Sensus Healthcare Inc (SRTS) 2025 Q4 法說會逐字稿

Good afternoon and welcome to the Sensus Healthcare Fourth quarter and full year 2025 financial results conference call. (Operator Instructions) Please note this event is being recorded. I would now like to turn the conference over to Turth Patel with Alliance Advisors IR. Please go ahead.

Good afternoon. This is Tirth Patel with Alliance Advisors IR. Thank you all for joining today's call to discuss Sensus Healthcare's fourth quarter and full year 2025 financial results. Joining me from Sensus are Joe Sardano, Chairman and Chief Executive Officer, Michael Sardano, President, Chief Commercial Officer and General Counsel, and Javier Rampolla, Chief Financial Officer.

As a reminder, some of the matters that will be discussed during today's call contain forward-looking statements within the meaning of federal securities laws. All statements other than historical facts that address activities Sensus Healthcare assumes, plans, expects, believes, intends, or anticipates, and other similar expressions will, should, or may occur in the future are forward-looking statements.

The forward-looking statements are management's beliefs based upon currently available information as to the date of this conference call, February 12, 2026. Sensus Healthcare undertakes no obligation to revise or update any forward-looking statements except as required by law. All forward-looking statements are subject to risks and uncertainties as described in the company's Forms 10-K, 10-Q, and other SEC filings.

During today's call, references will be made to certain non-GAAP financial measures. Sensus believes these measures provide useful information for investors, yet they should not be considered as a substitute for GAAP, nor should they be viewed as a substitute for operating results determined in accordance with GAAP. A reconciliation of non-GAAP to GAAP results is included in today's press release.

With that, I'd like to turn the call over to Joe Sardano. Joe.

Thank you, Tirth, and good afternoon, everyone. Thank you for joining us today.

Let me start by providing some context around our end of year activities and the wonderful news received from CMS. SRT and IG-SRT are noninvasive technology that was exclusively designed, developed, and distributed by Sensus Healthcare. Our SRT technology has been awarded exclusive and dedicated CPT codes that provide physicians unequivocal and clear reimbursement for treating patients with non-melanoma skin cancer.

Let's be reminded that the American Academy of Dermatology states that one in five people in America will have skin cancer after 16 years of relentless pursuit. These codes provide Sensus with a fresh start, a clear path forward for physicians and patients who continuously seek a noninvasive alternative to scarring and the lengthy healing times caused by surgery. This demand for a non-surgical choice is clearly becoming an increasingly popular choice of patients as they learn of their treatment options, as the Medicare statistics have indicated over the past several years.

We begin in 2026 with new codes, $22 million in cash on hand, zero debt, and a motivated sales force that we intend to expand during the course of Q1. As we continue to educate the physicians of these new reimbursement codes, we feel that adoption will grow steadily and continuously for years to come. You will notice that the 14 units we shipped in the quarter did not include any sales to our very large customer. Although we believe they will continue to contribute to our business in the future, our growth will come from direct sales and shared services with the end users. We will no longer have to rely on any one entity. We also expect that our international business will continue to grow along with our primary US market.

For quite some time, two factors have weighed heavily on our business customer concentration and the absence of reimbursement codes dedicated specifically to our technology, with CPT codes for our SRT and IG-SRT technology to treat non-melanoma skin cancer now being used and with a more diversified customer base emerging, both of these factors have been addressed.

Turning to our fair deal agreement program, this continues to be an important strategic component of our business. We ended the year with 18 active FDA sites and 10 additional sites pending activation. More importantly, utilization across the program increased substantially year over year. During 2025, treatments were up more than eightfold versus 2024, and the number of patients treated increased by more than 250%.

While the market was awaiting news from CMS regarding the codes, we responsibly advised our prospects and customers to place a hold on moving forward until the new codes were made public. All of our customers appreciated the honestly of us informing them of these developments. While the broader market was awaiting reimbursement clarity, in several cases, FDA placements have served as a bridge to ownership, with customers electing to purchase systems outright once they did the math on purchase economics.

International demand was strong in the fourth quarter as we shipped six systems internationally, including shipments to China. International sales continues to be attractive for a margin perspective due to lower installation, commissioning and servicing requirements, and we expect international markets to remain an important part of our growth strategy.

Looking ahead, we are encouraged by early activity in the first quarter of 2026. Based on our current pipeline and customer engagement, we expect first quarter system shipments to exceed fourth quarter levels even without any contribution from our historically largest customer.

