Q4 2025 TOMI Environmental Solutions Inc Earnings Call

March 31, 2026

Operator: Good day, and welcome to the TOMI Environmental Solutions, Inc. 2025 Financial Results Conference Call. At this time, all participants have been placed on a listen-only mode. The floor will be open for questions and comments following the presentation. It is now my pleasure to turn the floor over to your host, John Nesbett from IMS Investor Relations. John, the floor is yours.

Speaker #2: Good day and welcome to the Tomi Environmental Solutions , Inc. , 2025 Financial Results Conference call At this time , all participants have been placed on a listen only mode .

Speaker #2: The floor will be open for questions and comments following the presentation. It is now my pleasure to turn the floor over to your host, Zach Neves from IMS Investor Relations.

John Nesbett: Thank you for joining us today for the TOMI Environmental Solutions Investor Update Conference Call. On today's call is TOMI CEO and Chairman, Dr. Halden Shane, EJ Shane, our Chief Operating Officer, and our Chief Financial Officer, David Vanston. A telephone replay of today's call will be available 7 April 2026. The details of which are included in the company's press release, dated 31 March 2026. A webcast replay will also be available at TOMI's website, www.steramist.com. Certain written and oral statements made by TOMI may constitute forward-looking statements as defined in Private Securities Litigation Reform Act of 1995. These forward-looking statements should be evaluated in light of important risk factors that could cause our actual results to differ materially from our anticipated results. The information provided in this conference call is based on the facts and circumstances known at this time.

Zach Nevas: Thank you for joining us today for the TOMI Environmental Solutions Investor Update Conference Call. On today's call is TOMI CEO and Chairman, Dr. Halden Shane, EJ Shane, our Chief Operating Officer, and our Chief Financial Officer, David Vanston. A telephone replay of today's call will be available 7 April 2026. The details of which are included in the company's press release, dated 31 March 2026. A webcast replay will also be available at TOMI's website, www.steramist.com.

Speaker #2: Zach, the floor is yours.

Speaker #3: Thank you for joining us today for the Artemis Environmental Investor Update conference call . On today's call is Tomi CEO and chairman , Halden Shane E J Shane , our chief operating Officer and our chief financial officer .

Speaker #3: David Vanston . A telephone replay of today's call will be available April 7th , 2026 . The details of which are included in the company's press release dated March 31st , 2026 .

Speaker #3: A webcast replay will also be available at TOMI's website, www.tomiehs.com. Certain written and oral statements made by TOMI may constitute forward-looking statements, as defined in the Private Securities Litigation Reform Act of 1995.

Zach Nevas: Certain written and oral statements made by TOMI may constitute forward-looking statements as defined in Private Securities Litigation Reform Act of 1995. These forward-looking statements should be evaluated in light of important risk factors that could cause our actual results to differ materially from our anticipated results. The information provided in this conference call is based on the facts and circumstances known at this time.

Speaker #3: These forward looking statements should be evaluated in light of in light of important risk factors that could cause our actual results to differ materially from our results .

Speaker #3: The information provided in this conference call is based upon the facts and circumstances known at this time. Please refer to our filings with the SEC, including our 10-K for the year ended December 31, 2025.

John Nesbett: Please refer to our filings with the SEC, including our 10-K for the year ended December 31, 2025, for a discussion of these risk factors. The company undertakes no obligation to update these forward-looking statements after the date of this call. I will now turn the call over to TOMI CEO and Chairman of the Board, Dr. Halden Shane.

Zach Nevas: Please refer to our filings with the SEC, including our 10-K for the year ended December 31, 2025, for a discussion of these risk factors. The company undertakes no obligation to update these forward-looking statements after the date of this call. I will now turn the call over to TOMI CEO and Chairman of the Board, Dr. Halden Shane.

Speaker #3: For discussion of these risk factors. The company undertakes no obligation to update these forward-looking statements after the date of this call. I will now turn the call over to TOMI's CEO and Chairman of the Board.

Speaker #3: Doctor Halden Shane

Halden Shane: Thank you, Zach, and thank you for joining us for our 2025 earnings report today. I am pleased to share our full year 2025 results and, more importantly, our perspective on where TOMI Environmental Solutions is headed. While 2025 was a year that tested our patience, it was also a year that validated our technology, deepened our customer relationships, and positioned us to execute on a meaningful revenue opportunity in 2026 and beyond. I wanna walk you through the highlights with optimism I generally feel as I review the progress our team has made. The SteraMist Integrated System, which is our SIS platform, achieved its first commercial installation at a leading CDMO in June 2025. The milestone proved our concept, and by year-end, we had four fully operational SIS enclosure installations.

Speaker #4: Thank you , Zach . And thank you for joining us for our 2025 earnings report today . I am pleased to share our full year 2025 results and more importantly , our perspective on where Tommy Environmental Solutions is headed While 2025 was a year that tested our patients , it was also a year that validated our technology , deepened our customer relationships , and positioned us to execute on a meaningful revenue opportunity in 2026 and beyond I want to walk you through the highlights with optimism .

Speaker #4: I generally feel , as I review the progress our team has made The story must . Integration system , which is our S I s platform But leaves its first commercial installation at a leading CDMO in June of 2025 .

Speaker #4: The milestone proved our concept, and by year-end we had four fully operational SteraMist enclosure installations. We closed the year with a signed purchase contract of $500,000 for a global biopharmaceutical leader.

Halden Shane: We closed the year with a signed purchase contract of $500,000 for a global biopharmaceutical leader in December for integration into sterile manufacturing pass-through fill boxes. In the same month, a leading cell and gene therapy manufacturer adopted SteraMist iHP for a commercial scale pharmaceutical facility, a landmark win in one of the fastest growing sectors of life sciences manufacturing. We were selected by NASA Johnson Space Center for a biosecurity operation, and they have continued to express satisfaction with our technology's performance. We deployed critical resources to support wildfire recovery efforts in the California communities, demonstrating both our civic commitment and our operational agility. We secured a bid from a leading university in Rhode Island for our CES technology. That project has been completed and awaits factory testing.

Speaker #4: In December for integration into sterile manufacturing , pass through FIL boxes in the same month , a leading cell and gene therapy manufacturer adopted sterile iehp for a commercial scale pharmaceutical facility .

Speaker #4: A landmark win in one of the fastest growing sectors of life sciences, manufacturing. We were selected by NASA Johnson Space Center for a biosecurity operation, and they have continued to express satisfaction with our technology's performance.

Speaker #4: We deployed critical resources to support wildfire recovery efforts in the California communities , demonstrating both our civic commitment and our operational agility . We secured a bid from a leading university in Rhode Island for RC technology .

Speaker #4: That project has been completed and awaits factoring , testing In the eHealth sector , one of our most prominent new platinum customers onboarded in Q1 2025 , has grown to two active facilities , each using five star machines for sterilization procedures .

Halden Shane: In the eye health sector, one of our most prominent new platinum customers onboarded in Q1 2025, has grown to two active facilities, each using 5 SteraMist machines for sterilization procedures. A third site in Berlin, Germany, is set to commence trials in June 2026. This customer also operates under an open monthly kit solution order, exactly the recurring revenue model we are building. Our OEM partnership strategy is gaining serious momentum. Relationships with PBSC, ESCO, and Steelco are embedding iHP directly into clean room enclosures, pass-through hatches, and biosafety cabinets at the point of manufacture, creating a scalable distribution channel that expands our reach without proportionally increasing our direct sales cost. We successfully completed our first collaboration project with partner PBSC, the iHP pass-through, which exceeded decontamination cycle speed expectations and generated strong customer feedback.

Speaker #4: A third site in Berlin , Germany , is set to commence trials in June of 2026 . This customer also operates under an open monthly bit solution order exactly the recurring revenue model .

Speaker #4: We are building Our OEM partnership strategy is gaining serious momentum relationships with PBS , ESCO and Steel are embedding IP directly into cleanroom enclosures , pass through hatches and biosafety cabinets at the point of manufacture , creating a scalable distribution channel that expands our reach without proportionally increasing our direct sales cost .

Speaker #4: We successfully completed our first collaboration project with partner PBSC, the IP Pass Through, which exceeded cycle speed expectations and generated strong customer feedback.

