Financial Data and Key Metrics Changes - Net revenue for the first half of fiscal year 2025 reached $38 million, reflecting a 15% increase compared to the same period last year [18] - Income from operations was $471,000, representing a 108.1% increase year on year, effectively more than doubling [18][20] - Operating cash flow improved significantly, turning positive at $2.60 million compared to a negative figure in the same period last year [22] Business Line Data and Key Metrics Changes - The sports school business generated revenue of $27 million, an 8.5% year-on-year increase, driven by an increase in membership and strong event performance [20] - The social business achieved sales revenue of $11 million, a 35.4% year-on-year increase, primarily due to an increase of 114 schools contracting for school club support and expansion in after-school daycare services [20] Market Data and Key Metrics Changes - The proportion of social business revenue to total revenue increased from 24% in fiscal year 2023 to 28% in the first half of fiscal year 2025, indicating growth in the social business segment [18] - The company supported 349 schools nationwide as of the end of June 2025, marking a 48.5% year-on-year increase [19] Company Strategy and Development Direction - The company aims to expand its sports school business internationally, leveraging its expertise and experience cultivated in Japan [10][28] - The school club support business is identified as a core growth strategy, with plans to target public junior high schools in designated cities [25] - The company views the transition of club activities to the private sector as a significant market opportunity, potentially creating a new market worth approximately JPY 1 trillion [25][26] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the growth of the social business, particularly in light of national policy initiatives promoting club activity reform [26] - The company anticipates net sales for the full year 2025 to be between $80.2 million and $82.6 million, representing a growth of 12%-15% compared to the full year of 2024 [21] Other Important Information - The company successfully completed its initial public offering and listed its shares on the Nasdaq market in October 2025 [9] - The business model generates revenue primarily from monthly membership fees and service contracts with local governments and schools [14] Q&A Session Summary Question: What do you think about the future of social business, especially school club support business? - The company plans to continue growing the school club support business, targeting public junior high schools in designated cities, and recognizes the significant economic impact of transitioning club activities to the private sector [25][26] Question: Please tell us about your overseas business expansion in the U.S. and other countries. - The company intends to expand its sports schools overseas, considering regions beyond the U.S., and plans to include various sports popular in those areas [28] Question: Are you considering listing in Japan? - The company is not ruling out the possibility of a future listing in Japan but is currently focused on its Nasdaq listing [30] Question: Why is the operating profit margin low? - The company acknowledges that solving social issues incurs costs but is committed to improving this margin while expanding sales [31]

Financial Data and Key Metrics Changes - The company reported a 24% year-over-year revenue growth, reaching $148 million in Q3 2025, exceeding guidance of 21% to 23% [16][19] - Adjusted diluted earnings per share increased to $0.40, surpassing guidance of $0.33 to $0.36 [18] - Gross margins expanded to 71.6%, up 170 basis points from the previous year, exceeding guidance of 68% [17] - Adjusted EBITDA for the quarter was $29 million, above the guidance of $26 million to $28 million [18] Business Line Data and Key Metrics Changes - Il Makiage experienced double-digit online revenue growth, with a target of $1 billion revenue by 2028 [11] - SpoiledChild is expected to generate $225 million in revenue for 2025, indicating strong performance [12] - International revenue increased approximately 40% year-over-year in the first nine months of 2025, with successful scaling in existing markets [11] Market Data and Key Metrics Changes - The company noted that 83% of revenue still comes from the U.S., with international markets contributing 17% [23] - New geographic expansions include Italy, Spain, Netherlands, Ireland, Sweden, and Denmark, with testing in Japan, Mexico, and Korea [24] Company Strategy and Development Direction - The launch of Methodic, a new brand focused on dermatology, aims to transform medical care with high-efficacy treatments [5][6] - The company plans to expand Methodic into new medical domains beyond dermatology in the future [7] - Continued investment in technology and innovation, particularly in AI and proprietary datasets, is a key focus for driving direct-to-consumer growth [14] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to navigate a challenging industry backdrop, citing strong repeat customer rates as a buffer against acquisition cost increases [40] - The outlook for 2025 has been raised, with expected net revenue between $806 million and $809 