TOMI Environmental Solutions Inc (TOMZ) 2024 Q4 法說會逐字稿

Greetings. Welcome to the TOMI Environmental Solutions Inc fourth quarter 2024 financial results conference call. (Operator Instructions) Please note, this conference is being recorded.

問候。歡迎參加 TOMI Environmental Solutions Inc 2024 年第四季財務績效電話會議。（操作員指示）請注意，本次會議正在錄音。

I will now turn the conference over to your host, John Nesbett from IMS Investor Relations. You may begin.

現在我將會議交給主持人，來自 IMS 投資者關係部門的 John Nesbett。你可以開始了。

Thank you for joining us today. On the call today is TOMI's Chief Executive Officer and Chairman of the Board, Dr. Halden Shane; E.J. Shane, TOMI's Chief Operating Officer; and Nick Jennings, Interim Chief Financial Officer. Dr. Shane will provide an overview of recent business highlights, financials and future plans. E.J. and Nick will be available for the question and answers.

感謝您今天加入我們。今天參加電話會議的有 TOMI 執行長兼董事會主席 Halden Shane 博士、TOMI 首席營運長 E.J. Shane 和臨時財務長 Nick Jennings。Shane 博士將概述近期的業務亮點、財務狀況和未來計劃。E.J. 和 Nick 將回答您的問題。

A telephone replay of today's call will be available through Monday, April 28, 2025, with -- details of which are included in the company's press release dated April 14. A webcast replay also will be available at TOMI's website, www.steramist.com. Please note that information contained within this presentation is relevant only to the day of which was recorded April 14, 2025, and you are therefore advised that time sensitive information may no longer be accurate at the time of any replay.

今天的電話會議重播將持續到 2025 年 4 月 28 日星期一，詳情已包含在公司 4 月 14 日的新聞稿中。網路直播重播也將在 TOMI 網站 www.steramist.com 上提供。請注意，本簡報中包含的資訊僅適用於錄製當天（2025 年 4 月 14 日），因此請注意，任何重播時，時間敏感資訊可能不再準確。

Certain written or oral statements made by management of TOMI may constitute forward-looking statements as defined in the Private Securities Litigation Reform Act of 1995. These forward-looking statements should be evaluated in light of important risk factors that could cause actual results to differ materially from our anticipated results. The information provided in this conference call is based upon the facts and circumstances known at this time. The company undertakes no obligation to update these forward-looking statements after the date of this call.

TOMI 管理階層所做的某些書面或口頭聲明可能構成 1995 年《私人證券訴訟改革法案》中定義的前瞻性聲明。這些前瞻性陳述應根據可能導致實際結果與我們的預期結果有重大差異的重要風險因素進行評估。本次電話會議中提供的資訊是基於目前已知的事實和情況。本公司不承擔本次電話會議召開後更新這些前瞻性聲明的義務。

In addition, TOMI will discuss certain non-GAAP financial measures during this call. The company uses non-GAAP measures because it believes they provide useful information about operating performance and should be considered by investors in conjunction with the mandated GAAP measures. A reconciliation of these non-GAAP measures to comparable GAAP measures is included in the earnings release dated April 14, 2025.

此外，TOMI 將在本次電話會議中討論某些非 GAAP 財務指標。該公司採用非公認會計準則衡量指標，因為公司認為這些指標提供了有關營運績效的有用信息，投資者應結合強制性公認會計準則衡量指標來考慮這些指標。這些非 GAAP 指標與可比較 GAAP 指標的對帳包含在 2025 年 4 月 14 日的收益報告中。

I will now turn the call over to TOMI's Chief Executive Officer and Chairman of the Board, Dr. Halden Shane. Please go ahead.

現在，我將把電話轉給 TOMI 的執行長兼董事會主席 Halden Shane 博士。請繼續。

Thank you, John, and good afternoon, everyone, and thank you for joining the TOMI Environmental earnings call. First of all, I want to state that we've been having some very strong earthquakes in Southern California. If there should be an interruption, then the call will be picked up on the East Coast. We recognize the importance of timely reporting, and we apologize for any inconvenience such as extension we filed close to our investors and stakeholders. We expect to be back on track with timely filings going forward, consistent with how we have been over the years.

謝謝你，約翰，大家下午好，謝謝你們參加 TOMI 環境收益電話會議。首先，我想說的是，南加州最近發生了一些非常強烈的地震。如果出現中斷，那麼電話將在東海岸接聽。我們認識到及時報告的重要性，對於對我們的投資者和利害關係人帶來的不便，例如延期報告，我們深表歉意。我們期望未來能夠恢復按時提交文件的正常程序，與過去幾年的做法保持一致。

During the quarter and the year, we recognized some onetime noncash expenses that unfortunately impacted on GAAP results. We reviewed this, but importantly, our business strategy remains on track. Our pipeline is healthy. Our preliminary first quarter results are much improved over the first quarter last year.

在本季和本年度，我們確認了一些一次性非現金支出，不幸的是，這些支出影響了 GAAP 結果。我們對此進行了審查，但重要的是，我們的業務策略仍在正軌上。我們的管道很健康。我們第一季的初步業績比去年第一季有了很大的改善。

We are making progress in our key initiatives of expanding the SteraMist iHP brand to the world. We remain optimistic about our future and are excited to highlight some of the early successes we have achieved in 2025, demonstrating the growth we are experiencing. We've established valuable partnerships in key global markets for our cutting-edge technology, and we have a clear path ahead to deliver profitability with the best outcomes for our customers, create new opportunities and enhance value for our shareholders through improved execution and disciplined operational performance.

我們在將 SteraMist iHP 品牌推向全球的關鍵舉措方面正在取得進展。我們對未來仍然保持樂觀，並很高興地強調我們在 2025 年取得的一些早期成功，展示了我們正在經歷的成長。我們在全球主要市場為我們的尖端技術建立了寶貴的合作夥伴關係，並且我們擁有清晰的未來發展道路，透過改善執行力和嚴謹的營運績效為我們的客戶提供最佳獲利能力、創造新機會並為股東提升價值。

The year 2025 has already demonstrated early wins and progress stemming from our 2024 initiatives in product development, application usage and the expanded range of services we now offer and have streamlined. Let's highlight some of the accomplishments from 2024, some of which is not fully reflected in our financial results.

2025 年已經展現出我們 2024 年計劃在產品開發、應用程式使用以及我們現在提供和簡化的擴展服務範圍方面取得的早期勝利和進步。讓我們重點介紹一下 2024 年所取得的一些成就，其中一些尚未完全反映在我們的財務表現中。

The disinfection/decontamination industry prioritizes ease of use, automation and validated solutions regardless of the industry vertical. It's important to differentiate between our full area custom engineered systems, CES, and our hybrid projects versus our latest SteraMist Integrated System, SIS offering. These full automation systems span both categories and this line of product should significantly enhance our BIT solution razor/razor blade business model.