Halden Shane: We have already begun a second PBSC project. We expanded into the agriculture industry through our partnership with AlgaFeed, who has committed to acquiring additional handheld units before the end of 2026 in food safety. The FDA's late 2025 approval of hydrogen peroxide as a direct food additive for multiple uses, including as an antimicrobial and bleaching agent, is a watershed regulatory moment for us. We are now engaged with significant partners, including Danone and Nestlé, and are actively winning bids both directly and through service providers. SteraMist iHP is demonstrating real-world efficacy across a wide range of food processing environments. We are actively pursuing a food contact notification, or FCN, and have identified two specific opportunities to enhance our efforts on a tailored FCN for powdered infant formula, which comes at the request of an existing customer.

Speaker #4: We have already begun a second PBSC project. We expanded into the agriculture industry through our partnership with Algae Feed, who has committed to acquiring additional handheld units before the end of 2026.

Speaker #4: In food safety, the FDA in late 2025 approval of hydrogen peroxide as a direct food additive for multiple uses, including as an antimicrobial and bleaching agent, is a watershed regulatory moment for us.

Speaker #4: We are now engaged in with significant partners , including Danone and Nestlé , and are actively winning bids both directly and through service providers , Streameast IP is demonstrating real world efficacy across a wide range of food processing environments .

Speaker #4: We are actively pursuing a Food Contract Notification, or FCN, and have identified two specific opportunities to enhance our efforts on a tailored FCN for powdered infant formula, which comes at the request of an existing customer. Additionally, we are awaiting approval of our Dash Four label from the EPA for our cannabis industry and other requested markets in our Food Safety division. We also plan to submit an A-5 EPA label based on the studies conducted with Plum Island.

Halden Shane: Additionally, we are awaiting approval of our Dash four label from the EPA for our cannabis industry and other requested markets in our food safety division. We also plan to submit a Dash five EPA label based on the studies conducted with Plum Island, as previously announced. A landmark USDA study confirmed this efficacy against Deformed Wing Virus for agricultural biosecurity in honeybees. In 2025, SteraMist was honored with the Disinfection & Decontamination Products Company of the Year Award by MedTech Outlook. We achieved compliance recognition across three safety vendor management platforms and are in the process of adding a fourth to support two ongoing integration projects at a well-known Baltimore hospital. Our customer service team is actively transitioning our larger base to open order policies for support service offerings and bit solution orders.

Speaker #4: As previously announced, a landmark USDA study confirmed this efficacy against deformed wing virus for agricultural biosecurity in honeybees. In 2025, SteraMist was honored with the Disinfection Decontamination Products Company of the Year award by MedTech Outlook.

Speaker #4: We achieved compliance recognition across three safety vendor management platforms and are in the process of adding a fourth to support two ongoing integration projects at a well-known Baltimore hospital.

Speaker #4: Our customer service team is actively transitioning our larger base to open order policies for support service offerings and solution orders . The backlog of our orders for support services is up 16% , and bit solution is up 24% in first quarter of 2026 , compared to the same period last year , providing early and compelling indicators of increasing recurring revenue trajectory .

Halden Shane: The backlog of our orders for support services is up 16%, and bit solution is up 24% in Q1 2026 compared to the same period last year, providing early and compelling indicators of increasing recurring revenue trajectory we are building. To our long-term supporters of our technology and company, we are pleased to announce that we're finally receiving approvals from the HSE and the DPR submissions. We are now officially recognized in the United Kingdom, including Wales and Northern Ireland, as well as in the Netherlands. The recent approval in the Netherlands strengthens our confidence that other EU countries will soon follow suit.

Speaker #4: We are building to our long-term supporters of our technology and company. We are pleased to announce that we are finally receiving approvals from the HSC and the BPR submissions.

Speaker #4: We are now officially recognized in the United Kingdom, including Wales and Northern Ireland, as well as in the Netherlands. The recent approval in the Netherlands strengthens our confidence that other EU countries will soon follow suit.

Halden Shane: Our heart monitoring device project is nearing completion and is scheduled for factory testing next month. We are preparing to introduce our iHP device to the US markets through the appropriate regulatory pathways, including the FDA 510(k) pre-market notification process once testing is finalized. The success of receiving the FDA 510(k) means that we'll finally be able to go after the entire ethylene oxide sterilization market. The global ethylene oxide market was a $5.29 billion market last year. Key growth factors is a rising demand for sterilized medical consumables and improved healthcare infrastructure, particularly for hospitals, labs, and surgery centers. Our technology is protected by more than 30 utility and design patents through 2038 and is deployed in over 40 countries.

Speaker #4: Our heart monitoring device project is nearing completion and is scheduled for factory testing next month. We are preparing to introduce our IP device to the US markets through the appropriate regulatory pathways, including the FDA.

Speaker #4: Five 510(k), premarket notification process. Once testing is finalized, the success of receiving the FDA five 510(k) means that we'll finally be able to go after the entire ethylene oxide sterilization market.

Speaker #4: The global Ethylene Oxide market was a $5.29 billion market last year. Key growth factors are a rising demand for sterilized medical consumables and improved healthcare infrastructure, particularly for hospital labs and surgery centers.

Speaker #4: Our technology is protected by more than 30 utility and design patents through 2038 , and is deployed in over 40 countries . We are entering 2026 with operational momentum growing , recurring revenue and expanding global customer base and a clear strategy to drive sustainable growth .

Halden Shane: We are entering 2026 with operational momentum, growing recurring revenue, and expanding global customer base, and a clear strategy to drive sustainable growth. Our focus remains on execution, converting our pipeline into recognized revenue while continuing to advance the technology platform that makes all of this possible. The pipeline that we have is the strongest we've ever had. Our Q1 2026 revenue is greater than our Q1 2025. I will discuss some details in my conclusion today, but our entire opportunity book for integration projects remains at $16 million. The entire SteraMist iHP opportunity book is currently at $20 million.

Speaker #4: Our focus remains on execution, converting our pipeline into recognized revenue, while continuing to advance the technology platform that makes all of this possible.

Speaker #4: The pipeline that we have is the strongest we've ever had . Our first quarter 2026 revenue is greater than our first quarter of 2025 .

Speaker #4: I will discuss some details in my conclusion today , but our entire opportunity book for integration projects remains at 16 million . The entire story missed IP opportunity book is currently at 20 million .

Halden Shane: However, first, I will now hand the call over to our Chief Financial Officer, David Vanston, who will provide an overview of the financial results for the full year ended 31 December 2025, compared to the same period in 2024. David.

Speaker #4: However , first , I will now hand the call over to our Chief Financial Officer , David Vanston , who will provide an overview of the financial results for the full year ended December 31st , 2025 .

Speaker #4: Compared to the same period in 2024. David.

David Vanston: Thank you, Dr. Shane. I will now walk you through our full year 2025 financial results. Our complete audited financial statements are included in the Form 10-K we filed with the SEC and in today's press release. Revenue for the year ended December 31, 2025, was $5.6 million, compared to $7.7 million in 2024. The decline was driven primarily by the timing of customer equipment purchases. Service revenue remained relatively stable year-over-year, which we view as an indicator of the durability of our install base. Gross margin improved to approximately 55%, up from 46% in 2024, reflecting lower cost of sales and a reduction in inventory reserves compared to the prior year. Total operating expenses were $6.9 million, down approximately 10% from 2024, reflecting disciplined cost management.

Speaker #5: Thank you , doctor Shane . I will now walk you through our full year 2020 financial results . Our complete audited financial statements are included in the form 10-K .

Speaker #5: We filed with the SEC, and in today's press release, revenue for the year ended December 31, 2025, was $5.6 million compared to $7.7 million in '24.

Speaker #5: The decline was driven primarily by the timing of customer equipment purchases , service revenue remained relatively stable year over year , which we view as an as an indicator of the durability of our install base .

Speaker #5: Gross margin improved to approximately 55%, up from 46% in 2024, reflecting lower cost of sales and reduction of inventory reserves compared to the prior year.

Speaker #5: Total operating expenses were 6.9 million , down approximately 10% from 24 , reflecting disciplined cost management . The net loss was 3.7 million , or $0.19 per share .

