Q3 2025 GoodRx Holdings Inc Earnings Call
Speaker #3: Ladies and gentlemen , thank you for standing by . And welcome to the third Quarter 2020 Earnings call . As a reminder , today's conference call is being recorded .
Speaker #3: I would now like to introduce your host for today's call , Aubrey Reynolds Director of Investor Relations , miss Reynolds , you may begin .
Speaker #4: Thank you . Operator . Good morning , everyone , and welcome to Goodrx's earnings conference call for the third quarter 2025 . Joining me today are Wendy Barnes , our chief Executive officer .
Speaker #4: And Chris McGinnis , our chief financial officer . Before we begin , I'd like to remind everyone that this call will contain forward looking statements , all statements made on this call that do not relate to matters of historical facts should be considered forward looking statements , including , without limitation , statements regarding management's plans , strategies , goals and objectives .
Speaker #4: Our market opportunity , our anticipated financial performance , underlying trends in our business and industry , including ongoing changes in the pharmacy ecosystem , our value proposition , our long term growth prospects , our direct and hybrid contracting approach , collaborations and partnerships with third parties , including our point of sale cash programs and our integrated Savings program .
Speaker #4: Our e-commerce strategy , and our capital allocation priorities . These statements are neither promises nor guarantees , but involve known and unknown risks , uncertainties and other important factors .
Speaker #4: These factors , including the factors discussed in the Risk Factors section of our annual Report on Form 10-K for the year ended December 31st , 2024 and other filings with the Securities and Exchange Commission could cause actual results , performance or achievements to differ materially from those expressed or implied by the forward looking statements made on this call .
Speaker #4: Any such forward looking statements represent management's estimates as of the date of this call , and we disclaim any obligation to update these statements , even if subsequent events cause our views to change .
Speaker #4: In addition , we will be referencing certain non-GAAP metrics in today's remarks . We have reconciled each non-GAAP metric to the nearest GAAP metric in the company's earnings press release , which can be found on the overview page of our Investor Relations website at investors .
Speaker #4: I would also like to remind everyone that a replay of this call will become available there shortly as well . With that , I'll turn it over to Wendy .
Speaker #5: Thank you . Aubrey , and thank you to everyone for joining us today . Q3 was a strong quarter of focused execution and measurable progress across each of our key strategic priorities .
Speaker #5: Since our last earnings call , we expanded our access and affordability programs with leading pharmaceutical manufacturers , including with Novo Nordisk , to deliver direct to consumer cash prices for Ozempic and Wegovy , and with Amgen for Repatha , among others .
Speaker #5: We strengthened our partnership with one of the nation's largest grocery retailers , launching our RX Smart Saver counter solution at Kroger pharmacies nationwide .
Speaker #5: And we continue to invest in the strength of the RX brand , launching our new Savings Wrangler campaign to reinforce Goodrx as the most trusted and recognizable name in prescription access and affordability .
Speaker #5: These initiatives demonstrate the strength of our platform and show how we're executing our strategy with speed , scale , and purpose . Delivering tangible value to consumers , pharmacies , and manufacturers .
Speaker #5: While positioning Goodrx for sustainable long term growth . I'm incredibly proud of the progress our teams delivered this quarter and of the strong foundation we're building for continued momentum ahead .
Speaker #5: Before diving into business updates , I want to acknowledge the broader US health care environment and how prescription drug pricing is undergoing a profound transformation with the pending introduction of Trump RX and the renewed focus on most Favored Nation , or MFN pricing .
Speaker #5: The market is shifting decisively toward greater transparency and direct to consumer access . We view this evolution as both an opportunity and a clear validation of our mission .
Speaker #5: We are actively engaged with the administration and HHS , helping to inform policy efforts that expand access and affordability for all Americans . The Goodrx platform is designed to deliver on many of the same goals .
Speaker #5: Driving these initiatives , providing transparent consumer direct pricing for medications at scale . We enable consumers to fill their prescriptions at nearly all pharmacies nationwide so they can continue to work with their trusted pharmacists to manage all of their prescribed medications or get their prescription shipped via home delivery partners .
Speaker #5: This is a significant differentiator . Many other affordability programs or new pricing initiatives are limited to select home delivery pharmacies , which can restrict access and slow adoption .
Speaker #5: With more than a decade of experience , deep relationships across the pharmacy ecosystem and proven operational capabilities , I believe Goodrx is uniquely positioned to lead the evolution of direct to consumer healthcare .
Speaker #5: While also supporting the ambition of this administration . And while it's still early in the landscape , continues to evolve , we believe these policy developments will ultimately be a long term tailwind for Goodrx as the market shifts towards greater price transparency and consumer direct models .
Speaker #5: We'll be positioned to bring even more DTC cash pricing to our platform , expanding choice , access and savings for millions of Americans .
Speaker #5: I also want to recognize the growing uncertainty around the future of health insurance coverage in the US . Changes to the Affordable Care Act marketplace subsidies and Medicaid support could lead to more Americans finding themselves uninsured or facing higher out-of-pocket costs .
Speaker #5: What is clear is that affordability will remain a pressing issue for millions of people in this moment , Goodrx becomes even more essential and relevant to consumers into the healthcare providers who are tasked with supporting their patients .
Speaker #5: Whether a patient is insured , underinsured or uninsured . We are here to help them access and afford the full range of prescriptions they need to stay healthy .
Speaker #5: Turning to our third quarter performance , we delivered solid financial results driven by disciplined execution . While we're pleased with our overall momentum , we have continued to navigate industry headwinds that have modestly impacted our results .
Speaker #5: The ongoing and now complete Rite Aid store closures reduce prescription volume across certain geographies . We are actively working to recapture displaced users both through direct communications .
Speaker #5: Were available . And in partnership with acquiring pharmacy retailers . But as we noted on the last call , this takes some time .
Speaker #5: As always , we remain focused on the long term health and growth of the business and creating lasting value for our consumers , partners and shareholders alike .
Speaker #5: Now , let's dive into key business updates , starting with pharma manufacturer solutions , which we'll refer to as manufacturer solutions . We delivered strong results during the third quarter with 54% year over year revenue growth .
