SI-BONE Q2 2023 Earnings Call Transcript

Quartr
Provided by Quartr
August 7, 2023

There are 11 speakers on the call.

Operator

Afternoon, and welcome to SI BONE's Second Quarter Earnings Conference Call. At this time, all participants are in a listen only mode. We will be facilitating a question and answer session towards the end of today's call. As a reminder, this call is being recorded for replay purposes. And I would now like to turn the call over to Sakif Iqbal, Senior Director of Investor Relations at SI BONE for a few introductory comments.

Operator

Sir, please go ahead.

Speaker 1

Thank you for participating in today's call. Joining me are Laura Francis, Chief Executive Officer and Anshul Maheshwari, Chief Financial Officer. Earlier today, SFMONE released Financial results for the quarter ended June 30, 2023. A copy of the press release is available on the company's website. Before we begin, I'd like to remind you that management will make statements during this call that include forward looking statements within the meaning of federal securities laws, which are made pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995.

Speaker 1

Any statements contained in this call that relate to expectations or predictions of future events, results or performance are forward looking statements. These forward looking statements are based on the company's current expectations and inherently involve risks and uncertainties. These risks include SI BONE's ability to introduce and commercialize new products and indications SI BONE's ability to maintain favorable reimbursement for its products and procedures, the impact of potential economic weakness on the ability and desire of patients to undergo elective procedures, SI BONE's ability to manage risks to its supply chain, the impact of future capital requirements driven by new product introductions and risks to the continued renormalization of the healthcare operating environment. Other forward looking statements include our examination of operating trends and our future financial expectations, such as expectations for surgeon training and adoption, Active surgeons, new products and clinical trial enrollment and are based upon our current estimates and various assumptions. These statements involve material risks and uncertainties that could cause actual results or events to materially For a list and description of the risks and uncertainties associated with our business, please refer to the Risk Factors section of our most recent Form 10 ks and Form 10 with the Securities and Exchange Commission.

Speaker 1

SI BONE disclaims any intention or obligation, except as required by law to update or revise any financial projections or forward looking statements, whether because of new information, future events or otherwise. This conference call contains time sensitive information and is accurate only as of the live broadcast today, August 7, 2023. With that, I'll turn the call over to Laura.

Speaker 2

Thanks, Niket. Good afternoon and thank you for joining us. I'm pleased with our performance in the quarter As we delivered over 30% revenue growth led by robust demand for our portfolio of solutions, strong surgeon engagement And favorable reimbursement tailwinds. The U. S.

Speaker 2

Procedure growth trends over the last several quarters give me confidence that we're well positioned to deliver a strong second half of twenty twenty three. Furthermore, our strong liquidity position bolstered By the successful capital raise in May, provides us the flexibility to continue our judicious investments in portfolio expansion and commercialization initiatives. We believe these investments combined with secular growth factors in the business will allow us to deliver continued revenue growth and accelerate our progress toward adjusted EBITDA and cash flow breakeven. Before I discuss our results, I want to thank our employees as they've continued to demonstrate unwavering dedication to serve our expanding surgeon base and ensure patients have access to our best in class solutions. This level of consistent record performance over the last several quarters Would not be possible without you.

Speaker 2

Now moving to our Q2 performance. In the Q2 of 2023, We generated record worldwide revenue of $33,300,000 an increase of over 30% compared to the Q2 of 2022. The quarterly result was led by record U. S. Revenue of $31,200,000 which represents U.

Speaker 2

S. Revenue growth of over 31% compared to the prior year period. This 5th consecutive quarter of record worldwide revenue and improving operating leverage exemplifies the consistency of our execution and strength in the business. Now, let me provide an update on our key initiatives as we continue to look to extend our leadership position and drive strong long term growth. Starting with sales infrastructure, our direct sales team is our biggest asset as we expand our Product portfolio and surgeon base.

Speaker 2

At the end of the second quarter, our U. S. Commercial organization comprised 85 We complement our territory managers with clinical support specialists, as well as a growing network of 3rd party sales agents for case coverage. We also selectively place instrument sets at high volume hospitals to meet demand. We're confident that our hybrid strategies will allow us to further penetrate the surgeon market cost effectively, accelerate top line growth and achieve higher productivity.

