Financial Data and Key Metrics Changes - Full-year adjusted EBITDA grew by 6% to $199 million, despite a challenging macro environment and raw material inflation [5][15] - Reported net income for Q4 2025 was $5 million, up 49% year-over-year, primarily due to asset sales [9] - Consolidated adjusted EBITDA for Q4 2025 was $33.8 million, a 3% decrease from the prior year [10] - Free cash flow for 2025 was positive at $25.4 million, compared to -$0.2 million in the prior year [10][14] Business Line Data and Key Metrics Changes - Surfactants segment net sales increased to $402 million from $379 million, but organic volume declined by 3% due to weaker demand [12] - Polymers segment net sales rose to $132 million, with an 11% volume increase driven by North America and Asia [13] - Specialty Products saw modest year-over-year results due to order timing fluctuations, although medium-chain triglycerides delivered double-digit volume growth [13] Market Data and Key Metrics Changes - Global organic sales volume increased by 2% for the full year, driven by strong growth in crop productivity and oil field sectors [16] - Demand in global consumer commodity surfactants softened, impacting overall performance [5][16] Company Strategy and Development Direction - The company is focused on four strategic pillars: customer-centric innovation, diversification into higher value-end markets, operational excellence, and improving financial position through cash flow generation [17][18] - Project Catalyst aims to optimize the asset base and is expected to deliver around $100 million in pre-tax savings over the next two years [19][20] Management's Comments on Operating Environment and Future Outlook - Management acknowledged the challenges posed by raw material inflation and tariffs but expressed confidence in the company's ability to deliver adjusted EBITDA growth and positive free cash flow in 2026 [22] - The company expects demand recovery in the second half of 2026, aided by anticipated interest rate cuts [40] Other Important Information - The company successfully commissioned its Pasadena sulfonation facility and divested two manufacturing plants to optimize its global footprint [4][8] - The dividend was increased for the 58th consecutive year, reflecting confidence in cash flow strength [6][7] Q&A Session Summary Question: Capacity utilization in surfactants business - Management indicated that consolidation aims to optimize cost structure and improve utilization rates, with no current losses from the sites being closed [26][28] Question: Timing of $100 million savings from Project Catalyst - Management confirmed that $60 million of the savings is expected in 2026, but inflation may offset some of these savings [29][31] Question: Impact of oleochemicals on margins - Management noted that the impact of oleochemicals worsened in Q4 but expects improvements in H2 2026 as prices stabilize [32][35] Question: Earnings growth expectations for 2026 - Management anticipates EBITDA growth in 2026, with H2 expected to perform better than H1 due to various factors including demand recovery and cost savings [38][40] Question: Demand loss due to weather - Management clarified that the majority of the $6 million demand loss in Q1 was from surfactants, with agriculture continuing to grow positively [51][52] Question: CapEx guidance for 2026 - Management indicated that the CapEx range of $105 million-$115 million reflects a new base level for sustaining CapEx, with some growth-oriented projects included [63][65] Question: Consumer behavior in personal care products - Management acknowledged that consumers are trading down in personal care, but emphasized a focus on Tier 2 and Tier 3 markets to adapt to changing demand [66][68] Question: Impact of tariffs on competitiveness - Management stated that while tariffs have had some impact, the company is well-positioned with a strong supply chain to mitigate these effects [70][71]

Financial Data and Key Metrics Changes - Full-year adjusted EBITDA grew by 6% to $199 million, despite a challenging macro environment and raw material inflation [5][14] - Reported net income for Q4 2025 was $5 million, up 49% year-over-year, primarily due to asset sales [9] - Consolidated adjusted EBITDA for Q4 2025 was $33.8 million, a 3% decrease from the prior year [10] - Free cash flow for 2025 was positive at $25 million, compared to a negative $0.2 million in the prior year [10][14] - The leverage ratio improved from 2.8 to 2.5 times at the end of the year [5][14] Business Line Data and Key Metrics Changes - Surfactants net sales increased to $402 million from $379 million, but organic volume declined by 3% due to weaker demand [12] - Polymers net sales rose to $132 million, with an 11% volume increase driven by North America and Asia [13] - Specialty Products saw modest year-over-year results, primarily due to order timing fluctuations [13] Market Data and Key Metrics Changes - Organic volume for the full year increased by 2%, driven by growth in crop productivity and oil field sectors [15] - Demand in global consumer commodity surfactants