Observe Medical ASA ($OBSRV)

Good morning, and welcome to company presentation and trading update from Observe Medical. My name is Jorgen Mann, I'm the CEO of the company, and we'll take you through a summary of our journey so far and also a look into our immediate plans. There is a Q&A option in -- during the presentation, you are able to ask your questions in writing through the platform, and we will be picking up questions at the end. A little bit depending on how much time has been spent, we will pick up as many questions as we can. The remaining questions will be handled in writing afterwards. So let's start. A few disclaimers. The presentation will, of course, be publicly made available as we speak about these details afterwards, but be aware of these disclaimers. As for strategic vision, it's returning to our starting point, which is definitely still our guiding elements. We are looking at these 2 strategic pillars. We're looking at being a company which is a Nordic-based company but definitely with a global reach. The 2 pillars we are focusing on will be to develop our own proprietary products under our own trademarks through an independent distribution platform globally. As the second pillar that we are continuously working on but still is somewhat second priority for us, but this is something that we are continuously working on to pick up on the opportunity that will emerge from that work is to be a platform for launching other Nordic companies' innovative products. And we have several companies we are working with. We need to do a lot of preparation together with these companies in order to bring their products to market. This is our company as it stands now. And for those of you who's been with us for some time, you will notice that our portfolio of products have developed quite a lot. We started out some years back with the Sippi product and has continuously launched additional products to our family. And we now have a comprehensive offering within the urological drainage portfolio, of course, with the UnoMeters as the lighthouses of that group. And certainly, the Sippi product remains our strategic ambition also and a very important product strategically for us. But the journey to cash positive and a strong distribution platform has been -- or is ongoing to be developed on the basis of the UnoMeter products. So what we have built over the last 3 years is a scalable platform, and we will continue to expand on that platform. You will see manufacturing. It's a third-party manufacturing platform, but it is now fully integrated in our quality system. We are doing product development. You will see the result of that today. Sales and distribution, it is continuously developing. We are penetrating markets where we've been for a while, but we are still taking on new geographies as we will also talk a little bit about. Regulatory and quality. Certainly, fundamental elements if you want to operate within the -- within our industry. And as we can also demonstrate today, we have the capability to take on additional products now and also extremely innovative products under our regulatory capabilities. As for the numbers, if you look at quarterly sales, you will see here that if you compare the last 12 months with the previous 12 months, our growth is 80%. So last 12 months is now trading at NOK 22 million for the quarter -- for the last 4 quarters. And if you compare that with the previous 4 quarters, we were at NOK 12 million. So a healthy 80% growth. Are we completely happy about the speed of the growth? Not entirely. But we also have to recognize now that we are building continuously a platform to grow on. And we are seeing a very strong market feedback on our product quality and performance. So we are still quite confident on the journey we are looking at ahead. And the 80% growth year-on-year on that parameter is also -- we consider that as a healthy result. If you look at the quarter itself, compared to last year, we are growing 60%, also a healthy result. As you can see, UnoMeter Safeti Plus is the main driver of this growth. We launched Safeti Plus Q1 last year. And now we are seeing the effect of the Safeti Plus as we communicated before. This is currently our main product and the most respected product and most requested product from the markets, and we will see continuous growth there. The remainder of the portfolio is still also growing, and we are happy about the result of the quarter. If you look at the order intake for the last quarter, we are looking at NOK 8.5 million, and that is a 73% growth compared to the same period last year. Also there, we are quite happy about the number in terms of growth. But again, a nice result. We are aiming for even better results, and we do see that this growth continue -- will continue going forward. This is -- there's no discussion here, right? We are growing towards a situation where we will be cash positive as soon as possible. Our best prediction on that one is that still that we will deliver on that this year. When we talk about product development, I already mentioned and also indicated in previous presentations, we've been working hard on launching a truly innovative product within our category, and we are now very happy to be able to announce that we have successfully brought the UnoMeter Safeti Max forward to a point where it is now commercially