Speaker 2

At the end of the second quarter, our trailing 12 month average revenue per territory in the U. S. With approximately $1,400,000 representing a 32% productivity gain over the comparable trailing 12 month period. Our strong revenue growth and increased operating leverage over the last several quarters are the results of our investments in building a world class commercial organization. Moving on to surgeon engagement, we exited the 2nd quarter with 935 active surgeons.

Speaker 2

This equates to approximately 30% growth in our active surgeons Over the Q2 of 2022. This was the 10th consecutive quarter of double digit year over year growth interactive surgeons. Based on the early third quarter trends, we surpassed the 950 active surgeons milestone we set at the end of the first quarter. It's also encouraging to see surgeon overlap across our procedures. We expect our complementary portfolio to drive deeper engagement And increase procedures per surgeon over time.

Speaker 2

These trends in active surgeon base reaffirm that our portfolio expansion strategy and investment in education are resonating with our customers. On academic training, We're pleased to see steady adoption of our procedures by surgeons first trained as residents and fellows as they matriculate to independent practice. For example, among the cohort of surgeons first trained as residents and fellows, procedure revenue in the Q2 of 2023 nearly doubled compared to the Q2 of Turning to products and solutions, with ifuse3d, ifuse torque and now ifuse Bedrock Granite, The value of our innovative, versatile and complementary product portfolio has positioned us as the top choice for surgeons looking for sacro pelvic solutions. IFuse Torque has become a key growth driver for us due to its expanded clearance covering SI joint dysfunction, trauma And adult deformity. Ifuse Torq provides a complementary technology to ifuse3d for our existing surgeons.

Speaker 2

It's also allowed us to engage new surgeons and successfully convert several surgeons using competitor products when performing minimally invasive SI joint fusion procedures. While we remain strong advocates of the lateral transiliac trajectory As being the gold standard when performing SI joint fusion procedures, in June, we received FDA clearance for placement of IP's torque in the posterior lateral trajectory. This clearance provides surgeons, mostly those who are competitor conversions, the flexibility and confidence to use their preferred approach. The use of iFuse Torque as a second point of fixation across the SI joint and adult deformity procedures Is increasing since the product received FDA clearance for the Bedrock trajectory last year. In trauma, We remain in the early stages of market development and are encouraged by the adoption we're seeing for iFuse Torque in sacral insufficiency fractures.

Speaker 2

The trauma opportunity is of strategic importance to us as the sacropelvic solutions leader and is an important avenue for our growth over the long term. Moving to ICU's Bedrock Granite. We are extremely pleased with the success of Granite in its 1st full year on the market. This breakthrough device has allowed us to target 130,000 annual cases across long construct adult deformity procedures And degenerative spine procedures to the sacrum, expanding our total addressable market by approximately $1,000,000,000 to over $3,000,000,000 Given the positive surgeon reception, we're actively rolling out instruments and implant sets to capitalize on the demand momentum for Granite. Furthermore, in June, we expanded the Granite implant family with the launch of a closed head Granite implant.

Speaker 2

This addition to the Granite family will allow us to drive adoption with a subset of surgeons who prefer implants with a closed tulip head to attach the rod. We believe Granite has the potential to become the standard of care for stabilizing the basal lung construct in adult IVB procedures. And this addition ensures that Granite can address the preferences of surgeons performing pelvic fixation procedures. In addition to the use of Granite in long construct adult deformity procedures, we're encouraged to see that year to date, nearly 40% of the procedures in which Granite is used are actually shorter multi level constructs, generally a treatment for degenerative spine disorders. Given the demand trends and over 100,000 annual procedures involving spinal fusion to the sacrum, we're progressing toward a 2020 For launch of another new product in the Granite family.

Speaker 2

We believe the new product will further accelerate adoption of Granite in these short construct procedures. Along with the growing demand for Granite, we're seeing a consistent trend in surgeons using some combination of our products with Granite To achieve 2 points of fixation across the SI joint on either side in long construct procedures. This is driving a significant pull through opportunity for portfolio and a higher per procedure average selling price. Moving on to clinical evidence. Given the growing interest in the SI joint space, as a market leader with commitment to clinical evidence and patient safety, we launched the STACEY study in June.

