Vitasora Health Limited (VHL) Earnings Call Transcript & Summary

Thank you for standing by, and welcome to the Respiri Investor Webinar and Q&A today. [Operator Instructions] There will be a short presentation starting in a moment, followed by a Q&A based on questions that have been submitted via e-mail as well as using the Q&A panel on the Zoom app. Appearing on behalf of Respiri today, we have the CEO, Marjan Mikel. His initial presentation will last for approximately 5 to 10 minutes, and we'll allow for as many questions as possible thereafter. So without further ado, I'll hand it over to Marjan. Please go ahead.

Fantastic. Thanks very much, [ Matt ]. And good morning, ladies and gentlemen. And thank you very much for joining us today. And I look forward to providing you with further update on Respiri, our path thus far and where we see ourselves going in the future. As [ Matt ] said, we'll have a presentation that I'll go through that should take about 10 minutes. And then the floor will be open to questions to make sure that everyone understands and is clear about what it is we're trying to do and where it is we're trying to go. So what I'll do is with -- I will remove myself from the video and -- to let you focus on the presentation, and we'll take it from there. Okay. Now I thought it prudent for myself and also for all of us that we needed to take stocks of where we're at today and what we've achieved in the last 12 to 18 months. And I do need to remind us all, and I said it myself, in particular, that a lot has been achieved. Most recently, we've got FDA approval, as you know, which is no mean feat in itself, and an FDA approval for a class II device with an OTC classification as well. Early -- late in 2019, we got TGA and CE very soon after the team got together. We know that we raised successfully an oversubscribed cap raise and settled on $12.5 million, and that was very positively supported. We know that we've also taken great steps in reengineering the organization and making sure that we've got a business model that reflects the business that we are in. And we are a medical device company. And we are a SaaS company. So eHealth SaaS is what we're all about, and we need to monetize both of those areas of product opportunity moving forward. So very early in the piece, we made sure that we are more than just selling widgets or devices, but also made sure that the smarts were part and parcel of the revenue generation opportunities. For those of you who have noticed this morning, we signed Sigma and its retail group over the last few weeks. And now we have a presence and contracts with over 1,600 pharmacies. And that's a huge opportunity for us, and I'll get into more of those details moving forward. The objective for us is to get over 2,000 pharmacies, which we are still on track to hitting by the end of this quarter. The APA partnership is our online partnership, and I should mention that our focus and our investment focus remains with pharmacy. As I said, we are a medical device. And a medical device requires a health care professional to help patients understand how wheezo and the app fit into the way that they manage their asthma. So it is critical that we get that right first. And once we become more mainstream in that particular channel, the online presence will build and build. The APA program -- online program kicks off next month, and we'll be able to get more feedback on that as that progresses. We've extended patents on the latest derivations and upgrades to the algorithm, and those patents are granted until the end of -- or mid- to end 2030s. We've mentioned on many occasions that our manufacturing costs have been significantly reduced from the $750, $800 mark that we inherited. And version 4.0 will take us to the objective that I set the organization of AUD 50, so a U.S. build rate of about USD 35, which should kick in towards next year. Sales. We are accelerating our sales into pharmacy. So -- and you'll see that from the pharmacy and banner groups that we've signed up. I'll get into a little more detail around how all that comes together and the sales pathway forward in the pharmacy channel, and it will become clearer to you about the time lines. And finally, we're making a big foray into working with respiratory physicians and providing patients with telehealth and remote monitoring services with wheezo and digitized health care, which will act well for us here in Australia but importantly provide us with potential models as we move into the -- or move to get ready for the U.S. marketplace and launch. I think it would be remiss of me not to remind us all how large asthma is, the disease state. It's the third largest disease state in the world after diabetes and cardiovascular disease. In Australia, there's more than 2.7 million patients with asthma. Almost 1 in 3 of these patients will end up in a hospital emergency ward or with a GP because of poorly controlled asthma. In this great country, there's over 400 people still die of asthma attacks every year, and they shouldn't. And it cost us almost $25 billion as an economy. So clearly, something's not working, and something is not working because patients are not being managed as well as they can be in the real world where the issues occur. You don't get an asthma attack typically when you're in front of your doctor. So it's important for us to be able to provide tools to those patients and their HCPs, or their health care professionals, to better understand what's happening to the patients moving forward. And as I