EQL Pharma AB (publ) (EQL.ST) Q3 FY2026 Earnings Call Transcript & Summary

Okay, everyone. Warmly welcome to the EQL Pharma Q3 call. So we will do like normal. I will take you through the quarter as a whole, provide some of my reflections regarding the quarter, the year as a full. Arvid, your hand is up. Do you want to say something, share something?

No, I just wanted to beat everyone in the queue essentially, but I can put it down if that helps -- ahead of the Q&A.

Okay. Okay. Now I see Arvid. But okay, that was very proactive of you. So let's all agree that Arvid gets to ask the first question. So I'll take you through the quarter, and we're going to look at this year a little bit as a whole and look a little bit into next year, what opportunities we have and what challenges there could be and so on and try to reflect a little bit on that. And I will also connect back to the different process upgrades that we discussed in the last quarter in the light of the supply issues that we had in quarter 2. So let's kick it off. So if we start with the financial part of the quarter, we had a sales growth of 29%. So total sales was nearly SEK 119 million compared to SEK 92 million last year. So that is actually, in absolute terms, it's a new record quarter for EQL. And I think it was quite some time ago since we got to present a record quarter. I'm very satisfied with that. And obviously, this is a great rebound and comeback from -- I think somebody is unmuted, so please mute. So this is, I would say, fairly positive rebound and, let's say, come back from the second quarter as obviously, no one was satisfied with. And I would say during my time with EQL, the second quarter was the first quarter where I really felt it wasn't good at all. So the stock-outs that heavily impacted quarter 2, a lot of them have remained during quarter 3. And the main reason that we still managed to deliver a good quarter here is that the supply of Memprex has worked much, much better. And this is now beginning to become such a big product that we are more or less delivering it every quarter with the exception of Q2 due to the supply issues. And we expect further deliveries of Memprex here in the fourth quarter. We were also able to sell a little more Mellozzan in Sweden than a normal quarter, let's say, which is also good for the margins since it's a high-margin product. Looking at the gross margins, they were up to 42%, which is -- it's obviously -- it's still some way to go for our little longer-term targets, but I think it's still a healthy margin given where we are at the moment with several stock-outs. And regarding the stock-outs, we see a much, much better situation here in Q4, where several products are back in stock in Q4 and some products are coming gradually back in stock during the quarter. So we're going to see like a sequential coming back of products. EBITDA margin was 21%. So it's obviously -- it's not where we want to be at this point at 25%, but I think it's still a significant rebound from quarter 2, and it's the result here of good Memprex deliveries, good margin management on other products and also a little bit more Mellozzan in Sweden than usual. The investments into the pipeline were nearly SEK 12 million, so almost identical to last year. And looking forward here in the full year, in the beginning of the year, I expected CapEx to be SEK 90 million to SEK 100 million, let's say. Now the picture is that it will more be, let's say, around SEK 70 million or SEK 65 million, SEK 70 million. And the reason for that, I mean, it's, let's say, bitter sweet because we are a little high on the leverage for the time being, and that is something that is going to pass. So obviously, with a little less, let's say, CapEx burden that impacts the leverage number positively. However, the root cause for the lower CapEx spending is various kinds of, let's say, slight delays in different development projects. So that is then something we're trying to catch up on those delays. The growth outlook for the full year remains at 15% with an EBITDA outlook of around 20% for the full year. And yes, you might wonder then with a growth of nearly 30% here in Q3, how come, let's say, we only forecast 15% full year growth. And the reason for that is basically when we compare quarter-on-quarter, it is significant how the comparison quarter looks. And quarter 4 last year was a very strong quarter. So in that terms, it's a difficult comparison quarter, let's say. But we expect a fairly strong quarter 2 here in absolute terms -- sorry, quarter 4. Looking at the business development side of things, I think we have a really good momentum. So for Mellozzan, we have submitted procedure in GCC, so the Gulf countries. And this will be then the first procedure that EQL submits outside of Europe. And we see a fairly big potential there. It is 6 countries, and it will be the first product with this indication. And