無論行業垂直如何，消毒/淨化行業都優先考慮易用性、自動化和經過驗證的解決方案。區分我們的全區域客製化工程系統 (CES) 和混合專案與我們最新的 SteraMist 整合系統 (SIS) 產品非常重要。這些全自動化系統涵蓋兩個類別，該產品線應該會顯著增強我們的 BIT 解決方案刮鬍刀/刮鬍刀片業務模式。

We have successfully maintained our expanding pipeline for custom engineered systems while also introducing the hybrid offering to the market. In 2024, we actively worked and supported in some fashion seven different custom projects, many of which have been previously reported on. We have secured our first 2025 CES deal. Collectively, these eight deals are valued at approximately $3.7 million. Please note that this figure does not represent revenue recognized in any one year or quarter, as project completion timing does not directly align with deliverables to each project.

我們成功地維護了不斷擴大的客製化工程系統產品線，同時也向市場推出了混合產品。2024 年，我們以某種方式積極開展和支持了七個不同的客製化項目，其中許多項目之前已有報導。我們已獲得第一份 2025 年 CES 協議。這八筆交易總價值約為 370 萬美元。請注意，該數字並不代表任何一年或一個季度確認的收入，因為專案完成時間並未直接與每個專案的可交付成果一致。

Currently, we are in discussions regarding our CES and hybrid systems across 46 different projects, a record for our company, with 12 of these being very active as we finalize time lines. We anticipated closing five of these deals in 2025, which should yield around $1.4 million. While this revenue won't be fully recognized in 2025, we view these as significant wins for our future.

目前，我們正在討論涉及 46 個不同項目的 CES 和混合系統，這創下了我們公司的記錄，其中 12 個項目在我們最終確定時間表時非常活躍。我們預計 2025 年將完成五筆此類交易，收益約為 140 萬美元。雖然這筆收入在 2025 年還不能完全確認，但我們認為這對我們的未來來說是一場重大的勝利。

To further invest in turnkey solutions, in October '24, we formally launched the SteraMist Integrated System, or SIS platform. Product offerings, which include the SIS Standalone or SISSA. Since this October launch, the pipeline of opportunities for this project -- product has grown to over $1 million. We successfully delivered our first standard SIS using our legacy SteraMist Environment System, collaborating with an OEM from Italy through the University of Virginia at the end of 2024. This long-time user of SteraMist iHP has already expressed interest in another SIS purchase for early 2026.

為了進一步投資交鑰匙解決方案，我們於 24 年 10 月正式推出了 SteraMist 整合系統（即 SIS 平台）。產品包括 SIS Standalone 或 SISSA。自今年 10 月啟動以來，該專案產品的機會管道已成長至 100 多萬美元。我們利用傳統的 SteraMist 環境系統成功交付了第一個標準 SIS，並於 2024 年底透過維吉尼亞大學與義大利的一家 OEM 合作。這位 SteraMist iHP 的長期用戶已經表示有興趣在 2026 年初購買另一台 SIS。

Additionally, I'm pleased to announce that we have secured contracts for three more SIS offerings this year totaling approximately $575,000 in sales. In Q1 2025, we established our first formal relationship with the OEM, EDSC Biotech, a global company headquartered in Singapore, while continuing to engage with other partners to further enhance our SIS strategies.

此外，我很高興地宣布，我們今年已獲得另外三份 SIS 產品合同，總銷售額約為 575,000 美元。2025 年第一季度，我們與 OEM、總部位於新加坡的全球性公司 EDSC Biotech 建立了第一個正式合作關係，同時繼續與其他合作夥伴合作，進一步加強我們的 SIS 策略。

In 2024, we signed six additional partners across various regions, including Malaysia, India, Italy, Canada, South Korea and the United Kingdom. Notably, our Malaysian partners leading the way in standardizing treatments for Bebo Chambers in biosafety Level 3 rooms using our iHP decontamination technology with the new SIS/SA. We currently have four additional proposals with them, with the next set to close this summer. These opportunities average $140,000 per proposal.

2024年，我們又與馬來西亞、印度、義大利、加拿大、韓國和英國等不同地區簽約了6家合作夥伴。值得注意的是，我們的馬來西亞合作夥伴在採用我們的 iHP 淨化技術和新型 SIS/SA 對生物安全 3 級房間中的 Bebo Chambers 進行標準化處理方面處於領先地位。目前我們已與他們達成了另外四項提案，下一項提案將於今年夏天完成。這些機會平均每個提案價值 14 萬美元。

In 2024, we successfully onboarded a distributor in India, a long-standing goal for TOMI given the significant growth in genetic drug manufacturing and vaccine supply the region has recently experienced. This partner brings a decade of experience in clean room manufacturing and has showcased our SteraMist to numerous high-interest opportunities. They also design clean room equipment, and we will collaborate on procuring and supplying turnkey iHP chambers in the future.

2024 年，我們成功在印度找到了一家分銷商，鑑於該地區近期基因藥物製造和疫苗供應的顯著增長，這是 TOMI 的長期目標。該合作夥伴擁有十年的無塵室製造經驗，並向許多備受關注的商機展示了我們的 SteraMist。他們也設計無塵室設備，未來我們將合作採購和供應交鑰匙 iHP 室。

Additionally, our new partner in Italy shares similar expertise and has supported our existing OEM partnership, as stated above. We remain dedicated to these partnerships, alongside our other 30 partners worldwide. It's noteworthy that we only established distribution channels in the United States at the end of 2023. In 2024, our distribution arrangements resulted in 13 partners, leading to approximately $930,000 in sales for the year. We anticipate our newer partners achieving similar or greater results, paving the way for substantial future revenue growth to the company.

此外，如上所述，我們在義大利的新合作夥伴擁有類似的專業知識，並支持我們現有的 OEM 合作夥伴關係。我們與全球其他 30 個合作夥伴一道，將繼續致力於這些合作。值得注意的是，我們直到2023年底才在美國建立分銷管道。2024 年，我們的分銷協議促成了 13 個合作夥伴，當年的銷售額約為 93 萬美元。我們期待我們的新合作夥伴取得類似或更好的成果，為公司未來大幅的收入成長鋪平道路。

Our iHP Corporate Service division has strengthened significantly as we secured contracts extending through 2026. We have retained customers who, while not under formal contracts, have been using our services for several years. It's important to note that these facilities often change their service deployment plans. So maintaining our current customer base is a substantial win, especially with some clients having utilized our service since 2016.