million, representing 24% to 25% year-over-year growth [19] Other Important Information - The company ended the quarter with $793 million in cash and cash equivalents, plus an additional $200 million available on undrawn credit facilities [19] - Methodic's launch includes a significant media campaign, marking the largest TikTok activation in the company's history [10] Q&A Session Summary Question: Can you unpack the 40% year-to-date growth in international markets? - Management noted that 83% of revenue still comes from the U.S., with international growth being strategically important and focused on existing markets [23][24] Question: Thoughts on Methodic's ability to bring in new customers? - Management indicated that Methodic will attract both new and existing customers, with a mixed approach to user acquisition [25][27] Question: How to think about Methodic's brand for 2026? - Expectations are for Methodic to scale faster than SpoiledChild, with a focus on user acquisition and long-term growth [32][34] Question: Views on the health of the U.S. consumer? - Management acknowledged external softness but highlighted strong internal performance and repeat customer growth as mitigating factors [40] Question: Is the growth algorithm for 2026 any different? - No changes to the growth algorithm of 20% revenue growth and 20% adjusted EBITDA margin were indicated [42] Question: How replicable is the data model for international efforts? - Management confirmed a measured approach for Methodic, starting only in the U.S. before considering international expansion [64] Question: Are the molecules for Methodic prescription or non-prescription? - The initial products will be a combination of OTC and cosmetic, with a focus on non-prescription offerings [67][93] Question: What is the total addressable market (TAM) for Methodic? - The TAM is viewed in terms of the number of people suffering from chronic skin conditions, with a focus on improving access and outcomes [84]

Financial Data and Key Metrics Changes - ODDITY reported a 24% year-over-year revenue growth in Q3, reaching $148 million, exceeding guidance of 21% to 23% growth [16][19] - Adjusted diluted earnings per share increased to $0.40, surpassing guidance of $0.33 to $0.36 [18] - Gross margins expanded to 71.6%, up 170 basis points from the previous year, exceeding guidance of 68% [17] Business Line Data and Key Metrics Changes - Il Makiage experienced double-digit online revenue growth, with a target of $1 billion revenue by 2028 [11] - SpoiledChild is expected to generate $225 million in revenue for 2025, showing strong performance [12] - METHODIQ, the new brand, aims to launch 28 products addressing various skin conditions, with a focus on dermatology [8][9] Market Data and Key Metrics Changes - International revenue increased approximately 40% year-over-year in the first nine months of 2025, with significant growth in existing markets like the U.K. and Australia [11][24] - The U.S. still accounts for 83% of total revenue, indicating room for international expansion [23] Company Strategy and Development Direction - ODDITY is focused on expanding its international presence while responsibly managing growth across brands and geographies [23] - The company aims to leverage technology and innovation, particularly through ODDITY Labs, to enhance product offerings and consumer experience [14][52] - METHODIQ is positioned to transform the medical care system by providing high-efficacy treatments without traditional barriers [6][7] Management's Comments on Operating Environment and Future Outlook - Management acknowledged challenges in the industry but emphasized strong financial performance and growth potential [5][16] - The company raised its full-year guidance, expecting net revenue between $806 million and $809 million for 2025, representing 24% to 25% growth [19] - Management remains optimistic about the consumer environment, citing strong repeat purchase rates as a buffer against acquisition cost increases [40] Other Important Information - ODDITY plans to launch a major media campaign for METHODIQ, including a significant TikTok activation [10][89] - The company has a strong cash position with $793 million in cash and equivalents, plus $200 million available on undrawn credit facilities [19][60] Q&A Session Summary Question: Can you unpack the 40% year-to-date growth in international markets? - Management noted that 83% of revenue still comes from the U.S., with international growth primarily from existing markets like Canada and the U.K. [23][24] Question: How does METHODIQ plan to attract new customers? - METHODIQ is expected to draw customers from existing brands while also focusing on user acquisition [27] Question: What is the growth outlook for Il Makiage and SpoiledChild? - Management aims for sustained 20% growth across brands, with Il Makiage targeting $1 billion by 2028 [75] Question: How is the company addressing higher acquisition costs? - Management highlighted strong repeat purchase rates as a key factor in offsetting higher acquisition costs [40] Question: What is the financial profile of METHODIQ? - METHODIQ is expected to have a similar long-term growth framework as Il Makiage and SpoiledChild, with a focus on repeat business [50] Question: How will the company leverage its physician network for METHODIQ? - The company is currently using third-party networks for physicians and plans to integrate technology to enhance treatment outcomes [67]

