Strata Skin Sciences Inc (SSKN) 2024 Q1 法說會逐字稿

Ladies and gentlemen, thank you for standing by. Good afternoon and welcome to the STRATA Skin Sciences Inc. first quarter of 2024 financial results and corporate update conference call. (Operator Instructions)

女士們先生們，謝謝你們的支持。下午好，歡迎參加 STRATA Skin Sciences Inc. 2024 年第一季財務業績和公司最新情況電話會議。（操作員說明）

Participants of this call are advised that the audio of this conference call is being broadcast live over the Internet and is also being recorded for playback purposes. A webcast replay of the call will be available approximately one hour after the end of the call through November 15, 2024.

本次電話會議的參與者請注意，本次電話會議的音訊正在透過網路進行現場直播，並且也被錄製用於回放。電話會議的網路直播重播將在電話會議結束後約一小時內進行，直至 2024 年 11 月 15 日為止。

And with that, I'd like to turn the call over to Joey Delahoussaye.

說到這裡，我想把電話轉給 Joey Delahoussaye。

Good afternoon, and thank you for participating in today's conference call. Earlier this afternoon, the company released its financial results for the quarter ended March 31, 2024. A copy of that press release can be found on the company's website at www.strataskinsciences.com under the Investors tab.

下午好，感謝您參加今天的電話會議。今天下午早些時候，該公司發布了截至 2024 年 3 月 31 日的季度財務業績。新聞稿的副本可以在該公司網站 www.strataskinsciences.com 的「投資者」標籤下找到。

Joining me on today's earnings call from STRATA Skin Sciences management team are Dr. Dolev Rafaeli, Chief Executive Officer, and Chris Lesovitz, Chief Financial Officer.

與我一起參加今天 STRATA Skin Sciences 管理團隊財報電話會議的還有執行長 Dolev Rafaeli 博士和財務長 Chris Lesovitz。

During this call, management will be making forward-looking statements, including statements that address STRATA Skin Sciences' expectations for future performance or operational results. Forward-looking statements involve risks and other factors that may cause actual results to differ materially from those statements.

在本次電話會議中，管理層將做出前瞻性聲明，包括涉及 STRATA Skin Sciences 對未來業績或營業績預期的聲明。前瞻性陳述涉及風險和其他因素，可能導致實際結果與這些陳述有重大差異。

For more information about these risks, please refer to the risk factors described in STRATA Skin Sciences' most recently filed annual report on Form 10-K and subsequent periodic reports filed with the SEC and STRATA Skin Sciences press release that accompanies this call, particularly the cautionary statement in it. The content of this call contains time-sensitive information that is accurate only as of today, May 15, 2024. Except as required by law, STRATA Skin Sciences disclaims any obligation to publicly update or revise any information to reflect events or circumstances that occur after this call.

有關這些風險的更多信息，請參閱STRATA Skin Sciences 最近提交的10-K 表年度報告以及隨後向SEC 提交的定期報告以及本次電話會議隨附的STRATA Skin Sciences 新聞稿中描述的風險因素，特別是其中的警告性聲明。本次通話的內容包含時效性訊息，僅截至今天（2024 年 5 月 15 日）準確。除法律要求外，STRATA Skin Sciences 不承擔任何公開更新或修改任何資訊以反映本次電話會議後發生的事件或情況的義務。

It is now my pleasure to turn the call over to CEO, Dr. Dolev Rafaeli.

現在我很高興將電話轉給執行長 Dolev Rafaeli 博士。

Thank you, Joey, and good afternoon for everyone on the call. During the first quarter, we continued to execute on the multifaceted turnaround strategy introduced when I was appointed CEO late last year. Clinical results using extracts are proven across the hundreds of thousands of patients treated for psoriasis, vitiligo, and eczema.

謝謝你，喬伊，祝所有參加電話會議的人下午好。在第一季度，我們繼續執行去年年底我被任命為執行長時引入的多方面扭虧為盈策略。使用萃取物的臨床結果已在數十萬名治療牛皮癬、白斑症和濕疹的患者中得到證實。

And our strategy primarily focus on adjusting our extra device placements and increasing our DTC marketing to drive extra device utilization and recurring revenue per device over the coming quarters across our domestic installed base of approximately 900 devices. During my previous tenure here at STRATA, we have been successful with these strategies, and we feel comfortable driving similar results in 2024 and beyond.

