Q3 2025 Biote Corp Earnings Call
Speaker #2: Good day and welcome to the biote Corp. . Third quarter 2020 Earnings Conference Call . All participants will be in listen only mode .
Speaker #2: Should you need assistance , please signal a conference specialist by pressing the star key , followed by zero . After today's presentation , there will be an opportunity to ask questions , to ask a question , you may press star , then one on your touchtone phone .
Speaker #2: To withdraw your question , please press star and then two . Please note this event is being recorded . I would now like to turn the conference over to Simon Sovetsky , investor Relations .
Speaker #2: Please go ahead .
Speaker #3: Thank you for joining us today . This afternoon body published financial results for the third quarter ended September 30th , 2025 . This news release is available in the Investor Relations section of the company's website .
Speaker #3: Please call our Bret Christensen Chief Executive Officer and Bob Peterson , Chief Financial Officer started . I'd like to remind that management makes statements during this call that include forward looking statements regarding , among other things , the company's financial results , future performance , growth opportunities , business outlook , strategies , goals , research and development , manufacturing and commercialization activities .
Speaker #3: Its competitive position , regulatory process , operations , and benefits of its solutions . Anticipated impact to macroeconomic conditions , business results of operations , financial conditions and other matters that does not relate to historical facts .
Speaker #3: These statements are not guarantees of future performance . They are subject to a variety of risks and uncertainties , some of which are beyond the company's control .
Speaker #3: Actual results could differ materially from expectations reflected in any forward looking statements . These statements are subject to risks , uncertainties and assumptions that are based on management's current expectations .
Speaker #3: As of today , bioterror takes obligation to update them in the future . Therefore , these statements should not be relied upon as representing the company's views as of any subsequent date .
Speaker #3: For discussion of risks and other important factors that could affect our actual results , please refer to our SEC filings available on the website and the Investor Relations section of our website , as well as risks and other important factors discussed in the earnings release .
Speaker #3: Management will also refer to adjusted EBITDA and adjusted EBITDA margin , which are non-GAAP financial measures , to provide additional information to foreign investors .
Speaker #3: Characterisation of non-GAAP to GAAP measures is provided in our earnings release . The primary differences being stock based compensation , fair value adjustment to certain liabilities , transaction related expenses and other non-operating expenses .
Speaker #3: Please refer to our third quarter 2020 earnings release for details. Of these non-GAAP measures, we will compare them to the most comparable GAAP measures. Now, I will turn the call over to Bret Christensen.
Speaker #4: Thank you . Simon , and thank you all for joining us . I'll provide an update on the state of our business and our ongoing corporate initiatives .
Speaker #4: And then I'll turn the call over to Bob for a review of our third quarter financials and our 2020 . Five financial outlook .
Speaker #4: After our comments , we'll open the call up for questions . During the third quarter , we continued to make solid progress advancing our top strategic priorities that we believe will drive increased and sustainable growth .
Speaker #4: As you'll recall , these three priorities are one . Accelerate growth from new providers two . Maximize value from our top tier clinics and three improve our financial performance through greater accountability and discipline .
Speaker #4: I'll begin with priority one accelerating growth for new providers . To achieve this goal , we are rebuilding our commercial organization and instilling a high performance culture while also directly aligning sales incentives with our growth objectives .
Speaker #4: In doing so , we are significantly enhancing the quality , capabilities and effectiveness of our sales team with new commercial leadership in place .
Speaker #4: We have implemented fundamental improvements to how we recruit , train and equip our sales reps to ensure their success in the field . We continue to invest in talent to address our market opportunity , and I have been pleased with the performance oriented approach and positive energy .
Speaker #4: Our new team members bring to Biet every day . To add some color to the scope of this ongoing transition , approximately half of our commercial team joined buyout in the past year .
Speaker #4: In terms of team size and sales territory , coverage , we are currently at about 75 to 80% of where we would like to be .
Speaker #4: We are consistently onboarding new sales reps and expect to achieve our planned sales rep headcount for 2025 to more efficiently expand and scale our network .
Speaker #4: We continue to refine our training and onboarding methods for new practitioners to meet our practitioners diverse needs . For example , we have expanded the availability of training sessions .
