TOMI Environmental Solutions Inc (TOMZ) 2025 Q1 法說會逐字稿

Welcome to the TOMI Environmental Solutions Inc., first-quarter 2025 financial results conference call. (Operator Instructions) Please note this conference is being recorded.

歡迎參加 TOMI Environmental Solutions Inc. 2025 年第一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, Roslyn Christian from IMS Investor Relations. You may begin.

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

Thank you, operator, and thank you for joining us today for the TOMI Environmental Solutions investor update conference call. On today's call is TOMI's CEO and Chairman of the Board, Dr. Halden Shane; E.J. Shane, TOMI's Chief Operating Officer; and Nick Jennings, Interim CFO.

謝謝接線員，也感謝您今天參加 TOMI 環境解決方案投資者更新電話會議。參加今天電話會議的有 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。

A telephone replay of today's call will be available through May 22, 2025, the details of which are included in the company's press release dated May 8, 2025. A webcast replay will also be available at TOMI's website, www.tomimist.com.

今天的電話會議重播將持續到 2025 年 5 月 22 日，詳情已包含在本公司 2025 年 5 月 8 日發布的新聞稿中。網路直播重播也將在 TOMI 的網站 www.tomimist.com 上提供。

Certain written and all 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 our 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和所有聲明可能構成 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我們的實際結果與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。

I will now turn the call over to TOMI's CEO and Chairman of the Board, Dr. Halden Shane.

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

Thank you, Roslyn, and good afternoon, everyone, and thank you for joining the TOMI Environmental earnings call. In this update, we will highlight the key developments since our recent report, which wasn't very long ago on the 2024 figures.

謝謝你，羅斯林，大家下午好，謝謝你們參加 TOMI 環境收益電話會議。在本次更新中，我們將重點介紹自不久前發布有關 2024 年數據的最新報告以來的主要發展。

Shared less than a month ago, we're excited to share that TOMI is making remarkable progress and is firmly committed to achieving success in 2025 as reflected by the numbers reported for the first quarter. I will also outline our plans for the remainder of the year. We are moving through the year with considerably stronger product line and distribution strategy.

不到一個月前，我們很高興地告訴大家，TOMI 正在取得顯著進展，並堅定地致力於在 2025 年取得成功，正如第一季報告的數據所反映的那樣。我還將概述我們今年剩餘時間的計劃。今年，我們的產品線和分銷策略將顯著增強。

We have new and diverse service offerings we launched in 2024 along with our innovative product line, the SIS-SA. Additionally, our recent collaborations with partners like PBSC announced on March 25, 2025, enable us to deliver customized iHP enclosures, chambers, and hatches directly to our customers.

我們於 2024 年推出了全新多元服務產品以及創新產品線 SIS-SA。此外，我們最近在 2025 年 3 月 25 日宣布與 PBSC 等合作夥伴建立合作，這使我們能夠直接向客戶提供客製化的 iHP 外殼、腔室和艙口。

In quarter one of 2025, we achieved a 42% increase in total sales compared to quarter one of 2024. With the upswing continuing into quarter two, the month of April has reflected a 21% increase in sales when compared to the same month last year. And year-to-date, we've experienced a 169% surge in BIT solution sales compared to the same period last year. That is on the back of 197% increase of solution sales for the first quarter of 2025 compared to 2024.

2025 年第一季度，我們的總銷售額與 2024 年第一季相比成長了 42%。隨著這種上升勢頭持續到第二季​​度，四月份的銷售額與去年同期相比增長了 21%。今年迄今為止，我們的 BIT 解決方案銷售額與去年同期相比成長了 169%。這是因為 2025 年第一季的解決方案銷售額與 2024 年相比成長了 197%。

We are optimistic about sustaining this momentum with a dedicated focus on our SteraMist integrated system, the SIS offerings, along with exciting new initiatives for our custom engineered system. To further sustain growth in our consumable BIT solution sales, we will continue to expand our customer outreach through targeted marketing initiatives and strategic partnerships. Additionally, we are committed to educating the market on crucial importance of protective disinfection through SteraMist Pro Certified program.

