Sanuwave Health - Q1 2024

Transcript

Operator (participant)

Please note that this call is being recorded, and I will be standing by should you need any assistance. It is now my pleasure to turn the conference over to Morgan Frank. Please go ahead.

Morgan Frank (CEO)

Thank you very much. Hi everyone, and welcome to Sanuwave's First Quarter 2024 Earnings Call. As many of you probably saw, our Form 10-Q was filed with the SEC Thursday night, and our earnings release was issued this morning along with the updated presentation accompanying this call, which was made available on our website in the investor section. You can refer to that presentation during this call. Joining me on this call is Peter Sorensen, our CFO, and after the presentation, we will open the call up to Q&A. So, let me begin with the obligatory forward-looking statements. This call may contain forward-looking statements such as statements relating to future financial constraints and plans for future business development activities. Investors are cautioned that any such forward-looking statements are not guarantees of future performance and involve risks and uncertainties, many of which are beyond the company's ability to control.

Description of these risks and uncertainties and other factors that could affect our financial results are included in our SEC filings. Actual results may differ materially from those projected in the forward-looking statements, and the company undertakes no obligation to update any forward-looking statement. Okay. So, as non-GAAP numbers, reconciliations between our GAAP and non-GAAP results can be found in our recently filed 10-Q for the three months ended March 31st, 2024. So with that behind us, let's get to the good part. Last quarter, we spoke of the acceleration being here at Sanuwave, and we are very pleased to be able to show everyone what that begins to look like. Our growth rate more than doubled as compared to fiscal year 2023, and we're pleased to say that we believe this rate is sustainable going forward.

Our gross margins rose back to what we believe to be a more normalized rate in the mid-70s and will remain a focus for us. We believe that through price discipline and some upcoming manufacturing improvements that we can continue to improve this figure over the coming quarter and year as an integral part of our ongoing drive toward rapid, profitable growth, which has been beginning to show results. Despite some unusual operating expense charges around severance and ongoing costs associated with the M&A project, with SEPA, Sanuwave managed a modest $59,000 adjusted EBITDA loss in its traditionally weakest quarter of the year. UltraMIST systems sold were up 54% from Q1 2023. We ended the quarter with 709 active systems in the field.

Revenue from the UltraMIST line increased 81% year-over-year, and consumable applicators' revenue, the razor blade to our razor, increased 64% versus Q1 2023 and 14% sequentially from what had previously been our record quarter in Q4 of 2023. Both categories showed revenue growth in excess of unit growth due to strong pricing, and applicators continue to benefit from the larger user base of systems in the field. Applicators' applicator revenues were in excess of 70% of total revenues in Q1. Honestly, this is a bit higher than what we've been aiming for. We believe this was largely reflective of seasonally slower system sales in Q1, which is a common occurrence in medical device, and we're hoping to see that number more in the 55%-65% range in coming quarters as system sales pick up.

In support of that aim, we hired four new salespeople, as well as a number of additional commercial operations and clinical training staff in Q1 as we begin to expand our geographic footprint and set ourselves up to engage with larger customers who had previously been outside of our reach as simply too big to support. You know, it's an exciting time here. We find ourselves with inventory and a market hungry for product. Staffing up to go get after it is adding a real spring in everybody's staff around here, and the active pursuit of the goal of deeper customer engagement to help build UltraMIST into their practice flows and facility treatment plans is now underway.

We're paying particular attention to some opportunities in nursing homes, in assisted living, and acute care, as well as the mobile wound systems that have become increasingly popular and successful under the care-to-the-edge philosophy of bringing care to patients rather than requiring patients to come to care. We believe the UltraMIST system provides a strong value proposition here as a portable and easy-to-use treatment modality that delivers proven healing benefits painlessly and rapidly so caregivers can support their patients, and patients can get their lives back. We remain optimistic about 2024 being the breakout year for Sanuwave, and we've I mean, we feel like we have the pieces in place now, and it's time to go execute. So, speaking of new pieces, I'll now turn the call over to Peter Sorensen, who joined us as our CFO in the beginning of April, so he can walk you through the numbers.

