Evolus - Earnings Call - Q1 2025

Executive Summary

• Q1 2025 revenue was $68.5M (+15.5% y/y) with gross margin 68.1% (adj. 69.2%). GAAP operating loss was $15.2M; non-GAAP operating loss was $5.5M as opex ramped to support the April launch of Evolysse HA fillers.
• Management reaffirmed FY2025 revenue guidance of $345–$355M (30–33% growth), expecting positive full-year non-GAAP operating income concentrated in Q4; tariffs on HA are incorporated with no change to outlook.
• KPIs remained strong: +675 new Jeuveau purchasing accounts (to >16,000 total), loyalty members surpassed 1.1M, and quarterly redemptions hit an all-time high >220k; reorder rate remained ~70%.
• Balance sheet was fortified via a May refinancing: borrowing cost reduced by 350 bps, converted to bullet maturity, and $100M incremental capacity added; quarterly 2025 interest expense assumption lowered to ~$3.6M from $4.5M previously.
• Subsequent event: CFO Sandra Beaver resigned effective June 13, 2025 (no disagreements cited); transition plan initiated.

What Went Well and What Went Wrong

What Went Well

• Share gains and resilient demand: “We gained meaningful market share… and delivered 15.5% year-over-year growth,” despite slower market growth; loyalty redemptions reached a record, with ~65% from existing patients.
• Evolysse launch off to a strong start: “Early metrics indicate strong interest and adoption, meaningfully outperforming the initial launch of Jeuveau,” with several thousand clinicians engaged and ~2,000 sampled within weeks.
• Balance sheet/interest expense improvement: Refinancing reduced borrowing costs by 350 bps, shifted to bullet maturity, and added $100M capacity, lowering the quarterly 2025 interest expense modeling assumption to ~$3.6M (from $4.5M).

What Went Wrong

• Profitability pressure from launch investments: GAAP opex rose to $61.8M (from $54.9M in Q4), widening GAAP operating loss to $15.2M and non-GAAP operating loss to $5.5M (from non-GAAP op income of $6.7M in Q4).
• Cash step-down: Cash and equivalents declined to $67.9M from $87.0M at year-end (seasonality, bonuses, and inventory build ahead of Evolysse).
• Macro/category headwinds: Management reduced toxin market growth assumption to low single digits; HA fillers category described as pressured due to consumer spend and sentiment around “filler” terminology, prompting the “Drop the F Word” campaign.

Transcript

Operator (participant)

Good afternoon, everyone, and thank you for standing by. Welcome to Evolus's First Quarter Earnings conference call. As a reminder, today's conference is being recorded and webcast live. All participants are in a listen-only mode. After the speaker's remarks, there will be a question-and-answer session. I would now like to turn the conference over to Nareg Sagherian, Vice President and Head of Global Investor Relations and Corporate Communications. Please go ahead.

Nareg Sagherian (VP and Head of Global Investor Relations and Corporate Communications)

Thank you, Operator, and welcome to everyone joining us on today's call to review Evolus's first quarter financial results. Our first quarter press release is now on our website at evolus.com. With me today are David Moatazedi, President and Chief Executive Officer, and Sandra Beaver, Chief Financial Officer. Today's call will include forward-looking statements. Actual results may differ materially due to risks and uncertainties outlined in our earnings press release and SEC filings. These forward-looking statements are based on current assumptions, and we undertake no obligation to update them. Additionally, we will discuss certain non-GAAP financial measures. These measures should be considered in addition to, and not as a substitute for, our GAAP results. A reconciliation of GAAP to non-GAAP measures is included in today's earnings release. As a reminder, our earnings release and SEC filings are available on the SEC's website and on our investor relations website.

Following the conclusion of today's call, a replay will be available on our website at investors.evolus.com. With that, I'll turn the call over to our CEO, David Moatazedi.

