Hims & Hers Health Q1 2025 Earnings Report

Hims & Hers Health EPS Results

• Actual EPS: $0.20
• Consensus EPS: $0.12
• Beat/Miss: Beat by +$0.08
• One Year Ago EPS: $0.05

Hims & Hers Health Revenue Results

• Actual Revenue: $586.01 million
• Expected Revenue: $535.21 million
• Beat/Miss: Beat by +$50.80 million
• YoY Revenue Growth: +110.70%

Hims & Hers Health Announcement Details

• Quarter: Q1 2025
• Date: 5/5/2025
• Time: After Market Closes
• Conference Call Date: Monday, May 5, 2025
• Conference Call Time: 5:00PM ET

Hims & Hers Health (NYSE:HIMS) operates a telehealth consultation platform. It connects consumers to healthcare professionals, enabling them to access medical care for mental health, sexual health, dermatology and primary care. The company was founded in 2017 and is headquartered in San Francisco, CA.

Hims & Hers Health Q1 2025 Earnings Call Transcript

Presentation

[Operator]

Good afternoon, ladies and gentlemen. Thank you for standing by. At this time, I would like to welcome everyone to the

[Bill Newby, Senior Director, Investor Relations at Hims & Hers Health]

Hims

[Bill Newby, Senior Director, Investor Relations at Hims & Hers Health]

Hens and Hers Health first quarter twenty twenty five earnings call. Today, after the market closed, we released this quarter's shareholder letter, a copy of which you can find on our website at investors.hens.com. On the call with me today is Andrew Dudum, our Co Founder and Chief Executive Officer and Yemio Kubei, our Chief Financial Officer. Before I hand it over to Andrew, I need to remind you of legal safe harbor and cautionary declarations. Certain statements and projections of future results made in this presentation constitute forward looking statements that are based on, among other things, our current market, competitors and regulatory expectations and are subject to risks and uncertainties that could cause actual results to vary materially.

[Bill Newby, Senior Director, Investor Relations at Hims & Hers Health]

We take no obligation to update publicly any forward looking statement after this call, whether as a result of new information, future events, changes in assumptions or otherwise. Please see our most recently filed 10 ks and 10 Q reports for a discussion of risk factors as they relate to forward looking statements. In today's presentation, we also have certain non GAAP financial measures. We refer you to the reconciliation tables to the most directly comparable GAAP financial measures contained in today's press release and shareholder letter. You can find this information as well as a link to today's webcast at investors.hims.com.

[Bill Newby, Senior Director, Investor Relations at Hims & Hers Health]

After the call, this webcast will be archived on the website for twelve months. And with that, I will turn the call over to Andrew.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Thanks, Phil. Twenty twenty five is already shaping up to be a landmark year for Hims and Hers. We're delivering on our long held vision, health care that's convenient, affordable, transparent and deeply personalized. As we continue to execute, we see clear signs that our vision is resonating with more people than ever around the world. This has been our plan from day one, to build a global platform centered around the individual and to combine technology with data to reimagine how care is delivered.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

We're proving it can be done, and more importantly, that we can scale it. We have a solid foundation, strong confidence in our ability to deliver long term growth, and with new expansions and new partnerships, we're excited for what's next. While this may feel like a new story in health care, we've seen this kind of transformation across several other industries. Netflix transformed the way we consume media through an initial focus on building a broad subscriber base by leveraging convenience and then utilize data and insights to elevate the experience for their subscribers. We are embarking on a similar journey as we increasingly leverage a rich set of structured and proprietary data to bring precision medicine to a broadening subscriber base.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Consistent execution is allowing us to confidently outline new long term financial objectives. By 02/1930, we expect to generate at least 6,500,000,000.0 in revenue and 1,300,000,000 in adjusted EBITDA. That's not just a vision. It's the foundation for a robust roadmap to one day reach tens of millions of users. Our team's track record of delivering against ambitious goals quarter after quarter gives us the confidence to share these targets.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

We've built a platform for the future of health care, one that's acceptable, affordable, transparent, and personalized. We scaled it. We strengthened it, and now we are accelerating it. Over the next five years, we'll focus on five core drivers of growth that we believe will help bring this new vision of health care to tens of millions of customers. First, we will deepen personalization capabilities, enabling access to a more precise level of care.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Our vision involves expanding from hundreds of personalized treatments today to potentially thousands, powered by richer insights from lab diagnostics, growing subscriber datasets, and eventually daily tracking from wearable devices. This will unlock faster feedback loops and interventions resulting in greater optimized care. Next, we will continue expanding into new specialties that deeply impact people's lives. Building on our success in weight loss, we're launching new offerings in low testosterone and menopause support this year, with longer term opportunities emerging in longevity, sleep and preventative care as we expand lab testing and peptide capabilities. Third, we'll elevate precision care without sacrificing convenience.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

With nearly 2,400,000 subscribers, we are uniquely positioned to deliver access to personalized end to end care at scale. Our technologies like MedMatch are already reinventing initial care interactions, and we expect AI driven tools, including access to coaches, therapeutic tools, and nutrition advice to deepen engagement and outcomes over time. Fourth, we will continue building strategic partnerships to expand our ecosystem. Over time, we aim to create a curated health care ecosystem, bringing together best in class solutions anchored by better data, personalized experiences, and trusted clinical support. And lastly, we'll scale the benefits of our platform globally.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Demand for convenient, customized, transparent, high quality health care is universal. Early traction in The UK gives us confidence that we can scale our platform globally and extend our mission to help people around the world feel great through the power of better health. Now let's talk about this quarter. We kicked off 2025 with strong momentum, delivering first quarter results that demonstrate significant progress against our 2025 priorities. Revenue more than doubled year over year, and adjusted EBITDA nearly tripled.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Our subscriber base grew to nearly 2,400,000 with over 1,400,000 subscribers now using personalized solutions. We're not just offering access to treatment. We're helping people live better for the long term. We're connecting the dots between cardiovascular health, hormone support, hair health, and more all in one place. You can see this clearly resonating with customers and specialties such as men's and women's dermatology.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Over 80% of subscribers in our dermatology specialty are benefiting from a personalized solution as of the end of the first quarter, which was a critical part in driving nearly 50% year over year subscriber growth across those specialties. Sexual health is following a similar path. We believe that our ability to grow with our customers' evolving needs is a critical driver of both long term retention and long term growth. Weight loss is another example that demonstrates how execution of our vision can translate into rapid scale. In just eighteen months, it has become one of our largest specialties.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

