Marpai, Inc. (MRAI) Earnings Call Transcript & Summary

Good day, and welcome to the Marpai Inc. Investor Presentation Conference Call. [Operator Instructions] Please note this event is being recorded. I would now like to turn the conference over to Steve Johnson, Chief Financial Officer. Please go ahead.

Thank you, and good morning. I want to welcome all the participants to our Marpai investor webcast. I'll start with the necessary safe harbor agreement. Please bear with me. It's a lot of legalese. So this presentation and the statements of representatives and partners in Marpai Inc., the company, related there to contain or may contain forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995 and other U.S. federal securities laws as amended. Statements that are not statements of historical fact may be deemed to be forward-looking statements. For example, when it discusses expected cost reductions, the expected time of certain planned company events and growth in the future. The company is using forward-looking statements in this presentation when it discusses the benefits to be derived from the company's products, the expected time line of certain planned company events, the expected benefits to be derived from the acquisition of Micro Health including number of live expected revenue and cash on hand and the company's trends, market penetration and growth in the future. Without limiting the generality of the foregoing, words such as plan, project, potential, seek, may, will, expect, believe, anticipate, intend, could, estimate or continue are intended to identify forward-looking statements. Forward-looking statements are based on management's current expectations, estimates, projections and assumptions about future events and are subject to several factors and uncertainties that could cause actual results to differ materially from those described in the forward-looking statements. These statements are not guarantees of future performance and involve certain risks, uncertainties and assumptions about the company, which are difficult to predict, including projections of the company's future financial results, its anticipated growth strategies and anticipated trends in the business and in the market generally. Readers are cautioned not to place undue reliance on these forward-looking statements, which will reflect the company's current expectations and speak only as of the data of this presentation. Actual results may differ materially from the company's current expectations depending on a number of factors. These factors include, among others, adverse changes in general economic and market conditions, competitive factors, including but not limited to pricing pressures and new product introductions, uncertainty of customer acceptance of new product offerings and market changes, risk associated with managing the growth of the business, additional factors that could cause or contribute to differences between the company's actual results. And the forward-looking statements include, but are not limited to, those risks discussed in the company's filings with the U.S. Securities and Exchange Commission, the SEC, including, but not limited to, the risks detailed in the company's annual report on Form 10-K for the fiscal year ended December 31, 2022, and any subsequent filings with the SEC. Readers are cautioned that actual results, including without limitation, the timing for and results of the company's plan as described year-end may differ significantly from those set forth in the forward-looking statements. The company undertakes no obligation to publicly update any forward-looking statements, whether as a result of new information, future events or otherwise, except as required by applicable law. I want to say a reminder that we will not be taking questions live during today's webcast. For those of you who have submitted questions ahead of time, we try to integrate those answers within our presentation. And at the end of the presentation, you will see the information to submit additional questions that we will address either on our investor website through a Q&A or in a future webcast. And now I will turn it over to our Chief Executive Officer, Damien Lamendola, to review today's agenda.

Good morning. Today, we will cover 5 key agenda items with you. First, we will discuss the recent changes in leadership and executive management. Second, we would like to share with you the recent actions that Marpai has undertaken. Third, we will review several key initiatives that Marpai has in place to execute. And finally, we will share Marpai's strategic vision.

Thank you, Damien. It is my pleasure to formally introduce Damien Lamendola, our new Chief Executive Officer. Damien is a serial entrepreneur and founder of several health care-based businesses with the background in chemical engineering in the history of growing health care businesses to profitable billion-dollar companies. Damien sold a national PBM, a pharmacy benefit manager company, WellDyneRX, to the Carlyle Group in 2017. In addition, he founded Continental Benefits, a national independent third-party administrator in 2013 and sold it to Marpai in 2021. He also serves as a Director for Marpai Inc. Damien currently serves as the President of Hilcorp Holdings, a family office focused on health care, real estate, technology and private equity investments. Damien and his affiliated companies is the largest shareholder in Marpai.

Thank you, Steve. It's my pleasure to introduce Steve Johnson and Marpai's new Chief Financial Officer. Steve also serves as the Chief Financial Officer for Hilcorp Holdings and was formerly the Chief Financial Officer for Continental Benefits. Steve has worked for iCore over 7 years and has tremendous experience in finance and accounting in multiple industries. Steve is a former Navy Officer and graduate of Columbia Business School with dual concentrations in finance and accounting. And finally, I'd like to also highlight our new Board member, Mike Dendy. Mike is currently serving as a Chief Financial Officer of CarynHealth, which provides a cloud-based platform that is secure, scalable and customizable. Previously, Mike founded advanced medical pricing solutions or AMPS. AMPS is a national leader in health care cost containment solutions under Mike's leadership, AMPS amounting to tens of millions of dollars of client savings during his tenure. Mike brings Marpai over 30 years of experience in health care benefits. Mike is a welcome addition to our business.

