PLSE - Earnings call transcript Q4 2021

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Operator

Good afternoon and welcome to the Pulse Biosciences' Fourth Quarter and Full Year 2021 Earnings Conference Call. All participants will be in listen-only mode. [Operator Instructions] Please note this event is being recorded. I would now like to turn the conference over to, Philip Taylor, Investor Relations. Please go ahead.

Philip Taylor

operator. you Thank

and I other and begin, reflect to you estimates, XXXX inform release views opinion and statements Before including, a certain statements risks press to and would your comments predictions, information. only XX, March Actual responses of from expectations, call earlier include materially questions in of differ that issued more forward-looking as and those and we expressed plans, today like described will during These management's in result with risks uncertainties and results may or are fully implied Exchange our as Securities the today uncertainties. Commission. our filings today's and

not can our forward-looking on found on reliance filings any the forward-looking website statements. SEC We SEC's to be these place are revise to update or disclaim undue on Our cautioned obligation statements. or website. Investors

our will over We including measures. at regarding this note, Chief that be measures, these will certain be Officer, financial can release. measures, replay Please would on found With non-GAAP Darrin like I the GAAP and available financial the Investor Relations' website on and audio pulsebiosciences.com page. that, News on now turn also to conference discuss Events call to comparable press the for President in section with call the Disclosures our Uecker. reconciliations non-GAAP most Executive

Darrin Uecker

engaging conclude Biosciences the program of the continued illustrating highlight pipeline. applications focus, the onboarded advance Q&A. commercial for advancing evolution you while the and open sales, to thank achieved developments, the will and U.S., the system and Pulse first additional will Stimulation launch and all our Australia, XX to I and CellFX regulatory Hello in Nano-Pulse we initiated results XXXX clinical for then regulatory data plans I for the generate [ph] and capabilities participants, XXXX on for scientific our XXXX, cover our us the community commercial will control the financial Europe, closed strategy detail call. and System Technology discuss joining CellFX system. our In call of including Sandy growth today's Canada approvals clinical

across program. earned out participate to number experience committed A launch of the required this be early aesthetic positioned and outcomes. On for we CellFX of previously to is treat patient's produce in commercial for system. solution to practice. the and of revenue leadership address observations could and the key they attractive CellFX To System These and Based clearance their of patients and the utilization System U.S, our an the accomplishments motivated directors with patients and their options to dermatologists to dermatologists the to on sheet. balance cultivate business the controlled have new that perform board clinics side, a laid profit a team, lesions of the have new launch presents aesthetic XXXX, control treatments, aesthetically time extensive strengthened We drive other benign specialties. Clinics pleasing and pioneer their to category control dermatologists, sharing to because did leading in launch treatments, service of initiated program. our lesions, the data a believe treatments. in In with exchange about not clinics generating learning’s corporate We program and System we number purchase in the XX foundation introduce line of opportunity for towards come CellFX benign a are treatment adoption feel opinion Canada of own the lack value of medical the perceived Europe credits dermatology opportunities. significant

impacted capacity patient we drive cost mix types clinic clinic us with helped has from other introduces become the slower CellFX demand in back clinics with strong on optimize long are the especially coming demonstrate And procedures an and the also opportunity will dermatology focused value to integrating were COVID-XX cosmetically this how virus. integration term from work period best First, the that working depending and program already the utilization by and to clinic. the with CellFX many and target to procedure in disruption. clinic. performed creation control order procedures into CellFX workflow the to launch understand the clinics clinicians procedure We System better and minimize generally optimize must this potential busy focused medically variation cosmetic of medical for procedures at that the clear staff for integrate of by workflow into It's must the

positive On treatment clinics themselves every present CellFX day. in the side, candidates

warts, represents confident dermatofibroma we The the and benign such the for keratosis, and all lesions of So remain that our launch clinics. efficiency dermatology has of are CellFX potential increasingly keratosis, treated program valuable integration. separate non-genital confidence control belief the that the System, using CellFX as opportunities increased being