We've added liraglutide earlier this year, and now through our new collaboration with Novo Nordisk, we're expanding access to branded Wegovy to bring subscribers on our platform an even broader range of choice. Branded Wegovy will be an additional option for subscribers and will complement our oral kit offering, liraglutide, and personalized semiglutide options. Teaming up with Novo Nordisk is a pivotal milestone. We are pairing our customer first platform with Novo's medicines, reaching more people and helping them stay on track with their goals. This collaboration also signals something important, trust from a major pharmaceutical leader.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

And it sets the blueprint for future partnerships that can expand both our reach and our relevance. Over time, we expect wider collaboration across the industry from pharmaceutical players, innovative leaders in diagnostic and preventative testing, to world class providers. This will strengthen our ecosystem and position us to curate a best in class offering that can reach tens of millions of people. This is the future of our platform, allowing a historically disjointed industry to reach more consumers for the benefit of those customers. We look forward to providing future updates as this collaboration and others like it continue to evolve.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

When we look towards the future, it's clear we are just getting started on the realm of what's possible within health care. In addition to evolving our existing specialties, we plan to unlock value for customers in new ways later this year. Earlier this year, we acquired an innovative at home lab testing provider. As we integrate those capabilities into our platform, we're excited to make blood testing easier and more accessible, giving customers access to testing for key biomarkers tied to heart, hormone, liver, thyroid, and prostate health. These tools will support our current specialties and unlock entirely new ones.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

They'll also help customers better understand their health and track their progress, enabling more proactive, informed decisions for both patients and providers. This lower friction approach to diagnostics is especially important as we expand into hormone driven conditions like low testosterone and menopause. There are over fifty million people in The United States navigating symptoms tied to these conditions, and many of them are already on our platform. We believe our model with its high touch personalized care is uniquely positioned to meet these needs. We expect to launch both a low testosterone and menopause support offering before the end of this year.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

As we look ahead, everything we're doing from expanding into new specialties, deepening personalization, to forging new partnerships, and ultimately broadening our global reach ties back to the core priorities we laid out at the start of this year. We took another huge step along this path earlier this morning with the announcement of Nadir Khabani as our new chief operating officer. Nader was an operations leader at Amazon for nearly twenty years, and his experience scaling operations at the highest level makes him uniquely qualified to help us build the future of health care. I'm thrilled to formally welcome him to the company today. In addition, I'd like to thank Melissa Baird for over seven years of friendship and dedicated efforts in bringing him's and hers to the place we are today.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

She will be deeply missed, but we are so excited for her in her next phase of life. In closing, we have a clear road map built on a strong foundation and underpinned by innovation and a deep belief in putting the customer at the center of everything we do. The momentum is real, and we're just getting started. With that, I'll pass it over to Yemi to talk through our financial performance and updated outlook for 2025.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Thanks, Andrew. I'll walk through our financial results for the first quarter before going deeper into our updated outlook for the rest of the year. As Andrew mentioned, we've built a strong foundation and have real conviction in our ability to drive long term growth. With new partnerships, investments in deeper personalization capabilities and expansion into new specialties, we're preparing for the next phase of Hems and Hers. We're seeing early proof points that this next chapter is already underway from the strong start in 2025.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

We're continuing to build what we believe is a first of its kind health care platform, one that's more personalized, more accessible and affordable that we already see resonating with a growing number of consumers each day. The strength of our platform is clear in the first quarter. Revenue grew 111% year over year to $586,000,000 That momentum is the result of our ability to execute on a strategy that is able to bring a greater precision of care to more people. As our platform expands, we're serving a broader set of customers across our existing specialties and starting to provide value within new specialties. We ended the quarter with nearly 2,400,000 subscribers, reflecting a year over year increase of 38%.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Data and insights on our platform are serving as a foundational element in identifying solutions that resonate with a broad base of consumers. In the first quarter, over 70 of new subscribers partnered with a provider to obtain access to a personalized solution. Results like this give us strong conviction that we are not simply gaining market share through consumer rotation. Rather, we believe that our strengths, inclusive of our brand, personalized solutions and technology platform, are allowing us to expand the overall market by democratizing access to higher quality treatment across the country. Over the last several quarters, we've leveraged innovation in personalized solutions to start a transformation within our sexual specialty.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Historically, our subscriber base has mirrored the broader industry with respect to an overwhelming majority of consumers utilizing on demand offerings. Launches of multi condition treatments that fold additional benefits in areas like vitamin support, hair loss prevention, testosterone support, and cardiovascular health are allowing us to elevate the experience for our sexual health subscribers for increasingly using our daily offerings. The number of subscribers utilizing a daily offering has more than doubled year over year and now represents nearly 40% of sexual health subscribers. We are already seeing benefits through signs of stronger retention with subscribers of sexual health daily offerings demonstrating a nearly 10 improvement in retention in their first year relative to on demand users with evidence of even stronger retention benefits over time. Our focus remains on driving long term growth even if at times that results in near term temporary headwinds.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

As we transition our subscriber base toward more premium daily products, we expect some volatility in sexual health growth as we recalibrate our approach to messaging and invest in consumer education around the benefits our offerings provide. Over the mid to long term horizon, we believe this transition will drive durable growth within our sexual specialty as a result of increased retention and acquisition efficiency. Despite a significant shift in marketing spend towards weight loss and dynamics from the previously mentioned transition, year over year revenue growth outside of our GLP-one offering remained robust at nearly 30% year over year. That's an important proof point. It demonstrates the underlying ability to drive robust growth across our broader business even in the presence of fewer dollars to drive top of funnel demand.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Growth in the first quarter benefited from a unique opportunity to extend the reach of our platform to aid the more than one hundred million Americans impacted by obesity. Our platform empowered our subscribers to pursue their goals with access to personalized solutions and tools customized for their unique journeys. We are excited to offer our weight loss subscribers access to an expanding portfolio of solutions through the start of a long term collaboration with Novo Nordix, one of the most respected companies in medical innovation. This collaboration combines our proven treatments with our ability to deliver personalized tech enabled care and services at scale. In the near term, this unlocks another compelling option for subscribers of commercially available dosages of semaglutide to transition to.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

