Q1 2024 NovaBay Pharmaceuticals Inc Earnings Call

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Operator: Ladies and gentlemen, welcome to the NovaBay Pharmaceuticals financial results conference call. At this time, all participants are in a listen-only mode. Following management's prepared remarks, we will hold a question-and-answer session. To ask a question at that time, please press the star key followed by the number 1 on your touchtone phone. If anyone has difficulty hearing the conference, please press star zero for operator assistance. As a reminder, this conference is being recorded, and I would now like to turn the conference over to Bruce Voss. Please go ahead.

Yes.

Ladies and gentlemen, welcome to the Novabay Pharmaceuticals financial results Conference call.

Operator: At this time all participants are in a listen only mode.

Bruce Voss: Following managements prepared remarks, we will hold a question and answer session to.

Operator: To ask a question at that time. Please press the star key followed by the number one on your Touchtone phone.

Operator: If anyone has difficulty hearing the conference. Please press star zero for operator assistance.

Operator: As a reminder, this conference is being recorded.

Operator: I would now like to turn the conference over to Bruce Voss. Please go ahead.

Bruce Voss: Thank you. This is Bruce Voss with LHA.

Operator: This is Bruce Voss with average say thank you all for participating in today's call. Joining me from Novabay Pharmaceuticals are Justin Hall, Chief Executive Officer, and General Counsel, and Tommy Law interim Chief Financial Officer.

Bruce Voss: Thank you all for participating in today's call. Joining me from NovaBay Pharmaceuticals are Justin Hall, Chief Executive Officer and General Counsel, and Tommy Law, Interim Chief Financial Officer. I would like to remind listeners that comments made during this call by management will include forward-looking statements within the meaning of federal securities laws. These forward-looking statements involve risks and uncertainties that could cause actual results to be materially different from any anticipated results. In particular, there is uncertainty about circumstances beyond the company's control that impact the broader economy.

Bruce Voss: I would like to remind listeners that comments made during this call by management will include forward looking statements within the meaning of federal Securities laws. These forward looking statements involve risks and uncertainties that could cause actual results to be materially different from any anticipated results.

Bruce Voss: This means that results could change at any time, and the contemplated impact of such circumstances on NovaBay's operations, financial results, and outlook is a best estimate based upon information available for today's discussion. For a list and description of risks and uncertainties, please review NovaBay's filings with the Securities and Exchange Commission, which are available at sec.gov. Furthermore, the content of this conference call contains information that is accurate only as of the date of the live broadcast, May 9, 2024. NovaBay undertakes no obligation to revise or update statements to reflect events or circumstances except as required by law.

Bruce Voss: In particular, there is uncertainty about circumstances beyond the companys control that impact the broader economy. This means that results could change at any time and the contemplated impact of such circumstances <unk> operations financial results and outlook is the best estimate based upon information available for today's discussion.

Bruce Voss: For a list and description of risks and uncertainties. Please review <unk> filings with the Securities and Exchange Commission, which are available at SEC Gov. Furthermore, the content of this conference call contains information that is accurate only as of the date of the live broadcast May nine 2020 for Novabay undertakes no.

Bruce Voss: Obligation to revise or update statements to reflect events or circumstances, except as required by law and now I'd like to turn the call over to Justin Hall Justin.

Bruce Voss: And now I'd like to turn the call over to Justin Hall. Okay?

Justin M. Hall: Thank you, Bruce. Good afternoon, everybody, and thank you for joining us.

Justin M. Hall: Thank you Bruce good afternoon, everybody and thank you for joining us I'm pleased to.

Justin M. Hall: I'm pleased to report that we hit an all-time record high for ordered sales of Avanova products in the past two months on Amazon.com, our largest sales channel. We set a new record in March and then beat it in April. In fact, our April 2024 sales, ordered product sales, were more than 20% higher than April 2023. These records are even more impressive given that ordered sales in March and April eclipsed months that even included record-breaking Amazon Prime.

Justin M. Hall: The report that we hit an all time record high ordered sales of Avenova products in the past two months on Amazon Dot Com, our largest sales channel.

Justin M. Hall: We set a new record in March and then beat it in April in fact, our April 2024 sales were ordered product sales were more than 20% higher than April 2023.

Justin M. Hall: These records are even more impressive given that ordered sales in March and April eclipse months that even included record breaking Amazon Prime days.