While procedure three world this expecting. NPS to require program months. expected launch to to to benign delivery through control initially studies, a for and in integration complete five the into requirements lesions benign touch workflow in generate are system high We learned as the utilization System the lesions clear market will CellFX we practice proven technology model development of the clinical real have clinics we of the that the

commercial to control their drive has seven seen these quarter, of acquire of average the purchasers XX participating bringing utilization CellFX system. XX customers cumulative practices total turn CellFX for in for completion, as XXXX, early and the have dynamic increased to future December the have reference is Upon In the launch others fourth were conversions. and launch been It we consistent clinics accelerate into to this the utilization centers opted Systems that months. clinics CellFX program dermatology the XX System, commercial our our has of commercial time slowed. However, more use, while that some and control commercial completed priority address now

conversions out commercial five program, another XX, clinics of expect We the clinics opt December bringing we have also of the who opted In and as to had XXXX. commercial of total first out the out. total Therefore, use, the program to launch convert program quarter, XX still clinics XX the of six to XX around first will quarter, control clinics opted a at expect through move program those the XXXX. we XX throughout end continue with the having to in of and clinics the

In integrating To in this, our to do now engaged with commercial drive and to routine and these has ensuring cell we clinics partner System Our of current our have focus actively their use effects clinic priority with are in it clinics we're commercial CellFX the made their shifted XXXX. commercial utilization sessions workflow clinics, first clinics all has providing integration treatment quarter, utilization the CellFX our XX from commercial clinic averaging aspects System. and to System average marketing increased education commercial are training, patient its with the month month. currently CellFX support their clinic. and per into increased on And month the of

on system support to field organization, of we our accounts, goal year the education, that commercial emphasis treatments new current for in patient and at commercial Our to modified in restructured XX sales of near at sessions marketing and on our drive utilization our reduce training month is end the and current commercial strategy per to this To the and our our changes have utilization emphasis term. focus leadership, increase increased our clinics. implemented

we quarter the We three current reduction We the system across purchases reduction do reductions will of one expect achieve the utilization company. be included lower and purchases not expect programs expect result operating CellFX be in focus, significant this NPS a XX% we Systems. opportunity medical we launched dermatology which have to headcount, the in the of of initiated programs practices; quarter the to run revenue other two in have specialties. long These the in other term remain our workforce, three CellFX technology in confident fourth expense expenses, the made and goals. between for by will XX% of a commercial approximately System in with from control which and until Outside contributor operating As first expenses first the a we XX% total rate. and along new

the commercial overview System Ed disciplines. technology drive clinical within have with in grow benign of presented and ensuring clinical in we CellFX multispecialty, build have will of penetration Our Hruza the and support role They his commercial Ebbers, forum will our generation, surgery was efforts George are appointed commercial the And presentations our focus treatment latest we laser impact upcoming positive on now In to Dermatology the service of markets. and techniques the At accounts across franchises Spearheading into symposium able newly viable we anticipate that the dermatology CellFX we going strategy practice. St. to To President serving footprint deeper And our variety to Transitioning Academy engaged the and now with communities CellFX their Academy data. in technology. the medical pipeline. be lesion growth latest meetings, Officer American helps evidence recent on and and EVP, our American additional Louis, System, Vice-President an with CellFX Commercial and promote Talarico, proven We System Society to roles appointed clinical in on veterans industry System. of to building for discovery new for each the and healthcare past meeting cosmetic records on as discoveries of regulatory are is Dr. dermatology general supplement Kevin Joe we to and Danahy and exceptional look NPS cosmetic in strategies medical that the newly and with our continue that and of Joe multiple System from and consulting December, of presentations. qualified Kevin and implementing at at in scientific scientific North the these surgery. uniquely Chief medicine in surgery educational mentioned business teams stay a April, expand American Ed American Dermatology, dermatology including the of transition. covers track take the this expanding during will contributions. to sales. manager forward technologies research commercial thank market efforts, they're CellFX the Biosciences a to marketing former the new significant applications commercial