said today, the doctors rely really on patient recall and self-assessment. And really, we know from every epidemiological study that's ever been done in this space that patients are not particularly good at doing that. They learn to live with a compromised lifestyle. They have relatively poor recollection of what's actually happened with them, and they really don't understand what some of the terminology means when we talk around wheeze and other symptomology. And that whole process then kicks off again once the patient goes out in the real world and comes back for their next consultation with their doctor in 3 to 6 months. So it's not ideal, but it's all the doctors have today, and it is the opportunity that presents itself to us as an organization with wheezo and Respiri. Thought I'd just remind us what wheezo is. wheezo, in essence, the device itself, is a sophisticated electronic stethoscope that is very sensitive in measuring and recording breathing. And it allows for real-time recording of the breath sounds that's then shared with the app via Bluetooth. So the breath that's recorded and available for a doctor to listen to, the physiological measure, is then analyzed by our algorithm. So our corporate algorithm is very, very sensitive and specific in identifying abnormal breath sounds, wheeze, in particular. And I'll get into a little more detail to remind us about how well we do work. In addition to this, the app also provides information around other potential triggers that will provide for a longitudinal understanding of patients and importantly understand what the perfect storm, if you will, looks like for a patient when it comes to being a high-risk day for them. So we provide air quality information, pollution, pollen levels. We also allow for the patient to record their triggers, their symptoms and importantly their medication use today. And very importantly, from the patient and doctor's perspective, the patient's asthma management plan is also uploaded into the app. And this asthma management plan is developed by their physician. Now the important thing here is having it available digitally allows the patient to engage with the asthma management plan, which today doesn't really happen because most of them are on pieces of paper, and they don't carry those things around with that routinely. Importantly, because the information is clouded, we -- the information is then shared with whomever that patient wants to share that information with, in particular, their physician. And that physician gets access to all the information and gets a better, more transparent and real understanding of what's happening to that patient in the real world. And this is particularly critical for the U.S. marketplace and the CPT codes, which I'll go into a little more detail later. We also allow the patient to be able to set themselves reminder and make sure those reminders are there to help them track their medication usage and stay compliant because medication usage is obviously a very important part of the asthma management plan, and I'll talk about this in more detail later. But suffice to say, there are 2 things an asthma patient must do moving forward. One is monitoring their symptoms because without monitoring their symptoms, they've got no way of telling at all whether or not they're heading towards an asthma attack. And the second is to take their medication. And before wheezo and before other technologies, neither of those 2 parameters could be communicated objectively and shared objectively with health care professionals from the real world. And I'll get into a lot more of these details as we move forward. I think it's important to understand how our algorithm works because there is no question about whether the algorithm picks up wheeze. If you have a look at the presentation, what wheeze looks like on a spectrogram is very clear. It doesn't matter what I think. It doesn't matter what a doctor thinks. It doesn't matter what a doctor may or may not hear. When you look at the spectrogram of someone's breathing, you can see the wheeze, and it has a particular type of profile. No wheeze doesn't look anything like it. So the reason I raise this is because the algorithm has been built around this fundamental principle and allows us to identify wheeze at least as well as an experienced respiratory physician with a stethoscope, at least as well. And as I said, the reason for that is wheeze has a particular type of profile. And it is clear when you see it, and it is clear when it's recorded. Again, reminder about our FDA approval. We are approved in the U.S., which was pretty exciting, back in March. That was the last jurisdiction that we needed to get into. We are a class II medical device, which opens up reimbursement possibilities. And I know there's been a lot of commentary around this, and I will provide you with a little more information as we move forward. CPT reimbursement codes for remote patient monitoring are available to us, and we qualify for them because breathing is a physiological measure and one that we record. And the abnormal sounds that we capture are also part of that equation. So when I say that we qualify for the CPT codes, we qualify because we are a physiological measure. And the next step now is to -- sorry, the next step, because we do qualify, is the opportunity to turn up to the various payers in the U.S., Medicare included. And we're allowed to have these discussions because the codes exist today for us to -- for physiological parameters to be reimbursed. So the step -- next