David Vanston: The net loss was $3.7 million or 19 cents per share, an improvement from a net loss of $4.5 million or 22 cents per share in 2024. We ended the year with approximately $88 thousand in cash. Working capital was approximately $1 million, and we used $1.2 million in operating cash during 2025, an improvement from $1.4 million in 2024. We have taken steps to address our liquidity position, including a $535 thousand convertible note raise during 2025. A $20 million equity line of credit with Hudson Global Ventures entered into in November 2025, from which we have made our first draw, approximately $94 thousand in February 2026. We've done an effective S-3 shelf registration for up to $50 million, and we've engaged Bancroft Capital to explore additional financing options.

Speaker #5: An improvement from a net loss of $4.5 million, or $0.22 per share, in 2024. We ended the year with approximately $88,000 in cash.

Speaker #5: Working capital was approximately 1 million , and we used 1.2 million in operating cash during 25 , an improvement from 1.4 million in 24 .

Speaker #5: We have taken steps to address our liquidity position, including a $535,000 convertible note raised during Q4 2025. A $20 million equity line of credit with Hudson Global Ventures was entered into on November 25th, from which we have made our first draw, approximately $94,000, in February 26th.

Speaker #5: We've done an effective S3 shelf registration for up to $50 million , and we . And we've engaged Bancroft Capital to explore additional financing options Options .

David Vanston: I encourage investors to review our Form 10-K in full. I will now turn our call over to our Chief Operating Officer, Shane, to discuss upcoming business highlights.

Speaker #5: I encourage investors to review our Form 10-K in full. I will now turn our call over to our Chief Operating Officer, Shane.

Speaker #5: Discuss upcoming business highlights

Elissa J. Shane: Thank you, David. As Dr. Shane highlighted earlier in the call, we are actively focusing on open bid solution orders and annual service offerings, leading to a higher open sales book metric. This initiative stems from our growth in personnel and operations, along with our enhanced comprehensive training program that prioritizes continuous recertification. This strategy not only elevates customer standards for implementation and safety, but also has the potential to drive additional revenue and foster deeper product adoption in the future. The sales performance of support services and bid solution sales are expected to exceed 2025 levels, as evidenced by the increase of 16% in the backlog of orders for TOMI support services and an increase of 24% in bid solution backlog of orders for Q1 of 2026 compared to the same period last year. Dr.

Speaker #6: Thank you . David , as Doctor Shane highlighted earlier in the call , we are actively focusing on open bit solution orders and annual service offerings , leading to a higher open sales book metric .

Speaker #6: This initiative stems from our growth in personnel and operations, along with our enhanced comprehensive training program that prioritizes continuous recertification. This strategy not only elevates customer standards for implementation and safety, but also has the potential to drive additional revenue and foster deeper product adoption in the future.

Speaker #6: The sales performance of support services and bit solution sales are expected to exceed 2025 levels , as evidenced by the increase of 16% in the backlog of orders for Tommy support services and an increase of 24% in bid solution .

Speaker #6: Backlog of orders for the first quarter of 2026 compared to the same period last year. Dr. Shane also provided updated information on 2025 announcements for just a handful of customers.

Elissa J. Shane: Dr. Shane also provided updated information on 2025 announcements for just a handful of customers. This includes anticipated orders from our aquaculture customer, a completed custom engineered system, or CES, for the University of Rhode Island, 2 iHP chambers for the biopharmaceutical partner, a second order with our partner in Malaysia, and a third location in Berlin, Germany for the eye health company, which we expect will proceed with the same standard operating procedures as the first two sites. We anticipate approximately $3 million in sales among these 5 customers and the trends in support services and bid solution sales for 2026.

Elissa J. Shane: Shane also provided updated information on 2025 announcements for just a handful of customers. This includes anticipated orders from our aquaculture customer, a completed custom engineered system, or CES, for the University of Rhode Island, 2 iHP chambers for the biopharmaceutical partner, a second order with our partner in Malaysia, and a third location in Berlin, Germany for the eye health company, which we expect will proceed with the same standard operating procedures as the first two sites. We anticipate approximately $3 million in sales among these 5 customers and the trends in support services and bid solution sales for 2026.

Speaker #6: This includes anticipated orders from our aquaculture customer , a completed custom engineered system , or Rs . For the Rhode Island University , two IP chambers for the biopharmaceutical partner .

Speaker #6: A second order with our partner in Malaysia, and a third location in Berlin, Germany, for the eHealth company, which we expect will proceed with the same standard operating procedures as the first two sites.

Speaker #6: We anticipate approximately $3 million in sales among these five customers, and the trends in support services and BIT solution sales for 2026.

Elissa J. Shane: It's important to note that this projected $3 million in revenue includes approximately $920,000 that overlaps with the $3 million integration pipeline announced on November 26, 2025. When factoring in our iHP deployment services, which generates over $1 million consistently, we can confidently state $6 million in revenue just among 5 customers and 3 revenue streams for 2026. To date, approximately $800,000 has been recognized from the November 2025 $3 million integration pipeline. This amount originates from 10 distinct customer orders. Of these 10, 7 customers have formally placed the order. We anticipate final approvals from the remaining 3 accounts, and we have added 4 more integration projects moving towards CapEx approvals since the November announcement, which is anticipated to contribute another $2.3 million to our active immediate integration project pipeline.

Speaker #6: It's important to note that this projected $3 million in revenue includes approximately $920,000. That overlaps with the $3 million integration pipeline announced on November 26th, 2025.

Speaker #6: When factoring in our IP deployment services, which generates over $1 million consistently, we can confidently state $6 million in revenue just among five customers and three revenue streams for 2026 to date. Approximately $800,000 has been recognized from the November 2025 $3 million integration pipeline.

Speaker #6: This amount originates from ten distinct customer orders . Of these , ten , seven customers have formally placed the order . We anticipate final approvals from the remaining three accounts , and we have added four more integration projects moving towards CapEx approvals since November announcement , which is anticipated to contribute another 2.3 million to our active immediate Integration project pipeline .

Elissa J. Shane: Our East Coast distributor, ARES Scientific, has been instrumental in securing multiple university wins for our SIS platform. We're actively collaborating with VWR, Avantor, engaging with all case managers, and overhauling marketing initiatives with them. We are prioritizing the ongoing education and engagement of our international partners, investing in them to promote their own long-term customer base instead of expanding into new regions. This strategic focus, coupled with recent regulatory approvals, is expected to support our growth and positively influence our revenue. For example, we have successfully received HSE approval and announced a preferred partnership with Total Clean Air, or TCA, in the United Kingdom, where we recently completed factory testing on a custom-engineered project that they brought to us. TCA has also invested in mobile equipment in Q1 2026 to support their demonstration and service deployment capabilities.

Speaker #6: Our East Coast distributor , Ari Scientific , has been instrumental in securing multiple university wins for our CIS platform . We're actively collaborating with VW Avantor , engaging with all case managers and overhauling marketing initiatives with them .

Speaker #6: We are prioritizing the ongoing education and engagement of our international partners, investing in them to promote their own long-term customer base instead of expanding into new regions.

Speaker #6: This strategic focus , coupled with recent regulatory approvals , is expected to support our growth and positively influence our revenue . For example , we have successfully , successfully received HSC approval and announced a preferred partnership with Total Clean Air , or TCA , in the United Kingdom , where we recently completed factory testing on a custom engineered project that they brought to us .

Speaker #6: TCA has also invested in mobile equipment in Q1 2026 to support their demonstration and service deployment capabilities. The food safety sector is also beginning to gain momentum, and we're receiving valuable referrals and case studies from our current clients.

Elissa J. Shane: The food safety sector is also beginning to gain momentum, and we're receiving valuable referrals and case studies from our current clients. This industry uses our SteraPak product or requires custom applications, indicating that we are still in the early stages of realizing significant revenue. Additionally, there remains much work to be done on the regulatory front. For example, Nestlé's pending expansion waits for other international registrations outside the ones received in the European Union. One of the most exciting developments comes from our long-standing relationship with DisinfectCARE, which has secured a service contract at a major dairy facility in Mexico. Following customer-specific testing and studies conducted on-site, SteraMist iHP not only demonstrated its efficacy, but also showed the preservation of cheese quality, a key finding that strengthens our credibility and serves as a valuable referral for other new customers.

