Release Date: May 01, 2025

For the complete transcript of the earnings call, please refer to the full earnings call transcript.

Positive Points

• Tarsus Pharmaceuticals Inc (NASDAQ:TARS) reported a significant year-over-year increase of 217% in sales for their product Exteny, generating over $78 million in the first quarter of 2025.
• The company has achieved broad commercial and Medicare coverage, with more than 90% of lives covered, eliminating a major barrier to physician adoption.
• Tarsus Pharmaceuticals Inc (NASDAQ:TARS) successfully secured approximately $135 million through an equity financing, strengthening their financial position.
• The company's direct-to-consumer (DTC) campaign has significantly increased website traffic by 140% and is driving patient engagement.
• Tarsus Pharmaceuticals Inc (NASDAQ:TARS) is making progress in expanding globally, with potential European regulatory approval for Exteny expected in 2027 and exploring opportunities in Japan.

Negative Points

• Operating expenses increased to approximately $104.6 million, driven by direct consumer advertising and other commercial marketing costs.
• The gross-to-net discount for Exteny was approximately 47%, reflecting adjustments and impacting net revenue.
• There is uncertainty regarding the impact of potential tariffs, although the company believes it would be insignificant.
• The company anticipates more modest revenue growth in the third quarter due to typical sector summer dynamics.
• Despite strong sales, Tarsus Pharmaceuticals Inc (NASDAQ:TARS) has not provided long-range guidance on achieving cash flow positivity, as they continue to invest in pipeline development.

Q & A Highlights

• Warning! GuruFocus has detected 6 Warning Signs with TARS.

Q: Have there been any disruptions in meetings with the FDA regarding study designs for pipeline products, and how is the Medicare coverage affecting prescription volumes? A: (Unidentified_7, Unidentified_3, Unidentified_4) There have been no delays in our meeting schedule with the FDA, and we are on track to start trials in the second half of the year. Regarding prescriptions, there is an equal split between Medicare and commercial prescriptions, with Medicare coverage being a significant growth driver.

Q: Can you discuss the factors influencing repeat prescribing, particularly the shift from monthly to weekly or daily scripts? A: (Unidentified_4, Unidentified_3) The expanded sales force and improved coverage have been key drivers in increasing prescribing frequency. Doctors are more open to prescribing due to better coverage, and the sales force's repeat visits are encouraging broader utilization across patient segments.

Q: Are you seeing retreatments happening more frequently, and how does this impact long-term growth? A: (Unidentified_3, Unidentified_4) Retreatment is becoming more common, with about 40% of patients recurring within a year. This trend is expected to be a meaningful long-term growth driver, with current data showing a high single-digit refill rate.

Q: How is the new data from the Orion registry and URSA RIA MGD being received by eye care professionals, and what are the details of the upcoming phase 2 trial for TPO4 in ocular rosacea? A: (Unidentified_4, Unidentified_7) The new data is prompting doctors to diagnose more and consider broader patient segments. For the TPO4 trial, we are aligning with the FDA on endpoints and measures, focusing on prominent blood vessels and erythema as key features.

Q: What factors might affect future guidance, and how many more ECPs have been reached beyond the target 15,000? A: (Unidentified_5, Unidentified_4) The impact of the expanded DTC campaign and macroeconomic events are factors affecting guidance. While the core focus remains on the initial 15,000 ECPs, the prescribing base has grown beyond this number, with efforts concentrated on increasing prescribing frequency.

For the complete transcript of the earnings call, please refer to the full earnings call transcript.