Justin M. Hall: So it's not surprising that our first quarter sales increased 13% over the prior year, with that increase largely attributed to Avanova product sales through online channels. We saw an 8% increase in sales over the prior quarter through our online sales channels, with sales from this channel surpassing $2 million for the very first time. This growth is largely due to sales driven by our social media channel, which increased more than 160% year over year, and from our email program, which has been on a sustained upward trajectory since mid-2020, being up more than 360% over the prior year. Even with these higher sales, we were able to reduce marketing spend in Q1 by 15% through our cost-efficient ad placement program.

Justin M. Hall: So it's not surprising that our first quarter sales increased 13% over the prior year with that increase largely attributed to avenova product sales through online channels.

Justin M. Hall: We saw an 8% increase in sales over the prior quarter through our online sales channels with sales from this channel surpassing $2 million for the very first time.

Justin M. Hall: This growth is largely due to sales driven by our social media channel, which increased more than 160% year over year and from our email program, which has been on a sustained upward trajectory since mid 2023 being up more than 360% over the prior year.

Justin M. Hall: Even with these higher sales, we were able to reduce marketing spend in Q1 by 15% through a cost efficient AD placement programs.

Justin M. Hall: We're excited and encouraged by these new records following the streamlining of our business to focus solely on eye care. This is a testament to our marketing expertise and the high quality of our products and extremely loyal customer base. We also attribute these records to our recognition several years ago that dry eye can be a multifaceted, stubborn, and complex condition that may require more than one approach to manage. This prompted us to expand the Avenova branded portfolio to offer scientifically developed best-in-class products for each step of the dry eye treatment regimen.

Justin M. Hall: We're excited and encouraged by these new records following the streamlining of our business to focus solely on eyecare.

Justin M. Hall: This is a testament to our marketing expertise and the high quality of our products and extremely loyal customer base.

Justin M. Hall: We also attribute these records to our recognition several years ago that dry eye can be a multifaceted stubborn and complex condition that may require more than one approach to manage this prompted us to expand the avenova branded portfolio to two offer scientifically developed best in class products for.

Justin M. Hall: Each step of the dry eye treatment regimen.

Justin M. Hall: We built our dry eye franchise on a solid foundation of the Avanova spray, which is the number one doctor-recommended hypochlorous acid lid and lash solution. Our Avanova product line now includes lubricating eye drops for instant relief, a warm eye compress to soothe irritated eyes, an antioxidant-rich dietary supplement with omega-3 oils, and the eye check to monitor physical eyelid health.

Justin M. Hall: We built our dry eye franchise on a solid foundation of the Avenova spray, which is the number one doctor recommended hypochlorous acid lid and lab solution.

Justin M. Hall: Our Avenova product line now includes lubricating eyedrops for instant relief.

Justin M. Hall: A warm icon pressed to suit irritated eyes, and anti oxidant rich dietary supplement with Omega three oils and the I check to monitor physical I led health.

Justin M. Hall: Earlier this year, we took a major step to position NovaBay to pursue high growth opportunities by focusing on the eye care market, with most of our products under the Avanova brand addressing dry eye. This is a large and growing market that offers us plenty of room to grow. Dry eye syndrome is one of the most commonly observed clinical diseases in the U.S., afflicting approximately 16 million Americans. In fact, the U.S. market for the treatment of dry eye and other ocular surface diseases is projected to grow from $3 billion in 2023 to $4.7 billion by 2030. Among the factors driving this growth are the escalating prevalence of dry eye due to increased computer time and smartphone screen usage, the aging population, and a heightened awareness of this condition and improved diagnostic capabilities.

Justin M. Hall: Yeah.

Justin M. Hall: Earlier this year, we took a major step to position novabay to pursue high growth opportunities by focusing on the eye care market with most of our products under the Avenova brand addressing dry eye.

Justin M. Hall: This is a large and growing market that offers us plenty of plenty of room to grow.

Justin M. Hall: Dry eye syndrome is one of the most commonly observed clinical diseases in the U S effect afflicting Proximately 16 million Americans.

Justin M. Hall: In fact, the U S market for the treatment of dry eye and other ocular surface diseases is projected to grow from $3 billion in 2023 to $4 $7 billion by 2030.

Justin M. Hall: Among the factors driving this growth are the escalating prevalence of dry eye due to increased computer time and smartphone screen usage, the aging population and a heightened awareness of this condition and improved diagnostic capabilities.

Justin M. Hall: In the past, we discussed marketing programs to better engage eye care specialists in our Physician Dispense channel, noting the halo effect this channel has on transitioning their patients into ROTC customers. However, throughout this period, we did not lose sight of our digital marketing programs aimed directly at our OTC customers. We're expanding our digital marketing to include text messages and targeted emails to build on the incredible success with our social media marketing to further enhance the Avanova brand, engage customers, and drive online sales of Avanova products.