我們對保持這一勢頭充滿信心，我們將專注於我們的 SteraMist 整合系統、SIS 產品以及我們客製化工程系統的令人興奮的新舉措。為了進一步維持我們的消耗性 BIT 解決方案銷售的成長，我們將繼續透過有針對性的行銷計劃和策略合作夥伴關係來擴大我們的客戶範圍。此外，我們致力於透過 SteraMist Pro 認證計畫向市場宣傳保護性消毒的重要性。

In quarter one, we saw a significant increase in the use of our handheld devices. We welcomed several new customers, including a new division of the US Army, a Children's Hospital in Philadelphia, additional research universities, and quality service providers.

在第一季度，我們發現手持設備的使用量顯著增加。我們迎來了幾位新客戶，包括美國陸軍的一個新部門、費城的一家兒童醫院、其他研究型大學和優質服務提供者。

The use of SteraMist is expanding within the egg white manufacturing company I referred and referenced during our last call. This company has also established itself as a vulnerable, valuable, referral source to us in the food industry, and have provided us with essential procedures and protocols, enhancing our expertise in this segment.

在我上次通話中提到的蛋白製造公司中，SteraMist 的使用範圍正在擴大。該公司也已成為我們在食品行業的一個脆弱且有價值的推薦來源，並為我們提供了必要的程序和協議，增強了我們在這一領域的專業知識。

Notably, our partnership with Algafeed, which successfully tested site contamination, has opened a new aquaculture market for SteraMist iHP. In quarter one, two of our international distributors also added SteraMist products to their customer base.

值得注意的是，我們與 Algafeed 的合作成功測試了場地污染，為 SteraMist iHP 開闢了新的水產養殖市場。第一季度，我們的兩家國際經銷商也將 SteraMist 產品加入他們的客戶群。

A major highlight this quarter was the purchase of both surface units and stainless steel carts by an American Canadian eye health company valued at approximately $170,000. We are currently collaborating with them in their qualification procedures as they also acquired our validation service package, which we expect to complete in quarter two. We also expect this health product company to purchase a similar order for a separate location in the short term.

本季度的一大亮點是一家美國加拿大眼保健公司購買了表面裝置和不銹鋼推車，價值約 17 萬美元。我們目前正在與他們合作進行資格認證程序，因為他們也獲得了我們的驗證服務包，我們預計將在第二季完成。我們也預期這家保健品公司短期內會在單獨的地點購買類似的訂單。

We continue our work with a major corporation focused on decontaminating heart monitoring devices. This order valued at approximately $288,000 was received in quarter one with further committed orders in the amount of $45,000 to the project since our last call. We are currently in the manufacturing phase of the enclosures. Validation service related to this order is expected to be conducted in quarter three of this year.

我們繼續與一家專注於淨化心臟監測設備的大公司合作。該訂單價值約為 288,000 美元，是在第一季收到的，自上次通話以來，該項目又收到了價值 45,000 美元的承諾訂單。我們目前正處於外殼的製造階段。與該訂單相關的驗證服務預計將於今年第三季進行。

It's important to highlight at the end of 2024, we had an open sales log of approximately $877,000. By the end of quarter one or March 31 of this year, that figure has risen to $1.2 million and it currently stands at $1.6 million. This increased backlog is not only from our iHP corporate service plans, but is also a result of our expanded new service offerings that complement capital equipment purchases. This includes our new product offering in collaboration with partners for made-to-order iHP enclosure equipment and the wins of long-term project bids for our custom engineered system known as the CES.

值得強調的是，截至 2024 年底，我們的未結帳銷售記錄約為 877,000 美元。截至今年第一季末或 3 月 31 日，這一數字已上升至 120 萬美元，目前為 160 萬美元。積壓訂單的增加不僅源自於我們的 iHP 企業服務計劃，也是我們為補充資本設備採購而擴展的新服務產品的結果。這包括我們與合作夥伴合作推出的客製化 iHP 外殼設備新產品，以及我們客製化工程系統（稱為 CES）贏得的長期專案投標。

I will now provide a brief overview of our financial results for the first quarter of 2025 compared to the same period last year. Revenue increased to $1.577 million for the first quarter of 2025, which was up from $1.114 million in the first quarter of 2024, representing a 42% increase in sales driven by heightened demand for our BIT solution mobile systems, SIS, and increased revenue from iHP Corporate Services.

