][22] - The company is focusing on pain-centric messaging to attract new patients, as 74% of new patients cite pain as a reason for visiting [35][39] Management's Comments on Operating Environment and Future Outlook - Management acknowledges a dynamic consumer environment and is closely monitoring the situation while pushing ahead with the transition plan [11] - The company anticipates a transformative financial impact as clinics shift from company-owned to franchise clinics, leading to increased franchise royalties and fees [34] - Economic headwinds, inflation, and volatile consumer sentiment are expected to impact the beginning of 2025, but the company remains optimistic about future profitability [34] Other Important Information - The company has welcomed new executives to enhance legal strategy and operations, aiming to improve clinic quality and economics [41] - The Joint has been recognized as one of the fastest-growing franchises and ranked in the Franchise 500 [41] Q&A Session Summary Question: New patient ad metrics and retention trends - Management noted that new patient volumes have been affected by overall consumer sentiment, but retention rates remain stable [44][46] Question: Metrics on profitability and overhead reduction - Management is not ready to provide specific metrics but expects profitability to improve as G&A expenses are reduced [47][49] Question: Timeline for refranchising process completion - Management intends to exit 2025 as a pure play franchisor and hopes to accelerate the refranchising process [51] Question: Comp sales performance and dynamics - Management did not disclose April comp sales but confirmed a return to 4% in March [57] - Franchise clinic comp performance mirrors consolidated comp, with corporate clinic comp trailing slightly [59] Question: Dynamic pricing opportunities - Management is exploring various pricing models, with potential for double-digit impacts on system wide sales [61] Question: Selling and marketing expenses normalization - Management expects selling and marketing expenses to normalize by Q3 2025 after a dual agency transition [68] Question: Strategies for mature clinics to improve comp sales - Management is implementing operational strategies and marketing tactics aimed at strengthening existing clinics [83][85]

Financial Data and Key Metrics Changes - System wide sales increased to $530.3 million, up 9% in Q4 2024 compared to 8% in Q3 2024 [15] - Revenue for continuing operations increased 14% in Q4 2024, up from 10% in Q3 2024 [16] - Consolidated adjusted EBITDA was $3.3 million for Q4 2024 and $11.4 million for the full year 2024 [17][34] Business Line Data and Key Metrics Changes - System wide comp sales for all clinics opened for thirteen months were 6% in Q4 2024, up from 4% in Q3 2024 [15] - System wide comp sales for mature clinics opened for 48 months were modestly positive for Q4 2024, improving from negative 2% in Q3 2024 [15][26] - Revenue from franchise operations reached $14.4 million in Q4 2024, compared to $12.7 million in Q4 2023, reflecting a 14% increase [29] Market Data and Key Metrics Changes - The company served approximately 950,000 new patients in 2024, with 36% of them being new to chiropractic care [10][25] - The annual spending on chiropractic care is estimated at $20.6 billion, with out-of-pocket spending increasing from 37% to 42% [37] Company Strategy and Development Direction - The company aims to strengthen its position as a leading chiropractic care provider and become a pure play franchisor [9][12] - Plans include refranchising to reduce overhead and increase operating leverage, with a focus on dynamic revenue management and enhancing digital marketing [18][21] - The company is exploring new revenue streams, including B2B opportunities and additional clinical services [19][86] Management Comments on Operating Environment and Future Outlook - Management noted that consumer behavior is being affected by stubborn inflation and economic uncertainty, impacting patient demographics [47][48] - The company expects 2025 to be a transition year as it shifts from corporate-owned clinics to a franchise model, which will enhance profitability [35][90] - Management is focused on reducing G&A expenses to improve the bottom line significantly in the coming years [29][92] Other Important Information - The company opened 57 franchise clinics in 2024 and closed 18, resulting in a total of 967 clinics, with 87% being franchise clinics [27] - The company has received accolades, including being recognized as number 38 on the Fast and Serious 2025 list of the smartest growing franchises [44] Q&A Session Summary Question: Comments on potentially slower consumer behavior in Q1 metrics - Management acknowledged signs of consumer response to inflation and economic uncertainty, particularly affecting their target demographic [47][48] Question: Retention rates and trends - Retention rates remained stable, with strong conversion rates for new patients and slight upticks in attrition typical for January [51][53] Question: Status of refranchising efforts - The company has 125 corporate clinics, with the majority under LOI negotiations, aiming to complete refranchising in the first half of the year [55][80] Question: Trends in same store sales - Year-to-date trends are consistent with Q4 figures, with expectations for Q1 to align with previous trends [60][61] Question: Valuation of LOIs for refranchising - Management indicated that bidders are looking at a multiple of EBITDA for the corporate clinics, with ongoing negotiations [62][64] Question: Customer acquisition costs and revenue growth - Increased marketing spend is aimed at driving new patient acquisition, with a focus on optimizing customer acquisition costs [66][68] Question: Pricing strategy and legacy customer rates - The last wholesale price increase occurred in March 2022, with 80% of active members on standard rates and 20% on legacy rates [72][74] Question: Timing for new services and retail products - Exploration of new services and retail products is ongoing, with a focus on strengthening core operations before launching new initiatives [86]