Financial Data and Key Metrics Changes - Q3 2025 was an all-time record revenue quarter for the company, with revenue reaching $11.5 million, up 22% year-over-year and 13% sequentially from Q2 [4][12] - Year-to-date revenue growth for the first nine months of 2025 was 39% compared to the same period last year [4] - Gross margins were 77.9%, slightly down from 78.2% in Q2 but up from 75.5% a year ago [5][13] - Net income for Q3 2025 was $10.3 million, compared to a net loss of $20.7 million for the same period in 2024, representing a $31 million increase [15] Business Line Data and Key Metrics Changes - The company sold 155 Ultimate Systems in Q3, an increase from 124 units sold in the same quarter last year [4] - Applicator revenue reached $6.8 million, up 26% year-over-year and 6% sequentially from Q2 [4] Market Data and Key Metrics Changes - The wound care market experienced uncertainty in Q3 due to changes in reimbursement policies, leading to a cautious approach from practitioners [8][9] - Despite the uncertainty, the company’s reimbursement for the 97610 code remains largely unchanged, potentially slightly increasing for 2026 [8] Company Strategy and Development Direction - The company is focused on driving sustainable, profitable growth and is optimistic about future opportunities as market concerns around reimbursement are alleviating [18] - The company is exploring a rental model for hospitals to navigate capital approval processes, which could enhance market penetration [55] Management's Comments on Operating Environment and Future Outlook - Management noted that the recent changes in reimbursement rules have created a more favorable environment for the company, leading to increased inbound interest from distributors and partners [10][66] - The company is engaged with a promising sales funnel and anticipates significant opportunities in the coming months [11] Other Important Information - The company received a $5 million payment for the exercise of IP licensing related to its intravascular shockwave patent portfolio [7] - The company refinanced its debt, reducing it from $27.5 million to $24 million, which has improved its financial footing [7] Q&A Session Summary Question: Is there inbound interest from resellers due to disruption in skin substitutes? - Yes, there is substantial inbound interest as resellers are looking to realign their offerings in light of significant changes in the market [21][22] Question: How does the company blend distributor channels with direct sales? - The company employs a deconflicting structure to ensure that direct sales and distributor efforts do not overlap [25] Question: What is the current rep headcount and future plans? - The rep headcount remains at 13, with plans to grow based on market conditions and internal assessments [30][34] Question: How does the company handle inventory management with distributors? - The company is cautious about inventory levels in the channel and aims to maintain healthy inventory turns [26] Question: What is the company's approach to international opportunities? - While there is interest in international distribution, the current focus remains on domestic opportunities due to the significant potential in the U.S. market [38] Question: How does the CMS fixed rate affect Ultramist's attractiveness? - The attractiveness of Ultramist has increased as physicians seek to maximize revenue while providing patient care [42] Question: What is the company's strategy regarding capital approval processes in hospitals? - The company is considering a rental model to facilitate easier access to its products in hospitals with strict capital budgets [55]

Financial Data and Key Metrics Changes - The company reported record quarterly revenue of $9.4 million for Q3 2024, representing an 89% increase year-over-year and a 31% sequential increase from Q2 2024 [5][11] - Gross margin improved to 75.5%, up from 71.5% in the same period last year, primarily due to a line transfer at a new contract manufacturer and positive pricing impacts [12] - Operating income for Q3 2024 was $2 million, an improvement of $2.5 million compared to the same period last year [12] - The net loss decreased to $20.7 million from $23.7 million year-over-year, attributed to a change in the fair value of derivative liabilities and increased operating income [13] Business Line Data and Key Metrics Changes - Consumables revenue, which constitutes approximately 58% of total revenue, grew 75% year-over-year and 14% sequentially [5] - Ultimate Systems sales saw a significant increase of 144% year-over-year and 74% sequentially, indicating strong demand and successful sales strategies [6] Market Data and Key Metrics Changes - The company is focusing on the U.S. market, where it has seen substantial growth, while international sales remain sluggish, primarily associated with the dermaPACE and profile product line [38] Company Strategy and Development Direction - The company aims to transition from a small to a medium-sized business by engaging with larger, more sophisticated customers, which presents both opportunities and challenges in revenue forecasting [8][10] - There is a focus on maintaining multiple sourcing for manufacturing to avoid single points of failure, with plans to enhance gross margins through new manufacturing processes [21][22] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the future, highlighting a strong customer pipeline and the potential for continued growth, particularly in the U.S. market [26] - The company is guiding for Q4 revenue between $9.7 million and $10.5 million, which would represent a 40% to 50% growth compared to the same quarter last year [15] Other Important Information - The company has successfully repaid certain debts and regained compliance with loan covenants, simplifying its capital structure [7] - A full-time employee has been hired to address material weaknesses in internal controls over reporting, indicating a commitment to improving operational integrity [40] Q&A Session Summary Question: Can you discuss the transition to new manufacturers? - The company has successfully transitioned to two new contract manufacturers for systems, achieving a production rate of 25 to 30 systems per week [20] Question: How many systems sold this quarter were from the new manufacturing? - Only a few systems were produced by the new manufacturers by the end of Q3, with a more significant impact expected in Q4 [22] Question: Can you provide details on the customer pipeline? - The current customer pipeline is the best seen, with larger and more sophisticated customers showing interest, although the sales process is more complex [26] Question: What is the outlook for operating expenses? - Operating expenses are expected to remain flat in Q4 compared to Q3, with modest growth anticipated in 2025 [33] Question: What is the status of the company's debt obligations? - The company has repaid a $1.3 million note and is no longer in default on its debt obligations [37] Question: What is the company's focus on international sales? - The company is primarily focused on the U.S. market due to its size and potential, with limited focus on international sales for the time being [38]