我們的 iHP 企業服務部門實力顯著增強，我們簽訂了延長至 2026 年的合約。我們保留了一些客戶，雖然沒有簽訂正式合同，但已經使用我們的服務好幾年了。值得注意的是，這些設施經常改變其服務部署計劃。因此，維護我們現有的客戶群是一個巨大的勝利，特別是一些客戶自 2016 年以來就一直使用我們的服務。

In Q3 2024, we achieved record-breaking performance in iHP services. And Q1 of 2025 is showing a 42% increase compared to the same period last year. To further enhance our presence in iHP service deployment, we partnered with Enviro-Mist, also known as EMAQ, a long-time user of our technology. They made a significant investment to over $1 million into iHP equipment to serve the West Coast of the United States. Last year, they purchased $14,000 in BIT Solution. And to date this year, they have already invested over $8,000, demonstrating their commitment as our partner.

2024年第三季度，我們在iHP服務方面取得了破紀錄的業績。2025 年第一季與去年同期相比成長了 42%。為了進一步增強我們在 iHP 服務部署中的地位，我們與 Enviro-Mist（也稱為 EMAQ）合作，該公司是我們技術的長期用戶。他們對 iHP 設備進行了超過 100 萬美元的重大投資，以服務美國西海岸。去年，他們購買了價值 14,000 美元的 BIT Solution。今年到目前為止，他們已經投資了 8,000 多美元，表明了他們作為我們合作夥伴的承諾。

We are actively monitoring and addressing many of the challenges faced in the global food market. While we cannot disclose specific company names due to NDAs, I'd like to highlight two examples: An egg white manufacturing company that purchased their first SteraPak in 2024 has since ordered four additional units in 2025. Additionally, a multinational food and beverage corporation, one of the largest publicly traded food companies globally, has expressed interest in our SteraMist technology. We have conducted numerous studies, and the SteraPak is now in use at their locations in Arizona, Switzerland, Germany and soon, South Africa.

我們正積極監測和應對全球食品市場面臨的許多挑戰。雖然由於保密協議我們不能透露具體的公司名稱，但我想強調兩個例子：一家蛋白製造公司在 2024 年購買了第一台 SteraPak，並在 2025 年又訂購了四台。此外，一家跨國食品飲料公司（全球最大的上市食品公司之一）對我們的 SteraMist 技術表示了興趣。我們已經進行了大量研究，SteraPak 現已在其位於亞利桑那州、瑞士、德國以及即將在南非的工廠投入使用。

We are also nurturing interest from a customer for potential expansion into Brazil, Chile and Mexico. While the SteraPak technology is cost effective, it does not generate significant revenue individually. However, these sales increase our base and drive our razor/razor blade model for high-margin solution usage.

我們也正在培養客戶對向巴西、智利和墨西哥擴張的興趣。儘管 SteraPak 技術具有成本效益，但單獨使用並不能產生可觀的收入。然而，這些銷售增加了我們的基礎並推動了我們的剃刀/剃須刀片模型用於高利潤解決方案。

TOMI continues to prove the effectiveness of SteraMist iHP technology in the food industry through collaborations with prominent organizations on new studies that explore its expanded applications and benefits. One notable collaboration involves a leading health and hygiene producer, where in 2024, we developed a specialized application for spraying conveyor belts to enhance decontamination processes for packaged goods, targeting pathogens like Salmonella and Listeria.

TOMI 透過與知名組織合作進行新研究來探索其擴展的應用和優勢，繼續證明 SteraMist iHP 技術在食品行業中的有效性。一項值得注意的合作涉及一家領先的健康和衛生生產商，2024 年，我們開發了一種專門用於噴塗傳送帶的應用程序，以加強包裝商品的消毒過程，針對沙門氏菌和李斯特菌等病原體。

St. Jude, a customer since 2021, expanded their use of SteraMist surface units in 2024 by purchasing three additional systems to be placed throughout their facility. [Power] Health purchased SteraPaks for one Pennsylvania location in 2022 and added two more packs for the second location in 2024. In 2025, they are exploring the expansion of SteraMist with the purchase of additional SteraPaks to a third PA Hospital and their Children's Hospital.

聖猶達自 2021 年起成為其客戶，並於 2024 年擴大了 SteraMist 表面裝置的使用範圍，購買了另外三套系統放置在其整個工廠內。[Power] Health 於 2022 年為賓州的一家門市購買了 SteraPaks，並於 2024 年為第二個門市增加了兩個包裝。2025 年，他們正在探索擴大 SteraMist 的業務，並向第三家 PA 醫院及其兒童醫院購買更多 SteraPaks。

In 2024, Bollinger Needham expanded their use from their facility in Georgia in the United States to Mexico. Censis Tobi has a committed customer has been initially purchased in Brazil in 2022 with an additional $200,000 investment for a South African location in Q3 of 2024, marketing their fourth site utilizing SteraMist iHP. They plan further expansions in 2025 at both the Brazil and South African facilities, and we are continuing discussions with four other locations worldwide, as previously reported.

2024 年，Bollinger Needham 將業務範圍從位於美國喬治亞州的工廠擴展到了墨西哥。Censis Tobi 擁有一個忠實客戶，最初於 2022 年在巴西購買了該產品，並於 2024 年第三季度在南非的一個工廠額外投資了 20 萬美元，利用 SteraMist iHP 營銷其第四個工廠。他們計劃在 2025 年進一步擴建巴西和南非的工廠，並且我們正在繼續與全球其他四個工廠進行討論，正如之前所報導的那樣。

In Q4 of 2024, our Full Room Fogger device was integrated into their Switzerland operations of an international firm with the presence across the Americas, Asia Pacific and Europe. This organization's core business spans solutions for semiconductors, life sciences and data centers. We have diversified the TOMI Service Network, TSN, but continue to support our TSN members, now known as general service providers. This change allows us to focus on growth in the commercial industry and enables us to extend our offerings to all service providers interested in delivering our fast, nontoxic, noncorrosive iHP disinfection technology, positioning ourselves as our service providers, as leaders in environmental health and safety services.

2024 年第四季度，我們的全室煙霧器設備被整合到國際公司的瑞士業務中，該公司的業務遍及美洲、亞太地區和歐洲。該組織的核心業務涵蓋半導體、生命科學和資料中心的解決方案。我們已經實現了 TOMI 服務網路 (TSN) 的多樣化，但繼續支援我們的 TSN 成員（現稱為一般服務提供者）。這項變更使我們能夠專注於商業產業的成長，並使我們能夠向所有有興趣提供快速、無毒、無腐蝕性的 iHP 消毒技術的服務提供者提供產品，將我們自己定位為服務提供者，成為環境健康和安全服務的領導者。

We launched SteraMist Pro Certified program, a program available to all customers across various divisions, including notable names such as Merck and ServiceMaster. We anticipate by the end of 2025, this program will greatly enhance our referral database, promote the utilization of SteraMist products, facilitate expansion with current customers and educate all clientele on the proactive needs for effective disinfection and decontamination and many uses of SteraMist iHP.