現在，我將簡要概述我們 2025 年第一季與去年同期相比的財務表現。2025 年第一季的營收從 2024 年第一季的 111.4 萬美元增至 157.7 萬美元，銷售額成長 42%，這得益於我們的 BIT 解決方案行動系統、SIS 的需求增加以及 iHP 企業服務收入的增加。

Our product-based revenues totaled $1 million in Q1 of 2025, reflecting a 35% growth compared to Q1 of 2024. Our service revenues generated $577,000, a 56% increase from the same prior-year period. BIT Solutions sales reached approximately $300,000, marking nearly a 200% increase from just over $100,000 in the first quarter of last year.

2025 年第一季度，我們的產品收入總計 100 萬美元，與 2024 年第一季相比成長了 35%。我們的服務收入為 577,000 美元，比去年同期成長 56%。BIT Solutions 的銷售額達到約 30 萬美元，比去年第一季的 10 萬美元成長了近 200%。

Additionally, technical support for existing customers' equipment continued to see a notable increase at 42%, indicating that our clients are utilizing our equipment more frequently for their regular operations. Our gross margin as a percentage of sales for the three months ended March 31, 2025, was 60.4% compared to 60.2% in the same prior-year period.

此外，對現有客戶設備的技術支援持續顯著成長 42%，這表明我們的客戶在日常營運中更頻繁地使用我們的設備。截至 2025 年 3 月 31 日的三個月，我們的毛利率佔銷售額的百分比為 60.4%，而去年同期為 60.2%。

Operating loss for the quarter was approximately $754,000, an improvement from the operating loss of $1.226 million in the same quarter last year. Our net loss was approximately $256,000, or $0.01 per basic and diluted share compared to $1.310 million, or 7% -- $0.07 loss per basic and diluted share in the prior year. That's really good.

本季營業虧損約 75.4 萬美元，較去年同期 122.6 萬美元的營業虧損有所改善。我們的淨虧損約為 256,000 美元，即每股基本虧損和稀釋虧損 0.01 美元，而去年同期為 131 萬美元，即 7%——每股基本虧損和稀釋虧損 0.07 美元。那真的很好。

As of March 31, 2025, our financial position consists of cash and cash equivalents of approximately $674,000, working capital of $3.8 million, and shareholder equity of $3.8 million.

截至 2025 年 3 月 31 日，我們的財務狀況包括現金及現金等價物約 67.4 萬美元、營運資金 380 萬美元及股東權益 380 萬美元。

We are very focused on prudently managing our working capital. We have made progress on our accounts payable, particularly subsequent to the close of the quarter. Our accounts payable stands at approximately $700,000, lower than the $1.7 million reported for quarter one 2025, which puts us in a good position to exit quarter two with similar cash positions to quarter one.

我們非常注重審慎管理我們的營運資金。我們在應付帳款方面取得了進展，特別是在本季結束後。我們的應付帳款約為 70 萬美元，低於 2025 年第一季報告的 170 萬美元，這使我們能夠在第二季結束時保持與第一季相似的現金狀況。

As mentioned, we anticipate a positive trend in sales throughout the year for BIT solution, equipment services, and custom designs. Quarter two has begun on a strong note, highlighted by other significant wins for our SIS platform, totaling over $180,000 for a university, further device purchases by our egg white manufacturing customer, and the USDA's increased usage of SteraMist. Additionally, we have a promising opportunity with the service provider franchise.

如上所述，我們預計全年 BIT 解決方案、設備服務和客製化設計的銷售將呈現正面趨勢。第二季開局強勁，我們的 SIS 平台取得了其他重大勝利，為一所大學提供了總計超過 180,000 美元的資金，我們的蛋清製造客戶進一步購買了設備，並且美國農業部增加了對 SteraMist 的使用。此外，我們在服務提供者特許經營方面也擁有良好的發展機會。

In quarter one, we welcomed one group from Middle Tennessee, followed by two additional providers from this franchise this current quarter. While still in the early stages of development, we are scheduled to meet with franchise teams next week regarding our SteraPak. We will keep you updated on these developments, but it's encouraging to see that our targeted marketing initiatives and strategic partnerships are beginning to yield results.

在第一季度，我們迎來了來自中田納西州的一個團體，本季又迎來了來自該特許經營店的另外兩家供應商。雖然仍處於開發的早期階段，但我們計劃下週與特許經營團隊會面討論我們的 SteraPak。我們將隨時向您通報這些進展，但令人鼓舞的是，我們的有針對性的行銷計劃和策略合作夥伴關係開始取得成果。

With the recent launch of the SIS platform, the arrangement of our custom systems can become a bit complex. To ensure everyone is on the same page, I would like to take this opportunity to clarify our status regarding the three offerings that can be classified as custom or made-to-order to some extent, the custom engineered system, or CES, the Hybrid and the SteraMist Integrated System or SIS.