It's a meaningful validation of our model and a powerful first step in expanding access to effective obesity care across the country. Together, these drivers, the momentum of our weight loss specialty and the continued adoption of premium personalized solutions are creating tailwinds in subscriber engagement. In the first quarter, monthly online revenue per average subscriber climbed to $84 up more than 50% year over year. We expect this to moderate as we move through the year, driven by subscriber transitions off of commercially available semaglutide and typical seasonality in our weight offering. Now shifting to investment efficiency and profitability.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

We have upheld our rigorous capital allocation standards inclusive of a payback period of less than a year in marketing investments while concurrently elevating our brands reach with consumers. As a result of this and prior investments in platform infrastructure, we're seeing real operating leverage as revenue scales. In the first quarter, adjusted EBITDA increased to 91,000,000 nearly triple what we delivered in the same quarter last year. Adjusted EBITDA margins expanded by over four points quarter over quarter to nearly 16%. Gross margins declined approximately three points quarter over quarter as GLP-one revenue scaled.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

We expect improvement in the second quarter as we benefit from economies of scale across our ecosystem and continue augmenting our internal fulfillment capabilities. The first quarter was a significant moment for our marketing efforts on multiple fronts. We lean into upper funnel awareness through our Super Bowl campaign and also invested heavily in specialty specific marketing campaigns within weight. Despite this, we achieved record level efficiency on our marketing spend. Marketing spend in the first quarter was 39% of revenue, reflecting an improvement of eight points year over year and over six point improvement from last quarter.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

These efficiency gains were driven by a few factors. First, we saw retention gains from a shift toward personalized solutions in our subscriber base as well as benefits from a shift toward more premium daily options in our sexual health offering. Second, we dramatically raised the bar for marketing investment across our nonweight specialties. This gave us the ability to support a one minute Super Bowl campaign in specialty specific marketing in our weight offering. Rotation takes time to do efficiently, so we chose to reduce overall spend as opposed to recalibrate weight related spend to other categories after the end of the semaglutide shortage in February.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Lastly, we're seeing more subscribers come to our platform through organic and other lower cost channels. We believe this is a reflection of investments that are extending the reach of our brand as well as benefits stemming from high advocacy from subscribers in our more visible specialties. Leverage further down the P and L continues to increase as we thoughtfully scale operations. G and A as a percentage of revenue improved four points year over year to 8%. Operations and support improved three points year over year to 11%.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Those gains reflected ongoing automation, verticalization and improved efficiency across the business. Fiscal discipline is driving significant cash flow generation. Cash flow from operations was $109,000,000 which translated into free cash flow of $50,000,000 At quarter end, we had $323,000,000 in cash and short term investments on the balance sheet. Strong free cash flow is enabling us to expand capabilities across our operation. In the first quarter, we invested $59,000,000 into CapEx to augment our operations across a few areas.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

First, we continued investment to expand capacity for personalized offerings, setting the stage to be able to offer our subscribers access to more precise care by unlocking capacity for thousands of SKUs. We recently signed a lease for a larger facility in Arizona that expands our nationwide internal fulfillment footprint from approximately 400,000 square feet to nearly 700,000 square feet. Second, we made investments to efficiently unlock scale through greater automation. While we are still early in our journey, automation provides a path to unlocking thousands of choices for our subscribers in an efficient manner. We upgraded equipment in the first quarter across several of our facilities, further enabling us to make the vision of precision medicine a reality.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Finally, we invested in infrastructure to unlock sterile fulfillment capacity across our facilities. This provides a platform for more efficient fulfillment of specialties we are in today such as weight and those that we expect to be in the future such as low testosterone that require sterile capabilities. In the coming quarters, we will also invest to expand our lab diagnostic capabilities. This capability unlocks several benefits such as reduced consumer barriers within new specialties, greater health related insights for our subscriber base, and a wider assortment of more precise personalized solutions. This combined with our other investments will serve as a critical component for the next phase of growth, enabling us to more efficiently provide access to precision medicine to a broader population.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

With that, I will now walk through our guidance and longer term outlook. In the second quarter, we expect revenue between $530,000,000 to $550,000,000 representing year over year growth of between 68% to 74%. We are anticipating adjusted EBITDA in the range of 65,000,000 to $75,000,000 reflecting a 13% margin at the midpoint. For the full year, we expect revenue between 2,300,000,000.0 and $2,400,000,000 up 56% to 63% year over year. We are anticipating adjusted EBITDA in the range of $2.95 to $335,000,000 reflecting a 13% margin at the midpoint.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Embedded in our outlook are a few key assumptions that reflect the intentional evolution of our platform and how we're setting ourselves up for long term success. First, we expect continued strong growth across many of our most tenured offerings, including mental health as well as men's and women's dermatology, all of which are benefiting from years of investment in brand, retention and personalized offerings. That said, while sequential and year over year growth is expected to continue, we do expect uneven trends in sexual health as we navigate transitions in the treatment mix, which we believe is temporary as new daily personalized solutions gain traction. We're already starting to see encouraging signs of momentum that we believe will strengthen with the addition of new offerings over the course of the year. Second, we expect to complete the transition of subscribers previously on commercially available doses of semaglutide to either appropriate alternatives on our platform or other platforms entirely by the end of the second quarter.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

This transition is expected to result in a onetime quarter over quarter revenue drop in the second quarter from which we are confident we can continue to build upon through the remainder of the year. Third, we expect gross margins to expand in the second quarter. Based on the information that we see today, our expectation is that operational efficiency gains and growth from more tenured specialties can offset potential headwinds from macroeconomic factors such as tariffs. Fourth, we expect some volatility in marketing efficiency from quarter to quarter. In the second quarter, we expect to lean into specialty specific marketing across a broader set of specialties, which may result in some deleveraging.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