Justin M. Hall: In the past, we have discussed marketing programs to better engage eyecare specialists and our physician dispensing channel, noting the halo effects. This channel has in transitioning their patients into our OTC customers.

Justin M. Hall: Throughout this period, we did not lose sight of our digital marketing programs aimed directly at our OTC customers, we're expanding our digital marketing to include text messages and targeted emails to build on the incredible success for their social media marketing to further enhance the avenova brand engage customers and drive online sales.

Justin M. Hall: Avenova products.

Justin M. Hall: These programs meet our cost management measures to efficiently enhance customer loyalty and reach new prospective customers. Our text messaging programs provide an additional and immediate touchpoint with our customers and are producing encouraging strong initial results. We plan to use text messaging to share exclusive discounts, news, and value-added content such as tips for enhancing eye health and other tips that will engage and encourage our audience to interact with the brand. We have also recently refreshed our email campaign to include new creative and added automation. Both programs target our existing and highly loyal customer base to enhance retention while expanding reach to new audiences.

Justin M. Hall: These programs meet our cost management measures to efficiently enhance customer loyalty and reach new prospective customers.

Justin M. Hall: Our text messaging programs provide an additional and immediate touch point with our customers and are producing encouraging strong initial results.

Justin M. Hall: We plan to use text messaging to share exclusive discounts news and value added content, such as tips for enhancing eye health.

Justin M. Hall: And other tips or engage in encourage our audience to interact with the brand.

Justin M. Hall: We have also recently refreshed our email campaign to include new creative and added automation.

Justin M. Hall: Both programs target, our existing and highly loyal customer base to enhance retention, while expanding reach to new audiences.

Justin M. Hall: Turning now to update everybody on our co-marketing agreement with Inovia that we announced in March. You may recall that Inovia received FDA approval for prescription-only Clobetasol, a unique and differentiated steroid that's prescribed for cataract surgery. Clovetazole provides ophthalmologists and ocular surgery patients with a compelling, rapid, sustained, and more convenient solution for the treatment of post-operative inflammation and pain. This is the first new ophthalmic steroid to enter the U.S. market in more than 15 years.

Justin M. Hall: Turning now to update everybody on our co marketing agreement with I know via that we announced in March you may recall that I know of you have received FDA approval for prescription only clobetasol, a unique and differentiated steroid that's prescribed by cataract surgeons cabela's.

Justin M. Hall: So that is all provides ophthalmologists and ocular surgery patients with a compelling rapid and sustained and more convenient solution for the treatment of post operative inflammation and pain.

Justin M. Hall: This is the first new ophthalmic steroid to enter the U S market and more than 15 years.

Justin M. Hall: We are expecting it to launch in the third quarter. Inovia will market this program through its sales reps, while NovaBay will market it alongside Avanova in our Physician Dispense channel. Under the agreement, Inovia sales reps will also market our Avanova product. I'm pleased to report that we completed training of the Inovia sales team earlier this month. So now I'd like to turn the call over to Tommy to review our finances, Tommy?

Justin M. Hall: It's we are expecting it to launch in the third quarter I know via will market. This program through their sales reps, while novabay well marketed alongside Avenova in our physician dispensed channels under.

Tommy: Under the agreement <unk> sales reps will also market our avenova products.

Justin M. Hall: I'm pleased to report that we completed training of the <unk> sales team earlier. This month, so now I'd like to turn the call over to Tommy to review our financial results.

Justin M. Hall: Tommy.

Tommy Law: Thank you, Justin, and good afternoon, everybody. I'll review Q1 results and then our cash position. Before we start, I'd like to mention that the financial results for the first quarters of 2024 and 2023 that I will be discussing today do not include results from Dermadoc. These results can be found in the Form 10-Q that we filed today under the Henning Divestiture and Discontinued Operation.

Tommy: Thank you Justin and good afternoon everybody.

Tommy Law: I'll review Q1 results and then our cash position.

Tommy Law: Before we start I'd like to mention that the financial results for the first quarters of 2024, and 2023 that I'll be discussing today do not include results from Derma Doctor.

Tommy Law: These results can be found in the Form 10-Q that we filed today under the heading divestiture and discontinued operations.

Tommy Law: Total sales net for the first quarter of 2024 increased 12% over the prior year to $2.6 million. Sales from our iCare business were $2.4 million, up from $2.2 million in the prior year, with the increase due to higher Avanova-branded sales through online channels. We also benefited from a modestly higher contribution from branded Phase I wound care product cells during the quarter.