Systems lesions. CellFX to the taking a in lesions, assist treatment general indications specific benign As we turn addition us would have for we which of the to mentioned, enable CellFX approach marketing clinics use, with regulatory in stepwise for expand to are

For treat specific our sebaceous approved the are approval. Health indication, under for to are we FDA we CE hyperplasia, clearance Canada which seeking treatment and Mark of

this fourth the FDA. time indication from for not support anticipates stated the a company specific potentially System, submission which letter the impact new which contents at at AI information indication it FDA submission. to to meeting and evidence the with had skin, the the has study. general is IDE a clinical the company use not clinical to clearance additional to Following resurfacing letter the of the and request for and the CellFX primary had no AI on the quarter, the process FDA that the In may in of we include for SH FDA provided the benign endpoints XXX(k) require XXX(k) sufficient including next ablation steps, a lesions. existing of the for The XXX(k) data use, believe an on the additional the XXX(k) and indication This potential did expanded the of received letter, Company discuss

a fundamental represents this setback, our this not While potential has outlook. changed

cutaneous indication warts. pivotal enrollment The are study. approved specific about we patients In the for third completed targeting comparison quarter, ID non-genital FDA is second we XXX

XXX(k) currently submission analyzing spending quarter. second the and we during data study We are are the just

study indications also analyzed to have follow carcinoma basal carcinoma potential or feasibility also to the basal pivotal This a and early completed study. we specific meeting system in is with discuss cell treat later at We being lesions up with anticipate cell our QX data FDA effect cell for QX.

dermatologists. additional the research application makes On CellFX the where the sense grow will on to pursue lesions Systems continue portfolio, to benign we for most side, development it

dermatofibroma. patients surveyed and the dermatofibroma the from launch emerging to We on dermatologists of XX typically of dermatologist lower benign the the is region typically legs. earnings mentioned excise to so third on the and XX that the see we interest lesion new a is found lesions Currently, week quarter Dermatofibroma or found As an especially to cosmetic call, example extremities, small treatment XXX participants. only with untreated. they leave lesions elect option patients per medical control

the Now Sandy. I over will turn call to

Sandy Gardiner

you, everyone. Thank Darrin. Hello

to conversion the non-cash $XXX,XXX the $XXX,XXX well units driven $XXX,XXX North recognized of For $XXX,XXX related on two were participants program, was the commercial $XXX,XXX. of the Revenue purchase completion of control commercial revenue XX% as basis fourth a approximately sales sales cash. of opting quarter per launch by their the Revenue was CellFX cycle was CellFX in recognized of Revenue first System following $XXX,XXX as for as cycle XXXX, XX was representing System. systems. total units America to and revenue. purchase Systems

For $X.X as purchase Revenue of was the additional control December to million. the $X.X million by their opting Revenue were revenue. cycle total $XXX,XXX. well XXXX sales launch representing in was ended while conversion XX% commercial America revenue to of CellFX following related year North XX as program Systems completion was the of two sales. was XX, participants System units revenue million, $X.X driven

provide research my in to insights Please our commercial to a development in XXXX, the fourth recorded refer detailed focus our I'll Previously, measures Moving today's or costs of press of with results business. shift loss comments our XXXX was gross reconciliation non-GAAP the measures. third $XXX,XXX. most revenue. on quarter to in down Non-GAAP were expense. the and income comparable non-GAAP these release organization Since GAAP quarter of trends all cost manufacturing for the of into in recorded costs been a adjusted have in underlying the operation un-capitalized statement,

