TARS - Earnings call transcript Q3 2024 | Tarsus Pharmaceuticals, Inc.

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Operator

Good afternoon, and welcome to Tarsus' Third Quarter 2024 Financial Results Conference Call.

As a reminder, this call is being recorded. At this time, I would like to turn the call over to David Nakasone, Head of Investor Relations, to lead off the call. David, you may begin.

David Nakasone

Thank you.

Before we begin, I encourage everyone to go to the Investors section of the Tarsus website to view the earnings release and related materials we will be discussing today.

Operating call and are Chief Chief Chairman; Sesha our the Chief Azamian, Commercial Strategy on our Dr. Neervannan, Officer Farrow, us Executive Aziz Chief first Officer; me and this Officer for Bobby afternoon our Officer; Chief joining Joining Financial Jeff the and time, Officer; Mottiwala, our forward-looking to for like to portion. I'd Yeu, newly Slide which Elizabeth X, Q&A our appointed the Chief statements. contains our your Medical attention Officer, draw

making certain forward-looking I current actual to will I be for that uncertainties During are These risk our call this will the differ encourage turn call, our on statements expectations the filings consult additional statements factors based we detail. With materially. and to may Bobby. over results are risks contained that, beliefs. you SEC and in subject to and our

Bobak Azamian

joining patients and in share on continues tremendous for than blepharitis, Tarsus of bottles successful for Good product as year most the quarter revolutionize afternoon, fourth sales, full for XDEMVY be more launch, you by to of execute us. pleased everyone, to a And vision I'm treatments growth XXXX million we we date. In or results thank to generated need. driven our DB. more the our quarter than to net Demodex to delivered $XX of impacted our by in XX,XXX patients

we more our from in confident to accelerate, even the XDEMVY. are and continues deliver to continuing stems to on This fundamentals. of As confidence the our launch category-creating adhering potential strategy

week, as right XXX in see approximately the a we more evidence third our the eye come. We XDEMVY write education, leading starting professionals of with prescribing end in sharp meaningful quarter on number a increase even of of the indicator on direction. at sales XXX or ease trending as is the access expanded fronts executing and to multiple all to depth a are the force of ECPs times who a that prescribing from are number well and We ECPs care to of generation focus

XDEMVY One and prescribers in as power repeat I clinics. In deepening reaching field combined is saw ease one that of in interactions access accelerating even look top our connected haven't shared firsthand are prescriber's This for illustrates remaining that patients. ECPs DB recent my prescribers with and desire patients. These their to repeat limit. in visit, the the the most DB with visits, our of of field treat of my of of top close their to and evidence, their CEO met also in come passions to use further with all engaging and

the force on work are our we further patients doing solid further also foundation build educate DB impact XDEMVY. have and potential to physicians While of to great benefits of and we generating sales established, evidence the additional upon is

of for see. symptoms provides set academy, and in evidence disease this at and use Based have feel the their specific how they that field XDEMVY. the data with of to look, therapeutic patients Just represent last meaningful American or gland a disease, and significant time MGD, in with DB was first data week, These the measures statistically the positive groundbreaking data improvements at MGD of meibomian Optometry. in Academy has clinically patients objective and presented been the conversations in they ultimately KOLs demonstrated DB impact waiting look expand on as

understanding consult to them. right of their XDEMVY ECP support the encourage is of of and damaging our generating on also to sales goal data, additional direct-to-consumer In memorable creative leverages can activated for which The first the in campaign, to to television them if to and view on patients an streaming disease. impact we expanding addition illustrate and force you and to xdemvy.com, with the is see our visuals journey campaign that DB

you I encourage and it approach seen truly education. If is so you it, to as patient unique to motivating do a haven't

We covered commercial the remarkable this this made than again with to secured both launch. payers XX%, contracts, additional bringing total lives Finally, in coverage statistic progress remaining more early and tremendous a we quarter. large the Medicare X

Turning to our team. world-class leadership

have Chief improve and may clinical new Medical noted in distinguished strengthen supported to impact Elizabeth to us as and we Board on years of we further You both lives. of me care. our who leaders many our medical added and she will directly are with well-established, that medical of welcome pleased experience a have our a position efforts leading real-world Dr. Directors, Liz patient than has for and to patients' so member doubt very significant safety. leadership decades created and more Liz Officer. generation, Medical Yeu newly oversight X Chief Adviser gives will as pleasure our education eye It well-regarded our great evidence our providing ophthalmologist organization, apply to a is expertise no her strategic X of

