OrthoPediatrics Corp (KIDS) 2024 Q4 法說會逐字稿

Hello. And welcome to OrthoPediatrics Corporation, fourth quarter and full-year 2024 earnings' conference call. At this time, all participants are in a listen-only mode. We will be facilitating a question-and-answer session towards the end of today's call.

As a reminder, this call is being recorded for replay purposes. I would now like to turn the call over to Trip Taylor from the Gilmartin Group for a few introductory comments. Please go ahead.

Thank you for joining today's call. With me from the company are David Bailey, President and Chief Executive Officer; and Fred Hite, Chief Operating and Financial Officer. Before we begin today, let me remind you that the company's remarks include forward-looking statements within the meaning of federal securities laws, including the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995.

These forward-looking statements are subject to numerous risks and uncertainties. And the company's actual results may differ materially. For a discussion of risk factors, I encourage you to review the company's upcoming annual report on Form 10-K, which will be filed with the SEC on March 5, 2025.

During the call today, management will also discuss certain non-GAAP financial measures which are supplemental measures of performance. The company believes these measures provide useful information for investors in evaluating its operations period over period.

For each non-GAAP financial measure referenced on this call, the company has included a reconciliation of the non-GAAP financial measure to the most directly comparable GAAP financial measure in its earnings release.

Please note that the non-GAAP financial measures have limitations as analytical tools and should not be considered in isolation or as substitute for OrthoPediatrics financial results prepared in accordance with GAAP.

In addition, the content of this conference call contains time sensitive information that is accurate only as of the date of this live broadcast today, March 4, 2025 except as required by law, the company undertakes no obligation to revise or update any statements to reflect events or circumstances taking place after the date of this call.

With that, I'd like to turn the call over to David Bailey, President and Chief Executive Officer.

Thanks, Trip. Good morning, everyone. And thank you for joining us on our fourth quarter 2024 conference call. As always, I'd like to start by reporting the metric which most clearly defines our continued success and in which we are most proud.

During the fourth quarter, we helped more than 34,000 kids and over 138,000 kids in the full year, both record highs for OrthoPediatrics.

Now having completed our 18th year at OrthoPediatrics and having helped over 1,140,000 kids, my associates and I recognize the positive impact our company has had on so many children and their families. And we take our responsibility very seriously.

Our customers and all healthcare providers in the pediatric space have been forced to make do with less-than-ideal options for children. And we will do everything in our power to right that wrong.

While 18 years have passed since our inception, in many ways, OPI is just getting started. And our resolve to be a company that eventually helps 1 million kids every year has never been greater. During our journey, we have established OrthoPediatrics as the clear-cut market leader in pediatric orthopedic implants.

And we anticipate our continued execution will lead to a dominant market share position in trauma and deformity correction and scoliosis implants in the coming five years. In the last few years, we have established ourselves as a leader in pediatric specialty bracing with our OPSB franchise.

On top of deepening our commitment to the field and meeting more of the needs of our customers, this expansion of our business enables OrthoPediatrics to grow in a more capital efficient way. In the coming several years, we plan to execute our clear-cut strategy to obtain market dominance in this very large $500-million-dollar marketplace.

Given the OPSB business, is generating a higher contribution margin than our implant business, these investments will enable us to generate increased EBITDA and improved cash flows.

Every day, every quarter, every year, we become more ingrained in the children's hospitals by growing our market share and displacing the retreating incumbent competition and living out our near fanatical commitment to doing what is right for children and their caregivers.

We demonstrate this commitment by delivering new products and technologies that meet major unmet needs, providing unparalleled customer service through the world's only global sales channel in pediatric orthopedics, and through a network of dedicated pediatrics specific orthopists and prosthetists.

By our outside support or surge in clinical education and training, and to put it simply, investing in important things that our customers care about and that impact the field of pediatrics.

When you look at the success of our company across our 18-year history, our ability to execute our commitments, our consistent track record of sales growth through share taking, deliberate step function improvements and adjusted EBITDA, laying a clear path of free cash flow break even in 2026.

And more recently, our record performance in 2024, we believe our market valuation is entirely inconsistent with the company's performance. We recognize, as a public company, certain metrics and external macrodynamics will always be scrutinized. But we believe the fundamentals of our business have never been stronger.

Regardless of the quarter-to-quarter gyration and variations that can impact valuations for companies like ours, the unshakable truth is that OrthoPediatrics has carved out a unique position in the public growth medtech sector.

Unlike other medtech companies, we are not in a bare-knuckle struggle against focused competition, which gives us confidence in our growth trajectory while allowing us to leverage our P&L, and soon, we will produce free-cash-flow positivity. Therefore, we will continue to be aggressive and execute our strategy on our way to helping 1 million kids per year and creating substantial shareholder value.

To this point, throughout the year and again in the fourth quarter, we have successfully delivered positive results. We've produced extremely strong total revenue of $52.7 million, representing 40% growth from the comparable period.