More broadly, 2026 represents a fundamentally different operating environment for Sensus Healthcare, with reimbursement certainly now established, a more diversified customer base, and expanding international opportunities. Our objective is to achieve full year profitability in 2026.

With that, I'll turn the call over to Michael to discuss our strategic initiatives and commercial outlook in more detail. Michael.

Thanks, Joe. I'll focus on how our commercial model is evolving and how these changes position Sensus for sustained growth in 2026 and beyond.

Reimbursement certainty and highly attractive economics have expanded adoption pathways for SRT. Small and mid-sized practices are increasingly evaluating outright purchases and fair market value leases driven by rapid break-even, flexible financing structures, and tax considerations. Customers now have multiple ways to adopt our technology, and we are able to support fair deal agreements, ownership, renting, or leasing depending on practice needs.

Internationally, momentum continues to build. In addition to ongoing demand in China, we expect more diversification due to the opportunity created by our MDSAP certification. International markets provide both growth and margin benefits and remain an important component of our long-term strategy. Taken together, these developments position Sensus to scale more efficiently with improved visibility, stronger economics, and a broader set of monetization levers than at any point in the company's history.

From a commercial perspective, we are taking a deliberate and disciplined approach to scaling our sales organization in 2026. We have already added one new sales representative and plan to hire an additional three to five reps as soon as possible. This expansion is focused on increasing market education and accelerating lead conversions as customers work through the reimbursement framework and evaluate the most attractive acquisition model for their practices.

In parallel, we have refined our trade show and conference strategy for 2026. Compared to prior years, we are placing greater emphasis on select national and regional meetings that consistently generate high-quality leads and decision maker engagement while reducing participation in lower yield events. This more targeted approach allows us to concentrate resources on forums where purchasing decisions are actively being evaluated and where reimbursement clarity is now translating into actionable demand.

Overall, due to the new CMS codes, Sensus is able to make these adjustments that allow for a more focused and efficient commercial model that balances an expanded market presence with operational discipline and positions us to efficiently convert interest into system placements as the year progresses. I'll now turn the call over to Javier for a review of our financial performance. Javier.

Thank you, Michael, and good afternoon, everyone. I will review our financial performance for the fourth quarter and full year ended December 31, 2025, starting with our fourth quarter results.

Revenues for the fourth quarter of 2025 were $4.9 million compared with $13.1million in the fourth quarter of 2024. The decrease was primarily driven by a lower number of units sold, reflecting reduced sales to our largest customer, slightly upset by revenue recognized from new placements under our fair deal agreement program.

Cost of sales for the fourth quarter were $3 million compared to $6 million the prior quarter. The decrease was primarily related to a lower number of units sold offset by higher cost of service and costs associated with placement under the FDA program.

Gross profit for the fourth quarter was $1.9 million or 38.8% of revenues compared with $7.1 million or 54.2% of revenues in the fourth quarter of 2024. These decreases were primarily driven by lower sales, higher cost of service and system, and costs associated with the new placement under the APA program.

General and administrative expenses for the fourth quarter were $1.8 million compared with $2.4 million in the prior year quarter. The decrease was primarily due to lower professional fees and compensation costs.

Selling the marketing expenses were $1.4 million for the fourth quarter remaining consistent with the per year quarter.

Research and development expenses for the fourth quarter were $1.9 million compared with $1.6 million per year quarter. The increase was primarily due to higher product development costs related to the next generation systems.

Our income net was $0.2 million remaining consistent with prior year quarter.

Net loss for the fourth quarter of 2025 was $3.2 million or a loss of $0.19 per share compared with a net income of $1.5 million or $0.09 per diluted share for the fourth quarter of 2024.

Adjusted EBITDA for the fourth quarter was negative $3 million compared with $1.9 million in the fourth quarter of 2024. The decline reflects the net loss in the current quarter compared to net income in the prior year period.

Returning to our full year results. Revenues for 2025 were $27.5 million compared with $41.8 million in 2024. The decrease was primarily driven by a lower number of units sold, reflecting reduced sales to our larges customer, slightly offset by revenue recognized from new placements under the FDA program.

Costs of sales for the year were $15.6 million compared with $17.4 million in 2024. The decrease was primarily related to lower unit volumes, partially offset by higher costs of service and costs associated with the new placements under the FDA program.

Gross profit for 2025 was $11.9 million, or 43.3% of revenues compared with $24.4 million or 58.4% of revenues in the prior year. The decrease were primarily driven by lower sales volumes, higher servicing costs, and FDA program related expenses.