Kate welcome delighted Board Directors. We are Dr. to to Goodrich also our of

the Kate unique will Medicaid better Officer initiatives the a Chief Medicare Board to value-based help think broadly us skill of more former about Medical equity health and outcomes. other Services, brings Centers and Officer and access, As set Humana and for patient that ensure ease the of Medical creatively Chief to and of perspective

pipeline Finally, of that to continues other from about advance. robust Sesha category-creating you'll hear our assets

this progress. our move strength becoming that, of details leader. With we far turn our Aziz investments and eye an Chief leadership to to to over over Commercial year, the our you. in closer strategic so for us accomplishments vision I will commercial the Aziz, more continue care Our on Officer, making achieving call are our Mottiwala, to

Aziz Mottiwala

Bobby. Thanks,

with sector to equity in care innovative both continue the forward Kate, tremendous potential of I've one the Liz, Kate government almost wonderful on a I you working both exploring of the and your welcome And to Liz as years accomplishments. first to XX it's XDEMVY. your to been and we Let all to ensure team. for and private Tarsus. rich blockbuster and and me the be health known asset witness solutions you contributions will look of experience to delivering affordability be access,

the impact XDEMVY. promises launches. the we the We've strategy unique made we standard for the expanded sales pouring which force making and ongoing launch the are set campaign expanded later communicating and As fire our new into more product on by force, the about fuel are is you'll we patients. This DTC we an approximately XX%. the DB deepening and that more of differentiated even patients impactful we're proactively our interactions on with and in of to phase continuing by memorable growth, and launching summer, on delivered Stepping data, our sales call, performance hear Bobby proud of strong next noted, empowers

positive While of we're targets. expansion, are more ECP pleased to with our I still report engagements in the early days we seeing of the that already this impact am

writer. time with ECPs, their that other XDEMVY. As them reinforcing is XDEMVY the we've an prolific take trialist patient about convert from and to think might to the more ECP X benefit in reps can XDEMVY segments broadly field said, to it visits positive about more from quality means the rep having in sales XX a practice to we've More impact from encouraging talked about

and increase with having term. growth a and in is already XDEMVY meaningful by increasing to start contracts, prescribing front in a are these engagement on near of approximately increase in we even and XDEMVY cataracts ECPs that to and additional of XDEMVY patients prescription shows surveyed X also commercial or segments. large over utilization driving. Furthermore, made across which significant prescribing remaining indicate XX% plan these segments seeing to volumes week, times are the patients. DB they coverage which in of validated seen this we As our which in early sales increased over these the across contact see XDEMVY you research, patient XXXX. of each segments further stage, users. and prescriptions, ECPs the the utilization also week-over-week, the reimbursement multiple should We've increasing of have patient XX,XXX see can prescribing is than date, who meaningful progress X we And started more of latest eye, write market the depth benefits from of dry ECPs XX% XX% at ECPs of the securing additional This parallel on Medicare more by the we're In to impact. per To this those number are additional adoption speaks the lens

than With these happen on XX% achievement wins, covering are would, we more in own, seen its want faster of to than ever now also an That's we we it we and than I've said it patient did exceptional I note care. eye that but faster lives.

Like The all stakeholders, to listen driver the with also root incredibly our the television. our significant on the this the impactful campaign relatable initiatives, memorable action-oriented streaming and educational and response first patients. positive. is It undermining in serious DB campaign this conversations reassuring. result describes been from Another campaign is and on direct-to-consumer hundreds our And we is patients. can the and impact and of cause growth was have has learn pleased way of quarter report that activation I'm humorous that a without of we of it initiated of

time this years of the ad ad, the for message well and is of visiting as engaging itchy they clear on people eyes, site the it's by the people the crusty, a red, solution. website struggled watching And spend content have number the with and with provides may who materials. resonating both patients For XDEMVY the as why the the volume

a are patients impact still of consider XXXX, DB the data at last the sales expect driving days, in we new in in which XDEMVY see we measurable is time early to network would week. early Although exciting potential MGD expanding TV. Further into on presented we impact

initial over details to are doctors response a a excited of to outcomes. close and physicians, expands the focus have with so the they our such and hear patients highly on community, to patient but progress on by patients patient our key already strong X.X Sesha to are our broader recent these the me the plan execution, the even in strength ECPs presenting access and And you that DB of across approach to benefit to quarter the new of initiatives in pursue million generation. Several dissemination during high-prescribing our strategic approach, a are which XX% data year motivated your from Based the Everything Operating out strong sought call made leadership MGD made and growth speaks say fundamentals, of as we I of with many decision an power Bobby during will population this the place, a use education, additional the the and have we we evidence at for in has our our clear spectrum how moment, these updates conferences were reaction category-creating KOLs You'll the say office target and ease Neervannan, XXXX. Thank Chief share a Sesha? over Sesha the from right really turn specific believe innovative expect patients. to heard the from all increase that ECP the pipeline. academy time. data XDEMVY see team, immediately. We to our in by Officer suggests least from time. In closing, potential with been I tremendous. mentioned, we've data tangible conferences continued see now of the to can to more

