Summary of Harvard Bioscience Conference Call Company Overview - **Company**: Harvard Bioscience (NasdaqGM: HBIO) - **Date**: March 17, 2026 - **Speakers**: John Duke (CEO), Mark Frost (CFO) Key Points Company Strategy and Leadership - John Duke has over 10 years in the life science industry, previously CEO of a private equity-owned company before joining Harvard Bioscience in July 2025 [2] - The company has recently refinanced short-term debt, which was a significant focus [2] - Harvard Bioscience has a diverse product portfolio, with 54% of products being recurring, including consumables and software [3] Market Growth Areas - The organoid market is growing at a rate of 15%-20%, which is a key area of focus for the company [6] - The BTX product line in bioproduction is also highlighted as a growth area, with a cGMP product launch expected in the second half of the year [8] - The company aims to maintain leadership in its SoHo telemetry platform [6] Competitive Landscape - Competitors in the organoid space include Axion BioSystems, MaxWell Biosystems, and 3Brain, with Harvard's unique Mesh MEA system providing a competitive edge [9] - The organoid products have seen increased adoption in pharmaceutical companies, expanding beyond research institutes [10] Regulatory Environment - The FDA's promotion of cell-based research is seen as complementary to Harvard's business, with expectations that animal testing will remain relevant in the near term [11] - The company anticipates a gradual shift towards new methodologies over the next 10-20 years [12] Financial Performance and Guidance - In 2025, revenue distribution was 50% from academic institutions, 28% from pharma and biotech, and 22% from contract research organizations [15] - The company expects NIH funding to remain flat at 1% for the year, with new products projected to double their contribution to revenue from 5% to 10% [18] - Debt service costs are expected to decrease from $8 million to $5 million over the next two years, allowing for additional cash flow for investment [38] Product Development and Innovation - New products introduced include the Mesh MEA and Incub8 platform for organoid research, and new telemetry implants [21] - The company is consolidating manufacturing to improve efficiency and reduce costs, with expectations of significant gross margin improvements [53] Market Conditions and Future Outlook - The contract research marketplace is expected to remain flat to low single digits in growth for the year [31] - There are signs of recovery in the biotech market, particularly among large pharma and biotech companies [34] - The company is optimistic about growth potential, aiming for EBITDA margins to reach low 20% levels in the future [60] Distribution and Market Reach - Distribution is split 39% through distributors and 61% direct sales, with a focus on expanding the sales force [43] - The company is seeing recovery in the Chinese market after previous tariff impacts, with expectations for improved orders in Q2 [44] Non-Core Business and Margin Improvement - Harvard Bioscience has removed $8 million-$10 million in non-core revenue over the past five years, resulting in improved gross margins [47] - Current gross margins are reported at 58%-60%, with expectations to increase through new product introductions and cost reductions [49] Conclusion - Harvard Bioscience is positioned for growth with a focus on innovative products, strategic market expansion, and improved financial health through debt management and operational efficiencies [69]

Core Insights - 2025 was a pivotal year for the company, focusing on improving financial flexibility, reorganizing operations, and clarifying long-term strategic direction [1][3] - The company completed a comprehensive refinancing in December, extending debt maturity to 2021 and reducing annual debt service to $5 million, generating $3 million in annual cash savings [3][18] - The company reported fourth quarter revenue of $23.7 million, exceeding guidance, with a gross margin of 60% and adjusted EBITDA of $3.8 million, reflecting a 27% year-over-year growth [4][11] Financial Performance - Fourth quarter revenue was $23.7 million, slightly below the $24.6 million reported in Q4 2024, impacted by a 43-day government shutdown [10] - Gross margin improved to 59.7%, up 260 basis points from 57.1% in Q4 2024, marking the highest gross margin in the last seven quarters [11] - Full year revenue decreased to $86.6 million from $94.1 million, primarily due to tariffs and delayed NIH funding [12] - Adjusted EBITDA for the full year increased by 12.5% to $8.1 million, driven by cost reductions and improved expense management [13] Strategic Initiatives - The company is transitioning from a traditional life science tools provider to a leader in translational science, targeting the $10 billion translational science market [6] - Key priorities include leading the translational science bridge, accelerating high-margin innovation, expanding consumables and recurring revenue, and maintaining operational excellence [7][8] - The company aims to increase the proportion of recurring revenue, currently at approximately 55%, by focusing on higher-margin consumables and services [7] Outlook for 2026 - The company