softened, impacting overall performance [5][15] Company Strategy and Development Direction - The company is focused on four strategic pillars: customer-centric innovation, diversification into higher value-end markets, operational excellence, and improving financial position through cash flow generation [17][18] - Project Catalyst aims to deliver around $100 million in pre-tax savings over the next two years, with a focus on optimizing the asset base and enhancing competitiveness [19][20] Management's Comments on Operating Environment and Future Outlook - Management acknowledged the challenging macro environment, including raw material inflation and tariff impacts, but expressed confidence in the company's ability to deliver earnings resilience [5][6] - The outlook for 2026 includes expectations for EBITDA growth, with improvements anticipated in the second half of the year due to various factors including demand recovery and cost savings from Project Catalyst [41][42] Other Important Information - The company paid $8.9 million in dividends during Q4 2025, marking a 2.6% increase from the previous year [6] - The company successfully commissioned its Pasadena sulfonation facility and optimized its asset footprint through targeted divestitures [5][7] Q&A Session Summary Question: What is the current capacity utilization in the surfactants business? - Management indicated that consolidation aims to optimize cost structure and improve utilization rates at more modern sites, with no current losses from the facilities being closed [28][29] Question: How will the $100 million savings from Project Catalyst be affected by inflation? - Management acknowledged that while $60 million in savings is expected in 2026, inflation will impact net savings, particularly in fixed costs [30][32] Question: What is the impact of oleochemicals on margins? - The impact of oleochemicals worsened in Q4 2025, but prices are expected to improve in 2026, leading to margin recovery [33][36] Question: What is the expected cadence of earnings growth in 2026? - Management expects EBITDA growth in 2026, with significant improvements anticipated in the second half due to various factors including demand recovery and cost savings [41][44] Question: How will Project Catalyst affect Tier 2 and Tier 3 customers? - Management stated that Project Catalyst will facilitate growth for Tier 2 and Tier 3 customers by creating a more agile and productive organization [50][51] Question: What is the status of demand loss due to weather in Q1? - The majority of the $6 million demand loss was attributed to surfactants, with Polymers experiencing delays but not significant losses [52][54] Question: How are inventory levels being managed? - Management emphasized a focus on free cash flow and maintaining optimal inventory levels, with a normal lag expected in Q4 [56][58] Question: What is the impact of tariffs on competitiveness? - Management noted that tariffs are an evolving issue, but the company has a strong supply chain and production capabilities close to customers, which provides a competitive advantage [70][71]

Financial Performance and Key Metrics - Total revenues in Q4 2025 increased by 7.1%, with mobile service revenue growing by 7% and fixed services by 5.4% [6][7] - EBITDA grew by 8.1% year-over-year, with a margin of 42.9%, while excluding concession migration effects, EBITDA advanced by 17.7% [6][20] - Net income for 2025 reached BRL 7.2 billion, reflecting a double-digit growth, and free cash flow increased by 11.4% to BRL 9.2 billion [6][23] - The company paid out BRL 6.4 billion to shareholders in 2025, achieving a payout ratio of 103.4% [7][24] Business Line Performance - The postpaid mobile segment saw a 6.5% year-over-year increase, reaching 70.8 million customers, representing 69% of the mobile base [5][10] - Fiber connections reached 7.8 million, with a footprint extending to 31 million homes, and FTTH accesses grew by 12% year-over-year [11][12] - New businesses generated a 27% revenue increase, now accounting for 12.1% of total revenues, with significant contributions from B2C and B2B solutions [9][14] Market Performance - The mobile customer base reached 103 million, with a 0.7% year-over-year increase, and 5G customers grew to 23.1 million, improving the take-up ratio to 27.8% [10][11] - B2B revenues amounted to BRL 13.5 billion, up 13.7% year-over-year, with digital B2B growing by 29.5% [14][15] - The fiber market share increased from 18.8% to 19.3% year-over-year, with a net addition of 834,000 customers [77] Company Strategy and Industry Competition - The company focuses on convergence, with 62.7% of FTTH customers being convergent, and aims to drive more customers to the Vivo Total offering [86][89] - The competitive environment in the fiber market remains fragmented, with potential for consolidation to improve sustainability [78][79] - The company is committed to maintaining a disciplined capital allocation strategy while exploring opportunities for M&A to strengthen its fiber footprint [93][96] Management Commentary on Operating Environment and Future Outlook - Management