Speaker 2

STACI is a prospective study of the use of iFuse Torque in patients with sacroiliac joint dysfunction. The purpose of Stacy is to work with a select group of physicians and gather post market information on the use of iFuse TORT for sacroiliac joint fusion. I'll now turn the call over to Anshul to provide more detail on our financial results.

Speaker 3

Thanks, Laura. Good afternoon, everyone. I will focus my comments today on 2nd quarter revenue trends, operating leverage and liquidity and end with our updated 2023 guidance. Starting with our Q2 revenue. As Laura noted, our worldwide revenue in the 2nd quarter was $33,300,000 representing growth of over 30% compared to the prior year period.

Speaker 3

2nd quarter U. S. Revenue was $31,200,000 increasing over 31% compared to the prior year period. This record U. S.

Speaker 3

Performance was driven by Growth in the procedure volumes, which rose by approximately 30% compared to the prior year period. In addition to robust volume growth, For the 2nd consecutive quarter, our U. S. Per procedure average selling price increased compared to the prior year period. International revenue was $2,100,000 reflecting growth of approximately 15% compared to the prior year period.

Speaker 3

Across Europe, France maintained strong volume growth offset by ongoing recovery in Germany and the UK. Moving to gross margin and operating leverage. In the Q2 of 2023, our gross margin was 81%, in line with our expectation. As anticipated, the gross margin reflects the impact of procedure and product mix due to higher total cost of ifuse torque and granite, Increase in depreciation from the deployment of instrument trays to support the growing demand for these products, Depreciation associated with our second facility in Santa Clara and higher freight costs. Operating expenses were $38,900,000 in the Q2 of 2023 versus $40,000,000 in the prior year period.

Speaker 3

This 3% decrease in operating expenses is mainly due to timing of certain commercial activities that are scheduled for the second half of twenty twenty three. This was partially offset by an increase in stock based compensation and higher commission associated with the revenue growth in the Q2 of 2023. We're pleased that we have now demonstrated several consecutive quarters of improved operating leverage, while investing in R and D and clinical research, which are crucial to delivering strong and sustainable revenue growth over time. Our net loss was $11,200,000 or $0.30 per diluted share for the Q2 of 2023 compared to a net loss of $18,500,000 or $0.54 per diluted share in the prior year period, representing 46% earnings per diluted share improvement. The earnings per diluted share for the Q2 of 2023 were also impacted by the increase in the number of shares outstanding from our follow on common stock offering in May.

Speaker 3

Adjusted EBITDA loss in the 2nd quarter improved 59% to $4,700,000 versus $11,500,000 in the prior year period. Turning to liquidity. We ended the quarter with a strong balance sheet, including approximately $169,000,000 in cash and marketable securities. Our cash balance includes approximately $84,000,000 in net proceeds from the following offering in May. Our first half cash used in operating activities was $14,300,000 an improvement of nearly 50% compared to $28,400,000 in the prior year period.

Speaker 3

We are pleased with our trajectory of cash utilization in the last few quarters, while continuing our investment in long term growth initiatives. Additionally, we are building our instrument tray and inventory capacity to support the growing demand for Granite as we prepare for our seasonally strong Q4. Finally, Moving to our updated guidance for the year. Based on our Q2 performance, we are increasing our full year 2023 worldwide revenue guidance and tightening the range to $132,000,000 to $134,000,000 up from our previous guidance of $128,000,000 $131,000,000 This revised guidance translates to year over year growth of approximately 24% to 26% versus the previous range of 20% to 23%. We continue to expect the 2023 annual gross margin to be approximately 80%.

Speaker 3

Based on the updated guidance, we anticipate operating expenses will increase in the mid single digit percent for full year 2023 due to anticipated higher commission and bonus expense from higher revenue. With that, I will turn the call over to the operator for questions. Thank

Operator

Our first question will come from Craig Bijou of Bank of America

Speaker 4

Good afternoon. Thanks for taking the questions and congrats on another strong quarter.

Speaker 3

I wanted to start, I

Speaker 4

know you're typically reluctant to give details on specific products,

Speaker 3

I'm going

Speaker 4

to try anyway. And I wanted to see if there's any color that you can provide on the strength in the first half. And then looking at revenue guidance, even with the raise, it implies essentially flat revenue first half versus 2nd half, maybe slightly more in the second half. So is there anything on the product level that we should be thinking about that would suggest that The strong first half growth that you saw wouldn't continue in the second half.

