Q1 2023 ReShape Lifesciences Inc Earnings Call

Speaker 1: You.

Speaker 2: Good afternoon, and thank you for joining the Reshape Life Sciences first quarter 2023 conference call. I would like to turn the call over to Michael Miller from RxCommunications.

Speaker 3: Good afternoon, and thank you for joining the Reshape Life Sciences first quarter 2023 earnings call. I'm pleased to be joined today by Paul Hickey, President and Chief Executive Officer, and Tom Stankovich, Chief Financial Officer.

Speaker 3: Paul will provide an overview and update on the company's activities, and Tom will review the financial results for the period. He will then turn the call back over to Paul for some closing remarks, after which we'll open the call to a question and intercession.

Speaker 3: As a reminder, this conference call, as well as Reshape Life Sciences' SEC filings and website, including the investor information section of the website, contains forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. Several results could differ materially from those discussed.

Speaker 3: due to known and unknown risks, uncertainties, and other factors.

Speaker 3: These and additional risks and uncertainties are described more fully in the company's filings with the Securities Exchange Commission, including those factors identified as risk factors in the company's most recent annual report on Form 10-K .

Speaker 3: As an additional reminder, Re-Shaped Stock is listed on NAVDAQ trading under the symbol RSLS.

Speaker 3: I will now turn the call over to Paul Hickey, President and CEO of reshape. Paul.

Speaker 4: Thank you, Mike.

Speaker 5: I'd like to thank all of you for joining us this afternoon for our first quarter 2023 space call.

Speaker 5: In the first quarter of 2023, we have continued to execute our strategies to become a sustainable and scalable organization on a path towards growth and profitability.

Speaker 5: Before I delve into our first quarter highlights, I'd like to briefly remind you of our three growth strategies or pillars for growth.

Speaker 5: Our first color is to operate our business with a discipline, metrics-driven approach to drive predictable revenue growth through a sustainable and scalable business model.

Speaker 5: Key to this first strategy is the revamping of our lead generation initiatives.

Speaker 5: The second pillar is to continue to expand our product portfolio and pipeline across the care continuum.

Speaker 5: And our last pillar is to continue to validate our evidence-based weight loss solutions, leveraging our scientific advisory board for key insights on strategic initiatives. Wade.

Speaker 5: I'm proud to say that during the first quarter, we had many successes in particular. Before one-time adjustments, we significantly reduced operating expenses by 43% as compared to the first quarter of 2022, allowing us to invest in our growth initiatives, including marketing and R&D.

Speaker 5: Additionally, these cost reductions combined with our laser focus on executing on our growth pillars to drive revenue put us in a strong position to achieve our goals. Before I further detail our highlights and upcoming initiatives I'd like to mention the enormous market opportunity before us. The global multi-billion dollar obesity market opportunity remains largely on tapped. Currently 2.5 billion people are more than 30% of the global population is considered overweight or obese.

Speaker 5: A figure that's expected to grow by 50% by 2030. The global weight loss and obesity management market is expected to rise in estimated value of 300 billion, representing a substantial compound annual growth rate of 6.7% from 2019 through 2026.

Speaker 5: Drilling down a bit, the overall biartrix surgical device market alone is projected to reach 2.8 billion worldwide by 2025, with a US portion accounting for 1.8 billion in the same time frame.

Speaker 5: Additionally, with 50% of adults in the U.S. trying to lose weight every year, we believe our differentiated suite of weight loss and metabolic health solutions is well positioned to address the entire weight loss continuum.

Speaker 5: Moreover, according to the FDA, approximately 70% of American adults are obese overweight, resulting in serious health issues and tremendous costs.

Speaker 5: It's important to remember that weight loss is tied to a dramatic drop in an individual's cancerous. It can help lower blood pressure and manage diabetes. The weight loss is tied to a dramatic drop in an individual's cancerous.

Speaker 5: The most recent development of BCN market is the media and recent consumer adoption of GOP1 agonist for weight loss.

Speaker 5: The related big pharma marketing efforts have significantly increased the number of 0 or 8 in these individuals who are seeking medically managed weight loss.

Speaker 5: While in the past, obesity has been a sensitive topic and treatment has not been normalized, we are pleased to see a shift in perception, as well as a greater awareness and acceptance of how critical obesity care is for both adults and children.

