Tarsus Pharmaceuticals (TARS) 2025 Conference Transcript

Summary of Tarsus Pharmaceuticals Conference Call Company Overview - Tarsus Pharmaceuticals is a commercial stage company focused on the eye care space, having launched its product Xtembi in August 2023 [2][3] - Xtembi is an eye drop treatment for demodex blepharitis, showing significant efficacy with 85% of patients experiencing clinically meaningful improvement [4][3] Market Opportunity - Demodex blepharitis affects approximately 25 million Americans, with a specific target market of about 9 million patients currently in clinics [10][12] - The company has only treated a couple hundred thousand patients since launch, indicating substantial growth potential [12] Product Efficacy and Safety - Xtembi is easy to diagnose and has a simple treatment paradigm, contributing to its success [5][4] - The treatment is a six-week course, administered twice daily [33] Pipeline Developments - Tarsus plans to initiate a Phase II study for ocular rosacea, a condition affecting 15-18 million patients, with a significant unmet need [6][58] - The company is also exploring the use of the same active ingredient in Xtembi for Lyme disease, with promising Phase II data showing a 97% tick kill rate within 24 hours [7][64] Sales and Marketing Strategy - Tarsus has one of the largest eye care sales forces, with 150 representatives targeting both ophthalmologists and optometrists [44][45] - The company is focusing on physician education to increase awareness of demodex blepharitis and the importance of diagnosing it during eye exams [15][16] Financial Performance - Tarsus reported $78 million in revenue for Q1, with guidance for Q2 indicating 85,000 to 90,000 bottles dispensed [25][26] - The gross to net discount was approximately 47$70-80 million on DTC marketing, focusing on various media channels [38] - The effectiveness of the DTC campaign will be closely monitored to ensure a positive return on investment [39][41] Future Guidance - Tarsus is not providing annual revenue guidance yet but is optimistic about continued growth driven by its sales force and DTC efforts [50][51] - The company anticipates a 20% annualized retreatment rate for patients, indicating potential for recurring revenue [30][32] International Expansion - Tarsus is exploring opportunities in Europe and Japan, with potential NDA filings expected by 2027 [53][54] - The company is assessing pricing dynamics and regulatory requirements in these markets [54][55] Cash Position - As of Q1, Tarsus had approximately $48 million in cash, providing a healthy balance sheet to support ongoing operations and clinical studies [68]