expressed optimism about future net income growth, driven by stable EBITDA growth and reduced depreciation starting in mid-2026 [30][31] - The company is leveraging AI to enhance operational efficiency and customer engagement, with expectations for significant cost savings [90][91] - The management remains focused on optimizing CapEx and improving the ratio of CapEx to revenues while continuing to invest in infrastructure [36][37] Other Important Information - The company achieved recognition for its sustainability efforts, ranking among the top companies in various global assessments [16][17] - The board approved a new share buyback program of up to BRL 1 billion, to be executed until February 2027 [25] Q&A Session Summary Question: Distribution strategy for 2026 - Management discussed the mix between buybacks, interest on capital, and capital reduction, emphasizing a commitment to distribute at least 100% of net income [27][28] Question: CapEx outlook for 2026 - Management highlighted ongoing CapEx optimization efforts and the importance of maintaining a balance between infrastructure investment and revenue growth [35][36] Question: Competitive environment in mobile - Management noted a stable mobile market share and emphasized the importance of retaining customers and growing ARPU without engaging in price wars [94][95] Question: Lease expenses reduction - Management explained the reduction in lease expenses due to ongoing renegotiations and expressed optimism about future trends [50][54] Question: Growth in B2B segment - Management confirmed strong growth in B2B revenues and highlighted the importance of digital services in driving future growth [68][69]

Financial Data and Key Metrics Changes - Full year 2025 revenue grew 24% to $29.5 million, with Q4 revenue at $7.4 million, up 12% year-over-year [10][24] - Gross booking value (GBV) reached $357 million in Q4, up 27% year-over-year, indicating strong transaction growth [12] - Non-IFRS gross margin for Q4 was 72.7%, down from 74.3% in Q4 2024, while full year gross margin improved to 73.7%, up 130 basis points compared to 2024 [25] Business Line Data and Key Metrics Changes - Platform revenue for the full year grew 18%, while solutions revenue increased by 27% from 2024 [24] - Q4 saw 445,000 bookings, marking a 27% increase year-over-year, with a record active carrier network of 77 carriers [11][12] - Solutions growth was softer than anticipated, with enterprise sales cycles lengthening due to budget constraints [15] Market Data and Key Metrics Changes - The company maintained a record of 445,000 bookings in Q4, reflecting strong market demand despite a volatile global trade environment [11] - The integration of new carriers and increased utilization of existing carriers contributed to transaction growth [12] Company Strategy and Development Direction - The company is prioritizing profitability and disciplined growth, aiming for break-even by the end of 2026 [4][8] - A solutions-first strategy is being adopted, focusing on enhancing product offerings and deepening customer relationships [19][20] - The company plans to expand into ocean freight and tendering, which are expected to drive significant long-term growth [21][22] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving adjusted EBITDA break-even by Q4 2026, emphasizing cost discipline and operational efficiency [27] - The board believes there is a significant long-term opportunity to digitalize and modernize global freight, with a focus on governance and leadership transitions [5][6] Other Important Information - The company closed the quarter with $27.9 million in cash and short-term bank deposits, slightly better than expectations [26] - The transition from a founder-led to a professional CEO-led organization is progressing, with a new CEO expected to be appointed before the next earnings release [7] Q&A Session Questions and Answers Question: Has there been a fundamental change in the go-to-market strategy? - The go-to-market change is not drastic but focuses on a customer-led approach, prioritizing projects with better returns [32] Question: Any operational changes to pursue a more selective strategy? - The focus will be on higher-value targets and improving overall execution in the go-to-market strategy [33] Question: What is driving the gap between transaction growth and revenue guidance? - The gap is due to the solutions revenue being affected by market volatility and longer sales cycles, while transactions represent only one-third of total revenue [53] Question: Are you still confident in achieving EBITDA breakeven in 2026? - The company remains focused on cost discipline and operational efficiency to achieve adjusted EBITDA breakeven by Q4 2026 [51] Question: Can you elaborate on the decision of a board member stepping down? - The decision was not planned and was made by the individual, but the board remains strong and aligned on the company's strategy [55]

