TOMI Environmental Solutions Q4 2025 Earnings Report

TOMI Environmental Solutions EPS Results

• Actual EPS: -$0.09
• Consensus EPS: -$0.02
• Beat/Miss: Missed by -$0.07
• One Year Ago EPS: N/A

TOMI Environmental Solutions Revenue Results

• Actual Revenue: $1.02 million
• Expected Revenue: $2.31 million
• Beat/Miss: Missed by -$1.29 million
• YoY Revenue Growth: N/A

TOMI Environmental Solutions Announcement Details

• Quarter: Q4 2025
• Date: 3/31/2026
• Time: After Market Closes
• Conference Call Date: Tuesday, March 31, 2026
• Conference Call Time: 4:30PM ET

TOMI Environmental Solutions (NASDAQ:TOMZ) is a provider of infection prevention and control technologies, specializing in advanced decontamination and disinfection solutions. The company develops and manufactures a range of proprietary products, including electrostatic sprayers, thermal foggers, vaporized hydrogen peroxide systems and mobile decontamination chambers. These technologies are designed to deliver broad-spectrum pathogen kill and odor elimination in both occupied and unoccupied spaces.

In addition to its equipment offerings, TOMI provides chemical disinfectants and surface coatings formulated to meet regulatory standards for hospital‐grade efficacy. The company complements its product portfolio with training and support services for facility managers, environmental services teams and third-party service providers. TOMI’s service model includes on-site application, scheduled maintenance, validation testing and consulting to ensure consistent compliance and optimized operational workflows.

Headquartered in Chaska, Minnesota, TOMI Environmental Solutions serves a diverse customer base across healthcare, education, hospitality, transportation, government and industrial sectors. The company’s solutions have been deployed throughout North America, Europe, Asia and the Middle East through a network of direct sales, distribution partners and licensed service providers. This global footprint enables TOMI to respond rapidly to emerging infectious threats and support large-scale decontamination initiatives.

Founded in the mid-1990s, TOMI has grown from a niche disinfection equipment supplier into a recognized leader in environmental decontamination. Under the leadership of CEO William F. Foley, the company continues to expand its research and development capabilities to address evolving public health challenges. TOMI’s focus on innovation, regulatory compliance and customer training positions it as a trusted partner for organizations seeking to maintain safe, hygienic environments.

TOMI Environmental Solutions Q4 2025 Earnings Call Transcript

Key Takeaways

• Positive Sentiment: The company highlighted commercial momentum with the SteraMist Integrated System achieving its first commercial installs (four by year-end), a signed $500,000 purchase contract with a global biopharma, adoption by a commercial-scale cell & gene therapy manufacturer, growing OEM partnerships (PBSC, Esco, Steelco), and a stated opportunity pipeline of $16M for integrations and $20M for SteraMist iHP.
• Positive Sentiment: Management emphasized a strategic shift toward recurring revenue—open order models and service offerings—with support services backlog up 16% and BIT Solution backlog up 24% in Q1 2026 versus year-ago, and management projects meaningful revenue contribution from a small set of customers in 2026.
• Positive Sentiment: Regulatory and market expansion progress includes HSE/BPR approvals in the U.K. and the Netherlands, engagement on food-safety applications after FDA approval of hydrogen peroxide as a food additive, ongoing EPA label submissions (Dash 4/Dash 5), and new ag/biosecurity validation such as a USDA study on BIT efficacy.
• Positive Sentiment: Operational improvements were highlighted: gross margin improved to ~55% (from 46%), operating expenses declined ~10% year-over-year, net loss narrowed to $3.7M, and operating cash use fell, which management says reflects better unit economics as the business shifts to higher-margin solutions and services.
• Negative Sentiment: Liquidity remains a material risk—year-end cash was only $88,000 with ~$1M working capital; the company relied on a $535,000 convertible note, a small draw on a $20M equity line, an S-3 shelf, and advisors to explore financing to address capacity and scaling needs.

Presentation

[Operator]

Good day, and welcome to the TOMI Environmental Solutions, Inc. 2025 financial results conference call. At this time, all participants have been placed on a listen-only mode. The floor will be open for questions and comments following the presentation. It is now my pleasure to turn the floor over to your host, Zach Nevas from IMS Investor Relations. Zach, the floor is yours.