David Moatazedi (President and CEO)

Thank you, Darren, and good afternoon, everyone. We're pleased to report a successful start to the year, delivering double-digit revenue growth as we lapped an exceptionally strong quarter from the prior year, which had grown 42%. We gained meaningful market share in the first quarter, more than offsetting slower market growth and performing at multiples above the market. Considering this backdrop, we have incorporated this higher share into our projections and reduced our 2025 toxin market growth expectation to low single digits, remaining on track to deliver our full-year guidance. Our ability to consistently execute is driving continued market outperformance and strengthening customer loyalty. In our final quarter as a single-product company, we achieved $68.5 million in revenue, representing 15.5% growth over the prior year. That growth is supported by a strong commercial engine.

In the quarter, we added 675 new purchasing accounts, bringing our total to more than 16,000 of the 30,000 estimated in the category. On the consumer side, our loyalty program continues to serve as a competitive differentiator, driving repeat usage and increasing brand engagement. We reached a new record this quarter with over 220,000 redemptions, 65% of which came from existing consumers, underscoring the high level of consumer satisfaction and repeat treatment. Our repeat treatment rate indicates that once consumers try Jeuveau, loyalty builds, traction increases, and this leads to sustainable growth. Building on that foundation, we officially launched Evolysse Form and Evolysse Smooth on April 18th in the U.S. We are encouraged by the strong early momentum. This marks our evolution into a multi-product company.

Prior to launch, we conducted extensive research with both consumers and professionals to better understand market dynamics and identify how Evolysse could be uniquely positioned for success. A key insight was the shift in consumer sentiment surrounding the word "filler," which has contributed to lower engagement in the category. To address this, we introduced a bold initiative, Drop the F Word, encouraging clinicians to shift the conversation from filler to hyaluronic acid. This new lexicon emphasizes HA as a natural ingredient in the body, which resonates with consumers seeking a natural look. The early response to our Drop the F Word campaign has been overwhelmingly positive, with many practices embracing the message on social media and aligning themselves with the effort to reframe the narrative and replace filler with injectable HA. Our differentiated go-to-market strategy with Evolysse expands beyond redefining the category.

The Cold-X technology is first in class and designed to create a more natural HA gel product. Our clinical data demonstrates statistical superiority versus one of the market-leading HA gels, and our label is first in class with the mention of weight loss. These combined factors have reinvigorated a depressed market. Early interest in Evolysse has significantly exceeded expectations. Several thousand clinicians attended our launch webcast, and several thousand more have viewed the on-demand recordings. We've already sampled nearly 2,000 customers, and early ordering activity is strong. The strength of our commercial platform is evident as Evolysse is outperforming the initial launch of Jeuveau. As we expand our presence, we're taking a disciplined, strategic approach to the launch strategy, focused on building long-term customer relationships and deepening our presence within existing accounts. Evolysse is already proving to be a powerful complement to Jeuveau.

This broader offering enhances our value proposition and sets the stage for continued share gains and long-term growth. We're operating from a position of strength both strategically and financially, and we remain confident in our path forward. As market conditions evolve, the early success of Evolysse is providing new momentum, reinforcing our growth and engagement across the portfolio. We are reaffirming our full-year revenue guidance of $345 million-$355 million, on track for our sixth consecutive year of over 30% growth. Our growth engine is built to scale, and we have clear visibility into the levers that will continue to drive performance in the months ahead. Evolus is gaining competitive ground, capturing share, and solidifying its position as a performance beauty company with a growing product portfolio. With that, I'll turn it over to Sandra to walk through the financial details.

Sandra Beaver (CFO)

Thank you, David. As we enter the second quarter, Evolus is well positioned to deliver on our full-year guidance. With a challenging market backdrop in the first quarter, we have continued to deliver meaningful growth multiples above the market, effectively navigating this dynamic market environment in our last quarter as a single-product company. As we recently announced, we have taken proactive steps to efficiently strengthen our balance sheet with our debt refinancing, providing increased flexibility to support long-term growth. We have absorbed tariff impacts on medical devices within our previously announced guidance and continue to build a solid foundation to support the launch of Evolysse. These achievements reflect the strong execution across the organization and that the value of our business model resonates with our customers. Now, let me take you through the details of our first quarter performance.