我們的策略主要集中在調整我們的額外設備佈局並增加我們的DTC 行銷，以在未來幾個季度在我們約900 台設備的國內安裝基礎上推動額外的設備利用率和每台設備的經常性收入。在我之前在 STRATA 任職期間，我們在這些策略上取得了成功，並且我們對在 2024 年及以後取得類似的成果感到放心。

We started our DTC spend ramp up at the beginning of the first quarter in a limited region of the country, and we expect to increase our marketing allocation to DTC in the coming quarters to drive patients' appointments and expand the program into additional geographical areas.

我們從第一季初開始在該國的有限地區增加 DTC 支出，我們預計在未來幾季增加對 DTC 的營銷分配，以推動患者預約並將該計劃擴展到其他地理區域。

During the first quarter, we have expanded from our original four targeted areas to six and generated over 500 patient appointments at a cost per appointment of under $300 and a cost per lead of under $40. These metrics are in line with our previous DTC campaigns from my previous 10 years and in stark contrast to the 21 appointments scheduled by STRATA in the first quarter of 2023 when the company did not apply DTC.

在第一季度，我們已從最初的 4 個目標區域擴展到 6 個，並進行了 500 多個患者預約，每次預約的成本低於 300 美元，每個潛在客戶的成本低於 40 美元。這些指標與我之前 10 年的 DTC 活動一致，與 STRATA 在 2023 年第一季安排的 21 次預約形成鮮明對比，當時該公司沒有應用 DTC。

These metrics are in line with those achieved in the first quarters of each 2019 and 2021, in which with a full DTC spend budget across the nation, we achieved 1900, 1800 appointments respectively after three quarters of ramp. The first quarters in each of those years, followed periods of no DTC spend. And as a reminder, domestic gross recurrent revenue in both 2019 and 2021 experienced strong double digit growth.

這些指標與 2019 年和 2021 年第一季實現的指標一致，在全國範圍內全額 DTC 支出預算的情況下，我們在三個季度的增長後分別實現了 1900 和 1800 個預約。每年的第一季都沒有 DTC 支出。需要提醒的是，2019 年和 2021 年國內經常性總收入都經歷了兩位數的強勁成長。

Another strategic initiative is optimizing our extract device placements. We have some underperforming dermatology partners. So instead of staying saddled with underperforming assets, we constantly consider removing these devices from such clinics and placing the devices in other dermatology clinics that have demonstrated the potential for higher utilization. Higher utilization is a benefit for both the clinic and STRATA Skin. So we are always looking to optimize our installed base of extra placements.

另一個策略舉措是優化我們的提取設備佈局。我們有一些表現不佳的皮膚科合作夥伴。因此，我們不會一直背負著表現不佳的資產，而是不斷考慮將這些設備從此類診所中移除，並將這些設備放置在其他已證明具有更高利用率潛力的皮膚科診所中。更高的利用率對診所和 STRATA Skin 都有好處。因此，我們一直在尋求優化額外展示位置的安裝基礎。

The opportunity to increase utilization of our extra devices from both the increased DTC spend and a repositioning of underperforming devices is significant. Successful execution of our strategy could increase the average gross recurring revenue per device four -- from approximately $21,000 in 2023 to $30,000, which we list enjoys in fiscal 2019 right before the COVID pandemic.

透過增加 DTC 支出和重新定位效能不佳的設備來提高額外設備的利用率是非常重要的。成功執行我們的策略可以將每台設備的平均總經常性收入從 2023 年的約 21,000 美元增加到 30,000 美元，我們列出了在新冠病毒大流行之前的 2019 財年享有的收入。

This transition will take some time, as a similar turnaround that started in mid 2018 resulted in the fourth quarter of 2019, reaching nearly $8,000 in gross recurring revenue per device. If we turn to these efficiencies across our installed base of over 900 devices could mean an incremental $8 million in high-margin revenue, allowing us to reach profitability and positive cash flow in the process. We have seen evidence that our domestic business may have already been positively impacted by our strength strategic initiatives and are encouraged by that we are on the right path.