step is to have the discussions with our partners in the U.S. about including us under those codes. We don't need new codes is the advice that we've been given. Because we're OTC, we've also got other channels open to us to investigate. But I need to remind us all that our clear focus in the U.S. is reimbursement and moving that forward as fast as we possibly can. I also want to make sure that we understand that our indication in the U.S. is very agnostic, which means that we aren't restricted to asthma, although that is where our focus will remain. But it opens up a much broader opportunity moving forward in other respiratory disease states such as COPD, et cetera. And importantly, although our sweet spot are children and parents, the device is indicated for all other adult populations. And to give you an example, in Australia, the active users of wheezo in Australia, more than half of them are adults. So I think that's important to note as we move forward. The CPT codes, I won't belabor these too much. But suffice to say, there's about $130 available to a physician in the U.S. when they provide a patient with a wheezo and our platform. And that's a month, I should say. So it's important for us to note that. It's also important to remember that the U.S. is a very peculiar market in that the -- it is the only market where the physician themselves is financially incentivated to provide these sorts of services and devices to their patients. In most other markets where there are -- there is reimbursement, it is the provider such like a Respiri or one of our partners that is remunerated. So this is rather unique and a big opportunity for us. Moving forward with regards to our research and other programs. It's important to note, although we're heavily involved in the commercialization of wheezo, R&D and ongoing product development is the lifeblood of any health tech -- medical company, medical device company. And we are working heavily on moving those things forward both from a clinical perspective but also a medical device expected (sic) [ perspective ]. So the -- we were required by FDA to provide additional clinical information from studies that we've done. And that was basically get an expert report that was -- that had respiratory physicians listen to the recordings of wheezo in a blinded manner and see how well they, as experts, heard abnormal sounds versus what wheezo's algorithm did. And I won't go into the numbers, but suffice to say that we had an extremely high level of accuracy and correlation. And it was enough for the FDA to say, "Okay, you are good to go here in the U.S." That information has been submitted to the European Respiratory Society as a study, and we will get an answer on whether or not it's been accepted as a poster for the upcoming ERS conference in Europe in late July. So that's looking pretty good as well. So another study to add to our bow of -- or our quiver of many clinical studies that have been done on our algorithm. And I just might reinforce that. The algorithm that we have has been studied for more than 20 years. It's not so much about the devices. The devices are recording devices. It's the algorithm that determines wheeze where all the magic happens, if you will. And that's been studied for more than 20 years. And it's important to note that when we got the FDA approval, by definition, the 510(k) is a comparison to a predicate that's already been approved by the FDA. And those predicates have a wealth of clinical information that's been peer reviewed and published independently in numerous respiratory journals. And these various studies used our algorithm that we have been working on and improving over that period of time. And the FDA deemed it fit to say that we are at least comparable to those products which they have approved in the past with the clinical information -- the wealth of clinical information that exists behind them. We're also, as I said, underway with a pilot program. You probably heard me talk about a doctor called Kevin Chan in Sydney, who's been working on providing with our team -- developing with our team a telehealth and remote patient monitoring service for patients with respiratory issues. So that's underway, and I'll provide a little more information as we move forward. Important to note, I think I made it clear that we need to do what it is that needs to be done to provide patients with an integrated digital solution in respiratory medicine that answers questions around the sorts of -- that answers questions that physicians ask their patients and rely on patient recall to assess. So we're working on making sure that we're incorporating as many measures and factors into our platform as possible, including gold standards like the asthma control test, which is being included in the app and is recognized by GINA and co., including Asthma Australia and National Asthma Council, as a gold standard questionnaire when it comes to monitoring symptoms. We also need to make sure that we do what it is we can to incorporate various forms of smart inhalers to allow that to be digitally transmitted across to carers as well. So that's really important. And importantly, we are wanting to be technologically agnostic because there is no one device or one provider, chronic care provider or disease state management provider anywhere in the world, particularly in the U.S., that covers off the entire country. So we need to have that flexibility. We're also including other measures into the way that we collect information to supplement what wheezo does. Peak