[Zach Nevas, Account Executive at IMS Investor Relations]

Thank you for joining us today for the TOMI Environmental Solutions Investor Update conference call. On today's call is TOMI CEO and Chairman, Dr. Halden Shane, EJ Shane, our Chief Operating Officer, and our Chief Financial Officer, David Vanston. A telephone replay of today's call will be available April 7th, 2026. The details of which are included in the company's press release dated March 31st, 2026. A webcast replay will also be available at TOMI's website, www.steramist.com. Certain written and oral statements made by TOMI may constitute forward-looking statements as defined in Private Securities Litigation Reform Act of 1995. These forward-looking statements should be evaluated in light of important risk factors that could cause our actual results to differ materially from our anticipated results. The information provided in this conference call is based on the facts and circumstances known at this time.

[Zach Nevas, Account Executive at IMS Investor Relations]

Please refer to our filings with the SEC, including our 10-K for the year ended December 31st, 2025 for a discussion of these risk factors. The company undertakes no obligation to update these forward-looking statements after the date of this call. I will now turn the call over to TOMI CEO and Chairman of the Board, Dr. Halden Shane.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Thank you, Zach , and thank you for joining us for our 2025 earnings report today. I am pleased to share our full year 2025 results, and more importantly, our perspective on where TOMI Environmental Solutions is headed. While 2025 was a year that tested our patience, it was also a year that validated our technology, deepened our customer relationships, and positioned us to execute on a meaningful revenue opportunity in 2026 and beyond. I wanna walk you through the highlights with optimism. I generally feel as I review the progress our team has made. The SteraMist Integrated System, which is our SIS platform, achieved its first commercial installation at a leading CDMO in June 2025. The milestone proved our concept, and by year-end, we had four fully operational SIS enclosure installations.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

We closed the year with a signed purchase contract of $500,000 for a global biopharmaceutical leader in December for integration into sterile manufacturing pass-through fill boxes. In the same month, a leading cell and gene therapy manufacturer adopted SteraMist iHP for a commercial scale pharmaceutical facility, a landmark win in one of the fastest growing sectors of life sciences manufacturing. We were selected by NASA Johnson Space Center for a biosecurity operation, and they have continued to express satisfaction with our technology's performance. We deployed critical resources to support wildfire recovery efforts in the California communities, demonstrating both our civic commitment and our operational agility. We secured a bid from a leading university in Rhode Island for our CES technology. That project has been completed and awaits factory testing.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

In the eye health sector, one of our most prominent new platinum customers onboarded in Q1 2025 has grown to 2 active facilities, each using 5 SteraMist machines for sterilization procedures. A third site in Berlin, Germany is set to commence trials in June 2026. This customer also operates under an open monthly bid solution order, exactly the recurring revenue model we are building. Our OEM partnership strategy is gaining serious momentum. Relationships with PBSC, ESCO, and Steelco are embedding IHP directly into cleanroom enclosures, pass-through hatches, and biosafety cabinets at the point of manufacture, creating a scalable distribution channel that expands our reach without proportionally increasing our direct sales cost. We successfully completed our first collaboration project with partner PBSC, the IHP pass-through, which exceeded decontamination cycle speed expectations and generated strong customer feedback.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

We have already begun a second PBSC project. We expanded into the agriculture industry through our partnership with AlgaFeed, who has committed to acquiring additional handheld units before the end of 2026 in food safety. The FDA's late 2025 approval of hydrogen peroxide as a direct food additive for multiple uses, including as an antimicrobial and bleaching agent, is a watershed regulatory moment for us. We are now engaged with significant partners, including Danone and Nestlé, and are actively winning bids both directly and through service providers. SteraMist iHP is demonstrating real-world efficacy across a wide range of food processing environments. We are actively pursuing a food contact notification, or FCN, and have identified two specific opportunities to enhance our efforts on a tailored FCN for powdered infant formula, which comes at the request of an existing customer.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Additionally, we are awaiting approval of our Dash four label from the EPA for our cannabis industry and other requested markets in our food safety division. We also plan to submit a Dash five EPA label based on the studies conducted with Plum Island, as previously announced. A landmark USDA study confirmed BIT's efficacy against Deformed Wing Virus for agricultural biosecurity in honeybees. In 2025, SteraMist was honored with the Disinfection Decontamination Products Company of the Year Award by MedTech Outlook. We achieved compliance recognition across three safety vendor management platforms and are in the process of adding a fourth to support two ongoing integration projects at a well-known Baltimore hospital. Our customer service team is actively transitioning our larger base to open order policies for support service offerings and BIT Solution orders.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

