Summary of Pulmonx (LUNG) FY Conference Call - August 12, 2025 Company Overview - **Company**: Pulmonx Corporation (LUNG) - **Industry**: Medical Technology, specifically focused on treatments for severe emphysema and COPD - **Market Size**: Total Addressable Market (TAM) is $12 billion, with $5 billion in the United States and $7 billion internationally [3][4] Core Points and Arguments - **Clinical Validation**: Pulmonx is recognized in the gold COPD guidelines as the standard of care for patients with severe emphysema, supported by four randomized controlled trials and over 150 published data pieces [5][6] - **Product Offering**: The Zephyr valves are a minimally invasive treatment option for emphysema, allowing trapped air to escape from hyperinflated lobes of the lungs, thus improving patients' breathing capacity [7][19] - **Patient Demographics**: There are approximately 3.8 million diagnosed emphysema patients in the U.S., with 1.5 million suffering from severe emphysema. Of these, 1.2 million have hyperinflation, and 500,000 are candidates for the Zephyr valve treatment [14][15] - **Revenue Model**: The average cost per procedure is estimated at $10,000, with an average selling price (ASP) of $2,500 per valve [15][16] Financial Performance - **Recent Growth**: The company reported a 22% revenue growth year-over-year, with Q2 revenue at $23.9 million, comprising $14.7 million from the U.S. and $9.1 million from outside the U.S. [33] - **Gross Margins**: Gross margins were reported at 72% for Q2, with guidance for the year set at 74% [34] - **Cash Position**: The company holds $84.2 million in cash, cash equivalents, and marketable securities [34] Strategic Initiatives - **Market Growth Strategy**: The company aims to grow through three main strategies: acquire, test, and treat. This includes direct-to-patient advertising, peer-to-peer education, and the introduction of the LungTrax Detect product to identify potential patients [20][22][25] - **Geographic Expansion**: Pulmonx is expanding into Japan and China, with ongoing studies and partnerships to enhance market presence [29] - **New Product Development**: The Aeroseal product is expected to launch in 2027, which will allow treatment for patients with collateral ventilation, potentially expanding the TAM significantly [30][31] Challenges and Delays - **U.S. Market Delays**: The company has faced delays in the implementation of initiatives, which has affected revenue guidance, now projected at $90 million to $92 million for the year, reflecting a growth of 7% to 10% [35] - **Patient Acquisition Cycle**: Patients identified through direct-to-patient advertising take longer to navigate the treatment funnel compared to those referred directly by pulmonologists [38][39] - **Operational Efficiency**: The company is implementing various operational efficiencies, including automation and zero-based budgeting, to manage costs amid changing revenue expectations [62][63] Additional Insights - **Sales Force Dynamics**: The U.S. sales force is experiencing some challenges, with a need for representatives who can engage deeply with the market rather than just opening accounts [57][58] - **Therapy Awareness Specialists**: The introduction of therapy awareness specialists has led to a 19% increase in patient identification in regions where they are deployed [49] This summary encapsulates the key points discussed during the Pulmonx FY Conference Call, highlighting the company's market position, financial performance, strategic initiatives, and challenges faced in the current business environment.

Financial Data and Key Metrics Changes - Total worldwide revenue for Q2 2025 was $23.9 million, a 15% increase from $20.8 million in the same period last year, and a 13% increase on a constant currency basis [25][26] - U.S. revenue reached $14.7 million, a 6% increase from $13.9 million in the prior year period, although below expectations due to challenging comparisons [26] - International revenue was a record $9.1 million, a 32% increase compared to $6.9 million in the same period last year, and a 27% increase on a constant currency basis [26][28] - Gross margin for Q2 2025 was 72%, down from 74% in the same period last year, primarily due to a shift in geographic revenue mix [28] - Net loss for Q2 2025 was $15.2 million, or a loss of $0.38 per share, compared to a net loss of $15.3 million, or a loss of $0.39 per share for the same period last year [30] Business Line Data and Key Metrics Changes - The U.S. business experienced slower growth in procedure volume, attributed to a decline in conventional scans and operational pressures at interventional pulmonology centers [7][10] - International business showed robust growth across all key regions, reinforcing the effectiveness of foundational investments made in education and market development [6][26] - The company opened 12 new screening centers and trained 26 new physicians in Q2, expanding capacity and patient access [16] Market Data and Key Metrics Changes - Lung cancer screening is rapidly scaling, nearly tripling since 2020, generating millions of CT scans annually, with an estimated 15% showing valve-eligible emphysema [18] - The company expects a return to typical seasonality in the second half of the year, with continued momentum in direct markets across Europe and Asia [33] Company Strategy and Development Direction - The company is revising its full-year 2025 revenue guidance to a range of $90 million to $92 million, reflecting a recalibration based on timing rather than a shift in strategic direction [10][31] - The strategy focuses on expanding the funnel, improving conversion, and accelerating adoption of the Zephyr valve therapy through direct-to-patient campaigns and enhanced clinician engagement [12][13] - The company is committed to building an ecosystem for long-term sustainable growth, investing in clinical training, and advancing its clinical programs [22][36] Management's Comments on Operating Environment and Future Outlook - Management views current operational challenges as future tailwinds, particularly the rise of lung cancer screening, which is expected to increase imaging volume and enable timely intervention [8][10] - The company remains confident in its long-term growth trajectory, citing positive signals across major initiatives and a commitment to transparency with stakeholders [23][24] Other Important Information - The company is closely monitoring the global trade environment and evolving tariff policies, but does not anticipate any material near-term impact on gross margin [33][34] - The company has a strong balance sheet and disciplined execution-focused operating plan, expecting cash burn to track at or below 2024 levels [36] Q&A Session Summary Question: Follow-up on revised guidance and expected contributions from Q3 and Q4 - Management indicated that international revenue growth is consistent with initial guidance, while U.S. growth is expected to be slower than originally anticipated due to the ramp-up of growth initiatives [41][42] Question: Clarification on StratEx scanning trends and operational distractions - Management explained that capacity constraints from lung cancer screening and biopsies have impacted StratEx procedures, but recent initiatives have led to record levels of scanning in June and July [50][52] Question: Understanding the guidance framing and competitive dynamics - Management emphasized that the guidance is conservatively framed, focusing on the timing of patient treatments and the need for hospital systems to expand capacity for treating underserved populations [62][68]

Summary of Pulmonx (LUNG) FY Conference Call - June 11, 2025 Company Overview - **Company**: Pulmonx (LUNG) - **Industry**: Medical Device, specifically focused on treatments for severe emphysema - **Market Size**: Total Addressable Market (TAM) is estimated at $12 billion, with 500,000 patients in the U.S. and 700,000 patients outside the U.S. suffering from severe emphysema [3][31] Core Points and Arguments - **Product Acceptance**: The Zephyr valves are broadly reimbursed globally, with established ICD-10 and CPT codes in the U.S. and similar coverage in Europe and Australia [3][28] - **Clinical Evidence**: Pulmonx has conducted over 40,000 treatments with strong clinical results supported by four randomized controlled trials and over 100 publications demonstrating the effectiveness of Zephyr valves [4][6][24] - **Patient Quality of Life**: Patients with severe emphysema experience a significantly worse quality of life than those with stage four lung cancer, highlighting the need for effective treatments [7][25] - **Minimally Invasive Procedure**: The Zephyr valve procedure is minimally invasive, performed via bronchoscopy without incisions, allowing for quicker recovery compared to surgical options [13][20] - **Pipeline Development**: The company is developing next-generation products, including AERISEAL, aimed at patients with collateral ventilation, which currently affects 20-25% of patients [5][52] Financial Performance - **Revenue Growth**: Last year, Pulmonx grew by 22%, with Q1 revenue at $22.5 million. U.S. revenue was $14.2 million, and OUS revenue was $8.3 million [66] - **Profit Margins**: The company reported a gross margin of 73%, with guidance for 74% margins this year [67] - **Cash Position**: Pulmonx has $88.7 million in cash and cash equivalents, with an approximate spend of $30 million [67] Market Opportunity and Strategy - **Patient Identification**: The company has identified a significant gap in treatment, with only 10,000 procedures performed last year compared to the estimated 500,000 eligible patients [35][36] - **Education Initiatives**: Pulmonx is focusing on educating community pulmonologists about the Zephyr valve procedure to increase referrals and treatment rates [38][39] - **Lung Health Screening**: The company is promoting lung health screenings to identify patients with emphysema, leveraging existing lung cancer screening programs [62][63] Reimbursement and Coverage - **Strong Reimbursement**: The procedure is covered under major chest procedures with a high percentage of patient volume coming from Medicare (73%) [29][30] - **Coding and Payment**: The company has established CPT and ICD-10 codes for the procedure, ensuring broad coverage and reimbursement [28][29] Global Expansion - **International Markets**: Pulmonx is expanding into China and Japan, with a distribution agreement in China and a post-approval study in Japan expected to roll out in 2026 [48][50] Additional Insights - **Patient Success Stories**: Many patients report significant improvements in their ability to perform daily activities post-treatment, with some able to walk two miles after previously being unable to walk to the bathroom [22][23] - **Technology Integration**: The company is utilizing AI and cloud-based solutions to streamline patient identification and treatment workflows [58][59] This summary encapsulates the key points from the Pulmonx FY Conference Call, highlighting the company's market position, clinical evidence, financial performance, and strategic initiatives.