隨著最近 SIS 平台的推出，我們的客製化系統的安排變得有點複雜。為了確保每個人都了解情況，我想藉此機會澄清一下我們對這三種產品的狀態，這三種產品在某種程度上可以歸類為定製或按訂單生產，即定制工程系統或 CES、混合系統和 SteraMist 集成系統或 SIS。

We currently have eight active fully operational custom engineered systems, including the previously announced two systems for Merck, and we anticipate their bid solution orders in the second half of the year. Additionally, we are in negotiations to install the hybrid at another building on the Merck campus with an estimated value of approximately $300,000.

我們目前擁有八個活躍且全面運作的客製化工程系統，包括先前宣布的兩組默克系統，我們預計他們的投標解決方案訂單將在今年下半年到來。此外，我們正在商談在默克園區的另一棟建築中安裝混合動力汽車，估計價值約 30 萬美元。

Although the timeline for implementation is still being determined, we are at various stages with four purchase bids for CES systems either already accounted for in revenue or in open bookings. Regarding the full pipeline reported during our last call, we are actively negotiating $2 million among five potential orders for our CES.

儘管實施時間表仍有待確定，但我們目前處於不同階段，其中四個 CES 系統採購投標已計入收入或已在開放預訂中。關於我們上次電話會議中報告的全部內容，我們正在積極協商 CES 的五個潛在訂單中的 200 萬美元。

We are routinely discussing specifications with these five and are highly optimistic about securing these wins. The hybrid currently include two fully installed and operational units. Our initial hybrid previously referred to as a modified environment system has been in use for the past three years, and this customer consistently purchases approximately $50,000 worth of this solution annually.

我們定期與這五家公司討論規格，並對確保這些勝利非常樂觀。混合動力車目前包括兩個完全安裝並運行的裝置。我們最初的混合系統（以前稱為改良環境系統）已經使用了三年，而該客戶每年持續購買價值約 50,000 美元的該解決方案。

The second system is just getting started, while the third is in the final stages of customer internal approval. We are actively engaging with seven different opportunities for the hybrid, each with varying time lines. It's important to note that this product offering is dependent on and frequently changes during the negotiation process. Otherwise, these companies would likely opt for our CES.

第二個系統剛開始運行，第三個系統正處於客戶內部審核的最後階段。我們正在積極探索混合的七種不同機會，每種機會都有不同的時間表。值得注意的是，該產品的供應依賴於談判過程，談判過程會經常改變。否則，這些公司可能會選擇我們的 CES。

As such, it is challenging to provide a precise estimate for the expected outcomes for some of these opportunities and current bids range from approximately $150,000 to $800,000. The SIS platform can be complex as it may involve a combination of efforts with the new partners we've discussed over the past few quarters. These could entail providing a fully enclosed system utilizing our technology or simply the purchase of our capital mobile equipment.

因此，對於其中一些機會的預期結果，很難提供準確的估計，目前的出價範圍約為 150,000 美元至 800,000 美元。SIS 平台可能很複雜，因為它可能涉及我們在過去幾季討論過的新合作夥伴的共同努力。這些可能包括利用我們的技術提供一個完全封閉的系統，或僅僅購買我們的資本移動設備。

The SIS-SA, along with accompanying services we now provide. Currently, we have two installed and operational SIS systems with one more awaiting the completion of our customers' internal processes, estimated for completion by the end of the year. Additionally, we have five systems pending, either waiting for enclosures to be manufactured or for services from TOMI to be scheduled according to customer time lines.

SIS-SA，以及我們現在提供的配套服務。目前，我們已經安裝並運行了兩個 SIS 系統，還有一個等待客戶內部流程的完成，預計今年年底完成。此外，我們還有五個系統待處理，要么等待外殼製造，要么等待 TOMI 根據客戶時間表安排服務。

The pipeline for SIS and SIS-SA has shown substantial potential since its recent launch. Although still early to provide concrete numbers with confidence, the five already accounted for in either sales or backlogs equate to approximately $950,000. TOMI anticipates this to be a game changer for our brand, keeping pace with industry advancements.