The backlog of our orders for support services is up 16%, and BIT Solution is up 24% in the first quarter of 2026 compared to the same period last year, providing early and compelling indicators of increasing recurring revenue trajectory we are building. To our long-term supporters of our technology and company, we are pleased to announce that we're finally receiving approvals from the HSE and the BPR submissions. We are now officially recognized in the United Kingdom, including Wales and Northern Ireland, as well as in the Netherlands. The recent approval in the Netherlands strengthens our confidence that other EU countries will soon follow suit. Our heart monitoring device project is nearing completion and is scheduled for factory testing next month.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

We are preparing to introduce our IHP device to the U.S. markets through the appropriate regulatory pathways, including the FDA 510(k) pre-market notification process, once testing is finalized. The success of receiving the FDA 510(k) means that we'll finally be able to go after the entire ethylene oxide sterilization market. The global ethylene oxide market was a $5.29 billion market last year. Key growth factors is a rising demand for sterilized medical consumables and improved healthcare infrastructure, particularly for hospital, labs, and surgery centers. Our technology is protected by more than 30 utility and design patents through 2038 and is deployed in over 40 countries. We are entering 2026 with operational momentum, growing recurring revenue, and expanding global customer base, and a clear strategy to drive sustainable growth.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Our focus remains on execution, converting our pipeline into recognized revenue while continuing to advance the technology platform that makes all of this possible. The pipeline that we have is the strongest we've ever had. Our first quarter 2026 revenue is greater than our first quarter of 2025. I will discuss some details in my conclusion today, but our entire opportunity book for integration projects remains at $16 million. The entire SteraMist iHP opportunity book is currently at $20 million. However, first, I will now hand the call over to our Chief Financial Officer, David Vanston, who will provide an overview of the financial results for the full year ended December 31, 2025, compared to the same period in 2024. David.

[David Vanston, CFO at TOMI Environmental Solutions]

Thank you, Dr. Shane. I will now walk you through our full year 2025 financial results. Our complete audited financial statements are included in the Form 10-K we filed with the SEC and in today's press release. Revenue for the year ended December 31, 2025, was $5.6 million, compared to $7.7 million in 2024. The decline was driven primarily by the timing of customer equipment purchases. Service revenue remained relatively stable year-over-year, which we view as an indicator of the durability of our installed base. Gross margin improved to approximately 55%, up from 46% in 2024, reflecting lower cost of sales and a reduction in inventory reserves compared to the prior year.

[David Vanston, CFO at TOMI Environmental Solutions]

Total operating expenses were $6.9 million, down approximately 10% from 2024, reflecting disciplined cost management. The net loss was $3.7 million or $0.19 per share, an improvement from a net loss of $4.5 million or $0.22 per share in 2024. We ended the year with approximately $88,000 in cash. Working capital was approximately $1 million, and we used $1.2 million in operating cash during 2025, an improvement from $1.4 million in 2024. We have taken steps to address our liquidity position, including a $535,000 convertible note raise during 2025, a $20 million equity line of credit with Hudson Global Ventures entered into in November 2025, from which we have made our first draw, approximately $94,000 in February 2026.

[David Vanston, CFO at TOMI Environmental Solutions]

We've done an effective S-3 shelf registration for up to $50 million, and we've engaged Bancroft Capital to explore additional financing options. I encourage investors to review our Form 10-K in full. I will now turn our call over to our Chief Operating Officer, Shane, to discuss upcoming business highlights.

[EJ Shane, COO at TOMI Environmental Solutions]

Thank you, David. As Dr. Shane highlighted earlier in the call, we are actively focusing on open bid solution orders and annual service offerings, leading to a higher open sales book metric. This initiative stems from our growth in personnel and operations, along with our enhanced comprehensive training program that prioritizes continuous recertification. This strategy not only elevates customer standards for implementation and safety but also has the potential to drive additional revenue and foster deeper product adoption in the future. The sales performance of support services and bid solution sales are expected to exceed 2025 levels, as evidenced by the increase of 16% in the backlog of orders for TOMI support services and an increase of 24% in bid solution backlog of orders for the first quarter of 2026 compared to the same period last year.

[EJ Shane, COO at TOMI Environmental Solutions]

Dr. Shane also provided updated information on 2025 announcements for just a handful of customers. This includes anticipated orders from our aquaculture customer, a completed Custom Engineered System, or CES, for the University of Rhode Island, two IHP chambers for the biopharmaceutical partner, a second order with our partner in Malaysia, and a third location in Berlin, Germany for the eye health company, which we expect will proceed with the same standard operating procedures as the first two sites. We anticipate approximately $3 million in sales among these five customers and the trends in support services and BIT Solution sales for 2026. It's important to note that this projected $3 million in revenue includes approximately $920,000 that overlaps with the $3 million integration pipeline announced on November 26, 2025.