Speaker #4: This flexibility helps practitioners achieve certification more efficiently , enabling a quicker path to clinic productivity that we believe is important for optimizing long term clinical success .
Speaker #4: As I noted in last quarter's call , the process of rebuilding our sales team and enhancing our core sales and marketing functions has impacted procedure revenue in the near term , even as we expanded our clinic network in the third quarter .
Speaker #4: The third quarter sales contribution from new clinics was impacted by last year's slower pace of new business . While our financial results don't yet demonstrate the improvements we have made to the quality and capabilities of our commercial team .
Speaker #4: I'm highly confident we remain on the right path to return our core hormone optimization business to a growth trajectory . Turning to our second priority maximizing value from top tier clinics .
Speaker #4: As an established leader in hormone optimization , therapy , Biote has been long recognized for our science and evidence based approach to care .
Speaker #4: It's one of the primary reasons practitioners choose our innovative solutions to treat their patients , and sets us apart in the marketplace . In September , we hosted our annual sun , sea and Biote marketing event in Cancun .
Speaker #4: More than 800 attendees from our provider network participated to share insights and align on Byatt's vision of advancing Healthspan and vitality with innovative hormone optimization and healthy aging solutions .
Speaker #4: Atomoxetine event . We were joined by several world renowned speakers , including Doctor David Sinclair , Doctor Rhonda Patrick , Doctor Jim Simon , Doctor Abe Morgenthaler and more .
Speaker #4: Each of these experts delivered compelling perspectives on the future of personalized medicine , attracting these high profile speakers to our event reinforces Biote as the leader in evidence based hormone optimization and therapeutic wellness .
Speaker #4: We will continue to invest in education and training to further strengthen our market leadership position . An event of this size and caliber served to further strengthen our relationships with our practitioners and advance our goal of integrating hormone optimization into mainstream healthcare .
Speaker #4: We aim to leverage the positive energy and momentum from this event into potential new growth opportunities . As we move into 2026 . Turning to our third strategic priority improving our financial performance through greater accountability and discipline .
Speaker #4: Over the past six months , we have successfully implemented many fundamental changes and improvements to our internal processes and systems . While not visible externally , these actions are essential to driving operational excellence and long term value creation .
Speaker #4: The upgrades we have implemented are already beginning to deliver positive results , enhancing our data insights , productivity and facilitating more consistent and more disciplined execution across the organization .
Speaker #4: As we continue to build our commercial team and expand our clinic network , our strength in infrastructure and internal processes will support our ability to scale our business more efficiently .
Speaker #4: In summary , I am pleased with the solid progress the team has achieved over the past six months . While we have further work ahead of us , we have laid much of the groundwork to achieve outstanding commercial execution that I am confident will translate into improved financial performance .
Speaker #4: I'll now turn the call over to Bob .
Speaker #5: Thank you , Brett , and good afternoon , everyone . Unless otherwise noted , all quarterly financial comparisons in my prepared remarks are made against the third quarter of 2020 .
Speaker #5: For third quarter , revenue was $48.0 million , a decrease of 6.7% . Procedure . Revenue declined 10.4% and dietary supplements revenue grew 8.4% .
Speaker #5: Similar to the second quarter of 2020 . Five . Procedure . Revenue was primarily impacted by a slower rate of net new clinic additions and lower procedure volume during the third quarter of 2025 , while necessary to achieve our long term strategic objectives , the ongoing transformation of our commercial team was a headwind to procedure revenue in the third quarter , as Brett noted .
Speaker #5: Moving forward , we will continue to add new sales talent to expand our sales coverage and make additional strategic investments to further strengthen our sales and marketing capabilities .
Speaker #5: We anticipate reaching our targeted sales rep headcount by the end of this year , which should help us return to procedure revenue growth .
Speaker #5: Despite the challenging comparison due to a successful product launch in last year's third quarter . Dietary supplement revenue increased 8.4% to $11.2 million , primarily driven by the continued growth of our e-commerce channel .