Global net revenue for the first quarter was $68.5 million, a 15.5% increase over the first quarter of 2024. U.S. product revenue accounted for approximately 94% of total sales, with a customer reorder rate of approximately 70%. Notably, we also saw continued momentum internationally, where revenue contribution increased and is expected to continue to outpace U.S. growth, further validating the strong growth trajectory of our toxin business outside of the U.S. Sales growth in the first quarter was primarily driven by higher volumes and market share gains, while pricing remained stable. As David mentioned, considering our outsized market performance in the first quarter, we have rebalanced the market dynamics reflected in our guidance. To elaborate further on those dynamics, we exited 2024 with a 14% share, which is 1% above what was originally implied in our 2025 guidance, and continued to gain share in the first quarter.

1% of market share gain has a value of over $20 million in revenue on an annual basis, and 1% of market growth has a value of approximately $3 million in revenue on an annual basis, or one-seventh the value of market share gain. Given these dynamics, we have reduced our market growth assumptions from high single digits to low single digits and factored our current share position, remaining confident in our projected 2025 revenue guidance. Our reported gross margin for the first quarter was 68.1%, and adjusted gross margin was 69.2%, which excludes the amortization of intangibles. On the topic of tariffs, our exposure is limited to the transfer price of our products, which is accounted for in cost of goods sold and included in both our reported and adjusted gross margin.

Our injectable hyaluronic acid gel, Evolysse, is sourced from France and is currently subject to a 10% tariff, which went into effect on April 5th and is expected to increase to 20% on July 5th. The impact of this tariff is estimated at less than $2 million for 2025 and has been incorporated into our planning assumptions with no impact to our guidance. Jeuveau remains unaffected by tariffs as pharmaceuticals are currently exempt. That said, we are closely monitoring developments and are taking prudent and proactive measures to mitigate any potential exposures moving forward. With a three-year product shelf life, we are able to proactively manage inventory flows into the U.S. In addition, we have flexibility to absorb additional costs within our P&L if necessary. Our high-margin business provides capacity within gross margin, and we also benefit from meaningful leverage within our operating expense structure.

These structural elements of our business give us multiple levers to manage through this dynamic environment effectively. GAAP operating expenses for the first quarter were $61.8 million, up from $54.9 million in the fourth quarter. Non-GAAP operating expenses for the first quarter were $52.9 million compared to $46.6 million in the fourth quarter. Non-GAAP operating expenses increased for the quarter to support the launch of Evolysse. As a reminder, non-GAAP operating expenses exclude stock-based compensation expense, revaluation of the contingent royalty obligation, and depreciation and amortization. Within operating expenses, selling, general, and administrative expenses for the first quarter were $56.6 million, up from $50.2 million in the fourth quarter, reflecting investments in growth and commercial expansion in support of Evolysse. This included $5.7 million of non-cash stock-based compensation compared to $5.8 million in the prior quarter.

Non-GAAP operating loss in the first quarter was $5.5 million compared to $0.9 million in Q1 of 2024. We are on track to profitability for the full year 2025 with positive non-GAAP operating income generated heavily in Q4 2025. Both non-GAAP operating expenses and non-GAAP operating income exclude stock-based compensation expense, revaluation of the contingent royalty obligation, and depreciation and amortization. Turning to the balance sheet, we ended the first quarter with $67.9 million in cash as compared with $87 million at the end of the fourth quarter. We expected this use of cash in the first quarter due to seasonality of revenue, coupled with the timing of our annual bonus payments and inventory stocking to support the launch of Evolysse. On Monday, we announced that we further strengthened our financial position through refinancing of our debt facility.