我們推出了 SteraMist Pro 認證計劃，該計劃適用於各部門的所有客戶，包括默克和 ServiceMaster 等知名公司。我們預計到 2025 年底，該計劃將大大增強我們的推薦資料庫，促進 SteraMist 產品的利用，促進現有客戶的擴展，並教育所有客戶了解有效消毒和淨化的主動需求以及 SteraMist iHP 的多種用途。

We have completed studies on foot and mouth disease virus, is known as FMDV, and African swine fever with the Department of Homeland Security. This could be very timely, as some countries in the EU, specifically Hungary and Slovakia, is on high alert as they're dealing with the largest outbreak in 50 years of FMDV, foot and mouth disease virus. This is affecting cloven hooved animals like cattle, sheep, goats, pigs, thus requiring greater disinfection services and more stringent border control disinfection. Hungarian Prime Minister, Victor Orban said it couldn't be ruled out that the disease has been released in Hungary as a potential biological attack. We are contacting local authorities to offer help. If it turns out to be correct, we could be dealing with potential spread to other countries.

我們與國土安全部合作完成了對口蹄疫病毒（FMDV）和非洲豬瘟的研究。這可能非常及時，因為歐盟的一些國家，特別是匈牙利和斯洛伐克，正處於高度戒備狀態，因為他們正在應對 50 年來最大規模的口蹄疫病毒疫情。這影響了牛、羊、山羊、豬等偶蹄動物，因此需要加強消毒服務和更嚴格的邊境管制消毒。匈牙利總理維克多·奧爾班表示，不能排除這種疾病是在匈牙利作為潛在生物攻擊而釋放的。我們正在聯繫當地政府提供協助。如果結果證明是正確的，我們可能會面臨病毒向其他國家蔓延的風險。

We also continue to collaborate with the [AMI] to minimize emergency respond exposure to synthetic opioids, including fentanyl. And in 2024, we initiated studies on reducing bacterial counts on cannabis flowers with our partner, Sterile Grove, and a globally recognized company with decades of experience in the industry. Additionally, we are addressing mycotoxins, a critical initiative often overlooked in public health discussions.

我們也繼續與 [AMI] 合作，盡量減少緊急應變中接觸合成鴉片類藥物（包括芬太尼）的情況。2024 年，我們與合作夥伴 Sterile Grove 以及一家在該行業擁有數十年經驗的全球知名公司一起啟動了減少大麻花中細菌數量的研究。此外，我們正在解決黴菌毒素問題，這是公共衛生討論中經常被忽視的重要舉措。

In 2024, we significantly expanded our support services for customers offering a comprehensive range of options. From basic training to full validation packages, we are committed to keeping all services in-house, creating an additional revenue stream. Customers can choose from one or multiple service packages, totaling 10 distinct offerings to accompany their capital equipment purchases. Reminder that a full comprehensive validation service package starts at $30,000 for a standard full room area fogging. All our services typically offer clear revenue forecast, which is becoming evident in 2025.

2024 年，我們大幅擴展了客戶支援服務，提供了全面的選擇。從基礎培訓到完整的驗證包，我們致力於將所有服務保留在內部，以創造額外的收入來源。客戶可以從一個或多個服務包中進行選擇，總共有 10 種不同的產品可以配合他們的資本設備購買。提醒您，標準全室區域噴霧的全套綜合驗證服務套餐起價為 30,000 美元。我們所有的服務通常都提供明確的收入預測，這將在 2025 年變得顯而易見。

We are excited to announce several notable clients in 2024. This includes government entities like NASA, esteemed universities such as Tuks University of Toronto, Michigan State, Oregon State, University of Pennsylvania. We are also partnering with leading 503B compounding pharmacies, CDMOs and laboratories like Aveva Drug Delivery, also known as DifGen Pharmaceuticals, Bionova Scientific, Dinmacus, Nevelup Therapeutics and LabCorp. Additionally, we welcome Zotis, the world's largest producer of medicine and vaccinations for pets and livestock; Edgewell Personal Care in consumer care, Nationwide Organ Recovery Transplant Alliance or NORA, an organ and tissue transportation company; Sensent Technologies in food and beverage; and added a well-known nationwide service provider, Prumverite.

我們很高興地宣布 2024 年將有幾位值得關注的客戶。其中包括美國國家航空暨太空總署等政府實體，以及多倫多大學、密西根州立大學、俄勒岡州立大學、賓州大學等知名大學。我們也與領先的 503B 複方藥房、CDMO 和實驗室合作，例如 Aveva Drug Delivery（也稱為 DifGen Pharmaceuticals）、Bionova Scientific、Dinmacus、Nevelup Therapeutics 和 LabCorp。此外，我們也迎來了全球最大的寵物和牲畜藥品和疫苗生產商 Zotis、消費者護理領域的 Edgewell Personal Care、器官和組織運輸公司 Nationwide Organ Recovery Transplant Alliance（簡稱 NORA）、食品和飲料領域的 Sensent Technologies；並新增了全國知名服務提供商 Prumverite。

On a GAAP basis, we achieved a 5% year over year revenue growth. Importantly, while ordering expenses rose, we reduced costs across the organization in 2024, which puts us in a stronger position to reach sustained profitability going forward. R&D expenses were reduced by 41%. Advertising and sales commissions were reduced by 17% and consulting expenses were reduced by 20%. Cash flow for 2024 was lower than desired. However, we anticipate improved collections in 2025 due to better execution and timing of progress payments.

根據 GAAP 標準，我們的營收年增了 5%。重要的是，雖然訂購費用上升，但我們在 2024 年降低了整個組織的成本，這使我們在未來實現持續盈利的潛力更大。研發費用減少了41%。廣告和銷售佣金減少了17%，諮詢費用減少了20%。2024 年的現金流低於預期。然而，由於進度付款的執行和時間表更加合理，我們預計 2025 年的收款情況將有所改善。

Our priority is to operate the company as efficiently as possible, and we are currently reviewing candidates for a permanent CFO position. I also want to thank Nick Jennings for his contributions and assistance as an Interim CFO while we seek a qualified candidate to maximize our long-term potential and deliver the best value for all involved with TOMI. We achieved positive cash flow in Q3, driven by stronger accounts receivable turnover and tighter expenditure management. And we are laser-focused on returning to sustainable positive cash flow as soon as possible.