Speaker #5: New product offerings are an important market opportunity for Biote , and we continually identify promising new opportunities to optimize our portfolio . Looking forward , we continue to expect mid-teens revenue growth from our dietary supplements business for the 2025 fiscal year .
Speaker #5: Gross profit margin was 71.8% , a 150 basis point increase . The improvement primarily reflected cost savings from the vertical integration of our 503 B manufacturing facility and effective cost management as our primary pellet production facility .
Speaker #5: Asteria has secured 44 state licenses to date and is currently supplying more than 50% of the pellets ordered by practitioners . Selling general and administrative expenses increased 9.3% to $26.2 million .
Speaker #5: The increase reflected the timing of our annual marketing event , which was held in the second quarter last year . As well as continued investment in sales and marketing to drive new customer growth .
Speaker #5: Net income was $9.2 million and diluted earnings per share attributed to biote Corp. stockholders , was $0.22 . As compared to net income of $12.7 million and diluted earnings per share attributable to biote Corp.
Speaker #5: stockholders of $0.33 . Net income for the third quarter of 2025 included a gain of $2.9 million , due to the changes in the fair value of the Earnout liabilities , net income for the third quarter of 2024 included a gain of $7.2 million due to the changes in the fair value of the Earnout liabilities for that period , adjusted EBITDA decreased 20.5% to $12.9 million , with an adjusted EBITDA margin of 26.9% .
Speaker #5: This compares to adjusted EBITDA of $16.2 million and adjusted EBITDA margin of 31.5% , both adjusted EBITDA and adjusted EBITDA margin decreased due to lower sales , reduced gross profit and higher operating expenses , which included the shift of our annual marketing event to the third quarter of 2025 .
Speaker #5: Third quarter cash flow from operations increased $14.1 million to $27.6 million as of September 30th , 2025 . Cash and cash equivalents were $28.0 million , compared to $19.6 million as of June 30th , 2025 , supported by our strong balance sheet and liquidity Biet recently undertook two separate actions to deploy capital that the company believes will provide long term value to shareholders .
Speaker #5: First , biote Corp. repurchased approximately 1 million shares of our class A common stock at an average price of $3.28 per share . These repurchases were made within our $20 million common share repurchase program approved by the board in 2024 .
Speaker #5: Second , biote Corp. amended its settlement agreement with Marcy Donowitz to repurchase her remaining shares at a savings to the original agreement . Under this amended agreement .
Speaker #5: biote Corp. paid Mrs. Donovan $12.5 million in October , which fully settled the multi-year payment obligation . In addition , earlier this week , biote Corp.
Speaker #5: amended its settlement agreement with Doctor Gary Donowitz to repurchase his remaining shares at a savings to the original agreement . Biet agreed to pay Doctor Donowitz $18.5 million in January 2026 , which , when paid , will fully settle the multi-year payment obligation .
Speaker #5: Now , turning to our financial outlook for 2025 . As Bret noted , biote Corp. continues to make solid progress in pursuit of our strategic priorities .
Speaker #5: As a result , we reiterate our fiscal 2025 revenue guidance of above $190 million and our fiscal 2025 adjusted EBITDA guidance of above $50 million .
Speaker #5: Now , I'll turn the call back to Brett for his closing comments .
Speaker #4: Thanks , Bob . While the full impact of our initiatives will take time to realize , I remain confident in the strategic path we've set , our teams are fully aligned on our vision , and we are executing with disciplined , strategic clarity and a shared commitment to delivering a higher level of financial performance that builds long term shareholder value .
Speaker #4: Operator let's now open the call for questions .
Speaker #2: We will now begin the question and answer session . To ask a question , you may press star . Then one on your touch tone phone .
Speaker #2: If you are using a speakerphone , please pick up your handset before pressing the keys . If at any time your question has been addressed and you would like to withdraw your question , please press star and then two .
Speaker #2: Our first question comes from Kamil Jariwala with Jefferies . Please go ahead .
Speaker #6: Our next .
Speaker #7: Thanks , everybody . Good evening . I guess a couple of questions . The first , on this , I guess the speed of hiring the sales folks .
Speaker #7: We hear somebody sort of oscillations between really difficult time to hire , maybe it's getting a little bit better . Is it going about according to pace ?
