Xtant Medical Q2 2024 Earnings Report

Xtant Medical EPS Results

• Actual EPS: -$0.03
• Consensus EPS: -$0.02
• Beat/Miss: Missed by -$0.01
• One Year Ago EPS: N/A

Xtant Medical Revenue Results

• Actual Revenue: $29.94 million
• Expected Revenue: N/A
• Beat/Miss: N/A
• YoY Revenue Growth: N/A

Xtant Medical Announcement Details

• Quarter: Q2 2024
• Date: 8/8/2024
• Time: Before Market Opens
• Conference Call Date: Friday, August 9, 2024
• Conference Call Time: 9:00AM ET

Xtant Medical (NYSEAMERICAN:XTNT), Inc. is a medical technology company focused on the development, manufacturing and distribution of bone graft, spine biologics and related implantable medical devices. The company’s product portfolio is designed to address critical needs in spinal fusion, orthopedics and trauma surgery by providing a range of solutions that promote bone growth, structural support and patient recovery.

The company’s offerings include an array of bone graft substitutes – such as demineralized bone matrix putties and fibers – interbody fusion devices, spinal fixation systems and biologic agents. Xtant Medical leverages proprietary technologies to optimize handling characteristics and osteoinductive potential, with products that are used by surgeons in hospital operating rooms and outpatient surgical centers. The company also provides custom solutions through its product design and contract manufacturing services.

Headquartered in Carlsbad, California, Xtant Medical serves customers primarily across North America, with distribution partnerships extending to select international markets. Under the leadership of President and Chief Executive Officer Shawn Ainsworth, the company continues to expand its research and development capabilities and advance its regenerative medicine pipeline. Xtant Medical is dedicated to improving patient outcomes by delivering innovative, clinically driven solutions for spinal and orthopedic care.

Xtant Medical Q2 2024 Earnings Call Transcript

Key Takeaways

• 48% Revenue Growth & Reaffirmed Guidance: Q2 revenue rose to $29.9M from $20.2M last year, and the company maintains full‐year 2024 guidance of $116–120M in revenues.
• Fifth Consecutive Quarter of Positive Adjusted EBITDA: Q2 adjusted EBITDA was $0.5M with a 50 basis point gross margin expansion and lower operating expenses as a percentage of revenue, and further improvements are expected in Q3/Q4.
• Organic revenue was flat year‐over‐year due to planned cannibalization of legacy hardware and strong OEM sales, but supply chain recovery and new product launches should drive double‐digit organic growth in H2 2024.
• Advancements in Biologics: The company launched its sixth biologics category—amniotic membrane allografts—with initial sales and is nearing in‐house stem cell production to boost both revenue and margins.
• Net loss widened to $3.9M ($0.03 per share) in Q2 from $2.2M ($0.02 per share) in the prior year, although this represents a sequential $0.5M improvement from Q1.

Presentation

[Operator]

Welcome to the Xtant Medical Holdings, Inc. Second Quarter 2024 Conference Call. At this time, all participants are in a listen-only mode. Later, we will conduct a Q&A session. I would now like to turn the call over to your host, Brett Maas, IR. You may begin, sir.

[Brett Maas, Head of Investor Relations at Xtant Medical Holdings Inc]

Thank you, operator. Joining me today is Sean Browne, President and Chief Executive Officer, and Scott Neils, Chief Financial Officer. Today's call is being webcast and be posted on the company's website for playback. During the course of this call, management may make certain forward-looking statements regarding future events and the company's expected future performance. These forward-looking statements reflect Xtant's current perspective on existing trends and information that can be identified by such words as expect, plan, will, may, anticipate, believe, should, intends, and other words with similar meaning. Such forward-looking statements are not guarantees of future performance and involve risks and uncertainties, including those noted in the Risk Factors section of the company's annual report on Form 10-K, filed with the SEC on April 1st, 2024, and in subsequent SEC reports and press releases. Actual results may differ materially.