We remain committed to our capital allocation framework, which calls for a payback period of less than a year. Rigorous adherence to this framework, combined with evolving dynamics such as increased acquisition via lower cost channels, stronger retention from personalized products and the continued maturation of our subscriber base provide us with confidence in our ability to continue driving one to three points of marketing leverage per annum. Lastly, we expect long term revenue retention to remain above 85% as more subscribers engage with personalized solutions across multiple specialties. Before going to Q and A, I'll take a moment to provide additional color on our long term targets. When we close out our twenty twenty two fiscal year, momentum allowed us to paint a picture of what we thought our financial profile in 2025 could look like, at least $1,200,000,000 in revenue and $100,000,000 of adjusted EBITDA.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Exceptional execution enabled us to achieve those targets a year early as well as potentially deliver revenue and adjusted EBITDA in 2025 that could be almost 2x and 3x higher than the original floors respectively. More importantly, these execution patterns and the growth levers ahead position us to update our longer term perspective on what we believe the financial profile of Hempsteaders can look like in the coming years. We believe that we can achieve at least $6,500,000,000 in annual revenue and $1,300,000,000 in adjusted EBITDA by 02/1930. Our ability to deliver these targets is predicated on continued execution across the levers outlined by Andrew that further solidify our strategic advantages, deepening of personalization, specialty expansion, elevating the subscriber experience, fostering innovative partnerships, and lastly, geographic expansion. We expect the majority of our investment in the coming years to be organic, but we'll continue to ensure that our financial position affords us the flexibility to opportunistically accelerate our roadmap to strategic acquisitions.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

2025 is off to a great start, and we are excited by the momentum we continue to see across the business. Consumers continue to turn to us as a solution for a better and more precise health care experience, and we believe this will accelerate as we continue to build upon the already strong foundation that we've built. Data enriched by each additional user on the platform will enable us to further refine our personalized offerings, elevating the experience for our subscribers and taking us one step further for the reality of Hims and Hers becoming synonymous with high quality personalized care. I'd like to thank our customers, partners and employees for helping us deliver these outstanding results, and we look forward to continuing to update you on our progress. With that, I'll turn it back to Bill to kick off Q and A with two questions from our retail community.

[Bill Newby, Senior Director, Investor Relations at Hims & Hers Health]

Thanks, Yimi, and thank you

[Bill Newby, Senior Director, Investor Relations at Hims & Hers Health]

to all the investors who sent us questions over the weekend. We're very excited to continue engaging with this growing part of our investor base.

[Bill Newby, Senior Director, Investor Relations at Hims & Hers Health]

We received quite a few

[Bill Newby, Senior Director, Investor Relations at Hims & Hers Health]

questions on our recently announced collaboration with Novo Nordisk. This is a multipart question from both the Hemphouse community and Pyros D. Can you elaborate on the future roadmap Hems and Hers and Novo Nordisk are developing together? And what do you see as the next possible steps on this road map? Over time, could HEMS platform play a role in partnering with companies with newly approved drugs for the sake of post approval monitoring of side effects and efficacy?

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Thanks, Phil. So on the on the Novo side, this is a collaboration we're excited by. The teams across both organizations have been spending quite a bit of time together and sharing meals and and really aligning on what we think the future of health care looks like, and I think there's real excitement around that shared vision. So, you know, when I when I step back, I think there's a real set of opportunities, hopefully, across categories, across Novo product lines, potentially across geographies that we are are brainstorming and, you know, hopefully, in the coming quarters, give a little bit more precise road map with regard to what some of those offerings can be. Generally, I think this type of a partnership, though, is a blueprint for what what we think the next, you know, five and ten years could look like across categories.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Right? There are incredible innovations happening in biotech. There are incredible innovations happening around diagnostic testing, preventative testing. And when we think about the platform that we have and the growing consumers that we we are caring for, our ability to bring together a very disjointed set of players and broaden the ecosystem in a way where everybody really wins, I think it's something that uniquely Hims and Hers can do. And so, you know, this is an exciting first step with with Novo, and I think we're really looking forward to what can be possible in the next few years.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

And there's also, I think, you know, a whole new avenue of opportunities across the treatment types, across testing capabilities, across clinical providers where we can bring our ecosystem and theirs together on behalf of the consumer to ultimately be the curator of what we believe to be world class health care.

[Bill Newby, Senior Director, Investor Relations at Hims & Hers Health]

Thanks, Andrew. We also received a number of questions on the the recently announced, acquired peptide and lab testing facilities. This one comes from Nick G, who asks, what type of longevity product is the team looking to build for its customers with the recent acquisition of the peptide facility? And how does this facility fit in with the plan to roll out lab testing and grow your ability to offer precise and more targeted treatments?

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Yeah. It's a great question. Thank you for asking that. We we are continuing to invest across the stack in innovative operations and capabilities that can deliver really cutting edge care for patients. Peptide innovation is expanding very, very rapidly.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

This is something our team is is really paying attention to, that I am paying attention to deeply. And this is across a lot of different areas. It's across pain management. It's across recovery. It's across generalized longevity.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

And and when I think of those types of categories, the innovation happening in peptides is generally innovation that's accessible really to to only the extreme wealthy subset of the population. And I think like all hims and hers approaches, we aim to invest in the innovative infrastructure for these cutting edge areas of therapeutics to broaden what a small subset of the population has to the masses at affordable and hyper personalized scale. So the peptide facility, I think, is gonna be a really vital component of this future platform. And I think you'll see with the intersection of lab testing and longevity, us taking a more proactive and preventative care model on the platform, making some of these more diagnostic and action based care just easier for people. And so instead of people coming just to ins and hurts for a very specific condition, such as hair loss, sexual health, mental health, etcetera, also think you're gonna start seeing offerings in the next couple of years that are more about gaining understandings of your health and taking that first step to be the most optimized you can for not only yourself, but also your family.