We saw quarterly growth in both T&D and scoliosis with 35% and 62% growth respectively, led by domestic strength with quarterly growth of 52% from a particularly robust performance from domestic T&D as well as the addition of Boston LMP.

In our international growth, was impacted by our decision to slow set sales shipments to South America, specifically Brazil, in order to reduce AR balances, negatively affected by rapid currency fluctuations. However, we still saw extremely strong EMEA T&D growth due to high demand. And [OUS] scoliosis growth was great despite challenges in Brazil.

With extremely significant revenue growth and more than doubling our adjusted EBITDA during the fourth quarter of 2024, we improved our financial profile and took another step towards free cash flow break even in 2026.

All of our businesses continue to grow rapidly, entirely from share taking, due to continued demand for our products. Large-scale set deployments in 2023 and 2024, major new products, successfully scaling of our past acquisitions such as Orthex, ApiFix, and Pega Medical. And the more recent launch of OPSD and the acquisition and full integration of Boston O&P.

With all of these levers in place, we are confident we will continue to reach new highs and deliver important results for OrthoPediatrics. We expect our business to continue this momentum, and our success in 2025 and beyond, is driven by three main factors: execution and scaling of OPSB, share taking across the business by leveraging prior set deployments, and ongoing success of our innovative product launches.

This year, we expect to generate revenue of $235 million to $242 million, representing annual growth of 15% to 18% as we [lamped] the Boston O&P acquisition. Importantly, we also expect adjusted EBITDA of $15 million to $17 million to be greater than $15 million of set deployments in 2025.

We also expect to have our first quarter of positive free cash flow in the fourth quarter of 2025. In the fourth quarter of 2024, the T&D business continued to drive significant market share gains across several products, as well as the addition of Boston O&P revenue.

This quarter's performance was highlighted by both trauma and OPSB products including PMP Tibia, DF2, cannulated screws, and Boston O&P sales. We continue to leverage our prior set deployments which are driving increasing share gains for trauma and deformity across the breadth of our products.

US trauma and deformity was extremely strong. And in fact, US trauma is likely as robust as we have ever seen it in company history, mainly attributable to set deployments in 2023 and 2024, and the more rapid adoption of our new products.

In addition, during the quarter, several sets of PMP tibia were launched. And we expect this will remain an important growth driver for the next several years.

DF2 demand is now far exceeding our expectations and is quickly setting a new gold standard for femur fracture management in young children. DF2 recently received expanded indications for postoperative care, which we believe is a much larger market than the femur fracture market. All of this has created the need for expanding our supply chain to meet exploding demand.

On the R&D front, we're excited about our projects on the surgical side of our T&D business. Our pediatric plating platform or 3P, a world-class system with significant opportunity to fill unmet needs, is progressing according to plan. And we anticipate a beta launch of 3P HIP. Once launched, 3P HIP will spawn further share taking opportunities for us within the plating franchise.

Overall, T&D continues to be a solid performer for us as we leverage our scale, capture market share, and bring new products to market that fill unmet needs and drive continued growth across the board.

As for the non-surgical specialty bracing business or OPSB, from the start, we have been very bullish about this franchise, which represents a large new source of capital-friendly growth. Following the successful integration of Boston O&P, we are very pleased to see our strategic rationale validated and playing out as we expected, maybe even better than we expected.

As previously announced, we expanded our clinic business for both Greenfield expansion in Indianapolis and AquaHire in Florida and Colorado. The opportunities for clinic expansion are immense. The demand from our customers is high and our funnel-for-clinic expansion is very large.

The stand up of the early expansion clinics is going well in providing a reproducible playbook that represents a substantial growth lever with significant runway. We are pleased with how we are tracking to our guidance for four new territories in 2025 and expect that there will be more updates on this front throughout the year.

On the product side of OPSD and as previously mentioned, we are experiencing rapid growth of our DF2 femur fracture brace, which is growing so rapidly that we are seeking additional manufacturing sources, so that we can meet current and future demand.

Beyond that, our OPSB R&D team launched multiple products such as a new scoliosis brace sensor with patient-compliance software and additional DF2 sizes as we extend its use beyond fracture management. And we signed distribution and licensing agreements for the move [debrief] to minimize tremors developed at Children's Hospital of Orange County.

And the Thrive product portfolio, including Thrive Orthopedics, F3 Hero, Pediatric AFO, the TruStretch Pediatric Equinus Brace, and the Thrive Pediatric X-Glide carbon fiber insoles, all focused on three unique pediatric orthotic conditions.

These solutions are more evident, supporting our thesis that OPSB can become the clearing house for specialty bracing products specifically designed for kids.

Further, the pipeline of new opportunities coming on the business development side of OPSB, is really rampant. We are certainly attracting entrepreneurs and inventors with new product lines and technologies that they desire to scale globally through our growing sales channel and clinic network.