[Brett Maas, Head of Investor Relations at Xtant Medical Holdings Inc]

The company's financial results, press release, and today's discussion include certain non-GAAP financial measures. Please refer to the non-GAAP to GAAP reconciliations, which appear in our press release and are otherwise available on our website. Note that our Form 8-K, filed with our financial results press release, provides a detailed narrative that describes the use of such measures. For the benefit of those of you who may be listening to the replay of this call, this call was held and recorded on August 9th at approximately 9:00 A.M. Eastern Time. The company declines any obligation to update its forward-looking statements except as required by its applicable law. Now I'd like to turn the call over to Sean Browne. Sean, the floor is yours.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Thank you, Brett, and good morning, everyone. I'm pleased to announce another strong quarter for the Xtant team. With 48% growth over the prior year, we are solidly on pace to achieve our full-year revenue guidance of $116 million to $120 million, which we are reaffirming today. This range represents total annual revenue growth of approximately 27% to 31% compared to the full year 2023. From an organic growth perspective, which we define as revenue growth, excluding contributions from products acquired during the previous 365 days, for which there were no comparable sales, second quarter revenue was flat compared to the prior year, mostly due to the planned Surgalign cannibalization of our X-Spine hardware and significant OEM sales during Q2, 2023.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

As our supply chain challenges abate and we introduce new products to the market, we continue to expect our organic growth to accelerate during the second half of 2024 and reach double digits. From a profitability perspective, Adjusted EBITDA for the second quarter was $0.5 million, marking our fifth consecutive quarter of positive Adjusted EBITDA. In the second quarter, we expanded our gross margin by 50 basis points compared to the prior year period and reduced our operating expenses as a percentage of revenue compared to Q1, 2024. Our production is becoming more efficient, and we continue to scale. We anticipate further improvements in Adjusted EBITDA in Q3, 2024 and beyond.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

As I have discussed in previous calls, we expected the first half of this year to be challenging due to numerous supply chain issues, so we are pleased to have such a strong second quarter. We have worked through most of these issues that have impacted some of our fastest-growing products. Additionally, we are closer to producing our own stem cells, which we expect will provide an uptick to both revenue and operating profit. I want to give a quick update on our acquisitions from last year. The acquired Surgalign product lines are performing very well and strategically helping us replace specific aging Xtant hardware lines. This cannibalization was intended and a big part of the strategic rationale behind the deal.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

I am particularly pleased by how the top twenty distributors have grown 16.5% in revenue from when we acquired Surgalign in the third quarter of 2023. The Nanoss IP and production acquisition will play a significant role in our future growth in new products, addressing new verticals within our biologics business. As we develop those new product lines, I will give more details about the product specifics, target markets, and our go-to-market strategy. Overall, we are pleased with our progress in integrating each of these acquisitions, and we continue to rationalize related expenses and product lines. As a reminder, we have built our platform with four key pillars that we believe will drive sustainable long-term growth. One, new product introductions. Two, distribution network expansion. Three, adjacent market penetration, and four, strategic acquisitions.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Starting with new products, like every healthy, robust organization, we are continually innovating with deep pipeline of new products. During the course of our turnaround, we expanded our biologics product offering from two categories to five, which helped enhance our growth profile. Moreover, we are the only orthobiologics company that offers a complete line of orthobiologics, which include allograft, DBM, synthetics, viable bone matrix stem cells, and growth factor. During the second quarter, we released a sixth new category, amniotic membrane allografts, for surgical applications and advanced wound care, and we are already booking sales. Xtant previously sold a distributed product that another company made that focused on the surgical repair side of our business.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