Tommy Law: Total sales for the first quarter of 2024 increased 12% over the prior year to $2 6 million.

Tommy Law: Sales from our eye care business were $2 $4 million up from $2 $2 million in the prior year with the increase due to higher avenova branded sales to online channels.

Tommy Law: We also benefited from a modestly higher contribution from branded phase one wound care product sales during the quarter.

Tommy Law: Gross Margin on Net Product Revenue was 68% for the first quarters of both 2024 and 2022. Sales and marketing expenses decreased by 15% from the prior year to $1.1 million as we continue to leverage our digital advertising expertise along with lower expenses for related consulting services. GNA's expenses were $2.3 million for the quarter, up from $1.7 million due mainly to higher legal costs related to non-recurring strategic initiatives. R&D expenses for the first quarter of 2024 were $19,000 versus $10,000 for the prior year period.

Tommy Law: Gross margin on net product revenue was 68% for the first quarters of both 2024 and 2023.

Tommy Law: Sales and marketing expenses decreased by 50% from the prior year to $1 1 million.

Tommy Law: As we continue to leverage our digital advertising expertise along with lower expenses for related consulting services.

Tommy Law: G&A expenses were $2 $3 million for the quarter up from 1517 $1 $7 million.

Tommy Law: Due mainly to higher legal costs related to nonrecurring strategic initiatives.

Tommy Law: R&D expenses for the first quarter of 2024 or $19000 versus $10000 for the prior year period.

Tommy Law: Related to our Dermadoctor divestiture, we recorded a non-cash loss during the first quarter of $865,000, which is recorded as a loss from the divestiture of a subsidiary in operating expenses. In connection with this divestiture, we entered into a service agreement with the acquirer to provide for a customary and orderly business transition, including warehousing and logistical services.

Tommy Law: Yes.

Tommy Law: Related charge Derma Doctor divestiture, we recorded a noncash loss during the first quarter.

Tommy Law: $865000, which is recorded as a loss from the divestiture of our subsidiary in operating expenses.

Tommy Law: In connection with this divestiture, we entered into a service agreement with the acquirer to provide for a customary an orderly business transition.

Tommy Law: This includes warehousing and logistical services.

Tommy Law: Cost incurred for these services will be included in continuing operations in future quarters with the service contract expiring at the end of this year. Among non-cash items, we recorded gains of $194,000 on the change in fair value of warrant liabilities and $65,000 on the change in fair value of embedded derivatives liabilities during the first quarter of 2024. Also, during the quarter, we recorded accretion of discount on convertible notes of $433,000 and other expense net of $480,000, primarily due to the issuance of the March 2024 warrant and the unsecured convertible notes issued in March 2024, with no comparable items in the first quarter of 2023.

Tommy Law: Costs incurred for these services will be included in continuing operations in future quarters with the service contract expiring at the end of this year.

Tommy Law: Among noncash items, we recorded gains of $194000 on change in fair value of warrant liabilities and $65000 on change in fair value of.

Tommy Law: Embedded derivative liability during the first quarter of 2024.

Tommy Law: Also during the quarter, we recorded accretion of discount on convertible notes of $433000 in other expense net of $480000, primarily due to the issuance of the March 2024 warrant and the unsecured convertible notes issued in March 2024, with no comparable items.

Tommy Law: First quarter of 2023.

Tommy Law: The net loss attributable to common stockholders for the first quarter of 2024 was $3.6 million, or $0.15 per share. This compared with the net loss attributable to common stockholders for the first quarter of 2023 of $1.7 million, or $0.85 per share. We reported cash and cash equivalents of $1.8 million as of March 31st, 2024.

Tommy Law: Net loss attributable to common stockholders for the first quarter of 2024 was $3 6 million or <unk> 15 per share this compared with a net loss attributable to common stockholders for the first quarter of 2023 of $1 $7 million or <unk> 85 per share.

Tommy Law: We reported cash and cash equivalents of $1 8 billion as of March 31, 2024.

Justin M. Hall: And now I turn the call back to Justin. Thanks, Tommy. So, in summary, Avanova is a well-established brand that has tremendous.

Tommy Law: Now I will turn the call back to Justin Thanks.

Justin: Thanks Tommy.

Justin M. Hall: So, in summary, Ivanova is a well-established brand that has tremendous growth potential in the large and growing dry-eye market, which is projected to reach nearly $5 billion in the U.S. over the next six years. We're proud of our expertise in digital marketing and our recent success that validates its effectiveness with ordered product sales reaching all-time records in the past two months through Amazon.com. We're introducing new digital programs to build on this success that target our loyal customer base and attract new potential customers.