Under favorable market conditions, we were able to reduce interest expense, increase in cash generation, and add incremental optional capacity to ensure non-dilutive access to capital to support strategic growth initiatives. With this new facility, we achieved three key structural improvements. First, we reduced our borrowing costs by 350 basis points on current interest rates. Second, we converted from an amortizing structure to a bullet maturity payment due in 2030, which reduced prepayment fees. Third, we added incremental available capacity of $100 million. The senior secured term loan is up to $250 million in three tranches, $150 million being drawn upon the execution of the agreement, and at our discretion, we may draw up to two additional tranches of $50 million each through December 31st, 2026. These second and third tranches are available with no additional performance conditions or financial covenants.

In addition, by staying with our existing lender, this transaction was very cost-effective, avoiding any prepayment fees on the existing facility and additional consideration of only 1% of the drawn value for the new facility. As we look beyond 2025, we remain on track to achieve total net revenue of at least $700 million by 2028. We anticipate long-term underlying healthy aesthetic market growth driven by high consumer interest and low penetration for facial injectables. Our revenue growth will be driven by continued performance in our neurotoxin business, both in the U.S. and internationally, along with an increasing contribution from our novel line of injectable hyaluronic acid gels, which launched within the U.S. in Q2 2025 and will launch internationally in the second half of 2025. Achieving this revenue milestone equates to a compounded annual growth rate of 27% from 2024.

Additionally, by leveraging our highly synergistic infrastructure, we expect to expand non-GAAP operating income margins and target at least 20% by 2028. With that context in mind, we are confidently reiterating our guidance for the full year 2025, which includes the following: total net revenues are expected to be between $345 million and $355 million, which represents a 30%-33% growth from our 2024 results. We anticipate that Evolysse injectable HA gels will contribute 8%-10% of total revenue in 2025. Non-GAAP operating expenses are expected to be between $230 million and $240 million, driven primarily by continued investments in expanding Jeuveau in the U.S., scaling internationally, and supporting the launch of Evolysse and Estyme injectable HA gels. We expect to achieve profitability, positive non-GAAP operating income on a consolidated basis for the full year 2025.

Non-GAAP operating income is anticipated to be achieved after the launch of Evolysse Form and Evolysse Smooth. Given the timing of investments being concentrated in Q2 2025 and revenue contribution weighted towards the second half of the year, we expect that non-GAAP operating income will be generated in Q4 2025. As a point of note, other modeling assumptions for 2025 include quarterly interest expense of $3.6 million, reduced from our previously communicated assumption of $4.5 million, and full-year weighted average shares outstanding of approximately 63 million. With that, I will now turn the call back to the operator to begin Q&A.

Operator (participant)

Thank you. As a reminder, ladies and gentlemen, if you would like to ask a question, that is star one on your telephone keypads. If you need to remove yourself from the queue, please press star two. That is star one for a question. We'll take our first question from Annabel Samimy with Stifel. Please go ahead.

Annabel Samimy (Managing Director)

Thanks for taking my question. I just wanted to get a little bit of more color on market trends here. We all listen to the various competitor conference calls to assess this market. All the comments were pretty cautious on the difficult environment for fillers. Just curious, from your discussions with injectors as you prepared for this launch, how much of this is demand changes due to macroeconomic factors, and how much is it away? How much of it is a broader trend away from filler usage because exactly that filler word and a trend towards more natural use? If it's the latter, then I guess your campaign makes sense. If it's the former, I just wanted to know how you feel about launching into this market.

While we're talking about the market contraction, we're seeing the same for neuromodulators, which tends to be a pretty resilient market. What's changed there? One last question on the tariffs. Is it clear that neuromodulators are considered a pharmaceutical product right now as opposed to a consumer product? If you have an aesthetic use as opposed to a medical use, just wanted to get your understanding there. Thanks.

David Moatazedi (President and CEO)

Okay. A couple of questions in there. Annabel, maybe I'll take the first two and then turn over to Sandra and talk a little bit about tariffs. As far as the market for fillers, whether it's the filler word or the category or procedure volume, I think it's both, in fairness. We saw the filler market see some pressure as consumer spend started to reduce, and that's persisted now across companies for a number of quarters. We do believe that the research we did and the early read we're getting from the market is that the term filler itself has been viewed negatively, and HAs have been lumped into that. The shift to talking about HAs in a positive light, the big insight with consumers was many of them are using HAs or are familiar with HAs because they're available in a number of over-the-counter ingredients.