Summary of Pulmonx (LUNG) Conference Call Company Overview - **Company**: Pulmonx Corporation (LUNG) - **Industry**: Medical Devices, specifically focused on pulmonary treatments Key Points and Arguments 1. **Patient Population**: There are approximately 1.2 million patients in the U.S. and 700,000 outside the U.S. suffering from severe emphysema, unable to exhale trapped air, leading to a significant market opportunity of $12 billion globally for Zephyr Valves [3][22]. 2. **Treatment Methodology**: The Zephyr Valves are a minimally invasive treatment option that allows trapped air to escape from hyperinflated lobes of the lung, improving patients' quality of life and lung function [4][15][16]. 3. **Clinical Evidence**: Pulmonx has conducted four randomized controlled trials and has over 100 published studies demonstrating the efficacy of their treatment, establishing it as the standard of care since 2020 [17][18]. 4. **Reimbursement Landscape**: The reimbursement for the procedure is strong, with over 95% of patients with commercial insurance receiving coverage, and Medicare also providing reimbursement [19][20]. 5. **Market Penetration**: Currently, less than 10,000 patients are treated annually, indicating a significant unmet need and potential for growth in patient acquisition [22]. 6. **Patient Acquisition Strategy**: The company is focusing on direct-to-patient advertising and peer-to-peer education to raise awareness among referring physicians and patients about treatment options [25][28]. 7. **New Product Launches**: Pulmonx is introducing new products like LungTrax Detect and AeroSeal, which aim to identify and treat more patients by addressing collateral ventilation issues [35][37]. 8. **Geographic Expansion**: The company has signed a distribution deal in China and is conducting a post-approval study in Japan, with plans to capture 100,000 patients in that market [32][33]. 9. **Financial Performance**: Pulmonx reported a 22% growth last year, with guidance for 16% to 18% growth this year, and a 20% increase in Q1 [41]. Additional Important Information - **Quality of Life Impact**: Patients with severe emphysema experience a quality of life worse than stage IV cancer patients, highlighting the critical need for effective treatments [6]. - **Patient Journey**: The treatment process involves a comprehensive workup, including pulmonary function tests and CT scans, to ensure patient eligibility for the procedure [9][10]. - **Emerging Technologies**: The introduction of AI-driven tools like LungTrax Detect is expected to enhance patient identification and streamline the treatment process [37][40]. This summary encapsulates the critical insights from the Pulmonx conference call, emphasizing the company's market potential, treatment efficacy, and strategic initiatives for growth.

Financial Data and Key Metrics Changes - Worldwide sales for Q1 2025 were $22.5 million, representing a 20% increase from $18.9 million in the same period last year, and a 21% increase on a constant currency basis [6][29] - U.S. revenue for Q1 was $14.2 million, an 11% increase from $12.9 million in the prior year [30] - International revenue for Q1 was $8.3 million, a 39% increase from $6 million during the same period last year, and a 43% increase on a constant currency basis [30] - Gross margin for Q1 was 73%, down from 75% in the prior year [31] - Net loss for Q1 was $14.4 million, or a loss of $0.36 per share, compared to a net loss of $13.7 million, or a loss of $0.36 per share for the same period last year [34] Business Line Data and Key Metrics Changes - The company is focused on an "acquire, test, and treat" strategy to enhance patient engagement and treatment for COPD [8][20] - The company hosted over 40 peer-to-peer events to educate providers about the selection criteria and benefits of Zephyr Valves [9] - The company added 10 new U.S. accounts in Q1, ending with 285 active accounts [16] Market Data and Key Metrics Changes - The company anticipates a $12 billion market opportunity for COPD treatment [8] - International revenue growth was particularly strong in China, driven by underlying demand and distributor stocking [30][60] - The company is exploring targeted approaches to increase severe emphysema screening in existing accounts [18] Company Strategy and Development Direction - The company aims to build a strong foundation for sustained growth through increased clinician and patient awareness [8] - The strategy includes hiring therapy awareness specialists to enhance community physician education [10] - The company is expanding its global footprint and seeking to broaden indications for its products to fuel long-term growth [16][19] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving revenue guidance of $96 million to $98 million for the full year 2025 [7][36] - The company is monitoring global trade policies and their potential impact on international revenue [38] - Management noted that U.S. growth has moderated but expects initiatives to drive acceleration in the second half of the year [21][26] Other Important Information - The company received notice from the U.S. Department of Justice that it formally declined to intervene in a civil investigative demand [27] - The company ended Q1 with $88.7 million in cash, cash equivalents, and marketable securities [35] Q&A Session Summary Question: Can you provide additional color on your guidance outlook? - Management reiterated the 2025 revenue