[Bill Newby, Senior Director, Investor Relations at Hims & Hers Health]

Great. Thanks, Andrew, and and thanks again to all who can questions over the weekend. With that, I will pass the call back to the operator to begin the analyst q and a.

[Operator]

Thank you, sir. We'll go first to Craig Hettenbach, Morgan Stanley.

[Craig Hettenbach, Analyst at Morgan Stanley]

Great. Thank you. On the weight loss category and the target for $725,000,000 revenue this year, can you just touch on what you see as the key drivers? And just looking for color across how the personalized offerings are going. I saw some commentary in the letter about, the oral offering is very strong, and you also have lyric lutide.

[Craig Hettenbach, Analyst at Morgan Stanley]

So just, you know, kinda how you see the buildup to weight loss this year and and how you're tracking for that target?

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Yeah. Thanks for the question, Craig. You know, when we when we laid out the targets for, 2025, we were aware that the shortage was coming to to an end. And so we kind of outlined last quarter that we, you know, effectively were would assume that, all of the folks that were on commercially available definitions of semi gluatide would be, off the platform by by q two, and that that's largely holding, holding in line with our expectations Across all of our specialty, though, we've historically really leaned into task success is really offering our subscribers, a breadth of numerous different options. And so I think we're very pleased in the way we lost specialty to, you know, recently and then the past quarter launched several addition additions to to the specialty that we believe will give us, the ability to to meet or exceed the $7.25 target.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

And so, we recently launched liraglutide as well as, through the the partnership or the collaboration we we spoke around with Novo Nordix to bring the branded, pens on, as well as, you know, the existing, products that we had in within within the weight specialty, as personalized some like Glutide, and the oral offering. And so we're seeing continued strength across all of those. That gives us the conviction to, reiterate, the the top line revenue guidance, as well as lift the, the adjusted EBITDA guidance.

[Craig Hettenbach, Analyst at Morgan Stanley]

Great. Thanks. And then just a follow-up question for Andrew. When I think about the 02/1930 targets, can you just touch on just kind of the core business as it stands today, like just the runway for growth that you still see in some of the core categories and then also just the importance of newer categories that come in, to track to that $6,500,000,000

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Yes. It's a great question, Greg. I think what gives us confidence is that you're seeing incredible robustness in both of those segments. You know, some of the new innovative categories like the metabolic health and the obesity care got across into hers, obviously, big accelerant. We believe those businesses will be very, very important businesses just given the pure population that is really struggling.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

But then when you actually look under the hood at what we consider some of the more legacy categories, you know, those are growing incredibly robustly. Right? You've got the Herm his and hers dermatology businesses growing 50% plus year over year. Those businesses have really been transformed with personalization where, you know, north of 80% of those businesses are now with personalized proprietary SKUs having driven a 20 retention gain in just the last couple of years. You you see the same kind of things happening across the the sexual health business as we really transform that business to one with dual action treatments, hyper personalization, daily daily benefits.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

So, you know, the the penetration rates of the core categories we're in are still very, very low. I mean, you're talking low single digits given the TAM. So I think it's gonna be a really nice composition of revenue across hims and hers, across categories, across new and old that is coming together to deliver on that 2030. But, ultimately, I think that's the strength of this business, right, as you have a unified brand for men and a unified brand for women under which you have the opportunity to build probably dozens of completely different businesses under the hood with completely different care, different treatments, different customers, different marketing channels. And it's that diversity, that I think is what really gives this business the the the strength long term.

[Craig Hettenbach, Analyst at Morgan Stanley]

Got it. Thanks for that.

[Operator]

We'll take the next question from Maria Ripps, Canaccord Genuity.

[Maria Ripps, Managing Director, Senior Research Analyst at Canaccord Genuity Inc]

Great. Thanks so much for taking my

[Maria Ripps, Managing Director, Senior Research Analyst at Canaccord Genuity Inc]

questions. First, appreciate all the color on the transition within the sexual health vertical. Can you maybe just talk about sort of some of the initiatives to reaccelerate growth in that vertical? I think you mentioned some of the products kind of launching later this year. And are you planning to maintain sort of at least some level of less personalized solutions there?

[Maria Ripps, Managing Director, Senior Research Analyst at Canaccord Genuity Inc]

And I guess understanding that, sort of we may see some near term volatility, how should we think about maybe the timing of subscriber and revenue, normalizing in that vertical?

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Yeah. Maybe I can speak any just to come to the high level about that business and and and let you dive into some of the the details. I think, Maria, the the willingness from our standpoint with that business to take our time and have a long term orientation is really what's happening under the hood. There is a historical business within sexual health that is really an on demand business. Right?

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

It's a heavy Viagra based business. It's a low sticky, low attach rate business where patients are coming to you for singular needs. What we're seeing more and more is that the opportunity to help a growing number of these sexual health patients with a broader set of care, things like cardiometabolic care or preventative care or testosterone support or vitamin support, is is really quite robust. And so what what we're doing under the hood is really accelerating the r and d road map, the formularies, the form factors to expand into a new set of breadth of services and care within sexual health that not only takes care of the core issue that they came for, but also likely some of the contributing elements of their health that are driving those side effects. So these types of daily solutions, you know, have more than doubled year over year, and they now account for almost 40% of that entire business.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

That trajectory is is only only growing. And so what we believe is gonna happen over the next couple of years is a continued transition to hyper personalized care, a con continued transition to more daily multi action care and, ultimately, really a much stickier, higher attentive customer that allows us to expand with them as they age. So that I think is really some of the dynamics taking shape, and it's really unique to the sexual health business given that's really the only business where the core habit, is more of an on demand as needed habit versus the other categories we operate in that have more of a daily behavior.

[Operator]

We'll take the next question from Eric I'm sorry, sir. Go ahead.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

No. Was gonna say, Maria, I think just what I would add to that is, you know, as Andrew mentioned, over the the last, you know, two years, like, we've gone from less than 10% of users, they're receiving the benefit of a daily option that has multiple benefits. I think a daily option provides the ability to do multi condition. We're also uniquely positioned to to do so with our with our internal fulfillment capabilities. And so, like, our belief is as we make that transition, we're already seeing the signs of much stronger retention, both at the one year mark, but then also as you kind of get to the two, three year mark.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

The ability to perpetuate that is something that we're very excited by. We've gone from, you know, less than 10% of users using utilizing the the the types of solutions to now roughly 40%. Given what we've seen, we're we're gonna continue to to lean into that over the the coming years.