我們的首要任務是盡可能有效率地營運公司，目前正在審查永久財務長職位的候選人。我還要感謝尼克詹寧斯 (Nick Jennings) 作為臨時財務長所做的貢獻和幫助，我們正在尋找一位合格的候選人來最大限度地發揮我們的長期潛力，並為所有參與 TOMI 的人提供最佳價值。受應收帳款週轉率提高和支出管理收緊的推動，我們在第三季度實現了正現金流。我們致力於盡快恢復可持續的正現金流。

I'll now provide a brief overview of our financial results for the full year 2024 compared to the prior year period, also a table reconciling non-GAAP to the appropriate GAAP financial measures is included with today's press release. Our GAAP revenue rose to $7,739,000 in 2024. That was up from $7,355,000 in 2023, driven by increased demand for our mobile systems and higher iHP Corporate Service revenue. Non-GAAP revenue was approximately $8 million, reflecting nearly a 6% increase over 2023.

我現在將簡要概述我們 2024 年全年的財務表現與去年同期的比較，今天的新聞稿中還附有非 GAAP 與適當的 GAAP 財務指標的對照表。2024 年，我們的 GAAP 收入增至 7,739,000 美元。這一數字高於 2023 年的 7,355,000 美元，這得益於我們行動系統需求的增加以及 iHP 企業服務收入的增加。非公認會計準則收入約 800 萬美元，比 2023 年成長近 6%。

The difference between GAAP and non-GAAP revenue in 2024 was primarily attributed to the allowance for some returns in sales. It's also important to note, the $8 million in non-GAAP revenue was net of the three orders that we returned in the fourth quarter, which contributed to lower reported revenue. These customers remain in contact with us. The returns were due to changes in the scope of use, and we chose to accommodate our customers. One such accommodation has always proven to be a wise decision, as we recently received in order for $180,000, which was about $70,000 above the original scope of work previously ordered in 2024.

2024 年 GAAP 和非 GAAP 收入之間的差異主要歸因於銷售中的部分退貨準備。還需要注意的是，800 萬美元的非公認會計準則收入是扣除我們在第四季度退回的三份訂單後的淨額，這導致報告收入下降。這些客戶仍與我們保持聯繫。退貨是由於使用範圍的變化，我們選擇遷就客戶。事實證明，這樣的安排總是一個明智的決定，因為我們最近收到了 18 萬美元的訂單，比之前在 2024 年訂購的原始工作範圍高出約 7 萬美元。

Our mobile equipment sales totaled approximately $3.8 million in 2024, reflecting a 23% growth compared to 2023. Our service generated around $2 million, a 23% increase from the previous year. BIT Solution sales reached approximately $900,000, marking 9% growth. Additionally, support and maintenance for current customers saw a notable 28% increase, indicating that customers are using our equipment more frequently for regular operations. Non-GAAP gross margins were 60% compared to 59% in the prior year. Our GAAP gross profit was 46%, down from 58%, primarily due to the increase in our inventory reserves. It's worth noting that our fully assembled equipment really has no in life to it, and we consider ourselves an emergency service provider.

2024 年，我們的行動裝置銷售總額約為 380 萬美元，與 2023 年相比成長 23%。我們的服務創造了約 200 萬美元的收入，比前一年增長了 23%。BIT Solution 的銷售額達到約 90 萬美元，成長 9%。此外，對現有客戶的支援和維護顯著增加了 28%，這表明客戶在常規操作中更頻繁地使用我們的設備。非公認會計準則毛利率為 60%，去年同期為 59%。我們的 GAAP 毛利從 58% 下降為 46%，主要原因是我們的庫存儲備增加。值得注意的是，我們完全組裝的設備實際上沒有任何生命力，我們認為自己是緊急服務提供者。

GAAP operating loss was $4,105,000 compared to $3,349,000 in the prior year. Non-GAAP operating loss was $1,678,000 compared to $2,785,000 in the prior year. GAAP net loss was $4,477,000 or $0.22 per basic and diluted share compared to $3,403,000 or $0.17 per basic and diluted share. Non-GAAP non-loss was $2,050,000 or $0.10 per basic and diluted share compared to $2,838,000 or $0.14 per basic and diluted share in the prior year.

依照美國通用會計準則 (GAAP) 計算的營業虧損為 4,105,000 美元，而去年同期為 3,349,000 美元。非公認會計準則營業虧損為 1,678,000 美元，去年同期為 2,785,000 美元。以美國通用會計準則 (GAAP) 計算，淨虧損為 4,477,000 美元，即每股基本虧損和稀釋虧損均為 0.22 美元，而去年同期為 3,403,000 美元，即每股基本虧損和稀釋虧損均為 0.17 美元。非公認會計準則非虧損為 2,050,000 美元或每股基本虧損和稀釋虧損分別為 0.10 美元和 0.14 美元，而去年同期的非虧損為 2,838,000 美元或每股基本虧損和稀釋虧損分別為 0.14 美元和 0.14 美元。

As of December 31, 2024, cash and cash equivalents stood at approximately $665,000 with a working capital of $3.8 million and shareholder equity of $4 million. Looking to 2025, we plan to continue to nurture our pipeline of CES hybrid and SIS sales, enhance our sales infrastructure by establishing new distribution channels, recruit independent representatives, and most importantly, bringing in qualified business developers to manage our growing customer base and support new sales, positively impacting our revenue in 2025 and beyond, ideally at a faster pace than in 2024.

截至 2024 年 12 月 31 日，現金及現金等價物約為 66.5 萬美元，營運資金為 380 萬美元，股東權益為 400 萬美元。展望2025年，我們計劃繼續培育我們的CES混合和SIS銷售管道，透過建立新的分銷管道增強我們的銷售基礎設施，招募獨立代表，最重要的是，引進合格的業務開發人員來管理我們不斷增長的客戶群並支持新的銷售，對我們2025年及以後的收入產生積極影響，理想情況下增長速度比2024年更快。

TOMI has initiated a project with a major corporation focused on decontamination of heart monitoring devices. This initiative underscores our strengthened relationship with OEMs and showcases the capabilities of our SIS product offerings. Additionally, it aligns with our commitment to advancing health care initiatives and meeting regulatory requirements for medical devices, representing another significant market opportunity. This order received this year is valued at approximately $288,000. We are still in the early stages of addressing ethylene oxide.

TOMI 與一家大型公司啟動了一個專注於心臟監測設備淨化的計畫。這項措施強調了我們與 OEM 之間加強的關係，並展示了我們的 SIS 產品的功能。此外，它符合我們推動醫療保健計劃和滿足醫療器材監管要求的承諾，代表著另一個重要的市場機會。今年收到的這份訂單價值約為288,000美元。我們仍處於解決環氧乙烷問題的早期階段。

Our SIS and OEM partnerships developed in 2024 may facilitate the transition away from this highly toxic chemical. With global monitoring of ETH as a potential threat, industries, especially in food safety, are actively seeking alternatives.