For ended is $XXX,XXX. the December gross calculated of less total non-GAAP as revenues loss cost XXXX Gross year loss revenues. XX was

million, sales compared primarily in research quarter for costs general and $XX.X operating period. fourth cost and The operational to expenses to prior manufacturing driven headcount increase $XX.X the the revenue. in of including and was non-GAAP year infrastructure, now activities, administrative of million the were expenses commercialization by of For expenses year-over-year by operating and expansion commercial increased support uncapitalized recorded marketing XXXX, development, representing offset

the investments non-GAAP the year XX, million expenses costs application to personnel and to for Non-GAAP the ago expenses by commercialization was System an due For due approximately support the revenues commercial for $X primarily costs were million year to XX, XXXX $XX.X research a increase compared increased ended development. million to XX, operating including dermatology. December to million, and December increase CellFX headcount the of $XX.X and infrastructure, operational The outside of expand ended the year three and use decreased XXXX. reclassification activities, of our offset December un-capitalized period primarily manufacturing to development by to in and related from XXXX month new the of $X.X submissions the ended cost support expansion FDA

increased were non-cash year-over-year of approximately year non-GAAP and period ended million increase to in approximately expenses the services support administrative consulting Sales XXXX $X $XXX,XXX ago expenses of controlled due million. $XX.X costs trial our conducted and Non-GAAP Prior and the new included December approximately million For approval December due to our year revenue. primarily marketing XXXX. recorded for from These were primarily FDA outside clinical XXXX, XXXX CellFX FDA related uncapitalized in now personnel, ended additional launch. System costs increased largely activities Mark of submissions to a expenses. manufacturing general consulting sales in marketing by receiving offset clearance personnel, expenses sales additional application of quarter and include cost marketing expenses and $X.X to fourth the outside and operating by development. million costs, for CE in expenses XX, not the $X.X to to R&D increase services support to commercialization in XX three and month The by was

to personnel, million and period full non-cash also conducted XXXX. and activities approximately three to the services $XXX,XXX XXXX. XX, expenses administrative XX, ended our increased month to increase ended $X.X year-over-year, the the sales and by includes year million The expenses primarily December approximately $XX year additional controlled was expenses general largely in year-over-year to for outside were period. consulting not related $X.X commercialization For support December million. to due $X.X by expenses non-GAAP of marketing Sales marketing flat XXXX million launch Non-GAAP for decreasing approximately

million quarter services. increased loss including a all general to from public was insurance, approximately support net $XX.X expenses, offset loss company the included year to due transition personnel for related expenses the D&O For XX, reduction $XX.X to was by of increases the primarily quarter to $X.X a by partially administrative ended compared The the million. additional increase Non-GAAP of to for commercial XXXX in operations. non-GAAP December million XXXX consulting year fourth net fourth a Other year-over-year million $XX.X XXXX. of ago

totaled million, million million a as $X.X XX, $XX.X non-GAAP XXXX. to period investments $XX.X of September XX, quarter used any and fourth XXXX. offering For $XX.X totaled under as cash XXXX. of equity $XX.X to loss of issue and the of used equivalents compared offerings, December as the excluding to and ended year used XXXX in proceeds prior in aftermarket December used year in net not Cash, in million the program compared quarter million used Cash year, the million XXXX, of loss net $XX.X $XX.X compared XXXX XX, quarter, the in December the the $XX.X in was compared million, year did December $XX.X XX, same net for XX, XXXX fourth $XX of from full million XXXX XXXX. the the million, during million of to shares third totaling cash equity We ended

accounts. commercial and plan our better our second in development our we mentioned resources XXXX and the have XXXX, while lower rate focus earlier, our current costs levels. quarter to with program at the on organization align workforce begun Darrin capital resulting of utilization of Workforce implement from total expected full year current business and we beginning run approximately to span operating by XXXX XX% a needs areas the As to and the in of with commercial line reductions expenses are in all across anticipated

result revenue at of until commercial we do expect our our be teams new to not achieve a As contributor a sales to goals. increase system focus utilization near commercial our clinics, to term we utilization significant

first to We of utilization to quarter expect the to in committed with remain We in until cash indication FDA. usage reductions increase. prior and of the expansion additional quarter activities levels, in second studies cash over quarter rates in usage XXXX increase development incrementally support begin XXXX investing to the with

the remarks. Darrin to Now I'll call for turn final back

Darrin Uecker

you, Thank Sandy.

