STRATA Skin Sciences Q2 2023 Earnings Call Transcript

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August 9, 2023

There are 5 speakers on the call.

Operator

Greetings. Welcome to the Stratus Skin Sciences 2Q 2023 Earnings Conference Call. At this time, all participants are in a listen only mode. A question and answer session will follow the formal presentation. Please note this conference is being recorded.

Operator

I will now turn the conference over to your host, Nicole Jones, Investor Relations. You may begin.

Speaker 1

Thank you. Joining on today's call will be Bob Moshe, Chief Executive Officer and Chris Lesovic, Chief Financial Officer. Earlier today, Strata 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 do not relate to matters of historical facts or relate to expectations or predictions of future results or performance are forward looking statements. All forward looking statements, including without limitation, those relating to our operating trends and future financial performance 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 differ from those anticipated or implied by these forward looking statements. Accordingly, you should not place undue reliance on these statements. For a list and description of the risks and uncertainties associated with our business, please refer to the Risk Factors section of our public filings with the SEC, including our annual report on Form 10 ks for the year ended December 31, 2022.

Speaker 1

This conference call contains time sensitive information and is accurate only as the live broadcast today, August 9, 2023. Strava 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. Also during this presentation, we refer to domestic growth recurring billings, which is a non GAAP financial measure. A reconciliation of this non GAAP financial measure to the most directly comparable GAAP financial measure is available in the company's earnings release for the 2nd of Strata's website at www.strataskinsciences.com. And with that, I'll turn the call over to Bob Moscha.

Speaker 2

Thank you, Nicole, and thank you all for joining us on today's call. In the Q2, we continue to make progress operationally, Achieving milestones across various aspects of our business, a few notable achievements include our TheraClear X Review and Expert Perspectives publication in the Journal of Clinical and Aesthetic Dermatology, securing a $12,000,000 financing with MidCap Financial, Increasing our TheraClear X installed base to over 70 devices, Doctor. Glynis Ablon initiating and treating patients in the TheraClear X and placing 18 new extract devices domestically. During the Q2 of 2023, We recognized revenues of $8,300,000 versus $9,100,000 in the same period of 2022. When excluding a significant one time order we received from China during the Q2 of 2022 of 1,500,000 Sales increased 8.8% during the period.

Speaker 2

There were also approximately 900,000 International sales that were shifted to the second half of twenty twenty three as a result of seasonality and lower capital spending due to higher interest rates and slowed macroeconomic factors. We expect to recover those sales during the second half of twenty twenty three. We continue to see large opportunities on the horizon for X TRAC. As we have previously mentioned, there are new FDA approved We believe that as the level of interest in vitiligo treatment options increases, We expect to see more opportunities to expand the awareness and usage of XTrak. For the remainder of the year, we plan to continue removing non profitable or underutilized devices from our installed base.

Speaker 2

We are also evaluating a plan to move lower tiered partners into existing membership programs that would offer them a number of codes commensurate with their usage. These changes would result in a more predictable revenue stream for Strata. Earlier this year, we announced the official broad launch of TheraClear X, which we expect to become one of the key drivers of our business. We have seen tremendous momentum with 73 TheraClear X devices placed as of June 30, 2023. Additionally, as we mentioned in our last earnings call, we have sold over 6,000 TheraClear X treatment codes, showcasing the increasing adoption and effectiveness of our acne solution.

Speaker 2

We continue to expand the awareness of TheraClear X through multiple avenues. We have implemented TheraClear X training programs for both our sales force and new TheraClear X providers. The training sessions focus on how to engage patients and promote cash pay services in their respective offices to ultimately drive utilization. In addition to expanding our training program, we have also hosted peer to peer webinars where dermatologists who are experienced with Dericlure X Blonde Skin Institute and Research Center in Manhattan Beach, California initiated and treated the first six patients in her TheraClear X Open label single arm clinical research study. The study titled a 7 week open label study Evaluating the efficacy and safety of TheraClear X on mitigating mild to moderate acne in healthy teenagers and young adults aims to further substantiate the efficacy and safety of TheraCler X as a standalone treatment for mild to moderate acne.

Speaker 2

The study will evaluate 30 healthy male and female subjects aged 12 to 40 years and older over the course of 7 weeks. We expect the study to be completed by the end of Q3. As a reminder, acne affects up to 50,000,000 Americans annually and accounts for up to 20% to 25% of dermatology visits. Acne is also prevalent in adolescents with 85% experiencing some degree from the ages of 12 to 24 years old. We believe TheraClip X's FDA cleared technology is well suited to address this need in the market.