the partner we have there, Pharmalink, seems to be a really great selection so far. So we are following that with great interest, of course. The Italian MA for Mellozzan is expected here during Q4. Italian authorities had delays due to workload and backlog. So we should have gotten it already during the autumn, but we hope to get it here in Q4. And that is also then associated with milestone payments from Italfarmaco, who is our partner in Italy and then moving on to launch preparation. And we can say Germany, which is the first market where we're really building Mellozzan brand from scratch, keeps growing very nicely with partner, Medice, they are still growing the market and quite steady at 75% market share. So they are doing exactly what we hope them to do. For Memprex we have submitted an RUP, a repeat use procedure in Benelux, and this is a little bit faster procedure than a new application. So this means that if the authorities in these countries follow the time lines, we should be theoretically able to launch Memprex in Benelux during the next fiscal year, which would, of course, be very attractive. And we are currently in launch phase in Germany and France, where we expect launch in Germany during the spring and in France during the summer. Looking at, let's say, the bread and butter business development. We added 6 new products to the pipeline during quarter 3, 4 Nordic niche generics and 2 special generics. And looking at the initiatives for Germany and Netherlands, I'm very satisfied with how that work is progressing. So for Germany, we were actually able to find several products in the current pipeline and portfolio that will have a meaningful potential there that can lead to launching products a little bit faster than if we would have to do all of them from scratch. We are also having many products under review for both markets. And at the moment, I'm very satisfied with how the situation looks in Germany. There seems to be very many niche opportunities. Netherlands looks okay so far, like not much worse than we expected, not much better than we expected, but it looks like we will be able to build a good and healthy business there. That is the view for the moment. Looking at different operational issues. So of course, we have a heavy focus on solving these different type of supply issues that we had during Q2 that also shed some light on the fact that we need to upgrade some of our internal processes and systems and so on to adhere to the fact that we are a much, much bigger company now than we were a couple of years ago. We have also a very heavy focus now on analysis and profitability. So I will come back to that a little later also. But I think during the last 4, 5 years, we've been extremely growth focused in the company, and I think we did that quite good. But I think now we have an OpEx mass of around SEK 100 million, including distribution, and we have a COGS mass of, yes, let's say, SEK 200 million or even a little more. So that is significant cost masses, and that really gives meaning to start working in a more, let's say, big company manner to try and find really good savings in those cost masses. So looking a little bit at this year and then looking ahead in the crystal ball a little bit. So I mean, this was a challenging year for us. And I think it was really for me the first time in EQL that I'm not really satisfied with the performance of the company to be quite frank. And there are a few reasons for that. So we had this year -- already in the launch plan, we had quite a few launches for this year, and they were quite late in the year. And we had further delays in these launches due to supply issues. The supply issues also led to, let's say, issues in the current portfolio. So normally, how we build the company is that, okay, we have the existing portfolio and that more or less performs the same every year. And then we create the growth by adding on new business. That's -- I mean, the business logics here. And now we had issues in both those components, which leads to a bit of a weaker year here with only 15% growth. Also, if we look at the OpEx base, so what we did here, very consciously, I would say, in the first year, in the 5-year plan was that we built a bigger organization, and we got certain new roles in place and invested in the staff quite heavily with the target of being able to meet these new 5-year targets long run. So this means like a quantum increase in the OpEx base here, and that is a conscious decision. So then -- but having these issues that we had in supply then means that the EBITDA got impacted by that. And we are trying to mitigate that then through these cost reduction actions that I spoke about. Then we also had one relatively large tender product for Denmark that was launched in April '25, where we discovered after a few months that the logistics setup wasn't optimal for that product, which led to a lower margin