這一轉變需要一些時間，因為 2018 年中期開始的類似轉變導致 2019 年第四季每台設備的總經常性收入達到近 8,000 美元。如果我們在超過 900 台設備的安裝基礎上實現這些效率，可能意味著高利潤收入增加 800 萬美元，使我們能夠在此過程中實現盈利和正現金流。我們有證據表明，我們的國內業務可能已經受到我們實力戰略舉措的積極影響，並因我們走在正確的道路上而受到鼓舞。

In the first quarter of 2024, our gross domestic recurring billings were down just 3% year over year, making that the smallest year-over-year decline in the past seven quarters since the end of the second quarter of 2022.

2024 年第一季度，我們的國內經常性帳單總額年減 3%，這是自 2022 年第二季末以來過去七個季度中最小的同比降幅。

During the most recent three quarters from second quarter of 2023 to the fourth quarter of 2023, this metric was down 15%, 12%, and 14% respectively. Thus, this much smaller decline in gross domestic recurring billings of 3% in the first quarter of 2024 was a marked improvement, providing some optimism that this metric can turn positive in the upcoming quarters. Further cementing the US business turnaround as part of our strategic turnaround, we successfully removed 32 extra devices in the first quarter of 2024 and placed 16 devices into new accounts, including six that were placed in to come back to account.

從 2023 年第二季度到 2023 年第四季的最近三個季度，該指標分別下降了 15%、12% 和 14%。因此，2024 年第一季國內經常性帳單總額下降 3%，幅度小得多，這是一個顯著的改善，讓人樂觀地認為該指標在未來幾季可能會轉為正值。作為我們策略轉型的一部分，我們進一步鞏固了美國業務的轉型，我們在2024 年第一季成功移除了32 台額外設備，並將16 台設備放入新帳戶，其中6 台設備已重新放入帳戶。

That represents clip clinics that we've existing excimer laser business that opted to reengage with Strata through our partnership model. These changes have resulted in a domestic recurring installed base of 907 extra devices at the end of the first quarter, down from 923 at the end of 2023. We expect this optimization to continue in the upcoming quarter.

這代表我們現有的準分子雷射業務選擇透過我們的合作夥伴模式與 Strata 重新合作。這些變化導致第一季末國內經常性安裝設備數量增加 907 台，低於 2023 年底的 923 台。我們預計這種優化將在下個季度繼續進行。

Beyond the extract, we continued growing our domestic installed base of therapy Rx device through the implementation of our recurring revenue model in the first quarter, we've successfully grew the therapy are actually installed base from 92 at the end of 2023 to 104 at March 31st, 2024. We are encouraged by the uptake of clinics beginning to use the Axmed surgery CPT codes first quarter ended with 47 of the 104 clinics submitting RDS insurance reimbursement charts at a rate of 65 charts per week as compared to none in the same period previous quarters.

除了摘錄之外，我們透過在第一季實施我們的經常性收入模型，繼續擴大我們的國內治療Rx 設備安裝基數，我們成功地將治療實際安裝基數從2023 年底的92 個增加到3 月份的104個2024 年 31 日。我們對第一季結束時開始使用 Axmed 手術 CPT 代碼的診所的採用感到鼓舞，104 家診所中有 47 家以每週 65 份圖表的速度提交 RDS 保險報銷圖表，而前幾個季度同期則沒有。

There are over 50 million patients with actually in the US. And the unique and reimbursable underlying sort of nomadic approach with TheraSphere can address limitations of existing active treatments and drive reimbursable recurring revenue for our dermatology partners similar to the Xtra model.