When you talk to them about an injectable form of HA, it has them looking at the category through a completely different lens. In this case, because we have a unique new technology that's designed to create a more natural gel, it actually plays really well into debunking this idea that fillers are unnatural. Our clinicians that we've partnered with have clung on to that because, as you just said, a combination of procedure volume being down and a negative sentiment around the word filler, they see this as an opportunity to revive a segment of the market that's been consistently a bit depressed. Our early read has been very positive on that. Of course, we've been on the market for roughly a month since we commercialized in the United States, but we're seeing very good traction around it as we focus on that.

As it relates to the toxin market, as you know, Annabel, we have seen the toxin market decline back in 2008, was the last year beyond a small COVID period where the market contracted. I do believe we're going through a window where we saw in the fourth quarter, the market flattened out roughly, and then in the first quarter, we saw it take a slight step down. I do believe we've taken a conservative approach here by bringing our full-year assumptions for the market into single digits. Keep in mind, we wrap around on what will be a depressed back half of the year when we get there this year. I think our assumptions are in line with that.

I do believe the toxin market has never gone into negative growth, and we do not assume that on the full year, it will be a negative growth. We have seen quarters where that happens, but not on a full year. We feel that this is something that over the next quarter, called Q2, we will wrap around on a positive growth environment for the back half of the year. I will turn it over to Sandra.

Sandra Beaver (CFO)

Hi, Annabel. Thanks for the question. Yeah, as it relates to tariffs, obviously, at this stage with pharmaceuticals, we don't know the nature of what tariffs may or may not be applied and how they will be enacted across any geography or otherwise any specific distinction. However, as we do import the product today, the classification of the product is as a pharmaceutical, and it is assigned as such by the Customs and Duties Office.

Annabel Samimy (Managing Director)

Okay. That's helpful. Thank you. If I could ask one more question, with the additional capital available, do you have anything specifically in mind that you're going to do with this additional capital, or is it just cushion for you?

Sandra Beaver (CFO)

Yeah, I think we had a really opportunistic moment in time to get a great transaction done with the refinancing of our capital facility. As we noted, that facility goes out to 2030 for maturity. Ensuring that we created enough capacity, that we had the ability to access capital in a non-dilutive way at our discretion with very favorable terms in the event that we were to have something that could provide meaningful growth to the business, this gave us the opportunity to create that capacity. I think, as you know, we're very dilution sensitive. We're also very capital efficient. We're very thoughtful about how we invest. As we noted with the transactions we've historically done with Daewoong Pharmaceutical, we were very thoughtful about how we invested that money.

We will continue to be as disciplined as we have historically been in any use we might apply for this additional capacity.

Annabel Samimy (Managing Director)

Great. Thank you.

Operator (participant)

Thank you. We'll take our next question from Marc Goodman with Leerink Partners. Please go ahead.

Marc Goodman (Senior Managing Director)

David, just to lump onto the last question about the market dynamic, I mean, there was something really funky going on in the fourth quarter and first quarter with respect to AbbVie having trouble with their loyalty program. Is that what has just caused the mess in the market? If you exclude that factor and just say, you know, the market has slowed a little bit more, I'm just trying to dissect between the two. Second of all, have y'all announced the pricing on the filler yet? For some reason, I haven't seen it.

David Moatazedi (President and CEO)

Hey, Mark. This is David. A couple of things. One is we are aware of the changes in the loyalty program for AbbVie and for Q1 in particular, which is when those changes we believe impact the revenue more meaningfully. Our share assumptions that Sandra outlined reflect some assumptions around that additional impact of those rebates. As a result, you do not see an outsized share growth in the first quarter on our side, but we do believe we continue to gain share even when you factor for the consumer loyalty program. That is why we do believe there has been a significant outperformance. It does factor for that. My comments around the overall market do reflect that as it relates to Q4 and Q1. We will see that continue in Q2. Keep in mind, we look at a number of factors beyond what companies report.