Speaker 5

Thanks, Craig. Thanks for the question. And what I'll do is I'll answer your first question on the product side and then I'll have I'll turn it over to Anshul Jules to talk a little bit more about the guidance. We're really pleased with the quarter that we just exited, 30% growth in the quarter, Strong continued momentum in the U. S, strong momentum with our active surgeon base, improvements in our ASP, 60% improvement in our bottom line losses.

Speaker 5

We're really excited about how we performed this quarter and we just see very strong momentum going into the second half of this year as well, which We felt confident with the rate that we provided in guidance. From a product perspective, we're seeing performance across So our core business, continues to drive our results. And when I say core business, I mean primary SI joint Fusion and that can be with our IQ's 3 d products or it can be with IQ's Torque. We're also continuing to see momentum in our trauma Business with IQ's torque, specifically with sacral insufficiency fractures. And finally, we did talk quite a bit about Granite, which It has just been a terrific launch for us and we have a lot of excitement around Granite.

Speaker 5

We did talk a little bit about the product extension with the GloTad granite that was launched late in Q2 and that opens up some additional opportunity with certain surgeons who prefer that particular product. I won't as you said, I'm not going to break down what the growth was, but we're seeing growth in all of the areas that I just mentioned and are really excited for the second half of the year.

Speaker 3

And correct answering the question on excited. So Laura, Laura has already talked about some of the enthusiasm in the business that we've seen, not just in the first half, but also in the second half of last year. And we've had about 5 quarters now of record revenue. And obviously, this first half of the year is actually the strongest sequential growth and year over year growth we've seen as a public company. So feeling really good about how the business is set up, Some of the assumptions that we have made in our guidance and the loss increase in guidance we did at the end of the quarter It has played out better than what we anticipate, both in terms of the branded adoption, the rollout and the ASP trends.

Speaker 3

Now While all that's been going on, we also while being very confident of the strength and the secular trends in the business, And also want to acknowledge that there is potential seasonal strength in the second half. We just want to be very thoughtful as we're going into the back half And that's sort of reflected in our guidance. And some of the assumption changes that we had was, We provided some more upside from the Granite rollout in the second half. And historically, we've talked about mid single digit ASP decline. And Even though we've had 2 consecutive quarters of positive ASP, we're still assuming ASP pressure in the back half of the year, albeit losing the legit now.

Speaker 3

So we think it's appropriately hedged in terms of getting into the second half of the year.

Speaker 4

Got it. Thank you. And just a quick follow-up. Laura, I think you said the new approval for Torque Better positions you to go after some of those competitive cases that the SI joint fusion that may prefer the screw versus The triangular implant, iFuse. So, maybe if you just expand a little bit on that and talk about how you are Doing picking up those competitive cases.

Speaker 5

Thanks. Sure. And Torque, as you know, is primarily launched To focus on the trauma opportunity that we have with sacral insufficiency fracture. So that continues A long term opportunity for the business that we're really excited about another adjacent market. Our best estimate is around $350,000,000 of potential that's there as well.

Speaker 5

But the more immediate opportunity with Torque certainly has been in the primary minimally invasive outside joint fusion market. And so we've Seeing a very significant uptick of competitive surgeons that are converting over to iQ's technology using the torque implant. And some of those surgeons, have provided feedback where they're actually The lateral approach, but they're also interested in this posterior lateral approach. And What we want to do is we want to be the company that provides sacral pelvic solutions regardless of What the surgeon is interested in. And so while we remain strong advocates of the lateral approach, it's The gold standard, there's a lot of data out there showing the efficacy of the product using the lateral approach.

Speaker 5

We also want to give those competitive surgeons the solution that they're looking for and the confidence to use it. So that trajectory is now on label.

Speaker 4

Great. Thank you and congrats again on another strong one.

Speaker 3

Thanks, Craig. Thanks, Quinn.

Operator

Thank you. One moment please for our next question. Our next question will come from the line of Young Lee of Jefferies. Your line is open.

Speaker 6

All right, great. Thanks for taking our questions and congrats on a strong quarter here. I was wondering if you can maybe share some more color on the intra quarter growth. It sounded like the momentum Carried, in through July as well. But what are some of the expectations for the summer season, sort of And can you provide some color on the high level Q3, Q4 cadence?

