Summary of DocGo FY Conference Call Company Overview - **Company**: DocGo (NasdaqCM:DCGO) - **Business Model**: A tech-driven provider of mobile health services, focusing on non-emergency medical transportation and various mobile health services including care gap closures, mobile phlebotomy, and remote patient monitoring, primarily for cardiac patients - **Operations**: Operates a fleet of approximately 900 vehicles and employs around 3,000 healthcare professionals, providing services across 50 states and the U.K. [5][6] Macro Environment and Regulatory Concerns - **Regulatory Shifts**: Ongoing discussions regarding Medicaid eligibility and administration could impact the care gap closure business if fewer individuals are covered [8][9] - **Demand Pressure**: A potential reduction in Medicaid coverage may increase demand for mobile health services as the existing healthcare system is already under pressure [9] - **AI Integration**: DocGo is leveraging AI to enhance efficiency in patient outreach and clinician operations [10] Business Segments and Growth Opportunities - **Revenue Segmentation**: Revenue is derived from two main segments: medical transportation (70% of revenue) and mobile health services, with the latter expected to grow rapidly [15][16] - **Care Gap Closure Business**: Currently working with six payers, with a cumulative assignment of 1.3 million lives. Revenue from this segment has quadrupled from 2024 to 2025, although it has lower margins compared to other mobile health services [18][19] - **Growth Focus**: The company is prioritizing investments in mobile health lines, particularly care gap closures and mobile phlebotomy, which are expected to yield higher margins in the future [19][20] Staffing and Operational Challenges - **Staffing Issues**: In 2025, DocGo had to outsource 26,000 transports due to staffing shortages, resulting in an estimated opportunity cost of $8-$9 million in revenue [40][41] - **Retention Strategies**: The company is focusing on improving recruitment and retention of EMTs and paramedics, which are critical to operations [42][49] - **Capacity Utilization**: The company aims to maintain a capacity utilization rate of 0.35 to 0.4 trips per 10-hour shift to optimize operations [45][48] Financial Guidance and M&A Strategy - **Revenue Guidance**: Projected revenue for 2026 is between $280 million and $300 million, reflecting organic growth without accounting for new contracts or M&A [54][55] - **M&A Opportunities**: DocGo is looking for tuck-in acquisitions to enhance mobile health capabilities and bolster operations in existing markets. The current market conditions present favorable opportunities for acquisitions [56][60] - **Balance Sheet Management**: The company has a solid balance sheet but is cautious about using equity for acquisitions. Recent cash collections from previous contracts are expected to support ongoing operations [61][62] Government Relations and Future Outlook - **Government Contracts**: The company is cautious about engaging in new government contracts due to working capital intensity but sees potential in population health programs under the new administration [63][66] - **Guidance Approach**: The company aims to provide conservative guidance to ensure that it can meet expectations without relying on uncertain factors [68][74] Conclusion DocGo is positioned to capitalize on growth opportunities in mobile health services while navigating regulatory challenges and operational hurdles. The focus on improving staffing, leveraging technology, and pursuing strategic acquisitions will be critical for achieving its financial targets in the coming years.

Financial Data and Key Metrics Changes - Total revenue for Q1 2025 was $96 million, down from $192.1 million in Q1 2024, primarily due to the decline in the government vertical, especially in migrant-related projects [20][21] - The company recorded a net loss of $11.1 million in Q1 2025 compared to a net income of $10.6 million in Q1 2024, reflecting the drop in revenues [21] - Adjusted EBITDA for Q1 2025 was a loss of $3.9 million, down from an adjusted EBITDA of $24.1 million in Q1 2024 [22] Business Line Data and Key Metrics Changes - Mobile health revenue for Q1 2025 was $45.2 million, down from $143.9 million in Q1 2024, driven by the anticipated wind down of migrant revenues [21] - Medical transportation services revenue increased to $50.8 million in Q1 2025 from $48.2 million in Q1 2024, supported by growth in several markets [21] - The medical transportation business is expected to have adjusted EBITDA of greater than $15 million in 2025, with a projected total of approximately 575,000 transports by the end of 2025 [11][19] Market Data and Key Metrics Changes - The company has seen substantial growth in its payer and provider vertical, exceeding 900,000 assigned lives, up from 700,000 just a quarter ago [12] - The number of care gap closure and transitional care management visits is projected to grow from over 4,400 in Q4 2024 to over 11,500 in Q4 2025, indicating a significant expansion [13] Company Strategy and Development Direction - The company has removed its government population health vertical from its 2025 guidance due to ongoing policy changes and budget cuts, leading to substantial uncertainty [7][9] - The focus is on building the company around innovative solutions for payers, providers, and health systems, particularly in mobile health and medical transportation [10] - Cost-cutting measures have been initiated, with SG&A reduced by approximately $3.1 million sequentially in Q1 2025, while still investing in growth areas [17][18] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the growth trajectory of the medical transportation and payer/provider verticals, despite the challenges in the government sector [10][19] - The company anticipates positive cash flow from operations and expects to exit the year with over $110 million in cash, despite projecting a consolidated adjusted EBITDA loss for the year [18][27] Other Important Information - The company has initiated a stock buyback program, repurchasing nearly 2 million shares for approximately $5.8 million in Q1 2025 [28] - The balance sheet remains healthy, with expectations for improved cash flow from operations as accounts receivable from migrant programs are collected [27] Q&A Session Summary Question: What is the expected government revenue for the remainder of the year? - Management clarified that government population health revenues have been removed from guidance, and any new deployments will be reported separately as upside [32][33] Question: How is the company balancing SG&A cuts with staffing for future government engagements? - Management is restructuring shared services for savings while reinvesting in growing parts of the business to ensure readiness for future growth [34][35] Question: What is the margin profile of the migrant-related revenue compared to core business? - The margins on the migrant program were about 34%, while the non-migrant mobile health segment had a gross margin of 35.9% in Q4 2024 [80] Question: Are there any risks from tariffs on medical equipment? - Management indicated that tariffs could impact the cost of maintaining the fleet and procuring new vehicles, but they are in a good position to manage these costs [81][82]