SMTI - Earnings call 3 2023 | Sanara MedTech Inc.

Due to licensing restrictions, you must log in to view earnings call transcripts.

Operator

Greetings, and welcome to the Sanara MedTech Inc.

Third Quarter 2023 Results and Business Update Call. [Operator Instructions] Please note, this conference is being recorded. I will now turn the conference over to your host, Mr. Callon Nichols. begin. may you Sir,

Callon Nichols

yesterday available good MedTech's I'd the earnings XXXX. earnings September and to would you that highlight quarter to to XX, we've release website. for XX, copy deck our issued earnings of on Sanara conference We and our release Relations this the as September deck on morning, and page you, I like Investor today's supplemental like are everyone. welcome well XX-Q quarter the XXXX, ended posted of ended Form the afternoon, This Thank call page. as for a

reference remarks today. will information We in this our

expect We meaning Act in to our for our statements Q&A. Certain Mike comments and McNeil, and Executive Nixon, Chief conference forward-looking within press the statements Financial release Private in of Litigation allow XXXX. Chairman; time this the last Ron call, minutes Zach today's Officer, in supplemental Chief XX Officer; Reform prepared Fleming, include Securities Executive to of deck from approximately

most website. to you in available For on those deck our more actual on reference materially direct are set the in and differ factors certain will of statements Form factors annual XX-Q. forward-looking recent supplemented by to results In could our supplemental and involving regard, earnings from reconciliation recent factors I risk uncertainties that Form or statements, and the on XX-K please cause implied our forth forward-looking quarterly report that these the see information report as by most projected about call, non-GAAP risks risk in release Also, our this materials earnings conference the that measures measures.

call to Ron. like turn over to I'd Now the

Ronald Nixon

XXXX, prior everyone. period. in and In $XX the a representing Sanara Callon, million Thanks, year XX% increase from morning, generated good revenue, net QX

end increasing focus quarter strategy third where we point have the to well our of as all our to the revenue quarter we of and growth support of XXXX eighth as XXXX, sales revenue. continue and like Sanara, in by third our approvals penetration we was more hospitals minimal I'd on quarter than in revenue to for record XXXX. strengthen infrastructure of generated The the the out that had

narrowed of The compared million before loss QX to the had $X.X QX. million for results few on details taxes net income company $X.X in to year-over-year from our loss $X.X an XXXX. negative million $X.X a Our more We QX million minutes. of a adjusted loss realized net provide compared prior $X.X to a million will year period. EBITDA in financial EBITDA in also of adjusted of in $XXX,XXX QX an Mike in

ownership certain strategic and company products, included about including the CellerateRx The products will all later. milestone you strategic and the related HYCOL. rights as the wound to XXX(k)-cleared was Wound care uses collagen third human assets transaction A for specific multiple and for hear financial acquisition benefits, acquisition has quarter had key in business. of collagen-based our for This Care

key measures several meet end our future product Sanara Advanced to ALLOCYTE realized provide our for to quarter, we in-house Cellular a ALLOCYTE affords of Matrix processing control has current believe processed supply. our well-established first of and had our greater are is product sufficient October, the with Viable sale pipeline. demand, place a Turning in Advanced to the by supplier capabilities Bone Matrix. and In to achievements. third us and our requirements. we Subsequent supply replaces product Bone product early product This of we Plus

first November sale our key Surgical products of initiatives. believe In also growth are Solution addition Plus, in to company our early Advanced in these both first sale the ALLOCYTE We its XXXX. of of BIASURGE realized

of QX, do end of offering ATM plans not reactivate As ATM. have our any currently you know, and at to stock we the common paused the was

provide will on Fleming business. more Zach our Now details

Zachary Fleming

discussion groundwork over the a with promising like believe remarks start what of our company. my will has accomplishments laid the for to for the very I'd and we future past Ron. be Thanks, a how few that years

the In for we've XXXX, and of Rochal we Industries. that development. acquired assets in-house deep since technical developing And achieved capabilities time, research

efforts have of stages proved with promising successful Our of currently other at BIASURGE, we have various the and launch development. numerous products