Justin: So in summary, Avenova is a well established brand that has tremendous growth potential in the large and growing dry eye market, which is projected to reach nearly $5 billion in the U S. Over the next six years.

Justin M. Hall: We're proud of our expertise in digital marketing and our recent recent success that validates its effectiveness with ordered product sales, reaching all time records in the attack in the past two months through Amazon Dot com.

Justin M. Hall: We're introducing new digital programs to build on the success that target, our loyal customer base and attract new potential customers.

Justin M. Hall: Importantly, we're effectively promoting our products while cost-efficiently managing our expenses. We're also capitalizing on strategic growth opportunities with our new relationship with Inovia to co-promote each other's products. Under our co-promotion agreement, Inovia sales reps will market Avanova while we leverage our established relationships with thousands of eye care specialists to market the newly approved Colbetasol product. Our Physician Dispense channel provides a ready-made opportunity to accelerate this product's commercialization, which is complementary to our Avanova line of products.

Justin M. Hall: We're effective we're effectively promoting our products while cost efficiently managing our expenses.

Justin M. Hall: We're also capitalizing on strategic growth opportunities with our new relationship with <unk> to co promote each other's products under our co promotion agreement I know via sales reps for market Avenova, while we leverage our established relationships with thousands of eyecare specialists to market the newly approved Coalbed assault product.

Justin M. Hall: Our physician dispensed channel provides a ready made opportunity to accelerate this product's commercialization, which is complementary to our avenova line of products.

Justin M. Hall: Over the past year, we've introduced programs that strengthen our relationships in our Physician Dispense channel, which creates a halo effect that supports sales through our OTC channel. It's also instrumental in developing a marketing partnership for prescription product sales. So with that overview of our business and recent financial performance, I thank you for your attention. Operator, we're now ready to take questions.

Justin M. Hall: Over the past year, we've introduced programs that strengthen our relationships with physicians in our physician dispense channel, which creates a halo effect, which support sales through our OTC channel. It's also instrumental in developing a marketing partnership for prescription product sales.

Justin M. Hall: So with that overview of our business and recent financial performance I. Thank you for your attention operator, we're now ready to take questions.

Justin M. Hall: Yeah.

Justin M. Hall: Yes.

Justin M. Hall: Okay.

Speaker Change: Thank you.

Operator: And as a reminder, if you wish to register to ask a question in today's Q&A session, you will need to press star and then the number one on your telephone. If your question has been answered and you wish to withdraw your polling request, you may do so by pressing star one a second time. If you are using a speakerphone, please pick up your handset before entering your request. And one moment, please for the first question. And your first question comes from the line of Jeffrey Cohen with Lautenberg-Baumann. Your line is open.

Speaker Change: And as a reminder, if you wish to register to ask a question in today's Q&A session. You will need to press Star and then the number one on your telephone.

Jeffrey Scott Cohen: If your question has been answered and you wish to withdraw your polling request you may do so by pressing star one a second time.

Jeffrey Scott Cohen: If you are using a speakerphone. Please pick up your handset before entering your request and one moment. Please for the first question.

Operator: And your first question comes from the line of Jeffrey Cohen with Ladenburg Thalmann. Your line is open.

Jeffrey Scott Cohen: Hi Justin and Tommy, how are you?

Jeffrey Scott Cohen: Oh, Hi, Justin and Tommy how are you.

Justin M. Hall: Oh, hey Jeff, how are you?

Jeffrey Scott Cohen: Hey, Jeff how are you.

Jeffrey Scott Cohen: I'm good. A few questions from there and so... Can you talk about Amazon for a moment and what type of data you get as far as geographies or demographics, et cetera, as far as their customers are concerned?

Jeffrey Scott Cohen: Few questions.

Jeffrey Scott Cohen: From there so.

Jeffrey Scott Cohen: Can you talk about Amazon for a moment and what type of data do you receive as far as geography, certain demographics et cetera as far as their customers.

Justin M. Hall: Yeah, Jeff, that's a good question. We are actually just looking at that this week.

Jeffrey Scott Cohen: Yeah, Jeff that's a good question, we're actually just looking at that.

Justin M. Hall: So we do get geographies, and, sort of surprisingly, we are very heavily weighted toward California, Texas, and the eastern seaboard. So we do get some good data on geography, and we do know where to focus a lot of our efforts. But with that said, I think everybody knows that Amazon does limit the amount of interaction that you're able to get with those customers. So it is a little bit of a push and pull. It's our largest sales channel, and it's also our most efficient sales channel. But we do have somewhat limited data on the customers that buy from us.