[Operator]

And the next question is Eric Percher, Nephron Research.

[Eric Percher, Research Analyst - Pharma Supply Chain and HCIT at Nephron Research LLC]

Thank you. Appreciate the commentary on the brand opportunity at the top. And maybe I'd ask a bit more tactically. It seems like very clear near term opportunity for you to shift subscribers to commercial dosages. But it's also pretty clear that the manufacturers will be watching your positioning on personalized GLP ones closely.

[Eric Percher, Research Analyst - Pharma Supply Chain and HCIT at Nephron Research LLC]

So how do you approach the opportunity for growth in personalized? Is that a growth opportunity versus the opportunity to grow via brand partnership?

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Yeah. Eric, it's a great question. You know, I think we've said this from the beginning.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

You know, we aim in in all of our adventures to be extremely blue chip and play by the rules. And with regard to compounding and the personalization personalization exemption, the rules are extremely straightforward and clear. So we continue to expect to personalize some of Glutide to exist on the platform. That's something we've shared as of last call, it's something we shared early with Novo. But we also believe that the necessity of that should be limited to when providers feel it is clinically needed.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

And so the ability to do hyper personalization for side effect mitigation, whether this is nausea, vomiting, muscle loss, etcetera, is something that we continue to allow on the platform to to continue to give providers that flexibility and the tools to to make that type of personalization. But, generally, we think of it as relatively additive to the ecosystem because, for the most part, these are patients that that, frankly, just cannot use commercial doses or a lot of them have actually tried the commercial dose and then have churned off due to the high side effect rate. And so we think it's really additive as part of the mix. And then when we step back, as Yemi said earlier, your choice and selection on behalf of consumers, you know, all with regard to what they are are clinically eligible for as well as from a regulatory perspective eligible for is what we believe is our duty, right, to to push, to give them choice and options that that work, and ultimately to let them and the providers to choose the best outcomes.

[Eric Percher, Research Analyst - Pharma Supply Chain and HCIT at Nephron Research LLC]

Thank you.

[Operator]

The next question is Ryan MacDonald, Needham and Company.

[Ryan Macdonald, Senior Analyst at Needham & Company]

Hi, thanks for taking

[Ryan Macdonald, Senior Analyst at Needham & Company]

my question and congrats on

[Ryan Macdonald, Senior Analyst at Needham & Company]

a great quarter. As we think about, the shortage ending here and sort of that transitionary period for the commercially dosing customers, can you talk about what retentions look like on the base? And then as you are offering this portfolio approach where you're seeing sort of those commercial dosage customers shifting into within the HIM's platform, whether it be personalized, liraglutide, oral, etcetera?

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Yes, Ryan. Great question.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

I think on the transition, we started to communicate this to patients, I think, maybe two months ago when we had visibility of the shortage ending. Most of these patients that are on commercial available doses were able to were qualified for commercial doses. That doesn't mean they were qualified for personalized. So you don't see many of those then qualifying on the personalized side. You see them going to either branded options, branded tirzepatide or, you know, Zepbound or or Mounjaro branded Wegovy now, as well as the the generic options such as liraglutide injections or the oral compounds.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

You know, the oral compounds, I'll I'll kind of say this because I I think are often overlooked. You know, this is a a really compelling offering for consumers and is is in high demand across the platform, both pre shortage, post shortage. It didn't matter. And when you really think about why, it's because you were getting about two thirds of the weight loss as branded Wegovy for one third of the cost. And so when we think about even the future, the next year into when you see, you know, on brand oral GLP ones coming to market, those expensive medicines are also going to compete with our oral treatments, which are, again, twothree the weight loss for onethree the cost.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

And so we have, I think, a really nice set of variety for patients, But, generally, you're seeing them, you know, split between the the generic sets of treatments like the orals and liras and then also those that are capable of paying for the the branded options as well.

[Operator]

We'll take the next question today from Daniel Grosslight, Citi.

[Daniel Grosslight, Senior Research Analyst at Citi]

Thanks for taking the question. Yes. Andrew, I have a similar question, but I'm curious if you can provide what percent of folks who are on commercially available doses transition to personalized doses? And when you were inking the partnership with Novo, was there any discussion around limiting the uptake of personalized doses that you're offering? And then finally, just given some recent lawsuits that were filed against competitors of yours, can you just put a finer point for us on how HIM's, the corporate entity, interacts with its affiliated provider groups when making medical decisions?

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Yes.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Great questions in there. On the commercial doses that transition to noncommercial, I don't think that's something we disclose, unfortunately, Daniel. On the personalized stomach blue type standpoint, you know, one of the things that we did talk about with Novo early is just what we believe is appropriate use of personalization and aligned philosophically with with what our providers believe is that clinical necessity. So there there is an alignment for what we believe to be blue chip use of that compounding exemption. And, again, it is for patients that are suffering from some type of intolerable dynamic where a commercial available dose is is just not actually an option for them.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

So this is side effect sensitivities, nausea, vomiting, muscle loss, etcetera. These are all you know, this is all super well documented. So so I think patients know this, providers know this, and giving them the opportunity to have those discussions and see what is right for them is is really where we leave it. When when you ask about and this goes to your third point, was there any conversation about limiting this type of behavior, And then how do our providers interact with us as a corporate entity? You know, we, as a corporate entity, do not do anything and try very hard to not engage with provider group when it comes to clinical decision making.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Right? There is a a a a very strong wall there where providers have independent judgment in collaboration with their patients to figure out what is best. And so, you know, no organizations have asked us to alter that nor would we ever alter that because, again, our role is simply to be the mediator. Right? Our role is to bring together patients, providers, and great treatments, but let those providers and patients and those great treatments to do the rest of the work.

[Operator]

Next up, we'll take your question from Jonah Kim, TD Cowen.