Financial Data and Key Metrics Changes - In Q4 2025, total revenues reached $121 million, a 27% increase year-over-year, with full-year revenues at $428 million, driven by 54% growth in exome and genome revenues [5][17] - Exome and genome revenues specifically were $104 million in Q4, marking a 32% year-over-year increase, and an organic growth rate of 42% when excluding a one-time payor recovery from the previous year [17][19] - Adjusted net income for Q4 was $4.4 million, with a full-year adjusted net income of $4.8 million, indicating strong leverage in the business model [19] Business Line Data and Key Metrics Changes - The company reported 27,761 exome and genome test results in Q4, showing a consistent acceleration in growth throughout the year, from 24% in Q1 to 34% by Q4 [17][18] - The average reimbursement rate for exome and genome tests was approximately $3,750 in Q4, reflecting a long-term upward trend from $2,500 in 2023 to $3,750 in 2025 [18][19] Market Data and Key Metrics Changes - The company is expanding into new markets, including general pediatrics, NICU, and prenatal diagnostics, with significant potential for growth as clinician adoption remains low in these areas [11][15] - The NICU market is expected to grow significantly, with a target of over 200,000 tests annually, although current utilization remains in the single digits [22][80] Company Strategy and Development Direction - GeneDx aims to solidify its leadership in rare disease diagnostics by leveraging its extensive dataset, GeneDx Infinity, which includes over 2.5 million rare genetic tests [8][9] - The company plans to triple its sales force in 2026 to capture growth opportunities across various markets, including pediatricians and NICU [10][12] - The introduction of a one-minute ordering experience is expected to enhance clinician engagement and drive volume growth [13][66] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's growth trajectory, reaffirming guidance for total revenues in the range of $540 million to $555 million for 2026, with exome and genome volume growth of 33%-35% [24][25] - The company is focused on deliberate investments to accelerate growth, including enhancing customer experience and ramping up R&D efforts [23][24] Other Important Information - The company has received FDA Breakthrough Device Designation, positioning it as a leader in comprehensive genomic solutions [6] - Management highlighted the importance of accuracy and speed in diagnostics, with turnaround times for tests significantly lower than competitors [60][61] Q&A Session Summary Question: Guidance assumptions regarding foundational tests - Management noted that the guidance reflects confidence in reversing recent trends, driven by increased clinician activation and conversion from single gene tests to exome and genome [32][33] Question: Quarterly cadence for volumes and margins - Management indicated that Q1 is typically the lowest point for volume and reimbursement rates, with expectations for a gradual ramp-up throughout the year [35][36] Question: Pricing outlook and reimbursement rates - Management stated that there is currently no pricing baked in for Medi-Cal and emphasized a conservative approach to new outpatient markets regarding reimbursement rates [75][76] Question: Growth drivers and contributions from new markets - NICU is expected to be the primary growth driver, with prenatal diagnostics also showing potential for ramp-up later in the year [80][81]

Financial Data and Key Metrics Changes - Full year 2025 revenue grew 24% to $29.5 million, with Q4 revenue at $7.4 million, up 12% year-over-year [10][24] - Gross booking value reached $357 million in Q4, up 27% year-over-year [12] - Non-IFRS gross margin for Q4 was 72.7%, down from 74.3% in Q4 2024, while full year gross margin was 73.7%, up 130 basis points compared to 2024 [25] Business Line Data and Key Metrics Changes - Platform revenue grew 18% for the full year, while solutions revenue was up 27% from 2024 [24] - Q4 saw 445,000 bookings, marking a 27% increase year-over-year, with a record active carrier network of 77 carriers [11][12] - Solutions growth was softer than anticipated, indicating a need for tighter execution in product delivery and go-to-market strategies [15] Market Data and Key Metrics Changes - The company maintained a record of 445,000 bookings in Q4, reflecting strong transaction growth despite a volatile global trade environment [11] - The integration of new carriers and increased utilization of existing carriers contributed to transaction growth [12] Company Strategy and Development Direction - The company is prioritizing profitability and disciplined growth, aiming for break-even by the end of 2026 [4][8] - A solutions-first strategy is being adopted to enhance workflow ownership and drive sustainable revenue growth [18][19] - The focus is on expanding into ocean and tendering markets, which are expected to provide significant long-term upside [22] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving adjusted EBITDA break-even by Q4 2026, driven by operational discipline and cost efficiency [27] - The board emphasized the importance of digitalizing the global freight ecosystem and enhancing governance and leadership for future success [5][6] Other Important Information - The company closed the quarter with $27.9 million in cash and short-term bank deposits, slightly better than expectations [26] - The transition from a founder-led to a professional CEO-led organization is ongoing, with a new CEO expected to be appointed before the next earnings release [7] Q&A Session Questions and Answers Question: Changes in go-to-market strategy - The go-to-market change is not drastic but focuses on customer-led initiatives and prioritizing projects with better returns [30] Question: Changes in headcount or operational changes - The focus is on targeting higher-value clients and improving overall execution in the go-to-market strategy [31] Question: Take rate trends - The take rate is considered quarterly noise, with no decrease in any revenue lines [32] Question: Deployment of large language models - The company is pursuing an AI strategy to enhance operational efficiencies and leverage its API-driven architecture [34][35] Question: Plans for improving unit economics - The focus is on prioritizing projects that yield better returns and expanding network capabilities [41] Question: Confidence in achieving EBITDA breakeven - The company remains committed to achieving adjusted EBITDA breakeven by Q4 2026 [48] Question: Gap between transaction growth and revenue guidance - The gap is attributed to the volatility in the solutions revenue business and longer sales cycles affecting new bookings [50][51] Question: Governance transition and board changes - The decision for a board member to step down was not planned and reflects a broader leadership change [52] Question: Timeline for GAAP profitability - The company aims to reach adjusted breakeven by the end of the year, with GAAP profitability expected to follow [54]

Financial Data and Key Metrics Changes - Income from operations increased by 7.3% in Q4, excluding foreign currency impact, primarily due to high U.S. franchise royalties and fees [20] - For fiscal 2025, income from operations increased by 8.1%, excluding a negative impact of $0.6 million from foreign currency and $4 million in refranchising gains [20] - Global retail sales grew by 4.9% in Q4 and 5.4% for the year, driven by positive U.S. and international comps and global net store growth [21] - U.S. same-store sales growth was 3% for the year, primarily driven by promotions and the successful launch of Parmesan Stuffed Crust pizza [22] Business Line Data and Key Metrics Changes - U.S. carryout comps were up 6.5%, while delivery was positive at 1.6% due to various initiatives [22] - The average U.S. franchisee store profitability increased to approximately $166,000, up $4,000 from the previous year [23] - Global net store growth included 172 net new stores in the U.S. and 604 internationally, with significant contributions from China and India [24] Market Data and Key Metrics Changes - The pizza category in the U.S. has generally grown at approximately 1%-2% per year, with Domino's gaining about 11 points of market share over the last 11 years [5][10] - The international business achieved 32 consecutive years of same-store sales growth in 2025, with expectations for continued growth in 2026 [17] Company Strategy and Development Direction - The company aims to double its retail sales from current levels, leveraging its strong brand and market position [8][56] - The "Hungry for MORE" strategy is focused on driving sales, store openings, market share, and profits through product innovations and value promotions [5][11] - The company plans to continue evolving its product offerings and enhancing its e-commerce platform to meet consumer demands [16][17] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the growth prospects for the QSR pizza category, despite a challenging macro environment [5][6] - The company expects U.S. same-store sales to grow by 3% in 2026, with continued pressure from the macro environment [25][26] - Management highlighted the importance of maintaining franchisee profitability and operational excellence as key drivers for future growth [12][20] Other Important Information - The company announced a 15% increase in its quarterly dividend and repurchased approximately 189,000 shares for a total of $80 million in Q4 [24] - The company expects capital expenditures to be approximately $120 million in 2026, with a return to $110 million in 2027 [28] Q&A Session Summary Question: Concerns about maintaining performance in 2026 - Management emphasized that past initiatives have long-term growth potential and that they will continue to innovate and drive efficiencies [32][33] Question: Contribution from existing initiatives versus new ones - Management indicated that existing initiatives will continue to drive growth, with new initiatives expected to compound over time [40][41] Question: Long-term sustainability of delivery growth - Management noted that they are not at their fair share in delivery and expect growth as they optimize their presence on aggregator platforms [49][50] Question: Performance of income cohorts - Management reported growth across all income cohorts, indicating resilience in their customer base [64] Question: Changes in technology stack - Management highlighted improvements in their e-commerce platform and store systems, aiming for real-time pizza making and delivery [70][71]