We look at transactional data at the point of sale. We also have consumer loyalty data to understand consumer behavior. We are triangulating through a number of points, and we do believe that directionally we have a really good reflection of where the market's going.

Marc Goodman (Senior Managing Director)

And Evolysse pricing?

David Moatazedi (President and CEO)

Yeah. On Evolysse's price, we do not disclose our price publicly as it relates to that, but consistent with what we said before we launched, that we are priced in line with the market-leading products on the market. We have also introduced a loyalty program in our portfolio where customers that participate in our Evolus Rewards program, they earn pricing benefits on Evolysse as they purchase more, just as they do on Jeuveau. For accounts that purchase both products, Jeuveau and Evolysse, not only do they get the pricing benefits they earn with competitive programs, in addition to that, they are going to earn more co-branded media now with the introduction of Evolysse. Their total purchasing combined between both products determines the total co-branded media spend. That is a differentiated program from anything offered in the space because, obviously, our cash-pay focus enables us to do that.

That is very exciting because you'll see a lot of new ideas in the back half of this year with our focus around the mention of weight loss. And Evolysse and the co-branded media dollars will be directed partly towards that.

Marc Goodman (Senior Managing Director)

Thanks.

Operator (participant)

Thank you. We'll take our next question from Navann Ty with BNP Paribas. Please go ahead.

Navann Ty (Lead Analyst for Healthcare)

Hi. Thanks for taking my question. Can you discuss your confidence into reiterating the 2025 revenue guidance after this quarter? Did you expect maybe ex-US outperformance or higher Evolysse than initially expected or anything else? Can you also provide and share early metrics that allow comparison of Evolysse versus the Jeuveau launches? Thank you.

Sandra Beaver (CFO)

Thanks, Nivan. As far as your first question on the confident reiteration of our 2025 guidance, we've actually seen two quarters of slower market growth. In the face of that slower market growth, an accelerated share uptake by our product, right? We have performed exceedingly well where the market's been a little bit pressured. We saw it consistently over Q4, and then we saw it again even more meaningfully in Q1. At this stage, we're actually tracking well ahead of this 14% share that we're implying in our revised sort of underlying assumptions. Whereas we historically had assumed a high single-digit market, a 13% share, we're now assuming a 14% share, which we are already ahead of, and a low single-digit market. As I mentioned on the call, that market growth is a 7x factor to that share number, right?

For every 1% of market, you can have one-seventh share gain to fully offset it. With us being able to capture that high share, we're really confident that we continue to be in a good position to deliver on this guidance in this market.

David Moatazedi (President and CEO)

I'll take the second question as it relates to the launch uptake. Of course, we're not in a position to talk about revenue. The second quarter is really about sampling and educating customers. I'll tell you that we're really pleased with the activity between the marketing and the commercial teams, and that's why we're seeing such strong results. At the end of March, we trained our national sales organization on Evolysse, and we launched the product the week of April 7th. In just about a month, we deployed a program called the ICE Trail, which gave a number of clinicians, over 1,000 across the U.S., primarily high-volume Jeuveau users, the ability to trial the product. We trained them on it, and then they were able to trial it. On April 18th, we deployed a webcast with several key opinion leaders, dermatology, plastic surgery, as well as oculoplastics.

As I mentioned on the call, we had several thousand attendees. We're aware that roughly 20% of those are not currently Evolus customers. We're really pleased to see that the composition included some of our existing customers and others that are interested in partnering with us. Since then, we've seen equally as many join the live replay. When we compare against our early metrics for Jeuveau against the same parameters, of course, it's a different launch strategy. The numbers are quite different. We have a high degree of confidence that this product has offed to an incredibly fast start. Of course, we'll wait till we're through with the second quarter before we can give you further color. We're really pleased with the response we're getting, the early uptake.