[Jonna Kim, Director at TD Cowen]

Wanted to get further color on the monthly revenue line. Obviously, it grew nicely this quarter, but you mentioned moderating throughout the year. How should we just think about the puts and takes there? And would love additional color on the oral medication. You mentioned potentially more people opting into that.

[Jonna Kim, Director at TD Cowen]

Any color on how you're thinking about that opportunity within this year and just going forward would be helpful. Thank you so much.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Yeah. Thanks for thanks for the question, Jenna. I think with respect to the monthly, online average revenue, you know, per per subscriber, you know, I think that we, you know, do see do you expect to see some headwinds, you know, in the the second quarter as we start to pull off, users that were on, the commercially available dosages of semi gluatine. That will be a headwind. I think the tailwinds will be, things such as the the branded partnerships from, you know, with of of Adobe as well as, more and more users, you know, continuing to adopt, the the premium premium products across our other specialties, that tend to be, such as in our sexual health, more daily in nature and come at a premium relative to, you know, to the generics.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

I think with respect to the the oral medication, I think what we're just seeing is if you take a step back across all of our specialties, breath of choice is a key tenet, that we fundamentally believe in to to have success. I think it's what's driven success across all of our historical specialties, such as men's and women's dermatology, you know, sexual health, amongst others. And so when we think around the the weight category and how there is a hundred million Americans across the country that are that are suffering, from obesity related challenges, I think that they're in that specialty more than ever, having a breath of choice will be, absolutely critical. And so across each of the elements that we've launched, we've seen a lot of traction. A lot of that is due to TAM.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

I think the oral, medication that Andrew mentioned are at very attractive price points as low as $69 a month. They also carry, do not carry the same eligibility requirements as as some of the other GLP one oriented medications. And so as a result, we've seen very robust growth in the subscriber count growing north of 300% year over year. And so I think we would expect to continue to see strong growth as a result of those dynamics.

[Operator]

George Hill from Deutsche Bank has the next question.

[George Hill, Analyst at Deutsche Bank]

Yeah. Good afternoon, guys, and thanks for taking the question. I wanted to come back to Daniel's question about the relationship between Novo and HIM. And I guess, like, like, there is kind of this natural tension between the dispensing of the personalized product and the commercial Wegovy that you guys are selling. So was there any, like, interaction or any discussion around, like, a ratio of the dispensing of the personalized product versus the commercial product?

[George Hill, Analyst at Deutsche Bank]

And just Andrew, I'd just be I'd really be interested in the back end. Like, is is there any risk that, like, Novo would ever pull the commercial relationship with you guys if if personalized kinda sold too well? We would just kinda love the background of the discussions around that.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Yeah. Thanks, George.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Yeah. Again, I think there's, within both organizations, a foundational appreciation for the fact that clinical decision making is truly independent. And I just I I truly cannot emphasize that enough. You know, providers make decisions on our platform. We give providers and patients choices of treatments, and, ultimately, what is right for them is is their own discretion.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

I think we strongly believe that's really important that we maintain that independence. So this idea even of ratios and things of that sort, like, that is business impacting clinical decision making in a way that is something we're definitely not comfortable with nor do I think, frankly, any organization would be comfortable with because it's stepping on the toes of provider discretion. So what we agreed to philosophically was what the regulation allows for. Right? And we made this very clear.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

We believe that personalized semi blue tie is both clinically necessary for some patients because of the side effects that are very widespread and and well known, and that's a regulation under the compounding exemption, specifically under the personalized five zero three a's. Right? We're not talking about bulk manufacturing during a shortage. We're talking about personalization in the a facility. That is regulatorily protected.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

So I think there's there's an alignment that both the regulation, you know, allows for it, and we believe there's a need, whether or not there's total agreement with regard to, you know, how much of that should be available to what types of consumers. You know, will the will our organizations ever align on that perfectly? Probably not. You know? But I think the reality is, and I think everybody is stepping back and realizing this reality, is that we have millions of patients on him and hers platform.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

We have 10 to 15,000, you know, patients we're treating every single day, and they are looking for options. And so in a world where great medicine is trying to find the patient that needs their option, it makes sense to work with hims and hers. And I think we have a responsibility to do that in the right way, to do it in a respectful way, to play by the book, and to respect all parties. But I think that's where we, a as a distribution platform, can really bring the ecosystem together. Whether, you know, these players traditionally fight each other or compete with each other might not matter if, ultimately, at the end of the day, we have millions of patients coming to us every day looking for choice, and we wanna make sure they have the broadest choice possible.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

That type of alignment is something that everybody, I think, can agree to. It's something that benefits everybody. And I think as long as there's trust between all organizations that the way in which those patients receive care is independent and and driven by clinical best practices, then I then I hope that we're able to have a really long and tenured relationship with many partners like this.

[Operator]

And our next question will

[Operator]

come from David Larson, BTIG.

[David Larsen, Managing Director at BTIG]

Hi. Congratulations on a good quarter. Can you talk about your willingness or ability or desire to, at some point in time, take insurance? It seems to me like if you were taking insurance, you would potentially be more aligned with drug manufacturers when the price of their brand products are fairly high because the members could then have those products covered by insurance and the out of pocket cost wouldn't be so high. So can you talk about that, please?

[David Larsen, Managing Director at BTIG]

And then also, what is your relationship with Lilly? Are you connected with Lilly direct? And just any any thoughts around your relationship with Lilly would be very helpful. Thank you.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Yeah. Thanks, David. On the insurance side, no. I have very, very low interest in figuring out how to integrate insurance. And I think there's a few reasons.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

But mostly, it's because it is extremely complicated and extremely inefficient for consumers. So today, the vast majority of the country has insurance, as we know, and the vast majority of those people have high deductible insurance plans. And so what that means is on average, patients that are coming to Hindustan Earth platform are fully covered by insurance, but they have, let's say, a 2 to $3,000 annual deductible that they have to pay in cash before they get the benefit of $1 of insurance. And so while everybody is insured in this country, almost nobody is actually getting the benefit of insurance. It's essentially a cash pay system today.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

People are just paying with very, very high co pays, and very few ever actually get the benefit of insurance unless it's a true catastrophic situation. So when I think about hims and hers and general health and wellness kind of everyday health care, I'm not talking about catastrophic care, but everyday health care, I think consumers having choice, selection, using their cash where they want on services and providers that do that that deliver really high NPS experiences. That's gonna be the gold standard because it's a basic, you know, capitalistic environment where competition will drive great quality experiences, will drive the cost down, and, obviously, ultimately drive great, you know, valuable places for these people to put their money. And I think, you know, what's happening right now, for example, in the obesity market is a really great example of that. Right?