This is currently a small product line for us, but with our far superior products, we believe we can profitably grow our Xtant-branded product line, as well as provide a fantastic solution as an OEM producer. Fiscal year 2024 is our year of self-sustainability. In the second half of this year, we plan to roll out products that we produce to our own standards in a much more profitable way than relying on products from others where we do not control the supply chain. Also, on the hardware side, we are finishing development and soft rollout of the Cortera Spinal Fixation System started by Surgalign. We are now in the process of completing that rollout, which we anticipate will be fully completed by Q4 of this year. The next pillar focuses on expanding our distribution network and contract access.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Our platform offers more to more than 450 IDNs and GPOs that cover approximately 90% of all the beds in the U.S. In addition, our distribution network now includes more than 650 distributors. In years past, we focused on continuing to expand the total number of distributors by at least 10 new agents per quarter. Today, we plan to look for opportunistic distribution additions, but our primary focus will be increasing penetration into the distributors we already have. We have found that the more product lines a distributor sells of our products, the stickier they become as a distributor for Xtant Medical. Now, with that said, we still added 15 new distributors this past quarter, so we are getting better penetration with our bigger distributors while also adding new high-potential distributors.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Now, turning to our third pillar, leveraging adjacent markets, one goal for Xtant in the long term is to build products that serve other verticals beyond spine and orthopedics. Through our OEM manufacturing, we serve different verticals and learn about the dynamics of those specific markets with an eye on potentially expanding in places where we can have a significant impact. We have gained traction within the sports medicine, foot and ankle, trauma, and reconstructive joint orthopedic markets. With the addition of our amniotic tissue products, we can now serve both the surgical repair and advanced chronic wound care markets. Our final pillar focuses on achieving growth through targeted acquisitions. By leveraging our growth platform of over 450 IDN agreements and 650 distributors selling our products nationally, we are targeting either undercapitalized or subscale companies.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

More specifically, similar to our acquisitions in 2023, we are targeting companies that either help complete our offering or provide us with additional scale. Our focus on acquisition targets is based on three characteristics. First, capabilities. We're looking at companies or technologies that give us greater capabilities, particularly in regenerative biologics. Additionally, we look at businesses that help complete Xtant's spine fixation and motion preservation offerings. Second, capacity. Targets that can expand our long-term biologics production demand. And then third, cash flow. Businesses that are profitable or can become profitable through cost or margin synergies. We believe that making sound, targeted, and strategic acquisitions that fit within our strategic or stringent criteria will take us one step closer to achieving our long-term goals. We believe our unique platform and robust distribution network will allow future companies we acquire to be part of a fast-growing company.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Furthermore, we believe it will allow the entrepreneurs and other owners of these, of those companies to win when they are purchased, and then potentially win even bigger over time as Xtant continues to grow. Moving forward, we are focused on becoming operationally self-sustaining by controlling our supply chain and becoming less reliant on production outside our control. We believe this self-reliance will allow us to be a larger and more diverse producer of biologics. Moreover, producing our own products should dramatically improve our margin profile, coupled with an expanded product line that brings additional transformation or transformative treatment options to a large and growing patient population. Most importantly, we believe these actions will help us get to positive operating cash flow during the fourth quarter of 2024. Now, I'd like to turn the call over to Scott, who will discuss our first quarter of 2024 financial results.

[Scott Neils, CFO at Xtant Medical Holdings Inc]

Thank you, Sean, and good morning to everyone on the call. Total revenue for the second quarter of 2024 was $29.9 million, compared to $20.2 million for the same period in 2023. The 48% increase is attributed primarily to product sales from the recently acquired Surgalign hardware and biologics business. Gross margin for the second quarter of 2024 was 62.1%, compared to 61.6% for the same period in 2023. The increase is primarily attributable to greater scale and improved production efficiency, which is partially offset by increased charges for excess and obsolete inventory, non-absorbed costs, and sales mix. Second quarter 2024 operating expenses were $21.5 million, compared to $13.9 million in the same period a year ago.