We do know on social media, we're generating more noise than any other competitive product that's launched in the recent several years as well. The activity all around triangulates to a very strong uptake early on.

Navann Ty (Lead Analyst for Healthcare)

Thanks, David. Thank you.

Operator (participant)

Next, we'll go to Ey Ear with Mizuho. Please go ahead.

Charles Yaung (Director and IT Derivatives Application Support Team Lead)

Hi. This is Charles for Ey. On Evolysse, congrats on the launch in Q2. I just wanted to know if you could speak a little bit more on the profile of the early adopters, like these med spas, derms, plastics. Also, did I hear you right that you said there was inventory stocking for Evolysse? I was just wondering if this inventory build is enough for 2025 or potentially beyond. Thank you.

David Moatazedi (President and CEO)

Yeah. Do you want to start with the stocking?

Sandra Beaver (CFO)

Sure. The inventory stocking I mentioned for Evolysse in the call, Charles, was related to the first quarter cash use, right? As we prepared for the launch, we were bringing the inventory in proactively to be prepared to get the product into customers' hands. Our stocking for Evolysse does not extend out into next year. It is specific to being prepared for the launch itself.

David Moatazedi (President and CEO)

As far as early views on adoption, as you said, first of all, underline early and then point out that some of the research we did, our existing customers, 99% of them said they're interested in trialing Evolysse when it comes out, and they would be willing to potentially adopt so long as the product performs. Our launch focus with the ICE program that I mentioned was targeting our existing Evolysse customers. We have seen very high openness to wanting to learn about the product and to start trialing it in their patients. The early feedback we're getting is very positive in that group. You should think about the initial launch as a high overlap against our existing customer base.

Charles Yaung (Director and IT Derivatives Application Support Team Lead)

Great. Thank you.

Operator (participant)

We will next go to Serge Belanger with Needham. Please go ahead.

Serge Belanger (Senior Analyst)

Hi, good afternoon. Another question regarding market trends, more on seasonality. Just curious if the usual step down between Q4 and Q1 was more pronounced than usual this year, maybe affected by the macro, or if we could see if that could portend a big bounce back for Q2. Regarding tariffs, it sounds like AbbVie can take some action to mitigate the impact of potential pharmaceutical tariffs that could come in the coming weeks. Just curious if you've seen any behavior changes regarding purchases by injectors to be buying additional product ahead of these tariffs. Thanks.

David Moatazedi (President and CEO)

Yeah. I'll comment just on seasonality in the market. There's a few factors here to think about. The first is I think the market's had a fairly consistent seasonality in that Q4 is the strongest quarter followed by the second quarter. And then you generally see Q3 and Q1 being lower than those. We buck that trend historically as we've had a Jeuveau brand that's grown consistently over 30%. Our implied guide this year on Jeuveau reflects growth that's in the high teens to low 20%. So naturally, you'd expect that as our growth moderates, that we'll start to fall more in line with the traditional seasonality that you've seen historically. The only thing that's unique now in this year that you want to think about with seasonality is we started to see some slowing in the back half of last year. We'll wrap around on that.

You want to think about the reflective growth rates of back half market versus prior year. Of course, a slightly slower front half of the year relative to what we saw in the front half last year. I think if you're thinking through that way, you'd end up in a similar place to where we did, where you end up with the market growing sort of in this low single-digit range, which we believe is the proper view to have based on how we've seen the last couple of quarters trending.

Sandra Beaver (CFO)

Hey, Serge. As it relates to your question on tariffs, I think obviously we're all anticipating news that may come and to get more specificity on the pharmaceutical tariffs. We're also all preparing wisely for that information to come across. As I outlined in the call, we're taking in as much inventory as is reasonable to ensure that we are protected for some period of time against the tariffs. We also have a lot of flexibility in our P&L. I think as others have quoted, they are also taking their own mitigating actions as it relates to ensuring that protecting the tariffs. Having said that, given that the industry is preparing as we are, there's not an immediate view that any of this would be passed on to the practice.

We've not seen the practices changing any of their own purchasing behavior in anticipation of us potentially passing on price.