[EJ Shane, COO at TOMI Environmental Solutions]

When factoring in our IHP deployment services, which generates over $1 million consistently, we can confidently state $6 million in revenue just among five customers and three revenue streams for 2026. To date, approximately $800,000 has been recognized from the November 2025 $3 million integration pipeline. This amount originates from 10 distinct customer orders. Of these 10, seven customers have formally placed the order. We anticipate final approvals from the remaining three accounts, and we have added four more integration projects moving towards CapEx approvals since the November announcement, which is anticipated to contribute another $2.3 million to our active immediate integration project pipeline. Our East Coast distributor, ARES Scientific, has been instrumental in securing multiple university wins for our SIS platform. We're actively collaborating with VWR Vantage, engaging with all case managers, and overhauling marketing initiatives with them.

[EJ Shane, COO at TOMI Environmental Solutions]

We are prioritizing the ongoing education and engagement of our international partners, investing in them to promote their own long-term customer base instead of expanding into new regions. This strategic focus, coupled with recent regulatory approvals, is expected to support our growth and positively influence our revenue. For example, we have successfully received HSE approval and announced a preferred partnership with Total Clean Air, or TCA, in the U.K., where we recently completed factory testing on a custom engineered project that they brought to us. TCA has also invested in mobile equipment in quarter one, 2026 to support their demonstration and service deployment capabilities. The food safety sector is also beginning to gain momentum, and we're receiving valuable referrals and case studies from our current clients.

[EJ Shane, COO at TOMI Environmental Solutions]

This industry uses our SteraPak product or requires custom applications, indicating that we are still in the early stages of realizing significant revenue. Additionally, there remains much work to be done on the regulatory front. For example, Nestlé's pending expansion waits for other international registrations outside the ones received in the European Union. One of the most exciting developments comes from our long-standing relationship with DisinfectCARE, which has secured a service contract at a major dairy facility in Mexico. Following customer-specific testing and studies conducted on-site, SteraMist iHP not only demonstrated its efficacy but also showed the preservation of cheese quality, a key finding that strengthens our credibility and serves as a valuable referral for other new customers. In summary, we are now making strides across a diverse range of sectors in the food industry.

[EJ Shane, COO at TOMI Environmental Solutions]

We are using cheese, eggs, coffee, ice cream, consumer packaged goods, cannabis, nutrition, vertical farming, pet food ingredient suppliers, refrigerated foods, and specialty ingredient suppliers. This broadening of our market presence positions us well in the industry. Another significant area of focus for us, which we believe is expected to see returns in 2026, is the biological safety cabinet or BSC industry, particularly regarding our service providers and the SIS standalone system. We have developed the necessary accessories and protocols for treating all classes of cabinets. Progress required as we prepare for NSF approvals this summer. Currently, we have certified service providers utilizing our SteraMist iHP technology, including Triumvirate and MarathonLS on the East Coast, as well as H.E.P.A. in Canada.

[EJ Shane, COO at TOMI Environmental Solutions]

On April 2, we conduct a key demonstration with one of the most recognized providers in the industry who operates multiple locations across the United States. Triumvirate hosted a webinar this quarter where they showcased how IHP technology outperforms key competitors in the market, including Spor-Klenz, Formaldehyde, and Vaporized Hydrogen Peroxide. This webinar was well-attended, attracting approximately 250 participants. Ultimately, our goal is to enable these service providers to compete effectively by incorporating IHP technology into their offerings for BSCs. They appreciate this innovation because it allows them to complete more treatments in a single day compared to older technologies. In addition, we maintain a robust intellectual property portfolio, CE and UL listings, and are preparing to pursue USP 1072 material efficacy, which will expedite our sales process in the life sciences market.

[EJ Shane, COO at TOMI Environmental Solutions]

Furthermore, we are committed and continue to conduct customer-specific studies that help us secure contracts and maintain the client roster we hold, such as those highlighted today. I will now return the call back to our CEO, Dr. Halden Shane.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Thank you, EJ. I wanna take a moment, maybe even more of a moment, and express deep appreciation to majority of our shareholders who supported us and have believed in our mission through our highs and lows. You are the majority and our long-term investors. Thank you for supporting our team and most importantly, believing in our technology and products. I believe at the start, we all knew this was not gonna be easy because we're creating a new standard in many industries, and it's very hard to accomplish. Being undercapitalized makes it even harder. We are on the verge of accomplishing the impossible. To the handful of naysayers, we believe we'll be able to earn your support, and we continue to execute a deliberate strategy to expand our operations and improve our financial performance.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

