Daniel Downes

Daniel Downes asked for details on Kestra's observations regarding patient compliance rates, how they are evolving, and the company's approach to addressing compliance as a key barrier to WCD utilization. He also inquired about the expected cadence and focus of OpEx investments for the remainder of the fiscal year.

Answer

President and CEO Brian Webster stated that compliance is a top priority, with Kestra's product showing a daily median wear time of over 23 hours. He noted that patients demonstrate sustained compliance beyond the first week, wearing the device for the duration of their prescription. Regarding OpEx, Webster indicated a "steady and measured" approach to investments, primarily focused on expanding the commercial footprint with high-quality reps and providing necessary support, rather than aggressive, rapid hiring.

Daniel Downes asked for details on Kestra Medical Technologies' observations regarding compliance rates, particularly how they are evolving across the user base as experience with the Assure system grows, given that compliance remains a key barrier to WCD utilization. He also inquired about the cadence and focus of OpEx investments throughout the remainder of the fiscal year.

Answer

President and CEO Brian Webster emphasized that compliance was a top priority in the Assure system's design. He stated that Kestra's metrics show a daily median wear time of over 23 hours, indicating patient willingness to wear the product. He also noted that while there's a downward slope in wear duration over time, patients generally wear the device for the full prescription duration after the initial week, providing sustained protection. Regarding OpEx, Brian Webster described the strategy as 'steady and measured,' focusing on controlled additions to the commercial footprint and providing comprehensive support to new territory managers, rather than rapid, aggressive hiring, to build a durable commercial team.

Daniel Downes inquired about compliance rates as a key barrier to WCD utilization, Kestra Medical Technologies' specific compliance data (daily wear time and duration), and the expected cadence and focus of OpEx investments throughout the remainder of the fiscal year.

Answer

Brian Webster (President and CEO) highlighted that Kestra's ASSURE system achieves a daily median wear time of over 23 hours, and patients demonstrate sustained compliance throughout their prescription duration after the initial adjustment period. He stated that OpEx investments would be 'steady and measured,' focusing on adding high-quality sales representatives and providing comprehensive support, rather than aggressive, rapid hiring, to build a durable commercial team.