than we had anticipated. And we have identified those issues now and solved them and expect a better performance on that product here, yes, basically from November, December last year and onwards. Also if we look at the Medilink portfolio, and this is quite interesting when we do asset acquisitions like this because for the first -- normally for the first 12 months when we do an asset acquisition, we need the support of the selling company to manage the portfolio. And the compensation to the selling company to manage that is quite often handled by them getting a part of the gross profit. And in this case, it was agreed that they shall retain 10% of the gross profit or basically 10% of sales, so reducing the gross margin by 10%. And in addition to that, external costs related to the portfolio are invoiced to EQL. So this means that -- so the Medilink portfolio, yes, if we assume it turns over roughly EUR 5 million, and the performance on gross margin is 71%, 72%. So in this year, we only had 60% gross margin on that one due to these transaction services. And going in here into next year, we will retain the full margin ourselves. So that is like SEK 5 million, something like this. In addition to that, there were external costs to manage the transition of the portfolio to EQL of around SEK 5 million that we will not have next year. So looking then into a little bit of the opportunities that we see here for next year. So -- first of all, we have, even with EQL standard, a relatively large number of launches that we have planned for next year. And these launches include, let's say, major launches such as Memprex France and Memprex Germany, where we have high hopes on a good uptake and a good potential. We, of course, cannot say exactly how fast it will be, but the potential should be good. On top of that, we are launching a relatively large number of, let's say, normal niche generics. So that is really -- I see that as a big opportunity to grow the business quite a lot next year, and that's really in our own hands to manage these launches well. Secondly, as of now, the inventory situation looks much, much better going into Q1 next year. And we're also working on all these process upgrades, ERP implementations and so on and so forth to reduce the risk of further stock-outs during next year. Regarding OpEx, I really don't foresee a big OpEx increase next year. So I think the main OpEx, let's say, OpEx investments, I think were taken in this year to be able to build a team that shall be able to deliver on the new 5-year plan. So I foresee the OpEx increases next year to be marginal in comparison to this year. Then we have the savings package that we identified basically. When we work with process upgrades and so on, we also did a lot of, let's say, ground research of our business and identified quite a lot of interesting initiatives to, yes, basically, in the end, maximize our EBITDA margin. So those are initiatives like reducing COGS by, for example, we have one initiative where we're changing API source on methenamine or Memprex. And Memprex is a relatively large product, meaning that there is a big potential in that. We are changing source for Mellozzan, another key product. We're doing some, let's say, further consolidation of manufacturing. We're working on the goods flows and our release processes and reviewing, let's say, other fixed costs. So these things together, I think, should, if we do it well, sum up to a fairly nice sum here with part of that we can enjoy already in '26 and hopefully full effect into '27. And the Medilink portfolio here will be basically fully taken over when we go into Q1. There will be a little more, but very marginal transaction activity still ongoing. So basically, with this, I wanted to show that we had a few challenges this year. Definitely, we're working hard to solve them. 15% growth and 20% EBITDA, I'm not satisfied with that. That's not where we want to be. And I see a lot of opportunities for a completely different situation basically going into next year here. I wanted to connect back a little bit to -- I presented to you some initiatives that we're carrying out to minimize future risk of supply disruptions. So just a couple of comments here, forecasting upgrading. So what we have done basically is that we have investigated all historic forecasting we have given per supplier, and we have tried to understand where we have been strong and where we have been weak. And in the cases where we have been weak, we've been trying to do root cause analysis why the forecasting was not satisfactory and try to correct that. So that is ongoing work basically, and it's very important for our suppliers, of course, to get good forecasting. Leaving [indiscernible], yes, this is a journey for us. So we are currently in a pre-study of different ERP solutions here. I think someone has to mute, please. Thank you. So we are evaluating different.