Speaker #6: This industry uses our Stereo-pak product or requires custom applications, indicating that we are still in the early stages of realizing significant revenue. Additionally, there remains much work to be done on the regulatory front.

Speaker #6: For example , Nestlé's pending expansion waits for other international registrations outside the ones received in the European Union . One of the most exciting developments comes from our long standing relationship with disinfectant Care , which has secured a service contract at a major dairy facility in Mexico following customer specific testing and studies conducted on site , HP not only demonstrated its efficacy , but also showed the preservation of cheese quality , a key finding that strengthens our credibility and serves as valuable referral for other new customers .

Elissa J. Shane: In summary, we are now making strides across a diverse range of sectors in the food industry. We are used in cheese, eggs, coffee, ice cream, consumer packaged goods, cannabis, nutrition, vertical farming, pet food ingredient suppliers, refrigerated foods, and specialty ingredient suppliers. This broadening of our market presence positions us well in the industry. Another significant area of focus for us, which we believe is expected to see returns in 2026, is the biological safety cabinet or BSC industry, particularly regarding our service providers and the SIS standalone system. We have developed the necessary accessories and protocols for treating all classes of cabinets, progress required as we prepare for NSF approvals this summer. Currently, we have certified service providers utilizing our SteraMist iHP technology, including Triumvirate Environmental and MarathonLS on the East Coast, as well as H.E.P.A. Filter Services Inc. in Canada.

Speaker #6: In summary , we are now making strides across a diverse range of sectors in the food industry . We are using cheese , eggs , coffee , ice cream , consumer packaged goods , cannabis , nutrition , vertical farming , pet food , food ingredient suppliers , refrigerated foods and specialty ingredients suppliers .

Speaker #6: This is broadening of our market presence , positions us well in the industry . Another significant area of focus for us , which we believe is expected to see returns in 2026 , is the biological safety Cabinet , or BSc industry , particularly regarding our service providers and the CIS standalone system .

Elissa J. Shane: We have developed the necessary accessories and protocols for treating all classes of cabinets, progress required as we prepare for NSF approvals this summer. Currently, we have certified service providers utilizing our SteraMist iHP technology, including Triumvirate Environmental and MarathonLS on the East Coast, as well as H.E.P.A. Filter Services Inc. in Canada.

Speaker #6: We have developed the necessary accessories and protocols for treating all classes of cabinets , a progress required as we prepare for NSF approvals this summer .

Speaker #6: Currently, we have certified service providers utilizing our IP technology, including Triumvirate and Marathon LRS on the East Coast, as well as Hepa in Canada.

Elissa J. Shane: On 2 April, we conduct a key demonstration with one of the most recognized providers in the industry, who operates multiple locations across the United States. Triumvirate hosted a webinar this quarter where they showcased how iHP technology outperforms key competitors in the market, including SporClean's Formaldehyde and Vaporized Hydrogen Peroxide. This webinar was well-attended, attracting approximately 250 participants. Ultimately, our goal is to enable these service providers to compete effectively by incorporating iHP technology into their offerings for BSCs. They appreciate this innovation because it allows them to complete more treatments in a single day compared to older technologies. In addition, we maintain a robust intellectual property portfolio, CE and UL listings, and are preparing to pursue USP 1072 material efficacy, which will expedite our sales process in the life sciences market.

Speaker #6: On April 2nd, we conduct a key demonstration with one of the most recognized providers in the industry, who operates multiple locations across the United States.

Speaker #6: Triumphant hosted a webinar this quarter where they showcased how IP technology outperforms key competitors in the market, including Spore Cleanse, formaldehyde, and vaporized hydrogen peroxide.

Speaker #6: This webinar was well attended, attracting approximately 250 participants. Ultimately, our goal is to enable these service providers to compete effectively by incorporating IP technology into their offerings for BSCs. They appreciate this innovation because it allows them to complete more treatments in a single day compared to older technologies.

Speaker #6: In addition , we maintain a robust intellectual property portfolio CE and UL listings , and are preparing to pursue USP 1072 material Efficacy , which will expedite our sales process in the life sciences market .

Elissa J. Shane: Furthermore, we are committed and continue to conduct customer-specific studies that help us secure contracts and maintain the client roster we hold, such as those highlighted today. I will now return the call back to our CEO, Dr. Halden Shane.

Speaker #6: Furthermore , we are committed and continue to conduct customer specific studies that help us secure contracts and maintain the client roster . We hold , such as those highlighted today .

Speaker #6: I will now turn the call back to our CEO, Dr. Halden Shane.

Halden Shane: Thank you, EJ. I want to take a moment, maybe even more of a moment, and express deep appreciation to the majority of our shareholders who supported us and have believed in our mission through our highs and lows. You are the majority and our long-term investors. Thank you for supporting our team and most importantly, believing in our technology and products. I believe at the start, we all knew this was not going to be easy because we're creating a new standard in many industries, and it's very hard to accomplish. Being undercapitalized makes it even harder. We are on the verge of accomplishing the impossible. To the handful of naysayers, we believe we'll be able to earn your support, and we continue to execute a deliberate strategy to expand our operations and improve our financial performance.

Speaker #4: Thank you Ajay . I want to take a moment , maybe even more of a moment and express deep appreciation to the majority of our shareholders who supported us and have believed in our mission through our highs and lows .

Speaker #4: You are the majority and our long-term investors. Thank you for supporting our team and, most importantly, believing in our technology and products.

Speaker #4: I believe at the start we all knew this was not going to be easy because we are creating a new standard in many industries, and it's very hard to accomplish. Being undercapitalized makes it even harder.

Speaker #4: But we are on the verge of accomplishing the impossible to the handful of naysayers we believe will be able to earn your support and we continue to execute a deliberate strategy to expand our operations and improve our financial performance .

Halden Shane: If not, then maybe it's the wrong company, or you need to see a professional. It was a tough year for us from the financial perspective, but we remained focused the whole time on the future. In my eyes, there are no excuses, but we definitely had roadblocks. Those roadblocks included DOGE, tariffs, working capital, and recently the war. We chose to become the standard in the pharmaceutical, life science, and university laboratory market. Unfortunately, some of the negatives of becoming a standard in that market is the perfect storm that occurred in 2025. Like there was panic buying before the 2020 COVID, there was a lack of buying in the 2025 due to the reasons I stated above. Just recently received an email from a major university that everybody knows on the West Coast of the United States.

Speaker #4: If not , then maybe it's the wrong company . Or you need to see a professional . It was a tough year for us from the financial perspective , but we remain focused the whole time on the future .

Speaker #4: In my eyes , there are no excuses , but we're definitely roadblocks . Those roadblocks included Doge tariffs , working capital , and recently the war .

Speaker #4: We chose to become the standard in the pharmaceutical, life science, and university Bavarian market. Unfortunately, some of the negatives of becoming a standard in that market is the perfect storm that occurred in 2025.

Speaker #4: Like there was panic buying behind a 2020 Covid . There was the lack of buying in the 2025 due to the reasons I stated above , just recently received an email from a major university that everybody knows on the west coast of the United States .

Halden Shane: They were putting off a purchase till the end of 2026. The reason they had to postpone the purchase was because of DOGE, tariffs, and political uncertainty, including the war. Also, that person stated there was an uncertainty maybe about her job. No matter, we are a team, and we can overcome situations like that, and I can assure it's all temporary. The university will purchase this year, even if it's a new professional in that job position. I did a review of our stock over the last 10 years. I choose certain points because it was approximately when we received our hospital healthcare EPA registration and had marketing in place. The key metrics are pretty amazing. In 2014, revenue was about $2.2 million. Our stock price was $2.16.

Speaker #4: They were putting off a purchase till the end of 2026. The reason they had to postpone the purchase was because of DOGE tariffs and political uncertainty, including the war.

Speaker #4: Also, that person stated there was an uncertainty maybe about her job, but no matter, we are a team and we can overcome situations like that.

Speaker #4: And I can assure it's all temporary . The university will purchase this year , even if it's a new professional in that job position .