Speaker 5: Given the no limitations of behavioral modification, the inaccessibility, side effects, and durability of pharmaceutical therapy, and the anatomy altering and irreversible nature of other bariatric surgical approaches, we believe more than ever that there is substantial need for the less invasive, adjustable, and reversible lap band.

Speaker 5: Our product is currently safe, effective and durable solution providing long-term weight loss. Now let me turn back to the discussion of our recent highlights and growth initiatives.

Speaker 5: Based on the cost revetions I previously mentioned, we remain on path to profitability. But the balance sheet bolstered by two capillaries this year, totaling 12.7 million gross proceeds.

Speaker 5: These funds will allow us to invest in our growth drivers in order to expand the awareness of our evidence-based product portfolio, including the lap pan.

Speaker 5: We are steadily increasing visibility for the left hand through our highly targeted direct consumer marketing campaign, which has already helped yield higher quality and lower cost patient leads in specific markets that align with our surgeon advocates.

Speaker 5: Through our experience, we know the primary driver of left-band surgeries is patient engagement.

Speaker 5: As I mentioned on our last call, we are strategically targeting key touchpoints in the patient's decision process for surgery, including developing an improved patient-centric website experience.

Speaker 5: our last call. We are strategically targeting key touch points in the patient's decision process for surgery, including developing an approved patient-centric website experience, which we're on target to launch in a third quarter.

Speaker 5: This will also be combined with the launch of a marketing automation initiative to improve this process with automated email text, call and web retargeting to ensure that every patient inquiry has the highest possible chance of transferring to a surgeon.

Speaker 5: We are building these court competes in-house, in order, including our call center, to align with the marketing automation and lead nurturing efforts. Even when considering the new technology, implementation and headcount associated with these efforts, we believe we can save money while ensuring ongoing optimization and nimble marketing.

Speaker 5: to responsive to the market.

Speaker 5: In summary, we're improving our marketing efforts to better address patient needs with the intent of increasing conversions on the website, driving more brand engagement and ultimately more life and surgeries.

Speaker 5: At the upcoming AS and BS meeting in June , we will have the first full meeting of our recently formed Global Scientific Advisory Board. Comprised have internationally recognized experts and surgeons in the obesity and metabolic disease fields. The first full meeting of our recently formed Global Scientific Advisory Board.

Speaker 5: Re-shape's SAP provides us access to an extensive and unparalleled knowledge base.

Speaker 5: As well as relationships and insights that will be invaluable as our SAP members provide feedback on our growth initiatives.

Speaker 5: We expect that each member will be integral in helping us expand access for patients to safe and effective treatments for durable weight loss.

Speaker 5: This is critical as we continue to execute our discipline approach to drive revenue and expand our product pipeline.

Speaker 5: To that end, one of our newly launched products is the redesign calibration tubes.

Speaker 5: with three new sizes, which are used in a broad range of railroad procedures, such as laparoscopic sleeve gastrectomy and gastric bypass. We expect a reshift calibration to add incremental new customer revenue this year.

Speaker 5: It is important to reiterate this product is used in procedures other than the LAPBAN and their purpose provides a great opportunity for us to increase future revenues. Further in the coming weeks we intend to submit a PMA supplement to the FDA for the next generation enhanced LAPBAN 2.0.

Speaker 5: which was developed with physician feedback to improve the patient experience.

Speaker 5: Similar to our current lap ban, the lap down 2.0 is adjustable postoperably to increase or decrease the opening of the ban in order to optimize an individual's comfort. thereby improving the therapy effect in this.

Speaker 5: At the same time, a unique feature of the left band 2.0 is an enhanced band reservoir technology that serves as a relief valve designed to alleviate this comfort from swallowing large pieces of food that may require in-office patient band adjustments.

Speaker 5: We expect feedback from the FDA by your end, and if approved, we believe based on discussions we've had with physicians, that there will be broad adoption by existing and new surgeons.

Speaker 5: As I have noted in the past, surgeons I have spoken with about the improved product, believe a lap end 2.0 will allow us to engage new surgeons and re-engage many of those who have used the lap end historically. At the same time, we continue to engage with healthcare professionals to expand awareness and use the personalized treatments, including both our proprietary lap end.

Speaker 5: and the HIPAA compliant novel weight management program reshape care to ensure that patients can achieve durable weight loss goals improvements in obesity related comorbidities and quality of life.