美國實際上有超過 5000 萬名患者。TheraSphere 獨特且可報銷的基礎遊牧方法可以解決現有主動治療的局限性，並為我們的皮膚科合作夥伴帶來可報銷的經常性收入，類似於 Xtra 模型。

Lastly, continued penetration in key international markets is also an objective for us. In late December 2023, we've extended our exclusive distribution agreement with our distributor in Korea. And in early April, we did the same with our exclusive distributors in China and Japan. International revenue typically accounts for approximately 30% to 35% of our total revenue. And these three territories alone account for over 50% of those revenue.

最後，持續滲透主要國際市場也是我們的目標。2023 年 12 月下旬，我們延長了與韓國經銷商的獨家經銷協議。四月初，我們對中國和日本的獨家經銷商做了同樣的事情。國際收入通常占我們總收入的 30% 至 35% 左右。光是這三個地區就佔到了這些收入的 50% 以上。

So to extend these long-lasting relationships is mutually beneficial for both going forward. We expect to see continued growth in our DTC marketing efforts, driving extra utilization and gross domestic recurring billings, each of which are key components for us to demonstrate improved operating leverage and reaching profitability.

因此，延長這些持久的關係對雙方的未來都是互惠互利的。我們預計我們的 DTC 行銷工作將持續成長，從而推動額外利用率和國內經常性帳單總額，其中每一個都是我們展示改善的營運槓桿和實現盈利能力的關鍵組成部分。

A key initiative in this turnaround is our focus on cost controls. Notably, in the first quarter, we've reduced our cash burn by $1.1 million or 41% and our operating expenses by $1 million or 14% compared to last year. We talked about these collective strategy, strategic initiatives before and we will continue discussing them in the future hold in future calls.

這次轉變的關鍵措施是我們對成本控制的關注。值得注意的是，與去年相比，第一季我們的現金消耗減少了 110 萬美元，即 41%，營運費用減少了 100 萬美元，即 14%。我們之前討論過這些集體策略、策略舉措，我們將在未來的電話會議中繼續討論它們。

As these tangible financials changes and results are proof of our commitment to narrowing our losses, extending the cash runway of the company and becoming profitable Now I'd like to turn the call over to Chris, who will review our financial results in much more detail. Chris?

這些有形的財務變化和結果證明了我們致力於縮小損失、延長公司現金跑道並實現盈利。克里斯？

Thank you, David. Our total revenue for the first quarter of 2024 was $6.8 million versus $7.6 million in the first quarter of 2023. Revenue was negatively impacted by the deferred gross billings lower domestic equipment revenue and the discontinuation of Stratacon global recurring revenue for the first quarter of 2024 was $4.7 million versus $5.2 million.

謝謝你，大衛。我們 2024 年第一季的總收入為 680 萬美元，而 2023 年第一季的總收入為 760 萬美元。遞延毛帳單導致國內設備收入下降以及 Stratacon 的終止對收入產生了負面影響，2024 年第一季的全球經常性收入為 470 萬美元（對比 520 萬美元）。

In the first quarter of 2023, excluding deferred billings and other GAAP adjustments, Xtract gross domestic recurring billings were $4.6 million in the first quarter of 2024, down 3% from 4.7 million in the first quarter of 2023. Equipment revenue was$2.1 million in the first quarter of 2024 versus $2.4 million in the first quarter of 2023. International sales of Xtract can be tracked devices compromised the majority of the equipment revenue in both periods.

2023 年第一季度，不包括遞延帳單和其他 GAAP 調整，Xtract 2024 年第一季的國內經常性帳單總額為 460 萬美元，比 2023 年第一季的 470 萬美元下降 3%。2024 年第一季的設備收入為 210 萬美元，而 2023 年第一季為 240 萬美元。Xtract 的國際銷售可追蹤設備損害了這兩個時期設備收入的大部分。

Gross profit decreased to $3.1 million for the three months ended March 31, 2024 from $4.4 million during the same period in 2023 as a percent of revenues. The gross profit was 45.6% for the three months ended March 31, 2024, as compared to 58% for the same period in 2023.

截至 2024 年 3 月 31 日的三個月，毛利佔營收的百分比從 2023 年同期的 440 萬美元下降至 310 萬美元。截至2024年3月31日止三個月的毛利為45.6%，而2023年同期為58%。

The decrease in gross profit percentage was primarily the result of lower recognition of Q4 deferred revenue in Q1 from the prior year in the same period, higher depreciation costs due to more extract lasers and new therapy or extra devices placed into service, higher material and production costs and the write-off of obsolete ferrous inventory assets.