Speaker 2

In July 2023, we announced that the Journal of Clinical and Aesthetic Dermatology, also known as JCAD, published a review and expert perspective article in the June 2023 supplemental edition titled Photopneumatic Technology for the treatment of mild to moderate acne vulgaris. The Expert Perspectives Roundtable featured dermatologists Ashish Bhatia, Cheryl Burgess, Girish Manavalli And Jason Smith. Some key takeaways from the roundtable were TheraClear X is safe and efficacious, providing visible improvement in acne as soon as the second treatment. Additional benefits include visible improvement of pore size, erythema and skin texture. TheraClear X's settings can be customized to treat all Fitzpatrick skin types.

Speaker 2

Treatment sessions are quick and comfortable with no downtime resulting in compliant and satisfied patients. TheraClear X is ideal for a new acne patient wanting to expedite their acne clearance and or an existing patient wanting to enhance their current acne regimen. The review in J Cat authored by Doctor. Girish Manavalli highlighted TheraClear X's mechanism of action, Key features of the device and the outcomes experienced in the clinic. Doctor.

Speaker 2

Manavalli mentioned that he often utilizes TheraClarex in his clinic to treat mild to moderate acne. He also described the benefits to patients as they experienced little to no downtime and visible reductions in redness early on in the treatment. The expert perspective article in the roundtable showcased the safety, Efficacy and visible improvements patients experience with Dericlure X. This publication serves as another treatment to the device's efficacy and helps us to continually increase the devices market awareness. Looking ahead, we remain committed to our strategic priorities, advanced sales training and expanding our market presence through virtual events and industry conferences.

Speaker 2

These efforts I will now turn the call over to Chris to describe to discuss the financials.

Speaker 3

Thank you, Bob. Revenues for the Q2 of 2023 were $8,300,000 as compared to revenues of $9,100,000 in the Q2 of 2022. Global recurring revenues in the Q2 of 2023 were $5,500,000 as compared to recurring revenues of $5,600,000 for the Q2 of 2022. Equipment revenues for the Q2 of 2023 were $2,800,000 as compared to $3,500,000 for the Q2 of 2022. For the Q2 of 2023, non GAAP extract gross domestic recurring billings were $5,100,000 as compared to $6,000,000 in the Q2 of 2022.

Speaker 3

Overall gross profit for the Q2 of 2023 was $4,300,000 or 52.3 percent of revenues as compared to $5,000,000 or 54.8 percent of revenues for the Q2 of 2022. The decrease in gross profits during the 3 months ended June 30, 2023 was primarily the result of higher depreciation material costs, lower recognition of Previously deferred service revenue associated with assumed service contracts from Ra Medical acquisition, which is decreasing as the related service contracts expire and an increase in domestic sales with longer warranty periods, leading to a greater amount of deferred revenues for those sales. Looking ahead, we can expect gross margins throughout the remainder of 2023 To be in the mid-50s to low-60s with some quarterly fluctuation based on the mix between recurring revenues from system placements and equipment sales. Operating expenses for the Q2 of 2023 were $6,300,000 as compared to $6,700,000 in the Q2 of 2022. The decrease in operating expenses in the Q2 of 2023 is primarily due to a reduction in sales and marketing costs, offset by a slight increase in engineering and G and A expenses.

Speaker 3

Other expenses for the Q2 of 2023 was $1,200,000 as compared to $200,000 for the Q2 of 2022. The increase in other expense for the Q2 was primarily attributed to a loss on the debt extinguishment of $900,000 for the 3 6 months ended June 30, 2023.

Speaker 2

Net loss

Speaker 3

for the Q2 of 2023 was $3,100,000 or a loss of $0.09 per basic and diluted common share As compared to net loss for the Q2 of 2022 of $1,900,000 or a loss of $0.05 per basic and diluted common share. As of June 30, 2023, cash and cash equivalents were $10,400,000 The increase in cash and cash equivalents is due to the 12,000,000 Dara Financing with MidCap Financial. The new debt facility consists of a refinancing of the existing $8,000,000 term loan and an additional $7,000,000 tranche funded at closing. Strata also has the option to receive an additional $5,000,000 tranche in 2024. For the fiscal year ending December 31, 2023, we are revising guidance in the range of $35,000,000 to 38 This adjustment is attributed to a slowdown in capital expenditure spending and macroeconomic factors that have impacted our equipment sales.

Speaker 3

While we believe sales could improve during the second half of this year, this updated guidance offers a current and conservative perspective on the business. We are pleased with the progress made in Q2 and are looking forward to building upon the strong base in the second half of the year. As Bob mentioned, Sales internationally were pushed into the second half of the year and it is our expectation that these will materialize in subsequent quarters during the balance of the year. With that, Bob and I would like to open the calls for questions.