Over in-house on expand also the Scendia bag, a executed in BIASURGE, our but to our few strategy the not only years, through acquisition development Cook agreement the we've of surgical past Biotech. of license with through

we growth in and has hospital by BIASURGE, June This work It national focus to and multiple set by and on of a what for develop focused opportunities between approvals outside new ortho leading will believe recently, stage also expanding in M&A approved of have a March to the in products. our XX, a XXXX. lead by an GPO, driven will rate continued the XXXX. increasing approved product Rochal expanded cell We we XX, with to portfolio were be specialties additional increase additional locations XX% on usage XXXX to in spine

With Concern they to, these our of product great to negatively their use And work. The cost of have on some issue with discuss team due that significant we supplier growth protect had begun, our customers BIASURGE. of with negatively reengage hold. we facilities the resolved time impacted QX, ALLOCYTE's overview, will our sales and see we issues we in territories. in I are the potential to have as say, Plus. surgeons' put our impacted would a results. with believe supply efforts take over but value ALLOCYTE who focused along supply It Cellerate most X like recent sales on to now surgeon new currently

XXXX efforts These specialty. selling partners whole new limited have personnel our building reduced additional identification internal or made, a few procurement have However, our expanding been a as well appropriate and including usage selling stronger analyzed of account the these instances. in business been as and territories adjustments adjustments, relationships, of as to

and our training direct regarding our expanded indirect management. We account sales team both to have

A plus In were the trailing of cutoff in our the District months X,XXX XX-month $X,XXX. trailing states less over across our ambulatory period, sold Columbia. XXrd XX surgery and state revenue by hospitals missed XX products than centers

contracted as Our surgery approved products hospitals and September to ambulatory XX, XXXX, analytics. over of centers X,XXX in sold field be and than -- in or more were data leveraging intelligence

little We -- at data a our got sorry, are looking analytics, I up there. caught

tissue on to to were continuing growth year-over-year and we sales the Looking fusion is lines. product these product XX% at million of quarter for and bone products sales were out million Sales products in mix. for $X.X QX. soft sales build encouraging, products The fusion our of bone focus will continue $XX.X

conference, As our of after BIASURGE Hip first shortly at the was made this mentioned, American sale in launched Ron we of Knee early Surgeons Association and that. November and year

is to there it be network. case have surgery being believe any our been XX though products ample product of product this are to feedback product positive, in take where add We are able supply launch, contracts, existing a used add contracts. this and distribution Initial it to used. existing to BIASURGE to our for this selling has time and we to through will we were Prior currently our

on build these will continue to efforts we the We market as product.

sellers' costs. all products expected trademarks. products, acquisition, for control the we HYCOL, With collagen-based of is Ron we discussed and wound wound certain specific care The CellerateRx to XXXX, the X collagen for collagen including which XXX(k)-cleared products related assets acquisition acquired the our patents completed of uses acquisition earlier, August care and HYCOL, us patents reduce manufacturing to and human as this pending and process In for gave X of CellerateRx business.

we application full Additionally, rights formats. to technology, HYCOL now acquired wound for the based new develop new human uses collagen on and and care CellerateRx including have products

earn-out existing transaction cash was CellerateRx financial are of of certain cash. closing, was Bank. payments at payments and and cash entitle $XXX,XXX a to X products equal sellers agreed-upon $XX Cadence loan of the potential $X.X The as and well we The to eliminates as provided at company's value the funded an to HYCOL on through stock receive royalty also sellers. The royalties million, on developed. for The are $X.XX impact. installments million in million $XX.XX million common at up with shares in -- by acquisition that in of initial future the paid entitled the incentive Looking the closing purchase paid consisting

QX XX% XX% elimination of increased to seller. XXXX, result in of previously from in the gross a and margins acquisition QX paid we to as the Our the this royalty

we on post-acute the would to which strategy, Plus. renamed value-based spend I Tissue have Health some like time now

quality of significant with wound population, the positively have to and costs care care increasing aging outcomes. and before, wound opportunity we paired significantly As impacting market, we post-acute materially is the discussed an where a shortage of see are experts care impact

wound in prevention planning a are population risk-bearing payers entities integrated and We program. treatment other to offer first-in-kind

products, will contracts bundle this $XX We technology advanced market. for value-based clinical through and billion-plus delivery

We the or are exploring participate appropriate commercialization ways to of this accelerate partners to execution. in find strategy