SIS 和 SIS-SA 管道自最近啟動以來已顯示出巨大的潛力。儘管現在提供確切數字還為時過早，但已計入銷售額或積壓訂單的五個項目的價值約為 95 萬美元。TOMI 預計這將改變我們的品牌，與行業進步保持同步。

Our ongoing communication with enclosure manufacturing companies worldwide reinforces this optimism. We look forward to sharing more formal contracts as the year progresses with even greater developments anticipated in 2026. Other brief updates from the past month include the ongoing expansion of Fresenius Kabi across various locations. which I anticipate will be officially announced shortly.

我們與世界各地的外殼製造公司持續的溝通增強了這種樂觀情緒。隨著時間的推移，我們期待分享更多正式合同，並預計 2026 年將取得更大的發展。過去一個月的其他簡短更新包括費森尤斯卡比 (Fresenius Kabi) 在不同地點的持續擴張。我預計很快就會正式宣布。

We are diligently working on enhancing our sales infrastructure by establishing new distribution channels, recruiting independent representatives and most importantly, bringing in qualified business developers to effectively manage our growing customer base and support new sales initiatives. These efforts are expected to positively impact our revenue in 2025 and beyond.

我們正在努力透過建立新的分銷管道、招募獨立代表以及最重要的是引進合格的業務開發人員來有效管理我們不斷增長的客戶群並支持新的銷售計劃，從而加強我們的銷售基礎設施。預計這些努力將對我們 2025 年及以後的收入產生正面影響。

Additionally, we are actively seeking strong global partners for 2025 and continuing our discussions with those mentioned during our last call. Our focus remains on rebuilding our brand presence in Panama, Nigeria and Israel with new partnerships as well as establishing a new relationship in Australia and Chile and adding distributors in Costa Rica and Brazil. We will continue to capitalize on the positive momentum in iHP corporate service deployment, which has generated approximately $633,000 for the year from deployment service jobs alone.

此外，我們正在積極尋求 2025 年強大的全球合作夥伴，並繼續與上次電話會議中提到的合作夥伴進行討論。我們的重點仍然是透過新的合作關係重建我們在巴拿馬、尼日利亞和以色列的品牌形象，以及在澳洲和智利建立新的關係，並在哥斯達黎加和巴西增加分銷商。我們將繼續利用 iHP 企業服務部署的積極勢頭，僅部署服務工作一項就為今年創造了約 633,000 美元的收入。

The iHP Corporate Service deployment pipeline currently stands at $1 million in open proposals for 2025. We are excited to announce that we hope to finalize a new partnership with a company we recently engaged with for the first time in quarter three of last year. This partnership would involve contracting the TOMI iHP corporate service team for two separate buildings, servicing them twice a year and has the potential to make them our highest service customer.

iHP 企業服務部署管道目前已公佈 2025 年的開放提案金額為 100 萬美元。我們很高興地宣布，我們希望與去年第三季首次合作的一家公司建立新的合作關係。此次合作將涉及與 TOMI iHP 企業服務團隊簽訂合同，為兩棟獨立的建築提供服務，每年兩次，並有可能使它們成為我們服務水平最高的客戶。

Our first service under this arrangement is expected at the end of May, followed by the second service in July. We anticipate finalizing our arrangement with this customer and commencing services at the end of the current quarter.

根據此安排，我們預計將於 5 月底提供第一項服務，並於 7 月提供第二項服務。我們預計將在本季末與該客戶達成協議並開始提供服務。

In summary, we are encouraged by significant progress TOMI has made in the first quarter of 2025 with substantial increases in total sales and bit solution sales that showcase the effectiveness of our strategies and product offering. Our ongoing efforts to enhance our sales infrastructure, expand our distribution channels and establish strategic partnership positions us well for continued growth throughout the year.

總而言之，我們對 TOMI 在 2025 年第一季的重大進展感到鼓舞，總銷售額和鑽頭解決方案銷售額大幅成長，證明了我們的策略和產品供應的有效性。我們不斷努力加強銷售基礎設施、擴大分銷管道和建立策略合作夥伴關係，這為我們全年的持續成長奠定了良好的基礎。

As we look ahead, we remain committed to advancing the innovations of our SIS platform and custom engineered systems and offer to our impressive customer base and new customers while also strengthening our presence in key and new markets. As always, we thank all of you for your continued support and belief in TOMI. I know it's been a long road, but together, and as always, we will embrace the opportunities that lie ahead, and we look forward to sharing our successes with you in coming quarters.