If not, then maybe it's the wrong company or you need to see a professional. It was a tough year for us from the financial perspective, but we remained focused the whole time on the future. In my eyes, there are no excuses, but there were definitely roadblocks. Those roadblocks included DOGE, tariffs, working capital, and recently, the war. We chose to become the standard in the pharmaceutical, life sciences, and university vivarium market. Unfortunately, some of the negatives of becoming a standard in that market is the perfect storm that occurred in 2025. Like there was panic buying during the 2020 COVID, there was a lack of buying in the 2025 due to the reasons I stated above. We just recently received an email from a major university that everybody knows on the West Coast of the United States.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

They were putting off a purchase till the end of 2026. The reason they had to postpone the purchase was because of DOGE, tariffs, and political uncertainty, including the war. Also, that person stated there was an uncertainty maybe about her job. No matter, we are a team, and we can overcome situations like that, and I can assure it's all temporary. The university will purchase this year, even if it's a new professional in that job position. I did a review of our stock over the last 10 years. I choose certain points because it was approximately when we received our hospital healthcare EPA registration and had marketing in place. The key metrics are pretty amazing. In 2014, revenue was about $2.2 million. Our stock price was $2.16.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Our major clients was a Panamanian hospital and a group in Mexico trying to sell to Mexican hospitals. In 2020, we had a banner year. Unfortunately, it was due to the pandemic. We did $25 million. It demonstrated that we're capable of handling that volume of business. It did take away from the focus on the science industry, pharmaceuticals, etc. Most of that was temporary panic buying. Our stock price was $4.57. In 2024, our revenue was approximately $7.7 million. Our client list was pretty impressive compared to 2014, and our stock price ended up at $1.05. The next year, 2025, our sales was $5.6 million.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

The sales that we could recognize as revenue, obviously, as you know, the sales were much higher, as we stated provided in our pipeline with open significant orders for the first time moving across into 2026. As stated previously, we were confronted with tariffs, DOGE, political uncertainty. We closed the year with a stock price of $0.78. Now we're in 2026. It looks like our first quarter, which includes recognized revenue and open orders, could be $3 million or higher. Not sure how this ends up playing out later today, but for sure, we're beating our first quarter 2025 revenue in the first quarter of 2026. Our stock price is around $0.55. We estimate our revenue for this year will be around $12 million, barring any unknowns. In 2020, we did a reverse split.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Today, that $0.55 comes out to be about $0.0688 pre-split. Here's a short list of our current clients. Pfizer, Merck, Thermo Fisher, Franciscan Health, Allergan, Boehringer Ingelheim, Catalent, CSL Seqirus, ITH Pharma, Nestlé, Purina, Mead Johnson, Ziegler, Simplot, Purdue AgriBusiness, Kindred Healthcare, Mercy Health, Novant Health, St. Jude Children's, Gilleriven Health Care, FDA, USDA, CDC, NIH, DHS, USAMRIID, Amerton, ESCO, Telstar, Tecniplast, ServiceMaster, First Onsite, Avantor, Tecumseh. In retrospect, do you think a company like TOMI with that list is worth $0.0688 only? My point here is our stock price was $20.14 when we had 2 customers, 1 in Panama and 1 in Mexico. I remember a statement from a very successful person, Warren Buffett. "Be greedy when others are fearful." That statement couldn't be truer today about our company.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

I choose to run this company making a decision that many CEOs will never make, and that's because it hurts before it pays. I stopped relying on easy sales and one-time equipment and built something from a more potent recurring control over how customers operate. The shift does not show up cleanly on quarterly charts. It shows up as a service revenue climbs and consumables replace capital purchases. Our customers stop buying, they start depending. That is where the game changes. We are not growing very fast, but we are growing very smart. Our company has moved from episodic revenue to embedded revenue. Before a deal closes, the relationship reset. Not every deployment creates a tail. More usage, more replacement, more service. This is not a product business anymore. It's a system. Recurring revenue isn't about stability. It's about control. Most executives say they want predictable revenue.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

What they actually want is predictable revenue without sacrifice. We took the hit up front. Volatility increased, revenue looked uneven, margins had to be rebuilt, but underneath the engine changed. Short-term profitability is often the price of long-term dominance. Instead of building expensive infrastructure to scale globally, we use distribution channels and partnerships to expand and reach without expanding costs. International revenue became a large slice of the pie without dragging down the balance sheet. That's not expansion. That's leverage we used. Scale without cost is the cleanest form of growth. At the same time, we wanted the business towards higher margin solutions and services. That's our razor blade model. Not lower, not last year, just better economics.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

