Tandem Diabetes Care Conference Call Summary Company Overview - **Company**: Tandem Diabetes Care (NasdaqGM:TNDM) - **Date**: September 10, 2025 - **Speakers**: CEO John Sheridan, CFO Leigh Vosseller Key Points Industry and Market Dynamics - Tandem Diabetes Care is undergoing a transformation aimed at driving double-digit growth and profitability starting next year and beyond [2][5] - The company is focusing on a multi-channel access strategy, particularly expanding into the pharmacy channel, which offers lower out-of-pocket costs for patients and easier prescription processes for physicians [2][3] - The type 2 diabetes market presents a significant opportunity, potentially doubling the available market in the U.S. with approximately 2.3 million people requiring insulin-intensive treatment [12][13] Financial Performance and Strategy - Approximately 30% of U.S. lives are currently covered under pharmacy contracts, with expectations to increase coverage significantly in the next two to three years [7][11] - The company aims for a gross margin of 60% by the end of 2026, with a focus on improving profitability through increased supply sales and reduced manufacturing costs [28][22][25] - Recurring revenue from supply sales and renewals is becoming a larger part of the revenue base, providing predictability and driving growth [22][23] Product Pipeline and Innovations - Tandem has an exciting product pipeline, including the Tandem Mobi system and upcoming Tubeless Mobi system, which are designed to meet diverse patient needs [5][42][44] - The SteadySet infusion set, which allows for extended wear of up to seven days, has received FDA approval and is expected to enhance the customer experience [46] - Control-IQ technology continues to be a competitive advantage, with recent improvements aimed at simplifying user interaction and enhancing diabetes management [49][50] Competitive Landscape - The diabetes management market is becoming increasingly competitive, with new entrants expected to create turbulence. However, Tandem believes that competition drives innovation and benefits patients [17][20] - The company is prepared to leverage its superior algorithm and product offerings to capture market share, particularly in the underpenetrated type 2 diabetes segment [15][48] International Expansion - Tandem plans to expand its direct sales operations in certain international markets starting January 1, 2026, aiming to improve sales effectiveness and capture more market share [3][34][36] - The company operates in about 25 countries outside the U.S., with significant growth potential due to low penetration rates [39][41] Operational Improvements - The company is focused on enhancing operational efficiency through automation and improved sales processes, which are expected to contribute to margin improvements [26][30] - Recent expansions in the commercial team are aimed at increasing productivity and effectiveness in the sales organization [3][32] Conclusion - Tandem Diabetes Care is positioned for significant growth through strategic expansion into the pharmacy channel, innovative product offerings, and operational efficiencies. The company is optimistic about its future prospects in both the U.S. and international markets, particularly in the type 2 diabetes segment.