Jeff: This week, so we do get geographies and sort of not surprisingly, we are very heavily weighted in California, Texas and the eastern seaboard.

Justin M. Hall: So we do get some good data around geography, and we do know where to focus a lot of our efforts.

Justin M. Hall: But with that said I think everybody knows that Amazon does limit the amount of interaction that you were able to get with those <unk>.

Justin M. Hall: Customers. So it is a little bit of push and Paul It's our largest sales channel. It's also our most efficient sales channel.

Justin M. Hall: But we do have somewhat limited data on.

Justin M. Hall: Are the customers that buy from there.

Jeffrey Scott Cohen: Okay, got it. And I can see on Avanova.com that you've got, uh, looks like 12 SKUs now, and it appears that more than half of them are available on Amazon. Could you talk about the percent of sales that are X the spray as far as percent of sales that might be attributable to the supplements, the wipes, the compresses, the eye check, or the eye drops?

Speaker Change: Okay got it and I can see on Avenova Dotcom you Scott it.

Jeffrey Scott Cohen: Looks like 12, Sku's narrow and it appears that more than half of them are available on Amazon could you talk about.

Jeffrey Scott Cohen: Percent of sales.

Jeffrey Scott Cohen: Or ex the <unk>.

Jeffrey Scott Cohen: Spray as far as percent of sales that might be attributable to.

Jeffrey Scott Cohen: The supplements the wipes to compresses.

Jeffrey Scott Cohen: Check or the eye drops.

Justin M. Hall: Yeah, so that percentage really gives good insight into our business. So our hero SKU is really the antimicrobial lid and lash spray, and that's the one that doctors recommend the most. That's also our most differentiated product, so there's no other product on the market that I think comes close to the efficacy and purity of the spray. So the majority of our revenue does come from the spray, but an increasing amount of revenue also comes from the bundles and the other product line. But it's sort of, without a doubt, heavily weighted on the spray.

Speaker Change: Yeah, so that.

Justin M. Hall: That percentage really gives us good insight into our business. So our hero SKU is really the anti microbial lid and lash spray and that's the one that doctors recommend.

Justin M. Hall: The most that is also our most differentiated products. So there is no other product on the market that I think comes close to the efficacy.

Justin M. Hall: And purity of the spray so the majority of our revenue does come from the spray, but an increasing amount of revenue also comes from the.

Justin M. Hall: Bundles.

Justin M. Hall: And the other product lines, but.

Justin M. Hall: It's sort of without a doubt heavily weighted.

Justin M. Hall: On this right.

Justin M. Hall: Okay.

Jeffrey Scott Cohen: Okay, got it. And then any commentary on pricing? It looks like on Avanova Direct, if you sign up for texting, it's 10% off. I don't know if that's your first order or beyond that, but any commentary on pricing differentials or potential differentials between Avanova Direct and Amazon?

Speaker Change: Okay got it and then any commentary on pricing it looks like on Avenova direct that you sign up for.

Jeffrey Scott Cohen: Texting its 10% off I don't know if thats your first order or beyond that but any any commentary on pricing differentials or potential differentials between avenova.

Jeffrey Scott Cohen: Correct.

Justin M. Hall: Yeah, so this is one aspect, Jeff, that I think that we are the same. We face the same challenges and also opportunities that, you know, the vast majority of the vendors on Amazon face. So even though Amazon is very efficient for us, as I mentioned in your first question, it's also very limiting. You know, we don't really get to interact with those customers very much.

Jeffrey Scott Cohen: Yeah. So this is one aspect Jeff that I think that we are the same.

Justin M. Hall: We face the same challenges and also opportunities that.

Justin M. Hall: You know the vast majority of the vendors on Amazon face, so even though Amazon is a very efficient for us.

Justin M. Hall: As I mentioned to your first question. It's also very limiting we don't really get to interact with those customers is very much. So.

Justin M. Hall: So what we do is try and lure as many customers to our own website, so they're direct customers of ours, you know, away from Amazon. And I think, you know, it's an uphill battle because of how easy it makes it for the customer, how easy Amazon makes it for, you know, the customer, right? It's like buy now, and you'll receive it the very next day. So we try and make it really easy to buy on our own website with Apple Pay and, you know, one-click options.

Justin M. Hall: What we do do is try and lure as many customers to our own website, so their direct customers of ours.

Justin M. Hall: Away from Amazon and I think you know.

Justin M. Hall: It's an uphill battle because of.

