Arslan Cameron's questions to Sensus Healthcare (SRTS) leadership • Q4 2024
Question
Inquired about the competitive landscape, the operational ramp-up time and capacity for new Fair Deal Agreement (FDA) sites, the characteristics of customers choosing FDAs over direct purchase, and the sales concentration with the company's largest customer.
Answer
The competitive landscape is stable, with Mohs surgery as the main alternative. The FDA program is particularly attractive to large, private equity-backed groups that want to preserve capital for practice acquisitions. The company uses analytics to help these groups select high-volume sites for initial placements. Regarding the largest customer, they accounted for 25 of the 39 units delivered in Q4 and are expected to continue purchasing in 2025.