forecasts low single-digit revenue growth and high single-digit adjusted EBITDA growth for 2026, driven by higher-margin new product innovations [8][21] - Full year guidance for 2026 includes revenue growth of 2% to 4%, gross margin of 58% to 60%, and adjusted EBITDA growth of 6% to 10% [21] - The company expects to see a positive impact from NIH funding approvals towards the end of Q1 and into Q2 2026 [24][25] Market Position - The company is well-positioned to create long-term shareholder value with a technically deep global team, a refreshed board, and improved financial flexibility [9] - The Asia Pacific region showed a 10% year-over-year revenue increase in Q4, indicating a potential turnaround after previous challenges [29] - The company ended the year with the highest backlog in over two years, suggesting strong future demand [30]

Financial Data and Key Metrics Changes - Revenue for Q4 2025 was $23.7 million, above the midpoint of guidance but down from $24.6 million in Q4 2024 [12] - Gross margin improved to 59.77%, up 260 basis points from 57.1% in Q4 2024, marking the highest gross margin in seven quarters [12][13] - Adjusted EBITDA for Q4 increased by 27% year-over-year to $3.8 million [12][14] - Full year revenue decreased to $86.6 million from $94.1 million, primarily due to tariffs and delayed NIH funding [15] - Full year adjusted EBITDA increased by 12.5% to $8.1 million from $7.2 million in 2024 [15] Business Line Data and Key Metrics Changes - The company is transitioning to higher margin product lines, with approximately 55% of revenue now recurring [9] - Key products like BTX and Mesh MEA are expected to grow in double digits in 2026 [28] Market Data and Key Metrics Changes - Q4 revenues in the Americas were down 2% year-over-year, while Europe saw a 12% decline due to lower academic sales [16][17] - In China and the Asia Pacific, Q4 revenues increased by 10% year-over-year, driven by growth in preclinical distribution [17] Company Strategy and Development Direction - The company is evolving from a traditional life science tools provider to a leader in translational science, focusing on bridging in vivo and in vitro research [8] - Four strategic priorities include leading the translational science bridge, accelerating high margin innovation, expanding consumables and recurring revenue, and operational excellence [9] Management Comments on Operating Environment and Future Outlook - Management anticipates low single-digit revenue growth and high single-digit Adjusted EBITDA growth for 2026, driven by higher margin NPI growth [10] - The company is well-positioned to manage volatility due to its diversified geographic footprint and improved cost structure [10] Other Important Information - The company completed a comprehensive refinancing that extended debt maturity to 2029 and reduced annual debt service by $3 million [4][19] - The company ended the year with the highest backlog in over two years, indicating positive momentum [35] Q&A Session Summary Question: How quickly do you think NIH approval will improve the academic environment? - Management expects a positive impact towards the end of Q1 and into Q2 as grant submissions are approved [26][27] Question: What is the expected growth for key products like BTX and Mesh MEA in 2026? - Both products are expected to grow in double digits this year [28] Question: Can you provide insights on the Asia Pacific revenue and expectations for 2026? - Management sees improvement in Asia Pacific revenue and expects to return to a normal cadence, barring any new tariff issues [34] Question: How is the pharmaceutical biotech CRO side of the business performing? - The pharma and biotech segment is up year-to-date, and management expects this trend to continue [38]

Financial Data and Key Metrics Changes - Revenue for Q4 2025 was $23.7 million, above the midpoint of guidance but down from $24.6 million in Q4 2024 [12] - Gross margin was 59.77%, up 260 basis points from 57.1% in Q4 2024, marking the highest gross margin in the last seven quarters [12][13] - Adjusted EBITDA increased by 27% year-over-year to $3.8 million in Q4 2025 [14] - Full year revenue was $86.6 million, down from $94.1 million in 2024, primarily due to tariffs and delayed NIH funding [15] - Full year adjusted EBITDA increased by 12.5% to $8.1 million from $7.2 million in 2024 [16] Business Line Data and Key Metrics Changes - The company experienced a favorable mix shift towards higher margin product lines, contributing to improved financial results [7] - The new product innovation pipeline includes scalable platforms like SoHo Telemetry and BTX for bioproduction, expected to drive growth [9] - Approximately 55% of revenue is recurring, with a focus on higher margin consumables and services [9] Market Data and Key Metrics Changes - Q4 revenues in the Americas were down 2% year-over-year, driven by lower pharma and academic sales [16] - In Europe, Q4 revenues were down 12% year-over-year due to lower academic sales [17] - In China and the Asia Pacific, Q4 revenues were up 10% year-over-year, attributed to growth in preclinical distribution [17] Company Strategy and Development Direction - The company is evolving from a traditional life science tools provider to a leader