Seshadri Neervannan

to It serve XDEMVY on great the and pride to see even the impact Thank pipeline of of gives potential patients you, more. me our Aziz.

why. Bobby from from my it's excited that we the or AAOpt, and and the trials week Optometry the of positive As American heard are presented at you've and to data last pleasure Rhea were Ersa Academy Aziz, you about tell very

a measures objective of compared gland clinically and potentially oil. patient-reported and which about do significant to from eyelid occurs MGD with is to vehicle Rhea First, is affect measures the disease. start combined multiple MGD. meaningful and well progressive treatment as from enough statistically XDEMVY the lead chronic It condition when that across is demonstrate the with meibomian secrete to can Demodex as data vision. The a when reminder high-quality Ersa the associated of symptoms. I'll improvements MGD first shows glands that pharmacologic objective not infestation, and baseline loss

number yielding the that addition improvements show normal secretion. improvement XDEMVY in score glands clear number reported or to liquid In unprecedented in glands this meibomian secreting meibomian liquid of data new the and significant the any gland secretion we previously, of

XX day graph while see this can illustrates, with improvement at any As not did clearly effect. XX% you have baseline the patients, XDEMVY-treated from vehicles

specifically In objective fluctuating and the vision, redness we addition to symptoms, of in disease, burning. the improvements saw and itching, measures some the most patient profound impactful common of

a In demonstrated patient gets XDEMVY highlight, and feel this XX% data most, in look, graphs improvement cares itching, how to what these in at summary, a XX. As the and improvement patients really fluctuating how see. both XX% day about vision they every

exciting is for quickly very and broadly immense sharing and ECPs studies, these patients are patient in under comprehensive clear the patients that a a about label, results new we to of across team look even as to generate is feedback XDEMVY's types. possible. forward and with compelling affairs covered patients forward evidence with This Tarsus, medical already I Given as our of partnering these plus for range effort help FDA development an as to XDEMVY the Liz as continue data more potential with moving of many these ECPs,

Phase and that XDEMVY of the remain to XXXX approval approval programs not be our Jeff third treat, potential Medicines results. recently of U.S. Europe. Officer, are full call. I'll on III our or Agency, XXXX now study to Beyond who the DB on with European bring informed Farrow, Chief U.S., discuss Officer pursuing both to Chief our an Financial the XXXX. Similarly, the of Jeff? expand advancing us these by earnings and remain XDEMVY forward outside and it TP-XX track in disease update over providing Lyme to by half EMA, will for to market TP-XX We We our of an reasons FDA to year. for in the prevention of look for for quarter more the met Strategy to required opportunities for we in strong with also rosacea ECPs the year additional turn efforts we financial the We provide track on second end

Jeffrey S. Farrow

XX,XXX million of Sesha. and more Thanks, large a discount product our X than by to patients, XDEMVY remaining gross bottles payer commercial Medicare net net strongest approximately QX to marked dispensed quarter highlighted in the securing date, additional to $XX.X contracts. and XX% sales,

force mentioned in of thanks numbers Aziz the deployment of robust the his the quarter, September. are third in remarks, sales part expanded these As to in in beginning month the

the million. XXXX, as the well half accrual as an adjustment for to of of $X reduction we for despite to prescribing Medicare sales our increase depth our the prescribing in estimate hard the gross approximately expanded the headwinds to have discount third line guided about Absent work first in and coverage or X% net discount we field at in we sales slowdown gross ECPs, and vacations of saw than offices, reflects our summer what ECP in year, would this net mentioned force. XX,XXX holidays, with The prescriptions discount quarter improved call. growth force approximately time-out to traditional is earnings been more a resulting on among With our the previously, gross our to net continued the for XX%, the earlier the steady the of to previous onboarding which of the in we secured adjustment,

quarter any based are accruals upon received. that our invoices a to in net As data are subsequent upon given trued reminder, estimates up and gross