毛利率下降的主要原因是第四季度遞延收入確認較上年同期減少、更多提取雷射和新療法或額外設備投入使用導致折舊成本增加、材料和產量增加成本和過時黑色庫存資產的註銷。

Total operating expenses in the first quarter of 2024 were $6 million versus $7 million in the first quarter of 2023. The decrease in operating expenses is a direct result of our rightsizing efforts and a purposeful leaner cost structure implemented in late 2023. Sales and marketing declined by approximately $725,000 year over year, and G&A declined by approximately $200,000 year over year.

2024 年第一季的總營運費用為 600 萬美元，而 2023 年第一季為 700 萬美元。營運費用的減少是我們的規模調整努力和 2023 年底實施的有目的地精簡成本結構的直接結果。銷售和行銷年減約 72.5 萬美元，一般管理費用年減約 20 萬美元。

The goal was to return a leaner cost structure. Last seen in 2019, our cash cash equivalents and restricted cash position of $6.6 million at March 31, 2024, along with our modified credit facility with MidCap Financial supports our growth initiatives and leaner cost structure, we continue to believe we can execute on our strategic goals for 2024, given our current financial position as of March 31st, 2024, the Company had 35,060,920 common shares outstanding.

目標是恢復更精簡的成本結構。最後一次出現在2019 年，截至2024 年3 月31 日，我們的現金現金等價物和限制性現金頭寸為660 萬美元，加上我們與MidCap Financial 修改後的信貸額度支持我們的增長計劃和更精簡的成本結構，我們仍然相信我們可以執行我們的策略鑑於截至 2024 年 3 月 31 日的當前財務狀況，公司已發行普通股 35,060,920 股。

That concludes my prepared remarks, and I'd like to turn the call back over to Dolev of for any remaining comments.

我準備好的發言到此結束，我想將電話轉回給多列夫，以徵求任何剩餘的意見。

Thank you, Chris. We both export and therapeutics. We have two solutions for the dermatology market that benefits patients, the dermatology clinics and health care system through reimbursed treatments and of course, rebate scheme.

謝謝你，克里斯。我們既出口又治療。我們為皮膚科市場提供兩種解決方案，透過報銷治療，當然還有回扣計劃，使患者、皮膚科診所和醫療保健系統受益。

Our turnaround strategy is starting to take root and some of the metrics in the first quarter, including narrowing decline in recurring revenues and a significant reduction in operating expenses. Point to that, we have successfully rightsized operating and corporate overheads.

我們的轉虧為盈策略開始紮根，第一季的一些指標包括經常性收入降幅收窄和營運費用大幅減少。指出這一點，我們已經成功地調整了營運和公司管理費用。

I'll reemphasize the VTC. growth engine domestically to drive device utilization and anticipate adjusting our domestic extra device footprint on a routine basis to remove devices from underperforming accounts and placing them with more promising accounts.

我將再次強調 VTC。國內成長引擎，以推動設備利用率，並預計定期調整我們的國內額外設備足跡，以將設備從表現不佳的帳戶中移除，並將其放置在更有前途的帳戶中。

We expect to be successful with our multi-pronged strategy. But as I've said before, it will take some time to reach the finish line and complete the turnaround. Our team and strict strategies are proven, and we are resolute in our drive. We thank our investors for their support and look forward to reporting continued corporate performance.

我們期望透過多管齊下的策略取得成功。但正如我之前所說，到達終點線並完成轉變還需要一些時間。我們的團隊和嚴格的策略已經得到證明，我們的行動也很堅定。我們感謝投資者的支持，並期待報告持續的公司表現。

Now I'd like to turn the call over to the operator so that we can begin the question and answer session.

現在我想將電話轉給接線員，以便我們可以開始問答環節。

Operator.

操作員。

(Operator Instructions) Jeffrey Cohen, Ladenburg Thalmann & Co.