Speaker 5: Additionally, we continue to engage several arts, self-insured employers to provide reshape care to the employees in order to positively impact overall employee health and thus reduce employers' healthcare costs. The reception from our discussions have been very positive.

As a reminder, reshape care, weight management program supports healthy lifestyle changes for all persons, not just individuals who qualify for lip-bam surgery.

We look forward to sharing updates on this exciting program in the future. One of our most compelling pipeline products is our proprietary diabetes block stim neuromodulation, or DBSN device. The DBSN's dual vagus neuromodulation selectively modulates vagal block and stimulation to the liver and pancreas, respectively.

to manage insulin and boy glucose levels.

We had the opportunity to present compelling pre-colonical evidence on the DBSM at the recent keystone symposium on type 2 diabetes, demonstrating that this technology may be able to reduce diabetes dependence, diabetic patients dependence on medications in a very very individualized manner.

As a reminder, the DBSN has been funded with non-dilugated NIH grants and will continue to collaborate with leading researchers and industry leading strategic corporate partners while seeking additional NIH grant support.

We believe that if approved for commercial use, the DBSN device will further enhance our differentiated medical device offerings. Now before I wrap up my opening remarks, I want to remind our listeners that one of reshaped as many assets as a strong intellectual property portfolio of 155 patents surrounding all of our products, including the lap end.

Re-shape the BSN device and reshape a Blonde balloon system.

We have worked diligently to strengthen our IP position, most recently, evidence brought a notice of allowance from the US Patent Office for an additional patent covering the reshape Obelarm balloon system. As always, we will continue to build a defensive mode around our product portfolio and commercialization efforts.

and also take offensive action when it is appropriate. I would like to turn the call over to Tom Stankovich to provide a recap of our financial performance. Tom?

Thanks Paul and once again thank you all for joining our webcast this afternoon.

and 10Q. Before I discuss some of our financial details, I want to point out that before one time adjustments are a 4 million or 43 percent reduction in operating expenses reported in the first quarter of 2023 as compared to the first quarter of 2022 was consistent across all expense categories.

and its evidence of our focus on achieving greater operating efficiencies.

These reductions combined with our expectation for increased revenue, resulting from our targeted digital media campaign focused on geographies near bariatric surgery centers that sell the LATMAN system and the recently launched and redesigned RISHAE calibration tubes.

are expected to positively impact revenue for the remainder of 2023 and move reshade closer to cash, labor, and even.

Moving on to other key financial metrics for the first quarter ended March 31, 2021-23.

Our revenue totaled 2.3 million for the three months ended March 31, 2023, which represents a contraction of 6.3 percent or 200,000 compared to the same period in 2022.

The primary reason for the slight decline is a decrease in sales throughout Europe . Our expectation that revenue will continue to increase through the remainder of 2023. As we focus on a tardigated digital media campaign near bariatric surgical centers that sell the lap end system and have fully launched the three new sizes of calibration tubes. The primary reason for the slight decline is a decrease in sales throughout Europe .

Growth profit for the three months ended March 31st, 2023 and 2022 was 1.2 million. Growth profit as a percentage of total revenue for the three months ended March 31st, 2023, with 53.5% compared to 49.9% for the same period in 2022.

The increase in gross profit percentage is due to the company becoming more efficient and continuously looking for further cost reductions within our manufacturing processes.

Sales and marketing expenses for the three-month-end at March 31, 2023 decreased 2.5 million or 53.5%.

The 2.2 million compared to 4.7 million for the same period in 2022.

The decline is primarily due to a decrease of 2.4 million in advertising and marketing expenses as we have re-evaluated our marketing approach and moved to a targeted digital marketing campaign resulting in a reduction of costs.

There were also reductions in sales personnel and stock-based compensation, partially offset by increases due to the development of the Re-Shaped Care Platform.

General administrative expenses for the three months ended March 31st, 2023, decreased by 1.2 million or 30.7%. The 2.7 million compared to 3.9 million for the same period in 2022, before one time adjustments of 1.7 million.

for professional services related to our fundraising activities in February 2023. The decrease is primarily due to a decline in stock-based compensation and payroll expenses, along with a decreased amortization cost and rent.

