GoodRx FY Conference Summary Company Overview - **Company**: GoodRx (NasdaqGS:GDRX) - **Date of Conference**: January 13, 2026 - **Speakers**: CEO Wendy Barnes, CFO Chris McGinnis, and Lisa Gill from JPMorgan Key Industry Dynamics - **Health Benefits Landscape**: Significant changes are occurring, including reductions in ACA subsidies, changes to Medicaid coverage, and an increase in high-deductible plans, which are leading to higher uninsured and underinsured rates [4][5] - **Consumer Behavior**: The trend of underinsurance is pushing more consumers to utilize cash for prescriptions, with approximately 90% of GoodRx users having insurance but still facing high out-of-pocket costs for medications [6] Core Business Insights - **Drug Affordability**: The current administration's focus on drug affordability aligns with GoodRx's mission, although the effectiveness of policy changes remains uncertain [9][10] - **Retail Pharmacy Challenges**: Retail pharmacies are facing closures and margin pressures, prompting GoodRx to partner directly with retailers to enhance their profitability and efficiency [11][12] - **Script Recapture Strategy**: GoodRx aims to recapture scripts from closed pharmacies like Rite Aid, estimating a potential recovery of 20%-40% of those scripts over time [19][21] Subscription Services - **Condition-Based Offerings**: GoodRx launched subscription services for conditions like ED, hair loss, and weight loss in 2025, focusing on branded therapies and competitive pricing [22][25] - **Market Potential**: The company sees significant opportunities in condition subscriptions, particularly in areas where traditional insurance coverage is limited [27] Manufacturer Solutions - **Growth in Manufacturer Solutions**: This segment has grown over 40% year-over-year, driven by manufacturers rethinking their commercial strategies and seeking partnerships with GoodRx to reach consumers effectively [29][30] - **Regulatory Environment**: The favorable regulatory landscape is encouraging manufacturers to engage in direct-to-consumer strategies, enhancing GoodRx's appeal as a partner [32] New Strategic Partnership - **Partnership with Surescripts**: GoodRx announced a partnership with Surescripts to launch "Script Corner," a tool aimed at providing price transparency to patients at the point of prescription [42][43] - **Impact on Patient Care**: The initiative aims to reduce prescription abandonment by providing patients with upfront pricing information, thereby improving adherence to prescribed therapies [55][61] Financial Outlook - **EBITDA Margins**: GoodRx is focused on maintaining cost discipline and expanding EBITDA margins, with potential variability based on strategic investments in marketing and partnerships [38][39] - **Future Guidance**: Specific financial guidance for 2026 will be provided later, but the company is optimistic about its growth trajectory [26][70] Conclusion - **Investor Understanding**: GoodRx aims to clarify its revenue model, emphasizing the integration of manufacturer solutions with its Rx marketplace and the potential for partnerships at the employer level [69][70] - **Commitment to Transparency**: The company is dedicated to enhancing transparency in drug pricing and improving consumer access to affordable medications [58][62]

Financial Data and Key Metrics Changes - Total revenue for Q1 2025 was $203 million, reflecting a 3% increase year-over-year [25] - Prescription transaction revenue and manufacturer solutions revenue increased by 217% year-over-year [25] - Adjusted EBITDA for Q1 2025 was $69.8 million, an 11% increase year-over-year, with an adjusted EBITDA margin of 34.4% [25] Business Line Data and Key Metrics Changes - The prescription marketplace and manufacturer solutions offerings saw significant growth, with a focus on enhancing partnerships with pharmacies and pharmaceutical manufacturers [10][18] - The integrated savings program (ISP) is being evaluated for expansion into non-covered medications, indicating a strategic shift to enhance value [17] Market Data and Key Metrics Changes - Over 12 million consumers and 750,000 healthcare professionals (HCPs) utilized GoodRx in Q1 2025, demonstrating strong platform engagement [9] - The company noted ongoing uncertainty in the macroeconomic environment, including regulatory changes and consumer sentiment shifts, which could impact business [11] Company Strategy and Development Direction - The company is focused on high-impact initiatives to strengthen its position in the pharmacy ecosystem, including leadership changes and strategic partnerships [5][6] - GoodRx aims to enhance its e-commerce capabilities and integrate more deeply with pharmacy operations to improve consumer experience and pharmacy profitability [16][21] - The company is committed to investing in its brand and expanding its value proposition to consumers and HCPs [13][22] Management's Comments on Operating Environment and Future Outlook - Management acknowledged the challenges posed by the Rite Aid bankruptcy and emphasized the importance of maintaining relationships with pharmacy partners to ensure smooth transitions for consumers [11][12] - The company remains optimistic about its future growth opportunities, particularly in expanding its partnerships and enhancing its service offerings [20][22] Other Important Information - The company ended Q1 2025 with $301 million in cash and $91.7 million of unused capacity on its revolving line of credit, indicating strong liquidity [25] - A share repurchase program is in place, with approximately $189 million remaining under the $450 million authorization [25] Q&A Session Summary Question: What are the most important high-impact initiatives for the company? - Management highlighted closer partnerships with retail pharmacies and expanding brand partnerships as key initiatives to drive growth [36] Question: How has the company historically managed store closures and consumer retention? - Management indicated that they are actively working to ensure smooth transitions for consumers during pharmacy closures, emphasizing the strength of the GoodRx brand [42][45] Question: What is the impact of the shift to cost-plus pricing by larger PBMs on the company's legacy model? - Management stated that a significant portion of their business already operates on cost-plus pricing, and they remain indifferent to the reimbursement mechanism [54] Question: Is there still an opportunity with GLP medications? - Management confirmed that opportunities with GLP medications continue to exist, and they are in discussions with manufacturers to enhance consumer access [58] Question: How does the company view its exposure to Medicare beneficiaries? - Management noted that less than 30% of users are Medicare eligible, and the impact of changes in Medicare out-of-pocket costs is minimal [93][95] Question: What is the company's strategy regarding biosimilars? - Management expressed optimism about the uptake of biosimilars and their alignment with the company's affordability narrative [97]