Justin M. Hall: How easy it makes how easy Amazon makes it for that.

Justin M. Hall: The customer right, that's like by now and you'll receive the very next day.

Justin M. Hall: So we try and make it really easy to buy on our own website with Apple pay and and you know.

Justin M. Hall: One click options.

Justin M. Hall: But it's, you know, the mix between our own website and, you know, Amazon. Amazon is the majority of that OTC revenue. But we are trying to draw customers with unique bundles and unique discounts to our own website. So then we really own that customer, we own that data, and then we're also able to interact with them more and make them, you know, very loyal Avanova fans.

Justin M. Hall: But it's the mix between our own website and.

Justin M. Hall: Amazon Amazon is the majority of that OTC revenue, but we are trying to draw customers with unique bundles and unique discounts to our own website. So then we really own that customer we own that data and then we're also able to interact with them more and make them.

Justin M. Hall: Very loyal Avenova fans.

Jeffrey Scott Cohen: Got it. Okay. And one more question, if I may, could you talk about the training you referenced with the Inovia team as far as what their team size is now? Are they all 1099s or W2s, and what their geographic presence is domestically?

Speaker Change: Got it okay and one more if I may could you talk about the training you reference with the I know, we achieved as far as what's the size of the team now.

Speaker Change: Are they all 10 90 nines W. Twos.

Speaker Change: What geographic presence.

Justin M. Hall: Yeah, so we are very excited about the partnership with Inovia. They currently have seven field representatives in major metropolitan areas, and, you know, one of the main reasons why this is, why we're so optimistic about it, and why it feels so good is Avanova has not had field sales representatives actually out in the field visiting doctors face-to-face and talking about our products since before the pandemic. So, you know, this is, I don't know, Will College is a return to a business model that we haven't really practiced over the past four years.

Jeffrey Scott Cohen: Yes.

Speaker Change: Yeah. So.

Justin M. Hall: We are very excited about the partnership with <unk>. They currently have seven field representatives.

Justin M. Hall: Major metropolitan areas.

Justin M. Hall: And one of the main reasons why this is why we're so optimistic about it and why it feels so good is avenova has not had field sales representatives actually out in the field visiting doctors face to face and talking about.

Justin M. Hall: Our products since before the pandemic so.

Justin M. Hall: This is a I don't know what colleges.

Justin M. Hall: A return to.

Justin M. Hall: A business model that we haven't really practice over the past four years.

Justin M. Hall: And I think nothing really replaces that face-to-face contact. So even while, you know, the cost of field sales reps is very expensive, there's a certain magic to that relationship building that can't be replaced with phone calls or, you know, Zoom meetings.

Justin M. Hall: And I think nothing really replaces that face to face contact so even while the cost of field sales reps.

Justin M. Hall: Very expensive.

Justin M. Hall: There's a certain magic to that relationship building that can't be replaced with phone calls or zoom meetings. So.

Justin M. Hall: So we're excited to have them on board, and our co-promotion agreement with them is that, you know, we will sell Clobetasol through our inside sales force, so we'll be calling out in the field, wherever they have their field sales reps. So they're having their earnings call next week. I believe it's on Tuesday, so we should all listen to it to hear the details straight from Michael Rowe's mouth. But we're excited about it on our end, and the training that we completed was for both Clobetasol and Avenova. So we trained their seven people, and then they trained our three people on their product.

Justin M. Hall: We're excited to have them onboard in our co promotion agreement with them as that.

Justin M. Hall: We will sell clobetasol through our inside sales force. So we will be calling out in areas, where they don't have a physical sales rep and then they will be selling both their products and our products.

Justin M. Hall: Out in the field, where wherever they have their field sales reps. So they're having their earnings call next week I believe it's on Tuesday, So we should all listened into it to hear the details stray from Michael Rose.

Justin M. Hall: <unk> mouth, but we're excited about it.

Justin M. Hall: On our end and the training that we completed was for both Clobetasol and Avenova. So we trained their seven people and then they trained our three people.

Justin M. Hall: On their product.

Jeffrey Scott Cohen: Perfect. Okay, thanks for taking our questions, Justin. That does it for us.

Speaker Change: Perfect. Okay. Thanks for taking my questions Joseph.

Jeffrey Scott Cohen: <unk>.

Justin: Sure. Thanks.

Operator: And your next question comes from the line of Edward Woo with Ascendiant Capital. Your line is open.

Jeffrey Scott Cohen: And your next question comes from the line of Edward Woo with <unk> Capital. Your line is open.