And we're also many miscellaneous reductions in GNA expenses as we continue to work on efficiencies and cost reduction efforts.

Research and development expenses for the three months ended March 31, 2023 decreased by 300,000 or 39.2% to 500,000 compared to 800,000 for the same period in 2022.

The decrease is primarily due to a reduction in payroll expenses, along with consulting and clinical related costs.

We ended the quarter with 9.1 million of cash and cash equivalents and remained debt-free on our balance sheet.

As we continue in 2023, we anticipate our revenues increasing steadily and continue our control and reduction of operating expenses. And we believe there is sufficient cash on hand to fund our current operations into 2024.

With that, I will now turn the call back over to Paul.

I will now turn the call back over to Paul. Thank you, Tom.

Before we open the call up for Q&A, it's important to reiterate that we are committed to continuously improving our marketing systems and bringing critical components in-house to ensure optimal lead generation, lead nurturing, and lead conversion, while further reducing lead generation costs. And finally, we will work closely with our world-class, scientific, as edges you bore, to… you…

where laser focused on executing on our growth pillars to drive revenue with an expanded portfolio of transformative technologies that consists of a selection of patient-friendly, not-ematomy-changing, lifestyle-enhancing products, programs, and services to treat obesity and metabolic diseases across the entire care continuum.

This concludes our proponent remarks. So now we'd like to open the call for your questions, operator.

Certainly, if you ask a question, please press a star 11 on your telephone and wait for your name to be announced. To withdraw your question, please press star 11 again. And please stand by when we compile the Q&A roster.

One moment for our first question. And our first question will come from Jeremy Perlin of Maxham, your line is open.

Hi, this is, I'm not sure on the line for Anthony Vendetti. Thank you for taking my question. So the first question is, if you could share any of the metrics that you're using the gauges success of this new marketing campaign and how, how, when can we see, maybe we can see, I know you said it earlier on earlier calls to about a six months.

So, you know, from when a patient goes into the doctor, he actually has a surgery. Then when can we see, you know, some of that, the benefits of this new marking approach?

Great question, Jeremy. Thanks for joining today. I think you'll hear updates every quarter going forward. As you bring, for example, the call center in-house, it allows us to have metrics to whatever level of detail that we need to have to manage the program and improve it on an ongoing basis.

And then as appropriate, we'll show those metrics with you and others. I know on our website as well, to look at our before and after as we launched our patient-centric website here in the third quarter as we watch the improvements will be able to track those measurements.

and again, show those. It's probably most importantly, it gets into the overall marketing cost as a part of our PNL. And as we watch revenue grow and we watch our marketing dollars stay consistent or our increased less than obviously revenue, we've hit the sweet spot if you will.

So yeah, I can't emphasize enough moving the marketing competencies inside how much that allows us to track patient leads from initial contact through the nurturing process ultimately to the transfer to the position.

And the last metric that you'll hear out in industry, it's the warm transfer, it's the percent of...

Leads that you have on the top of the funnel that you ultimately get down to where they want to be transferred to a physician

And we've seen with our most recent marketing enhancements that we've actually had an increase, substantial increase in our lead transfer, warmly transfers to physician practices, in a pilot study that we did with an SMS texting technology. All right.

So in other words, as we engage a lead instead of calling them or sending them an email, they get a text message like you would if you went to a dentist or some other appointment. That same technology used in bariatrics allows us to catch that patient when they're ready to make that decision. And that's the key with any leads, just making sure you're when they want to make the decision to see the surgeon.

that they have the chance to do that with a click of a button or a response yes to a text.

Okay, great. And then I know you mentioned earlier on the call in the beginning of the call about the new weight loss drugs and how popular they are in the media. And it's open to the conversation to many patients, I guess, about how they could lose weight and help attack their obesity. Questions, have you spoken to any barrier of surrogens and have they seen any hesitation from some of the patients? Yes.

because now this is such a popular option and maybe patients who would want to do the surgery, but maybe are holding off or would like to try let's hit the drugs before they go, it takes on surgery. Is there anything you could share like you've been hearing from the surgery? Yeah, yeah. Again, we're watching this very closely and I think in the last update we did, similar question from Anthony.

We did reach out to, I think, our top 25 accounts and asked them, did they feel like the weight loss drugs were affecting their practice? And all but, I think, one or two said no, they didn't feel like the weight loss drugs were impacting their procedure volume, okay?