Serge Belanger (Senior Analyst)

Thank you.

Operator (participant)

Next, we'll go to Douglas Avelar with H.C. Wainwright. Please go ahead.

Hi, good afternoon. Just thanks for taking the question. I'm curious in terms of the broader market, are you seeing softness with any particular segments? How is it manifesting? Is it people you're seeing fewer new patient starts or practices seeing fewer new patients, or are they seeing patients sort of spread out their treatments more? Thank you.

David Moatazedi (President and CEO)

Sure. What we're hearing consistently is a slight slowing in their schedules, and that is reflected primarily in new patients. We are seeing some early signs of extension of intervals between treatments. Keep in mind that toxin procedure is so affordable for these consumers that we're seeing a very small increase on that level. We do believe largely existing patients are sticking with it. That is not as much a driver in this as it is new patients coming into the category.

Sandra Beaver (CFO)

I'd say we also continue to see very strong adoption in our loyalty program, which is a good indicator of outside demand. It may mean that there's more of a wallet consideration, but it's been consistent with our historical trends. There's nothing extraordinary or outlying about it, and it continues to move up and to the right. That's a strong indicator that the patient demand is still strong.

Okay. Great. Thank you.

David Moatazedi (President and CEO)

It is worth pointing out, we do not see any further deterioration either because we watch this closely on a monthly basis. We see sort of this consistent pattern here, and that is why we expect it to continue through the front half of the year. We are not seeing further step downs or anything like that.

Operator (participant)

Our last question comes from Sam Eber with BTIG. Please go ahead.

Hey, good afternoon. Thanks for taking the questions here. Maybe I can start on the Evolysse launch. I know it's still early days here, but how should we think about the halo effect that could have on the toxin business and any details on how you're thinking about the opportunity, whether it's getting into accounts that maybe didn't want to work with the one product company or even driving deeper penetration into existing accounts now with the filler product?

David Moatazedi (President and CEO)

Yeah. We think Evolysse creates a meaningful opportunity for Jeuveau over time. As I mentioned before, we were surprised that roughly 20% of those who joined our webcast had never worked with Evolysse, indicating a level of interest that we're hearing across the country that accounts that we were struggling to get into are interested and willing to trial Evolysse. Now, of course, that's a two-step conversation. It starts with Evolysse and the product performing, them experiencing the product, seeing that in patients, and they'll want to follow some of those patients over time in some accounts. Of course, as they have a good outcome and we establish that relationship with them, we form our partnership between our Evolysse Rewards program, our consumer media that we do around these accounts and CBM, then it opens the door through our different education platforms for us to talk about Jeuveau.

We do know that there is going to be a direct relationship between accounts that trial Evolysse and adopt it and their willingness to trial Jeuveau. We are looking forward to that. I just say initially at launch, we do not expect that to be a driver for Jeuveau. We think that is a bigger idea for 2026.

Thanks for taking the question.

Operator (participant)

Thank you all for your questions. At this time, I'd like to turn the call back over to David Moatazedi, President and Chief Executive Officer, for closing comments. David?

David Moatazedi (President and CEO)

Thank you. We delivered a strong start to the year, achieving key milestones that underscore the strength of our commercial model and strategic execution. In a moderating aesthetics market, we gained share in the U.S., continued our rapid growth internationally, successfully launched Evolysse, and strengthened our financial foundation through a highly favorable refinancing. Jeuveau continues to perform ahead of the market, and early results from Evolysse confirm its potential to be a meaningful growth driver and category disruptor. With a proven operating model, a disciplined approach to investment, and a compelling expanded portfolio, we are well positioned to deliver another year of robust growth above 30% and profitability. We remain on track to achieve at least $700 million in net revenue and 20% non-GAAP operating income margin by 2028.

Evolus is advancing as a leader in performance beauty, and we remain confident in our ability to continue delivering meaningful long-term value for our shareholders.

Operator (participant)

We've reached the end of our call. You may disconnect your lines.