I think you muted yourself Axel.

There we go. I think Anna muted me, to be quite frank. But now you can hear me -- no worries. Okay. So we go back to the presentation. So ERP in pre-study phase, and we hope to, during the summer, move over into implementation phase here. Supplier relationship management, there we have gotten quite far, I would say. So with our key CDMOs, we have reviewed the set of KPIs that sort of define the relationship with that CDMO and agreed on quite neat packages that we started to follow. So we did it for November and for December. And I see quite a good movement there when we really measure the important KPIs, and we have the CDMO signoff on that so that we are all in agreement that these are the important things. So that is a good progress on that one. Safety stock policies. Of course, we are working on that. It's a little bit of a slower process because the lead time is, in general, 6 months. So it takes a little time to correct. Also coming from a stock-out situation, it is always more difficult to stock-up. Sales and supply cooperation also in good progress here. We're getting, as you all know, a new Chief Sales Officer, also a new Chief Financial Officer here during the spring, who will also be able to bring in their experiences from, let's say, supply and operations planning, sales and operations planning and analytics. But that process is during upgrade. Key account management, we are also implementing for partners like MEDICE, Italfarmaco, Dr. Pfleger Arzneimittel to be able to really get good forecasting also from our customers so that we can be a good partner, both to our customers and our suppliers for the branded products. Production Technologies, we spoke about that some of the supply issues in Q2 were due to quality deviations in production. So the QA team, they are working heavily on trying to identify root causes and implement corrective actions on that, yes, and further KPIs on supply. And I really think it's going in the right direction there. So we're looking very much at what percentage of all our SKU stock-keeping units do we have under control. That's an important KPI for us. And this one is definitely going in the right direction, I would say. Here, coming back to this picture that we've been looking at for quite many quarters. So with a growth of 30% in the quarter, we're obviously a little closer to the yellow line this time than we were last quarter, and we will be ferociously chasing this yellow line here. And I don't know quite yet when we will be, let's say, back on the yellow track here. But obviously, we're doing what we can to get back on track and also in the meantime, trying to work on profitability. So sales growth is not our only key metrics here. We also want to reach this sustainable 25% EBITDA margin and thereafter above 25%. So we can work in several areas there. Portfolio pipeline development. So we launched 1 product here in Q3. And right now, I expect 1 further launch in Q4, could be 2. But for the moment, it looks like 1. And here, you can also see that we didn't increase the amount of products so much during the year, which is also one reason then that it's difficult to grow more than 15%. So yes, we need to launch much more products every year, of course. Regarding the pipeline, it's currently 50 products compared to 40 last year that I'm pretty satisfied with. I think we currently have really good processes and good work for adding new products to the pipeline. So that's one part of the firm that is working quite well, I would say. And just reiterating back to the targets we have up until 2029. So net sales growth of 30% year-on-year. So that means then with 15% this year that we have a little catch-up to do in the coming years. But a 5-year plan is long. So we still have time to do that. EBITDA margin, we want to stabilize on 25% during the first half of the period here. We have not managed to do that yet, but I hope that we will be able to do it during the next financial year. Net leverage, not go above 4.0 and steer towards 2.5. And as you know, we are right now on 4.0 and something that we manage really, really diligently. We have the option here also going forward decreasing our debt by buying back bonds, and that's something we are considering. We have quite a strong cash position for the time being. But I would like to wait a little bit with that because we have initiatives ongoing here for Germany and Netherlands that would require a little bit of cash. And also for special generics, we're looking on some new investments. So I would like to, let's say, keep some dry powder to be able to really act on those opportunities when they come. So that was everything from me for today. I will stop sharing and open up for questions. And as normal, you can raise your hand if you want to ask something or you can do it in the chat. So I think we hand over to you then, Arvid.

Thanks, Axel. I appreciate it. Just sort of asking for a bit more color on the product sourcing. You say that it improved through Q3 and you expect gradual improvement going forward. But can you sort of detail since the end of Q3, how has it developed? And how would you characterize your sourcing plan going forward? How -- what's the sort of level of derisking in that plan?

