Summary of Harrow (HROW) FY Conference - August 13, 2025 Company Overview - **Company**: Harrow (HROW) - **Industry**: Ophthalmology and Biopharmaceuticals Key Points and Arguments Acquisition and Product Development - Harrow acquired commercial rights to biosimilar drugs referencing Lucentis and Eylea from Sensome Bioethics, indicating a strategic focus on the retina market [3][4] - The company plans to launch these biosimilars in mid-2026, with expectations of significant clinical synergy with their existing anesthetic product, iHizo [6][7] - Harrow also acquired US commercial rights to Biclovy, a novel steroid for postoperative inflammation, which is differentiated by its robust clinical efficacy and safety profile [21][22][24] Market Position and Competitive Landscape - The biosimilar market for Lucentis and Eylea is competitive, with several existing products; however, Harrow's approach is described as bespoke and customer-oriented, leveraging existing relationships with retina clinics [9][10] - Harrow aims to capture market share in the wet AMD and DME markets, targeting both low-cost options and branded products, with each percentage point of market share representing over $80 million in revenue opportunity [12][13] Financial Outlook and Revenue Growth - The company does not anticipate significant revenue contributions from the new biosimilars in 2026 but expects more substantial contributions in 2027 and 2028 [15] - iHizo reported $18.3 million in revenue for Q2, showing a 25% sequential growth, with strong demand in the retina market [30][31] - The existing product portfolio, including Veevae, is experiencing rapid growth, with a current market share of 7.8% in the US dry eye market, aiming to become the number one prescribed cyclosporine [25][26][28] Regulatory and Market Access - The reimbursement landscape for biosimilars is favorable, with established product-specific Q codes for reimbursement [14] - Harrow emphasizes the importance of coverage, reporting low rejection rates for claims related to iHizo and Triassence, which enhances market access [36][38] Future Prospects and Strategic Goals - Harrow is focused on maintaining a stable presence in the market while exploring additional acquisitions to enhance its product portfolio [50][52] - The company is optimistic about the upcoming launch of MELT 300, expected in 2027, which targets sublingual sedation for cataract surgery [44][47] - Upcoming catalysts include the launch of BioViz and continued growth of existing products, with an investor and analyst day scheduled for September 26, 2025, to discuss these developments [56][57] Additional Important Content - The company is committed to patient-first initiatives, welcoming any new products that can benefit patients in the competitive anti-VEGF market [17][18][20] - Harrow's in-premise Rx business is described as stable and cash-generating, with plans to transition more products to FDA-approved status [39][41][43]

Financial Data and Key Metrics Changes - Total revenue for the second quarter was $63.7 million, a 30% increase year-over-year and a sequential increase of 33% from the previous quarter [13][14] - Adjusted EBITDA for the second quarter was $17 million, with net income of $5 million, highlighting the operating leverage built into the business [15][16] - The company aims for more than $280 million in revenue for 2025, needing approximately $169 million in the second half to meet this guidance [13][14] Business Line Data and Key Metrics Changes - VeeVai generated $18.6 million in revenue, a 13% decrease from the previous year, attributed to a normalization in average selling price (ASP) [16][17] - iHizo generated $18.3 million in revenue, a 251% increase from the previous year, driven by momentum from the retina pivot and expanded distribution [19][20] - Triassence achieved $5.2 million in revenue, a 447% increase from the previous year, with volumes accelerating and market share expanding [20][21] - ImprimisRx generated $21.5 million in revenue, a 7% increase from the previous year, performing as expected and on track to reach $80 million for the year [21] Market Data and Key Metrics Changes - VeeVai captured a 7.8% share of the national dry eye disease market, a 2.6% increase quarter-over-quarter [26] - iHizo's volume grew 33% quarter-over-quarter within the largest retina GPO, representing approximately 70% of the retina market [34] - Triassence achieved 84% coverage with only 8% of claims requiring prior authorization, indicating strong market penetration [36] Company Strategy and Development Direction - The company aims to deliver a quarterly revenue of $250 million by 2027, supported by a sophisticated infrastructure and a diverse portfolio of over 59 prescription products [8][9] - Recent strategic alliances, such as with Apollo Care, are expected to enhance distribution networks and improve ASP for VeeVai [18][19] - The company is preparing to launch Biclovy, a new FDA-approved steroid, in 2026, which is expected to capture significant market opportunities [32] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in meeting revenue guidance for 2025, citing strong momentum in key growth drivers and a stable cost basis [15][16] - The company anticipates meaningful revenue growth as early as the third quarter, driven by increased prescription volumes and a more stable ASP [24][25] - Management highlighted the importance of maintaining a strong supply chain and safety stock to support future growth [59][60] Other Important Information - The company has secured additional manufacturing capacity for 2025 to meet growing demand for VeeVai and other products [25] - The recent acquisition of Samsung's ophthalmic biosimilars portfolio is expected to enhance the company's competitive position in the market [38] Q&A Session Summary Question: Can you help us with any kind of business rule changes within VeeVai as you onboard Apollo Care? - Management indicated that minor tweaks to the algorithm are ongoing, and the ASP is expected to stabilize and potentially improve by the end of the year due to expanded network coverage [44][45][47] Question: Any thoughts on the contribution of the biosimilars to the model in 2026 and 2027? - Management expressed excitement about the Samsung portfolio and anticipates launching BioViz in 2026, expecting immediate demand due to the existing market [49][50][51] Question: How much of the growth in new prescriptions for VeeVai was driven by Clarity C switchers? - Approximately 7,000 units came from Clarity C during the period, and management is confident in the loyalty of these patients for refills [55][56] Question: What are the expectations for the Specialty Branded and Triassence segment? - Management expects to double revenue levels for ex-Tri Essence products by the end of the year and sees strong growth potential for Triassence in the ocular inflammation market [60][62] Question: How does ApolloCare differ from PHIL in terms of integration with existing plans? - ApolloCare offers extensive contracted plans, which helps capture more commercial covered prescriptions, enhancing ASP stability [78][80]