we the of royalty for approximately third third to were sales operating Turning remained offset remained the at margins Total marketing flat, includes XX%, of Gross relatively and milestones and force, P&L. approximately our million XXXX expenses paid which by inclusive amortization Elanco. the the for flat other $XX.X costs. and any of the sales quarter relatively expanded quarter to

and ended securities. we Finally, with $XXX quarter in million third the cash marketable

they visits XXXX. and with their ahead maximize more to reset benefits fourth insurance before working we patients plan our quarter, in expect prescriptions in Looking the growth XDEMVY ECPs continued to frequent to

bottles substantial includes XX,XXX to majority we fourth grow patients of XX,XXX at in providing will retreatment patients are multiple a range traditional of seeing bottles not we the conferences guidance Thanksgiving, of as headwinds Christmas approximately XDEMVY vast are to Hanukkah. volumes. quarters, new these with eye dispensed Specifically, yet holidays, and delivered and as line the delivered of such previous quarter. meaningful including the we fourth In be quarter and a to to bottles care patients number rate to expect be the to This

to expected discount. Moving gross to the net

broad Now to gross range. XXXX that lower this have of coverage, and approximately exiting payer range reiterate in end at the we the we Medicare secured commercial discount XX% to a net of XX%,

Looking see high donut to XX% we which end of hole at we trend specifically an at other to the increased words, expect the discount quarter are of the XXXX, the to we the quarter. the see fourth the did In for range XX% a from gross X anticipated potential to increase impact to in our third net in for X-point due providing.

we the our a new and look to expect due the OpEx forward Bobby of expanded and to updates as campaign we in final XXXX you through sales total increase the out to sales remarks. full P&L, Moving back marketing growth the summary, to will quarter other close increased costs. In expect position deliver We we from I impact for sharing DTC call now an enter XDEMVY-related with XXXX turn year. And next more of force, strength.

Bobak Azamian

Thanks, Jeff.

care today, as XDEMVY pipeline today. Operator, As incredibly of are and next line patients, for the for impact we initiate company. drivers your you for set of a please time proud and way our engagement on an the to exciting open growth we heard questions. is having becoming it the We our are company we the time appreciate leading on eye and

Operator

Instructions] [Operator

Bobak Azamian

to the just a great want highlighting to Before and take few quarter make we progress come. question, the first points I

access. education our ease First, we're of already strategic of levers and seeing great from growth

had the illustrates I'm in Secondly, of And prescribing. and a conferences be from ECPs to broad depth of settings, further clinics. continued gains range that enthusiasm from hearing to me, their

there's and to and potential come force shared and although have pipeline DTC new sales our we today. And our campaign even And through access DB additional contains opportunities. category-creating data expansion wins. highlighted of more the today, confident our Third, our I'm not that finally, yet not seen MGD

to your questions. forward Looking

Operator

comes first Our question from with Eddie Guggenheim. Hickman

Eddie Hickman

Congrats quarter. a really great on

a then of another when how you or and noted to few that are MGD require from Will expansion you're about sort see seeing Just sales that questions Can might force reimbursing payers expect you talk those? too expansion planning DTC? And me. you're impact retreatments. you of another about targeted impacts thinking not the many

Aziz Mottiwala

patients opportunity the Thanks Aziz. purposefully screening be it's thing I to I mind MGD to question. to here going is blepharitis. think Eddie, with key and in for in Yes, clinicians more the for the have the think data DB MGD keep patients their that for start Demodex

falls sales that current product. indication the in that current with the the It our force. panel we of So call falls also in have

So all to we're these doctors. able reach

see a essentially would could to to meaningful permeating You that about that be have for another disease. would message their in this it doctors clear DB how we office, patient think really look expand segment

sales changes the nor anticipate don't we do or DTC. we force, any to additional requirements anticipate So for changes any

this to disease more the overall for another in. purposefully. think the be look patients trigger be will driving for DTC I And doctors will again,

are exact still trend to settle early see this think to lock front opportunities think in retreatment what we'll and the range. So still able stated we we over seeing down in about probably that expect We of us. And I we that over that capitalize is it's question time, XX% there. I think And your as about on number and But think a we're to would that I be a now a in are those that I before. But little data. single-digit XX% rate, early. an increase terms to aligned rate see on time, that get to syndicated retreatment, think pretty right that both ready it's then of in

Eddie Hickman

rate a any and I'm sort maintain quick follow-up. X evolved you I noticed this have in if the of you sort capture that little wondering that that comments about it'll of bit if IQVIA quarter. Just think range.