Speaker #5: We continue to sell new brands and expand relationships with existing partners, reinforcing our position as the go-to partner for manufacturers seeking to improve access and affordability for patients.
Speaker #5: Our value proposition is clear . We deliver measurable results , proving strong ROI by helping manufacturers reach the right patients . Drive adherence and remove barriers to treatment .
Speaker #5: This is why more brands are choosing to work with Goodrx and why our existing partners continue to deepen their investment with us . As I mentioned earlier on the call , we see potentially strong tailwinds from the policy environment for manufacturer solutions .
Speaker #5: Initiatives like Trump RX and potential most favored nation mandates are causing the pharmaceutical landscape to shift in meaningful ways as manufacturers face growing momentum and pressure to bring direct to consumer or DTC affordability programs to market price transparency , brand access , and patient affordability have become front and center priorities across the industry , and Goodrx continues to be uniquely positioned to be the solution that operationalizes these DTC strategies .
Speaker #5: We've already built the infrastructure , the partnerships and the trust to help manufacturers turn affordability commitments into reality . A clear example of this is the collaboration with Novo Nordisk .
Speaker #5: We announced in Q3 to offer both Ozempic and Wegovy at $499 per month . GLP one are a drug class that we see continuing to grow and be divisive with insurers .
Speaker #5: In terms of coverage , with most Americans still not having these drugs covered by insurance for weight loss , Goodrx has a tremendous opportunity to help by leveraging the unmatched reach and scale of the trusted Goodrx platform , we can more effectively meet the growing demand for GLP one and deliver savings directly to patients who need them .
Speaker #5: We're incredibly excited about this partnership and look forward to expanding access to these savings through our subscription offering later this month . In October , we also announced a new partnership with Amgen to offer Repatha for nearly 60% off the retail pharmacy list price savings like this help patients overcome traditional insurance hurdles , such as restrictive formularies and high deductibles that often delay or prevent treatment .
Speaker #5: This further demonstrates how goodrx is pioneering direct to consumer solutions that give brands a trusted , scalable channel to deliver real savings directly to patients .
Speaker #5: To date , we have over 200 brand affordability programs on our platform . Nearly 80 of which are cash prices . Looking ahead , we're investing further in our manufacturer solutions capabilities , expanding how we deliver a true end to end e-commerce model to the pharmaceutical industry .
Speaker #5: Today , we deliver affordability and access across channels , and we will continue to strengthen our ability to connect manufacturers not only with patients , but also with healthcare professionals who play an increasingly important role in driving awareness and adoption of these programs .
Speaker #5: We expect these investments to continue fueling growth into 2026 and beyond . Now , turning to prescription marketplace . We continue to serve as a trusted ally to retail pharmacies , helping them improve profitability , reduce prescription abandonment , and drive innovation in the prescription experience .
Speaker #5: As I've shared on past calls , we are focused on delivering this through pharmacy counter integrations , e-commerce experiences , and direct contracting capabilities .
Speaker #5: I'm proud of the progress we have made against this strategic priority in 2025 . Having launched multiple initiatives that are helping pharmacies streamline workflows , improve consumer engagement , lower cost to fill and expand their digital presence .
Speaker #5: For example , our e-commerce experience for retail pharmacies allows consumers to check inventory , validate prescriptions , and pay online before picking up in store , giving them greater convenience while helping pharmacies reduce the cost to fill and eliminate administrative hurdles .
Speaker #5: So there's more time to engage with patients . And we also launched Community Link , our new offering designed specifically for independent pharmacies , which offers a cost plus pricing model that provides the retailer with predictable pricing and better economics .
Speaker #5: Since going live on July 1st , we've been seeing positive momentum and are encouraged by the number of independent pharmacies that have directly contracted with us thus far .
Speaker #5: In addition to these retail initiatives , we announced the new counter Solution RX Smart Saver , powered by Goodrx , our Smart Fever is a turnkey , ready to deploy solution that brings medication affordability directly to the pharmacy counter , improving the patient experience while delivering stronger economics for the retail partner .
Speaker #5: This solution is already being used by multiple retailers , including Kroger , who launched our Smart Saver at all of their pharmacies nationwide .
Speaker #5: This program gives their customers instant access to Goodrx savings when they are picking up their prescriptions , including co-pay cards and nearly 80 unique cash prices for brand medications that often aren't covered by insurance or have poor coverage .
Speaker #5: Patients simply use their smartphone to scan the code at the pharmacy counter , enter the RX Smart Saver portal , and then show the savings to the pharmacist during checkout to save on essential treatments .
Speaker #5: Each prescription filled strengthens the savings flywheel Pharma manufacturers gain greater visibility for their affordability programs and are able to extend their direct to consumer channel efforts .
Speaker #5: Pharmacies improve profitability and deepen patient relationships by lowering out-of-pocket costs and consumers gain more affordable access to the medications they need . We look forward to rolling out counter savings programs with additional retailers in the fourth quarter .
Speaker #5: We also made progress expanding our subscription offering , launching Goodrx for hair loss . We're leveraging our e-commerce capabilities to create an integrated end to end digital experience that prioritizes affordability , convenience , and trusted care .
Speaker #5: This offering provides men with clinically proven treatments that help slow hair loss and promote regrowth all through a single , seamless platform . They can trust .
Speaker #5: We expect to launch our third subscription offering for weight loss in the coming weeks , combining our GLP one savings programs with our trusted Goodrx brand to deliver a convenient , low cost solution .
Speaker #5: As we continue to expand the reach and impact of our brand across the industry , we also know how important it is to stay top of mind for consumers .
Speaker #5: Our new brand campaign , the Savings Wrangler , marks a pivotal moment in Goodrx's brand evolution . Translating our mission into a bold , culturally resonant campaign .
Speaker #5: Building on our strong foundation of trust and credibility . The Savings Wrangler taps into a familiar truth that navigating prescription prices can feel like the Wild West .
Speaker #5: This campaign is a scalable , creative platform and long term brand asset that we believe will help drive further growth , deepen consumer connection , and reinforce Goodrx acts as the most trusted name in prescription savings since launch .