That said, we were getting anecdotal information from other physicians that are not part of our lead generation programs that say that they've been feeling a slowdown. And I think there's going to be articles out to look at the overall impact of the weight loss drugs, but I think I stand by my position that there's going to be an overall increase in the pool of patients.

healthy component.

The one interesting piece for me, Jeremy, is that I didn't mention some that are not related to our call centers and our lead generation are seeing an impact and ours are not. I think it kind of leads me to believe that the marketing efforts are paying off in a way that we have had wind potentially with the...

be considered for surgery. And then the longer term I think what we're going to find is most all of the surgeons are going to be trying, you know, combination therapies where you may be on the weight loss drug but you're plateauing or it's cost.

It's cost prohibitive, so you might have the surgery and as you

end up plateauing on your weight loss goals for whatever surgery may have, surgeons have been contemplating how to, as they do today, but with the new drugs, they can get patients back on their weight loss, weight loss plan with a combination therapy, with surgery and prescription drugs.

All right. Okay. I understood. Great. Actually, that's that was my last question about the reshape care. I don't know how many do you have any patients that are signed up? What has been the reception? And I know you're focused more on the private health company health insurance. But when you do a speech with surgeon about the lap end, is it a cross-selling opportunity to do the sales reps also, you know, bring up how that can have that impact?

health and insured employers have. And I'm going to say caused by surprise, but in the end, it offers one sort of call point in terms of selling reshape care with an employer and their health and wellness director, whoever that leadership decision maker is. And once we pitch reshape care, it's allows us to have.

R is fairly comprehensive. And that doesn't mean that we're not doing the Re-shape care marketing efforts for individuals who are just looking for something else in weight loss and or or...

and or part of our lap ends lead nurturing program. Specific to accounts, there's we find several accounts of ours have their own dieticians and their own sort of coaches if you will, and they're not needing there's no gap to fill with reshift care.

to have reshaped care to augment their, either per outriver, sort of postoperative support for their patients, it's there for them.

So in terms of quantities and number of patients, I think we're in the early stages. And honestly, if it's not weight loss drugs, you're also seeing a lot of things on television, commercial ads and whatnot for these, you know, noon or whatever else, elder type of virtual weight loss management tools.

We're still differentiated by all that's offered out there on the industry, but the fact that we have actually live coaches and the other programs do not. So I would say stay tuned on the numbers as we continue to build both the employer base side of the business and the individual or...

I guess it would be just the average, you know, Joe, Joe, Jane, public part of the business. I said, okay, great, thank you for all that information. I'll hop back in the queue.

the average, you know, Joe, Joe Jane, public part of the business. I said, okay, great. Thank you for all that information. I'll hop back in queue.

Again, if you have any questions, please press Star 1 on your Touchdown Telephone. Again, for any questions, please press Star 1.

If you have any questions, please press star one on your touchtone telephone. Again for any questions, please press star then one. Excuse me, that will be star one one.

And I'm showing no further questions. I would now like to hand the call back to Paul Hickey for closing remarks.

I hope we have been successful in relaying the progress we have made towards rightsizing organization.

to be a sustainable, scalable company and how excited we are to remain and how we excitedly remain about the future. We'll continue to work diligently to build our commitment to provide evidence-based personalized devices and therapeutics, including the FDA-approved, minimal-based, and lap fam.

I want to thank our employees, our board members, our customers, vendors, existing and new shareholders for your continued support and reshape. It is truly an exciting time. As we continue to solidify our position as premier physician-led weight loss and metabolic health solutions company. The

I look forward to further engaging all of our stakeholders, healthcare partners and shareholders. Thank you.

Ladies and gentlemen, this concludes today's conference. Thank you for participating. You may now disconnect. Bye.

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Good afternoon and thank you for joining the Re-shape Life Sciences first quarter 2023 conference call. I would like to turn the call over to Michael Miller from Rx Communications.

Good afternoon, and thank you for joining the Reshape Life Sciences first quarter 2023 earnings call. I'm pleased to be joined today by Paul Hickey, President and Chief Executive Officer, and Tom Stankovich, Chief Financial Officer. Paul will provide an overview and update on the company's activities, and Tom will review the financial results for the period. We will then turn the call back over to Paul for some closing remarks.