David Turcotte

David Turcotte asked about MiMedx's 2026 guidance in a challenging market, specifically inquiring about the anticipated market disruption, including price reductions and competitor exits, and the company's comfort level with the low end of its guidance range. He also asked about the outlook for sales force turnover and potential expansion given market changes.

Answer

CEO Joe Capper explained that the market disruption, including discounting and competitor exits, was largely anticipated, exacerbated by new pre-authorization requirements and the typical Q1 slowdown. He expressed confidence in MiMedx's ability to thrive post-adjustment due to its historical performance and competitive position. Regarding the sales force, Capper stated the company consciously avoided radical changes, aiming for flexibility to adjust as the market settles, and that the team is working hard to navigate the transition.

David Turcotte inquired about MiMedx's expectations regarding market disruption, including price reductions and competitor exits, following new reimbursement rules, and the company's confidence in its 2026 guidance. He also asked about the sales force outlook, including turnover rates and potential expansion, given the market changes.

Answer

CEO Joe Capper confirmed that the market disruption, including discounting and product dumping, was largely anticipated, exacerbated by prior authorization requirements and initial market uncertainty. He expressed confidence in MiMedx's ability to thrive post-adjustment due to its historical performance and competitive position. Regarding the sales force, Mr. Capper stated the company chose not to make radical changes, aiming for flexibility and observing market stabilization before adjusting commercial organization size.