Speaker #5: We've seen that key marketing metrics such as unaided awareness and good search volume are up across the board . We've made meaningful progress this quarter , strengthening our partnerships with manufacturers and pharmacies , expanding access and affordability for consumers , and continuing to build on our trusted brand .
Speaker #5: We're executing with discipline and intent , and we're well positioned to meet the growing demand for transparency , affordability and access across the healthcare landscape .
Speaker #5: We're also making good on our commitment to engage meaningfully in policy discussions that shape the future of drug pricing and patient access , ensuring good RX continues to be a trusted voice and strategic partner in advancing affordability solutions nationwide .
Speaker #5: I'm incredibly proud of what our teams have achieved and am confident in the momentum we're carrying into the remainder of the year , I will now turn the call over to Chris to discuss third quarter results .
Speaker #6: Thank you , Wendy , and good morning , everyone . For the third quarter , total revenue was $196 million , up approximately $1 million versus the prior year .
Speaker #6: Consistent with our expectations , prescription transaction revenue was down 9% versus the prior year , primarily driven by the impact of Rite Aid store closures , which are now complete and lower transaction volume in our integrated savings program with one of our PBM partners .
Speaker #6: These factors also drove the decline in monthly active consumers and outcome . We anticipated and discussed on our last earnings call . As our business continues to evolve , we are reassessing this metric as a primary indicator of performance to ensure it aligns with how we measure growth and profitability .
Speaker #6: Turning to manufacturer solutions , revenue for the quarter was $43.4 million , representing growth of 54% compared to the prior year , reflecting strong execution and expansion across both new and existing brand partnerships .
Speaker #6: As we have previously discussed , Manufacturer solutions has quarterly variability due to the nature of expected deal timing and during the third quarter , we closed several deals that were initially projected for the fourth quarter .
Speaker #6: Therefore, we believe the trend across the first nine months of the year, which is up approximately 35% year over year, is a more accurate indication of underlying momentum.
Speaker #6: And our expectations for the full year . For the third quarter , adjusted EBITDA was $66.3 million , an increase of 2% versus the prior year , which constitutes an adjusted EBITDA margin of 33.8% .
Speaker #6: This marks an improvement of 50 basis points compared to the prior year , and reflects our commitment to expanding margins through strong cost , discipline and operational efficiency .
Speaker #6: Our balance sheet remains strong . Ending the third quarter with $273.5 million of cash on hand , with about $80 million of unused capacity available under our revolving credit facility .
Speaker #6: During the quarter . We repurchased approximately 13.4 million shares of our stock at an average price of $4.61 per share , totaling $61.6 million .
Speaker #6: At the end of the third quarter , approximately $81.4 million of capacity remained under our $450 million share repurchase program . Turning now to our outlook for the remainder of the year , we are leaving our revenue guidance unchanged as we continue to expect full year revenue above prior year , or at least $792 million .
Speaker #6: Fourth quarter revenue is now expected to decline sequentially from the third quarter , reflecting the acceleration of manufacturer solutions deals that closed earlier than originally anticipated .
Speaker #6: Our full year adjusted EBITDA projections are also unchanged , which represent approximately 2 to 6% growth compared to 2024 , with an adjusted EBITDA margin roughly in line with our year to date trend .
Speaker #6: Overall , we delivered a solid financial performance this quarter , underscored by our strength of our manufacturing solutions offering , which , as I stated previously , we now project approximately 35% revenue growth in 2025 .
Speaker #6: Our leadership team remains committed to executing on strategic priorities and enhancing operational efficiency, as demonstrated by the expected year-over-year increase in adjusted EBITDA.
Speaker #6: We believe our continued investment in these initiatives will drive sustainable , profitable growth while creating lasting value for consumers in the pharmacy ecosystem .
Speaker #6: With that, I will turn the call back over to Wendy.
Speaker #5: Thanks , Chris . As I approach my one year anniversary at Goodr , I'm incredibly proud of how far we've come and am even more excited about where we're headed .
Speaker #5: Q3 was a solid quarter that showcased the power of our strategy and action , deepening partnerships with pharmacies , expanding affordability solutions with manufacturers , and strengthening the brand with consumers nationwide .
Speaker #5: It also opened new opportunities for us to engage with the federal government as a key partner in the development of Trump RX . Further reinforcing our role in advancing national affordability initiatives .
Speaker #5: Together , these efforts are building a more connected and sustainable healthcare ecosystem , one where consumers can access affordable medications . Pharmacies can thrive and manufacturers can deliver real savings directly to patients .
Speaker #5: We're executing from a position of strength with a trusted brand , a differentiated platform and a business model built for this moment in healthcare .
Speaker #5: The national focus on affordability and direct to consumer access plays directly to our capabilities , and we're well positioned to lead as the market continues to evolve .
Speaker #5: As we look to the remainder of the year and into 2026 , our priorities are clear . Continue to expand partnerships across retail and pharma , accelerate digital and e-commerce innovation to simplify the consumer experience and invest in our brand and technology to deliver even greater value at scale with consumers facing higher out-of-pocket costs and shrinking insurance benefits , we anticipate a renewed shift toward cash pay prescriptions .
Speaker #5: We view these dynamics , combined with growing pharma investment in direct to consumer engagement , as supportive of our long term growth opportunity .
Speaker #5: We have built a powerful , trusted platform that we're continuing to leverage in new and meaningful ways , which should ultimately drive sustainable growth and long term stakeholder value .
Speaker #5: Our mission has never been more relevant , and I'm deeply proud of our teams for the focus and innovation they bring to helping millions of Americans save time and money on their prescriptions .
Speaker #5: I will now turn the call over to the operator for questions .
Speaker #3: Thank you . We will now begin the question and answer session . If you dialed in , would like to ask a question , please press Star One on your telephone keypad to raise your hand and join the queue .
Speaker #3: You would like to withdraw your question . Simply press star one again . If you are called upon to ask your question and are listening by speakerphone on your device , please pick up your handset to ensure that your phone is not on mute .
Speaker #3: When asking your question , we do request for today's session that you please limit to one question and one follow up . Our first question comes from Lisa Gill from J.P.
Speaker #3: Morgan . Please go ahead .
Speaker #7: Operator . This is this is a company . We can't we can't hear if Lisa's talking , we can't hear on our side .