The following current numbers could possibly change, but the point I want to make is that at this moment, our economics, of course, is first based on sales of equipment revenue. Our scaling and cleanest form of growth is solution sales, support service, and IHP in-house service. Quarter 1 of 2025, we did $299,000 and change in solution sales. In quarter 1 of 2026, at this moment, our solution sales are $429,413. As far as support services in quarter 1 of 2025, we had $73,279. Currently, in the first quarter of 2026, we have $253,390 in support services. These are such things as training, certifications, qualifications, validation, cycle developments, installations, etc.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

The third part, IHP service. In the first quarter of 2025, we had $439,386. Currently, with invoiced and open orders, we have a total of $729,440. Margins improved, mix improved. The business became more resilient without announcing it. We were able to figure out how to achieve success by having money actually compound. Do you keep chasing revenue to reset every quarter, or do you endure short-term pain to build revenue that compounds without permission? That decision defines whether you're playing offense or playing survival. We didn't eliminate risk. We repositioned it. In doing so, we created something more valuable than growth. We created dependency. In a world chasing speed, we chose structure, and structure wins. I can't take the credit for all this writing.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

I want to thank Joel Block for understanding how we have created this company and understanding the suffering we've gone through. Once again, I want to thank everyone for their long-term commitment and support and for a small team of 20 working endlessly to achieve all the goals. I also want to thank our creditors, who've been super as we go through the stage of growth. At the end, be the warriors that have helped us achieve success. Also, I'd like everybody to pray for our brave soldiers that are in a difficult situation. To all that are listening, we're excited about what's ahead. Operator, let's open the call to questions.

[Operator]

Thank you. At this time, we'll be conducting a question and answer session. If you have any questions or comments, please press star one on your phone at this time. We ask that while posing your question, you please pick up your handset if listening on speakerphone to provide optimum sound quality. Once again, please press star one on your phone at this time if you wish to ask a question, and please hold while we poll for questions. The first question today will be from Carl Wright from Lone Pine Capital. Carl, your line is live.

[Carl Wright, Analyst at Lone Pine Capital]

Great. Thank you for taking my questions.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Sure.

[Carl Wright, Analyst at Lone Pine Capital]

First question, could you provide some more insight into the global opportunities you mentioned in the quarter?

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

EJ?

[EJ Shane, COO at TOMI Environmental Solutions]

Yes. Hi, Carl. Certainly. The first of the EU registrations on the submission we did came in, so we expect many other EU states to follow suit within the next upcoming months. You know, with that we have been positioned with current relationships and distributors from Poland, Germany, Netherlands, that have been around our technology and really educated to be able to take on the opportunities that have been waiting for just that registration. Just as the UK did once the HSE came through earlier in this quarter with bringing on TCA and quickly being able to fulfill our first custom engineered system, I see that happening with the other regions in the EU.

[Carl Wright, Analyst at Lone Pine Capital]

Got it. Congratulations on bringing down operating expenses by 10%. Could you provide a little more color about how we should think about operating expenses in the business just going forward?

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Sure. David, go ahead.

[David Vanston, CFO at TOMI Environmental Solutions]

Sure. I think there are again, as Dr. Shane mentioned earlier, as we grow we will have to invest into our operating expenses, but we already have leverage in it, so we do not expect to see a significant jump in our operating expenses. If you're going to model it, you would model it as a percentage of revenue growth. You know, I would say it would slightly decrease as we grow as a percentage.

[Carl Wright, Analyst at Lone Pine Capital]

Gotcha. Okay. That's helpful. Thank you very much for taking my questions.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Welcome. Thank you.

[Operator]

Thank you. Once again, it will be star one on your phone at this time if you wish to enter the queue to ask a question. The next question is coming from John Nelson. John Nelson is a private investor. John, your line is live.

[John Nelson, Shareholder at Private Investor]

Hi. Thank you. Several questions.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Sure.

[John Nelson, Shareholder at Private Investor]

First one.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Go ahead, John.

[John Nelson, Shareholder at Private Investor]

I'm one of those long-term investors that

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

I know you are.

[John Nelson, Shareholder at Private Investor]

is confident that over the years you're gonna deliver. Thank you.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

I know you are.

[John Nelson, Shareholder at Private Investor]

Thank you for your efforts.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

I thank you for your help.