Speaker #4: I did a review of our stock over the last ten years . I choose certain points because it was approximately when we received our hospital healthcare , EPA registration and had marketing in place .

Speaker #4: The key metrics are pretty amazing . In 2014 , revenue was about 2.2 million . Our stock price was $2.16 . Our major clients was a Panamanian hospital and a group in Mexico trying to sell to Mexican hospitals in 2020 , we had a banner year .

Halden Shane: Our major clients was a Panamanian hospital and a group in Mexico trying to sell to Mexican hospitals. In 2020, we had a banner year. Unfortunately, it was due to the pandemic. We did $25 million. It demonstrated that we're capable of handling that volume of business. It did take away from the focus on the life sciences industry, pharmaceuticals, et cetera, but most of that was temporary panic buying. Our stock price was $4.57. In 2024, our revenue was approximately $7.7 million. Our client list was pretty impressive compared to 2014, and our stock price ended up at $1.05. The next year, 2025, our sales was $5.6 million.

Speaker #4: Unfortunately, it was due to the pandemic. We did $25 million, demonstrated that we're capable of handling that volume of business.

Speaker #4: It did take away from the focus on the life science industry, pharmaceuticals, etc., but most of that was temporary panic buying.

Speaker #4: Our stock price was $4.57 in 2024 . Our revenue was approximately 7.7 million . Our client list was pretty impressive compared to 2014 , and our stock price ended up at $1 five .

Halden Shane: The sales that we could recognize as revenue, obviously, as you know, the sales were much higher, as we stated, provided in our pipeline with open significant orders for the first time moving across into 2026. As stated previously, we were confronted with tariffs, DOGE, political uncertainty. We closed the year with a stock price of $0.78. Now we're in 2026. It looks like our Q1, which includes recognized revenue and open orders, could be $3 million or higher. Not sure how this ends up playing out later today, but for sure, we're beating our Q1 2025 revenue in the Q1 of 2026. Our stock price is around $0.55. We estimate our revenue for this year will be around $12 million, barring any unknowns.

Speaker #4: The next year 2025 , our sales was 5.6 million . The sales that we could recognize as revenue , obviously , as you know , the sales were much higher as we stated , provided in our pipeline with open significant orders for the first time , moving across into 2026 .

Speaker #4: As stated previously, we were confronted with tariffs and geopolitical uncertainty. We closed the year with a stock price of $0.78.

Speaker #4: Now we're in 2026. It looks like our first quarter, which includes recognized revenue and open orders, could be $3 million or higher.

Speaker #4: Not sure how this ends up playing out later today, but for sure we're beating our first quarter 2025 revenue in the first quarter of 2026.

Speaker #4: Our stock price is around $0.55 . We estimate our revenue for this year will be around 12 million , bearing any unknowns in 2020 , we did a reverse split today that $0.55 comes out to be about 6.8 $0.08 pre split .

Halden Shane: In 2020, we did a reverse split. Today, that $0.55 comes out to be about $0.0688 pre-split. Here's a short list of our current clients. Pfizer, Merck, Thermo Fisher, Franciscan Health, Allergan, Boehringer Ingelheim, Catalent, CSL, Squibb, ITH Pharma, Nestlé, Purina, Mead Johnson, Zingler, Simplot, Purdue Agribusiness, Kindred Healthcare, Mercy Health, Novant Health, St. Jude Children's, Gilleriven Health Care, FDA, USDA, CDC, NIH, DHS, USAMRIID, Amerton, Esco, Telstar, Tecnimont, ServiceMaster, First Onsite, Avantor, Tecnimont. In retrospect, do you think a company like TOMI with that list is worth $0.0688 only? My point here is our stock price was $2.14 when we had two customers, one in Panama and one in Mexico. I remember a statement from a very successful person, Warren Buffett.

Speaker #4: So here's a short list of our current clients . Pfizer , Merck , Thermo Fisher , Francis , Kobe , Allergan , Boehringer Ingelheim , candlelit , CSL , Squires I t h pharmaceuticals , Nestle , Purina , Mead Johnson , Zeigler , Simplot .

Speaker #4: Purdue . Agribusiness . Kindred health , Mercyhealth . Novant health , Saint Jude's children , Gila River Health care , FDA , USDA , CDC , NIH , DHS , US , Ameroid , Amazon , ESCO , Telestar , tech and ServiceMaster first on site Avantor Techmeet in retrospect , do you think a company like Tommy with that list is worth 6.8 $0.08 ?

Speaker #4: Only ? My point here is our stock price was $2.14 . When we had two customers , one in Panama and one in Mexico .

Speaker #4: I remember a statement from a very successful person, Warren Buffett: 'Be greedy when others are fearful.' That statement couldn't be more true.

Halden Shane: Be greedy when others are fearful." That statement couldn't be truer today about our company. I choose to run this company making a decision that many CEOs will never make, and that's because it hurts before it pays. I stop relying on easy sales and one-time equipment and build something from a more potent, recurring control over how customers operate. The shift does not show up cleanly on quarterly charts. It shows up as service revenue climbs and consumables replace capital purchases. Our customers stop buying, they start depending. That is where the game changes. We are not growing very fast, but we are growing very smart. Our company has moved from episodic revenue to embedded revenue. Before a deal closes, the relationship resets. Not every deployment creates a tail. More usage, more replacement, more service. This is not a product business anymore. It's a system.

Speaker #4: Today, about our company. I chose to run this company—making a decision that many CEOs will never make. And that's because it hurts before it pays.

Speaker #4: I stopped relying on easy sales and one-time equipment, and built something from a more potent, recurring control over how customers operate.

Speaker #4: The shift does not show up cleanly on quarterly charts. It shows up as service revenue climbs and consumables replace capital purchases.

Speaker #4: Our customers stop buying . They start depending . That is where the game changes . We are not growing very fast , but we are growing very smart .

Speaker #4: Our company has moved from episodic revenue to embedded revenue. Before the deal closes, the relationship resets. Not every deployment creates a tail.

Speaker #4: More usage , more replacement , more service . This is not a product business anymore . It's a system recurring revenue isn't about stability .

Halden Shane: Recurring revenue isn't about stability. It's about control. Most executives say they want predictable revenue. What they actually want is predictable revenue without sacrifice. We took the hit up front. Volatility increased, revenue looked uneven, margins had to be rebuilt. Underneath, the engine changed. Short-term policy facility is often the price of long-term dominance. Instead of building expensive infrastructure scale globally, we use distribution channels and partnerships to expand and reach without expanding costs. International revenue became a large slice of the pie without dragging down the balance sheet. That's not expansion. That's leverage we used. Scale without cost is the cleanest form of growth. At the same time, we wanted the business towards higher margin solutions and services. That's our razor blade model. Not lower, not last year, just better economics.

Speaker #4: It's about control . Most executives say they want predictable revenue . What they actually want is predictable revenue . Without sacrifice , we took the hit up front .

Speaker #4: Volatility , increase revenue looked uneven . Margins had to be rebuilt . But underneath the engine changed short term policy facility is often the price of long term dominance .

Speaker #4: Instead of building expensive infrastructure to scale globally, we use distribution channels and partnerships to expand our reach without expanding costs. International revenue became a large slice of the pie without dragging down the balance sheet.

Speaker #4: That's not expansion . That's leverage . We used scale without cost is the cleanest form of growth . At the same time , we wanted the business to have higher margin solutions and service services .

Speaker #4: That's our razor razor blade model , not louder , not last year , just better economics . The following current numbers could possibly change .

Halden Shane: The following current numbers could possibly change, but the point I want to make is that at this moment, our economics, of course, is first based on sales of equipment revenue, but are scaling and cleanest form of growth in solution sales, support service, and IHP in-house service. In Q1 2025, we did $299,000 in solution sales. In Q1 2026, at this moment, our solution sales are $429,413. As far as support services in Q1 2025, we had $73,279. Currently, in Q1 2026, we have $253,390 in support services. These are such things as training, certifications, qualifications, validation, cycle developments, installations, et cetera.

Speaker #4: But the point I want to make is that at this moment, our economics, of course, is first based on sales of equipment revenue.