Speaker #3: I'm sorry , Lisa , your line is now open . Shall we move on to the next ?
Speaker #8: Sure . We'll come back to Lisa next if we can . If we can't get our audio to work .
Speaker #3: Our next question comes from Michael Cherny from Learning Partners. Please go ahead.
Speaker #9: Morning . Can you hear me ?
Speaker #7: We can. Thanks, Michael.
Speaker #9: Okay . Perfect . Congratulations . Especially on the nice manufacturer solutions performance . Maybe if we can just start with Peter . I appreciate all the commentary that you had , Wendy , about the market and how the market is coming to the good or X model , whether you change the metrics or not .
Speaker #9: How do you think about what a stabilizing TTR environment should look like ? I'm not asking for 26 guidance , but more . Some of the dynamics about the continued shift toward more pricing transparency .
Speaker #9: How does that translate functionally into Goodrx's ability to win ?
Speaker #7: Yeah . Hey , Michael , maybe I'll maybe I'll start and then let Wendy sort of come in on the on the back end .
Speaker #7: I mean , I mean , look , we this 25 in some respects has been a bit of a perfect storm . You know , against the , you know , the cash market .
Speaker #7: I mean , for our , you know , specifically with respect to us , I mean , you got Rite Aid and ISP , which we talked about , but then the macro conditions really are around a couple of things .
Speaker #7: One , the change in the reimbursement models at retail . I mean , it has the unfortunate impact of just raising prices on the consumer .
Speaker #7: And when you couple that with what we're seeing out of the payers , which is high utilization , a good benefit profile , this year , I mean , look , we've been we've been clear that we believe we're a supplement to insurance and people , everybody in America that's insured or not should come to us and check the cash price against , you know , other payer options .
Speaker #7: And we think people are going back on benefit in 25 . So when we think about the trends going forward , you know , the 26 trends , it's it's from a macro perspective , it looks like there will be a potential for a lot more people that are uninsured due to a variety of factors .
Speaker #7: All of the data suggests that the benefit profile won't be as good going into 26 . I mean , we look at the CMS premiums on the part D side , up 33% , depending on what you believe around the subsidies .
Speaker #7: And you know how this gets negotiated on the government shutdown . You know , out of pocket costs are estimated to be somewhere between 25 and 100% increases for those that are covered .
Speaker #7: So there are a lot of factors as we go into 26 that we think , you know , really sort of reversed course from 25 to 26 and put a tailwind at our back around the number of , you know , scripts and the cash market itself .
Speaker #7: So and I think we're well positioned to win more than our fair share of the market . If you know , as it returns to an expanding market .
Speaker #8: Michael it's Wendy . I would just add , in addition to the trends that Chris called out , that , you know , to reaffirm , we do believe should be tailwinds .
Speaker #8: We're then also focused on a strategic priority that you've heard us talk about a couple of times in truly owning that pharmacy counter and that consumer journey .
Speaker #8: And the more retailers that we partner with in that capacity , then also allow us to capture more when the consumer is actually standing at that counter .
Speaker #8: So you combined both what we believe should be an expansion of cash in 2026 , with a greater presence at that counter . And we do believe that helps us reverse this trend , if you will , that we're seeing in 25 .
Speaker #8: But I would also be remiss without pointing out that, you know, we do believe that overall, for us as a company, we are going to see a greater proportion of our revenue be attributed to manufactured solutions.
Speaker #8: I think that is a fair observation and one actually that we are focused on . We think that is the right direction for us as a company .
Speaker #8: But I wouldn't say that it's going to come at the expense of our core growth . It's just simply going to become a larger component of our overall revenue mix .
Speaker #9: That's helpful . And maybe just sticking on manufacturer solutions . You have a number of companies that you compete against . Obviously , different companies have different definitions of what they do for manufacturer solutions .
Speaker #9: As you think about your strategic positioning , where do you feel like you have the best opportunity to win against various different peers from here ?
Speaker #8: Gosh , that's a good question . I mean , I will say to your point , there are a lot of different ways in which competitors play with manufacturers .
Speaker #8: I think I would start with the just broad affordability program definition , which is when manufacturers are thinking about conveying a cash price at point of sale .
Speaker #8: We have the number one digital prescription marketplace for pricing . Therefore , they know that in partnering with us , through us , on our site , embedded in whatever fashion they determine to do so , they're automatically getting connected to the largest set of eyeballs where Americans are coming to check their pricing .
Speaker #8: So that , for me , is kind of thing . One from a competitive advantage . I think part two is we've now demonstrated over multiple years in our manufacturer solutions business that we are delivering an outsized ROI to these manufacturers .
Speaker #8: And so as a result , they're seeing the new the refills , they're seeing the connectivity to the hcp's that are prescribing their medications .
Speaker #8: Again , we also know we are the number one utilized drug marketplace by prescribers as well . You combine those two things , and I believe that is where we candidly have a distinct advantage against competitors .
Speaker #3: Our next question comes from Daniel Grosslight from Citi . Please go ahead .
Speaker #10: Hi , guys . Thanks for taking the question . You know , there's been a lot of chatter about PBMs moving from the traditional rebate model to offering lower prices at the point of sale , which actually seems to have some legs .
Speaker #10: Now , given the recent announcement . So , Wendy , Chris , you both have deep experience at at PBMs . I'd love just to get your thoughts on the evolution of the PBM model .
Speaker #10: Potential employer receptivity to that shift in rebates to to point of sale discounts , and how this impacts your strategy going forward . Thanks .
Speaker #8: Yeah , appreciate the question . Look , I think , you know , it's a combination of meeting the moment , if you will .
Speaker #8: Clearly there's a lot of regulatory pressure on payers to contemplate a clear model at point of sale . You know , candidly , they've you know , they've had the opportunity to convey this type of pricing for some time .
Speaker #8: And we of course , have been integrated , you know , with the top PBMs through our integrated savings program for some time as well , giving them the ability to compare cash to funded price .
Speaker #8: Be that as it may , the notion of pushing rebate to the point of sale discount , if you will , it's candidly , it's nothing new .
Speaker #8: We actually applaud it . I mean , if it's going to underscore more affordability for Americans at the counter , we're all in .