我們於 2024 年建立的 SIS 和 OEM 合作夥伴關係可能有助於擺脫這種劇毒化學物質。由於全球監控將 ETH 視為潛在威脅，各行各業，尤其是食品安全產業，正在積極尋求替代方案。

The European Union has already banned ethylene oxide in certain applications. We have already collaborated with some partners on trial runs as a replacement for ethylene oxide, supporting the shift away from this and other sterilization methods in the medical device industry. We have already expanded into a new market in 2025 with algae feed, addressing protozoan, ciliate contamination. We aim to explore further expansion opportunities this year with them and other partners in the agricultural sector. We are exploring a partnership at the University of Iowa again to gather statistical data on SteraMist iHP's effectiveness against Cores, which we know we can eliminate. But we always aim to expand our study publications with customers.

歐盟已經禁止在某些應用中使用環氧乙烷。我們已經與一些合作夥伴合作，試運行環氧乙烷的替代品，支持醫療器材產業從這種和其他滅菌方法的轉變。我們在 2025 年拓展到藻類飼料的新市場，解決原生動物和纖毛蟲污染問題。我們計劃今年與他們以及農業領域的其他合作夥伴一起探索進一步的擴張機會。我們正在與愛荷華大學再次探討合作，以收集有關 SteraMist iHP 對抗核心的有效性的統計數據，我們知道我們可以消除核心。但我們始終致力於與客戶一起擴大我們的研究出版物。

We will continue to seek out strong global partners in 2025, focused on rebuilding our brand in Panama, Nigeria and Israel with new partners, as well as establishing an additional relationship in Australia and adding distributors in Costa Rica and Brazil. We will continue to build on positive trend in BIT Solution sales, which is already demonstrating a 200% increase year-to-date compared to the same period last year, a growth that is organic and not driven by contract demands or unnecessary bulk purchases. We will continue to build on positive trends in iHP Corporate Service deployment, which currently maintains a $1 million pipeline with open proposals for 2025.

2025 年，我們將繼續尋找強大的全球合作夥伴，重點是與新合作夥伴在巴拿馬、奈及利亞和以色列重建我們的品牌，並在澳洲建立額外的關係，並在哥斯達黎加和巴西增加分銷商。我們將繼續保持 BIT 解決方案銷售的積極趨勢，與去年同期相比，今年迄今為止的銷售成長已經達到 200%，這種成長是有機的，而不是由合約需求或不必要的批量購買推動的。我們將繼續鞏固 iHP 企業服務部署的正面趨勢，目前該服務擁有 100 萬美元的資金儲備，並已為 2025 年提交了開放提案。

We will continue to play a role in restoring structures impacted by smoke and hazardous particulates during the California wildfires through our service providers. We will also continue to support the food safety industry by identifying ways that SteraMist iHP can address the significant needs within this fast market. Continue to achieve compliance, recognition and validation by third vendor management and compliance management platforms such as Aveta, HighWire, ISN Net World. This will hopefully lead to new avenues for TOMI to engage with broader network of industry leaders and shows our customers TOMI is a culture of continuous improvement, enhancing its service and integration offering and staying ahead of evolving industry standards.

我們將繼續透過我們的服務提供者，在加州野火期間恢復受煙霧和有害顆粒影響的建築物。我們也將繼續支持食品安全產業，尋找 SteraMist iHP 能夠滿足這一快速市場中巨大需求的方法。繼續獲得 Aveta、HighWire、ISN Net World 等第三方供應商管理和合規管理平台的合規性、認可和驗證。這有望為 TOMI 開闢新的途徑，與更廣泛的行業領袖網絡進行接觸，並向我們的客戶展示 TOMI 持續改進的文化，增強其服務和整合產品，並保持領先於不斷發展的行業標準。

We will continue to uphold our strong portfolio of intellectual properties, which include over 25 utility and design patents worldwide extending to 2038, along with 32 design patents and more than 200 trademarks to trademark applications globally. As we continue to exceed seek acceptance for additional 1% hydrogen peroxide label with the EPA for direct food applications, we are also actively pursuing a separate label that incorporates the reference FMDV and African swine fever studies completed in 2024.

我們將繼續維護我們強大的智慧財產權組合，其中包括全球範圍內超過 25 項實用和設計專利（有效期至 2038 年），以及 32 項設計專利和全球範圍內超過 200 個商標申請。隨著我們繼續向美國環保署尋求批准將額外的 1% 過氧化氫標籤用於直接食品，我們也在積極尋求一個單獨的標籤，該標籤包含 2024 年完成的參考 FMDV 和非洲豬瘟研究。

Additionally, we are working on obtaining a distinct EPA label to support growth within the cannabis and food safety industries. We have already taken steps to prepare for potential price increases in manufacturing or equipment due to tariffs by collaborating with our partners to share the cost of goods rather than absorbing it entirely.

此外，我們正在努力獲得獨特的 EPA 標籤，以支持大麻和食品安全產業的發展。我們已經採取措施，與合作夥伴合作分擔商品成本，而不是完全吸收，為關稅導致的製造業或設備價格可能上漲做好準備。

Additionally, we are closely monitoring our current customer base that relies on government grant funding to use our equipment, including in the field of oxidation for the use of biofuels. The versatility of our technology and the diverse industries we serve is an important factor. Even in one or two sectors experienced slowdowns, others typically see growth. For instance, our commercial division experienced significant expansion in 2020. Our goal is to sustain growth across all sectors. And with our current offerings, both equipment and services alongside growth in business development, preparing new and maintaining current registrations and intellectual property, building our project management and engineering departments, we can make a meaningful impact for years to come.

此外，我們正在密切關注依靠政府補助資金使用我們設備的現有客戶群，包括在生物燃料氧化領域的客戶。我們的技術的多功能性和我們所服務的行業的多樣性是一個重要因素。即使有一兩個行業經歷了成長放緩，其他行業通常也會出現成長。例如，我們的商業部門在 2020 年經歷了顯著擴張。我們的目標是維持所有領域的成長。憑藉我們目前提供的設備和服務以及業務發展的成長、準備新的和維護現有的註冊和智慧財產權、建立我們的專案管理和工程部門，我們可以在未來幾年產生有意義的影響。

The SteraMist Pro Certified program available to all clients across all industries and countries will empower the usage of SteraMist iHP and educated uses on proper cleaning practices. Earlier this year, we started a strong marketing initiative and have developed comprehensive training courses. Furthermore, we plan on partnering with third-party vendors to offer related accessories like monitoring devices and air scrubbers to enhance cleaning protocols. We anticipate this program to grow in membership in 2026.