Speaker #4: But are scaling and cleanest form of growth in solution sales , support service . And in-house service . Quarter . One of 2025 , we did 299,000 change in solution sales in quarter one of 2026 .

Speaker #4: At this moment, our solution sales are $429,413. As far as support services in quarter one of 2025, we had $73,279.

Speaker #4: Currently in the first quarter of 2026 . We have 253,390 in support services . These are such things as training , certifications , qualifications , validation , cycle developments , installations , etc.

Halden Shane: The third part, iHP service. In Q1 2025, we had $439,386. Currently, with invoice and open orders, we have a total of $729,440. Margins improved, mix improved. The business became more resilient without announcing it. We were able to figure out how to achieve success by having money actually compound. Do you keep chasing revenue to reset every quarter, or do you endure short-term pain to build revenue that compounds without permission? That decision defines whether you're playing offense or playing survival. We didn't eliminate risk. We repositioned it. In doing so, we created something more valuable than growth. We created dependency in a world chasing speed. We chose structure, and structure wins. I can't take the credit for all this writing.

Speaker #4: And the third part I service in the first quarter of 2025 , we had $439,386 . Currently with invoiced and open orders . We have a total of $729,440 .

Speaker #4: Margins improved, mix improved, the business became more resilient. Without announcing it, we were able to figure out how to achieve success by having money actually compound.

Speaker #4: Do you keep chasing revenue to reset every quarter , or do you endure short term pain to build revenue that compounds without permission ?

Speaker #4: That decision defines whether you're playing offense or playing survival . We didn't eliminate risk . We repositioned it in doing so , we created something more valuable than growth .

Speaker #4: We created dependency in a world chasing speed. We chose structure, and structure wins. I can't take the credit for all this writing.

Halden Shane: I want to thank Joel Block for understanding how we have created this company and understanding the suffering we've gone through. Once again, I want to thank everyone for their long-term commitment and support, and for a small team of 20 working endlessly to achieve all the goals. I also want to thank our creditors who've been super as we go through the stage of growth. At the end, these are warriors that have helped us achieve success. Also, I'd like everybody to pray for our brave soldiers that are in a difficult situation. To all that are listening, we're excited about what's ahead. Operator, let's open the call to questions.

Speaker #4: I want to thank Joel Block for understanding how we have created this company and understanding the suffering we've gone through. Once again, I want to thank everyone for their long-term commitment and support, and for a small team of 20 working endlessly to achieve all the goals. I also want to thank our creditors who have been super as we go through this stage of growth. At the end, be the warriors that have helped us achieve success. Also, I'd like everybody to pray for our brave soldiers that are in a difficult situation. To all that are listening, we're excited about what's ahead. Operator.

Operator: Thank you. At this time, we'll be conducting a question and answer session. If you have any questions or comments, please press star one on your phone at this time. We ask that while posing your question, you please pick up your handset if listening on speakerphone to provide optimum sound quality. Once again, please press star one on your phone at this time if you wish to ask a question. Please hold while we poll for questions. The first question today will be from Carl Wright from Lonetown Capital. Carl, your line is live.

Speaker #4: Let's open the call to questions.

Speaker #2: Thank you . At this time , we will be conducting a question and answer session . If you have any questions or comments , please press star one on your phone at this time , we ask that while posing your question , you please pick up your handset .

Speaker #2: If listening on speakerphone to provide optimum sound quality . Once again , please press star One on your phone at this time . If you wish to ask a question And please hold while we pull for questions And the first question today will be from Carl Wright from long Term capital .

Carl Wright: Great. Thank you for taking my questions. First question, could you provide some more insight into the global opportunities you mentioned in the quarter?

[Analyst] (Lonetown Capital): Great. Thank you for taking my questions. First question, could you provide some more insight into the global opportunities you mentioned in the quarter?

Speaker #2: Carl, your line is live.

Speaker #7: Great . Thank you for taking my questions . So first question , could you provide some more insight into the global opportunities you mentioned in the quarter

Carl Wright: AJ?

Halden Shane: AJ?

Elissa J. Shane: Yes. Hi, Carl. Certainly. The, you know, first of the EU registrations on the submission we did came in, so we expect many other EU states to follow suit within the next upcoming months. You know, with that we have been positioned with current, you know, relationships and distributors from Poland, Germany, and Netherlands, that have been around our technology and really educated to be able to take on the opportunities that have been waiting for just that registration. Just as the UK did once the HSE came through earlier in this quarter with bringing on TCA and quickly being able to fulfill our first custom engineered system, I see that happening with the other regions in the EU.

Speaker #4: J yes .

Speaker #6: Hi , Carl . Certainly . So the , you know , first of the EU registrations and the submission we did came in .

Speaker #6: So we expect many other EU states to to follow suit within the next upcoming months . And you know , with that we have been positioned with current , you know , relationships and distributors from Poland , Germany , Netherlands that have been around our technology and really educated to be able to take on the opportunities that have been waiting for , for just that registration .

Speaker #6: So just as the UK did once the HSC came through earlier in this quarter with bringing on TCA and and quickly being able to fulfill our first custom engineered system , I see that happening with the other regions in the EU

Carl Wright: Got it. Congratulations on bringing down operating expenses by 10%. Could you provide a little more color about how we should think about operating expenses in the business just going forward?

[Analyst] (Lonetown Capital): Got it. Congratulations on bringing down operating expenses by 10%. Could you provide a little more color about how we should think about operating expenses in the business just going forward?

Speaker #7: Got it, got it. And then congratulations on bringing down operating expenses by 10%. Could you provide a little more color about how we should think about operating expenses in the business?

Halden Shane: Sure. David, go ahead.

David Vanston: Sure. I think there are, again, as Dr. Shane mentioned earlier, as we grow, we will have to invest into our operating expenses, but we already have leverage in it, so we do not expect to see a significant jump in our operating expenses. If you're going to model it, you would model it as a percentage of revenue growth. You know, I would say it would slightly decrease as we grow as a percentage.

Speaker #7: Just going forward ?

Speaker #4: Sure . David . Go ahead .

Speaker #5: Sure . I think there weren't again , as I mentioned earlier , as we grow , we will have to invest into our operating expenses .

Speaker #5: But we already have leverage in it . So we do not expect to see a , a significant jump in our operating expenses .

Speaker #5: You should, if you're going to model it, you would model it as a percentage of revenue growth. But I would say it slightly decreases as we grow, as a percentage.

Carl Wright: Gotcha. Gotcha. Okay, that's helpful. Thank you very much for taking my questions.

[Analyst] (Lonetown Capital): Gotcha. Gotcha. Okay, that's helpful. Thank you very much for taking my questions.

Halden Shane: Thank you.

Speaker #7: Gotcha , gotcha . Okay . That's helpful . Thank you very much for taking my questions .

Operator: Thank you.

Operator: Once again, it will be star one on your phone at this time, if you wish to enter the queue to ask a question. The next question is coming from John Nelson. John Nelson is a private investor. John, your line is live.

Speaker #4: Thank you .

Speaker #2: Thank you . And once again , it will be star one on your phone at this time . If you enter the queue to ask a question , the next question is coming from John Nelson .

John Nelson: Hi. Thank you. Several questions.

Speaker #2: John Nelson is a private investor . John , your line is live .

Speaker #8: Hi . Thank you . Several questions . Sure . First one , I I'm one of those long term investors that .

Halden Shane: Sure. Go ahead, John.

John Nelson: First one. Hi. I'm one of those long-term investors that,

Halden Shane: I know you are.

John Nelson: ... is confident that over the years you're gonna deliver. Thank you.

Speaker #4: I know you .

Speaker #8: Are is , is confident that over the years , you're going to deliver . So thank you . Thank you for your efforts .

Halden Shane: I know you are.

John Nelson: Thank you for your efforts.

Halden Shane: I thank you for your help.

John Nelson: You're welcome. First question is, you mentioned in the press release, in 2025 versus 2024 revenues, customers deferring capital expenditure projects due to uncertain economic environment with the impact of tariffs and Middle East crisis. Are you seeing any signs of it improving, and you must be seeing some signs of it improving because of your Q1 comments. Are you seeing any of those customers that were deferring CapEx projects starting to move on them?