This is coming in licensing, distributing, and in some cases, small-acquisition opportunities that will continue to allow us to leverage our channel, thus growing revenue and adding profit.

We are building a flywheel. At this point, it is small and it's spinning very fast, but with scale, comes increasing momentum. And we are very confident our flywheel will become quite large in the coming years.

We recognize the huge potential within OPSD to drive our patient-impact potential for treating more patients with capital efficient growth and early traction within our strategy, suggests that we are on track with our plans to execute through the remainder of 2025 and for several years beyond.

Moving to the scoliosis business. Our strong growth seen in scoliosis this quarter was driven by continued share gain, combined with new users from large accounts. We anticipate that this trend will continue into 2025. As we increase our volume, we expect to reap the benefits of the new user acceleration from late 2024.

To highlight a few key products, we continue to see strong growth in our response fusion franchise from new customer acquisitions. We saw additional 70 placements in the fourth quarter in large institutions. And the continued introduction of our first EOS product response [ribbon pelt].

We have a substantial opportunity to grow scoliosis revenue over the next three to five years. Additionally, we are seeing a consistent stream of new ApiFix users and growth that only continues to pick up. More users are learning where ApiFix feet fits in their treatment algorithm. This supports our vision that eventually ApiFix will be a tool used by almost every pediatric scoliosis surgeon.

While still relatively small, we expect ApiFix to continue to grow rapidly in 2025 as more surgeons better understand the best use case for the device in their practices.

Looking at our EOS products, our EOS product portfolio development remains on track. And we are directly discussing the requirements for product approvals for eLLi and VerteGlide with the FDA.

We have been working on confirming the regulatory path. And recently, we've had encouraging feedback from the FDA. The most recent discussions have led us to believe that there is a higher likelihood that VerteGlide will be approved in the US sooner than expected and under [510k] clearance.

Moving on to international, in the quarter, we saw slower international sales, generating revenue of $9.8 million and delivering 5% growth year over year.

Despite significant international demand, we made a conscious decision to limit additional stocking order shipments to certain stocking distributors in order to stimulate timely receivables collections, which have been negatively affected by the rising dollar against South American currency.

Trauma and deformity implants were most affected by the shipping holes in South America, while scoliosis delivered very nice growth year over year. That said, general demand across the entire T&D and scoliosis portfolio was healthy, especially in our agency markets, where we saw strong sales growth.

In fact, [non-lattam] T&D growth exceeded 20%. And scoliosis grew nearly 30%, highlighting the extremely compelling underlying demand. International scoliosis performs well due to solid revenue in our direct markets, where we are seeing new users come onboard.

We are very happy with the progress made in 2024, launching the scoliosis business in the EU. And expect that with the anticipated EU MDR approvals, our EU spying franchise is set for high growth in the future.

As we look ahead, EU MDR approval remains a large catalyst for our growth in 2025 and beyond. And we are confident that we are well positioned for approvals. We are awaiting the notified body audit to finalize our EU MDR status, which we expect to be completed in mid 2025.

And once we receive our first, we will launch a wave of products into the EU and then expect additional ways as further approvals are accomplished over the next 18 months.

I want to point out that the EU MDR approval for implants is an expensive process. But we believe it is the right thing to do for kids who need these devices outside of the United States, and it strengthens our strategic position.

Additionally, we are exploring further expansion opportunities for OPSB, outside the US in 2025, which comes with a light touch and quick turnaround when it comes to regulatory approvals. Overall, the international business is set up nicely. And we believe the remainder of the year will contribute to a healthy 2025.

Finally, this brings us to surgeon training and education. In the fourth quarter, we hosted 132 unique training experiences for over 2,700 healthcare professionals including during IPOS, the International Pediatric Orthopedic Symposium, where OrthoPediatrics continued our leadership position as an Emerald-Level sponsor.

Once again, our team was well represented and connected with customers to share hands-on learning experiences with our new and innovative products. We were excited that through our booths and our educational events, we were able to introduce our new enabling technology division as well as highlight all the great work we are doing in non-operative care through OP specialty bracing.

Our time at events like this is incredibly important as we prioritize providing clinical education opportunities to grow alongside the pediatric orthopedic community.

So with that, I'd like to turn the call over to Fred to provide more detail on our financial results. Fred?

Thanks, Dave. Before giving more details on our financial results, I wanted to reiterate that through our continued execution, we have established OrthoPediatrics as a high quality and differentiated asset with the demonstrated ability to scale growth, increase operating leverage, which provides a clear path to free cash positivity. And we are supported by a very strong balance sheet.

That said, we made some very difficult, yet very strategic decisions in the quarter that we expect to support our commitment to growth, profitability, and improved cash usage. You'll notice some one-time charges on the P&L.

The $3.7 million dollar restructuring charge is primarily due to the closure of our OPI Israel office, which was the former ApiFix headquarters. We have decided to move production out of Israel and into the US to reduce supply risk and to consolidate the management of the ApiFix product line into our Warsaw operations.

