Financial Data and Key Metrics Changes - Revenue for the third quarter increased by 13.1% to $15,700,000 from $13,900,000 in the same period last year [5][15] - Operating income rose by 16.2% to $2,100,000, while net income increased by 26.7% to $1,900,000, equating to $0.21 per diluted share [6][18] - Gross profit increased to $12,200,000, representing 78% of net revenues, up from 74.8% in the previous year [16][17] Business Line Data and Key Metrics Changes - Revenue in the direct home care business grew by 14.8% to $14,100,000, driven by increased referrals and approvals [15] - Non-home care revenue remained consistent at $1,600,000, with home care distributor revenue growing by 32.8% to $696,000 [16] - Hospital revenue declined by 7.5% to $724,000, and other revenue decreased by 41.5% to $162,000 [16] Market Data and Key Metrics Changes - The company reported a healthy cash position of $15,200,000 and total shareholders' equity of $43,900,000 as of March 31, 2025 [18] - The annualized home care revenue per weighted average direct sales representative was $1,028,000, slightly above the target range of $900,000 to $1,000,000 [15][24] Company Strategy and Development Direction - The company is focused on the airway clearance space, aiming to be the most trusted solution for patients with bronchiectasis [6] - Initiatives include expanding the sales team and launching a Veterans Administration outreach program to raise awareness [7][9] - The "Triple Down on Bronchiectasis Campaign" aims to increase awareness of bronchiectasis and the benefits of SmartVest therapy [9][10] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in maintaining strong delivery performance and gross margins despite tariff concerns, as operations are primarily U.S.-based [14] - The reimbursement environment is currently viewed as stable, with efforts to enhance payer relations yielding positive results [25][26] Other Important Information - The company repurchased approximately $1,400,000 worth of stock in Q3, totaling $6,400,000 for the fiscal year to date [13][18] - A new CRM system is set to launch at the beginning of the next fiscal year, aimed at improving sales team efficiency [30][31] Q&A Session Summary Question: Comment on the environment and appetite for adding salespeople - Management is taking a deliberate approach to adding sales reps, ensuring existing reps are prepared and territories are managed effectively [20][21] Question: Suitability of the $900,000 to $1,000,000 revenue per rep target - The company has exceeded this target in two out of three quarters and aims to maintain or improve this figure [24] Question: Outlook on the reimbursement environment - The company has been insulated from volatility and is actively working to improve payer coverage [25][26] Question: Update on the new CRM system implementation - The CRM system is on track to launch at the beginning of the next fiscal year, with user training planned in advance [30][31] Question: Impact of the "Triple Down on Bronchiectasis" campaign - The campaign has generated over 27,000 views, contributing to increased awareness and revenue growth, although direct correlation to prescriptions is challenging [32][33]