David Vanston: You're welcome. First question is, you mentioned in the press release, in 2025 versus 2024 revenues, customers deferring capital expenditure projects due to uncertain economic environment with the impact of tariffs and Middle East crisis. Are you seeing any signs of it improving, and you must be seeing some signs of it improving because of your Q1 comments. Are you seeing any of those customers that were deferring CapEx projects starting to move on them?

Speaker #4: And I thank you for your help .

Speaker #8: You're welcome . First question is , you mentioned in the press release in 25 in 25 versus 20 for revenues , customers deferring capital expenditure products do projects due to uncertain economic environment with the impact of tariffs and Middle East crisis .

Speaker #8: Are you seeing any signs of and you must be seeing some signs of it improving because of your first quarter comments . But are you seeing any of those customers that were deferring CapEx projects , starting to move on them ?

Halden Shane: We are.

John Nelson: Okay. The bid solution revenues for 25 versus 24, can you provide any details on the comparisons there?

Speaker #4: We are

Speaker #8: Okay. And then, the BIT Solution revenues for '25 versus '24—can you provide any details on the comparisons there?

Halden Shane: Sure. Are you talking 2024 versus 2025 or 2025 versus 2026?

Speaker #4: Sure . You're talking . 24 versus 25 or 25 versus 26 .

John Nelson: No, 24 versus or 25 versus 24.

Halden Shane: Okay. AJ?

Speaker #8: No . 24 versus or 25 versus 24 .

Elissa J. Shane: Yes. There was an increase in the solution between 2024 and 2025, and we're seeing that continue into 2026. A lot of it has to go in with Dr. Shane's closing and this move into open orders. This came in tandem, you know, about a year and a half ago, we mentioned a big push on different support services. Having us be able to go on site and speed up the use of our technology and qualify different areas, we're able to predict how much solution they're gonna be able to use. That, in essence, is now finally starting to pay off with them purchasing the orders that they need in advance and just get into more of an auto shipment. That, that's the goal and it's starting to come into play.

Speaker #4: Okay . Ajay

Speaker #6: Yes , there is a an increase in the solution between 24 and 25 . And we're seeing that continue into 26 . A lot of it has to go in with with Doctor Shane's closing .

Speaker #6: And and this move into open orders . And this came in tandem . You know , about a year and a half ago I mentioned a big push on different support services and having us be able to go on site and speed up the use of our technology and qualify different areas .

Speaker #6: We're able to predict how much solution they're going to be able to use so that , in essence , is now finally starting to pay off with them purchasing the orders that they need in advance and just get into more of an auto shipment .

Elissa J. Shane: It started at the end of 2025 and it's moving into this year as well. So that's the big difference. The two, you know, why it's referenced in the script that way is because they go hand in hand. Our support services and our bid solution are definitely together in trends.

Speaker #6: So that's the goal . And it's starting to come into play . It started at the end of 2025 , and it's moving into this year as well .

Speaker #6: So that's the big , big difference . And the two you know why it's referenced in the script that way is because they go in hand .

Speaker #6: Our support services and our solution are definitely together, and trends.

John Nelson: Okay. Are most of your customers in 25 using more, significantly more bid solution than they did the prior year?

Speaker #8: Okay. And then, are most of your customers in '25 using significantly more BIT solution than they did the prior year?

Elissa J. Shane: Yes, definitely. I mean, you know, there's always some fluidity to it because you'll have, you know, our service providers, if there's, you know, the fires produced a lot of solution in Q1, different decommissioning of buildings if they get, you know, large service contracts. Then this, you know, definitely increases our solution. That's a little harder to predict. When we're able to go in and qualify different spaces or similar to the eye health company where we know how and exactly where they're using the equipment, that's a little easier. You know, the Q1 of last year certainly was due to some emergency use. There's definitely an increase in solution.

Speaker #6: Yes , definitely . I mean , you know , there's always some fluidity to it because you'll have , you know , our service provider ship , if there's , you know , the fires produced a lot of solution in Q1 , different decommissioning of buildings .

Speaker #6: If they get , you know , large , large service contracts , then this , you know , definitely increases our solution . So that's a little harder to predict .

Speaker #6: But when we're able to go in and qualify different spaces or similar to the eHealth company where we know how and exactly where they're using the equipment , that's a little easier .

Speaker #6: But, you know, the Q1 of last year certainly was due to some emergency use. So there's definitely an increase in solution.

John Nelson: Okay. Can you provide any more detail as far as how the application would be used to deal with the wing syndrome for honeybees?

Speaker #8: Okay. And then can you provide any more detail as far as how the application would be used to deal with the wing syndrome for honeybees?

Elissa J. Shane: We do, you know, we have the study, and we've done a few other lab-type studies, and it's definitely a good use, and we're looking and are still speaking with a local university on trying to get live use case. Once we're able to reestablish that and actual application use, it will proceed from there.

Speaker #6: So we do , you know , we have the study and we've done a few other lab type studies . And it's definitely a good use .

Speaker #6: And we're looking and are still speaking with a local university on trying to get live use case . Once we're able to reestablish that and actual application use , it will proceed from there .

Halden Shane: John, I

John Nelson: Would it-

Halden Shane: I've reached out to the associations, the honeybee associations, domestic, globally. I've reached out to the board, and I've yet to get a reply, and with overwhelming evidence of what we can do and how we can help the pollinators around the world. You know, right now I'm reaching out to Department of Agriculture to see if they can't help or at least get this technology in front of somebody that wants to make a change.

Speaker #4: So John , I , I , I've reached out to the associations , the honeybee associations domestic globally . I've reached out to the board and I've yet to get a reply .

Speaker #4: And with overwhelming evidence of what we can do and how we can help the pollinators around the world . And , you know , right now I'm reaching out to the Department of Agriculture to see if they can help , or at least get this technology in front of somebody that wants to make a change .

John Nelson: Okay. You had mentioned briefly the use for treating marijuana plants?

Speaker #8: Okay. And then you had mentioned briefly the use for treating marijuana plants.

Halden Shane: Right.

John Nelson: For mites. Is it mites, or is it for the powdery mildew?

Speaker #4: Right ?

Halden Shane: It's for powdery mildew, funguses on the plants.

Speaker #8: Or mites? Is it mites, or is it for the powdery mildew?

John Nelson: Okay.

Halden Shane: And we have a-

John Nelson: And the-

Speaker #4: It's for powdery mildew , funguses on the plants . Okay . We have a we have a EPA label where trying to get from the EPA just for that the dash for you drink .

Halden Shane: We have an EPA label we're trying to get from the EPA just for that. Is it dash four, EJ?

Elissa J. Shane: Yes. That's correct.

John Nelson: Okay.

Elissa J. Shane: Dr. Shane.

John Nelson: Okay. Currently you're not getting any revenues yet from that particular type of usage, correct? Because of-

Speaker #6: Yes, that's correct, Doctor Shane.

Speaker #8: Okay . And but currently you're not getting any revenues yet from that particular type of usage . Correct . Because of your need for the EPA label .

Halden Shane: I think-

John Nelson: your need for the EPA label.

Halden Shane: I think, EJ, you can answer that. I think they're real strong.

Elissa J. Shane: Yeah. We have a handful of customers. With them, it's you know, scaling up, and you know, right now they're doing a lot of handheld treatments. We do have a good partner that is promoting our product and even some international interest on the treatment. We do have some live use, which is great, and that usually is the first step.

Speaker #4: I think Ajay can answer that. I think there was...

Speaker #6: A handful of customers with them . It's , you know , scaling up . And you know , right now they're doing a lot of handheld treatments .

Speaker #6: But we do have a good partner that is promoting our product and even some international interest in the treatment. But we do have some live use, which is great.

John Nelson: Okay. Good. Then one thing that I've been curious about is uses of SteraMist in the military, and whether you've explored or thought about exploring it. I was thinking about it with regards to the Middle East crisis with all of the Navy ships and the in the Gulf, and how, you know, people are crowded together. It's gotta be a potential breeding ground for germs and potential infections transfer. Have you explored that at all or ever talked to the Navy about possible usage of SteraMist?

Speaker #6: And that usually is the first step.