in translational science, focusing on bridging in vivo and in vitro research [8] - Key strategic priorities include leading the translational science bridge, accelerating high margin innovation, expanding consumables and recurring revenue, and maintaining operational excellence [9][10] - The company aims for low single-digit revenue growth and high single-digit adjusted EBITDA growth in 2026, driven by higher margin NPI growth [10] Management's Comments on Operating Environment and Future Outlook - Management noted that the life science industry is undergoing a fundamental shift, with drug development remaining inefficient [7] - The company expects to see a positive impact from NIH funding approvals towards the end of Q1 and into Q2 [26][27] - The company is well-positioned to manage volatility due to its diversified geographic footprint and improved cost structure [10] Other Important Information - The company completed a comprehensive refinancing that extended debt maturity to 2029 and reduced annual debt service by $3 million [4][19] - The company has reinstated bonuses and merit-based compensation for employees in 2026 after being suspended in 2025 [21] Q&A Session Summary Question: How quickly do you think NIH approval will improve the academic environment? - Management expects a positive impact towards the end of Q1 and into Q2 as grant submissions are approved [26][27] Question: What is the expected growth for key products like BTX and Mesh MEA in 2026? - Both products are expected to grow in double digits this year [28] Question: What is the status of the company's backlog? - The company ended the year with the highest backlog in over two years and maintains a positive outlook on it [36] Question: How is the demand for products on the pharmaceutical drug development side? - The pharma and biotech market is showing growth, which is factored into the company's guidance for the year [38]

Financial Data and Key Metrics Changes - Revenue for Q4 2025 was $23.7 million, above the midpoint of guidance but down from $24.6 million in Q4 2024 [12] - Gross margin improved to 59.77%, up 260 basis points from 57.1% in Q4 2024, marking the highest gross margin in the last seven quarters [12][13] - Adjusted EBITDA for Q4 2025 was $3.8 million, reflecting a 27% year-over-year growth [6][13] - Full year revenue for 2025 was $86.6 million, down from $94.1 million in 2024, primarily due to tariffs and delayed NIH funding [14] - Full year adjusted EBITDA increased 12.5% to $8.1 million from $7.2 million in 2024 [15] Business Line Data and Key Metrics Changes - The Americas saw a 2% year-over-year decline in Q4 revenue, driven by lower pharma and academic sales [16] - European revenues decreased by 12% year-over-year in Q4, attributed to lower academic sales [17] - In China and the Asia Pacific, Q4 revenues increased by 10% year-over-year, supported by growth in preclinical distribution [17] Market Data and Key Metrics Changes - NIH revenue constitutes about 20% of U.S. revenue, with expectations for improvement in orders following recent approvals [27] - The company experienced a backlog at the highest level in over two years, indicating positive demand trends [36] Company Strategy and Development Direction - The company is transitioning from a traditional life science tools provider to a leader in translational science, focusing on bridging in vivo and in vitro research [8] - Key strategic priorities include leading the translational science bridge, accelerating high-margin innovation, expanding consumables and recurring revenue, and maintaining operational excellence [9][10] - The company aims for low single-digit revenue growth and high single-digit Adjusted EBITDA growth in 2026, driven by higher margin new product innovations [10][22] Management Comments on Operating Environment and Future Outlook - The life science industry is undergoing a fundamental shift, with drug development remaining inefficient [7] - The company is well-positioned to manage volatility due to its diversified geographic footprint and improved cost structure [10] - 2025 was characterized as a strategic reset, with 2026 expected to be a year of growth in both top and bottom lines [10][23] Other Important Information - The company completed a comprehensive refinancing that extended debt maturity to 2029 and reduced annual debt service by $3 million [4][19] - The company has reinstated bonuses and merit-based compensation for employees in 2026, which had been suspended in 2025 [21] Q&A Session Summary Question: How quickly do you think NIH approval will improve the academic environment? - Management expects to see a positive impact towards the end of Q1 and into Q2 following NIH approval [26][27] Question: What is the expected growth for key products like BTX and Mesh MEA in 2026? - Both products are expected to grow in double digits this year [28] Question: What are the expectations for the Asia Pacific revenue turnaround? - Management noted improvement in orders and expects a return to normal cadence in Asia, barring any new tariff issues [35] Question: How is the pharmaceutical biotech CRO side of the business performing? - The pharma and biotech segment is up year-to-date, and management expects this trend to continue [39]