These difficult decisions are a component of our continued focus on delivering improved adjusted EBITDA and demonstrate that adjusted EBITDA improvements and reduced cash usage are top priorities for the company. Additionally, as you will see from our results during the quarter, our gross profit margin profile has shifted slightly.

As we continue to integrate Boston O&P, we are growing the OPSB business. Launching this new strategy and working through the process, we are learning and have adjusted certain expenses out of general and administrative expenses into cost of goods sold.

As a result, we saw a negative impact on the gross margin profile of OPSB and our overall gross margin for the quarter. I wanted to be clear; this does not impact our profitability and giving our growing channel in OPSB, we will not shun lower gross margin distribution opportunities that leverage our fixed costs and improve overall profitability.

We've made a full-year adjustment of approximately $3 million out of G&A and into cost of goods sold. This negatively impacted our fourth-quarter gross margin but properly reflects our full-year 2024 gross margin.

Taking a closer look at the P&L, our fourth quarter 2024 worldwide revenue of $52.7 million, increased 40% compared to the fourth quarter of 2023. Growth in the quarter was driven primarily by strong performances across trauma and deformity, scoliosis, and OPSB, as well as the addition of Boston O&P.

Slightly offset by the lower growth in the international revenues. US revenue was $42.9 million, a 52% increase from the fourth quarter of 2023, representing 79% of our total revenue. Growth in the quarter was primarily driven by our additional market share gains across trauma, deformity, scoliosis, and OPSB as well as the addition of Boston O&P.

We generated total international revenue of $9.8 million, representing growth of 5% compared to the fourth quarter of 2023, representing 21% of our total revenue. Growth in the quarter was primarily led by strong scoliosis sales in our agency markets.

In the fourth quarter of 2024, trauma and deformity global revenue of $36.4 million, increased 35% compared to the prior year period. Growth was primarily driven by Pega products, Trauma, ApiFix, and OPSB plus the addition of Boston O&P.

In the fourth quarter of 2024, scoliosis, global revenue of $15.6 million, increased 62% compared to the prior year period. Growth was primarily driven by increased US growth across the response and ApiFix non-fusion system and additional impact from 7D, as well as the addition of Boston O&P.

Finally, sports medicine, other revenue in the fourth quarter of 2024 was $0.6 million compared to $0.9 million in the prior year period.

Turning to set deployment, $3.7 million of sets were consigned in the fourth quarter of 2024 compared to $5.9 million in the fourth quarter of 2023. In 2024, we deployed $21.1 million of sets compared to $22.0 million in 2023.

The $21.1 million for 2024 was slightly higher than our forecast of less than $20 million, driven by higher than expected 70 placements and some earlier than expected deliveries on some recent product launches.

Touching briefly on a few key metrics for the fourth quarter of 2024, gross profit margin was 68% compared to 71% for the fourth quarter of 2023. The decrease in gross profit margin was primarily driven by an approximately $3 million full-year adjustment from the reclassification of expenses from overhead costs related to manufacturing across the OPSB business.

For year 2024 gross margin of 72.6% is a better representation of the business's performance and is more indicative of the gross margin rate for the near future. Total operating expenses increased $14.8 million or 43% compared to the prior year period to $49.6 million for the fourth quarter of 2024. The increase was primarily driven by the restructuring charge, the impairment charge.

The addition of Boston O&P increases in spending related to EU MDR compliance, increased commission expense, and the incremental personnel required to support the ongoing growth of the company. Sales and marketing expenses increased $4.0 million or 31% compared to the prior year period to $16.8 million in the fourth quarter of 2024.

The increase was mainly driven by increased sales and commission expense. General and administrative expenses increased $5.4 million or 28% year over year to $24.4 million in the fourth quarter of 2024.

The fourth-quarter increase was driven primarily by the addition of personnel and resources to support the continued expansion of the business and an increase in depreciation and amortization. Research and development expenses remain flat at $2.9 million in the fourth quarter of 2024 due to the timing of external development expenses.

As discussed in the fourth quarter, we did see the impact from the one-time charge of $3.7 million dollar restructuring charge that includes severance, inventory write-off, lease break, and other expenses associated with the closure of our Israel office.

In addition, we recorded a charge related to one of our trade names of $1.8 million. The other expense was $2.4 million for the fourth quarter of 2024 compared to $1.2 million of other income for the same period last year.

Adjusted EBITDA was $3.0 million in the fourth quarter of 2024, more than doubled when compared to the $1.3 million for the fourth quarter of 2023. For the full year of 2024, adjusted EBITDA was $8.5 million compared to $5.0 million in the prior year.

In the fourth quarter of 2024, free cash flow usage was $3.7 million, representing a significant reduction of 70% when compared to the year-to-date average through the first three quarters of 2024 and a 67% reduction when compared to the same period in the prior year.