展望未來，我們將繼續致力於推進 SIS 平台和客製化工程系統的創新，為我們龐大的客戶群和新客戶提供服務，同時加強我們在主要市場和新市場的影響力。像往常一樣，我們感謝大家對 TOMI 的持續支持和信任。我知道這是一條漫長的道路，但我們將一如既往地共同迎接未來的機遇，並期待在未來幾季與大家分享我們的成功。

Operator, let's open the call to questions.

接線員，讓我們開始提問吧。

(Operator Instructions) John Nelson, a private investor.

（操作員指示）私人投資者約翰·尼爾森。

Great job on the quarter. Thanks very much as a shareholder. And it sounds like you're making tremendous progress and the future looks bright. So I've got a couple of questions. First one is, do you have any financial goals for the year 2025 that you can share with us?

本季表現非常出色。作為股東非常感謝。聽起來你正在取得巨大的進步，未來一片光明。我有幾個問題。第一個問題是，您對 2025 年有什麼財務目標可以與我們分享嗎？

We know that 2025 is going to be a great year, John. We're trying not to go forward and project, but we're pretty confident that we're going to improve on our last year numbers.

我們知道 2025 年將是偉大的一年，約翰。我們試著不去向前推進和預測，但我們非常有信心，我們將會改善去年的數字。

Okay, good. And anything -- do you anticipate any effects from the tariffs trade policy?

好的，很好。還有什麼—您預計關稅貿易政策會產生什麼影響嗎？

Well, it's hard to tell. Basically, it's changing daily. We had one minor problem with South Korea, where they had a 15% tariff and our distributor got back to us and wanted to split that with us. And I'm not sure if we made a decision yet. But we'll work with them.

嗯，這很難說。基本上，它每天都在變化。我們與韓國的貿易出現了一個小問題，他們徵收 15% 的關稅，我們的經銷商聯繫我們並希望與我們分攤這筆關稅。我不確定我們是否已經做出決定。但我們會與他們合作。

We're not having any problems with international sales because of the tariffs. And I certainly hope that -- and today was a very encouraging day that a lot of this tariff stuff will come to an end shortly or within the next 60 days.

我們的國際銷售沒有因為關稅而遇到任何問題。我當然希望——今天是非常令人鼓舞的一天，許多關稅問題很快就會或在未來 60 天內結束。

Okay. And then with the government's recent budget and staff cuts at various agencies, do you anticipate that being of any significant problems for TOMI?

好的。那麼，由於政府最近削減了各個機構的預算和人員，您是否認為這會為 TOMI 帶來重大問題？

No, not at all. In fact, I think we're seeing an increase in the right aspects of the government that utilize our product. There will be doing a lot more critical testing and studies on everything. And I think that this should be good for us in relationship to filling the government's needs. And I think that they definitely need our product in all aspects of government for the best disinfection decontamination.

不，一點也不。事實上，我認為我們看到政府利用我們產品的正確方面正在增加。將會對所有事物進行更多關鍵測試和研究。我認為這對我們滿足政府的需求有好處。我認為政府各部門肯定都需要我們的產品來達到最佳的消毒淨化效果。

But from the lab standpoint, I see increasing this year.

但從實驗室的角度來看，我認為今年這數字將會上升。

Okay. And I ask these questions every quarter just because I know that they could open up significant new markets for TOMI over the long run. Anything new on food safety?

好的。我每季都會問這些問題，因為我知道從長遠來看，這些問題可以為 TOMI 開闢重要的新市場。食品安全有什麼新消息嗎？

We're getting flooded with interest and requests for quotes and in all aspects. And our companies, as I mentioned, are very large, and they seem to like our product and are using it. And I truly believe that food safety will surpass life sciences in time. And we're even getting requests from researchers and universities that want to use our product and test it for food safety in various areas, further than what I mentioned on the call.