SteraMist Pro 認證計畫適用於所有行業和國家的所有客戶，該計畫將增強 SteraMist iHP 的使用能力，並指導使用者進行正確的清潔實踐。今年早些時候，我們啟動了強有力的行銷計劃，並開發了全面的培訓課程。此外，我們計劃與第三方供應商合作，提供監控設備和空氣洗滌器等相關配件，以加強清潔規程。我們預計到 2026 年該計劃的會員數量將會成長。

The company has made substantial progress in laying the groundwork for future success, and we plan to keep capturing the significant market opportunities before us, leveraging our razor/razor blade model with increasing high-margin BIT Solution and delivering consistent and growing profitability to our shareholders.

公司在為未來成功奠定基礎方面取得了實質性進展，我們計劃繼續抓住眼前的重大市場機遇，利用我們的剃須刀/剃須刀片模型和不斷增長的高利潤 BIT 解決方案，為股東提供持續增長的盈利能力。

Date invoiced and open bookings for 2025 total approximately $3.2 million. As mentioned earlier, we have observed positive trends in our BIT solution and iHP Corporate Service revenues. We look forward to showcasing these trends in our customer and integrated projects along with our support service figures throughout the year and beyond.

2025 年的發票日期和開放預訂總額約為 320 萬美元。如前所述，我們觀察到 BIT 解決方案和 iHP 企業服務收入呈現正向趨勢。我們期待在全年及以後的客戶和綜合項目中展示這些趨勢以及我們的支援服務數據。

SteraMist iHP is transformative technology, serves four critical industries supporting everything from a routine cleaning and complex clean room decontamination to patient health care environments, biohazard management and border control operations, as well as in an educational platform. Our network of domestic international service providers is vital in advancing the mission and expanding our impact across diverse markets for iHP.

SteraMist iHP 是一項變革性技術，服務於四個關鍵產業，支援從常規清潔和複雜的無塵室淨化到病患醫療保健環境、生物危害管理和邊境管製作業的一切，以及教育平台。我們的國內國際服務供應商網路對於推動 iHP 的使命和擴大我們在不同市場的影響力至關重要。

I want to thank my team. I want to thank E.J. and everybody involved from an administrative end from TOMI. And I'll now open the call for questions. Thank you.

我要感謝我的團隊。我要感謝 E.J. 以及 TOMI 所有行政方面參與的人員。現在我開始回答問題。謝謝。

(Operator Instructions)

（操作員指示）

[Martin Dayal], HC Wainwright.

[馬丁·戴亞爾]，HC溫賴特。

(inaudible).

（聽不清楚）。

I can't hear the question, Martin.

我聽不見你的問題，馬丁。

Thanks for your bad connection. Maybe to the next caller?

感謝您的連線不佳。也許是下一個打電話的人？

(Operator Instructions)

（操作員指示）

Todd Felte, StoneX Wealth Management.

托德費爾特 (Todd Felte)，StoneX 財富管理公司。

Congratulations on a good and productive year in the recent contract wins. I know you spoke about some of your revenue backlog. Are you able to give any guidance for revenues this year? And I know earnings per share is affected by a lot of things, about maybe some margin information?

恭喜您在最近贏得的合約中取得了良好且富有成效的一年。我知道您談到了部分收入積壓問題。您能對今年的收入給予任何指導嗎？我知道每股盈餘受到很多因素的影響，也許是一些利潤資訊？

Well, I think, Todd, I think the margins should remain around what they've been. And Nick, is that correct?

嗯，托德，我認為利潤率應該保持在原來的水平。尼克，這是正確的嗎？

Yes.

是的。

As far as guidance, E.J., you want to talk about what we have going to the rest of '25?

至於指導，E.J.，你想談談我們對 25 年剩餘時間的計劃嗎？

Sure. As stated on the script, a lot of our goals and initiatives around this SIS strategy, which is a good mix and counterpart to our CES. So it's starting to happen is we're able to build the pipeline based on the deliverables of these projects on both the equipment end and the servicing that occurs thereafter. So we started this year with about four between the CES and SIS big wins that we're working with our OEMs on the chamber part and will be delivered throughout the year up until the end on the last end of the deliverable, which is our servicing. So that's starting to build. And we expect additional wins to follow that and keep going throughout the year, moving into 2026.

當然。正如腳本中所述，我們的許多目標和舉措都圍繞著這個 SIS 策略，這與我們的 CES 形成了良好的結合和對應。因此，我們開始能夠根據這些專案的可交付成果在設備端和隨後的服務端建置管道。因此，我們今年在 CES 和 SIS 上獲得了大約四項重大勝利，我們正在與我們的 OEM 就腔室部分進行合作，並將在全年交付，直到交付的最後階段，也就是我們的服務。所以這就開始建構了。我們期望接下來能取得更多勝利，並持續到 2026 年。

Okay. And as you progress forward and get more and more of these contract wins, do you expect your razor/razor blade model margins to be improved and your margins on the BIT Solution to further increase?

好的。隨著你們不斷進步並贏得越來越多的合同，你是否預計你們的剃須刀/剃須刀片模型利潤率會提高，並且 BIT 解決方案的利潤率會進一步增加？

Yes, absolutely. And even this year, that alone on BIT Solution, it's a good mix between our gallons, which support our mobile units and our build-ins with -- and the 55-gallon drums, which support our building and customs. So we're starting to see a good mix across all the solution offerings.

是的，絕對是。甚至在今年，僅在 BIT 解決方案上，我們的加侖（支持我們的移動單元和內置裝置）和 55 加侖桶（支持我們的建築和習俗）之間就存在著良好的組合。因此，我們開始看到所有解決方案產品的良好組合。

Okay. And I know the Kennedy Johnson Space Center win was a big one for you guys. Are you making any other inroads for government contracts? Or can some of those expand and become much larger?

好的。我知道肯尼迪約翰遜航天中心的勝利對你們來說意義重大。您是否正在為政府合約採取其他措施？或者其中一些可以擴大並變得更大嗎？

Absolutely can. We're definitely striving towards that, marketing specific to them under (inaudible) brand and announced it's going to be a good referral for that, and they're willing to work with us on it, which is nice.

絕對可以。我們絕對會努力實現這一目標，以 (聽不清楚) 品牌針對他們進行行銷，並宣布這將是一個很好的推薦，他們願意與我們合作，這很好。

John Nelson, private investor.

約翰·尼爾森，私人投資者。

And the first question is, do you expect any ramifications from the tariff situation to impact your company?