Speaker #7: And is it also going at about the cost you had expected or is it a tighter market . And maybe there's it's taking longer .
Speaker #7: It might cost more than you thought .
Speaker #4: Yeah . Hi , Camille , this is Brett . Thanks for the question . Hey , let me let me start by just saying , you know , as you remember , in May when we did our restructure , we we did a couple of things .
Speaker #4: We we changed a lot of incentives , a lot of cops , a lot of definitions of the roles . We also did a restructure that essentially increased the size of our sales force by about 25% .
Speaker #4: As we made everybody a sales and everybody responsible for growing revenue . That created quite a number of openings starting in May . Since May , we've had some turnover due to the culture change , and we've been actively hiring a new and improved profile of Rep that we think can be even more effective here at biote Corp.
Speaker #4: . And so I'm pleased with the progress . For a few months , it was , you know , a little bit of ups , a little bit of downs , but we've made great progress recently and are about 85% of where we want to be by the end of the year .
Speaker #4: And we're committed to getting there by the end of the year . It just means full territories so that we can give the attention to our customers that they deserve , that we can protect our business and that we can have every territory growing at the rate that we need it to .
Speaker #4: So making good progress as of late , and we'll make further progress in the coming quarter .
Speaker #7: Okay , great . And can you maybe just lay out in practical terms how the the transition is impacting the number of procedures , maybe just talking about how you're adding folks .
Speaker #7: But the procedures are coming off as just a year over year or something else going on from in practical terms , that leads to that .
Speaker #4: Sure . We if you remember , we highlighted this at the very beginning of the year . So the real headwind to volume started at the end of last year with the launch of our CDs system .
Speaker #4: And and really us moving the attention and the focus of our sales force into making sure that the training and the the onboarding of that new system went as smooth as it could go at the end of last year .
Speaker #4: Then , of course , we've had some change in some restructure this year , which has created these openings in all it's meant pressures to volumes .
Speaker #4: And so slightly higher attrition , which we highlighted a few quarters ago relative to the past . And of course , slower new starts .
Speaker #4: And those two things combined , slower new starts of customers and slightly higher attrition have created lower volumes year over year . And so every everything we're doing now is focused on remedying both of those initiatives , getting more new customers to start and then protecting and growing our business , which were the two of the three initiatives that I mentioned just a second ago .
Speaker #5: And then Brett , just one other thing to add to that , just one other thing to add would be as we look at the the new hires , you know , you highlighted just a second ago that they were a little bit lower .
Speaker #5: And we've started to ramp up , but to kind of bring both of your questions together , Kamil , I mean , as you look at where we were in July , we were in that kind of mid 60s zone .
Speaker #5: We have ramped up at the tail end of , of Q3 up to around 80 people on board . And so the second half of Q3 , we have really started to see that increase .
Speaker #5: So as we start getting into to the end of Q3 and even into Q4 , we expect to see that that impact of having a more full staff on board .
Speaker #5: So as we as we progress , I think that's just another practical aspect of this . It's tough to sell without the people .
Speaker #5: And back to Brett's earlier comment . We're we're we're progressing well on that .
Speaker #7: Got it . And maybe sneaking just one more in is the the new structure with the Donowitz is is how does it's less money .
Speaker #7: What was the motivation ? Maybe from their side to take less money , but to take it now versus a multi-year payout trying to understand the the intentions on .
Speaker #7: I think I understand the intentions from your side , from the other one .
Speaker #5: No , look , I mean , I can't speculate on the drivers for either . Marcy either . Marcy . Marcy . Donowitz or Gary .
Speaker #5: I can only imagine it was personal reasons , but what I can tell you is that we are . We are confident that this makes sense for the company , given the future cash flow savings that we're seeing now .
Speaker #5: So to to know that we got the cash flow savings on both of these transactions and a couple of other benefits , that's us .
Speaker #5: A really good move for us .
Speaker #7: Okay . Got it . Thank you .
Speaker #2: And the next question comes from Lee with Truist . Please go ahead .
Speaker #8: Yeah . Thank you . Good evening . Thank you for taking my questions . So coming out of the marketing event , can you provide any feedback that you receive from some of the practitioners and attendance ?