Health spending year-to-date has over been Tissue million. for Our $X Plus

our turn discuss Now I to over financial to results. Mike will it

Michael McNeil

Zach. you, Thank

million QX a compared mentioned As prior revenues to XXXX, of million quarter the year. in over during increase Ron earlier, XX% generated we $XX $XX third of

sales products, increased XXXX extent, of U.S. in $XX.X continuing due acquisition our represented months million of operational sales third increase were XXXX. costs direct third accounted X and ended distribution $X.X to our higher million XXXX in compared expand soft bone the The primarily product network revenues force sales and of in . SG&A and Year-to-date higher SG&A fusion or a $XX.X primarily of million products for lesser through prior to million were quarter Year-to-date due higher approximately and a result XXXX. compared markets expenses XX% in our in to also year the year. result tissue increase The September the of during period September prior expenses additional increase as and the expansion result increased The marketing market existing and over million the during of revenues same million period. support. which of This to we to expenses, generated repair XX, XX strategy higher the XX% to were result from an SG&A for revenues of compared in marketing sales $XX.X Scendia to primarily SG&A For $X.X a expansion, million the were as XXXX. of sales. geographic a XXXX sales $XX.X as to expenses included new higher quarter of penetration, direct $XX.X a $XX.X expenses increased both overall in independent $X.X as our attributable were commissions million million

to million expenses R&D for were compared Year-to-date year. for $X.X related costs imager costs September Precision to due were for primarily expenses R&D Healing same licensed LFA. on expenses currently compared were XXXX period in the the ended also diagnostic the same the associated XXXX. included $X.X projects in to ongoing $X.X million expenses R&D XXXX, XX, with our million the million R&D higher $X products. period The and for development last currently to quarter

a $X.X million a to had $X.X had loss the third loss during the in million tax for We XXXX. compared -- of net period before quarter we income same

year-to-date as taxes to in XXXX through million a was before the earnout sales XX at of to in than rate million September loss increasing addition change Our XXXX. the benefit income was to fair in of $X.X recorded due expenses loss income The liabilities. taxes lower operating value a compared result slower net $X.X in before

$X.X to a had compared ended net last $X.X during net XX, the million quarter a same we September the loss For of period million loss year. of

a months loss million For September year. X during to same of $X.X had million $X.X XX, compared last net period we the ended the

end $X.X $X.X quarter hand million had on the was end the on of second from million, a cash increase of Our the hand slight at we quarter. the at

it With that, remarks. turn Ron to some for back I'll closing over

Ronald Nixon

as record well summary, proprietary surgery Thanks, very continued Mike. impactful another of and are we In the introduction our BIASURGE. proud product of for very, quarters as

as eliminating our ample allows We to also by achieve our key work And will grow supply we executing of based HYCOL. be these results we collagen rates financial the by growth Sanara's through this Cellerate The to ALLOCYTE and assets on will royalty assets our acquisition new to proprietary Plus. improve continue to to team. of improving pay to on research aided products develop us continue strategy related strategic expect business and

we look our answering ready have. Thank questions call the remarks, questions. may Operator, we're concludes to you. open and for to forward That you any

Operator

you, Thank sir.

it? we've were I because more had surgeons Cellerate in. lines, of add Before much we color go our to phone have decelerate question Could sent a too buying to understand that slowdown? sales purchases certain And please correctly hospitals you capped did

Zachary Fleming

that. take can This I is Zach. Yes. Yes.

So what usage we where were -- you're a few preferred. correct. outpacing hospitals There procurement was

wanted on usage, training our and usage. to little we into just on seen sales you'd on And And to then be people limited to initial the opposed used usage. being provided where responded and that's further, that make and to reasons building, additional by can educated evidence representatives they the focused broader sure to additional that a continued so that, reach put the allow specialties and we've of the helps maybe specialties as bit to we've be slowdown. a should surgeon have product there's -- everybody the so a as support And standardize we up is the specialties, that evidence hospitals a in that so that usage few the

Ronald Nixon

has a value to Zach say clinical those are outcomes. as on evidence of terms the more do by to of our We products in to so to studies that basis recently numerous lot just just come that, overall to to proposition studies, lowering evidence, Sanara as spent preference which We'll just just a the to the as a surgery improving gathering said, like out using and being surgeon. support I'd these some value what What impactful. of for in keep very addition have data are why continue our of in evidence impactful of also on see money what products cost of support opposed overall

Operator

question Cantor is [Operator with Instructions] Fitzgerald. from first Osborn Ross Our coming

Ross Osborn

the progress. on Congrats

early a apologies but color some challenges and market you of the more called would for press into calls, year your those fading out juggling couple or unique off, in next? provide foresight starting you So Any on release? this

Zachary Fleming

Did you say fading?