Financial Data and Key Metrics Changes - The company reported a GAAP net loss of $13.7 million for Q3 2025, compared to a net loss of $13.6 million in Q3 2024 [31] - Revenue for Q3 2025 was $3.4 million, an increase from $3.0 million in the comparable period [31] - Non-GAAP gross loss for the reported period was $0.3 million, compared to a gross loss of $0.2 million in the comparable period, representing a gross loss margin of approximately 8% [32] Business Line Data and Key Metrics Changes - Revenue from teleradiology services for Q3 2025 was $3.1 million, with a gross profit of $0.1 million, compared to revenue of $2.6 million and a gross profit of $0.3 million in the comparable period [32] - Revenue from the sale and deployment of imaging systems and OEM services amounted to $175,000 for the reported period, with a gross loss of $1.7 million [35] - Revenue from AI solutions for the reported period was $0.1 million, with a gross loss of $1.9 million [35] Market Data and Key Metrics Changes - The company is expanding its presence in Europe with new agreements in the Czech Republic and France, indicating rising demand for its imaging ecosystem [7][15] - The company aims to deploy 100 systems worldwide by the end of 2025, with several systems pending regulatory approval [7] Company Strategy and Development Direction - The company is focused on building a comprehensive medical imaging portfolio, reinforcing its position in the medical AI sector, and deepening its foothold in the U.S. healthcare system [4][5] - The acquisition of VasoHealthcare IT is intended to enhance customer service and expand the company's operational capabilities [10][22] - The company is preparing to launch the next-generation Nanox.ARC X system, which is designed to meet diverse clinical needs and expand the addressable market [8][9] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving over $35 million in revenues for 2026, driven by strategic partnerships and the acquisition of VasoHealthcare IT [5][39] - The company anticipates that the AI business segment will achieve EBITDA break-even on a quarterly basis in 2026, while the overall company aims for break-even in 2027 [30][62] Other Important Information - The company has a strong presence planned at the RSNA annual meeting, where it will provide insights into its commercial progress and future strategy [13][21] - The company is actively engaged in clinical trials to support the use of its solutions in lung cancer detection and management [18][20] Q&A Session Summary Question: How many systems were in the field and performing scans that resulted in your revenue of $175,000? - The CEO mentioned that a few dozen systems were deployed, with some pending installation and regulatory approvals [44] Question: What types of agreements should we be thinking about in terms of those being lease versus capital sales? - The CFO indicated that the majority of agreements are expected to be MSES, with some CapEx sales anticipated [48] Question: Could you talk about how OpEx could look over the next four to six quarters? - Management indicated that sales and marketing expenses will increase due to deployment efforts, while R&D expenses will be more controlled [56] Question: Could you talk about Vaso and the types of customers they currently have? - The CEO stated that Vaso's customers are primarily medical-related, serving hospitals and imaging centers, presenting cross-selling opportunities [58] Question: Could you reiterate the break-even expectations for the AI business and ARC division? - Management reiterated that the AI business is expected to reach quarterly break-even in 2026, while the ARC division aims for break-even in 2027 [60][62]

Financial Data and Key Metrics Changes - Revenue for Q3 2025 was $5.4 million, a 23% increase year-over-year from $4.4 million in Q3 2024, primarily driven by higher development services revenue [11] - Gross profit for the quarter was $0.9 million, or 16.5% of revenue, compared to $0.7 million, or 15.5% in the prior year [11] - Net loss was $2.7 million, or $0.24 per share, an improvement from a net loss of $10.3 million, or $0.98 per share in the prior year [13] - Cash position as of September 30, 2025, was $60 million, up from $44 million at year-end 2024 [15] Business Line Data and Key Metrics Changes - EscharEx's VALUE phase III trial for venous leg ulcers is progressing with a target enrollment of 216 patients across approximately 40 sites [4] - NexoBrid's manufacturing facility expansion has increased production capacity sixfold, with expectations to reach full operational capacity by year-end 2025 [8] - NexoBrid reported record quarterly revenue growth of 38% year-over-year and 26% sequentially in the U.S. [8] Market Data and Key Metrics Changes - Medicare's recent reduction in reimbursement rates for skin substitute products is expected to pressure that category, making EscharEx more attractive as it is regulated under the BLA pathway [7] - An updated market assessment estimates annual peak sales for EscharEx at about $831 million, reflecting robust clinical data and health economic