guidance of $96 million to $98 million, indicating that the first half growth is expected to be driven by international business and the second half by U.S. business [43][44] Question: Where could upside to full year guidance come from? - Potential upside could come from the adoption of initiatives in the U.S., particularly related to therapy awareness and direct-to-patient programs [46][47] Question: What programs have been most impactful in the early days of the strategy? - Marketing and peer-to-peer education have been highlights, with positive responses from physicians attending events [54][55] Question: How have international partners responded to tariff commentary? - There has been little feedback from international partners, but strong demand in China has been noted [60][62] Question: How much of OUS sales is attributed to China? - The distributor likely bought a quarter's worth of inventory in Q1, with continued purchasing expected in Q2 [66] Question: How is the company balancing SG&A leverage with treatment center expansion? - The company is focused on operating leverage while investing in initiatives that drive future revenue [72] Question: Did U.S. revenues come in light due to weather dynamics or flu season? - Management indicated that the tough comparison from the prior year was a significant factor, rather than weather or flu season [78]

Financial Data and Key Metrics Changes - Worldwide sales for the first quarter of 2025 reached $22.5 million, representing a 20% increase year-over-year and a 21% increase on a constant currency basis [6][30] - U.S. revenue for the first quarter was $14.2 million, an 11% increase from $12.9 million in the prior year [31] - International revenue was $8.3 million, a 39% increase from $6 million during the same period last year, and a 43% increase on a constant currency basis [31][32] - Gross margin for the first quarter was 73%, down from 75% in the prior year [32] - Total operating expenses were $30.9 million, an 8% increase from $28.6 million in the first quarter of 2024 [33] - Net loss for the first quarter was $14.4 million, or a loss of $0.36 per share, compared to a net loss of $13.7 million for the same period last year [34] Business Line Data and Key Metrics Changes - The company is executing its "acquire, test, and treat" strategy, focusing on increasing clinician and patient awareness to drive growth in the COPD market [7][11] - The company hosted over 40 peer-to-peer events to educate providers about the selection criteria and benefits of Zephyr Valves [9] - The company added 10 new U.S. accounts, ending the quarter with 285 active accounts [16] Market Data and Key Metrics Changes - The company identified a $12 billion market opportunity for COPD treatment [7] - International revenue growth was particularly strong in China, driven by underlying demand and increased distributor stocking [31][32] - The company is exploring targeted approaches to increase severe emphysema screening in existing accounts [19] Company Strategy and Development Direction - The company aims to build a strong foundation for sustained growth by increasing patient engagement and clinician education [7][11] - The strategy includes expanding the global footprint and seeking to expand indications for Zephyr valves [17][20] - The company is focused on establishing comprehensive lung health programs in hospitals to improve patient care [13][14] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving the previously communicated revenue guidance of $96 million to $98 million for the full year 2025 [6][30] - The company anticipates that the second half of 2025 will see accelerated growth in the U.S. as patient engagement initiatives take effect [38][41] - Management noted that while U.S. growth has moderated, targeted initiatives are expected to set the foundation for future growth [22][27] Other Important Information - The company received notice from the U.S. Department of Justice that it formally declined to intervene in a civil investigative demand related to the False Claims Act [28] - The company ended the first quarter with $88.7 million in cash, cash equivalents, and marketable securities [36] Q&A Session Summary Question: Additional color on guidance outlook - Management reiterated the 2025 revenue guidance of $96 million to $98 million, citing the need to monitor the global macroeconomic environment [45][46] Question: Upside potential for full year guidance - Management indicated that upside could come from the adoption of initiatives in the U.S. and strong performance in international markets [48][50] Question: Impact of Acquire Test Treat strategy - Management highlighted the success of marketing and peer-to-peer education programs as impactful early initiatives [55][57] Question: International partners' response to tariffs - Management noted that there has been little change in ordering patterns from international partners, with most in a wait-and-see mode [61][64] Question: China sales metrics and future orders - Management indicated strong demand in China, with expectations for continued purchasing in Q2 [68][69] Question: Balancing SG&A leverage with expansion - Management emphasized a focus on operating leverage while investing in revenue-driving initiatives [74] Question: U.S. revenue performance and future expectations - Management attributed lower U.S. revenue growth to tough comparisons and expressed optimism about future initiatives [80][81]