Speaker #8: Okay, good. And then one thing that I've been curious about is, and whether you've explored or thought about exploring it, is the uses of Sierra Mist in the military.

Speaker #8: And I was thinking about it with regards to the Middle East crisis , with all of the Navy ships in the In the in the Gulf and how , you know , people are crowded together .

Speaker #8: It's . And it's got to be a potential breeding ground for germs and potential infections . Transfer . So as that . Have you explored that at all or ever talked to the Navy about possible usage of Sturmgeist

Halden Shane: The Navy has been. Are they still a customer, EJ?

John Nelson: No. Well, are they? If they are a customer, that's new to me. But, have you explored uses with it? If you have, what, you know, response have you gotten from the military?

Speaker #4: So the Navy has been. Are they still a customer?

Speaker #8: You know . Well , I are they if they are a customer , that's new to me , but are have you explored uses with it ?

Speaker #8: And if you have what . You know , response have you gotten from the military

Halden Shane: You know, I think we're a little too small and overwhelmed with everything to go after that at the moment. I believe there was a testing center that the Navy was involved with. It's a great idea, and especially with the new COVID variant that's seems to be running around and came from the Netherlands to the US. I'm sure that you're right. The close proximity on these ships, they do need to get a disinfectant, and I think this is something that we're gonna go look into immediately.

Speaker #4: To , you know , I think we're a little too small and overwhelmed with everything to , to go after that at the moment , but I believe there was a testing center that the Navy was involved with .

Speaker #4: It's a great idea. And especially with the new COVID variant that seems to be running around and came from the Netherlands to the US.

Speaker #4: I'm sure that you're right . The close proximity on these ships , they do need to get a disinfectant . And I think this is something that we're going to go look into immediately .

John Nelson: Okay.

Elissa J. Shane: Yeah.

John Nelson: And then-

Elissa J. Shane: I mean, we have filed some, you know, requests for information on the grants.gov site for military vehicles and how to best implement SteraMist. They are gaining information that way, but that does take quite a bit of time. We do complete those on a regular basis to get the brand-

Speaker #8: Okay .

Speaker #6: And then we have completed some requests for information on the grant government site for military vehicles, and how to best implement Stermitz.

Speaker #6: So they are gaining information that way, but that does take quite a bit of time. But we do complete those on a regular basis to get the brand out there.

John Nelson: Okay.

Elissa J. Shane: out there.

John Nelson: Okay. I don't know if there's a particular certification required, but I was thinking the same thing about SteraMist application possibilities for military hospitals or the VA, which, you know, as we know, has a number of problems with infectious disease transfers.

Speaker #8: Okay . And I don't know if there's a particular certification required , but I was thinking the same thing about application possibilities for military hospitals or the VA , which , you know , as we know , has a number of problems with Infectious disease transfers

Halden Shane: I think they're waiting for me to answer, John.

Elissa J. Shane: Sorry.

Halden Shane: Um-

Elissa J. Shane: Nothing specific I can comment on that.

Speaker #4: I think they're waiting for me to answer. Jon.

John Nelson: Okay.

Speaker #9: Sorry , I don't know anything specific at the moment for that .

Elissa J. Shane: We do have a close service provider looking into military housing, but too early to speak about.

Speaker #8: Okay .

Speaker #9: We do have a close service provider .

Speaker #6: Looking into military housing, but too early to speak about.

John Nelson: Okay. One of my final questions was gonna be on scale up of, you know, if you do get a significant amount of new orders, how easy or difficult that would be for you?

Speaker #8: Okay . And my one of my final questions was going to be on scale up , you know , if you , if you do get a significant amount of new orders , how easy or difficult that would be for you

Halden Shane: Well, it's you know, again, you know, we probably need to raise some capital to scale up significantly. The 20 people we have do a hell of a job as a team. We were able to handle COVID pretty much with the same amount of employees, and we did really well. You know, I think we could handle the immediate scale-up, depending upon the equipment, but we definitely need to go ahead and increase the size of the company going forward in lots of divisions.

Speaker #4: Well , it's , you know , again , you know , we probably need to raise some capital to scale up significantly . The 20 people we have do a hell of a job as a team .

Speaker #4: We were able to handle Covid pretty much with the same amount of employees . And we did really well . So , you know , I think we could handle the immediate scale up depending upon the equipment , but we definitely need to go ahead and increase the size of the company going forward .

John Nelson: Mm-hmm. Okay, good. Last question was, have you know, actually, totaled them up as far as the number of new customers added net in 2025 versus 2024?

Speaker #4: And lots of divisions .

Speaker #8: Okay , good . And then last question was number of have you you know , actually totaled them up as far as the number of new customers added net in 25 versus 24 ?

Halden Shane: I haven't personally. David, DJ, have any of you done that?

[Company Representative] (TOMI Environmental Solutions): No.

David Vanston: No.

Speaker #4: I haven't .

Speaker #8: Personally

Elissa J. Shane: Not based on new customers, no. Definitely-

Speaker #4: Any... David, DJ, have any of you done that?

Halden Shane: That might be interesting.

Elissa J. Shane: Increased individual orders between the years, but-

Speaker #5: No .

Speaker #6: Not based on new customers . No . Definitely individual orders Between the years . But based on the customer . Yeah .

Halden Shane: Right.

Elissa J. Shane: Not based on accounts. Yeah.

Halden Shane: I think we'll do that, John, and I'll talk about it on the call coming up soon in six weeks.

John Nelson: Okay. I mean, you definitely have listed a number of new names that I hadn't heard.

Speaker #4: I think we'll do that . John . And we'll talk about it on the call coming up soon in six weeks .

Speaker #8: Okay . I mean , you can definitely have Listed a number of new names that I hadn't heard . You know , from previous calls .

Halden Shane: Sure. Sure.

John Nelson: You know, from previous calls. But I was-

Halden Shane: Yeah, I know. I left out half of them, too, but it was impossible to go through them all.

Speaker #8: So but I was .

Speaker #4: Yeah , I know .

John Nelson: Yeah.

Halden Shane: It's just-

Speaker #8: And .

John Nelson: Sure.

Halden Shane: You know, it's just frustrating to see what happens to the stock and, you know, what occurs and with the difference. The point, I think, was well made, and we'll see what goes on.

Speaker #4: And I left out half of them to . But it was impossible to go through them all . Yeah . It's just , you know , it's just , it's just frustrating to , to see what happens to the stock and , you know , what occurs .

Speaker #4: And with the difference. So the point, I think, was well made and we'll see what goes on.

John Nelson: Okay. As far as you've done an excellent job of adding significant distributors, both domestically and internationally. Is that still a significant part of efforts going forward to add even more distributors?

Speaker #8: Okay . And then as as you've done an excellent job of adding significant distributors , both domestically and internationally , do you is that still a significant part of efforts going forward to add even more distributors ?

Halden Shane: Absolutely. We're in talks right now with many.

John Nelson: Okay. Great. That's all my questions.

Speaker #4: Absolutely. We're in talks right now with many.

Halden Shane: Again, thank you again for the support, John.

Speaker #8: Okay , great . That's all my questions .

John Nelson: You're welcome. Thanks very much for all your efforts.

Speaker #4: Again , thank you again for the support . John .

Halden Shane: You got it.

Speaker #8: You're welcome. Thanks very much for all your efforts.

Operator: Thank you. There are no other questions at this time. I would now like to turn the call back to Dr. Halden Shane for closing remarks.

Speaker #4: You got it .

Speaker #2: Thank you. There were no other questions at this time. I would now like to turn the call back to Dr. Halden Shane for closing remarks.

Halden Shane: Okay. I just wanna thank everybody again and wish everybody a happy Passover and Happy Easter. Thank you, operator.

Speaker #4: Okay. I just want to thank everybody again and wish everybody a happy Passover and a happy Easter. Thank you.

Operator: Thank you. This does conclude today's conference. You may disconnect your lines at this time and have a wonderful day. Thank you for your participation.

Halden Shane: You too. Thank you. Thank you.

Speaker #2: Thank you . This does conclude today's conference . You may disconnect your lines at this time and have a wonderful day . Thank you for your participation .

Q4 2025 TOMI Environmental Solutions Inc Earnings Call

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