[Scott Neils, CFO at Xtant Medical Holdings Inc]

As a percentage of total revenue, operating expenses were 71.9%, compared to 68.5% in the same period a year ago. These increases were primarily attributable to additional commission expense resulting from revenue growth, additional compensation expense related to additional headcount, and additional stock-based compensation. Sequentially, operating expenses declined 260 basis points from Q1 of 2024. General and administrative expenses were $7.7 million for the three months ended June 30, 2024, compared to $5 million for the same period in 2023. This increase is primarily attributable to increases in compensation expense, stock-based compensation, professional service fees, and hardware and software expenses. Sales and marketing expenses were $13.2 million for the three months ending June 30, 2024, compared to $8.7 million for the same period in 2023.

[Scott Neils, CFO at Xtant Medical Holdings Inc]

This increase is primarily due to higher commission expenses related to increased sales and additional compensation expenses associated with additional headcount.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Research and development expenses were $0.6 million for the three months ending June 30, 2024, an increase from $0.2 million for the same period in 2023. The increase is primarily due to increased headcount related to our additional focus on new product introduction. Net loss in the second quarter of 2024 was $3.9 million, or 3 cents per share, compared to a net loss of $2.2 million or 2 cents per share in the comparable 2023 period. Net loss in the second quarter of 2024 was a sequential improvement of $0.5 million from $4.4 million in Q1 of 2024. Adjusted EBITDA for the second quarter of 2024 was $0.5 million, compared to $0.1 million for the same period in 2023.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

As of June 30, 2024, we had $5.4 million of cash, cash equivalents, and restricted cash. Net accounts receivable was $21.2 million, inventory, $40.5 million, and $5.1 million was available under a revolving credit facility. In addition, on August 7, 2024, we entered into an agreement for a $5 million PIPE with an existing institutional investor to provide additional working capital as we transition towards positive operating cash flows. Operator, you may now open the line for questions.

[Operator]

At this time, we will conduct the Q&A session. If you would like to ask a question, please press star one on your phone now, and you'll be placed into the queue in the order received. Once again, to ask a question, please press star one on your phone now. Our first question comes from Ryan Zimmerman from BTIG. Please ask your question.

[Ryan Zimmerman, Managing Director and Medical Technology Analyst at BTIG]

Good morning. Good morning.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Good morning, Ryan.

[Ryan Zimmerman, Managing Director and Medical Technology Analyst at BTIG]

Can you hear me okay?

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Yeah, I can hear you great. How are you today?

[Ryan Zimmerman, Managing Director and Medical Technology Analyst at BTIG]

Awesome. I'm good, I'm good. Thanks for taking our questions and appreciate and congrats on all the progress this quarter. Maybe you could start, Sean, with just a little color around kind of the mix of the revenue this quarter, kind of, you know, between orthobiologics and spinal implants and, you know, how you see that playing out over the balance of the year. It seems like a lot of the Surgalign hardware, you know, helped in the quarter, but just appreciate any color there, then I have a follow-up on guidance.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Okay, yeah, sure. So when I think about it now, I'll take it from a high-level perspective, and Scott, if you wanna add any color with the specifics of the percentages of each. But from a high level perspective, yes, the Surgalign hardware has been a real nice helper, and it is—as I mentioned, this is something that we're really to take over some of our older X-Spine hardware. You know, the Surgalign product line was a very good product line, and so it's one that's helping us replace. So that whole cannibalization was something that we wanted to build in. And so as we think about what's gonna happen in the second half of this year, you're gonna see two things that'll take place.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

You're gonna see an increase of our own self-produced things, like I said, our amnio, some of our stem cell stuff that'll be coming out in the second half this year. All of that will help drive more of our biologic sales. But concurrently, we have a nice Cortera product line that's gonna be really rolled out in full. The MIS portion of this, we have the open already with us today, but the MIS portion will be rolled out during NASS. And so we feel that in the fourth quarter, we'll really start to see a nice uptick when it comes to the hardware side of things. So overall, I think we got a nice balance of growth.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

But I think, yeah, just over the course of time, I just also think that our biologics business, based on the strength of where that is, will start to become even more prominent.