So the products that were stocked out during Q2, just to clarify, were also stocked out for the majority during Q3 to 95%, they were also. So we were getting deliveries late Q3 that we are able to release. So going into Q4, so from 1st of Jan and onwards, we have some of them back on stock, for example, doxycycline, which is a very important product for us, high-margin product, quite stable product. We are back from January and onwards. Pregabalin, that's another important product for us. That one has a lot of strengths, so different pack sizes basically. There, we have gotten deliveries so that we are partly back here in January, and we are going to get sequential deliveries here during Q4 and the last ones, I think, early Q1 as it looks. Cholecalciferol, that was a product while we more or less completely stocked out in Q2 and Q3, where situation looks much better in Q4. That's an important product because it's big both in sales and in profit. If we look also a little bit on comparison, let's say, Q2, Q3, Q4, we were basically not able to deliver any Memprex at all in Q2 due to supply issues. So we partly got a catch-up effect, I would say, in Q3. But that product is now, I would say, performing so well. So I would expect it to be Memprex deliveries more or less every quarter. In the past, we had it a little bit bounces in some quarter where Memprex deliveries and some were not so the quarters were jumping a little bit. Was that sort of in the direction you were meaning, Arvid?

Yes, yes. Just sort of adding to that. And as you look at the mix of products, you expect to have in demand for Q4 and what you have in stock, is it fair to say that you expect the mix to be more favorable for niche generics looking at Q4?

Yes. I do expect a more favorable mix in Q4. And in absolute terms, I expect a good Q4. But in relative terms, comparing to last year, it's a very difficult comparison quarter, which is why I keep my full year forecast at 15%. I also want to say what I mentioned in my CEO comments that we do expect some scrapping, unfortunately, in Q4 that would impact the margins by, let's say, 2%, 3%, something like this. But we don't know exactly yet the amount of that. And we are doing everything we can to try to sell out as much as possible.

Just a last one, if I may, before I jump back into the queue. So it seems like the near-term narrative has shifted here a little bit from sort of niche generics to branded. With your full year guidance and looking at Q4, where do you see the main upside potential compared to your guidance for the full year?