Speaker #8: And given how we already partner with the top payers , particularly the one that you mentioned in your question , we largely are that cash engine behind how they're providing that comparative pricing .
Speaker #8: So we feel like we're well positioned to take advantage as more payers embrace what I would call a more open aperture of what already exists .
Speaker #8: And , you know , whether or not they're doing that based upon regulatory pressure or pressure from their clients . But we're somewhat indifferent because we think it's the right answer to be able to have cash always present at the point of sale .
Speaker #8: I think Chris mentioned it in his opening question . We view ourselves as a complement to insurance . It should really always be an and not an or , and this just puts more in the win column for that .
Speaker #8: And in my view , Chris , is there anything you'd add ?
Speaker #7: Yeah , I would start by just echoing that . You know , I applaud them for doing it . This is a challenging thing for them to do , a bold move .
Speaker #7: But I think it ultimately at the end of the day , the right move , it shows that they're listening to , you know , not only the administration but but others in the ecosystem .
Speaker #7: And so when I saw the press release , I think about ISP and the original sort of strategic intent behind that program was to was to sit inside of PBM who had access to benefit profile and could automate what I think consumers should be doing anyway , which is look at the on benefit price versus off benefit .
Speaker #7: Now , I don't think that program has worked the way we intended , but when I read the press release from a company like Cigna , they it was a press release .
Speaker #7: We could have written . Right . And the fact that they wanted they're talking about , you know , bringing down consumer pricing and price transparency .
Speaker #7: That's been our mission for a decade and a half ago . And so that's not an immediate benefit to us . But I think because their program doesn't start until 2027 and they'll phase it in .
Speaker #7: But I think over the longer term that aligns with our core mission . I couldn't be happier that they're doing it . And I think it I think it invigorates some of the , you know , the products that we've already put out in the marketplace .
Speaker #10: Yep , yep . Makes sense . And then I would love to just get a little bit more detail on how you intend to to work with Trump for .
Speaker #10: Would it be something like a link to the Goodrx website ? Would you be directly integrated with a potential Trump RX website ? There's been a lot of chatter about others , like Mark Cuban's Cost Plus doing doing a similar kind of integration with Trump .
Speaker #10: So . So I'd love to just to get your thoughts on how this will actually be operationalized and how good are acts and other lower cash pay .
Speaker #10: Companies could could also work with Trump . And you . .
Speaker #8: Look , first of all , I appreciate the question . You're not wrong in that I think there are , you know , a lot of stories floating around on what it is or what it isn't .
Speaker #8: I would start by saying we are in active engagement with HHS and the team that is actually building out this website , as in , you know , architects , architects , engineers to engineers on how we integrate from an API perspective .
Speaker #8: And we intend to do so . So we will be a partner and participating in Trump Rex . But for clarity and in backing up where I think some of the misinformation continues to circulate is that Trump is really functioning as just a repository of pricing .
Speaker #8: So think about it as reflecting
Speaker #8: partnerships that are guys integrated into it . And displaying said pricing . So think about it as like a plan finder tool . But for effectively pharmacy pricing .
Speaker #8: And we believe just given the expansive nature of the pricing that already exists through Goodrx and the 60 plus thousand pharmacies that we work with .
Speaker #8: When you think about how good our X will show up in that environment compared to perhaps , you know , one of the much smaller competitors that you just mentioned in your question and or others , we feel like we're really well positioned to take advantage of , you know , whatever opportunity that presents for us , they have an ambition to launch in early January .
Speaker #8: I don't know whether they will or not , but if they do , we'll be well positioned to take advantage of , you know , whenever that goes live .
Speaker #8: I would also say that given our deep Pharma relationships , they too , even in the deals that they're striking with the administration , are then engaged with us for the most part , suggesting that same pricing will be deep linked to us and in many instances , we are the conduit for that pricing for that manufacturer .
Speaker #8: That's not how all of those relationships will work , but generally speaking , if you think about Trump RX displaying a pricing , they're not a fulfillment opportunity .
Speaker #8: They're not going to function as a pharmacy . They're not going to contract directly with pharmacies . It will need to go through a third party , such as ourselves to facilitate that cash transaction .
Speaker #8: And we believe we are really in an excellent position to take advantage of whatever this turns out to be in 2026 .
Speaker #10: Very interesting . Thanks for all the color .
Speaker #8: You're welcome .
Speaker #3: Our next question comes from Lisa Gill from J.P. Morgan . Please go ahead .
Speaker #11: Good morning , Wendy and Chris . Sorry for that technical difficulty on my side Wendy , I just really want to go back to to the comment that you and Chris made around ISP and the evolving market around ISP .
Speaker #11: What the original intent was , you know , your comments around how you see the PBM market evolving and changing ? Do you see a new product coming to market ?
Speaker #11: Do you see that you change what what ISP looks like in some way ? How do I think about that market ? In that market opportunity going forward ?
Speaker #8: Yeah , I would say the original thesis , Lisa , and the way ISP was designed to begin with , that still holds .
Speaker #8: I think the difference is PBMs are rethinking perhaps the ubiquitousness of the product itself . And how supportive they are of opening it up to their client book as originally designed .
Speaker #8: It's precisely what PBMs are talking about today . I think there's an added difference . Now , of course , with more brands in the mix compared to perhaps when that product originally launched and it was largely focused on generics only .
Speaker #8: So now you've got an even broader opportunity for brands that aren't covered , you know , 80 of which we already have point of sale discounts on .
Speaker #8: And so that allows a PBM with their , you know , litany of clients to say , hey , even if you can't afford to cover this on benefit , you can have this wrapped in program whereby at a minimum , you're getting access to deeply discounted cash pricing .
Speaker #8: And it's largely seamless at point of sale . Now , having said all of that , I still think in parallel there is an opportunity , largely because these employers , coalitions and broader groups are coming to us saying , hey , we may have interest too , and contemplating just our own carved out cash list .
Speaker #8: And could we perhaps do that directly with you ? Goodrx that is of interest to us . And you've heard us mention , you know , that we have been thinking through what that strategy should be , and you'll hear us outline that in more detail .