[Ryan Zimmerman, Managing Director and Medical Technology Analyst at BTIG]

Okay, that's very helpful. And then, you know, with the guidance, you know, you beat by a little bit, but, you know, obviously not flowing that through to the guidance, very much reiterating guidance. And just help us think through the pacing for the balance of the year and how to think about third quarter versus fourth quarter. It seems like, you know, traditionally, you'll get nice seasonal step-up in the fourth quarter. Just wanna make sure we're clear on that.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Sure. So we will see an uptick in the third quarter from certainly the second quarter, which is something that typically you wouldn't see, but we do feel good about what's happening within the business overall, especially the ramp-up that's starting to take place with our stem cell business, where we really just, you know, about early second quarter, we finally got fully stocked in that. We hadn't been fully stocked in probably two years. And so, you know, that has taken us a little bit longer than we expected, but we are starting to see it really start to take off here in the third, and we expect it also in the fourth quarter. So we do think that, you know, as we think about the pacing, third quarter should be improved, fourth quarter should be strong.

[Ryan Zimmerman, Managing Director and Medical Technology Analyst at BTIG]

Okay, just, just want to be clear that third quarter higher than second quarter and, maybe not as much of a step-up in fourth quarter relative to third, but still kind of continuing sequentially to grow?

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Yes.

[Ryan Zimmerman, Managing Director and Medical Technology Analyst at BTIG]

Okay, very helpful. And then just last one for me, you know, maybe for Scott, just looking at the gross margins, they've held steady this first half of the year. Talk to me about kind of where you think those margins will go, particularly as you bring those stem cells back in-house. You add the amniotics, I would assume both carry, you know, pretty good margin. So just talk to me about kind of where you see that, that transitioning.

[Scott Neils, CFO at Xtant Medical Holdings Inc]

Sure. You know, going back to Q1, I think what we sort of laid out as the progression on that was an expectation that those would remain relatively constant in Q2 and Q3, with an uptick, you know, a fairly significant uptick occurring in Q4 as we started really leaning into internally produced stem cell. I think the one change I would, you know, come back on this go around would be that I look back at our inventory and our stem cell in terms of source stem cells, and I think we'll continue selling through that for the remainder of Q4. So I don't think we'll see as dramatic of an uptick in gross margins in Q4, although I do expect to see some, but I think we'll fully realize that in Q1 of 2025.

[Scott Neils, CFO at Xtant Medical Holdings Inc]

But I think it'll be more consistent in Q3 and Q4 as we round out the year.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Thank you, Scott. Or, yeah, Scott.

[Operator]

Our next question comes from Chase Knickerbocker of Craig-Hallum Capital Group. Your line is open.

[Chase Knickerbocker, Senior Research Analyst at Craig-Hallum Capital Group]

Good morning, Chase. How are you, sir?

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Good morning.

[Chase Knickerbocker, Senior Research Analyst at Craig-Hallum Capital Group]

Doing well. How are you guys? Thanks for taking the questions.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Great.

[Chase Knickerbocker, Senior Research Analyst at Craig-Hallum Capital Group]

Congrats on the good progress here.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Great.

[Chase Knickerbocker, Senior Research Analyst at Craig-Hallum Capital Group]

Maybe just starting, Sean, on the amniotic side, kind of give us an update as you've kind of launched that product now, kind of how you see, you know, the bigger opportunity for Xtant being kind of, you know, your direct distribution or kind of those OEM agreements, you know, particularly maybe into wound care. It's a dynamic market, but I'd love to just get your updated thoughts there on kind of what the largest opportunity is for Xtant.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Yeah, no question about the largest opportunity for us will be what we do on the OEM side. And quite frankly, with the agreements that we already have in place, we can't make enough of it, quite frankly. So the biggest issue we have is sourcing the amniotic tissue itself. So that's job one, getting more in. Because there is quite a bit of OEM opportunity. And then we do see that, you know, this product line for us already is like a million-dollar product line. And what's interesting about it, it's only, like, four different doctors who use this. And so it's really used as a protective barrier.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