General and administrative expenses for the year were $7.9 million compared with $7.1 million in 2024. The increase was primarily due to higher professional fees, insurance costs, and compensation.

Selling and marketing expenses for 2025 were $6.5 million compared with $5 million in 2024. The increase was primarily driven by high threshold costs and increased payroll expenses associated with higher headcount.

Research and development expenses for the year was $7.8 million compared with $4.2 million in 2024. The increase was primarily due to significantly lobbing costs related to bill co-reimbursement efforts in 2025, as well as increased headcount and higher product development costs related to the next innovation systems.

Other income net was $0.7 million for 2025 compared with $0.9 million in 2024 relates primarily to interest income.

The net loss for 2025 was $7.7 million total loss of $0.47 per share compared with net income in 2024 of $6.6 million or $0.41 per diluted share.

Adjusted EBITDA for 2025 was negative $9.6 million compared with $8.7 million in 2024.

We ended the year with $22.1 million in cash and cash equivalent unchanged from the year end 2024 and no outstanding borrowings under our revolving line of credit. We're delighted to have such a strong, clean balance sheet as we enter 2026.

Prepaid inventory was $1.5 million at year end compared with $3.3 million at December 31, 2024. Inventory is totaled $14.6 million compared with $10.1 million in the prior year reflecting inventory bill in support of anticipated future demand.

And lastly, as you mentioned, we expect Q1 revenues to exceed Q4 revenues and we look to be profitable for full year 2026. With that, I'll turn the call back to Joe.

Thank you, Javier and Michael for those updates.

Before we open the call for questions, I want to reiterate that Sensus is entering 2026 with greater clarity, better control over our business, strong customer economics, and more commercial flexibility than at any point in the company's history.

The new dedicated CPT codes for superficial radiotherapy significantly improve physician reimbursement. And support broader adoption of our technology while benefiting patients with certainty of coverage for noninvasive treatment option combined with a more diversified customer base, our expanding international opportunities, we believe Sensus is well positioned to deliver stronger and more predictable growth and improved operating leverage. We appreciate your continued support and we look forward to reporting our progress throughout 2026.

Thank you for joining us today and now we'd be happy to take your questions, operator.

(Operator Instructions) Anthony Vendetti, Maxim Group.

Thank you. Hey, Joe. Hey, Michael, how's it going, Javier?

Hey, how are you?

Good, thanks. So, I wanted to talk. So obviously this is, major positive news with the new schedule started 01-01-26. 300% per fraction increase. And you did ship 14, eight in the US. Six internationally, as you said, none to the largest customer in your guidance of growth, sequential growth in the first quarter revenue growth. Does that assume nothing from the largest customer and as you think about 2026, are you expecting any orders from them or should we look at any orders from the largest customer in any quarter in '26 as I've said? Thanks.

Thanks, Anthony. It's a good question and as we put together our model for 2026 based on the new CPT codes, we made sure that we didn't include any expectations from our biggest customer because of the fact that they have to really reevaluate their model moving ahead so we didn't know what they were going to do or how they were going to do it but everything that we're going to be projecting for 2026 excludes them for the moment and if there's anything that they can contribute, it will only make it better for us.

So, we're looking forward to 2026. We look forward to working with them in 2026 if that allows us if the circumstances allow us to work together, but if not, we're very comfortable moving ahead with these CPT codes because it's a major impact for us.

Okay, and in terms of TDI, do you have any update on that and where that's at, and do you expect to get FDA approval for that product sometime in '26.

Yeah, TDI has been a long, a tenuous program for us, and we're working closely with the FDA and continuing to work through this situation that they seem to lack an understanding. And so I don't know when that's going to happen, but we're going to continue to pursue it wherever we possibly can and see what we might be able to come up with, but, it's an interesting dilemma right now for the FDA and we'll continue to pursue.

Okay, and then maybe on the on the international front. Can you talk about the demand outlook, internationally in any particular country that would, be a positive in '26 or any concerns internationally in '26.

Yeah, great question, Anthony. I think I'll take that one.

So obviously China has been our bread and butter internationally for years. That still is the case. They're obviously the largest, country outside of the United States to purchase something like this. In addition to that, I've, seen firsthand, Taiwan and how that's been growing. We have four or five installations there now over the last two years. Asia in general continues to adopt SRT technology. I know that South Korea is coming in. Japan eventually will trickle in with our MDSAP certification now, as soon as we get through all of the secondary regulatory hurdles from the MDSAP, you'll start to see SRT coming in.