Peter.

Peter Sorensen (CFO)

Thank you, Morgan. Good morning, everyone. I'm pleased to have joined the Sanuwave team just a short six weeks ago, and I'm very excited to contribute to the team's continued growth and strategic initiatives. With that, here's a look at the numbers. Revenue for the three months ended March 31st, 2024 totaled $5.8 million, an increase of 53% as compared to $3.8 million for the same period of 2023. This growth is within the previous guidance range of 45%-55%. Gross margin as a percentage of revenue amounted to 73% for the three months ended March 31st, 2024 versus 67% for the same period last year. For the three months ended March 31st, 2024, operating loss totaled $1.1 million, which is an improvement of $928,000 compared to the same period last year, which aligns with our continued initiative to drive towards profitable growth and manage spend effectively.

Operating expenses for the three months ended March 31st, 2024 amounted to $5.3 million compared to $4.5 million for the three months ended March 31st, 2023, an increase of $761,000 due to a couple of non-recurring charges related to litigation charges and a charge for a severance agreement. Net loss for the three months ended March 31st, 2024 was $4.5 million compared to a net loss of $13.1 million for the same period in 2023. The decrease in net loss was primarily due to a change in the fair value of derivative liabilities, interest expense, and somewhat offset by the receipt of $2.5 million related to a license and option agreement. Adjusted EBITDA for the three months ended March 31st, 2024 was close to break even at a $59,000 loss versus a $1.8 million loss for the same period last year, an improvement of $1.7 million.

Sanuwave continues to execute its financial strategy to improve operational profitability and manage operating expenses. Total current assets amounted to $10.8 million as of March 31st, 2024 versus $9.8 million as of December 31st, 2023. Cash totaled $2.9 million as of March 31st, 2024. We thank you for the continued support of Sanuwave, and with that, I'll now transfer the call back to Morgan.

Morgan Frank (CEO)

Okay. Thanks, Peter. So, you know, let's, let's get to the elephants in the room. I'm sure many of you have questions about the merger and uplisting, and as most of you probably saw in our SEC filings, we extended the outside date for the SEPA merger to May 31st. So, I mean, obviously, this deal's taken a bit longer than we had hoped. As we discussed on our call in March, the holdups on closing the merger are updated financials and exchange listing. I was really hoping to have something definitive for you today, but at the end of the day, some of the timing is simply outside our control. What I can say is that as of today, the company sees a path to closing this merger before the end of May.

So, you know, believe me, nobody wants this done more than I do so we can get on with pursuing our growth plans. And, you know, we're just somewhat limited in what we can speak about publicly right now. So, you know, we look forward to updating you further in the not-too-distant future. In the meantime, you know, our business continues to grow and to go well. As you likely saw in the press release, we are following up a 53% growth quarter with guidance for 45%-55% year-on-year growth in Q2, and we're reiterating our 50% growth guidance for fiscal year 2024. You know, this sort of growth is no mean feat, and it just represents the culmination of a lot of hours, lots of people who have been rolling up their sleeves and really putting their backs into the work.

I just wanna thank the entire Sanuwave team for this. I am honored and excited to be a part of it. With that, I will open the call up to questions.

Operator (participant)

Thank you. At this time, if you would like to ask a question, please press star 1 on your telephone keypad. You may remove yourself from the queue by pressing star 2. Once again, that is star 1 to ask a question, and we will pause for a moment to allow questions to queue. Again, that is star 1 to ask a question. It appears we have no questions at this time. I'd like to turn it back to the presenters for any additional or closing remarks.

Morgan Frank (CEO)

Well, I will try to take that as a sign that we were thorough and helped anticipate everybody's concerns. Thanks, everyone, and we'll see you again next quarter.

Operator (participant)

This will conclude today's conference. Thank you for your participation, and you may now disconnect.