我們收到了大量有關各方面的興趣和報價請求。正如我所提到的，我們的公司規模很大，他們似乎很喜歡我們的產品並且正在使用它。我堅信食品安全終將超越生命科學。我們甚至收到來自研究人員和大學的請求，他們希望使用我們的產品並在各個領域進行食品安全測試，這比我在電話中提到的範圍更廣。

Okay. Has anything materialized as far as either number of requests or progress on the use of SteraMist for prevention of bird flu transmission?

好的。在使用 SteraMist 預防禽流感傳播方面，請求數量或進展有沒有進展？

Nothing that I'm recently aware of. We do have remediators and professional cleaners that are using our product for that. But governments, I believe that treating it just as a flu and not overcompensating for it, which is fine. But there's an increase in individuals that want to use it for disinfection decontamination for the treatment of bird flu and other related viruses.

我最近沒有意識到任何事。我們確實有一些修復人員和專業清潔人員正在使用我們的產品。但我認為，政府應該將其視為流感，而不必過度補償，這很好。但越來越多的人希望用它來消毒，以治療禽流感和其他相關病毒。

And then any new developments on SteraMist as an ethylene oxide replacement?

那麼，SteraMist 作為環氧乙烷替代品有什麼新進展嗎？

We have and we are in talks with companies that would replace ethylene oxide with SteraMist and we are negotiating in those space.

我們已經並且正在與一些公司洽談用 SteraMist 取代環氧乙烷，我們正在就這些領域進行談判。

Was the order that you got for treating pacemakers by the medical device manufacturer, was that used in replacement of ethylene oxide or just for another layer?

您收到的醫療器材製造商關於治療起搏器的訂單是用來替代環氧乙烷還是僅用作另一層？

Elissa, do you know the answer to that?

艾麗莎，你知道答案嗎？

Certainly. So that one company is using us for disinfecting their heart monitoring devices. What was stated is we think it will be a good foot in the door to work on our 510(k) to get fully registered as a medical device disinfection product. And so encompassing iHP into a full enclosed chamber will lead to an easier way in to replace ethylene oxide. So, with time, I absolutely do think so.

當然。因此，有一家公司正在使用我們的設備來消毒他們的心臟監測設備。我們所說的是，我們認為，透過 510(k) 工作，我們將獲得醫療器材消毒產品的全面註冊，這將是一個很好的開始。因此，將 iHP 放入完全封閉的腔室中將更容易找到替代環氧乙烷的方法。所以，隨著時間的推移，我確實是這麼認為的。

That one particular win was not in replacement. We actually helped them develop an entire new protocol for their use.

那一次特別的勝利是無法取代的。我們實際上幫助他們開發了一套全新的協議供他們使用。

And then you had mentioned again, it's critical that TOMI continues to educate the market with information about your superior product. Have you developed any new ways to try to educate the market or to spread the word?

然後您再次提到，TOMI 繼續向市場提供有關您的優質產品的資訊至關重要。您是否開發了任何新方法來嘗試教育市場或傳播訊息？

Yes, of course. So that's what the SteraMist Pro Certified Program is all about not to have it just be for our service providers, but our entire customer base and our distributors and their representatives as well. So it is held all our information on a learning management system, which has ongoing training, protocol developments regardless of the segment or industry they find themselves in, and we update it routinely and weekly. So it creates more of an education platform and communication outlet to really get involved in using SteraMist and getting out there.

是的當然。因此，SteraMist Pro 認證計畫的意義不僅在於它面向我們的服務供應商，還在於它面向我們的整個客戶群、經銷商及其代表。因此，我們將所有資訊保存在學習管理系統中，該系統提供持續的培訓和協議開發，無論他們身處哪個領域或行業，我們都會定期每週更新它。因此，它創建了更多的教育平台和交流管道，以真正參與使用 SteraMist 並推廣到更廣泛的領域。

So it is newly developed. We have moved pretty quickly on it. I expect real results coming from it in terms of the amount of users come next year, but it has shown already some results, especially around usage of the technology and different segments.

所以它是新開發的。我們對此進展非常迅速。我期望它在明年的用戶數量方面能取得真正的成果，但它已經顯示出一些成果，特別是在技術的使用和不同領域方面。

And is the -- I wasn't sure if I caught it right, but is the SIS system being used by the heart monitor company to treat devices? Or is that another form of hybrid or CES?

而且—我不確定我是否理解正確，但心臟監測公司是否使用 SIS 系統來治療設備？或者這是另一種形式的混合或 CES？

No, you're absolutely right. It's the SIS stand-alone. So they did purchase the Capital Mobile piece of equipment, which will integrate within the chamber that we're designing with our partners.