flow is another one of these things. As I said when we started, there are 2 fundamental things that don't change with an asthma patient. One is they have to continue to monitor their symptoms. It's the only way they can avoid an asthma attack and hospitalization. If they're not monitoring those, they're in a lot of trouble. The other thing an asthma patient needs to do is take their medication. And as I said, there are numerous, very good technologies when it comes to smart inhalers. Adherium has got a good technology. Propeller from ResMed has got an excellent technology. There are other technologies out there, as I said. And we want to make sure that we do something that nobody else does and create that integrated digital solution for patients that they can then share with their physicians and allow those physicians to have an objective look at what's actually happening in that patient in the real world across everything that they need to know and the things that they're asking their patients about today. You've all heard -- I'm sure everyone knows about the Adherium offer. And what I'll just say here is we've put it out there. Now we wanted to bring that to a head. Important to note, just to put some rumors to rest, I think it's important to note that no one from the Respiri side picked up a hand grenade and threw it over the fence hoping for the best. I can say that there was a due diligence, a mutual due diligence undertaken by both Adherium and Respiri for more than 5 months. And that commenced in October last year. So this is certainly something that's taken up not so much of my team's time but my time in terms of sitting down and assessing the information that Adherium has and as it relates to our position and looking at how we might be able to get synergies out of a potential relationship of some sort. So I just wanted to make sure that people understood this is certainly not something that was a last-minute thought. The actual due diligence has been ongoing or was ongoing for more than 5 months. And discussions, as you could imagine, prior to that due diligence commencing, had been going on for some time. So both companies have very good technologies, very good technologies that are complementary. But both companies sort of do the same sorts of things. We all speak to the same people. We all talk to the same customers. We all talk to the same physicians. We all have the same patients. We all do -- we all have the same discussions with payers. So although we'll all do it on our own, there is an argument that there is a more efficient way of doing that. Now as I said, the beauty of the situation is come the middle of July, that will be put to bed one way or the other. And we will continue to do what it is that we've done to date, and that is manage and execute on our plan. We're getting quite a portfolio of pharmacies that are securing -- that we have secured from a banner group perspective. We're up to 14 of them now, and we anticipate rolling out quite a number of other banner groups over the coming weeks. So we're pretty pleased about the way that's going. So that's in line with the plan and guidance that we've put out there. So the latest, with Sigma, their major brand, of course, is Amcal, which is up there with TerryWhite Chemmart as one of the largest groups out there. And we are now working with them. So what I thought I might do to avoid any confusion, in one of our presentations -- sorry, announcements recently, we went through what we call the wheezo pharmacy sales cycle. Now I'll walk through this to help you understand the time lines that exist when it comes to getting from manufacturing into the patient's hand. So we -- our manufacturer, Entech, obviously, manufactures our product, and that's delivered to Australia. Now those devices are then delivered -- we receive an order from Cipla and deliver it to Cipla, and that's about a 30-day period. And they have 45-day trading terms with us. The pharmacy wholesalers then place an order with Cipla, and they'll receive a stock a week or 2 after the -- that order is made. Individual pharmacies, that's after we've cut the deal with the banner groups, then place orders with the wholesaler. And that's probably 2 months in the making after the device was manufactured. Then from there, our in-pharmacy programs, which I'll go into, kick in. And then between 1 and 2 months after that, patients come in as a result of the programs that we're running and as a result of the programs that Pharmacy Platform are running and actually have a chat with a pharmacy and purchase the device and importantly, go home, register for the app, remembering that their first month of the app is free. So they don't start paying for the app until probably 90 to 120 days. So it is a 4-month process. And as I've said in announcements previously, the in-pharmacy programs that we're undertaking and that Pharmacy Platform were undertaking were delayed for a variety of reasons. But they have kicked off in earnest, and I'll give you a little more detail around those. And we will start to see an impact that they are having on subscription rates next quarter. As I said, Pharmacy Platform has rolled out its program to its banner group. So at the moment, the 3 that they've rolled them out to are Catalysts, Chemist Discount Centres and Advantage Pharmacies. And their program is being white labeled, which means they take the program and remove all their branding and white labeled for TerryWhite Chemmart. And TerryWhite Chemmart are kicking off the same program across their 