Financial Data and Key Metrics Changes - The company reported quarterly revenues of $121 million, a 27% year-over-year increase, with full-year revenues reaching $428 million, driven by a 54% growth in exome and genome revenue [5][17] - Adjusted net income for Q4 was $4.4 million, with a full-year adjusted net income of $4.8 million, indicating leverage in the business model [19] - Total company adjusted gross margin for Q4 and full year 2025 was 71%, up from 45% in 2023 and 65% in 2024, primarily due to higher reagent costs expected to decrease as adoption ramps [19] Business Line Data and Key Metrics Changes - Exome and genome revenues were $104 million in Q4, reflecting a 32% year-over-year increase, with an organic growth rate of 42% when excluding a one-time payor recovery from the previous year [17] - The company reported 27,761 exome and genome test results in Q4, showing a consistent acceleration in growth throughout the year, from 24% in Q1 to 34% by year-end [17] Market Data and Key Metrics Changes - The company is targeting six untapped markets, including general pediatrics, prenatal, NICU, and adult specialists, with significant room for growth in clinician adoption and test ordering [10][11] - The NICU market is expected to see increased utilization, with a goal of reaching 60% over time, while general pediatricians are anticipated to ramp up following the launch of a one-minute ordering experience [22][23] Company Strategy and Development Direction - The company aims to solidify its leadership in rare disease diagnostics by leveraging its extensive dataset, GeneDx Infinity, which includes over 2.5 million rare genetic tests and is designed to improve diagnostic capabilities [8][9] - The strategy includes nearly tripling the sales force to capture new markets and enhance clinician engagement, with a focus on converting single gene tests to exome and genome tests [11][12] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's growth trajectory, reaffirming guidance for total revenues in the range of $540 million to $555 million for 2026, with expected exome and genome volume growth of 33%-35% [24] - The management highlighted the importance of patient-centered care and the convergence of clinical, economic, and policy factors that support the adoption of genomic solutions in mainstream medicine [6][29] Other Important Information - The company has recently received FDA Breakthrough Device designation, positioning it as a leader in comprehensive genomic solutions [6] - Management noted the importance of maintaining a conservative approach to new market entries and reimbursement rates, with a focus on building a strong foundation before projecting significant upside [55][76] Q&A Session Summary Question: Guidance assumptions regarding foundational tests - Management indicated that the guidance reflects confidence in reversing recent trends due to the potential for increased clinician activation and test ordering [32] Question: Quarterly cadence for volumes and gross margins - Management explained that Q1 is typically the lowest point for volume and reimbursement rates, with expectations for gradual improvement throughout the year [35][36] Question: Pricing outlook and reimbursement rates - Management stated that there is no pricing baked in for Medi-Cal yet, and they are taking a conservative view on reimbursement rates for new outpatient markets [75][76] Question: Growth drivers in NICU and prenatal markets - Management highlighted that the NICU market is expected to provide significant growth, with early signs of increased utilization, while prenatal testing is anticipated to ramp up later in the year [80][81]

Financial Data and Key Metrics Changes - Income from operations increased by 8.1% for fiscal 2025, excluding foreign currency impacts and refranchising gains [20][21] - Global retail sales grew by 5.4% for the year, driven by positive U.S. and international comps and global net store growth [21] - U.S. same-store sales grew by 3% for the year, with a quarterly increase of 3.7% in Q4 [22][23] Business Line Data and Key Metrics Changes - U.S. carryout comps were up 6.5%, while delivery comps were positive at 1.6% [22] - The company opened 172 net new stores in the U.S. for the full year, bringing the total U.S. store count to 7,186 [23] - International retail sales grew by 5.9% for the year, with same-store sales up 1.9% [24] Market Data and Key Metrics Changes - Domino's gained approximately 11 points of market share over the last 11 years, with a notable gain in 2025 [10] - The pizza category in the U.S. has generally grown at a rate of 1%-2% per year since 2019, with expectations for continued growth [5][35] Company Strategy and Development Direction - The company aims to double its U.S. retail sales over time, leveraging its strong market position and brand strength [8][56] - The "Hungry