不，你完全正確。它是獨立的 SIS。因此，他們確實購買了 Capital Mobile 設備，該設備將整合到我們與合作夥伴共同設計的室內。

It might be useful to the shareholders and listeners just to describe how the SIS actually works as far as sterilizing equipment like the heart monitors. I'm assuming it's not just a stick it in the container and push the button and that's it.

向股東和聽眾描述 SIS 在對心臟監視器等設備進行消毒方面的具體工作方式可能會有所幫助。我認為它不僅僅是把它放進容器裡，然後按下按鈕就可以了。

It is actually. It would be very similar to our environment system. So the key aspect of the technology is it all runs off the same science. So in essence, it's just the amount of applicators that they would require. The stand-alone sells the applicators, which houses the cold plasma arc, the basis of our technology separately because they can use it elsewhere within the facility.

確實如此。它與我們的環境系統非常相似。因此，該技術的關鍵在於它完全基於相同的科學。因此從本質上來說，這只是他們需要的塗抹器的數量。獨立銷售塗抹器，其中包含冷等離子弧，這是我們技術的基礎，因為它們可以在設施內的其他地方使用它。

So trying to promote more use out of machines where they can connect it to the enclosure and then also use it on a handheld spray should they want. So it's all encompassing the unit itself very similar to our building, but only houses one applicator, so for smaller areas.

因此，嘗試推廣更多地使用機器，他們可以將其連接到外殼，然後也可以在需要時將其用在手持噴霧器上。因此，它的整個單元本身與我們的建築物非常相似，但只容納一個施藥器，因此適用於較小的區域。

And this is just me speculating, but is there a use or need for something like this in hospitals?

這只是我的猜測，但是醫院真的需要或使用這樣的東西嗎？

Yes. I do believe there would be. We sell two of our SteraBox, which is something we're marketing towards hospitals with the stand-alone. It's a new initiative, but it's getting put out there. So yes, it would be accretive for us.

是的。我確實相信會有的。我們銷售兩台 SteraBox，這是我們向醫院推銷的獨立產品。這是一項新舉措，但正在推行中。所以是的，這對我們來說是有益的。

[Jeff Ficelli, Ficelli Capital].

[傑夫·菲切利，菲切利資本]。

Just a quick one here. Solutions sales, they've been pretty strong as of late. Can you just provide a bit more color there, kind of background on what's driving that?

這裡只是簡單介紹一下。解決方案銷售最近表現相當強勁。您能否提供更多細節，說明一下推動這現象的背景？

So the model itself has always been this razor-razor blade model where we get technology out being the razor and we sell a lot of razor blades. And it's taken a while to get the razors in the hands of the right people that constantly use razors. And we have recently gotten large orders from people that are currently using our product more. And we anticipate this to increase going forward in the year to come.

因此，模型本身一直是剃刀-刀片模型，我們將技術轉化為剃刀，然後銷售大量剃須刀片。而且需要花一段時間才能讓經常使用刮鬍刀的人得到使用。我們最近收到了大量訂單，這些訂單來自那些正在更多地使用我們產品的人。我們預計這一數字在未來一年還會繼續增加。

So we're very, very thrilled about the usage and about the increase in solutions. And we're just constantly working at selling more razors out there, more technology so they can utilize more of our solution or blades.

因此，我們對使用情況和解決方案的增加感到非常興奮。我們一直在努力銷售更多的刮鬍刀和更多的技術，以便他們能夠更多地利用我們的解決方案或刀片。

(Operator Instructions) We have reached the end of the question-and-answer session. And I will now turn the call over to Dr. Shane for closing remarks.

（操作員指示）我們已經到了問答環節的結束。現在我將把發言時間交給 Shane 博士，請他作最後發言。

Well, I want to thank you all for joining us today, wherever you might be in the world and look forward to presenting our next quarter results and look forward to a great year at TOMI. And I hope everybody has a wonderful day, and I want to thank my TOMI team for all the hard work that they've done.

好吧，我想感謝大家今天加入我們，無論你們身在何處，我都期待著展示我們下一季的業績，並期待 TOMI 度過美好的一年。我希望大家度過美好的一天，並感謝我的 TOMI 團隊所做的所有努力。

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。