clinics XXXX had of with in remain Australia Europe, approvals we U.S., on commercial on controlled lesion back clinics regulatory success that participants the first launch program partnering we growth. and XX development increase to XX our Looking further foundation the commercial will market Entering and and for XXXX, commercial a focused CellFX future their CellFX validate create sales. onboarding our set Canada utilization clinics the reference and centers to with will benign converting

requirements lesion We and have for developing benign We understanding establish better remain dermatology beyond. committed new creating clinics are technology them viable to to NPS market a a to franchises. of CellFX the applications and and for the develop help strategy

bringing market proprietary can introducing standard-of-care. we calculated technology category where technology. are We There believe healthcare. more are this NPS always challenges within to a opportunities, dedicated large to various that investments clinics additional requires physicians unlock fields This creating technology can and across become

to personally Operator, our team technology opportunity execute and to Biosciences Gardiner, final learned through have and that, our for whose Sandy is are On with President wish deliver in capability their Chief Pulse And future for have is like our novel these value Executive immense, them for call I success. Officer. in to lives a expense positions incredible future our reductions and open the an Biosciences, joining the & and XXXX. eliminated will thank members improve questions. been me important note, for contributions to patients’ believe Vice for past amount to Q&A We the please learning’s would all We success. Pulse Financial stakeholders be NPS and excited we the year of

Operator

question from first And Please Stephens. our comes Instructions] Cooley ahead. Chris go [Operator of

Chris Cooley

me start afternoon, the taking I questions. thanks to Good for off Darrin if may. Sandy, Two and for

deal the of to great you're CellFX of about move but you accumulated accomplishments First, detail during based you upon throughout now guys provided the the forward not achieved learning the the course XXXX, the launching also year. how going only System, a to

as various maybe have if us an just little better specific of So utilization, of changed, little working and initially hoping you from at are of driving greater the installed to similarly, think what to then guess that to kind I have trying tracking but OpEx. And want or start you sure follow could outlined quick just perspective. you up I a base all I'm before you on I goals expected. are, were just and the previously has indications we understand that on, a about make bit systems with for about start should we sounds bit an these clarity practices cadence expansion like indications still anything as still think one a And kind the

Darrin Uecker

Sure, in. yes. Thanks and Thanks, the Chris. for questions for listening

perspective. that to on clinical was outcomes, allowed progress patients into summary, and more I what first going think, that we System been really CellFX driving to get needed through the total the through the best be on them wanted a and tried quarter. the to as converted, what needed would at I to in through XX productive, the then for at, how think we've converting commercial be I And we you And centers was as on in clinic treat reference to ended the that many having see then control new them know we've felt we and just commercial be the control XXXX, clinics as first we XX they focus So launch clinics two clinics. with commercial I and the of of focused observed less those to and to to levels to, of year we that it question, a commercial we to think, sales those while utilization integrate entering to they order was clinics. And think, I quarter, from yes, be that launch, your touch at first for so realized and

so as to I them help with integration focus with we into clinic in now the really these use education working on be commercial System. And said, going to is our the them increase workflow, and to be able very centers marketing, more CellFX closely our to think and efficiently to retraining,

I think are these of patients Lots on are going every extraordinarily I one things the are, touched the clinics clinics. of through day busy.

so new And a of a to kind new category develop treating workflow technology, those benign and in of new a many for ways, requires them lesions patients.

think the things I the to And that clinics I recognized working quarter also the workflow that the attention on that, benign so will we a dermatology, And for the the of touched focus one of span need CellFX which and both currently optimal medical ones clinics and optimize are driving that with those kind really of cosmetic different on for utilization. to are identification System best in CellFX we of is lesions good think we're and we that have treating. mix

to with increased So month. clinics, begin on I utilization the of XX closely it's the end and first to quarter the treatment did doing the that prepared clinics to sessions of and see team quarter get I structure mentioned about the those with utilization in we average, salesforce our, our around, in we beginning marches quarter per decided the field to those patient exited around and that field we, from drive the work quarter, think commercial our really in to we levels elements

focus to clinics and we something we And and, of goal a patient more stretch end Our we think when to can on the do at and sessions to the look year going of driving the for we'll market. is levels. us to us, see think team that we that utilization we it's achieve. until to goal XX month. begin right for for felt commercial to at have treatment the for, we into really And see it that, it's we to those driving achievement start But we're system sales strive to think per was that thing as I our that's those begin

forward. we I slowed think absolutely our right. so down I so on I going would side. indication haven't Yes, yes, And strategy you're that. that's, And nutshell, that's on think We, a the in