500-odd pharmacies from August 1. These are critical for us. As I said, they are the essential pieces of the puzzle that will convert what's on the shelf to a conversation with a pharmacy and patient to that pharmacy then taking the device home and then subscribing. And there is quite a lot of point of sale, et cetera, that's out there to help bring that to the attention of patients as they walk into the pharmacy as well. One of our key internal programs, for those of you who don't know, we have what we call a Connect Care asthma nursing team. And these people are fundamental to helping us educate pharmacies but also help us, I guess, conduct some of the in-pharmacy clinics where we actually run the programs on site, in pharmacy to help patients better assess where their asthma management is and how we can improve it. Now there is a time line up the top there that basically says the for about 6 weeks prior to the actual clinic day, there's a whole heap of promotion that goes on to get patients to come in and book themselves in for an asthma check, if you will. And then our asthma nurses conduct those days and provide them with information about how well they're using their puffers, other ways that they can improve their asthma management and importantly, introduce them to wheezo. The first of these -- although the programs have kicked off, the first in-pharmacy day, which will be held in Queensland, is on the 6th of July. So we're pretty excited about those things rolling out. In fact, we're pretty excited about all these in-pharmacy programs rolling out because that's the lifeblood for conversion to subscription. Our Connect Care team also conducts quite a bit of training. So once a pharmacy picks up a wheezo, they're offered training to bring their staff up to speed with wheezo and how it works. And in May, there were 183 contacts in training to -- by our team. That was nearly 60% up on the month prior to that. So -- and it's proactive. We reach out to them based on the information we get from Cipla, and we move those forward. I've spoken about the RAMP, the remote asthma monitoring program, by Kevin Chan. First patient went live on the 18th of June, and we've already got 11 patients enrolled as of yesterday. So that's moving ahead quite nicely. And as I said, it's a telehealth remote patient monitoring program that also includes a call center with our nurses to help the patients better manage their condition. We've also supplemented what Cipla is doing. Cipla doesn't have relationships with all pharmacies across Australia. And to help bolster that, we have gone into an arrangement with a contract sales force company called Hahn. And we have a few virtual sales representatives and a nursing team that will go out there and support the in-pharmacy programs that they will run and supplement what we do internally but also what Cipla are doing. And I think it's important to note that we're pulling out all stops in our investment in pharmacy to move that forward as quickly as possible. We are not a direct-to-consumer product, and we will not be investing money in what can be a very expensive exercise in direct-to-consumer. Now in saying that, though, there are some smart things that we can do. And the CEO of Pharmacy 4 Less, Feras, will be doing a television spot for wheezo to be aired in August. So he's already been trained up on what he needs to say and how he needs to say it and, more importantly, how it fits into the management of patients with asthma. Importantly, note from the chronic -- from the Connect Care team, this is feedback that we take from -- after every training session that was set. And basically, 5 is the best and 1 is horrible. And you can see from the bar chart that the feedback we're getting on the support our team is providing to a pharmacy is nothing short of amazing. So everybody loves what it is we are doing, and everybody appreciates the information they're getting. Now we need to mobilize that and channel it towards patients. Major promotion was undertaken by TerryWhite Chemmart over May and June. So I'm just putting this out there to say that people are promoting what it is we need to do, and now we need to support it with our in-store programs. And that's really important for us. Recently, there was the Australian Pharmacy Conference that was held at the end of May. And we were -- it was very well patroned by the pharmacists and that we shared a stand with Cipla and Pharmacy Platform. And Ruth, who's our clinical charge in Respiri, trained over 100 attendees at that particular program with the Cipla stand, which is quite remarkable. There was a huge crowd around us, and it didn't dissipate anytime soon. So resulted in a few new leads for independents, and it was very, very well received. So I wanted to finish on that just to let you know that we are heavily focused on the final phase of the conversion rate in pharmacy now, and that is the in-store programs to engage with customers and patients and help them convert from the purchase of a wheezo to a subscription rate. And I trust that gives you a little bit of more clarity around what it is we're doing, a little bit more around managing expectations around time lines and some more confidence that we continue to execute against the plans that we continue to put out there. There were delays with those in-pharmacy programs, and no one's more disappointed about that than me. But things are on the way up, and we continue to now meet our objectives moving forward. So with that, I'll shut up and hand over for some questions.