We now expect the first quarter of positive free cash flow to be in the fourth quarter of 2025. We ended the fourth quarter with $70.8 million in cash, short-term investments, and restricted cash. And we still have $25 million available on our new-term loan.

Turning to guidance, we are reiterating our expectation for full-year 2025 revenue to be in the range of $235 million to $242 million, representing year-to-year growth of 15% to 18%.

During our analyst day last September, I had communicated that we expect our gross margins to remain flat at 74% to 75% for the next several years. Given our current reclassification of G&A into cost of goods sold, I am restating the guidance that our gross margins will in fact continue to be flat.

However, the newly updated range is 72% to 73%. This does not impact our profitability, just the buckets within the P&L. We also continue to expect to generate between $15 million to $17 million of adjusted EBITDA in 2025.

Additionally, we continue to expect approximately $15 million of new sets deployed in 2025. This represents our continued focus on driving the business to free cash flow break even by 2026. And we anticipate delivering our first quarter of free cash flow positivity in the fourth quarter of 2025.

Our current guidance assumes no impact of tariffs or other government changes. However, we will continue to monitor the dynamics. And while we expect potential tariffs to be minimal impact, it is too early to determine all potential government actions and their impact.

I'll now turn the call back to Dave for closing remarks.

Thanks, Fred. We are encouraged by how we ended the year and have already seen that momentum begin to carry into 2025. Our success in 2025 and beyond is driven by three main factors: execution and scaling of OPSB, share taking across the business by leveraging prior set deployment, and ongoing success of our innovative product launches.

The aggressive approach we have taken to this business and the opportunity ahead of us over the next three to five years is very exciting. We are extremely proud that we've continued delivering strong performances, especially within this med tech market, quarter over quarter and year over year.

And we do not plan for this to change moving forward. We will continue to help more children than ever, capture more share across the entire business as we continue to break revenue records, grow our adjusted EBITDA, and improve cash usage in 2025 and beyond. Operator, let's open the call for Q&A.

Thank you.

(Operator Instructions) Ryan Zimmerman, BTIG.

Thanks for taking our questions, guys. I appreciate it. I start with guidance a little bit. I know you don't guide by segment, but maybe you could help us kind of how you're thinking about some of the contributions here in each of the buckets of the businesses.

It sounds like, certainly the OUS business with the addition of EU MDR clearance, could step up a little bit in '25. I'd appreciate any color you have there. And then, just I'll ask the second question up front too, which is just around seasonality and pacing through the year.

I mean, we know kids tend to get their surgeries, second quarter, third quarter during the summer in between school. But you've had some fluctuations, I guess, between the fourth quarter, the first quarter due to seasonal dynamics, flu, RSV, et cetera. So any color there? I think would certainly be appreciated as well. Thanks for taking my question.

Yeah. Thanks, Ryan. So I think from a seasonal perspective, maybe I'll take this one first. I think that likely to see consistency, consistent seasonality of the business, the way we've seen it in the past with kind of June, July, August still being our biggest months.

December, obviously a big month for us as well, as school as kids get out. It is possible that over the course of the next several years as OPSB continues to grow, that some of that seasonality could maybe level out a little bit.

But I think that we normally see our first quarter, a slight step down from Q4 of the previous year. And then we scale into Q2 and Q3 as the summer season continues to grow. I think you're spot on in terms of the impact that EU MDR can have on the business. It's not a panacea right away.

Obviously, we've got to get sets built. And we've got to get sets sold to distributors and sets into the market when we get approved. But certainly, it should have a positive impact in 2025 and probably more of an impact even in 2026 and 2027.

I think the thing to call out there is that we're seeing really strong growth of our scoliosis franchise in Europe. And that's really with only one of the systems available, so our 5.5/6.0 response fusion system.

So as we can bring a full product portfolio to Europe on the fusion side, I think we're going to continue to see that business grow. And you know, that starts to negate some of the reliance that we've historically had on scoliosis OUS in Brazil and some of the South American markets, where it's primarily been our larger opportunities outside of the United States up until recently.

If you think about trauma, deformity, and scoliosis here in the United States and I guess around the world, generally speaking, as you said, we don't generally guide specifically there. But I think you could expect to see scoliosis, smaller business continues to grow a little bit faster than the trauma and deformity business.

Obviously, much larger business on the T&D side and greater market share. And I think that's probably what you'll see again here in 2025.

Okay. Very helpful, Dave. I appreciate the call. I'll hop back on the queue.

Sounds good.

Rick Wise, Stifel.

Good afternoon, Dave. Hi, Fred. So much to unpack here, that's intriguing. Maybe talking about a couple of other opportunities. It seems like the business has tremendous momentum as you're talking about. And the US numbers would suggest but maybe start with OPS.

Just you're saying strategic rationale playing out, the funnel is full for new territory. Help us think through -- talk through it more, maybe a little more detail, Dave, the pipeline new opportunities, the licensing?