（操作說明）Jeffrey Cohen，Ladenburg Thalmann & Co.

ma'am, how Zillow's and Christina Woo.

女士，Zillow 和 Christina Woo 怎麼樣？

Hi, Jeff. Good afternoon.

嗨，傑夫。午安.

So I'll just firstly, could you talk about or identify the region of the country you're referencing in GTC. and then maybe give us a sense of number of regions that you'll have in place by the end of '24?

首先，您能否談談或確定您在 GTC 中引用的國家/地區的區域。然後也許可以讓我們了解一下到 24 年底你們將擁有的區域數量？

Good question.

好問題。

So we anticipate to be covering all regions by the end of the year. We hope to get there by the end of by the middle of the third quarter in terms of DTC spend, we move the needle up in terms of DTC spend based on efficiencies. We need to see the cost per lead and cost per appointment remain within these ranges. We also need to see via the uptake of these patients into the into the funnel and converting into X to patients in extra treatments and as we do that, we grow gradually.

因此，我們預計到今年年底將涵蓋所有地區。我們希望在 DTC 支出方面能夠在第三季末之前實現這一目標，我們會根據效率提高 DTC 支出。我們需要看到每個潛在客戶的成本和每次預約的成本保持在這些範圍內。我們還需要看到，透過將這些患者吸收到漏斗中，並在額外的治療中轉化為 X 患者，當我們這樣做時，我們會逐漸成長。

So as I said, and acute end of Q2 to or the middle of Q3 to be fully deployed and you're seeing all regions this year get something done by the end of this year. We're going to be wherever the advertising in all regions.

正如我所說，第二季末到第三季中期將全面部署，您會看到今年所有地區都在年底前完成了一些工作。我們將在所有地區進行廣告投放。

I refer the listeners to via the investor deck presentation that we have online, which shows the the outcome of the first quarter in terms of pages leads in the New York City area, which was one of the four areas we advertise that page has both the placements of the devices in the market as well as the patient needs, and we anticipate to be the same visual to be in in all other regions.

我透過我們在線上提供的投資者簡報向聽眾推薦，該簡報顯示了紐約市地區第一季度頁面領先的結果，這是我們宣傳的四個區域之一，該頁面同時具有設備在市場上的佈局以及患者的需求，我們預計在所有其他地區都會有相同的視覺效果。

Beyond these advertisement. These leads that come in that are converted into an appointment or appointments happened about two, three weeks later as these are being scheduled and then patient starts to be treated. So revenue follows that with a couple of a couple of weeks. But yes, we by the end of this year, we're going to be covering all read.

除了這些廣告之外。這些進來的線索被轉換成預約，大約兩三週後發生，因為這些預約正在安排中，然後患者開始接受治療。因此，收入會在幾週後出現。但是，是的，到今年年底，我們將涵蓋所有閱讀內容。

Okay.

好的。

Got it.

知道了。

So could you talk about a bit and sort of in a perfect world and what you're planning for serious kind of guesstimate of where you think extract placements could be through Q2 and end of the year and the same with their Q3.

那麼，您能否談談在完美世界中的一些情況，以及您計劃對您認為到第二季度和年底的摘錄位置進行​​認真猜測的情況，以及第三季度的情況。

I'll start with very clear and which which we have as I've detailed in previous calls, we have an inventory on hand of just about 200 devices. And we would like to be in a position where by the end of this year or the first quarter of next year, we're going to be at or close to deploying all of the device. So utilizing the inventory we own on VR, the deployment of these devices, as we've outlined before, is mostly with with accounts that are going to be using reimbursement.

我首先要非常明確地說，正如我在之前的電話中詳細介紹的那樣，我們手頭上有大約 200 台設備的庫存。我們希望在今年年底或明年第一季度，我們將能夠或接近部署所有設備。因此，正如我們之前概述的那樣，利用我們在 VR 上擁有的庫存，這些設備的部署主要是使用將要使用報銷的帳戶。

I'm saying mostly because not all of them do. And these accounts need lead the patient flow to go through and as I presented in my prepared remarks, we are now up to 65 new patients a week, which is a run rate of. We have over 3,000 new patients for this new year, this new technology, and this is only coming from 47 of the 104 accounts. So the rest of the account and the rest of the accounts 50, a 57 accounts are still based or these accounts are still based on cash paying patients.