And so as we have gotten it further out to our own sales force, we're finding more and more of our distribution network that sells a little bit here, a little bit there, and here we have a really great product, and we can afford much, much better margins than we have in the past. Or at least I should, I should say, much better commissions than we have in the past. And so this may be a product line that will surprise us, and we'll see what it is, but we know right away, as a million-dollar product line, where we are making, say, 50% margins, we're now making, you know, close to 90% margins on that same product line. So it has a nice drop-through.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

And on the OEM side, it's a terrific, you know, contribution margin drop through. So maybe not so much on the gross margin side, but definitely on the contribution side.

[Chase Knickerbocker, Senior Research Analyst at Craig-Hallum Capital Group]

Got it. And to kind of maybe talk about what you're doing on the supply side to source more placentas. I know it kind of takes some while to kind of build those relationships. Maybe just speak to kind of how you're trying to up production there?

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Well, the good news is that, our relatively new COO, Mark Shallenberger, had come from that side. He'd worked with a competitor a couple of years back that had grown very, very fast in this amnio world. And so Mark certainly has the relationships. It's now just getting more of those agreements signed, and so we get more coming through. But it's, you know, one of the other things, too, about Mark. Mark has just an impeccable reputation within that world. And that matters because there's some guys out there that aren't necessarily so to have such terrific reputations. And so I think through that, we will be able to get more and more of those placenta donors in.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

So yeah, so that's literally right now is our most limiting factor.

[Chase Knickerbocker, Senior Research Analyst at Craig-Hallum Capital Group]

Got it. And then Scott, kind of answered this partially in his last answer, but on the stem cell side, kind of how should we think about supply, that you guys will have available kind of soon after the launch of that product? It sounds like it's gonna be kind of a phase out of the sourced product, but kind of maybe just talk to how quick you think you can kind of get inventory there to, you know, meet all of the VBM demand that you have today, and then potentially unlock, you know, demand that you're supply constrained from addressing today.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

You know, I'll jump in, and Scott, if you want to add some color to this, that'd be great. So two things, yes, we will absolutely be able to manage our own demand, which again is terrific because now we're selling a product that, again, in the high 80s, low 90% margin product versus the 60% margin product that we source today. So that is, you know, absolutely fantastic. Now, where we see also some really terrific opportunities is what's taking place on the OEM side. And so we're very, very... because we were in this position, we don't want to necessarily bring on anybody that we can't be fully com-- you know, be able to meet all of their needs.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

And so today, we have three groups that are signed up as we speak, that are patiently waiting as we roll out our new product line here. But, but we're, we—you know, the volumes that they're projecting for us right now, are ones that we can manage, and they're ones that, that's on top of, first and foremost, you know, we have to feed ourselves, and then we're gonna, you know, take care of the OEM opportunities. But we're not gonna overstretch our capabilities, but there is, quite, quite frankly, quite a bit of opportunity that's out there. So as we get better at this and we are able to, become more efficient with our production, we will be looking to expand that, that OEM opportunity, too.

[Chase Knickerbocker, Senior Research Analyst at Craig-Hallum Capital Group]

Got it. And is it going to take a little bit of time to kind of ramp up that production? Or again, just kind of how soon after the launch of the product would you expect to be able to kind of fulfill your demand and then start to chip away at this OEM opportunity? Is it fairly short? You know, is it a couple of quarters, et cetera?

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Yeah, great question. And, you know, as Scott had mentioned, we have, happily, we now have as much stem cells as we could sell throughout the year, which is both a good and a bad thing. You know, we, so, so for our own product line, we're going to be good. So right now, our initial focus will be to start fulfilling those OEM opportunities. And so, so we think that by doing that, and just again, the ramp-up of any kind of production, you know, over the course of literally the next three or four months, we'll be in really terrific shape, you know, come really Q1 of 2025, when we're actually producing our own products as well.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

This year, what you're going to see from us, and this is a little bit of why Scott was saying that our margins may not be as high because we won't be selling, our gross margins won't be as high because we won't be selling as much of our own stem cell products, but we will be selling a hell of a lot of stem cell products to OEM guys. And so that, again, the contribution margin is really nice because there's not a commission tied to that. And so, that's something, at least from our side, where we don't get it on the gross side, we will get it on the overall profit side.