Speaker #8: Lisa , in our 2026 plan . But the short answer is yes , that will be an and on top of ISP .
Speaker #7: Hey Lisa , I might just add , it's a very it's an interesting question , one we could probably go on for a while about because when you think about the nature of the PBMs , sort of the way you frame the question , and PBMs are selling this to businesses , right ?
Speaker #7: They're selling it to payers who have to make a decision . The way I understood their announcement around , ultimately in the out years , whether they want to opt in or out of the program , meaning whether they want to keep the rebate , you know , as a part of their their broader , you know , pool of money to keep premiums down or whether they want to pass that through to their ultimate patients for us .
Speaker #7: So that's a business decision for a payer to make . We we want to participate more upstream in the , you know , the journey we want to get into .
Speaker #7: The physician's office . We're thinking through strategic initiatives to to make this a consumer choice . Ultimately , right , where it's not necessarily light on .
Speaker #7: So PBMs will always be a critical partner , but our we are always focused on consumer choice as opposed to payer choice .
Speaker #11: And I just I know you're not prepared to talk about 2026 at this point . But you know , Chris , as we think about modeling , is there anything that we need to keep in mind from either a headwind or tailwind ?
Speaker #11: If I think about , you know , Rite Aid , I would expect that you'll anniversary that as we go go into 2026 .
Speaker #11: Wendy's talked about the opportunity , whether it's ACA , Medicaid , less insured people like just anything that we should be thinking about as as we start modeling for 26 .
Speaker #7: Yeah , you've you've highlighted the you know , we obviously have some headwinds and some revenue that occurred in 2025 that will not repeat in 2026 .
Speaker #7: So we have to lap some some comps . You know , that that will be a clear headwind . And that's not an immaterial number .
Speaker #7: When you think about ISP , when you think about , you know , more than half the year of of Rite Aid being in .
Speaker #7: So but look , we've got a lot of things that we're thinking through and assessing with that , I of highlighted earlier around 2026 and some of the opportunity we think it presents our intention is to overcome those headwinds .
Speaker #7: So I don't want to get into 26 guidance , but in terms of color , I you know , we intend to overcome , you know , the headwinds that we're faced with .
Speaker #11: Okay . Great .
Speaker #8: Lisa , if I may , just coming in behind Chris quickly on that . I would say the opportunity set that are the strategic initiatives that we're shaping up for 26 .
Speaker #8: They're meaningful . We're purposely not outlining those here . Candidly , we're still kind of we're modeling what we think they're actually worth , and we want to get it right .
Speaker #8: You know , when we share that with you and others . And so for that reason , you'll you'll hear us do that on our next call .
Speaker #8: But I'm I am pleased with the way the strategic list of opportunities are framing up for 26 thus far .
Speaker #11: I appreciate that , Wendy . Thank you .
Speaker #8: Yeah . Thanks , Lisa .
Speaker #3: Our next question comes from Jailendra Singh from securities . Please go ahead .
Speaker #12: Thank you and thanks for taking my questions . So my first question is around , you know , you guys have talked about building capabilities to better serve HCP within your PMS business , including rolling out products similar to those already in the market .
Speaker #12: Can you update us on the progress there ? Any early learnings you can share as you continue to evaluate ways to further deepen your relationship with Hdps ?
Speaker #8: Thank you for the question . You're right . Yeah , we have talked a little bit about the technological capabilities that we invested in this year meaningfully to be able to set ourselves up for a strong 2026 selling season , specifically aimed at how pharma partners with and focuses on specific HCPs .
Speaker #8: And , of course , those affiliated NPIs . I will say in the early innings , it's looking promising . You'll hear us talk about that as well .
Speaker #8: When we provide 26 guidance , I would say we're well positioned to take advantage of that . And I'm , you know , I'm thankful that the investment that we made to prepare for this 26 selling season remained on track .
Speaker #8: In fact, it was ahead of schedule such that it largely set up our manufacturer solutions team, where that HCP sales arm resides, to hit the ground running. Because obviously, this is a big setup for what the 26 selling season looks like.
Speaker #8: We're deep in RFP season as we speak , so too early for me to outline specific results . I would just tell you that we're well positioned and I think it sits where we would have presumed we would have been per plan .
Speaker #12: Okay . And then my follow up , I actually want to follow up on the timing of certain manufacturer deals . You talked about which kind of impact Q3 versus Q4 .
Speaker #12: Can you elaborate on that ? Is it possible to quantify the impact of this shift ? Are these deals like one time in nature and isn't Q4 generally a seasonally stronger quarter for PMS just trying to better understand the messaging on Q3 versus Q4 for the PMS business ?
Speaker #7: Yeah . I mean , look , it's this time of year . We you know , the you know , pharma spins up at times .
Speaker #7: And so we had some of these deals baked in . And it just it was accelerated . Some of those deals we did I don't want to get into the you know sizing it at all .
Speaker #7: I just think , you know , it's they're not one time sort of revenue . I mean typically , you know , speaking deals come in and they're , you know , 12 months in nature this time of year .
Speaker #7: They can be shorter duration , like in , you know , intra quarter . They could cross over the quarters , that kind of stuff .
Speaker #7: So we just we pulled some revenue in based on the timing of the closing of deals . We just originally anticipated in Q4 .
Speaker #7: You know , it'll drive manufacturing solutions up for the year . I think we said , you know , 35% . I think it'll probably sneak above that level , actually , for the year .
Speaker #7: But , you know , other than that , it's just I think it's normal course of this kind of time of year to see some deals come in and we don't know the exact timing when we're when we're forecasting .
Speaker #7: .
Speaker #12: Great . Thanks a lot .
Speaker #3: Our next question comes from John Ransom from Raymond James . Please go ahead .
Speaker #13: Hey , just a couple for me . Your ISP partner , where you've had an interruption in the relationship . Should we assume that that's a permanent state of affairs , or is there some hope that that might be reconciled ?
Speaker #8: Yeah, I mean, I would say it's less of an interruption and more of them taking a multi-network approach. We still have a fine relationship.
Speaker #8: And , you know , continue to see volume flow through it . I think it's a matter of them having added additional partners to that relationship as to whether or not that narrows again , it's an interesting question .