我說主要是因為並非所有人都這樣做。這些帳戶需要引導患者流程，正如我在準備好的演講中所介紹的那樣，我們現在每周有多達 65 名新患者，這是一個運行率。今年，這項新技術迎來了超過 3,000 名新患者，而這僅來自 104 個帳戶中的 47 個帳戶。因此，其餘帳戶以及其餘帳戶 50、57 個帳戶仍然基於或這些帳戶仍然基於現金支付患者。

So that would be a fair clear.

這樣就很清楚了。

And as we move forward towards that throughout the year, we do anticipate to start talking about account utilization and and the same is with extract the replacement of existing devices in the market. If we cannot get the throughput and the utilization from from any one of these devices.

隨著我們全年朝著這一目標邁進，我們確實預計將開始討論帳戶利用率，並且同樣會討論市場上現有設備的更換。如果我們無法從這些設備中的任何一台獲得吞吐量和利用率。

So there was a press release that came out this week that discuss the nature of the accounts we go into we mostly target existing extract accounts and mostly with a group of private equity owned group roll-up clinics where we can and we should have a clear understanding on how they're going to be utilizing the devices and how they're going to be utilizing the reimbursement codes because once we put our devices out there of virtualization is the only way utilization of the device is the only way we can make money as well as they can make money. So that's for that's what they're clear on extract. We've ended 2023 with 923 devices deployed in the market, just over $5,000 per device on average revenue per device for every quarter in 2023.

因此，本週發布了一份新聞稿，討論了我們進入的帳戶的性質，我們主要針對現有的提取帳戶，並且主要針對一組私募股權擁有的集團匯總診所，我們可以而且應該有一個明確的了解他們將如何使用這些設備以及他們將如何使用報銷代碼，因為一旦我們將設備投入虛擬化，那麼利用設備就是我們賺錢的唯一方法他們也能賺錢。這就是他們對摘錄的明確內容。截至 2023 年，市場上部署了 923 台設備，2023 年每季每台設備的平均收入略高於 5,000 美元。

On the bottom, as you can see from the numbers we put out, we're actually we actually took that number down to 907 and we will continue the process of redeploying these devices have taken them out from nonproductive accounts. We are deploying them with more productive accounts and using the existing inventory without having to it expands or builds more devices into our own balance sheet before we are we fully utilize these 923,000.

在底部，正如您從我們發布的數字中看到的那樣，我們實際上已將該數字減少到 907，我們將繼續重新部署這些設備的過程，已將它們從非生產性帳戶中刪除。在我們充分利用這 923,000 台設備之前，我們正在使用更俱生產力的帳戶來部署它們，並使用現有庫存，而無需在我們自己的資產負債表中擴展或建造更多設備。

Okay.

好的。

John.

約翰。

And just targeted Lastly, direct forces forces some new accounts talk little bit about the funnel or the trends with regard to fair to extract more importantly, as far as utilization trends, the funnel and on the upside is coming on the utilization side and how does that funnel leads or the new placements looking? Thank you.

最後，直接力量迫使一些新帳戶談論一些關於公平提取的漏斗或趨勢，更重要的是，就利用趨勢而言，漏斗和上行趨勢正在利用方面以及如何那個漏斗線索或新的展示位置正在尋找？謝謝。

The final is most of the sorry, the utilization is is the biggest upside we have because placing more devices is easier with the with the with the approach that says we place the technology free of charge, we charge a fee per use and there is no minimum charge we can place as many devices as we want.

最後是最遺憾的，利用率是我們最大的優勢，因為使用我們免費放置技術的方法來放置更多設備更容易，我們每次使用都會收取費用，並且沒有最低費用我們可以放置任意數量的設備。

But the outcome of that is the higher depreciation, which we started experiencing in 2022 and more so in 2023. And that's why I'm I'm replacing we're repositioning these assets before we expand the number of assets we have in them extending utilization.