Jeffrey S. Farrow

down, little bit it actuals always it's I as modest imperfect would up data increase a are. much XX%. as cautioned, over at as best, what Eddie, we've is we've sometimes a or Jeff. And IQVIA our more fluctuates say, seen lately, of and

what that couple weeks what know don't of subsequent we've just will in we think into last seen months. I the But translate over here. that's So

Operator

Lachlan Our William from next question comes with Hanbury-Brown Blair.

Lachlan Hanbury-Brown

there or impact how add the I'd you're that guess to I'll share sort a congratulations. of know Like effectiveness evaluating help sales I you can bit be us more my just talk how to kind are reps. of metrics hard having? KPIs new measuring they're of the the understand you're or on about interested

Bobak Azamian

impact at look a Sure thing, Ultimately, Thanks the we're we're we Obviously, metrics. We customers, the with making reaching the the already, prescriber on, call grow. the how is focused a often on right? What's productivity, many here scripts calls day. about, myriad question. comments I on for think to are you've the this? seen doctors weekly sales of we really different a often things Lachlan. look more the the like made we're at reps, Internally, how key talked measure that writing basis. base that we as continues on

So out I towards seeing sales sales we to ultimately, force off out that very QX with treatment. QX, indicators. being really those pleased we've positive started great real there. I'm trend seen a the few think see and was And right? with But great force we're we over of weeks, the last So getting continued that momentum patients there, to say end want there expanded on

It's to So there. very come still more early.

just of of imagine we're that talking there those salespeople reps are immediate to expanded pleased a out group out the having But already really customers. that You seeing we're impact there. can getting pretty

Lachlan Hanbury-Brown

any you we've it. the on just cadence there -- not hole Is add donut hole but just over next year Got like changing maybe the with I commentary changes? this of end the there with have out-of-pocket XXXX the donut you're caps. those there I dynamics one Jeff, 'XX guidance, of any is impacting But providing got know And year. could Medicare if on the is obviously,

Jeffrey S. Farrow

highlighted. going to first cyclical. through in to run half opposed sort is remains as be of smooth the Most we've Yes. It the companies to year in of typically as expectation the it it over Sure. actual year, it's being our seen impact, out but

back For more patient some the to be the seems reason, hitting our year. population of in half it

the it expectations current Our year is of valleys. of sort throughout we'll the instead evenly more peaks spread and probably see

Operator

next Newkirk comes with ] from question Our [ Goldman Andrea Sachs.

Unknown Analyst

strategy regarding patients follow-up MGD Aziz, here a have these maybe for overlapping the and DB. who

Just population broader curious who be expand the for your don't would already MGD to to us would look needed still if can those have this just an overlapping expanded wouldn't the you you by latter that pursue DB to the is And that covered label? such then remind what suggests be label if the case?

Seshadri Neervannan

[ This take that Sesha. question. I'll Thanks, Thank that. you ]. is Andrea for

study that So was did patients. on who MGD the focused we have DB

so strongly you symptoms. you're and a MGD And treat while improving the data functions patient-reported DB, supports for that

and -- plan on that XDEMVY. confirmed within we falls have our also that broad the indication this So already FDA

to continue earlier, this to have, Aziz to treated. we the segment expand and of as the the patients we so going treat the DB to we educate is patients as continue compelling, the be because is significant plan to And are educate point, don't ECPs that possible. data to many of to on in MGD the XDEMVY get label. are as remaining -- our patients. mentioned at and data physicians on time, new plans a to So -- to any have this use At we

Aziz Mottiwala

doctors opinion and cause leader broadly this Having that. I want to enthusiasm add at just for a ECP think of strong just I key more it's going recently patients. on to is look the their academies to number physicians, really and to in MGD talked really And more DB for data. there been

really we're about to come. impact So excited the

Unknown Analyst

making Jeff, using long-term just maybe you're what us you remind analogs then, XXXX? of estimate get Can on adjustments. Great. question that to maybe And just X the or here to you're what assumptions exiting gross net XX% to

Jeffrey S. Farrow

looked healthier care what initially that's much And the the year. lot a patients of these the in probably we of No, are most in space. typical case. the the that analogs lot Sure. patients than why -- at of through a traditional care half first that we some coming saw wasn't We the of patients. But eye estimated eye

despite did the increase is see the back first we the accrual a reverse QX this the that and to half quarter. Medicare a so in fourth the did And donut the we that hole. we're in trend what trend in saw trend of We seeing impact increase fact year. half of we're But expecting into the on

of of the higher end discount. to why gross to that higher end, the mid- So that's sort to we've net guided

based On what impact, Medicare broad and have we see in coverage on both contracts just again, on the long-term the through, now we coming commercial.