Speaker #8: There's always a possibility for something like that to happen , but nothing that I would call out today . John .
Speaker #7: Okay , I would say , and we're assuming , John , for our purpose , just so you know , I mean , we kind of have it as , you know , as status quo .
Speaker #7: And it now probably represents a little more upside than downside for us . But I don't think we'll return to like , you know , baking in upside .
Speaker #13: And just just the second question , I mean , this is a very crude metric , but just looking at your marketing spend , it's still running about 40% of sales .
Speaker #13: And you're spending about the same money to get , you know , a 9% decline in Peter . So how do we think about long term customer acquisition cost marketing spend as and how do you calibrate that relative to your revenue ?
Speaker #13: Thanks .
Speaker #7: Yeah , we look from from our perspective . It's very important to invest in our brand . And so we do . We think about the metrics that you're talking about .
Speaker #7: But they don't drive necessarily the decisions we want to think about regarding where it's appropriate. The effectiveness of dollars, where we spend them, and the timing of it, as we launch subscription offerings. For example, we're sort of relitigating how we think about putting dollars behind that from a marketing perspective.
Speaker #7: You know , we've got a new brand campaign out there . Unaided awareness is up across the board as we measured it . So it's it's working .
Speaker #7: But , you know , when we think about the macro trends that I outlined earlier and , you know , you know , for the for the most part this year is cash has contracted as a market .
Speaker #7: We've increased market share . That's important because that's the way you take advantage of getting more than your fair share in an expanding market for 2026 .
Speaker #7: So look , we we we believe we're , you know , we'll return to growth in our platform . And I think those marketing dollars , you know , as measured in any one year , in a year like this where I think we face multiple headwinds , I'm less concerned about it .
Speaker #7: So , you know , we just make that decision , you know , in the totality as we sort of do a , you know , multiyear planning .
Speaker #13: Okay . Thank .
Speaker #14: You .
Speaker #8: Thanks , John .
Speaker #3: Before we move to the next question , in the interest of time , we're going to limit one question per participant . Thank you .
Speaker #3: And our next question comes from Steven Valiquette from Mizuho Securities . Please go ahead .
Speaker #15: Yeah . Thanks . Good morning everybody . Thanks for taking the question . I also just wanted to come back to the the manufacturer Solutions segment for a moment on the the pull forward that you talked about .
Speaker #15: So I guess as we think about 2026 , you know , the quarterly cadence for that segment and the normal seasonality , should we assume for now , then that the revenues would just increase sequentially every quarter throughout the calendar year ?
Speaker #15: And then if there's a pull forward next year , we just , you know , focus on that , if that happens . But so what's the normal pattern when thinking about 2026 ?
Speaker #15: If you can provide any color on that that'd be helpful . Thanks .
Speaker #7: Yeah . Look , I mean , I think generally speaking , the trend is , is up as those sales close throughout the year .
Speaker #7: And just to be clear , when I , you know , when we talk about sequential revenue coming down , it's more total revenue .
Speaker #7: I'm not talking specifically about manufacturing solutions . Just to be clear about that . So but look it can be a little lumpy in terms of when and how those deals close .
Speaker #7: Right ? We we're looking to go deeper into existing , you know , manufacturers relationships . We're looking to add new ones . We track a traditional sales pipeline with a funnel .
Speaker #7: We estimate probability of close timing of close . And those don't always happen exactly as we forecast them . So but generally speaking we think it's it's it's growth .
Speaker #7: This is a this is a growth engine for us . I think it'll continue to be manufactured solutions . That is I think it'll continue to be an increasing part of our our revenue .
Speaker #7: So I anticipate it continuing to grow .
Speaker #3: Our next question comes from Stan Bernstein from Wells Fargo . Please go ahead .
Speaker #16: Hi . Good morning and thanks for taking my questions on manufacturing solutions . You called out the point of sale discount programs as being contributors here .
Speaker #16: I'm just curious what percent of growth that we saw in the quarter can be ascribed to point of sale . And can you maybe give us some examples of what those at the counter promotions or customer interactions look like ?
Speaker #16: Thank you .
Speaker #17: Yeah .
Speaker #7: Yeah . We don't yeah . I mean I appreciate the question , Stan . We don't we don't break out like the percentage of growth between , you know , sort of the , the media side and the point of sale side .
Speaker #7: Some of the other revenue streams within , you know , pharma manufacturers . So , you know , we had we have over 80 deals that drive the revenue there .
Speaker #7: So it's for us it's more a reflection of expanding deeper into the portfolio of drugs with our with our existing partners . And then adding more manufacturers to the mix , which we continue to do both .
Speaker #7: And then look , I think as we talked about , while we don't really know how Trump will play out , you know , when I listen to , you know , Doctor Oz was interviewed on TV over the last 72 hours talking about exactly what Wendy said and and reaffirming what we're being told in our discussions with the government , which is , you know , they intend to link out to the lowest cost available .
Speaker #7: And we think we're well positioned to be , you know , that provider and and look , consumers have a near complete access to their medication , medicine cabinet through us , which .
Speaker #7: So I think that positions us well . And I think that will continue . Trump will continue to be a tailwind for manufacturers solutions as well .
Speaker #8: And if I may add , I will also say it's providing momentum for manufacturers who maybe while they may have had interest in point of sale conversations , it's giving them , I think , a little bit more energy around .
Speaker #8: Oh gosh . Well , maybe now's the time for us to do this . And it's providing , I think , some momentum to move some deals and negotiations along a bit faster between us and manufacturer partners as well .
Speaker #8: And just more on the , you the tactical end of this as you think about the mix that is all of the pharma affordability programs of which a component of course , are the brand point of sale deals .
Speaker #8: I mean , some of the ones , notably , you know , that are contributing to our growth include , you know , our partnership with Novo around ozempic and Wegovy .
Speaker #8: I mean , that is no small feat , you know , given it is the most competitive cash price on Ozempic . And we just recently announced a partnership with Amgen around Repatha and that retail price is considerably , you know , less expensive than the historical price point .
Speaker #8: So again , we're we're seeing that mix certainly shift and pointing towards point of sale deals . But we continue to have interest in all of the affordability programs provided they improve access and affordability across the board for our shared consumers .