How's that? What have you assumed in '25 when -- how do we translate that into thinking about growth or outlook or time of year or do we see it in '25? Help us think through that opportunity.

Sure. Good question, Rick. So obviously, when I talk about the three main things that we have to do to continue to really grow the business 2025 and beyond, scaling OPSB is at the top of that list.

And I think, this time last year, obviously, we had just completed the acquisition of Boston. And we're just really starting the journey of scaling OPSB.

And when I look at that now a year later, I think everything we thought Boston could be and the scaling of clinics and the addition of products has come true. And I think we're looking at a $500 million dollar TAM that's easily accessible with less capital, frankly, than the consignment model of our implant business.

And that's -- that was the thesis that we could scale into this. And I think we have throughout the year. And I think it's going to be a big part of 2025 and beyond.

What we've learned I guess in our customers are certainly interested in more clinics, more products. It's clearly a very underserved segment of the pediatric orthopedic marketplace. And it has a ton of synergies with our implant business.

So I think that the implant business is in part growing because the OPSB franchise is growing. And you know, the brand of OrthoPediatrics and its importance in the mind of our customers is growing as well.

I guess when you think about clinics, I mean our aspiration is to have four new territories as we call out in the analyst day. And we're sticking to that. It does seem like we've got enough in the funnel that, it's possible that we could go to more than four territories in 2025.

We're not calling that out, but it is possible. We certainly won't hold back in terms of our opportunity to expand beyond those four territories. But I guess what we're really saying is coming out of the Analyst Day in September. I think we're much more solid on the pace with which we can scale our OPSB clinics and have a better sense of what the cost associated with that is to the P&L.

We've now set up some Greenfield clinics, some of the first ones we've ever done. And those Greenfield clinics continue to, well, those greenfield clinics in that process was, I would say in line with the timing and the cost that we thought. And so that's encouraging.

And then, I guess last that the specialty bracing business and the R&D side of there and these licensing opportunities and distribution opportunities, it's really powerful.

I mean we think of this business as an opportunity for us to establish what it really is a single channel, almost -- dare I say an Amazon of pediatric orthopedic devices, non-surgical devices, where if entrepreneurs and small companies want to access the pediatric orthopedic market and access our customers, there would be an opportunity to do that through the scale that we enjoy here in the United States and then around the world.

And then as we add more clinics and you fast forward this several years where we would say we have a completely dominant position in clinics, that becomes an even more powerful type of channel for us to drive revenue through.

And then I guess the last last thing, sorry, long answer to a short question, Rick. But we're seeing devices like DF2 which you heard called out in the script, growing at rates that I'm not sure we thought, were very encouraged, I guess, by the way DF2 is growing.

And we see a number of opportunities like DF2 to continue to grow. And again, that has a duplicative effect when you're not only selling to the hospitals. But then as we add clinics, we're selling it through our our own channel. So hope that answers your question.

But a lot of optimism, obviously, and very encouraged a year post OPSB, year post Boston, what we can do with that over the next several years.

Yeah, that's great. Thanks for all the detail. And Fred, turning to gross margin again, I totally get what you're saying. And the first thing I looked at was to see whether your adjusted EBITDA would change. And I see it it's unchanged, so I get it.

But help me understand, you had said the 74%, 75% range before you made this adjustment was flat. You said it again tonight. But it just strikes me with all these new products launching, your gain share and I reflect on the Israeli closure, I get the reasons for doing it.

Wouldn't that be positive as you consolidate manufacturing and run more volume through Warsaw? I mean, so I guess my real question is help us think through some of the moving pieces on the gross, the COGS gross marginal or whatever you want to say?

And is there room for upside as we go through the year that the European products are approved? It just seems like there should be -- there is room for upside as we head towards the end of the year and maybe start thinking about '26. Thank you.

Yeah. Thanks, Rick. Great question. And I would say we are hesitant to get ahead of ourselves. But we do agree that there may be some opportunities that we're working on in that area. As we've talked in the past, a little bit of selling price always helps in that area. And so we'll continue that trend.

There is some consolidation which could help show up as favorable gross margin. And then there's some other activities that we are -- I think refocused on this year that maybe, we hadn't been as focused on in the past that could definitely over the next several years have a favorable impact on the gross margin rate.

So I think we're being conservative, keeping our guidance flat as it was before. But I would say we have a renewed focus in this area to to make some improvements there.

Sorry, Fred, you teased me. I gotta ask other activities, help me understand? Thank you.

That we're reviewing all of the line items. We're reviewing all of the line items that go into our cost of goods sold and looking for opportunities to leverage that just like we're leveraging the SG&A down below.

Gotcha. Thank you.

Thanks, Rick.

Matthew O'Brien, Piper Sandler.

Good evening. Thanks for taking my question. Maybe to follow up on Rick's question on OPSD, did you guys, I think you'd mentioned doing better than $25 million in sales in '24. Did you do that? Are we still expecting north of 20% growth out of that business here in '25.