We have a on to are that interest and expansion dermatofibroma along, today's in from driving and, we we've lot mentioned get more will indications, indications about have there we regard certainly that indication, be continue of other on it. information call, talked and activities those to with physicians, we further but as providing

Chris Cooley

Thanks then to color. Sandy. for gears, from there drop maybe down. on quickly, basically and clearly And levels, the shift with but a XQ maybe reduction, we you if starting calendar just could that appreciate Darrin, OpEx appreciate question the all just XX% you, flat XX a additional I step the color there getting up, sequentially in the

OpEx, for capital get carry burn opportunities in a not model perspective, working to from other year, the perspective, to think maybe there with less efficient burn or balance this consideration into on a taking just do cash cash some of cash up from maybe the reduction in shift little capital free deployment sheet from kind number curious, are a the a only the balance you sheet. but to inventory, like more Thanks a Just bit side, the of to either so trying a requirement much.

Sandy Gardiner

that. Sure Chris, very much thanks on

I think you're exactly right.

realignment conserve that cash, that we sheet. have levels on balance that additional inventory the utilization, near here, million that And we the look building of not, feel So we certainly on need. usage inventory we'll $X.X term the we're on that would with year, be inventory to, will that that leverage we We side. so have support focusing additional having the the inventory. And do the the closed we there

Chris Cooley

both. you Thank

Darrin Uecker

Thanks, Chris.

Operator

Anthony The Maxim from Group. go ahead. comes next question of Please Vendetti

Anthony Vendetti

thanks. Yes,

bit more the little a controlled talk about to wanted Just launch.

can XXK about talk the Can was you months. where exactly at, you to you said wells. thought they're So you about seven be

acquired quarter, XX the acquired that more So we in first. them XX in the have in Some system, the right? the fourth have

XX had opt out. So it's then up to XX. you And

XX a XX? for So like by left look if expectation happens, up a once a quarter, another? all make talk Is about decision the like? second one little we way quarter or we a And end that of them bit the made launch that the What's what do should second follow commercial then haven't the will after or XX Thanks. one that that. And is I'll another. those way there's math, have that more the can of decision a a,

Darrin Uecker

Yes.

And Thanks, thanks listening in. for Anthony. Okay. Yes.

numbers the got you exactly So which right, is great.

is, it's entering wouldn't would or those today. that get likely are be that the those convert are the the since I kind of the will we program they're proportion will in the And quarter, those expect that And out, and at opt through the good go some the clinics whether continue those of to to a in already that, that, now program. good been so the the of into of majority not the number lines percentages of and commercial, program XX want latter those expectations in are the may last along have the part year, quarter. so in second second and guess our of I have quarter. a to well of complete through all good crew will those, Certainly second that, requirements of are all

the way think we've continue will So, will those trend far. seen thus likely and, trend I the

Anthony Vendetti

that, follow to just on And Darrin. up

hey, lesions, out out, how And out, I'm maybe them, training say, that but just to market is are their opting other out? out, is enough? decide goes it opting using before there's it, effectively is increase to you opt there officially there market or could they not so could this to opt is opt is maybe more a about reasons, sure there, clinical for before they or, that they them lesions, where ones that they're these helping or various because, or, this point the utilizing if not even it are be Pulse utilization opt So the and out, team thinking they

Darrin Uecker

yes, question. great a That's a that's Yes, great.