benefits [7] Company Strategy and Development Direction - The company is focused on three strategic priorities: advancing the EscharEx trial, expanding NexoBrid manufacturing, and securing funding for its strategy [4] - The company aims to leverage market changes to position EscharEx as a leading product in the enzymatic debridement segment [7] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's strategic progress and operational readiness, positioning MediWound for growth in 2026 [16] - The company is actively monitoring enrollment trends in clinical trials and will update guidance as visibility improves [5] Other Important Information - The company completed a $30 million equity financing, enhancing its financial flexibility to execute long-term growth strategies [10] - The collaboration with BARDA on stockpiling and development activities is expected to resume following the end of a government shutdown [9] Q&A Session Summary Question: Changes in peak sales assumptions for SCAR-EX - Management clarified that the increase in peak sales estimate to $831 million is primarily due to updated pricing assumptions based on market access analysis, with no changes in patient volume or adoption rates [23][25] Question: Breakdown of revenue sources - Management indicated that detailed revenue breakdowns are not provided in quarterly calls, but gross margin improvements reflect a favorable revenue mix [44] Question: Update on BARDA contract status - The BARDA contract has not yet been awarded, but a proposal has been submitted, and the company is awaiting contract signing [46] Question: Impact of CPT code on adoption - Management noted that while a temporary CPT code is in place, a permanent code would enhance legitimacy and drive physician adoption and institutional acceptance [39]

Financial Data and Key Metrics Changes - Total revenue grew by 13% in Q4 2025, marking the highest year-over-year growth in nearly two years [16] - Adjusted OIBDA rose by 12%, with a slight decline in margins due to a revenue mix shift towards lower-margin artist services [17] - For the full year 2025, total revenue and adjusted OIBDA growth were both 8% on an adjusted basis [17] Business Line Data and Key Metrics Changes - Recorded music subscription streaming increased by 8.4%, driven by global subscriber growth and strong market performance [17] - Artist services revenue grew by 64%, showcasing the company's ability to support artists and expand revenue streams beyond core music [16] - Music publishing revenue grew by 13%, supported by double-digit growth across performance, mechanical, and sync [17] Market Data and Key Metrics Changes - In the U.S., market share increased by 0.6 percentage points year-over-year in Q4 2025 [5] - Globally, the company's share of the Spotify top 200 jumped by around 6 percentage points compared to fiscal 2024 [5] - The company achieved a 42% share of the Billboard Global 200 for 22 weeks during fiscal 2025 [9] Company Strategy and Development Direction - The company is focused on optimizing its operational structure to navigate a more globalized and digital environment, leading to market share gains and improved financial performance [6] - Investments are being prioritized in high-return areas of the core music business, with a balanced approach to driving performance across different markets and genres [19] - The company is committed to driving efficiency and enhancing margins through a reorganization and related cost savings program, targeting $200 million in annualized savings by 2026 [20] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to capitalize on the growing value of music, driven by healthy subscriber growth and improved wholesale pricing [21] - The introduction of generative AI is seen as both a challenge and an opportunity, with the company focusing on protecting artists' rights while exploring new revenue streams [10] - The outlook for 2026 includes expectations for strong top-line growth, driven by organic investments and M&A, alongside margin improvements from cost savings [22] Other Important Information - The company has signed agreements with four of the largest DSPs, which include wholesale price increases that will positively impact future revenues [17] - A significant focus is placed on enhancing the digital supply chain and modernizing infrastructure to support growth and operational efficiency [14] Q&A Session Summary Question: Update on rights monetization and WMG's role in capturing incremental value - Management sees this as an incremental opportunity for the music industry and emphasizes that WMG will be a driver of this change, focusing on licensed models and fair economic terms [27][28] Question: Building blocks behind top-line growth expectations for 2026 - Key growth drivers include wholesale price increases, robust M&A pipeline, and expansion in distribution, with confidence in leadership to accelerate growth [35][36] Question: Market share gains and performance of flagship labels - The company has seen broad-based market share growth across flagship labels and regions, driven by artist development and revitalization of catalogs [42][44] Question: Contribution of technology investments to growth outlook - Investments in technology are aimed at strengthening infrastructure to support high-volume business and enhance operational efficiency [56][57] Question: Balancing savings initiatives with market share gains - The company is increasing investments in core markets while achieving savings through operational efficiencies, ensuring a balance between cost management and growth [66][67] Question: AI as a potential threat and margin expansion guidance - Management acknowledges AI as both a threat and an opportunity, emphasizing the importance of large music companies in navigating this landscape [79] - The margin guidance reflects a net margin approach, focusing on organic growth drivers and cost savings [81]