for MORE" strategy is focused on product innovation, operational excellence, and value promotions to drive growth [11][12] - The company plans to continue expanding its net store growth, targeting 175+ net stores in the U.S. and approximately 800 internationally [26] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in maintaining growth despite a challenging macro environment, expecting U.S. same-store sales to grow by 3% in 2026 [13][25] - The company highlighted the importance of its franchisee profitability, which is expected to continue growing [20][76] - Management acknowledged pressures from insurance costs but emphasized strong franchisee performance overall [20][75] Other Important Information - The company announced a 15% increase in its quarterly dividend and repurchased approximately 189,000 shares for a total of $80 million in Q4 [24] - The average U.S. franchisee store profitability increased to approximately $166,000, up $4,000 from the previous year [10][23] Q&A Session Summary Question: Concerns about sustaining performance in 2026 - Management emphasized that past initiatives have long-term impacts and that new product innovations will support growth in 2026 [32][33] Question: Contribution from existing initiatives versus new ones - Management indicated that existing initiatives will continue to drive growth, with new initiatives expected to enhance performance [41][45] Question: Delivery business sustainability - Management noted that they are not at their fair share in delivery and expect growth in both delivery and carryout segments [48][50] Question: Performance by income cohorts - Management reported growth across all income cohorts, countering industry trends of lower income declines [64] Question: Changes in technology stack - Management highlighted improvements in e-commerce and store technology, aiming for real-time pizza making and delivery [70][71]

Financial Data and Key Metrics Changes - In Q4 2025, total revenues reached $121 million, a 27% increase year-over-year, with full-year revenues at $428 million, driven by 54% growth in exome and genome revenues [4][16] - Exome and genome revenues specifically were $104 million in Q4, marking a 32% year-over-year increase, and an organic growth rate of 42% when excluding a one-time payor recovery from the previous year [16] - Adjusted gross margin for Q4 and full year 2025 was 71%, up from 65% in 2024, indicating improved cost management [18] Business Line Data and Key Metrics Changes - The company reported 27,761 exome and genome test results in Q4, reflecting a consistent growth trend throughout the year, with growth rates increasing from 24% in Q1 to 34% by year-end [16] - The average reimbursement rate for exome and genome tests was approximately $3,750 in Q4, showing a significant increase from $2,500 in 2023 and $3,000 in 2024 [17] Market Data and Key Metrics Changes - GeneDx is expanding into new markets, including general pediatrics, where only 30% of clinicians currently order tests, indicating substantial growth potential [10] - The NICU market is also targeted for growth, with expectations of increasing utilization rates from single digits to 60% over time [21] Company Strategy and Development Direction - The company aims to solidify its leadership in rare disease diagnostics by leveraging its extensive dataset, GeneDx Infinity, which includes over 2.5 million rare genetic tests [7] - GeneDx plans to triple its sales force in 2026 to capture new market opportunities and enhance clinician engagement [9][11] - The introduction of a one-minute ordering experience for general pediatricians is expected to significantly boost test volumes starting in Q4 2026 [12] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in 2026 being a breakout year, with a reaffirmed revenue guidance of $540 million to $555 million and exome and genome volume growth of 33%-35% [24] - The company is strategically investing in R&D and customer experience to support its growth initiatives and improve diagnostic yield [23] Other Important Information - GeneDx has received FDA Breakthrough Device Designation, positioning it as a leader in comprehensive genomic solutions [5] - The company is actively preparing for international expansion and exploring new channels like telemedicine [13] Q&A Session Summary Question: What is driving the confidence in guidance despite a recent trend reversal? - Management highlighted the significant white space available for clinician activation and the ongoing conversion from single gene tests to exome and genome tests as key growth drivers [34] Question: What are the expectations for quarterly cadence in volumes and pricing? - Management indicated that Q1 is typically the lowest point for volume and reimbursement rates due to seasonal factors, with expectations for a gradual ramp-up throughout the year [36] Question: How does the company view pricing and reimbursement in new markets? - Management is taking a conservative approach to pricing and reimbursement in new markets, anticipating initial challenges but expecting improvements as demand increases [57]