但這樣做的結果是折舊率上升，我們從 2022 年開始經歷這種情況，並在 2023 年變得更加嚴重。這就是為什麼我要替換我們在擴大資產數量以擴展利用率之前重新定位這些資產。

We ended 2023 with just over $5,000 per device per quarter. And just for reference, we ended 2020 with 2019 with 75 hundreds. So the upside is about 50% in the recurring revenue. So on and that's where the team is focused on both with a deal and we break the accounts by tier.

截至 2023 年，我們每季每台設備的售價略高於 5,000 美元。僅供參考，截至 2020 年，我們在 2019 年的數量為 7500。因此，經常性收入的上升空間約為 50%。依此類推，這就是團隊專注於達成交易的地方，我們按層級細分帳戶。

So both by working on Tier one, Tier one and Tier two accounts, which are the big utilizers and seeing what we can do to help them grow with either serving them patients to DTC or training or or training of their staff as well as working on the on the lower tiers to see if we can move accounts from Tier five up to Tier three and four or if we can move them up we move them out and we cut out from the bottom that's Tier five and we tried to move them up the on the tier letter, if you wish, and we've outlined this in our press release earlier this week by saying that our best our best result would come from someone that has or had an existing excimer laser franchise and they've owned the device, whether this was our device extract or it was a FARO device of the in the last quarter, we placed 60 new devices, six of which were into accounts that has previously owned an excimer laser and head of business.

因此，透過在一級、一級和二級帳戶上工作，這些帳戶是最大的利用者，看看我們可以做些什麼來幫助他們成長，要么為他們的患者提供DTC 服務，要么培訓或培訓他們的員工，以及致力於在較低層上，看看我們是否可以將帳戶從第五層移動到第三層和第四層，或者如果我們可以將它們向上移動，我們將它們移出，我們從底部切出第五層，我們嘗試將它們向上移動如果您願意，我們在本週早些時候的新聞稿中概述了這一點，並表示我們最好的結果將來自擁有或擁有現有準分子激光特許經營權並且他們擁有該設備的人，無論是我們的設備摘錄還是上個季度的 FARO 設備，我們放置了 60 台新設備，其中 6 台是之前擁有準分子雷射和業務主管的帳戶。

And the reason we are most efficient these accounts and there are about 250 of these in the market is that they have an existing business. We don't need to build them from scratch. We come in and we we grandfather in existing business. And what we need to do is provide them the technology, the training to support the reimbursement support and so on. But it gives us a head start on taking a new account and starting from scratch.

我們之所以能最有效地利用這些帳戶（市場上大約有 250 個這樣的帳戶），是因為它們擁有現有業務。我們不需要從頭開始建立它們。我們進來後，我們就開始經營現有的業務。我們需要做的是為他們提供技術、培訓以支援報銷支援等等。但它讓我們在建立新帳戶並從頭開始方面領先一步。

Okay, perfect. That does give us. Thanks for taking the questions.

好的，完美。這確實給了我們。感謝您提出問題。

Thank you, Jeff.

謝謝你，傑夫。

And again, if you have a question, you may press star then one to join the queue and this will conclude our question and answer session. I'd like to now turn the conference back over to Dr. Dolev Rafaeli for any closing remarks.

再次強調，如果您有問題，可以按星號然後再按一個加入隊列，我們的問答環節就到此結束。現在我想將會議轉回 Dolev Rafaeli 博士做總結發言。

I want to thank all of you for participating in today's call and for your interest in STRATA Skin Sciences. We look forward to sharing our progress on our next quarterly conference call when we report our second quarter 2024 financial results likely in July of 2024.

我要感謝大家參加今天的電話會議以及對 STRATA 皮膚科學的興趣。我們期待在下一次季度電話會議上分享我們的進展，屆時我們可能會在 2024 年 7 月報告 2024 年第二季財務業績。

Thank you and have a good day.

謝謝你，有美好的一天。

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

會議現已結束。感謝您參加今天的演講。

You may now disconnect.

您現在可以斷開連線。

Your lines.

你的台詞。