Speaker #3: Our next question comes from Kevin Caliendo from UBS . Please go ahead .
Speaker #18: Yeah . Hey guys . This is Jack Hampton for Kevin . Thanks for taking the questions . In your prepared remarks , you mentioned that Goodrx's search volumes are up across the board .
Speaker #18: Is this coming from one particular initiative or advertising campaign? I'm kind of curious how these search volumes have trended over the past few months since the launch.
Speaker #18: And then if you can just discuss any conversion rates or anything like that , that'd be that'd be very helpful . Thank you .
Speaker #7: Yeah . I mean , Jack , we we we've seen with our new campaign , you know , that unweighted awareness is up , access is up .
Speaker #7: I'm not you know , I'd love to make sure I answer your question . I'm not sure I can get you . I can follow up with you to date .
Speaker #7: I don't have a lot of more data from a marketing perspective at my fingertips , but I'm happy to sort of get you the right information in terms of what you're asking .
Speaker #7: And if you want to clarify exactly what you're looking for . Jack , I'm happy to see if I can address it more accurately .
Speaker #18: Yeah . That's okay . I was just more curious about how those search trends have kind of trended , you know , just over the past few months .
Speaker #18: You don't have to go into too much detail on that , though . I appreciate it .
Speaker #7: Yeah . We . are we're really tracking it . And and just to be clear , like it , it's coinciding with the launch of a new our new overall brand campaign .
Speaker #7: Right . And so some of the metrics that were key to us that we sort of set out up front , well , we're meeting and exceeding the benchmarks that we we had planned for in those campaigns .
Speaker #7: This goes back to the earlier point about our advertising dollar . The one thing we want to be , you know , ensure ourselves that we're spending those dollars effectively and we're driving the right eyeballs .
Speaker #7: This is very important statistics for us as we go back to manufacturers and show them and demonstrate that we are the right platform to get eyeballs on , on , you know , on their portfolio of drugs .
Speaker #7: And so it's why we spend what we spend . And it's , you know , right now the campaign seem to be working .
Speaker #14: Well .
Speaker #3: Our next question comes from Craig from Morgan Stanley . Please go ahead .
Speaker #19: Thank you . Just staying on manufacturing solutions and understanding . You already have some nice momentum in that market . When I look more broadly , you have a very high gross margin , high Ebit margin business , are there opportunities to reinvest more of that into driving even even further growth in manufacturing ?
Speaker #19: How do you think about just kind of reinvestment in the business here ?
Speaker #7: I mean , look , the one thing I would say we don't obviously , we don't break out our margins specific to manufacturing solutions versus PCR .
Speaker #7: But look , the business has been growing and our margins have been expanding . Right ? So I think you can you can you can have an implied there in terms of investment .
Speaker #7: We as Wendy noted , I mean , we we've made specific investments to , you know , and into capabilities like , you know , you know , directed , you know , media at , you know , at the NPI level , which is I think , important things to do .
Speaker #7: We're actually investing in capabilities to get , you know , to own more of the RX journey , which is ACP type initiatives .
Speaker #7: And accessing HCP and kind of , you know , engaging them and influencing decisions at the at the point of the clinical encounter .
Speaker #7: And , and then obviously from there , obviously engaging with the consumer on , you pricing transparency , affordability programs , pharmacy choice and all the above .
Speaker #7: So the answer across the board is yes , we continue to pursue initiatives and reinvest in the right initiatives that we think will drive , you know , mansel's growth .
Speaker #8: I would say , though , in balancing that , as an executive leadership team , we do spend considerable time on how we balance reinvestment with also being good stewards of overall dollars .
Speaker #8: And you will continue to see us , you know , try and keep a healthy balance there such that , you know , we're balancing G&A with with the appropriate bottom line outcome .
Speaker #8: It's an incredibly important component to both Chris and I . You know , that that cost where it's added needs to drive favorable returns .
Speaker #8: So it's a balance . We're striking . But I very much appreciate the question .
Speaker #19: Great . Thank you .
Speaker #3: Our next question comes from Brian Tranquill from Jefferies . Please go ahead .
Speaker #20: Hey, good morning. Maybe just to take the other side of the ISP question as we think about the Rite Aid headwinds. I mean, is it a matter of anniversary it, or are there initiatives that you can, that you’re rolling out to try to drive that recovery quicker?
Speaker #7: Yeah , I mean , we obviously target recapture . It's not an exact science at times . Right . Where we've got data on the actual consumer and there's contractibility .
Speaker #7: We obviously are doing outreach . It is one of the reasons you've seen us increase our overall brand awareness , because we want to like one of the things we believe is that the good thing about our business , unlike many other aspects of the of the sort of , I guess all of the medical or health ecosystem is our consumers actually choose to do business with us .
Speaker #7: Right ? And so they've come to our platform looking for , you know , access and affordability to their medication . And when they when they choose a pharmacy that stays on file , if they get ported over to somebody else , it's not clear that they are even aware that they may have come off the good or X platform .
Speaker #7: And so , you know , the idea of making sure that they come back and recheck for affordability , I think is important .
Speaker #7: And look , we will continue to invest in initiatives , as I just talked about , in terms of the owning the RX journey in e-commerce solutions and other ways to get people , you know , fully committed and have sort of a durable relationship with those patients .
Speaker #7: But the answer , the sort of long and short answer to your question is , yes , we will always seek to recapture that volume as soon as possible .
Speaker #8: Yeah . And if I if I may add , I mean , the , the counter initiative that we've continued to talk about , I mean , that is largely your answer , right ?
Speaker #8: When we contract directly with the retailer to , to own that counter and particularly when e-commerce is a component of it , that's largely where we invest .
Speaker #8: And in many instances , we are actually spending marketing dollars through those same retailers to ensure that we are not only capturing the attention , but then we're retaining that same consumer at that counter .
Speaker #8: And that's how you offset instances of , a Rite Aid closure . And the manner in which you just outlined that question . That's how you go about doing that strategically .
Speaker #8: In my view .
Speaker #3: That concludes the question and answer session . And this concludes today's conference call . Thank you for joining . You may now disconnect .