available. We have conducted a clinical study with an external lab in Sweden to prove the claims that we are looking for, and we've seen that the results are very positive. So now, we are right now working together with a Swedish professor and doctor, the same persons, Martin Slettengren and Jan van der Linden, who has been working previously together with us on the Sippi technology, which we have now brought forward into the UnoMeter Safeti Max. So publication of the clinical claims is a major cornerstone for -- within our industry, and we have already submitted an abstract for Congress, and we are continuing that journey by also submitting a clinical paper to be published in a clinical journal. CE certification is done. We have registered a trademark, UnoSafeCoat. Some of you may remember that this technology was called Sipp coat in -- when it was related to the Sippi product, but we wanted to built on the Uno platform on a trademark level. So this is where we are with that one. And it's -- I think communicating a nice combination of what it is, but also what it delivers. We have 3 existing patents related to -- and also important for us, this has confirmed the value of this technology also related to our ambitions within the Sippi product. So now we have the first innovative product within our category for 20 years. The last innovative product within the category was UnoMeter Safeti Plus, and now it's UnoMeter Safeti Max. So I think it's fair to say that we are in the lead in terms of taking that position as the global leader within this particular category. This is an overview that you have seen before in the -- only 1.5 years ago, it only -- it consisted of 2 products, the ones on the left, the 500 and the Abdo-Pressure. And we have continuously developed and expanded on this portfolio. So now Safeti Plus was launched last January. Safeti Max is now launched officially. It's available. Orders will come in. We will start production now. And we have also now launched a -- what we have earlier referred to as a front-mounted U.S. style, U.S. design urometer that is part of our portfolio also from now on. And this is definitely something we will look into and it's part of our portfolio plan to introduce that also to the UnoSafeCoat technology. So next on the line is Sippi, and I'll come back to some details on that. But definitely, as I said, Sippi remains a strategic focus for us. The fast journey to establish a platform for successful Sippi launch is exactly what we're doing now. So these are the products that I was -- we have been communicating on earlier. The Convatec had also these products in their portfolio. And we are now continuing the journey of establishing our portfolio of a broader product range within our category. So by adding these products, we are expanding our addressable market from the NOK 670 million on the UnoMeters to now in the region of NOK 1.6 billion to NOK 1.8 billion when you include these products totally. This offering now, of course, offers a better opportunity for both us and our distributors to take the position that we are looking for. And this will definitely -- as these products are sold within the same tender world, the same category, this will be something that will strengthen our relationship with our distributors, but also their relationship to the next level. And basically, we are fighting on a broader platform. We will be capitalizing on the UnoMeter brand that we acquired earlier. And we will definitely also look into the UnoSafeCoat technology, how this can expand into other products to give the same infection control and also health economic advantages. What we've also said earlier, there are certain geographies that prefers the front-mounted system that the UnoMeter 400 represents. And of course, by adding this portfolio, we will start to dig into those geographies that we have not been able to at the same level before. So this is where we are now. And I have to say that -- this -- we are quite proud of being able to present a portfolio that looks like it does here. And we are talking about a broad portfolio that has market-leading products within our main category of UnoMeters. And we have now a range of products that can suit any geography, any price level, and we have the most innovative product in the category. That is a great achievement, we believe, ourselves, at least. And we also are looking at launching, as I said, support products. So we are now addressing a market of NOK 2.6 billion with this portfolio. And this is certainly a great achievement. We are also, of course, as anyone else, as markets develop under some price pressure, we have now, by adding innovation into the portfolio, the tool that is needed to fight and to manage that in a way to protect our profits. Sippi. Yes. I mentioned a few times, Sippi has, has definitely not -- has not left our focus of attention. Sippi will solve a number of the elements that are the main challenges within the intensive care, and that's the manual measurement inaccuracy, suboptimal measurement frequency and unnecessary staff time expenditure. These elements, Sippi can add additional values. So this is definitely going to be a focus going forward. And as I mentioned before, also the UnoSafeCoat technology that we have now tested in this clinical study that we made has proven to deliver on our expectations. So