Financial Data and Key Metrics Changes - Net product revenue for Q3 2025 was $150.5 million, up 31% year-over-year and up 49% sequentially, exceeding previous guidance [12][13] - Gross profit for Q3 was $114.2 million, or 76% of net product revenue, compared to 77% last year [13] - GAAP net income for Q3 was $21.6 million, compared to $12.3 million last year, an increase of $9.2 million [15] - Adjusted EBITDA for Q3 was $30.1 million, compared to $13.4 million last year [15] Business Line Data and Key Metrics Changes - Advanced wound care net product revenue for Q3 was $141.5 million, up 31% year-over-year [12] - Net product revenue from surgical and sports medicine products for Q3 was $9 million, up 25% [13] Market Data and Key Metrics Changes - The final Medicare physician fee schedule for 2026 was announced, which is expected to significantly impact the industry [4][5] - The new policy is anticipated to address rapid escalation in Medicare spending while ensuring consistent payment across care sites [5][10] Company Strategy and Development Direction - The company aims to leverage its strong brand equity and deep customer relationships to enhance market presence [10] - There is a commitment to work with CMS and other stakeholders to expand access to innovative technologies [5][10] - The company plans to advance its competitive position by focusing on clinical evidence and product efficacy [10][30] Management's Comments on Operating Environment and Future Outlook - Management noted that they are starting to see changes in clinician behavior regarding product utilization following the new fee schedule [23] - The company expects to regain market share lost in previous years and anticipates growth drivers in 2026 [30] - There is confidence in the potential approval of the Renew product based on combined efficacy data from trials [9][36] Other Important Information - The company amended its credit agreement to provide access to up to $75 million of future borrowings [16] - The updated revenue guidance for 2025 is between $500 million and $525 million, representing a year-over-year increase of 4% to 9% [17] Q&A Session Summary Question: How are conversations with the clinical community regarding physician behavior changes following the PFS? - Management indicated that changes in clinician behavior are starting to be observed, with contracts being processed for approved products [23] Question: What can the company do to generate awareness regarding products as volume opens up? - The company plans to leverage strong brand equity and focus on clinical efficacy to raise awareness [24] Question: How might the new rates impact margins for next year? - Management noted that while ASPs are expected to decline, the company is well-positioned with covered products that will be reimbursed at higher rates [30] Question: Are initial approval timelines for Renew still on the table? - Management believes there is still an opportunity to file for approval, with a potential two-month delay being reasonable [36]

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]