we that low the on so expect sometime at to the and starting do the knew of, are, at end somewhere say, be And XXXX. based is in values the what steady contracting state range, we to of that around what XX% XX% middle

Operator

H.C. comes Wainwright. next question Our Livnat with Oren from

Oren Livnat

talk and about going moving treated like but that bridging just On previously like it -- commercial drug the if reduction Maybe of can quarter-over-quarter to in the interesting almost SG&A previously that's sampling. the see in new that SG&A, perhaps out is curious, it's parts there, benefits seeing of to contracts now? down despite Medicare other other investments. I'm maybe was or supply you is free patients, the you're coverage, uncovered specifically, some with onboarding those the reps is and coming

So we're a seeing benefit in have I already? that QX And follow-up.

Bobak Azamian

The No. and they incremental you highlighted, primary was of onboarding team, the impact, as commercial in September. the started the XX,

on say, I at full quarter the lead the variety the and up. impact ramping then, we specifically marketing. quarter, there's a anticipate but would the sort DTC to of that front. I one Some would I of in do that point. that of down And of the campaign of that overall that is fourth that's course, flatness did the that up general we'll with SG&A highlight, offset going to of pick -- sales to sort the wouldn't say other sales have force

Oren Livnat

give in your what's But competitive understanding your in you that on we've assume extreme a I for relative pretty in of And markets U.S. thinking? more than us in other early. pricing Europe? care quite are relative it's favorable Europe, seen compression product on Okay. pricing? can that's going be care know Should category-creating to eye eye we that to pricing the products

Aziz Mottiwala

Oren, it's Yes, Aziz.

at significant. One per think prevalence market I of Europe, that's there look The U.S. couple we things. a So when population very on the is is see there's to a similar basis. of that a we very

educational a certainly the in is this in more get leaders for really the to seeing to on starting is work little Europe success this hands. see that there bit there's into we're leaders broadly. To We've landscape the a having part Europe the that that need. reimbursement front, they're U.S. more understand XDEMVY some from understanding product thought desire to how in thought that in patients' So investing a with of better. now work product do the patients we is education, obviously available end, engagement And heard can

ongoing appreciate. country, reimbursement and that's patients, understanding table, do provides the really will of profile a effective product see you product. as that varies say value dynamics in a bit to terms the to we differentiated to the as that So definitely XDEMVY given can brings that work. I obviously, it work more unique the this is by it little But much

Oren Livnat

right. All

TBD. So

Operator

from Balaji next Prasad with comes Our question Barclays.

Balaji Prasad

me. from Couple

to commentaries medical and out. some expect as had had summer X of had around and QX seasonality Day you being with QX trends Firstly, we could launch see? should Memorial you, holidays now, Asking color year where provide on and called holidays around conferences one

you the That side, sales R&D one. Two, of we the this impact leverage to can that generation And incremental you to the plan should nature more plan you comment during evidence the on on seasonality would with how provide? is for think how any about broad So force? year?

Bobak Azamian

on around the start I'll question seasonality. Great.

early continuing I to relatively as we're I market. think this -- still in think it's you're -- Balaji, build while

a they know, over saw We as we bit the that things think know right? other are not both summer do of going and summertime, a We often what of would I that little we slowing. there's as during couple quarters. do patients the the was into doctors office saw

get the right mind I would little plan So other in as that's deductible quarter do that resets, is the we markets we XXXX. And a you challenging, that keep we something thing that and is think always in. resets definitely know key first all coming across as to patients look

we big launch here. things bit R&D of than office. And X I think quarter I'll those those that into might resets then that of normal then vacations the to we'll more going areas year other sort the look and headwinds. But impact full we learn of are that as have where the the piece. speak think Sesha get think first into think a are another I summertime to people about, I than the X But full So I and more little let for holidays that, sort

Seshadri Neervannan

Balaji. Yes. Thanks,

the as with really physicians we pieces that got key all that like conferences. that the symptoms, the we additional you just of is shared, have data of saw asking evidence on as we on from impact more we real-world learning mentioned, Bobby and one feedback the physicians, generated. been that's MGD shared see. is evidence would what something listening And the which continue an they to about that And experience positive as we additional hear to evidence we from and So are XDEMVY,

know, have use. And to generate we'll add [ we evidence back to and a you more additional another lens areas data with you with of learn we'll would patient study As to intolerance come XDEMVY continue ]. and upfront to segment ongoing contact and listen that in may also think