Financial Data and Key Metrics Changes - In Q3, the company reported net sales of $1.6 billion, a decrease of 1% compared to the prior year, and adjusted earnings per diluted share of 35 cents, both below expectations [21][22] - The gross profit rate was 41.3%, down 220 basis points year-over-year, primarily due to a 260 basis point decrease in merchandise margin impacted by tariffs [23] - Operating income for Q3 was $161 million, down 26% from the previous year [24] - For Q4, the company expects sales to decline by high single digits and a gross profit rate of approximately 44.5% [25][26] - Full-year net sales guidance has been lowered from a growth of 1.5%-2.7% to a decline of low single digits, with adjusted earnings per diluted share guidance reduced from $3.35-$3.60 to at least $2.87 [27] Business Line Data and Key Metrics Changes - All core categories experienced low single-digit declines in Q3, indicating a need for focused investment in these areas [22] - U.S. and Canadian store net sales were flat at $1.2 billion, while direct net sales decreased by 7% to $299 million [22] - International net sales increased by 6% to $73 million, with system-wide retail sales growing by 16% [23] Market Data and Key Metrics Changes - Consumer sentiment is negatively impacting purchase intent, with recent data showing a decline in consumer confidence due to job loss concerns and affordability issues [25] - The competitive retail marketplace is highly challenging, with customers waiting for deeper discounts before making purchases [25] Company Strategy and Development Direction - The company is focusing on a consumer-first strategy with four pillars: creating innovative products, reigniting the brand, winning in the marketplace, and operating with speed and efficiency [20][10] - Plans include reducing SKU complexity, exiting non-core categories, and investing in core product categories to attract new consumers [12][68] - The company aims to launch on Amazon in early 2026 to reach new consumers and enhance brand visibility [15][16] Management's Comments on Operating Environment and Future Outlook - Management acknowledges that the current consumer environment is challenging and that the brand is not fulfilling its potential [5][34] - The company is committed to making necessary changes to return to growth, with a focus on long-term sustainable growth [18][51] - Management expects that the initiatives will take time to impact financial performance, with more visible results anticipated in the second half of 2026 [38][47] Other Important Information - The company plans to deliver $250 million in cost savings over the next two years, with over half identified for 2026 [17] - Capital expenditures for the year are projected at approximately $240 million, down from previous guidance [27] - Free cash flow expectation for the full year is approximately $650 million, reflecting current performance trends [28] Q&A Session Summary Question: What changed between when the CEO first joined and current expectations? - The CEO noted that the brand is not fulfilling its potential and that the focus on adjacencies has resulted in underinvestment in core categories [34][35] Question: What are the key KPIs for the new strategy? - The CEO highlighted total active consumers and growth in core categories as key metrics, along with improvements in digital traffic and dwell time [45][46] Question: How will the company balance investments and margins in 2026? - The CEO indicated that 2026 will focus on investing behind the brand while also unlocking $250 million in savings to fund these investments [51] Question: What is the plan for the Amazon partnership? - The CEO explained that the initial product assortment will include evergreen products, with plans to expand thoughtfully over time [62] Question: How will the company exit non-go-forward categories? - The CEO stated that SKU rationalization will begin in Q1 2026, focusing on consumer feedback to simplify the product offering [80][81]