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

The the pressure that him's and hers is putting, by aggregating millions of patients who need choice, I think, is is a huge component in in why some of the most important medic medicines of the of the last decade and probably the next decade are now being priced into hundreds of dollars, not thousands of dollars range. So we do wanna be a party to everybody in the ecosystem, but we also wanna put the consumer first ahead of all. And when I think about insurance and alignment, I believe we should be able to care for patients at a cash paid price for most of the things that affect us day to day equal to or cheaper than the co pays on their insurance plan. And so far, you know, we're pretty damn close to pulling that off for most categories, but I think that's kind of the ambition that that we want to keep pushing on for the next five to ten years. With regard to Lily, we would, you know, love to continue to broaden the the partnership opportunities on the platform.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

We have branded Mounjaro and Zepbound pens on the platform. Are thousands of dollars. So this is not through a direct partnership integration with Lily Direct. It's just through us going through the pharmaceutical supply chain. We have had conversations with that organization.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

We continue to have conversations with the leadership of that organization. At this point, we've not been able to bring those offerings onto the platform, and we hope that we can. And so we'll we'll continue to push and and fight on behalf of consumers to broaden their reach. But as of this point, there's nothing yet to disclose with regard to Lilly products directly integrated.

[Operator]

Up next is Aaron Kessler from Seaport Global.

[Aaron Kessler, Senior Analyst at Seaport Research Partners]

Yes. Great. A couple of questions.

[Aaron Kessler, Senior Analyst at Seaport Research Partners]

Maybe just on gross margins, how to think about that through the remainder of the year? Maybe any color on the branded partnerships margin? And then just you mentioned kind of longevity, sleep and preventative as opportunities. Just how are you thinking about those opportunities specifically?

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

Great. I'll I'll take the first question, and maybe I'll toss it over to Andrew for the the second. I think on gross margins, we do expect those to sequentially, increase. I think as we look into the ecosystem, we see a couple of things. One is just the benefit from economies of scale.

[Yemi Okupe, Chief Financial Officer at Hims & Hers Health]

The second is we do expect strengthening growth outside of our GLP one offering, which historically has come at, you know, different margin profile currently. It's also start to elevate the the gross margin profile as we progress over the course of the over the course of the year.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

And and, Aaron, just to clarify, were you asking about the preventative preventative care category?

[Aaron Kessler, Senior Analyst at Seaport Research Partners]

Yeah. I think you mentioned the kind

[Aaron Kessler, Senior Analyst at Seaport Research Partners]

of longevity lead from preventative as kind of opportunities. Just how are you thinking about the potential there?

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Yeah. Yeah. This is this is a really exciting set of categories. You know, I think, generally, from a cultural zeitgeist standpoint, all of us are now being awakened and wanting to to take more proactive care. Right?

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

We we have seen parents passed away from preventable disease. We've seen grandparents age. Data is making this easier. Testing is making this easier. Proactive health is making this easier.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

So think there's just a cultural desire to not only treat yourself when you're sick, but actually try to get ahead of of kind of a a ultimate lifespan. Right? And you've got huge influencers that are making books popular on this front. Right now, I would say this kind of lives in the the transformation from kind of biohacker to early adopter part of kind of phased adoption. I would suspect in the next two to five years, this grows to be very mass market, where for relatively affordable prices, you can get whole body testing, either blood diagnostic or physical scans.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

You can get cancer preventative diagnostics. You can get polygenic risk scores for all types of, you know, longer term chronic conditions, Alzheimer's, others. And you could be able to do this kind of at the same routine that you go to the dentist. And on an annual basis, make sure that your body is operating as it should be and that you're getting ahead either through vitamin supplementation, through prescription medication, also the the known areas that you have vulnerabilities in in lifespan. This is something I experiment a tremendous amount with.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

Our management team experiments a tremendous amount with, and we aim to figure out what best in class curation of that is. And through partnership, through m and a, through building it ourselves, you bring to market very consumer friendly, consumer easy to digest offerings that are affordable and can start taking a big chunk out of Right? Because I think, ultimately, what this is is giving people power and giving them control and and an option. And I think Hims and Hers is exceptionally well positioned with the trust we have, the distribution, the brand, the clinical capabilities to then treat, to help people identify these areas of risk, get ahead of them, and monitor them, track them, log them, and make sure that they're staying on the right course.

[Andrew Dudum, Co-Founder & Chief Executive Officer at Hims & Hers Health]

So I think this is a category probably once we, you know, get out the hormonal balance category, inclusive of paramedopause, menopause, low testosterone, that this is it's probably an area that we'll we'll put a lot of focus on.

[Operator]

And ladies and gentlemen, that is all the time we have for questions. That does conclude our conference for today. We would like to thank you all for your participation. You may now disconnect.

Participants

Executives

• Bill Newby, Senior Director, Investor Relations
• Andrew Dudum, Co-Founder & Chief Executive Officer
• Yemi Okupe, Chief Financial Officer

Analysts

• Craig Hettenbach, Analyst at Morgan Stanley
• Maria Ripps, Managing Director, Senior Research Analyst at Canaccord Genuity Inc
• Eric Percher, Research Analyst - Pharma Supply Chain and HCIT at Nephron Research LLC
• Ryan Macdonald, Senior Analyst at Needham & Company
• Daniel Grosslight, Senior Research Analyst at Citi
• Jonna Kim, Director at TD Cowen
• George Hill, Analyst at Deutsche Bank
• David Larsen, Managing Director at BTIG
• Aaron Kessler, Senior Analyst at Seaport Research Partners