To be honest, Arvid, I wouldn't say that I see a huge upside potential to my guidance. I think already meeting that is difficult, and I will be satisfied if we do that. I don't see a huge upside in the short run in Q4, to be honest, because we are partly back on important products from Jan and onwards, but not fully back, meaning that I don't have, let's say, all my normal levers to use. See if there are more hands up here. So we go to the chat. Just a second. So a question from Erik in the chat. Do you see any major costs associated with ERP implementation? There are some nightmare examples out there. So a rough estimate would be appreciated. Yes. Of course, the ERP, that's a good question, I think, by the way. So of course, the ERP implementation will be associated with cost. It will be associated with some consultant costs because we need to use a good balance between consultants and internal resources to be able to get the type of solution that we really want. And of course, there are license costs to be paid to the ERP vendor and so on. When we look at -- so we are now in the phase where we are looking at the budget for next year. And I think as it looks now that we'll be able to absorb the ERP implementation cost without a very big OpEx increase because we are going to try to be very diligent on other OpEx increases. Like I said, the majority of the recruitment needs for this 5-year period are carried out. Now we are in a phase where we're consolidating staff and finding good processes. I also have a very high respect for ERP implementations. Statistically, it's one of the most difficult things you can do as a company. Many people think it's just installing a computer program and everything is hunky dory, but that's not the case. In my experience, it's a difficult project. But I think -- as of now, I think we will be able to absorb the cost with, let's say, only a marginal OpEx increase compared to the OpEx of this year. Let me know, Erik, if I answered your question or if you want more. Then we have a question from Oscar. What is driving the increase in demand in Memprex today? Is it coming from the Nordic countries? So today, we are selling Memprex in the U.K. through our partner. We are selling in Denmark, Sweden and Norway. And the absolute, absolute majority of the increase is coming from the British market. So on the one hand, what we have in Britain is a market that is growing very much. On the other hand, we're having a partner there that's doing a good job seizing that market share. And on the third hand, we're having a competitor that from time to time stocks out and our partner is able to monetize on that. So the U.K. market has grown really, really nicely, and that is the main reason why Memprex is performing so well right now. What I really like going into next year is that we will also have Germany and France launches and a potential Israel launch and Benelux launch towards the end of the year. And that will give more, let's say, legs for the products to stand on and more potential growth markets. We have a question -- so in case you ask a question and you feel I didn't answer it properly, just write a follow-up question in the chat. A question from Andreas here. Can you give a little bit more color on the EU-India deal? I think that you are referring to the free trade agreement, I suppose, that was currently or quite recently agreed between India and EU. So we are currently, together with our supply chain team and with our suppliers, assessing what will or might be the impact on that. So I cannot give a good comment on that right now simply because we don't know exactly what the impact will be. It sounds quite easy when you read about it in the papers that, yes, it will be 0 customs on these and these products. But we have to compare that to what it's been today, and we have to make sure what categories our products are classified. So I would like to wait a little bit and come back to that question when I have more understanding. Then we have a question from Mattias. Have you seen any difference in the competitive and pricing environment in the new markets, Germany and Netherlands compared to the Nordics? And what does this imply for expected ROI? So Germany and Netherlands, they were selected because they are the 2 countries that mostly remind us of the Nordic markets that we are used to. And that's basically the concept of price centricity. And with price centricity, we basically mean that as long as you have the lowest price, you will get the majority of the volume without having to do significant sales and marketing activities, meaning without having to have a big sales team basically. And this really seems to hold for Germany and the Netherlands. In both Germany and the Netherlands, the payer of the pharmaceuticals will be insurance companies instead of -- so in Sweden, for example, it's TLV, it's the government and in Denmark as well. But this is really just -- this is not really a conceptual change. So it will still be tenders and contracts with this. And especially for Germany, we are finding -- I would say I'm quite optimistic that we're finding a lot of products with very, very limited competition where we should be able to get contracts fairly quickly. But I also want to say that Germany and the Netherlands, they are not quick fixes, let's say. They are for building the company in the long run. So in Netherlands, I think I expect the first launch in '28 as of now. In Germany, we will be able to launch products earlier. So we actually aim to launch one pilot product there already during next financial year and then launching, let's say, a couple of our current existing products before the sort of bulk of Germany specific products can be launched. Rasmus has a question. Can you give us some background on how the new CFO and CSO, what will they bring to the company, et cetera? So if we start with our new Chief Financial Officer, Alan, that will join the company in April here. He has a really impressive background in finance, both from large companies and from small companies. So he's been with big banks and he's also been with start-up companies and with midsized companies. And he worked in different roles in finance, so controlling, also, let's say, financial reporting and he is very used to business analytics and follow-up. He's