And then just a little bit more specifics on things are going better than expected, Dave, is it really just going deeper in the existing facilities that you have or just that you're ramping the the new ones faster than you expected or I don't know if it's cost or something else? But just any kind of detail there would be helpful and then I do have a follow up?

Yeah, perfect. So I think it's safe to say that OPSB across the Board, not just Boston, but OPSB across the Board, MDO, DF2, the products associated with that orthomedical as well as the clinic expansion is growing rapidly.

And yes, I think it will definitely be growing north of 20% in 2025. And so, we see that growing north of 20% for a long time, frankly. So we got a long way to go as we scale that business.

I think when we see things going better than expected, the volume of opportunities for clinic expansion is extremely high. It it takes time, some of those, as we said, are going to be acqui-hire, where we've got to get a footprint and a big market that we have no clinics in currently.

But the opportunities and profitable opportunities for us are very high and surging demand for that service as well as the products is very high. And so again, we thought that was what we were going to see when we announced this acquisition a year ago. And at this stage, I would say the demand for what we are offering is higher than I would have expected at this time.

And then devices like DF2 are going better than we expected. I see the demand for that product is very high. I mean we are now seeking alternative manufacturing sources. We make it in our facility in Boston and we're going to have to continue to be able to scale the manufacturing of it there in Boston as well as probably through other facilities.

We have -- I want to say 30-plus countries now that the DF2 product is approved. So the thesis that we can get these products approved outside of the United States much faster than our implant products.

And that there is huge demand outside of the United States is certainly an accurate thesis. And so you know, we've got to be able to scale manufacturing of those devices such that we can meet demand outside of the US.

But I can just say that the surge in demand for that device here in the US, again, still small but maybe greater than we would expect. And we have several more devices that I'm not saying are all home runs like that one, but several more devices on the R&D side that we're close to launching, working with a number of surgeons on.

And I would think that you're going to see similar kinds of impact from those devices on the OPSD business, overall.

Okay. That's -- I guess a good problem to have on the manufacturing side. And then question for Fred, just as I look at the instruments, that deployments that you've done over the last couple of years.

I think it was 23 and then 20, and now we're down to 15. I know you have a more capital efficient model now with OPSB, but the legacy trauma and spine businesses are doing really well. Are you going to run the risk of starving those businesses a little bit in the near term?

And we're going to need another big bump as far as set deployments go in '26, '27? Or is this more of a steady state in terms of how much you really need to be deploying in order to grow the business is still at a very healthy clip?

Yes, it's a great question. It's a question we spend time analyzing ourselves. We think 15 is the right number for 2026. I think the good news is a lot, a higher percentage of that is really for new products as opposed to legacy products. So we're really excited about that.

And the impact that that's going to have on our overall business and growth in 2017 and beyond. In 2027, what is the right number that we'll deploy hasn't been determined yet. We'll see what the demand is both for legacy systems as well as new products.

Again, I would expect '27 -- '26 and '27 to be highly concentrated on the new product launches, given all the launches coming up that we have in '25, '26, and '27. So I would say that we haven't made that determination yet, but if you -- we will be confident in saying that it's going to be highly focused on our new products being launched.

Yeah. I think it's safe to say we're not going to starve those businesses, particularly when we see products like PNP Tibia that have you know, relatively high ASPs, fantastic margin, I mean the business that product line.

I think we told you. We achieved this year's revenue in May, so those -- that device is obviously growing and we're going to support that. I just -- I think what we've seen over the course of the last several years, Matt. And you know our story well, but when we were deploying $3 million to $5 million worth of inventory for several years as primarily legacy products.

We've probably entered near the end of the need to deploy a lot of those legacy products. And as Fred said, these are primarily new product development. And the numbers will shift as we have really compelling new products like PNP Tibia and some of the other devices.

But when you also think about the out years of our growth, particularly on the scoli side, certainly a new scoliosis system coming soon that we've talked about. But also EOS products and EOS products, as you know, very high ASP. They're all scheduled procedures.

And so you know, we're fighting tooth and nail on the regulatory side. But when you get through that, these aren't set deployment needs that are massive for us to be able to grow our top line, particularly on the scoliosis side and with some of these highly differentiated trauma implants. And I think that's what you're seeing. with the move down a little bit on the on the implant side of deployment.

And again, as we -- as demand dictates for some of these more differentiated products that'll change from time to time. But I think we're going to be able to sweat our assets in a way that's going to allow us to not have to deploy as much in the future.

Very helpful. Thank you.

Mike Matson, Needham and Company.

Hey guys, it's Joseph on from Mike. Thanks for taking our questions. Maybe to start it off, just wanted to see if we could get an update? I guess the first one on Playbook, the enabling technology software. Just kind of curious, how that business is going, any milestones there? And then the new fusion implant system, is that still on track to launch in second half of this year?