Speaker #8: You know , what is the area of focus or improvement or what are they essentially saying ? And do you have a sense of trends following the event and how has October and November been training trending ?
Speaker #8: If you can comment on that . And then the second part , is the focus still remains on the top tier accounts . And eventually , when could you expect an inflection point and procedural growth ?
Speaker #8: And is it more of a bolus or a step up ? Thank you .
Speaker #4: Yeah . Thanks , let me let me make sure I get get all your questions . But I'll start with the the marketing event that you asked about every about 18 months or so .
Speaker #4: We do something that's called sun , sea and biote Corp. . And what we attempt to do is get our top tier providers off site together to to learn .
Speaker #4: And it's not all about current products . A lot of it is some of the innovation that's happening in the field . I mean , as I noted earlier , the speakers that we had this year were amazing .
Speaker #4: It was an amazing lineup . It was a big draw , completely packed house . And while this was my first sun , cabinet , what I heard consistently , not just from the attendees , but from employees that have been to many of these , that this was the best one we've ever had .
Speaker #4: So it was a it was a packed house , nearly 800 providers that that all gathered together in Cancun . It creates a real sense of family .
Speaker #4: There's a lot of collaboration , a lot of problem solving , a lot of discussion . You can imagine what it does to our volumes for the three days that we take a lot of our best customers out of the field , but we quickly see that pick up again .
Speaker #4: And we think what it does is just reinforce again , why why you're doing business with biote Corp. , why you're one of our customers .
Speaker #4: The value that we offer in education and learning . And it's just a fantastic event . So I can't say enough about it .
Speaker #4: The providers raved about the speakers , the event , just the interaction . It was it was a great time . So we were sort of on a high coming off of that .
Speaker #4: The field members , the customers , and it was just a great way to to end the month of September . So really , really positive event as far as trends go , post event , you know , it's too early to tell , but you know , what we do believe is it's a retention factor .
Speaker #4: Because if you go to that event , you you recognize just how how far ahead . Really is as a leader in this field and what we do .
Speaker #4: So we'd love to get all of our providers . I've heard , I've heard over and over again , you know , it'd be great if we could get , you know , the almost 9000 trained providers to all go to that event .
Speaker #4: It's a very powerful event . So we'll we'll watch the trends closely . But but we're we love the event . We think it's it's going to bear fruit .
Speaker #4: And it was just a good time . Now your question about top tier providers , which is a good lead in from that event that that is our focus .
Speaker #4: It's the number two priority that I mentioned . Accelerating new practice practitioner growth being number one . And then maximizing value from top tier providers .
Speaker #4: It's all linked to some of the questions we had earlier from Camille . You know , we've got to make sure one , we have reps in the field .
Speaker #4: We have good coverage so that we're meeting customers where they are that we are , you know , attentive to their needs and that we're constantly driving value and protecting that business .
Speaker #4: Frankly . So it's a really important initiative of ours . We've launched a number of internal initiatives that help us monitor closely the volumes from our top tier providers so that we can reach out .
Speaker #4: Proactively and not reactively . And so we're doing a better job of that . We haven't seen yet the fruits from some of those efforts .
Speaker #4: But again , we've got to get attrition a little bit lower . And we've got to maintain that business and get get new customers coming on board .
Speaker #4: So that's that's just key to our growth . And then just , you know , your question on when will we see that , which I think was your third question , les , if I'm right , you know , too early to tell .
Speaker #4: But but we we think we're doing everything in the right way and we know it's going to have results . It's just too early yet to to forecast when we'll start to see things go in a different direction for us .
Speaker #4: We want to see sequential, you know, multiple months in a row of growth and get comfortable that things are definitely headed in the right direction before we call it.
Speaker #4: We're going to be cautious there until we see that trend .
Speaker #8: Very helpful. Thank you.
Speaker #2: And the next question comes from Jeff Van Sinderen with B Riley Securities . Please go ahead .
Speaker #9: Hi everyone . I guess since we're just touching on the attrition rate , I'm just wondering , has that stabilized ? Has it as the attrition rate declined from Q2 sequentially , or has it accelerated and then I guess , you know , when you're out in the field , you're talking to your providers .