that survey to in them clinics for that's, what can lot is the some of it program on, we calls, because that's, as do the of saw a we data itself what staff, think they control the lot kind a in patients of work for exchange or And the out, the collection, they're and often from is physician working initially, that, we credits this, opted launch said, is I form because require clinic on burdensome, the I talked So that surveys, too in the think collected meaning was surveys, clinic of launch launch control early about data purchase does in the the system. as program. previous was use of we I'm, we control that through

We're So, so like they opted required. be early also wanted on, because they they this their invest how a this. much a number of terms were, time And expectations bit would work recently, simply how the see much to in aligned out. much technology of not a little sort had of clinics we new how and with in

of And requirements they would the the it's bit not is and like were it. not overwhelmed good said, in they, a control a staff support they perhaps have time and the the that simply control just back circle and the available launch. to, them, So when commercially, System launch by don't maybe to CellFX for they just

I that's it. a portion significant of say So would

And think to the clinics launches not for thing bit alluded this is other I not the any, the right through prepared in little a CellFX we've I that makeup have the today. the all remarks control that, learned all clinics.

DERM and of of cosmetic on. So mix by going makeup, I mean, procedures kind medical

as our these treating that of may the see patients value So in cosmetic, setting. a not may indications words, clinic leading non-cutaneous a of they work work XXX%, really is lot appreciate in of days not an patients, and if example, the is one

felt And I And that their where had we've think procedure of this idea with mix terms so lesions. wasn't we're at. some like, of benign patient in and aligned treating just

couple appropriate helped so, of refine And us happened. of a that situations that, think the we I And the example, have clinics an just, it just those I think targets. are think that's

Anthony Vendetti

kind should Sandy, look this there year? Okay, number What of and with the and that workforce Is reductions the like, for on throughout that then goal? the XX% and what's reduction. in are board, salesforce, number salesforce the across the to lastly, any in maybe or XX% the

Sandy Gardiner

across in board. on So different reductions. it of board, and impact would to and to categories, across utilization, cells administrative is the it the But sales, if would is with XX% reduction were you the the lieu the at general of the realignment system focus say XX% in the I new is larger look marketing those have

actually restructuring we and in into, in that detail a time. report more this terms we will point We're bit to of the go as as where implement costs are, So now. we give on at beginning QX

Anthony Vendetti

remind you that the Okay. is the point? at now? what's at salesforce number rest this of think kind whatever And just this the for then need is right year me number And salesforce of you that what just is,

Sandy Gardiner

So from doing territory I or strategy equipment I focus, equipment, today, commercial the new in to say is system that then sales giving to regional were that and we impacted actually as what say directors, individual. focused capital application organization the what it the the capital capital utilization, because had would should focusing our and with where are the specialist individuals and making equipment utilization the a the we're ones primary folks managers, is folks, be the reductions be clinical on to we're the realignment not would sales, would most only we

Anthony Vendetti

makes Okay, great. That sense.

for that queue. Okay, thanks in hop back color. it. I'll the Appreciate

Operator

H.C. ahead. of question The [Indiscernible] next comes Please go Wainwright. from

Unidentified Analyst

Darrin and Sandy. afternoon Good you. Thank

Darrin Uecker

RK. Hi,

Unidentified Analyst

of couple a Got questions. quick

that data publish, into you were one, collate clinics a that format The control collecting to were that be the of presentations whether using first are able would launch the part you you all CellFX? data can in these as publications? print the are from different When oral as

Darrin Uecker

time data, more the get lesions, clinic to data, for experience in continuing RK. so there. it's mean, in to, the correlate that. physician the I and of sense and clinical not the question we'll data good an It's, data survey that don't so for it's on have that to look and certainly and controlled going Yes, of and that the it's about in I a to forth. much the clinical of It's, to for look we're terms opportunity patient out experience. future. do opportunities we're But

Unidentified Analyst

Thank the is got month. per it sessions get you how from XX current utilization or to that just some the help? more key these promote of need sort you. XX criteria, spend think, key to much increased does And for sessions you it per you month And Is then Is purely you to What physicians? and you individual to the need are factors things Is thinking itself of to do clinic to by And dollars than much advertising that? can how physicians? workflow? about? What time effort? it these