Thanks for that, Marjan. We'll now move on to the Q&A. As you've mentioned, these are based on some that have been submitted via e-mail and also using the Q&A panel on the Zoom app. [Operator Instructions] So Marjan, the first question is, currently, how many active subscriptions are there for the wheezo app?

We -- the exact number, I can't give you. But we're talking hundreds. And it's important to note, as I said, that the time lines for the programs that we put in place in pharmacy kicked off a couple of weeks ago. And they are the drivers of subscriptions. And they are also -- and understanding that the customers/patients get the first month free. So we will start to see a huge ratchet up in our subscription rates in the next quarter as these programs take place. But we are talking, in terms of active users, hundreds.

Thanks, Marjan. Secondly, how many wheezos have been sold via the wheezo.com online store?

Okay. To be honest, not many. And the reason for that is our sole focus and major focus is pharmacy. And the reason for that is we are not a direct-to-consumer device. We are a medical device that requires the support of a health care professional when it comes to patient initiation. So until we become mainstream, the online presence will be auxiliary, providing options for patients to purchase the device. But they will be exceptional. Most of our sales will come from the pharmacy channel, as is the case right now. And important to note that the major online initiative with the Australian Patients Association kicks off next month. And that we hope will drive sales through their membership of 1.4 million Australians. But we'll be able to give more detail around that towards the end of next quarter as well.

Thanks, Marjan. The third question is a bit of a longer one. In the announcement of clinical study results on the 1st of September 2020, you indicated the clinical trial results were being submitted to a leading respiratory scientific journal for publication prior to the end of 2020. Can you advise if this has been completed? And if so, to which journal they are submitted?

Yes. I think I mentioned this during my presentation. The actual submission was made to the European Respiratory Society, so the ERS, who have their own peer-reviewed clinical journal. That was submitted just after FDA approval when submissions were called for. And as I said in my presentation, the approval date for that is July, barring any delays from their side, which means that we will be having it presented in September, I believe, is the actual conference and which then leads itself to a publication.

Thank you. The next question is, can you confirm if wheezo will receive CPT reimbursement in the U.S.?

What I can confirm is as a physiological parameter, we qualify for the CPT codes because that is the qualification for them, which means that we've earned the right to sit at the table and have discussions about being included in the various payers' reimbursement lists moving forward. It's part of the process, but we qualify. Other products that are available don't even have the luxury of having that discussion, but we do qualify as a physiological parameter because that's what the CPT codes are built around. So we do qualify as a physiological parameter, which means that we can have the discussions and start with our partners in the U.S. about getting on to those lists.

Thanks for that. I know you've touched on this in the presentation, but the next question is around Adherium. And the bid doesn't seem to have played out very well. Can you talk to this process? And what other smart inhaler options you are looking at?

Yes. Look, as I said, the one thing I wanted to make sure to our shareholders, because you guys have been so supportive of us moving forward, and I want to make sure that I'm the same back, the process between Adherium and Respiri, it was a mutual due diligence with access to data rooms and lasted for well over 5 months. So it was well considered. It took a lot of analysis from our side and theirs and a review of materials. The great thing from the outcome from our perspective is both companies have very good technologies, very good complementary technologies that, as I said in my presentation, really do come together nicely to provide a more complete digital solution to patients and their doctors and carers. And we don't back away from that. We still believe that's the case. Now in saying that, we do want to be technology agnostic as much as possible because there are many alternatives out there when it comes to smart inhalers. I've mentioned ResMed and their Propeller. They are certainly an organization that has got a bit of a head start on Adherium when it comes to technology, that I believe Adherium is trying to catch up to now, which is great. But as I said, these technologies are good and necessary. And we want to be -- we want to have those in some shape or form into our integrated platform to supplement what we, with wheezo, do. There are numerous other smaller companies. I mean, we're talking tens of them. I mean, I wouldn't say hundreds, but there's certainly many opportunities out there. And we're in discussions with many of these people with the view of providing solutions to take advantage of the U.S. marketplace but importantly also, potentially for pharmaceutical partners and the like moving forward as well, which is not -- it shouldn't be a surprise to anyone. This has been part of our rhetoric for some time. So we'll work with who we need to, to provide the patient and the doctor with a complete solution.

Thanks, Marjan. Next question is, do you anticipate customers buying wheezo directly from pharmacies without prior consultation with their GP?