Speaker 3

Yes. Hey, Jan, this is Anshul. Why don't I take this question? So obviously coming out of the second quarter For the first half of the year, we feel pretty good about the business. And some of that is thoughtfully reflected in our increased guidance of 24% to 20 percent.

Speaker 3

When you think about quarterly trending sequentially in the 3rd quarter, Historically, you see as an industry a sequential dip in the Q3. From the Q2, it can be somewhere around the low single digit range. And in our guidance, that's what our assumption is, that sequential decline from Q2 to Q3, mainly driven by this summer seasonality and actually having one less selling day in the quarter compared to the prior quarter. While continuing to acknowledge that we've got strong momentum with the new product rollout, and we're going to work hard to minimize the impact of that, But that's not incorporated in the guidance that we set.

Speaker 6

All right, great. Very helpful. I guess, follow-up question. Just in terms of getting a new surgeon onboarded for core SI Through infusion procedures, is that timeline or process getting shorter, either due to the portfolio effect or Just, you know, free acceptance in the KOL and clinical community.

Speaker 5

Yes. Thanks for the question, Young. So and this dovetails a little bit with your previous question on intraquarter Growth in July, we did mention in our prepared remarks that we have actually exceeded the High watermark of 950 surgeons in Q1 already at the end of July. So We did see some strong new surgeon growth heading into the month of July, which is very encouraging given the summer months. I do also believe that you're right that we have seen A decrease in the amount of time it takes for us to bring on new surgeons.

Speaker 5

And part of it is just The procedure is more well known at this point in time and part of it is the different modalities We can use in order to reach the new surgeon. So it can be a regional course with the cadaver lab training. It can be a local Training course in the OR, or it can be with our simulators, which we still are heavily using. And that's on the core primary SI joint fusion business. If you actually look at our Granite business, It's actually quite easy to go in and we do what we call an instrumentation review typically in the office of the surgeon because this is a procedure that they're used Doing already, they're just going to be using the Granite technology that's replacing some of the existing technologies that are out there.

Speaker 5

So In terms of adding active surgeons, I do believe that we have a number of different ways to engage these new surgeons and that we have significantly improved our ability to onboard.

Speaker 6

All right. Thank you so much.

Operator

And our next question will come from Kyle Rose of Canaccord. Your line is open.

Speaker 7

Hi, great. Thanks everyone and congrats on a strong Quarter.

Speaker 3

I wanted to just ask, Mark, you've had the NTAP out

Speaker 7

in the market for over 9 months now. I just wanted to see if you've seen any Material changes in the amount of implants being used per procedure.

Speaker 6

I know there's been a lot

Speaker 7

of talk of going to 2 to potential And then secondly, I don't know if

Speaker 3

I missed it. Did you get the number of

Speaker 7

CSS reps you have in the field as well?

Speaker 5

Sure. Thanks, Kyle, for the question. I will answer the question on the NTAP. So Just as a reminder to others that are on the call, we have an NTAP in place that's a little over $900 For Medicare cases, it's exclusive to Granite and it does create a pretty strong competitive advantage for us. And that's really combined with the efficacy of the product.

Speaker 5

The goal here for surgeons is to ensure They don't have fixation failure in these long construct cases. And these cases on average Can cost a couple of $100,000 for the initial case and can cost in the range in total of around $125,000 per revision. And obviously, the patient impact as well is significant. So What the NTAP does is it really, it's economically beneficial to the surgeon, to the hospital And to the payer, and we have seen strong interest in that particular, NTAP. So We're pleased with that.

Speaker 5

In terms of our CSS reps, Our typical pattern in prior years look to actually give out both numbers. It became a little bit confusing And also given the push that we've had towards agent sales as well, what I'll tell you is that The CSS is similar to prior years or a little less than 1 CSS to 1 senior quota carrying And then as I said, we're also bringing on additional agents that are helping to increase this Productivity that we've seen, on average, productivity increase of 32% this Past 12 months, if you compare it to the prior year. And it does show that we can really grow the Territory rep productivity in 2021, it was less than $1,000,000 Last year, it was around $1,200,000 and now we're at 1 point $4,000,000 and those quota carrying reps are supported by the CSSs that you asked about and then also the

Operator

Mr. Rose?

Speaker 7

Yes, that's all for me. Thank you for Taking the questions.