Yeah. Good question. So Playbook was -- I think officially launched to the sales team at our sales meeting here about a month ago. And so the device, the product is -- we're very pleased with the way the product looks. And certainly, it's a process to get those products implemented inside hospital systems.

But I think we've made really nice progress on Playbook on the enabling tech side. And just from a revenue perspective, it's a business that we we haven't forecasted a ton of revenue in 2025.

We see that as contributing to driving revenue in our trauma deformity business and in our scoliosis business and then driving more substantial revenue as a stand-alone play in 2026, 2027, and beyond, but extremely pleased with where it's at. And it created a heck of a lot of buzz at our sales meeting which was very encouraging.

And on fusion side, yeah, fusion, product development on track. And I think the goal would be to try to get some surgeries done by the end of 2025 here in the United States. But again, not something that we have placed in the 2025 forecast in terms of revenue.

And so you know, we're going to make certain that we get the device right. And it's everything we want it to be -- the fusion business as it stands with response is growing very rapidly now. So we're not -- we don't have to rush things certainly to get that device on the market.

Okay. Great. And then maybe one more on [70], it seems like 3Q in this quarter, 4Q were pretty strong. It seems like that's ramping up.

I guess just looking at 2025, do you guys, kind of see this as more of an inflection for for 70 placements? Or is it maybe just a little longer, maybe 2026, that it's more meaningful driver?

Well, I think 7D is a driver right now as a driver for us in the second half of the year. So you're seeing a response fusion business and just our scoliosis business, particularly in the United States, accelerating growth on a much larger business.

And again, it's one of the reasons why we want to get the new system out, we're driving a heck of a lot of growth with our existing system in conjunction with 7D. So I think we're already starting to see the impact of that as we've placed 70 units in accounts that historically haven't been large users of our fusion products.

And so that's impacting Q3, Q4 revenue and in fact we have a pretty substantial impact. And I think why you see is so confident in our growth on the scoliosis side in 2025 and 2026 because a lot of that is connected to 7D placements.

I think we've learned a lot about just capital placement in general. As just a few years ago, we had no experience in this space. And so our capacity to build a funnel and to see these things come through the funnel in a more consistent way, quarter to quarter to quarter, I think that's a muscle that we have built.

And I guess I have to credit the enabling technologies team that while we're also working on Playbook and technologies like that, it's been a huge help to us to be able to develop the muscle to get involved in capital placement and capital equipment sales.

And so I think you're going to see in 2025 consistent placements quarter to quarter to quarter of 7D units that will impact revenue on the scoliosis side both in 2025 and for the term of those contracts, which are normally three years. So it becomes a bit of a compounding effect as we place more and more of these units.

Okay. Perfect, much appreciated. Congrats on the great quarter.

Hey, thanks.

Ryan Zimmerman, BTIG.

It's just a high-level question follow up for me, Dave, for you. There's just been a lot of chatter about Medicaid coverage in the news lately, right? And potentially, removing that. I think -- as I think about CIPs and Medicaid, I think it covers something like 37 million kids in the US and so, I don't know.

What your thought is on it if you have a thought? But you know I have to imagine your customers are thinking about it, how they're thinking about positioning for it? And how you think about it in terms of potentially impacting the business? I just want to kind of pick your brain on it a little bit if I could.

Yeah. Well, certainly not a topic that anyone can give you a definitive answer on, as you know. But it's obviously something we're watching. I'm not sure exactly how that impacts the business as we go forward. Obviously, we're not certain that it is going to impact it at all.

That said, I think our our feeling here is that we really struggle with the concept that the children will be left without any form of healthcare. And if you look at the makeup of our customer base, so much of our customers are current.

So many of our customers are currently in systems, where they're endowed hospitals or there are hospitals like the Shriners Hospitals, for example, that certainly take what Medicaid, or private insurance might pay but are still offering care based on their on their endowments.

So I think there is some shielding that we would have of that. And I think when push comes to shove it seems very difficult that we are going to allow kids in this country, who have cerebral palsy or congenital deformities to not have appropriate access to the kinds of devices that they need in the hospital to live a normal life.

And I think all of our devices have a very rational impact on the total cost of care, right? And so if we can impact positively these patients in the operating room that then ultimately lowers their care to Medicaid, thereafter.

Again, it's hard to imagine that that those devices wouldn't be readily available to our customers. But again, it's anybody's guess at this stage. And we have not -- we can't formulate exactly what potential impact here. But I think it's -- I guess we aren't betting that this is a major impact on our business on a go-forward basis.

Yeah, no, makes sense. And I appreciate your thoughts on it.

Thank you. And this concludes our Q&A session for today. I will turn it back to Dave Bailey for final comments.

Great. Thanks, operator. And thank you everybody who joined our call this evening and appreciate your questions and we'll look forward to giving you a business update in the coming quarter. Have a great evening.

And thank you all for participating. And you may now disconnect.