Operator

Gerberry question of next comes Our Bank from Jason America. with

Jason Gerberry

A me. for couple

about into I guess some increased the the trying Just on was that going next play over of slow be of course previous the to year. assumption might the access there Part think that D 'XX. tailwinds,

any in the in that just that, half in could market that retreatment think these policy year on through wondering, may in patients per dimensionalize of script So when are all If play you 'XX thus at same XXXX? single retreatment? year and get of helpful. And the about limiting plans not beginning way be question, just would the spigot get the to be switching kind then should on patients do in calendar it wasn't they of I'm the retreated, we kind may

Bobak Azamian

right? coverage think I great highlight I'd over as And Part how is for D remarkable. a got on And lives terms just Part Being we've made Great. that Jason. we here, progress are the covered pleased full of questions, quarter Thanks commercial in out we well D, XX% over from with the now. year as means last the launch at of

clients. that the mentioned you plans effect We this downstream their little as we a the take mentioned that think of things as time sort see of those that other of before, earlier, as I think I push changes do this the QX is, through in about in And way I have, again, reset. is the these think to bit a lot XXXX. kick

I second think through cetera. it's prior, that come opening that and ease light prior We the an would But a Part time, through medical of market. seeing auths, like of half will D switch. So I think that volume. of access definitely letters this more were et we'll don't scripts be process This I right, necessity, over think

be a to year very built contracting be of frankly, getting had a treatments our here the is at a plan it's the a quickly things value their affecting people steady it's those of able up a first great time. And think XXXX, spaced I per payers quarters But resets could terms because, a we'll then a Obviously, it's to and retreatment, ramps. lot build think payer we effectiveness of the that to in of that great and again, if we over is still think dynamics got those for speak to payer, these treatments any of resets QX, of XXXX, dynamic, a and is doctor patient work in the process story it the throughout payers, But the retreated, to great particularly with thought few see And in as and is X response. don't proven. that through that in how out. discussions I year, terms I Even do the the in up from Part again, thought D over this. couple patient, value pushback volume a it's quite because there really pick are expect really they early right? tremendous for all that

not treating So you're patients that are not working.

where You're had you a actually typically great response. treating patients

effectiveness the is value proven, there. is So the

that into our we've with So payers. discussions and worked negotiations

Operator

question Cory next Capital. with comes Our LifeSci Jubinville from

Cory Jubinville

has us. exciting This yet to Congrats from again. one One watch. quite been

future Is XX,XXX Or is really it the goals that in you've sort target XX,XXX approach further target terms into reached Curious I up repeat of follow-up to base, prescribers. have repeat as of that remarks XX,XXX. on force? rate of beyond goals that to that a what you XX%. And more for prescriber treatment quarter-over-quarter prepared a what's prescribers? that seen as prescriber do guess sense We've you about ECPs increase your now those are XX% trial segments or X that expand within of less your But of goals, fall original category percentage might made to to repeat the in prescribers script from or initial beyond this a concentrate out sales mentioned then it prescriber even next And kind prescribers those that have prolific that after. follow-up us the on those period? of be of of You of that overlapping? might XX

Aziz Mottiwala

Cory. Great. Yes. Thanks,

So one physicians space things I launch the XDEMVY. speaks this eye said results product. of adopting to with physician how two, the And the they're need the care early I having with market to think this adoption. remarkable the think in that one, great and we're the here most quickly pleased in the really are I from is very

As of to target that close we yes, really doctors. total look forward, XX,XXX we're

really to often to frequency, these more looking pad more often. Our for with of towards prescribing, shifting getting and this focus depth write is pool putting more existing pen prescriber patients

goal put on many where that's weekly is right, lot only repeat our this to a not think conferences daily to your then we basis to increase because writing but did not that's I prescribers as can going few a to expansion XX,XXX of multiple I little And cetera. we base top our treating a How It's patients the because They're have are et in, we and that increased telling by patients. at mentioned, of we we do week? early you're And prescriber their share this number prescribing. the think do is sales prescribers, and we progress basis, this know number how top that on a Bobby force also top seeing metrics, weeks of segment. How be. of prescribers, doctors daily at are a of basis, look even point, we writing those are out. and but the only focus our percentage us proportion capped a even a the treating many So x writing were they're past quickly on

for kicks this And coverage that imagine, to as these to patients. in, further. as that our more So think payer expanded we force is going you really going of treat prescribing, frequency in, can sales it's open to up visit of kicks that opportunity from really help potentiate physicians the as DTC even that depth

come to metrics but in So of the there, spot more terms you're on.