Ross Osborn

Yes.

Zachary Fleming

think achieved We Yes. we've Okay. that.

was be markets of include terms pick is was what believe, I would surgeons, as obviously, limited that each an product mentioned effort, areas in-servicing, forward, few, ago. product that slowdown were in And on and they where -- a And and, cover those we'll regain slight up of spend the course, instance a minute as with very that. comfortable, able and everybody the X to those of utilized markets making instances, on moving educated facilities additional -- the a just as in those well -- remedied So facilities I to pushback impacted, and to procurement where additional was those the where in it situational. procurement beyond of we've use those additional sure was

Ross Osborn

recent maybe it. annual in do can Okay. ALLOCYTE launches. variety about the you awareness? But would we in And it of surgeries? realizing Got where rate market fruit And is? opportunity of used BIASURGE's then and market low-hanging turning there, to some How how a terms and your be think adoption product of think you should dollars

Zachary Fleming

comorbidities, think a surgeries disease there's state, all risk the et any patient's of have I for is infection. broad, cetera. there's on there's statuses different where risk a the fruit risk And very some low-hanging that's a course, infection, a of complication patient of or surgeries that and lot based potential of

is what could a used in we're So prevent place to trying that events it of be prophylactic of or complications. any infection to do position types those product where

be where patients So it's you start. imagine those we and going really be could to that. on every that risk focused for can a be factor, there's surgery would certainly, where And appropriate would potentially

the and that's in in-house In a sense, terms a consistent. wash made type, acceptability, not have I used an one that that's that's commonly the very they historical usually not some of of think pharmacy just used but standardized antimicrobial by practice

they've wash BIASURGE. few like offered and a years, a recent in where manufactured market there's come consistent in So entrants been

Ours a cytotoxicity product wash offers with means the as others to a leave-in also they such usage, that rinse. it leave-in it's that has It's a don't, saline. for low it benefits and have out allows don't

So we value position we and a the there course, attractive have think of market facility. an to

Ronald Nixon

remember this -- that provided. you Ross, we past you that may data remember Ross, may And have from

BIASURGE-based types outperformed actors standpoint. other them and and biofilm of of We a as against the bad kill kill MRSA of formula the our numerous there competitors from as out have it microbe VRE, tested well for

a And a we for move be product, we we it as therefore, us forward, market and see key as significant opportunity will this core product so mentioned, believe. for Zach

Ross Osborn

update a then aspirations a terms And Precision? lastly, be more any could value-based wound company. lastly, Great. of any Okay. for And in looking to provide comprehensive that your you're on Is of add there the component? you can types on color partners

Ronald Nixon

Yes.

So the I but hear after the last arrangement what what be, the value-based said I didn't partners the that we hear that. out of part. profile you would seek I very would for about didn't heard

Ross Osborn

And correct. then Precision update just That's on imaging. any

Ronald Nixon

Yes.

Okay.

things. One, it involves I'll that, everything that, on take about when value-based the post two things overall through So acute. do you Zach. Two our strategy, Ross. think

it on So entire the would then post discharge plan I'd from plan the skilled the a home care health not they're and go hospital, at ultimately through when facilities, would acute, at a -- home include nursing the which be care. down

So what in could play. home there's else team the of know and interested care with that we home, are is exceedingly companies well provide really value-based what we're that that health at would that service -- we who looking numerous the would at we level

with and other a nursing know up to is able looking on everybody at and that, efficiencies outcomes. improve that facilities because, you of focus costs like SNF also this the be lower legislation is and programs pick for know, We skilled to passing as home

arrangements. move as being with CMS way the these arrangements allocated are be and value-based more to more going there's value-based More center. So dollars and that on front forward focus to we being

by they and rates having have difficult get very for CMS, a shrinking these strategy like have numerous wound we care, increasing high outcomes and saying got patients. not responded are great fee-for-service to value-based for their where specialties see we So payers other

or payers risk that well themselves. understand other they're the services providers of people would even or a post the that So as technology the in be that be the and that could SNF or people acute of things as that part bring taking

and So potential partners, we've we obviously got over broad numerous of in last prepare. with as the we've array a these year been of discussions

standpoint on it's from a achieve FDA Healing. assay on approval. and that, Healing its And imager, going on Precision then flow secondly, we're -- and lateral the we'll the an that different with pathway pathway Precision on a of the more

And so outcome that the potential and of greater get that time achieve let's product. and greater we've acceptance better decided will pathway taken our the

So that's what we're doing.