of course, we are then taking one step further to validate the value of Sippi already there. It is continuously CE certified, and the market demand and potential remains unchanged. No one has still -- has yet to take any kind of position within digital measurement of urine output in an ICU setting. So this will further expand our market and has -- it has a value and opportunity to expand the market value from currently around NOK 1.5 billion for the urometers to NOK 4 billion on a fully converted market. So we talked a little bit about the market we are addressing with our portfolio. Currently, we have been -- until now, we have addressed the market for the urometers that comes out of the Convatec portfolio. They are working on a market value of around NOK 670 million, as we have communicated earlier. We have now added the closed system bags to that portfolio and also the front-mounted system, growing the addressable market now to NOK 2.6 billion. And when we then have a fully converted Sippi implementation, we are looking at a market value of more than NOK 5 billion now because what we're saying here is NOK 4 billion belongs to Sippi and additional NOK 1 billion will be coming out of the closed system bags. So we are confident that this is going to be a platform that will strengthen our capabilities in growing our business, but also our platform into the market has definitely changed when we are now having a broader not -- no longer a one product company. We are a category leader within this area. So what you have probably seen, if you have followed some of our announcement, we have taken certain steps to rightsize our organization over some time. And with the latest decisions that we've made on -- in terms of rightsizing, we believe now that we are at a level where we have the structure and also the organizational structure to move forward. And with the increased market value of the addressable market and Safeti Max, we need to accelerate further, and we will be taking -- and is already taking steps to increase our commercial capabilities and competencies. So we are looking into hiring a sales director responsible for the sales through our existing, but also our new distributors in the regions we are still to enter. And also with -- particularly with Safeti Max, we are moving into a much more clinical sale, and therefore, we have to improve our competencies and capabilities, capacities within clinical communication. And therefore, also, we will expand into product management by hiring our first person within that category. As you can probably imagine, the complexity of our operation is also growing with -- when we are adding in these products. And definitely, we need to be taking steps to improve our capabilities within logistics and warehousing and production planning. Obviously, as we are producing in China, there is a long journey from China to Europe, and we have to manage our liquidity, et cetera, et cetera. This is going to be an area we will be looking into going into the remainder of 2026. So in summary, where are we now? We are now selling our products in 46 countries, and we have taken pretty substantial steps in almost all parts of the world. As you will see, Europe is definitely the core of our business right now. But we are also seeing new markets coming up, as we announced already, India. India has placed orders. We have made a distribution agreement in India. And we have now -- is about to deliver the first order into that market, a huge market. Five years ago, that market looked very differently than it does now. And looking forward, this is going to be important for the way that our business is developing. But as you will see here, 46 countries, we are represented. By adding Safeti Max, these distributors, as we list here, 27 distributors are covering these markets. They will have increased capabilities, the increased tools to penetrate the market as Safeti Max offers superior value to the users, both on a clinical but also on a health economical scale. So our product portfolio has developed from 3 to 7 products and growing our market -- addressable market from NOK 700 million -- NOK 670 million to NOK 2.6 billion. And if you look at last 12 months versus the previous 12 months, our business has grown 80%. Is that completely to our satisfaction and according to all our ambition? Not necessarily. But if you combine all the efforts we have done in building a portfolio and establishing a platform, we do believe that this has been a major step in our journey towards cash positiveness and growing order intake by 73% is certainly also a substantial level. So we are happy with that. And that leaves us to the Q&A session. And Johan, are there any questions coming in? All right. I'm happy that I've covered all the potential questions that might have been. But anyway, please -- I mean Johan, our CFO, and myself, are very available. Do not hesitate to send in any questions or comments or give us a call. If you have any issues that you would like to have expanded on, we are available both and very transparent in terms of how you can reach us. So thank you very much for your time again. I hope you have seen the progress you've been looking for. We are proud of the progress we have delivered and actually very ambitious and optimistic in terms of what will be our next steps. So thank you very much.