is taking Our focus and frequency increasing of that prescribing. prescriber forward going that base

Cory Jubinville

And retreatment to plans idea And flip on retreatment? to been patient on prescribers you you presenting in I reporting retreatment, from guess the for regard their have are them patient of side, the pitching the back field, how what that? to and

Aziz Mottiwala

Right.

the of of other right, recur, that. do clinical at studies, we patients of disease, back the remind or second we talking the very and on is in at we getting of the the are which of and biology XDEMVY them XX, the So to with start effective of doctors, parts part body, When eye. remind we the of eventually XX% but what rid the the so month mice I'll is they saw mice on to them eyes, that live migrate about

back treatment at So to that's chronic a messaging this around the disease is our disease come will that of key post point. physicians a that some part right, education,

few different we going are react, how of to terms a hear things. In physicians the

going to proactive, the first very You instruct the subsequent the patient patient might you with then exam might it hear hear script complaints. they're come to some to for come doctors doctors and treat. And proactively that are going back or annual that to the in wait that and to follow-up. months, That are are a at X going write be at back then be

Doctors right? the keeping past. back effective is XDEMVY about reach disease would, in you're So the back bay doctors But when of spectrum going be think little are then, and is comes are and been to how to a over I of you doctors thus, then react as course, it going that see this to the going going it's see proactive at time. to to to very to because early disease other a progress

Operator

with from Oppenheimer. question Francois Brisebois next Our comes

FranÃ§ois Brisebois

-- of do involved move then XDEMVY? but CMO? Sorry and now you but know put how to I for background Is spot, view the the join noise. this you discuss have I on And potential Dr. always were -- the as I to if launch maybe a Tarsus, Yeu here just follow-up. what X you with future little why the wondering can Not bit was the

Elizabeth Yeu

been I patients had to it do care scale X of fortunate first this been experience working being And me, a it's X Thank and high-quality from of amplify with demonstrated patients. to and been that's -- I medical that leading true with is But being as far, thus with work launch fortune commercial pre-launch as ultimately, in care for deep all core clinical and seen execution my it's as the time leadership we're Board then can of XDEMVY really past state for is taking in has X years able Tarsus years, midst for with Tarsus, team have excellence working a you, now awareness of about laser medicines. And the I've a been have really And decades. precision. And can and example and Tarsus transformative abilities I'm I've with. member. see, in I eye that is create executed arm it cohesive really mean, inspirational. Francois. how I've right for adviser, for its care the wonderful. they've And organization, good mission biotech you my disease able to a now with with They this that to how great now, of and a very elevated generated evidence its they've to

Bobak Azamian

Liz Frank, doctors join more And, Liz X think her for better to be areas privilege. sitting education, And really great and is couldn't will next lead, just and it about evidence educating more and we with that a talk here when a I to evidence. in time lead

the a team. now colleague proud really to in So call Liz executive

FranÃ§ois Brisebois

be responsive last I very gives And great. That's MGD team. another the point. touch any seems are was one one maybe up, has sales think you to brought been obviously just doctors then But but wondering, don't like that well I you to any It as we we Just would doing on if helpful. color eye? M&A? back seeing here ophthalmology? M&A guys front thought of -- And be are so, sticking about are the would Are eye, it of the

Bobak Azamian

for Yes. And in us No, is it reason becoming care I appreciate the what we leader. to Tarsus, when about part X I really excited I'm that think Liz join eye mean, question. toward an I achieve is can of think a step things. I about

time. that incredible team blockbuster also I do the space have we had that think development to long hasn't from in in a off, about great we've a medicine can an commercialization. think a got first everything And

think now should adding leading I think you look more can with add create to think development eye time, opportunities so should to And serve also in where over commercial start that's about, care, more you us lead where platform stage opportunities And are, assets, at that we and categories. we our doctors. as patients, can about we serve more when you bag,

to ability serve focus broaden tuned the up is and XDEMVY on but spooling to wheels prepared our know that be squarely, stay ultimate So we are to patients. our

Operator

This your Thank concludes the participation. you for conference.

disconnect. now may You

Tarsus Pharmaceuticals (TARS) 13 Nov 242024 Q3 Earnings call transcript