Operator

Thank you. And one moment please for our next question. Our next question will come from the line of Samuel Radofsky of Truist Securities, your line is open.

Speaker 8

Hi, thanks for taking the Just the first one and thanks for the color around the circuit dynamics to start 3Q. With the new torque approach, should we think about a steady cadence of new competitive surge in conversion through the second half and or is that more of a one time thing and how should we think about what's contemplated in guidance in terms of new surgeon

Speaker 4

adds. Yes.

Speaker 3

In terms of new surgeon adds, it's not just the posterior lateral trajectory with Torque. We're really focused as we have been over the last several years through education and engagement to continue to grow that number. And it's really critical for us as we think about the long term outlook for the business. And based on what we've seen thus far in the quarter, we feel pretty confident We will continue to hit new active surgeon milestones throughout 2023 at the end of each of the quarters. And right now, Our expectation is to have that low to mid teens growth in the Q4 of 2020 3 compared to the Q4 of 2022, which as you may recall, Sam, was a pretty high watermark to start within the end of last year.

Speaker 3

So we feel very good about that. The other piece that's also equally important for us is continuing to focus on growing surgeon overlap. Laura talked about the multiple modalities and the treatment types that we're engaging surgeons with, and we've had a lot of success there, but we've seen A 30% growth in this quarter and after surgeon base, but our procedures performed for surgeons sort of stayed flat. So you actually had Surgeons moving up the volume scale as well that have been doing Aprocedia for a while. So both those metrics pointing in the right direction for us.

Speaker 8

Great. That's really helpful. And I appreciate the other color you've given on assumptions around price Through the second half, but just with the Granite launch going so well, does that give you a more positive outlook on how you think about price per Procedure evolving through 2024 and beyond? Thanks for your questions.

Speaker 3

Yes. No worries, Sam. On the ASP side, look, we're really encouraged by the ASP trends, specifically in the first half, having had 2 consecutive quarters year over year ASP improvement. And it's driven by 2 things, right? The first one is the Granite volume that Laura has talked about where we've seen surgeons, Specifically those that do adult deformity procedures using more than 2 points of fixation, so more than 2 SI bone implants in their procedures.

Speaker 3

And to some extent, we are also seeing a bit more moderated decline in ASP within the minimally invasive SiH1 fusion business, Even though we've continued to see a move to ASCs and historically that decline has been in the mid single digit At the ASC side of service, but with the increase in the fees, in the start of 2023, the team has actually done a great job and working really hard. And in several cases being successful in maintaining that pricing on those contracts. But we also want to acknowledge It's been only 2 quarters, right? And while we feel good about some of the reimbursement tailwinds, the procedure product mix, we just want to be thoughtful and are not Incorporating that upside in the back half of the year or at this point 2, 3 maturity top 2024.

Operator

Next question will come from Drew Ranieri of Morgan Stanley. Your line is open.

Speaker 9

Hi, Laura and Anshul. Thanks for taking the questions. Just maybe first on OpEx for Anshul. But you've done a good job year to date. Leverage is becoming more of an important part of the story.

Speaker 9

And in your kind of prepared remarks, you talked about continued revenue growth and progress towards adjusted EBITDA and cash flow breakeven. So I was hoping you might be able to touch on kind of the latter two parts of these and Maybe kind of what your expectations are for laying the groundwork to eventually achieving these targets of adjusted cash flow and EBITDA breakeven?

Speaker 3

Thanks Drew for the question. In terms of the operating leverage, we're really pleased with The trajectory that we've demonstrated in operating leverage, it's been pretty linear to our top line growth. And it's basically driven by The foundation that we've built in making investments that we knew was required to support the level of growth acceleration we're seeing in the business. Now in terms of how we see that evolve, we do believe that fiscal year 2023, we will continue to see operating leverage, Albeit, the year over year comps do become a bit tougher. We were seeing that in last year as well.

Speaker 3

But we feel good about that. And We're not going to be giving up guidance on when we believe we get to breakeven from an adjusted EBITDA or cash flow perspective. But if you look at the trajectory that we've been on and extrapolate where revenue has been and is potentially good to go, When we provide 2024 guidance and beyond, we'll be able to share more. Okay.