Speaker #9: What do you think is driving that attrition rate at this point?
Speaker #4: Yeah , Jeff , thanks for the question . You know , I would say we didn't we didn't quote an attrition rate . This this call .
Speaker #4: But it's been similar to the elevated rate . We said historically it's been around 5% . I think Q2 we said it had elevated to around eight .
Speaker #4: It was similar to that in Q3 . And so not not not improvement , but not material declines in attrition . But that is still higher than we'd like it to be .
Speaker #4: I think it's I think the issues are , are multiple . You know , there is more competition in the field today . When we took our eye off the ball with the launch of CDs , we certainly lost some accounts and started to lose some accounts again .
Speaker #4: That was the end of last year . But in this annuity model , those losses follow you for a year . And so that's probably the start of it .
Speaker #4: And then the other factor that we've just got to make sure we we we remedy is just having a rep in every territory .
Speaker #4: And so and frankly , I think we've gotten better here . Not just with our hiring , which we spoke about earlier to an earlier question .
Speaker #4: But but the hiring profile , the interview process , the training , for sure . We've improved all of those processes to make sure that we get a better prepared .
Speaker #4: And we think better individual in the field . Now it's about just making sure we fill all the territories . I'd say on top of that , we need these early warning systems and we need to improve the value proposition .
Speaker #4: And that is multiple faceted . There's things we can do in the short term , rep coverage service education , but longer term there's there's things that we're working on .
Speaker #4: We haven't talked about yet . But that materially add we think , to the value proposition and further separate us from any of the competitors out there .
Speaker #4: Essentially those things are around doing business with biote Corp. , making it easier to do business with us . And then probably some portfolio enhancements and potentially further investments in sales and marketing .
Speaker #4: And so we'll we'll probably talk about those things more in the future . For now , it's , it's it's getting good hygiene in the field and making sure that we're serving our customers in the best way that we can .
Speaker #9: Okay . And then if we could just circle back to the . Marcy and Gary accelerated situation , did they or maybe you could just remind us how much at this point you're saving versus the prior agreements in total , the dollar savings there okay .
Speaker #5: Yeah . No . No problem . So on the Marcy agreement , we owed installments of 10 million in June of 26 and 10 million in June of 27 .
Speaker #5: We have agreed to pay 12.5 million , or we did pay 12.5 million on in October sixth for a cash flow savings of around 7.5 million on the doctor Donowitz deal .
Speaker #5: We had in two installments , one in April of 26 for 19.1 million and one in April of 27 for 10.5 . So rather than paying 29.6 million , we will pay Doctor Donowitz 18.5 million on or before January 2nd , 2026 .
Speaker #5: So the overall cash flow savings there is around 11.1 million .
Speaker #9: Okay , great . So that's a yeah , that's a pretty good chunk of savings .
Speaker #5: Absolutely .
Speaker #9: I guess one of the other things , if I could squeeze one more in , I guess when you talk to your providers .
Speaker #9: You know , you were just at Cancun . What do you hear from them as far as why maybe the procedures are down with some of them or are they providers ?
Speaker #9: So they're not they're procedures are not declining . Maybe just touch on that . What you're seeing between the high tier and low tier , lower tier providers .
Speaker #9: And then just anything you learned from those providers at the Cancun event relevant to your business .
Speaker #4: Yeah , Jeff .
Speaker #10: And just , you know , considering that it might be a bit of a biased data set , right , because we get some of .
Speaker #4: Our biggest and most , most committed customers to make that trip . But , you know , we I heard a ton of positives about what we're doing .
Speaker #4: A lot of good feedback on CDs , albeit , you know , some fair criticism on how we launched that program , that software .
Speaker #4: A lot of excitement into , you know , the product offerings that we have today . They , of course , had a lot of questions about , you know , where we're going with biotin .
Speaker #4: And we've got to be cautious with what we can share there . But , you know , I didn't hear any massive changes into their volumes .
Speaker #4: You know , there there are some small tweaks we made to CDs that could either shorten or lengthen the cycle in which a patient gets pelleted .