Operator

At this time, we will be conducting a question and answer session. And our first question comes from the line of Jeff Koolman with Ladenburg Thalmann. Please proceed with your question.

Speaker 4

Hi, thank you. This is actually Justin on for Jeff. I guess, can we start Kind of following Chris' comments around those international sales, do you have any additional color To what quarter that will be in? Is it more of a Q4 type of revenue recognition? Or do you think it will be split more Evenly between Q3 and Q4.

Speaker 2

Yes, this is Bob. Thanks for your question. Yes, we think it's going to probably Be more into the Q4 quarter. We'll start to see some rebound in Q3, but We're hearing particularly from a couple of our Asian partners that credit issues and interest rates They asked us to push these out. We do expect to recover them, but I think it's going to be later in the year.

Speaker 4

Okay, got it. And then could I just transition to Vitiligo for a second? I know with the launch of OXOLERA, There's been a lot more awareness around Vitiligo. So I'm wondering, have you heard anything about it being used in conjunction with Your systems or is there anything else you can discuss really around vitiligo?

Speaker 2

Sure. No anecdotally, yes. Obviously, it's not been studied in the combination. So we can't go out and promote it that way. But anecdotally, we have heard from some KOLs who are using our laser alongside Opsalore and getting very good results.

Speaker 2

We'd love to be able to promote that, but obviously we're not allowed to do that. So I think the noise level though has really helped overall Just for Xtract and Vitiligo, it's been approved for a number of years for that indication. And I think that patients have enjoyed the repigmentation that they get from using the excimer laser, which is one of the Selling points for it. So I think as more patients start to see the new opportunities with the drugs that are out there like OXELURA, there are Some additional JAKs that are coming and that are going to be approved here shortly. We'll see more patients coming in to get treated and that will help us with the usage of Exelon as well.

Speaker 4

Okay, got it. And then I believe you said it accounted or Vitiligo accounted for about 15% of Procedure revenues, if I heard that correctly. So I'm wondering, do you think it will remain consistent at that level? Or based on some of the greater awareness, do you think that could increase going

Speaker 2

Yes, that's our hope. We hope it will actually start to increase. Coverage by insurance companies has always One of the things that we face, we have excellent coverage for psoriasis over 80%, 90% of all claims go through. For Vitiligo, It's still 70%, which is really good. But even if you get one rejection, the doctor starts to question it.

Speaker 2

So we do have a reimbursement team that's part of Services we provide for Xtrack, which has been very effective in getting coverage for patients. So we utilize that quite a bit with our commercial team and We do hope that Vitiligo will become a bigger overall piece of the pie for extract.

Speaker 4

Okay. And then lastly for us, I know you called out some macro level issues Internationally, I'm just wondering if there's anything else that you can call out that impacted the top line and that we should be considering as we model the rest of the year?

Speaker 3

No, I don't think there is. I mean, you'll see Year over year, the big drop was international revenue. We had the one time China sale in 2022. When we take that out, we're pretty much we did grow the business, but we didn't grow as much as we wanted to, mainly because of what we discussed the international push out of orders.

Speaker 4

Okay, perfect. That does it for us. Thank you for taking our questions.

Speaker 2

Sure. Thank you.

Operator

And it looks like we have reached the end of the question and answer session. I'll now turn the call back over to CEO, Bob Moshe for closing remarks.

Speaker 2

Thank you. And thank you all again for all of your continued support. Before I conclude the call, I would like to mention that Strata will be hosting a key opinion leader event On September 20, the webcast will include X TRAC and TheraClear experts who will provide Their perspectives and experience with Strata's devices inside the clinic. Please look out for more details as we get closer to the event. Thank you, and we look forward to keeping the community updated on our achievements.

Operator

And this concludes today's conference and you may disconnect your lines at this time. Thank you for your

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Key Takeaways

  • Excluding a one-time $1.5M China order, Q2 2023 revenues rose 8.8% year-over-year to $8.3M, though equipment sales were delayed by seasonality and higher interest rates, with ~$0.9M of international sales now expected in H2.
  • Strata secured a $12M financing with MidCap, boosting cash to $10.4M and providing an additional $5M tranche option in 2024 to support operations.
  • TheraClear X momentum continues with 73 devices placed, over 6,000 treatment codes sold, peer-reviewed publications in JCAD, and an open-label acne study due to complete in Q3.
  • Operational enhancements include removing underutilized XTRAC devices and transitioning lower-tier partners into membership programs to create a more predictable recurring revenue stream.
  • Full-year 2023 revenue guidance was revised to $35–38M amid macroeconomic headwinds, with gross margin expected in the mid-50s to low-60s and net loss widening to $3.1M in Q2.
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Earnings Conference Call
STRATA Skin Sciences Q2 2023
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