Edward Moon Woo: Yeah, congratulations on the progress. My question is about your marketing strategy for the rest of the year, particularly for the consumers on, you know, your direct channel on Amazon. How are you going to reach them? Are you going to be able to spend more money to reach them? Or what is your overall marketing strategy?

Edward Moon Woo: Yes, congratulations on the progress my question is on your marketing strategy for the rest of the year, particularly.

Edward Moon Woo: The consumers.

Edward Moon Woo: On your direct channel and Amazon.

Edward Moon Woo: How are you going to reach them or you're going to see it.

Edward Moon Woo: Spend more money to reach them or what is your overall marketing strategy.

Justin M. Hall: Yeah you know that's that's a great question Ed because we you know again we're just we were talking about that just recently because there's a fine balance between being efficient and growing the business and I think we have been very successful in becoming efficient especially over you know the past 12 months we have become more and more efficient in the way that we're reaching out to those customers and you know with that said new customer acquisition is hard and it's expensive and so we're a little cautious on spending money on new customer acquisition but you know without filling the top of the funnel and you know going after you know new customers you know it's pretty hard to grow the business so our strategy for the rest of the year is going to be to continue the efficiency that we have in the online sales channel but really try and grow the sort of conversion of customers from our physician dispense channel you know and from the doctor's office into our OTC channel so I think there's a lot of growth and opportunity there so when people get their first bottle of Avanova from a doctor they learn about it they're educated about it and then they know and trust the product because it's a doctor recommendation but we all know that nobody's going to go back to the doctor across town just to buy a consumable product they want to buy it online so then we're going to try and grab that customer either on Avanova.com or we're happy just to have them find the product on Amazon and you know buy the product on Amazon and become a subscribe and save customer

Edward Moon Woo: Yeah.

Justin M. Hall: That's a great question Ed because we are again were just we were talking about that just recently, because there's a fine balance between being efficient and growing the business and I think we have been very successful in becoming.

Justin M. Hall: Efficient, especially over the past 12 months, we have become more and more efficient in the way that we're reaching out to those customers.

Justin M. Hall: And.

Justin M. Hall: With that said new customer acquisition is hard and it's expensive.

Justin M. Hall: And so we're a little cautious on spending money on new customer acquisition, but without filling the top of the funnel and going after new customers.

Justin M. Hall: It's pretty hard to grow the business. So our strategy for the rest of the year is going to be.

Justin M. Hall: To continue the efficiency that we have in the online sales channel, but really try and grow.

Justin M. Hall: The sort of conversion of customers from our physician dispensed channel.

Justin M. Hall: And from the Doctor's office into our OTC channels. So I think there's a lot of <unk>.

Justin M. Hall: Growth and opportunity there so when people get their first bottle of Avenova from a doctor.

Justin M. Hall: They learn about it they are educated about it and then they know and trust the product because it's a doctor recommendation, but we all know that nobody is going to go back to the doctor across town just to buy a consumable product they want to buy it online. So then we're going to try and grab that.

Justin M. Hall: Customer either on Avenova dotcom or we're happy just to have them find the product on Amazon and bye bye.

Justin M. Hall: By their product on Amazon It would become a subscribe and save customer.

Justin M. Hall: Great, thank you for answering my questions, and I wish you guys good luck. Thank you. Terrific. Always nice to chat with you.

Speaker Change: Great. Thank you for answering my questions and I wish you guys. Good luck. Thank you.

Justin M. Hall: Terrific! It's always nice to chat with you, Ed.

Justin M. Hall: Terrific.

Justin M. Hall: Ed.

Justin M. Hall: Okay.

Justin M. Hall: So it looks like that is our last question. So I thank everybody for joining us today and for their interest in NovaBay. We're excited about our strategic focus on the large and growing dry eye market in our established eye care business.

Speaker Change: So it looks like that is our last question. So I, thank everybody for joining us today and they're interested in novabay.

Justin M. Hall: We look forward to providing another update on our quarterly call in August. Thanks again, and have a nice day. And ladies and gentlemen, this concludes today's call, and we thank you for your participation. You may now disconnect. Please wait. The conference will begin shortly.

Justin M. Hall: We're excited about our strategic focus in the large and growing dry eye market and our established eyecare business. We look forward to providing another update on our quarterly call in August Thanks, again and have a nice day.

Operator: And ladies and gentlemen, this concludes today's call, and we thank you for your participation. You may now disconnect. Please wait; the conference will begin shortly.

Justin M. Hall: Ladies and gentlemen, this concludes today's call and we thank you for your participation you may now disconnect.

Operator: Please wait the conference will begin shortly.

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