Speaker #4: That's hard to quantify that you meaning , you know , if you if you're coming back every 4 to 6 months and now we're doing trough labs .
Speaker #4: If those trough labs suggest , hey , you might want to wait on this patient 30 days or so . That could push a patient back 30 days .
Speaker #4: But honestly , that type of stuff is is short term . And we will laugh that if there is any headwind to something like that .
Speaker #4: And again , it's just really hard to quantify . I think , you know , our customers want more of these types of things from us .
Speaker #4: They reiterated how good we are with education . We have things called advanced training that they'd love more of and like to participate more in .
Speaker #4: And again , that's a that's a happy customer base . I mean , the 800 or so providers that showed up for sun , sea are , are very happy and just excited to be part of the family .
Speaker #4: So , you know , I think we learn more from customers that we either recently lost or that , you know , might be at risk .
Speaker #4: And we do . Again , I think that happens when we're quiet in the field . We don't have a rep . We've got to make sure we have a rep that's attentive to those needs .
Speaker #4: And and we've got to just realize what the competition is doing so we can be responsive and proactive .
Speaker #9: Okay . Thanks for all that color . I'll take the rest offline .
Speaker #4: Thanks , Jeff .
Speaker #2: And the next question comes from Jonah Kim with TD Cowan . Please go ahead .
Speaker #11: Thank you for taking my question. I'm curious about the ramp cycle of your sales force when they're hired. Is there typically a couple of months that you have to wait until they're more productive?
Speaker #11: And any color on the supplement business , whether that's tracking in line to your expectations ? And what are some of the growth drivers as you look forward to next year ?
Speaker #11: Thank you very much .
Speaker #5: Yeah . So I'll start with the last one first and then and then go back to the ramp period . And Brett can supplement also we continue to see strong performance in our Amazon channel in the in the nutrition business .
Speaker #5: But just you know that we are going to start seeing in the coming quarters . We're going to begin to lap some of the gains that we've had in the past .
Speaker #5: I would just say you would . You saw a slight , slight reduction in growth , and that was really as I said in the prepared remarks , related to a product that we launched at the end of end of Q3 .
Speaker #5: But we can't forget that as far as neutra's go , that 70% of our Neutra business come from clinic sales , and these have largely followed that of the procedure business .
Speaker #5: So we continue to identify opportunities for growth . But on the Neutra front , it was right in line with where we would have expected .
Speaker #5: And that's reflected in , in in our guide of mid mid growth on the second front , I would just say that as we look at hiring , there is a ramp up period .
Speaker #5: Anywhere from that . The typical 3 to 6 month ramp on on new hires . That's one of the reasons why we're trying to get as many people on board to hit that target by the end of the year , so that we can really get get those individuals trained through our new training operation and then get them ready to go .
Speaker #5: By the time we hit our our national sales meeting in early Q1 . So , you know , there is that ramp period .
Speaker #5: But I think that's kind of baked into our expectation . I don't know , Brett , if you had any anything more to say there .
Speaker #4: No , just that we're we're conscious of that ramp because we need people in the field . And to be productive right away .
Speaker #4: You know , we're tailoring our , our training classes , which is a two week course . We're having those as often as possible to make sure that we don't just hire people and make them wait around to be trained .
Speaker #4: So they're getting trained quickly . They go into the field or the field trainer . And we think that they they get out pretty prepared to start growing their business .
Speaker #4: They still have relationships . They need to make and a value proposition to pitch . You know , anecdotally , Jonah , we had a meeting , a plan of action meeting recently where we highlighted some best behaviors from reps .
Speaker #4: And as we sort of called reps up to do role plays and things, I want to say the five reps that we called up for were hired within the last three months to demonstrate, you know.
Speaker #4: And talk about a new account that they had won . So we are getting people off to a quicker start , I believe , than we have historically because of better training and better hiring .
Speaker #4: But there's to Bob's point , there's definitely a ramp that we've got to account .
Speaker #5: For and better targeting . Brett , I think that's the other side we highlighted on who we want to bring in , and we're starting to see some of that .
Speaker #5: I think that's a testament to what you just said .