Operator

is IFCM. Ian with next question Our Cassel coming from

Ian Cassel

Maybe just a follow-on to Ross' question.

You you mentioned you that $X the XX months? decrease the Tissue commercialize expect that as spent over in about in Plus the increase, million number strategy year-to-date. to to presentation you start Health next that Do

Ronald Nixon

Yes.

with expect themselves. For increase. we expect the We our by Sanara be that start strategy partners over right don't XX number would next to some carry would kind that executing itself, to to and decrease the XX number that of would that of months, that to load

Ian Cassel

Okay. the to color well, getting you on you just month. -- know sort earlier BIASURGE getting you're the launched from And maybe surgeons of just back launched some as us just in, BIASURGE, back early you this give Can it? indications I the

Ronald Nixon

you Zach, mind... would

Zachary Fleming

we approvals Sure. got indicator Absolutely. before launch. Great that XX

called like was Association as launch, really the a it, well encouraging these AAHKS, were we need And to really call Knee Hip great So to able the Surgeons approval. that then American and get was hospitals since we of was as so that demand, there surgeons and there response. and as see felt

our terms has uptake, was We've We We've surgeries. product and of science an lot their booth this in add continued. also that in medical for into to of in just of their was impact bag surgeons. mix. asking product booth, of our lot have momentum had a day. distributors ability And team a seen lot seen product their We a the of and the to a that the of lot every There questions. scientists had the Just interest booth. lot packed a on

really So we're about excited it.

Ian Cassel

dollars like BIASURGE, What that And about maybe about of there. How should to on kind think per around range Cellerate's be is investors know that? I hundred $XXX? several a product revenue think we think when surgery or when we $XXX of a you should for type surgery, -- about somewhere about? what thinking surgery Is BIASURGE? the $XX

Zachary Fleming

Yes.

now. pricing And be surgery. would started somewhere around is unit and just And have to they be those -- use leader, yet on that unit averaging facilities. that I'd $XXX in one for first we're determined tell how that We you many a right

Ian Cassel

Okay. Excellent. And...

Zachary Fleming

would just That's a you with pretty [indiscernible] here sample, share but I that early.

Ian Cassel

switching saw give back for of you're And the that helpful. again have seeing That's product? would that you you're you to demand now that. is is kind the us maybe And ALLOCYTE. supply I it supply kind levels seeing mean you characterize How the an Okay. the to of maybe of -- disruption? indication just demand before

Zachary Fleming

did Yes. the back just The create Plus, the to demand a be added needs to of bit that and It's there. to to process to added little a get have ALLOCYTE We contract. is facilities. extension, line

completely So where are we a gotten that's biggest we back gap product. really haven't of but are we to of lot pickup the seeing selling, that of were, stop we kind why

really So that. pleased we're with

Operator

Investments. next Our ] [ from with is [ ] Stephen Pitch question Reed coming

Unknown Analyst

Precision but I Healing. think Ian questions. a will Ross' around of They them, just most I be follow-on and mine hit on had

the flow from the you what submission assay anything learned if FDA? see and On going forward you the you've process imaging, on the then approvals? learned, what And lateral

Zachary Fleming

Ron You Ron? want Difficulty] there? [Technical that, still to take Is

Operator

back It moment, in dialing we as Nixon's down a he Mr. appears but line is has gone for speak.

Zachary Fleming

you field was if I I'll answer. real to if that. Ron was quick, Well, Okay. But repeat to that you'd repeat thinking want Stephen. going that,

Unknown Analyst

the on you forward flow what be would Precision technology? the the you're so assays, you've Healing, go around learned where to from what that that, or you've learned you lateral received Really far with at submission, molecular then your going what feedback. with sure. if any for And process assay Yes, forward and

Zachary Fleming

the with closely working are on We the FDA multispectral imager.

for working that So another that feedback and we've shortly. on have submission feedback and again gotten should

not announced, withhold to so with component. we on have working that we're comments I'm resubmit. LFA, them So particular going to

Unknown Analyst

your anything of you any a appropriate that's feedback out have on partners see And going for somewhat looking before diagnostics yet Health Tissue Plus? process there you Okay. materialize? the the that in for Is received critical piece