also sort of combined the CFO with the operational role, which I like very much because these sort of modern CFO roles where the CFO is really, really a business partner helping to understand the business and where the potential is. So I think he will be a really, really strong support there. So where we are right now? I think, as I said before, we have an OpEx mass of a little bit more than SEK 100 million. We have a big COGS mass. We are investing SEK 60 million, SEK 70 million, SEK 80 million of cash into the company every year. We need to make sure that we are investing that efficiently. Historically, we managed to do it at 30%, 35% ROE, but we want to keep doing that in the future also. So I think that he will bring a lot to the table in terms of bringing that whole picture together and giving us better tools for really investing smartly and following up the business in such a way that we can discover more improvement potential in the business. Our new CSO, Ann. She'll start in March here. And she also -- just as Alan, she has a really exciting background. She spent 5 years, I believe, with BCG in Los Angeles and in Copenhagen, focusing almost completely on pharma. So she basically worked with, yes, all types of pharma companies in a lot of different markets with a lot of different focuses. And she also spent her last couple of years here as Head of Strategy at LEO Pharma. LEO Pharma is obviously a company we respect a lot and that did a really great job. So she has really strong, let's say, international competencies when it comes to growing and expanding a business and also, of course, the diligence and the process skills that the skilled management consultant would have. So I think these 2 individuals will really bring a lot of energy and a lot of insight into the management team here and help us improve even further. We have a question from Alexander here. I note that flucloxacillin is [indiscernible]. So that means it's reported to be stocked out until end of July for all strengths. Is this one of the launches that were planned for now around the year? And why is it delayed? So actually, flucloxacillin, the plan was to launch that product already in Q2. Then we had supply issues on that product. So launch was delayed to Q4. Then we had -- there is something called an analytical method transfer. So whenever we have to release a product to the European market that is produced in India, we have to reanalyze that product to make sure that all specifications are in line. And for this particular product, this process was difficult in the laboratory. So it is, let's say, technical issues trying to separate isomers. I'm not going to go into the details, but it's some technical issues there that has delayed that launch that we're currently trying to solve. [ Philip ] has a question here. I saw that you received approval for your first specific specialty generics in Norway in Q3. Has the launch progressed? Or is it still too early? Yes. So that is absolutely correct, [ Philip ]. So whenever we launch a product in Norway, there is a special process that we need to go through where we need to get the reimbursement price approved, and then we need to negotiate with the chains. So that's not like tender systems like in Sweden or Denmark where you can just enter. So you have to negotiate with the chains. And we are currently in the process of applying for reimbursement price and then starting the negotiation with the chains here. So that will be an interesting one to follow going forward here. A question from [ Jonathan ] here. Could you please give some color on Mellozzan and Memprex growth rates in the quarter? How are the markets for branded developing, for example, in Germany and the U.K.? Yes. So if we start with Mellozzan, there, I would say that we currently -- we have it in several countries, but the base sales of Mellozzan comes from Sweden and from Germany for the time being. In Sweden, it's not growing. That's a very saturated market, but it is delivering on quite stable levels, around SEK 20 million per year with a decent margin. So -- and that is what I expect also going forward there. The sales in Germany, they are still growing quite nicely. So we launched it in April 2024. And MEDICE, they have grown sales every quarter since launch, and they also grew market share up to 75%, and now it's around 75%. So Germany keeps growing. And we're doing efforts also in Switzerland and Austria together with MEDICE. U.K. is a different market for Mellozzan, where more generics competition is in place. So the growth here of Mellozzan going forward will come from growing the German market, but also adding on more markets here. So we will launch in Italy, hopefully, during the year, which is a fairly big market, of course. And we also hope to launch in Turkey, and we're going to get the Kazakhstan approval here also during the year. So adding on more markets and then working together with the partners to grow. For Memprex, as I said, the absolute key growth of Memprex at the moment comes from the U.K. So I will be very satisfied here when we can add on Germany and France. Then we have, I would say, the 3 of the biggest EU markets signed up and partners starting to build the brand there. We're also having, especially for Memprex, quite a lot of interesting dialogues for new territories. A question from Erik here. Other Scandinavia increased from SEK 28 million to SEK 50 million during quarter-on-quarter, which is impressive. What is driving this strong increase? Yes. So I would say mainly there, the sales increase on that part, Erik, is from this larger tender that I talked about before, where we won, let's say, a more significant tender for Denmark with the start in April, where we had some issues on the profitability initially that I hope that we have solved now. So that is mainly coming from that, I would say. Now let's see. I'll just have a look if there are -- Anna, can you see if there are any hands in the air?

No, there's not. That's what I can see.

Then -- and no more questions in the chat, but then I would like to thank you for your attention, and thanks for a lot of good questions. Me and Anna will go back to the mine here and try to work on delivering a really good Q4 and good growth outlooks for next year. So thank you very much, everybody.