Speaker #11: All right. Thank you for the color.
Speaker #2: And the next question comes from George Kelly with Roth Capital. Please go ahead.
Speaker #12: Hey , everyone . Thanks for taking my questions . First , back to the marketing event . Can you quantify what the spend was on that quarter ?
Speaker #5: It was around 1.3 million , which was a little bit less than what we had expected because of sponsorship .
Speaker #12: Okay , great . And then second question on Asteria . I think you said in the quarter that it supplied over 50% of your procedure fulfillments .
Speaker #12: Do you expect that to ramp ? How should that sort of progress in the coming quarters ?
Speaker #5: Yeah , George , good question . And just think about where we were at the at the time of the last call . We were in that 42% range .
Speaker #5: We by the end of September , we were just above 50 . We've said routinely that our goal is to progress this forward in a slow and tempered fashion , as not to impact our providers .
Speaker #5: I would say that as we think about going forward , our next wave of conversion will probably be in the next month , month and a half .
Speaker #5: So probably won't have a material impact on Q4 . But as you know , ordering patterns oscillate throughout the period . So it's tough to really nail down that exact figure .
Speaker #5: But we are we are still in the process of converting converting clinics , and we expect to see some ramp through the rest of of the year .
Speaker #12: Okay , okay . And then on the Donowitz transactions , can you remind me it's you're buying it's 2.8 million shares for Marcion , 6.1 from Gary .
Speaker #12: Is that correct ? That's correct .
Speaker #5: And that is correct . Both shares . .
Speaker #7: Great .
Speaker #12: And then are they getting any other or any of the other terms of those agreements changed .
Speaker #5: A very , very good comment . And I was going to let's just touch on it really quick . So the Marcy Donovic transaction was pure cash flow elimination .
Speaker #5: And restructure of the of the original settlement . We did add a couple of key parts to the doctor . Donowitz transaction . So in addition to settling the cash flow , the liability doctor Donowitz extended his non-compete and non-solicitation agreement for an additional year , which puts us all the way through April of 2027 .
Speaker #5: And he agreed to dismiss all pending litigation between biote Corp. and himself . So that's a that was a pretty big , pretty big win for the for the company .
Speaker #5: Also .
Speaker #12: Okay . That's great . And then just one last question for me . Sure . With respect to your guide and the procedure revenue growth , you just posted negative 10.4% in the quarter .
Speaker #12: I know that you don't want to get too far in front , and maybe you just don't want to say anything , but can you help us at all with any the kind of monthly trend there or , you know , just trying to gauge your full year guide implies that maybe it's that growth rate steps down again in four Q and so I don't know if there's kind of any help you can give just around your expectations .
Speaker #12: And then near-term for for that growth rate .
Speaker #5: Yeah . Good question . George . And I think the way that I would characterize it is quarter over quarter , sequential quarter , over quarter , one thing to keep in mind when we think about how this operation works , it's very workday focused , very retail focused .
Speaker #5: So in Q3 , compared to Q4 of this year , we will have three less business days in Q4 than we did in Q3 .
Speaker #5: So just be thinking about it from that perspective . The only other thing that I would highlight is we also are dealing with some uncertainty around the holiday period .
Speaker #5: We've seen some ups and downs around the holiday period . And as you as you can imagine , I know you were only focusing on on procedure growth , but I would also just say those three , those are three less days .
Speaker #5: Also impact that 70% of our B2B sales . And just remember from a B2B perspective that week between Christmas and New Year's is typically a bit of a slower period .
Speaker #5: Also . So on both , you know , you've seen the guide . You know , I think , you know , when we think about procedures in the high single digits from a reduction perspective , and then mid-teens growth , I think puts you in in the right place from a from a revenue perspective .
Speaker #5: Hopefully that adds a little bit of color .
Speaker #12: Okay . All right . Thank you .
Speaker #2: George .
Speaker #7: .
Speaker #2: This concludes our question and answer session . I would like to turn the conference back over to Bret Christensen for any closing remarks .
Speaker #4: Thank you, everyone, for joining us today. We appreciate your interest in Biote and look forward to speaking with you on our next conference call.