Ronald Nixon

their taken we're and for of When avoidance go these, program to be of of cost to. wound, you amputation, look centers, of, those -- this. We're what labeled the the the and market the wrong because wounds prevention hospital, From that perspective, it's everybody appealing cost they think recognizes high not to like of complete diabetes opportunity having This costs, capture hard people Ron. our with is the much have that. is reported take that with is potential that audience we at than is be the complications in but get back associated the diabetes, into solutions may got. Yes. at the about that to people these of that greater the I'll market with all all pressure the you understand to interest cost is the wounds look cost out ulcers, as when data, The there treating of of cost you most care of of these the to going complications believe the because COPD, because comorbidities things they've our talking that payer of really location related mobility all that But of better readmission types all-in from that. wounds related very to of to then higher all and CHF, meaning

that are, there who to partners building we not us are but time, partners over at years effort So out this the in be talk interested we're platform. about many would those put last this that of numerous in joining the there with prepared

Operator

Gupta with coming is from Partners. question GCI next Our Niraj

Niraj Gupta

speak to Ron, A you product questions, guys cavity. to little the BIASURGE. virtually the on just that sealing involving speak wound applicability of the just was to understanding more surgery product? guys potential a couple just could broadly the broadness BIASURGE? related bit a all Could BIASURGE Zach, you for as was of My applicable any

Ronald Nixon

Yes.

It's let the sealant, kill question but in the clarify wound seal Zach opportunity. I'll answer, bacteria one Zach not the but let I'll it I me a to about answer anything. think bed is thing. to the not

Zachary Fleming

Yes.

Niraj. right, think I you're

I think on you surgery. could imagine any being used this product

OR, thinking are about you if the sterile environment. So is OR a

However, inadvertently. do introduced microbes get

And the been surgical you might to so of for, where other margin, an work type that area protect or doing think any about. that implant they want they've say, surgery

throughout that that typically the usually surgery will site field where with in this, and they they so saline they product reduce complication. then close it's were or working And a that and with will then sterilizes area And surgical like wash would antimicrobial the nature in. cleanses

Ronald Nixon

that think the... We

Niraj Gupta

Okay.

so -- go ahead, And Ron.

Ronald Nixon

the that shortly We to out to making surgeons to market, potential which yield product that. of add because historically infection. but out think one on site of that of have just minimize gathered Niraj, interested data will in number post-acute sure are from has the in going come lots is be the we surgical always studies, of that results a I was already yet, think you'll this all see the applicability the that doing not to to used

on they related on reduction that to that not that of infections, was Cellerate. to site focus have And so we that believe a the is but retrospective surgical study BIASURGE released study

it so impact to is And complement Cellerate, of also it's terms in a its it's rate. just perfect standalone because kill the of got microbes but on

there's I product this significant we as move opportunity So just forward. for think

Niraj Gupta

Cellerate. initial then surgeon in strategy -- you've we longer done locations. strategy the for Is is fair? to with But I think with you marketing leverage what today that the is is guess much of your and as Cellerate term, is broader penetration terms thought what as would presence So the than sell-in XX-some-odd existing your

Zachary Fleming

a have healing people predict has the yes, we're think surgery healing. or it Cellerate -- learning to maybe -- will don't who really massive able who who's about any challenges patients because with opposed appeal Cellerate our is, aren't for obviously, have market, And those broader terms than product. has complications because they could product be just of I as are the trouble in for that it's today Cellerate. to always the which impression

tremendous a grower patients it. that because be Cellerate seen we've benefited so are from So many there's

And complement to patient. that that in similar the BIASURGE going very it's that to outcomes of going we healing, respect, is the it's the think complement

Cellerate. keep the They patient post And microbes to then do biologic the increase when of to the healing low to activity you and trying these doctor's support healed products so allow patients to great trouble think about serve purpose that with have surgery, a both that.