[John Nelson, Shareholder at Private Investor]

You're welcome. First question is, you mentioned in the press release, in 2025 versus 2024 revenues, customers deferring capital expenditure projects due to uncertain economic environment with the impact of tariffs and Middle East crisis. Are you seeing any signs of it improving? You must be seeing some signs of it improving because of your first quarter comments. But are you seeing any of those customers that were deferring CapEx projects starting to move on them?

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

We are.

[John Nelson, Shareholder at Private Investor]

Okay. The BIT Solution revenues for 2025 versus 2024. Can you provide any details on the comparisons there?

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Sure. Are you talking 2024 versus 2025 or 2025 versus 2026?

[John Nelson, Shareholder at Private Investor]

No, 2024 versus or 2025 versus 2024.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Okay. EJ?

[EJ Shane, COO at TOMI Environmental Solutions]

Yes. There is the increase in the solution between 2024 and 2025, and we're seeing that continue into 2026. A lot of it has to go with Dr. Shane's closing and this move into open orders. This came in tandem, you know, about a year and a half ago, we mentioned a big push on different support services. Having us be able to go on site and speed up the use of our technology and qualify different areas, we're able to predict how much solution they're gonna be able to use. That, in essence, is now finally starting to pay off with them purchasing the orders that they need in advance and just get into more of an auto shipment. That's the goal, and it's starting to come into play.

[EJ Shane, COO at TOMI Environmental Solutions]

It started at the end of 2025, and it's moving into this year as well. That's the big difference. The two, you know, why it's referenced in the script that way is 'cause they go hand in hand. Our support services and our BIT Solution are definitely together in trends.

[John Nelson, Shareholder at Private Investor]

Okay. Are most of your customers in 2025 using significantly more BIT Solution than they did the prior year?

[EJ Shane, COO at TOMI Environmental Solutions]

Yes, definitely. I mean, you know, there's always some fluidity to it because you'll have, you know, our service providers if there's, you know, the fires produced a lot of solution in Q1, different decommissioning of buildings. If they get, you know, large service contracts, then this, you know, definitely increases our solution. That's a little harder to predict. When we're able to go in and qualify different spaces or similar to the eye health company where we know how and exactly where they're using the equipment, that's a little easier. You know, the Q1 of last year certainly was due to some emergency use. There's definitely an increase in solution.

[John Nelson, Shareholder at Private Investor]

Okay, can you provide any more detail as far as how the application would be used to deal with the Deformed Wing Virus for honeybees?

[EJ Shane, COO at TOMI Environmental Solutions]

You know, we have the study, and we've done a few other lab-type studies, and it's definitely a good use, and we're looking and are still speaking with a local university on trying to get live use case. Once we're able to reestablish that in actual application use, it will proceed from there.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

John, I've reached out to the associations, the honeybee associations, domestic, globally. I've reached out to the board, and I've yet to get a reply. You know, right now I'm reaching out to the Department of Agriculture to see if they can't help or at least get this technology in front of somebody that wants to make a change.

[John Nelson, Shareholder at Private Investor]

Okay. You had mentioned briefly the use for treating marijuana plants?

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Right.

[John Nelson, Shareholder at Private Investor]

Mites. Is it mites, or is it for the powdery mildew?

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

It's for powdery mildew, funguses on the plants.

[John Nelson, Shareholder at Private Investor]

Okay.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

We have an EPA label we're trying to get from the EPA just for that. Is it dash four, EJ?

[EJ Shane, COO at TOMI Environmental Solutions]

Yes, that's correct, Dr. Shane.

[John Nelson, Shareholder at Private Investor]

Okay. Currently you're not getting any revenues yet from that particular type of usage, correct? Because of your need for the EPA label.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

I think EJ can answer that. I think they're strong.

[EJ Shane, COO at TOMI Environmental Solutions]

Yeah. We have a handful of customers. With them, it's you know scaling up and you know right now they're doing a lot of handheld treatments. We do have a good partner that is promoting our product and even some international interest on the treatment. We do have some live use, which is great, and that usually is the first step.

[John Nelson, Shareholder at Private Investor]

Okay, good. One thing that I've been curious about is whether you've explored or thought about exploring it, uses of SteraMist in the military. I was thinking about it with regards to the Middle East crisis with all of the Navy ships in the Gulf and how, you know, people are crowded together. It's gotta be a potential breeding ground for germs and potential infections transfer. Have you explored that at all or ever talked to the Navy about possible usage of SteraMist?

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Are they still a customer, EJ?