But I know that there's tons of demand from Asia due to the keloid market. And add additionally, we're holding out hopes for the Middle East as well. That's starting to trickle in and then India and then of course South America, Brazil, where we're still working right now on our, regulatory, the secondary regulatory, and we expect to get Brazil clearance this year. So we're very excited to finally take a step into South America as well.

Okay, yeah, historically, obviously Brazil is a pretty large market. And okay, good, that's, I appreciate all that color. I'll hop back in the queue. Thanks.

Thanks, Anthony. Have a great one.

(Operator Instructions) Ben Haynor, Lake Street Capital Markets.

Good afternoon gentlemen. Thanks for taking the questions.

Hey Ben, how you doing?

I'm doing great, living the dream. So just to start off for me, any more color you can, kind of add to the reaction that that folks have had to reimbursement in terms of what you think it does to system mix, SRT versus IG-SRT and then also, kind of FDA versus sale versus other financing options.

Good question, Ben. I think that we're going to see, a couple of tendencies shift here. Number one, the FDA still remains a priority for all of the private equity backed roll up groups because that's just the way they. Would prefer to do business. However, they still are contemplating how they want to get into the market considering whether it's a fair deal agreement, which is a shared service program, or if they want to enter into some kind of a leasing program which we'll be able to provide them clearly on the single customers the customers that I would say are anywhere between 1 to 20 centers, the smaller centers which is. Quite frankly, what, we had not what our our bigger customer was was working with we're seeing a much stronger influence regarding the actual purchase of the equipment or actually going to a lease with the. Reimbursements as they are and with the reimbursements guaranteed as they are, they don't they're not in the tendency of wanting to share revenue they want it all and I don't blame them, especially the bigger users they're going to want to keep all the money and and be more reluctant to to split the volumes with anybody.

Okay, and then when it comes to the product mix, because there is, we still have an opportunity on the ultrasound side, even though there's only one code that reimburses for the ultrasound, but we see more of a tendency to work with the, SRT 100 product and the customer acquiring a handheld ultrasound device to give them the one code that they're going to have reimbursement for so it's a cost saving for the customer overall and quite frankly it's much better margin for us as well.

Okay, got it. And then just any change to the level of interest that you've seen from the private equity backed groups just given the more certainty for reimbursement going forward?

We we've talked to pretty much all of them and they're very seriously reevaluating how they want to acquire it, and we're seeing more interest in some of the other groups that weren't re necessarily involved in in in looking at. The device or skin cancer, but now, it's hard to say but quite frankly, on average, the reimbursement that we're getting from, the CPT codes that we've been given actually pays more than most.

Yeah. The demand across the board just to add color to Joe demand across the board is more clear. People have in general in the past with, gray area type codes have always been, on the fence or not, and then they wait and they wait. Now it's black and white to. It's just it's a much easier environment to work with black and white coding and it's just a matter of us getting the loudspeaker out there and getting that out there to make sure that everyone understands that going forward

And we haven't had enough time to do that yet. It just started January 1, 2026, and the Q4 which we're announcing right now obviously had the leftovers of how we were, built in general with the with the old world. Now it's kind of like a brand-new company again. And we can push from there we already have the inventory paid for and no debt.

Got it. And then on, Sentinel 2.0, how's that coming along? And then remind me, is that something that, you guys are going to keep for yourself with the FDA program or maybe leasing or is that, get rolled out more broadly?

I think we're looking at a more broad rollout for it and I think that we'll we'll see these things rolling out in the near future so it's exciting for us it's coming out at the right time and so you'll hear more about it in the future.

Got it. And then lastly on service revenue, how do you see that this year? I know that obviously the former largest customer has quite a few units out there that, you will need service at some point. What's the right way to kind of think about that line?

So, service revenue still is like 10% of the total revenue for the company. You don't see That.

So, no change there is it the kind of pass.

No change.

Okay, great. Well, thanks very much, gentlemen.

Thanks, Ben.

Those are all the questions we have for today. I would like to turn the conference back over to Joe Sardano for any closing remarks.

Well, I'd like to thank everyone for joining us today, and we look forward to updating you on our progress in the quarters ahead. If you have additional questions following today's call, please feel free to reach out to our investor relations team.

Thank you again for your time and continued support of Sensus Healthcare.

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