So it's a nice one-two punch.

the Cellerate. complement area, clean with you the and You then healing

Niraj Gupta

quick related two So that. ones to

surgery on one Do parameters of one liter typical liter. talked rough BIASURGE, per usage? about So would expect you you involve pricing more than potentially

Zachary Fleming

there surgeries than that patient they that already potentially yes, liter. one there's had but if liter. use than an be are on revision a learning, And it's that could certainly, some a size, where a additional was surgery based will Still product where you infection, one but surgery typically more require could

Niraj Gupta

and we to? proposition of that with? having product impact more help about where broadly both to your to you in products kind it whatnot. get then growth, relative data And offering your and you've efficacy think Cellerate in market pricing thinking reinforce ability -- growing, Cellerate one ultimately value just to like maximizing just of where penetrate combined about the as what of cycle the the the is does bag tool to in Okay. Could about speak is it but can the got you outstanding was final how ultimately like BIASURGE to of bundling And does product by kind just of go X how the the terms and life that are

Zachary Fleming

able saw a because starts it in I either the just Knee Hip appeal, conversations we nice There's point think you really the the needs the the meet Surgery product that's think when Well, just the you're patient, surgeon of and I of other good broaden I the at then conference. product. to more and and with conversation to starting booth can end the this think And broad conversation thing. a

start then having that, about surgery. would talks and the reducing So antimicrobial a starts Cellerate support a healing, then the then want finish in that's conversation. the those BIASURGE, you you conversation. where it once That in picture And the to action enter to really and microbes

beneficial. really So I think it's

sole the hospitals, for like sourcing of products then And the appreciate course, really of this. they

don't products. get in go they have order So to these multiple to to vendors

power the They it cetera. is helps have cetera, an great case They strength well, vendor. with they the products. support Sanara as in because et certainly our So hospital, then in say, our et approved staying

in more puts shots it And goal. us situations, so on more

Ronald Nixon

that to Niraj, add that, we're new in not to And that believe the we're the but and we've brand beginning that able Cellerate, very demonstrating said they're the be to cost know of what from only doing. advanced two continue achieve I what come provide outcomes. to continue They've with are Yes. of actually we And going costs. got to the goals do customer more products can Sanara our going out, where to that to more demonstrate are, come that products, of provide capabilities two that do post-acute lot that will we we've Sanara strong we things. stayed and if and we surgeons, this are that to very whoever on solutions Everywhere we for expand outcomes impact our solutions those beginning, hospitals, our believe course want do lower to that get improving market. lowering and proprietary we from and multiple the We've what a they to with is by of confidence unique our improve any They're we from backed research.

Operator

[ coming investor. is ], question Brewster Our Bill next from an who is

Unknown Attendee

that hospital of the I leverage X sales how I recurring And that commission business I a or that wanted have guess on of thinking commissions? with question coming like that base typically question -- that doctor? going the from up then through SG&A and core operating question are these out is be over to keep the the this X, Should what X, how sort I I going perspective. out? to a ask it commissions the the get we commissions relationship about are a of are structure and are they an paid kind the should paid here? is are just And works with a years commission decline cycle think Or how I of life at real the

Ronald Nixon

Yes.

this don't are is to separated there going to tell SG&A. business of growth. just relative the what we on expenses But commissions think actually I to Bill, the disclose out information about grow be your you we always SG&A any would of as opportunities the our from So leverage

more that. I into efficiency going we say, as XXrd So or from we sort we see will more improvement what state. in -- you the just expand, -- just were as see growth, in reduction would But you're mentioned, of Zach we

just you've that still not that to we paying means commissions, that things got But system the achieving continuing efficiencies, where doesn't a to into will be you're them which similar and gained margins in construct perpetuity. where we gain up. it go continue our goals, moving by field, additional having reward be expand, also to we've you're that, some be people there's going way As the that's be accomplished a for going efficiencies able doing mean to might to

helps out. as the were we buying in our by And in as just call, most stream -- that that us And so explained paying royalty we well. earlier the

we're efficiencies. picking that's where how we up see So our

Operator

As we this Nixon it no queue his Mr. to currently have at in will closing hand back I time, questions further for comments.

Ronald Nixon

acute. or outcomes. want proprietary utilize goal term. and or Thank We're the Thank this we're about all that can as improving long ASC you it the our any and And for call lowering relates that today. know, you've possible think to of our for the build really We post headed as very costs our I enthused on appreciate very place want all questions Yes. where reach everybody you services we asked. to it we're company. being hospital We with good We to every much. of the products our you in around

guys We you all call. the thank that that, be and for of the support. will our appreciate end So

a thank all shareholder of being for you again So Sanara.

Operator

Thank you. may time, thank you at Ladies and this and And this your for you participation. your we today's gentlemen, conference. lines concludes disconnect

Sanara MedTech (SMTI) 14 Nov 232023 Q3 Earnings call transcript