Yes. We do because the consultation will come with -- from the pharmacist. And as I said today, GPs are time poor. And depending on who you talk to, they're technophobic. They don't have the time really to have the discussions that a pharmacy and the pharmacy staff can have in the pharmacy themselves. So even today, the GP will provide a patient with a script, a diagnosis, if they're lucky an asthma management plan, which the majority of Australians don't have. And then they'll say to the patient, "Go talk to your pharmacist about this, and they'll show you how to use the puffer. They'll show you how to use a spacer if you need it, and they'll answer any questions and come see me in a month's time." So part of that rhetoric and part of that discussion moving forward with our partner pharmacies will now include wheezo, and wheezo doesn't do anything that a doctor doesn't ask for. So when the patient returns to the GP, and the GP starts to ask them questions about how well they're being managed, the patient doesn't have to recall. The patient will just show them the data they've captured, if they haven't already shared it with them in the portal. So the answer, in a long-winded way, which I think is important, though, is pharmacies are key to moving this forward. And GPs will value not needing to rely on patient recall about questions that they're asking them.

Thanks, Marjan. The next question is how much is a wheezo plan?

Sorry. Is that how much does it cost?

Yes. Correct.

Okay. So basically, we have a situation where the device itself retails for $99.50. And then there's a SaaS monthly fee in Australia, remembering, this is not -- this doesn't apply to the U.S., of $9.99.

Great. The next question is, based on your FY '22 budget, what runway does the company have based on current cash levels?

We have another 12 months depending on how well we progress with our commercialization, but we're in no need for cash at any time soon and have more than enough cash to execute on the plans that we have in place. So we're confident of that. And those plans also include moves into the U.K., barring any more major catastrophes over there with that fourth wave of COVID infections. But we're certainly well advanced in discussions with people down that place. But certainly, there's no need for cap in hand anytime soon.

Okay. We just got a couple of more we'll get through. I know the company has put something out recently. But did you just want to make any comment around full year revenues with another question?

Look, I'd rather not provide anything that resemble guidance until we get a better understanding of where we're at with our programs. And that will give us more information that's based on fact rather than me pulling something out of the proverbial. So suffice to say that we've pulled the guidance for a reason, and that is there are still some unknowns around execution and the current climate as it relates to COVID-19, et cetera. We've just seen what happened in Sydney today, right? So I mean, we -- these things are not going to disappear anytime soon. So it would be irresponsible of me to put out a number there that we aren't comfortable with ourselves as an organization.

And final one was, when do you expect to know the outcomes of discussions with U.S. providers?

They'll be ongoing. These things do take time. So we expect to have outcomes by quarter -- hopefully, quarter 4 of this calendar year. So we'd like to be able to think that we'll be able to have something resembling at least heads of agreement by the end of this year.

Okay. Thanks for that, Marjan. That is the final question for today. I'll hand back to you for a final comment.

Yes. Thanks very much, [ Matt ]. And again, just to close off, I've taken up a little more time than I'd hoped to, and I do apologize for that. I just wanted to reinforce a couple of things. And the first being that we have a wonderful device that does things that no other device does and does things that a patient needs and does things that a doctor wants to see or a health care professional, and that is provide more transparency with objective data from the real world. No other device does what we do. And the app and algorithm analyzes that data in a way that provides great insights into what's happening with the patient from the real world. There is a huge need for this product and our services in -- not just in Australia but across the globe. And we remain committed to making sure that, that happens. We also remain committed to making sure that we execute against the plans that we've put in place and up until just recently with the in-pharmacy programs, had basically hit every single milestone that we said we'd do and what some would say was -- were challenging times. We remain very cognizant of making sure that we keep our shareholders up to speed with what it is we're doing, and we also recognize there was some confusion around the Adherium situation. And I hope I've been able to provide a little more insight into that and a little more insight into the thinking. And it's remiss of me not to be -- not to have made that clearer to people, and I do apologize for that. But at the end of the day, we want an integrated solution that provides a digital solution to patients that covers all aspects of their respiratory condition. And we will continue to pursue that and differentiate our solution of that with wheezo, which provides a symptomology assessment that no other product can. So please, you've all got my telephone number. I will be happy to field questions from a phone call or an e-mail. If I don't answer straight away, I do apologize, but I will eventually get back to you. So thank you very much for your time, and I hope you enjoy the rest of your days. Thank you.

Thanks, Marjan. That concludes the presentation for today. And thanks again to everyone for participating.