[John Nelson, Shareholder at Private Investor]

No. Are they? If they are a customer, that's new to me. Have you explored uses with it? If you have, what, you know, response have you gotten from the military?

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

You know, I think we're a little too small and overwhelmed with everything to go after that at the moment. I believe there was a testing center that the Navy was involved with. It's a great idea, and especially with the new COVID variant that seems to be running around and came from the Netherlands to the U.S. I'm sure that you're right about the close proximity on these ships. They do need to get a disinfectant, and I think this is something that we're gonna go look into immediately.

[John Nelson, Shareholder at Private Investor]

Okay.

[EJ Shane, COO at TOMI Environmental Solutions]

Yeah. I mean, we have completed some, you know, requests for information on the Grants.gov site for military vehicles and how to best implement SteraMist. They are gaining information that way, but that does take quite a bit of time. We do complete those on a regular basis to get the brand out there.

[John Nelson, Shareholder at Private Investor]

Okay. I don't know if there's a particular certification required, but I was thinking the same thing about SteraMist application possibilities for military hospitals or the VA, which, you know, as we know, has a number of problems with infectious disease transfers.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

I think they're waiting for me to answer, John.

[EJ Shane, COO at TOMI Environmental Solutions]

Sorry. Not anything specific I can comment to that.

[John Nelson, Shareholder at Private Investor]

Okay.

[EJ Shane, COO at TOMI Environmental Solutions]

We do have a close service provider looking into military housing, but too early to speak about.

[John Nelson, Shareholder at Private Investor]

Okay. One of my final questions was gonna be on scale up. You know, if you do get a significant amount of new orders, how easy or difficult that would be for you.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Well, it's, you know, again, you know, we probably need to raise some capital to scale up significantly. The 20 people we have do a hell of a job as a team. We were able to handle COVID pretty much with the same amount of employees, and we did really well. You know, I think we could handle the immediate scale-up depending upon the equipment, but we definitely need to go ahead and increase the size of the company going forward in lots of divisions.

[John Nelson, Shareholder at Private Investor]

Okay, good. Last question was, have you you know actually totaled them up as far as the number of new customers added net in 2025 versus 2024?

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

I haven't personally. David, EJ, have any of you done that?

[David Vanston, CFO at TOMI Environmental Solutions]

No.

[EJ Shane, COO at TOMI Environmental Solutions]

Not based on new customers, no. Definitely.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

That might be interesting.

[EJ Shane, COO at TOMI Environmental Solutions]

Increased individual orders between the years, but

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Right.

[EJ Shane, COO at TOMI Environmental Solutions]

Not based on the custom. Yeah.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

I think we'll do that, John, and I'll talk about it on the call coming up soon in six weeks.

[John Nelson, Shareholder at Private Investor]

Okay. I mean, you definitely have listed a number of new names that I hadn't heard.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Sure, sure.

[John Nelson, Shareholder at Private Investor]

You know, from previous calls. I'm

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Yeah, I know.

[John Nelson, Shareholder at Private Investor]

Curious about-

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

I left out half of them, too, but it was impossible to go through them all.

[John Nelson, Shareholder at Private Investor]

Yeah, sure.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

It's just, you know, it's just frustrating to see what happens to the stock and, you know, what occurs and with the difference. The point, I think was well made and we'll see what goes on.

[John Nelson, Shareholder at Private Investor]

Okay. As for you've done an excellent job of adding significant distributors both domestically and internationally. Is that still a significant part of efforts going forward to add even more distributors?

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Absolutely. We're in talks right now with many.

[John Nelson, Shareholder at Private Investor]

Okay. Great. That's all my questions.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Again, thank you again for the support, John.

[John Nelson, Shareholder at Private Investor]

You are welcome. Thanks very much for all your efforts.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

You got it.

[Operator]

Thank you. There are no other questions at this time. I would now like to turn the call back to Dr. Halden Shane for closing remarks.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

Okay. I just wanna thank everybody again and wish everybody a happy Passover and Happy Easter.

[David Vanston, CFO at TOMI Environmental Solutions]

Thank you, everybody.

[Operator]

Thank you. This does conclude today's conference. You may disconnect your lines at this time, and have a wonderful day. Thank you for your participation.

[Halden Shane, CEO and Chairman at TOMI Environmental Solutions]

You too. Thank you.

Participants

Executives

• David Vanston, CFO
• EJ Shane, COO
• Halden Shane, CEO and Chairman

Analysts

• Carl Wright, Analyst at Lone Pine Capital
• John Nelson, Shareholder at Private Investor
• Zach Nevas, Account Executive at IMS Investor Relations