第一個問題是，您預期關稅狀況會對貴公司產生什麼影響嗎？

I don't think so. We haven't, and we are making some deals with keeping prices the way they are. Again, tariffs are unknown, and it's obviously a very hot topic, and it's a very fluid situation. So if they do, we'll go ahead and make an announcement for such. But at the moment, we're not.

我不這麼認為。我們沒有，我們正在達成一些協議以保持價格不變。再說一次，關稅是未知的，這顯然是一個非常熱門的話題，而且情況非常不穩定。如果他們這樣做，我們就會繼續發佈公告。但目前我們還沒有。

Okay. You have an amazing list of opportunities for 2025 that you've listed in pretty good detail. The -- is the cash level of -- at the end of the year, adequate to address these opportunities?

好的。您列出了一份令人驚嘆的 2025 年機會清單，並且列舉得非常詳細。到年底，現金水準是否足以應付這些機會？

Well, we're looking to do a raise that we listed in the K, which just came out. So with the raise and our current book of business, along with the cash we have and the existing accounts receivable, we think we will have no problem.

好吧，我們希望按照剛發布的 K 中列出的標準進行加薪。因此，有了加薪和我們目前的業務帳簿，以及我們擁有的現金和現有的應收帳款，我們認為我們不會遇到任何問題。

Okay. And I haven't seen the 10-K yet. What is the -- does it give an amount or a vehicle that you're...

好的。我還沒看過 10-K。什麼是——它給出了金額或車輛嗎？

It's similar to what we've raised a couple of years ago with the convertible note, 12%, about $3 million, $3.5 million.

這與我們幾年前透過可轉換票據籌集的資金類似，12%，約 300 萬美元、350 萬美元。

Okay. Then let's see. I was also going to ask you if you had investigated establishing a credit line. But if you've got the cash lined up, that kind of negates that. Is the scope of the -- you mentioned the three orders that were returned. Was that just due to a project getting canceled? Or can you provide any more details on that? And I mean it sounds like a very unusual onetime event.

好的。那就拭目以待吧。我還想問您是否調查過建立信用額度。但如果你已經準備好現金，那麼這種情況就不存在了。是您提到的被退回的三份訂單的範圍嗎？那隻是因為專案被取消了嗎？或者您能提供更多有關該問題的詳細資訊嗎？我的意思是，這聽起來像是一個非常不尋常的一次性事件。

It absolutely was. We've had no returns to date this year, and it just seemed as if there were some clients that we think very highly of that learned a little bit more about our technology, and we wanted to go ahead and accommodate them. And one other had to do with the federal grant that was removed or pulled and prior to it at that year. So we're comfortable. I mean, we had to make accounting -- GAAP accounting policies in the K, as you'll see, and we did what we had to do.

絕對是。今年到目前為止我們還沒有收到任何回報，只是似乎有一些我們非常重視的客戶對我們的技術有了更多的了解，我們想繼續滿足他們的需求。另一項與當年取消或撤銷的聯邦撥款有關。所以我們很舒服。我的意思是，我們必須制定會計——K 中的 GAAP 會計政策，正如你所看到的，我們做了我們必須做的事情。

Okay. And any sense of -- you had mentioned the -- again, you have divested in the past about the FDA and the 1% solution for treating produce and other food products is -- do you have any sense as to how close we might be on any kind of ruling for that? I mean would you expect some kind of either confirmation or negation this year? Coming in 2025?

好的。您曾經提到過——您過去曾放棄過有關 FDA 和 1% 解決方案來處理農產品和其他食品的想法——您是否知道我們距離對此做出任何裁決還有多遠？我的意思是，您是否期待今年會出現某種形式的確認或否定？2025 年上市？

Hard to say at the moment because of the administration and all the new changes within the various regulatory agencies like the EPA and the FDA. So I don't want to -- I'll have to -- I hate using the term circle back, but I have to circle back on that.

由於政府以及 EPA 和 FDA 等各個監管機構內部的所有新變化，目前很難說。所以我不想——我必須——我討厭使用「繞回來」這個詞，但我必須繞回來。

Okay. And have there been any further modifications in SteraPak? Or have you kind of reached a stage where that's kind of the -- you've reached your gold standard for the SteraPak and that's what you're basically going to continue to market without the need for any adaptations? Or are there adaptations that are --

好的。SteraPak 還有其他修改嗎？或者您已經達到了某種階段，即您已經達到了 SteraPak 的黃金標準，並且您基本上將繼續推銷該產品而不需要進行任何調整？或有適應性--

No, at the moment, we're marketing the SteraPak, it's fairly simple, and it's fairly inexpensive. We are considering doing some upgrades to our surface units and software basis. So we're always going ahead and keeping our inventory up to date and ready to be sold.

不，目前，我們正在行銷 SteraPak，它相當簡單，而且相當便宜。我們正在考慮對我們的地面部隊和軟體基礎進行一些升級。因此，我們始終保持庫存最新，隨時準備出售。

Okay. And just one last comment. The -- I think the growth of your product has always been a matter of gaining awareness throughout the various potential markets. And it sounds like you really are making huge progress on that over the last year and especially over the last quarter. So congrats on that, and onward and upward.

好的。最後再說一句。我認為，產品的成長始終取決於在各個潛在市場中獲得認知度。聽起來，在過去的一年裡，特別是上個季度，你們確實在這方面取得了巨大的進展。對此我們表示祝賀，並繼續前進。

Yeah, that definitely and -- congratulations, E.J.

是的，那絕對是－－恭喜你，E.J.

Thank you. Thanks, E.J. and Nick too for filling in.

謝謝。也感謝 E.J. 和 Nick 的補充。

Thank you. And thank you to everybody on the team. Appreciate it, John. Thank you.

謝謝。並感謝團隊中的每個人。非常感謝，約翰。謝謝。

Welcome. That's it for me.

歡迎。對我來說就是這樣。

We have reached the end of the question-and-answer session. And I will now turn the call over to management for closing remarks.

問答環節已結束。現在我將把電話轉給管理階層，請他們發表結束語。

Well, I just want to thank everybody for hanging in and for listening to the call, and look forward to the future and in this company continuing to stride in the direction that we just announced on the call. So have a wonderful day, morning, wherever you are, evening. And we'll keep in touch.

好吧，我只想感謝大家的耐心等待和聆聽電話會議，並期待未來以及公司繼續朝著我們剛剛在電話會議上宣布的方向邁進。所以，祝您有美好的一天，無論早晨，無論身在何處，無論晚上。我們會保持聯繫。

This concludes today's conference, and you may disconnect your lines at this time. Thank you for your participation.

今天的會議到此結束，大家可以斷開連線了。感謝您的參與。