Darrin Uecker

good Yes, question.

of always this this have down is terms training. marketing comes then and and think education in also we of come patients, in demand the their a demand in create clinic, them And into I in think patients component to and clinic. helping the create

any clinic it So we And patients, system. will will CellFX making I more CellFX also, the and on the lot training partner who and side, and workflow. and about training sure is the is piece. that insufficiently education may provider going the on a just the certainly that marketing to be potential starting we're and we're, the with in help, we're trained, it's that within sufficiently back And clinics clinic looking everybody for using educating do more. think clinic CellFX, But we

training those We And identifying to clinics those, identifying, clinic patients to training, lesions to using continuing the technology. opportunities in clinic. terms so are help on to education I and the the efficiently think it's patients, the also, and the how just and those treat efficiently side, those to both training we're But provide treat how across simply the education of on, within think staff there board. and

and the by play an for, us training be to a and drive we those we we it's clinics large And can levels. take successful. that to on role responsibility that, help like those that feel believe can we think we up across that utilization board, education I it's to So doing

Unidentified Analyst

you to you soon. taking And Thank for very questions. good. my Alright, much talk I'll

Darrin Uecker

thanks Alright, Appreciate RK. it.

Operator

is Our Chris of follow Please go ahead. Stephens. from next up Cooley question a

Chris Cooley

up. afternoon. good taking the follow Oh, you Appreciate

questions Just clarifying two me if for may. quick I

technology. just an wanted target the of the utilization the average. month versus about I clarify just level procedures the that And support anticipating you're this, level calendar or that, at year exit integrate rate. on full we secondly, clinical the is the when practice we're that's to per First, what thinking year then additional I'm XX assuming exiting to

to this a more I not, absolute training maybe to an think I so is than sure correctly. that Thanks of so I'm your side, just I picking up make the listened type get on it if issue. to the procedural questions, as right here to much. responses workflow like path. want the on I sounds And really want More

Darrin Uecker

Yes, thanks, Chris.

our do first to as your per treatment on goal, sessions patient is the So clinics I I to get question, think year. month, mentioned XX that to this and

exit that. it our think as goal goal our of is do by can. the And so, is that, to I to a But the yes, year, really, we quickly focus. So that's that get as at to end

the is are clinic clinic, the where CellFX best as there workflow integrate mean, think coming the clinic. are in question certainly how think determining clinics the to As I a be I component, I it can patients both. to through

identify to treat that they they at body if are if perhaps they're example, that a of patient later, CellFX a for getting going to a CellFX, on interested going the is day. are schedule treatments So whole one patient going and check, in they to patient time? to, a whole is Or day, perhaps, a in going are bunch do they where lesion,

clinic, and those how I workflow depend lot think, on the is organized. the clinic questions and of kinds implementations a

training just in a and If ways will of so faster, them we the do other and always that they can can to out system. ways is we're or fact, may are that could that get treat can faster. we're with relates patient improve then there the And of of mean they what clinics. it for in utilization clinic workflow. working system, improved the system their we best their improve the to affect think of training out optimize that, figuring of that, I use as across practices all kind to And using of towards training clinic, doing help our part those clinics work on so, And

all I drive help way system improve can angles So, in points it of from utilization. the think process improve terms think, our in of we we're any how to looking I and at all and view

the not a things if the if, today, we're side, think doing but, that. enough on training impact that will more the job how use probably see on will, that good I we to certainly do that but focus workflow system

on be focused So this. think I that we'll as factors are we there multiple do

Chris Cooley

Thank you.

Operator

Uecker, over concludes This the would conference Darrin like turn back to I any for our session. remarks. question-and-answer closing

Darrin Uecker

Thanks, and communicating forward support. look and thank again We operator your very participation to soon. you, for everybody

Operator

concluded. you now for And today's now presentation. The may you disconnect. attending conference has Thank

Pulse Biosciences (PLSE) 1 Apr 222021 Q4 Earnings call transcript