Financial Data and Key Metrics Changes - The company reported a GAAP net loss of $13.7 million for Q3 2025, compared to a net loss of $13.6 million in Q3 2024 [32] - Revenue for Q3 2025 was $3.4 million, an increase from $3.0 million in the comparable period [32] - Non-GAAP gross loss for the reported period was $0.3 million, compared to a gross loss of $0.2 million in the comparable period, representing a gross loss margin of approximately 8% [33] Business Line Data and Key Metrics Changes - Revenue from teleradiology services for Q3 2025 was $3.1 million, with a gross profit of $0.1 million, compared to revenue of $2.6 million and a gross profit of $0.3 million in the comparable period [34] - Revenue from the sale and deployment of imaging systems and OEM services amounted to $175,000 for Q3 2025, with a gross loss of $1.7 million [35] - Revenue from AI solutions for Q3 2025 was $0.1 million, with a gross loss of $1.9 million, compared to revenue of $0.4 million and a gross loss of $1.6 million in the comparable period [35] Market Data and Key Metrics Changes - The company is expanding its presence in Europe with new agreements in the Czech Republic and France, indicating rising demand for its imaging ecosystem [7][14] - The company aims to deploy 100 systems worldwide by the end of 2025, with several systems pending regulatory approval [7] Company Strategy and Development Direction - The company is focused on building a comprehensive medical imaging portfolio, increasing revenues, and accelerating its path to profitability [4] - The strategy includes reinforcing its position in the medical AI sector and deepening its foothold in the U.S. healthcare system [4] - The acquisition of VasoHealthcare IT is intended to enhance the company's AI capabilities and customer service [10][22] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving over $35 million in revenues for 2026, driven by current business trajectory and new partnerships [5][30] - The company anticipates that the AI business segment will achieve EBITDA break-even on a quarterly basis in 2026, while the overall company expects to reach EBITDA break-even in 2027 [31] Other Important Information - The company is preparing to launch its next-generation platform, the Nano-X ARC X system, which is designed to meet diverse customer needs and expand the addressable market [8] - The company has entered into a multi-year volume supply agreement with Fabrinet to support scalable manufacturing of Nano-X ARC systems [30] Q&A Session Summary Question: How many systems were in the field and performing scans that resulted in your revenue of $175,000? - The revenue was generated from a combination of scans and OEM services, with a few dozen systems actively scanning [43][45] Question: What types of agreements should we be thinking about in terms of those being lease versus capital sales? - The majority of agreements are expected to be MSES, with some CapEx sales anticipated [47][48] Question: Could you talk about how OpEx could look over the next four to six quarters? - Investment in deployment efforts will increase, while R&D expenses are expected to be more controlled as focus shifts to commercialization [56] Question: Could you talk about Vaso and the types of customers they currently have? - Vaso's customers are primarily medical-related, serving hospitals and imaging centers, presenting cross-selling opportunities for Nano-X [58] Question: Could you reiterate the break-even targets for the AI business and ARC division? - The AI business is expected to reach quarterly break-even in 2026, while the ARC division aims for break-even in 2027 [61][63] Question: How should we think about the cadence of the $35 million revenue target for 2026? - Revenue is expected to start slowly in Q1 and ramp up over the quarters, achieving the target by Q4 [70]

Financial Data and Key Metrics Changes - Revenue for Q3 2025 was $5.4 million, a 23% increase year-over-year from $4.4 million in Q3 2024 [11] - Gross profit for the quarter was $0.9 million, or 16.5% of revenue, compared to $0.7 million, or 15.5% in the prior year [11] - Net loss was $2.7 million, or $0.24 per share, compared to a net loss of $10.3 million, or $0.98 per share in the prior year [13] - Cash position as of September 30, 2025, was $60 million, up from $44 million at year-end 2024 [15] Business Line Data and Key Metrics Changes - EscharEx's VALUE Phase III trial for venous leg ulcers is progressing with a target of 216 patients across approximately 40 sites [4] - NexoBrid's manufacturing facility expansion has increased production capacity sixfold, with full operational capacity expected by year-end 2025 [8] - NexoBrid reported record quarterly revenue growth of 38% year-over-year and 26% sequentially [8] Market Data and Key Metrics Changes - Medicare's recent reduction in reimbursement rates for skin substitute products is expected to pressure that category, making EscharEx more attractive as it is regulated under the BLA pathway [7] - The updated U.S. market access assessment estimates annual peak sales for EscharEx at about $831 million, reflecting robust clinical data and health economic benefits [7] Company Strategy and Development Direction - The company is focused on three strategic priorities: advancing the EscharEx trial, expanding NexoBrid manufacturing, and securing funding for its strategy [4] - The company aims to leverage market changes to position EscharEx as a leading product in the enzymatic debridement segment [7] - The collaboration with BARDA is expected to resume following the government shutdown, which will support the development of NexoBrid [10] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's positioning for growth in 2026, citing consistent execution and strategic progress [16] - The company is actively monitoring enrollment trends in clinical trials and will update guidance as visibility improves [5] Other Important Information - The company completed a $30 million equity financing, enhancing its financial flexibility to execute long-term growth strategies [10] - The TGA in Australia approved NexoBrid for use in both adult and pediatric patients, expanding its global presence [9] Q&A Session Summary Question: Changes in peak sales assumptions for EscharEx - Management clarified that the increase in peak sales estimate to $831 million is primarily due to updated pricing assumptions based on market access analysis, with no changes in patient volume or adoption rates [25] Question: Breakdown of revenue sources - Management indicated that detailed revenue breakdowns are not provided in quarterly reports, but gross margin improvements reflect a favorable revenue mix [44] Question: Status of BARDA contract - The BARDA contract has not yet been awarded, but the company is awaiting the signing of the proposal submitted for a 10-year contract [46] Question: Impact of CPT code on adoption - Management noted that while a temporary CPT code is in place, a permanent code would enhance legitimacy and drive physician and institutional adoption of NexoBrid [39]

Financial Data and Key Metrics Changes - Fiscal 2025 Adjusted EBITDA reached $352 million, an increase of $28 million or 8% compared to fiscal 2024, with a margin of 13.2%, representing a 260 basis point improvement from fiscal 2023 [14][15] - Adjusted EBITDA margin expanded by 150 basis points year-over-year, marking consecutive years of margin expansion [15][20] - SG&A expense as a percentage of revenue improved by 180 basis points since 2023, reflecting operational efficiencies [12][16] Business Line Data and Key Metrics Changes - Customer retention improved to approximately 83%, a 400 basis point increase since the start of the transformation two years ago [8][4] - The company added about 100 new sellers in fiscal 2025, with plans to continue expanding the sales force by approximately 500 net new hires through 2030 [9][10] - The land maintenance revenue is expected to grow by 1%-2% in fiscal 2026, driven by the growing sales force and improved customer retention [21] Market Data and Key Metrics Changes - The development segment is expected to see revenue growth in the range of flat to +2%, supported by a healthy backlog and benefits from cold starts [22] - Snow revenue is anticipated to be between $190 million and $220 million, reflecting a shift to more fixed fee contracts [22] Company Strategy and Development Direction - The company is focused on delivering sustainable and profitable top-line growth by investing in frontline employees and expanding the sales force [6][11] - A disciplined approach to capital allocation is emphasized, with an increased share repurchase authorization from $100 million to $150 million [4][19] - The fleet management strategy has been a key focus, with over $300 million invested to refresh aging equipment, leading to improved operational efficiency and employee morale [18][19] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the return of discretionary spending in ancillary services and the overall growth potential for the business in 2026 [28][29] - The company is confident in its ability to grow, citing improvements in employee and customer retention as critical factors [84][85] - Management acknowledged potential challenges from seasonal fluctuations but remains focused on leveraging improvements in service delivery and operational efficiencies [28][29] Other Important Information - The company has a strong balance sheet with net leverage remaining at 2.3x and no long-term maturities until 2029, providing ample liquidity for investments [19][20] - The midpoint of the margin guidance implies a 310 basis point improvement over the last three years, reinforcing the commitment to expanding margins [23] Q&A Session Summary Question: How did performance in discretionary areas of land maintenance trend in Q4? - Management noted optimism in discretionary spending returning, with positive feedback from frontline workers and customers regarding new fleet investments [27][28] Question: What is the expected productivity ramp for new sales hires? - New sellers typically see limited productivity in the first six months, with improved performance expected after a year, targeting $1.5 million in annual sales for seasoned sellers [30][31] Question: How far along is the company in improving employee retention? - Employee retention has improved significantly, with further potential for enhancement, aiming for a more normalized level for the high-turn workforce [41][43] Question: What impact has the new tax bill had on capital investment? - The company benefited from tax savings to accelerate fleet refresh investments, with expectations to normalize capital expenditures in the coming years [45][46] Question: What is the timeline for the rollout of the field service management system? - The rollout is expected to be completed in the first quarter of the new year, aimed at increasing efficiency and capacity rather than cost savings [68][69] Question: How are project delays in the development business being managed? - Management indicated that while there have been delays, they expect to see growth in the development business as new branches open and backlogs are addressed [71][72]