Tarsus Pharmaceuticals(US:TARS)2026-02-23 22:30Financial Data and Key Metrics Changes - In 2025, Tarsus Pharmaceuticals achieved over $450 million in full-year net sales, with Q4 net product sales at $151.7 million and a gross-to-net discount of 44% [3][20] - Total operating expenses for 2025 were $522.3 million, primarily due to commercial investments for the XDEMVY launch [20] - The company ended 2025 with approximately $418 million in cash, cash equivalents, and marketable securities, providing financial flexibility for growth [20] Business Line Data and Key Metrics Changes - XDEMVY, the FDA-approved therapeutic for Demodex blepharitis, has helped over 500,000 patients since its launch and is expected to reach blockbuster status with sales potential exceeding $2 billion [3][4] - The company plans to expand its pipeline with two clinical-stage programs: TP-04 for ocular rosacea and TP-05 for Lyme disease prevention, targeting one to two new programs per year [4][5] Market Data and Key Metrics Changes - The U.S. market for Demodex blepharitis is estimated to have 25 million affected individuals, with significant growth potential as awareness and treatment options expand [7][8] - Tarsus has achieved over 90% coverage across commercial Medicare and Medicaid, enhancing patient access [9] Company Strategy and Development Direction - Tarsus aims to create and lead new categories in eye care by identifying diseases with clear root causes and unmet needs, applying the successful development and commercial playbook established with XDEMVY [4][5] - The company is focused on disciplined growth, leveraging existing infrastructure while responsibly allocating capital to extend its long-term growth trajectory [5][6] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the continued growth of XDEMVY, citing strong fundamentals and a growing base of prescribers [7][34] - The company anticipates strong net product sales guidance for 2026 in the range of $670 million to $700 million, representing over 50% growth at the midpoint [21][22] Other Important Information - Tarsus is preparing for the Phase 2 trial of TP-04, expected to cost between $7 million and $10 million, and the Phase 2 trial of TP-05, estimated at $25 million to $30 million [25][72] - The company is also making progress with TP-03 for potential regulatory approval in Europe and Japan, with expectations for approval in China later this year [19] Q&A Session Summary Question: Can you provide more detail on expectations beyond Q1 for the $370 million-$400 million guidance? - Management indicated that Q1 is expected to be flat to slightly down due to typical seasonal dynamics, with a strong growth anticipated in Q2 [31][32] Question: What is driving the increased conviction for the $2 billion peak sales target? - The increase is attributed to the broadening prescriber base and deeper engagement with top-tier prescribers, alongside continued flawless execution in commercial efforts [40][41] Question: Can you elaborate on the DTC campaign and its ROI? - The DTC campaign has performed exceptionally well, achieving positive ROI earlier than expected, and management plans to maintain the $80 million spend while also investing in the sales force [45][46] Question: What are the expected costs for the ocular rosacea and Lyme disease studies? - The ocular rosacea study is expected to cost between $7 million and $10 million, while the Lyme disease study is projected to cost $25 million to $30 million [72]