Now we'll go over some of our recent actions. It's been a busy month for Damien and me as we joined the Marpai executive team on November 6. Our prior experience with Continental Benefits and Damien's position on the Marpai Board allowed us to hit the ground running. I'd like to cover some of the recent actions that we have undertaken. First, we withdrew our S-1 registration as market conditions were not suitable for our pay or really any other small-cap stock to raise equity. We followed that with an immediate cost reduction action to help extend our cash flow. We executed a 20% reduction in force, which is expected to save over $3 million annually with a onetime severance cost of approximately $200,000. We are also in the process of negotiating a significantly reduced cash severance packages with our former executive team. And there remains a strong commitment by senior leadership where recent purchases within the past 2 weeks by our Chairman and Damien, which were both released in S4 filings with the SEC. Yaron Eitan bought 100,000 shares and Damien bought 200,000 shares. We also are working on some additional initiatives. Marpai is in the process of selling a noncore asset. We are also in negotiations with AXA to extend the payment term associated with the acquisition of Maestro, details to be provided once confirmed through an 8-K. However, I am at liberty to say that the current $900,000 that is slated to be due December 31. AXA has agreed to split those payments equally over the next 6 months, and we're making the first payment tomorrow, and we'll be making subsequent payments on the 15th of the month for the next 5 remaining months. And again, once we have those details, we'll, of course, release them in a 8-K. And we're also actively working on additional sources of non-dilutive capital. And once confirmed, those details will also be released in a future 8-K. As you can see, our immediate focus is riding the ship. Damien will now cover some of our near-term objectives.

Thanks, Steve. One of the key issues we saw was that Marpai needed to do a better job of the basic blocking and tackling to support our clients as we got distracted by the integration of Maestro. Focus on the claims processing turnaround. Our customer service average speed answer. Claims processing accuracy was just a few of the operational metrics that we have targeted for immediate improvement. We're also hiring an additional core PPA industry expertise while also leveraging our relationships to drive new business in Q1 of next year. While a significant number of large employers are on a calendar-based health plan, one of the key advantages of our Small Business group program is that they renew throughout the year, allowing us to capture new business in all cycle. We are also targeting key board replacements with expertise in finance and marketing. We echo to several of our top clients and will be implementing an executive sponsorship program, basically, we're taking their feedback to heart. Many of them have shared great ideas that we can put in place immediately. We're also targeting our organic sales growth on low margin, high labor industries that can benefit from our cost containment and value-based programs, achieving cost reductions in year 1. Marpai continues to drive proactive outcome-driven care for our members while providing with proven clinical solutions and world-class partners. We will complete our ongoing plans and focus on the core programs while making improvements with our existing customers. Steve?

Thank you. As we transition to the strategic vision of Marpai and detailing that, I'd like to point to the chart that you see on your screen, is health insurance is the second largest cost expense to a company just behind the actual employee compensation. We believe Marpai is uniquely qualified with natural coverage through the Aetna and Cigna networks, along with our data analytics and value-based care partners to bring this major employer cost down for our clients and their employees. What's very interesting in this graphic is it shows that while $0.82 of every dollar is spent on actual health care services, we have found in our RFP and quoting process that many companies just look at the administrative fees which is typically less than 5% of health care spend when they're doing their cost comparison. And they missed the opportunity to have Marpai take a holistic approach to reducing the cost of health care for them and their members. Our vision is to achieve double-digit cost savings on the $0.82 of every dollar that is spent on actual health care services. We need to continue to educate our customers and future customers that this is the biggest opportunity for them to reduce the cost of health care.

On this slide, I'd like to point out that we believe that Marpai has key advantages with our robust data analytics and artificial intelligence algorithms to identify and provide active consultation and programs to address the issues quickly before they become high-cost treatment protocols. Think of the movie Moneyball where a baseball team takes the data from all the previous games and predict the quality of players and how certain teams perform. Marpai does the same thing that uses claims history and the proprietary algorithms, save customers and our members, money in hand provide better, higher quality of care to our members. On this slide, our key peers for the next 5 years of media access that will stabilize the company, improve customer service, strengthen our balance sheet and allow the market to value our stock appropriately given the growth that Marpai is starving. Once the immediate needs are addressed, we will be developing a world-class sales team to drive organic growth, and we expect to start acquiring more TPAs using the lessons learned from the Maestro acquisition and the standardization of our systems. We envision multiple acquisitions starting in 2025. Moreover, we'll be using our technical expertise to drive more efficiencies across all operations. We've done it before with World IRX, and we're looking forward to do it again with Marpai. But this time, better and faster. Steve?

All right. I'd like to wrap up with one key comment is [ Yun ]. We received a delisting notice from NASDAQ regarding our noncompliance with the company's market value of the securities we will appeal the delisting determination today, which would suspend the delisting process until the hearings panel make a final determination. We filed the 8-K announcing that earlier this morning, and we want to make sure we addressed it on the call. Further details will be released as we get notification of when to expect that hearing. And we believe that our actions and protocols that we have in place and that Damien outlined will help us alleviate that noncompliance before are hearing. I also want to thank everyone for participating in our investor webcast today. For further information, please feel free to contact me via e-mail as shown on your screen or please visit our Investor Relations website at ir.marpaihealth.com for all the latest information. A reminder that this webcast will be available for replay through December 6. I'm going to thank everybody for joining us and looking forward to providing more updates as we continue to improve and grow. Thank you.

The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.