Speaker 9

Fair enough. And Maybe second on just the Granite instrument trays. I understand that you're continuing to roll this out and part of the recent raise was to Build up the inventory here. But for the centers that you're in today, can you maybe just talk to us about what you're Seeing in terms of utilization or productivity, you kind of hinted at some details, but any more clarity around what you're seeing The early days of these accounts would be great. Thank you.

Speaker 5

Thanks, Drew. On Granite Trades, The Granite launch really has been trying to supply in order to meet demand. And I talked in my prepared remarks about the efforts of our team in order To hit the results that we've hit and this is a particular area that I would say that people have gone above and beyond here. So Our operations team trying to supply the implants that are needed, the trays that are needed and then the people in the field Trying to utilize the trays that they have. It has not been unusual for our sales reps to have to drive hours in order to Retrieve trays and actually go to another site.

Speaker 5

And so what we think we're doing here, in the second quarter and in the third quarter Is making sure that we have the inventory that we need, especially for Granite As well as the trades that we really need, particularly going into the seasonally high volume 4th quarter that's coming here, and we feel very confident that we're in that position. But it really has been around 12 months of A lot of work in order to make sure to meet The demands that our surgeons are providing.

Speaker 9

Got it. Appreciate the color. Thank you.

Speaker 2

Thank you.

Operator

Thank you. And one moment please for our next question. Our next question will come from the line of David Saxon of Needham and Company. Your line is open.

Speaker 10

Hello. This is Joseph on for David. Maybe a high level question Looking at 2024, Anshul, I know you said it was maybe a little early to comment on it, but maybe some high level details. You'll be facing much more difficult comps in 2024, but you'll also be farther along with the Granite and Torque rollouts. And the assumption that you have the shorter concert Granite launch, they're going well.

Speaker 10

I just wanted to Here, how you guys are feeling about sustaining that 20 plus growth, even as you start lapping those tougher comps?

Speaker 3

Yes, Joseph, thanks for the question. And look, I think our execution over the last several quarters Gives us a lot of confidence in the underlying momentum in the business. The foundation of which is built on Our differentiated portfolio, which as you highlighted is the next family of Granite products that we'll launch next year, The favorable reimbursement both within the SI joint fusion side of the business as well as the NTAP on Granite And just the improving operating leverage, right. So we're set up really well. And we do believe we're in the early innings of delivering on our long growth strategy that we've laid out over the last couple of years, and have all the ingredients in place, to deliver strong and sustainable as well as fiscally responsible growth.

Speaker 3

But that said, we don't want to get ahead of ourselves. I want to make sure we can capitalize And deliver what we believe will be a strong second half before we talk about 2024. So too early for me to give you numbers on 2024 at this point, but We're doing everything possible to deliver on a strong second half and feel good about that.

Speaker 10

Okay. Okay, great. Fair enough. Maybe, could we get an update on the marketing strategy? You've had the DTC campaign Here out for a couple of years now.

Speaker 10

Maybe if you could talk relatively, wanted to hear how you guys are feeling about consumer Awareness Now kind of relative to when you started those activities?

Speaker 5

Yes. I'm happy to take that question. Is this the Digital marketing activities have been a focal point for us. We are trying to generate additional knowledge with patients of F. I.

Speaker 5

Joint dysfunction and degeneration. We've been quite successful in doing that, whether it's bringing patients to the website, Completing our pain survey or using our find a doctor functionality in order Be referred to one of our surgeons. We've been quite successful in using search as well as social media in order to drive patients to a better understanding of this particular condition. Now what we're really doing is we're starting to focus a little bit on a little lower in the funnel. And so for those patients who have actually had an interest in finding a doctor to help to So our marketing strategy is evolving here as we continue to develop our digital marketing strategy.

Speaker 10

Okay. Thank you very much for taking our questions.

Speaker 2

Thank you.

Operator

Thank you. And I'm seeing no further questions in the queue. I would now like to turn the conference back to Ms. Laura Francis for closing remarks.

Speaker 5

Thanks all for joining the call today. The year to date performance and the favorable demand trends, They bolster my conviction and a strong second half performance as well as our long term outlook for the business. And I'm Confident that we have all the elements in place to deliver a strong and sustainable long term growth and progress toward profitability. Thanks for your time today. Goodbye.

Operator

This concludes today's conference call. Thank you all for participating. You may now disconnect and have a pleasant

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