[Chase Knickerbocker, Senior Research Analyst at Craig-Hallum Capital Group]

Yeah, okay. That makes a lot more sense. And then Ryan touched on it briefly. I just want to put another kind of finer point on it. I hear you on the organic growth number, but kind of looking at the hardware number here, seems pretty clear that, you know, kind of that cannibalization that you're talking about is hiding some pretty, you know, good growth that would otherwise probably be organic. So can you maybe just talk to what kind of in the hardware bucket is really working, and, you know, you're really encouraged by?

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Yeah, so when you look at X... Here's a great example. So when you were to look at any of our competitors who sell spine fixation, most of them have their pedicle screw systems will sell anywhere from 40%-50% of their overall revenue. The old X-Spine business was less than 13%. So it was a really, really, really small line. So the pedicle screw systems that we've brought over from Surgalign right away has helped us considerably because that is a, that can be a very impactful product line. Then when you throw in Cortera on top of that, and the kind of growth that we're starting to see from that, you know, this past quarter, you know, we've had more users.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

We, the month of June was our highest amount of, of revenue that we've had in that, in that particular product line, and it only continues to climb. And so then as we add the MIS part to this, in September or late September, you know, we, we really feel that, that the spine fixation business is going to profitably contribute to our business and to our growth in a nice way.

[Chase Knickerbocker, Senior Research Analyst at Craig-Hallum Capital Group]

Got it. And then just last one for Scott. Great to hear on the expectation for positive operating cash flows in Q4. Maybe just speak to kind of expectations, you know, kind of from there. Is that kind of sustainable cash flow break even? How are you thinking about, you know, that as, as we kind of exit the year?

[Scott Neils, CFO at Xtant Medical Holdings Inc]

I would say that I don't expect that to be the case in Q1, simply because, you know, there's a comp payout in Q1, but I would suspect that thereafter, that that would sort of be the expectation, as we look at cash flows from operations.

[Chase Knickerbocker, Senior Research Analyst at Craig-Hallum Capital Group]

Great, and, congrats again, guys. Thank you.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Great. Thanks, Chase.

[Operator]

As a reminder, if you would like to ask a question, please press star one on your touch-tone keypad now. Seeing no further questions, I'll throw the call back over to our host.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

Great. Thank you, operator. We made great progress in the second quarter and first half of 2024. As we progress through the remainder of the year, we believe there are three key drivers for Xtant to become a self-sustaining company. One, build our own biologics. This is a big quarter for our internal development team. The more we produce of our own highly profitable biologics, the less we'll rely on other manufacturers' supply chains. We believe this one step alone will help us get to positive operating cash flow in Q4. Second thing, optimize the integration of the businesses we bought last year. We see great growth opportunities and more opportunities to leverage costs. And then three, continue to drive the four pillars of growth. This formula has worked for Xtant, and we plan to continue to drive growth through these pillars.

[Sean Browne, President and CEO at Xtant Medical Holdings Inc]

In closing, I want to reiterate our mission of honoring the gift of donation by allowing our patients to live as full and complete a life as possible. I appreciate the dedication of our valuable employees. Without them, our success and achievements would not be possible. Thank you for joining us today and for your continued support.

Participants

Executives

• Brett Maas, Head of Investor Relations
• Scott Neils, CFO
• Sean Browne, President and CEO

Analysts

• Chase Knickerbocker, Senior Research Analyst at Craig-Hallum Capital Group
• Ryan Zimmerman, Managing Director and Medical Technology Analyst at BTIG