Physitrack PLC

Good morning everybody and welcome to Physitrack's Q1 2023 results webcast. I'm Henrik Molin and I'm the CEO and co-founder of Physitrack. I'm joined by Robert Goodwin, our CFO. Let's kick this off. I'll give you a little short summary of Q1 with some highlights. and then we'll look at the businesses, and then we'll have Charlotte walk us through some of the financials in detail. Use your Q&A function at the bottom of your screen to ask us questions, and we will answer those as we come to the Q&A session at the end of this call. All right, let's go. Some nice numbers here at the top of the screen that we can see, 45% growth year on year, which is very nice, 36% on an organic basis. which is a real sign of strength here for us, showing that this combination of great entrepreneurs with great technology is really working out for us. Very happy about that. 23% growth in adjusted EBITDA year over year. Some of the highlights, of course, maximizing revenue generation and both life care and wellness have done very well. Worth pointing out, wellness has grown by over 101%. And given that our last acquisition was on the 6th of May 2022, most of this growth is now coming from organic growth. So it's very nice. Continuing to look at profitability, obviously, is a little bit like driving a car with one foot on the gas and one on the brake. So we plan our... Our hirings, we plan our spend and we plan our investments very, very closely to be able to achieve the growth with profitability. But we are very pleased here to see that we are at 25% EBITDA margin here for the quarter. And this is in line with what it was in Q4. So carefully optimistic that this is the trough that we've seen there in the margin contraction that comes out of growing a business with a lower margin compared to growing a business with a higher margin with that mix that we have. Now, some of the updates from the sides of the business. Let me just kick this off by just showing you the tilt between the two divisions there. So looking at the left-hand side, that's our life care division, where we sell technology to health care providers around the world. That's 63% of our business today. On the right side there, we have that with technology that we sell to corporates around the world. That's now 37% of the business. Fun fact, we just passed a 15 million mark. Analyze revenue level or run rate, which is a big milestone for us. Looking at the life care here, we have some great revenue growth as we've seen. It is a diversified set of of factors that have driven that revenue. And so we have new users in the ecosystem. We have revenue enhancers, meaning upsells with things that our customers would want to do more, whether it's data-driven analysis, custom apps, or some of the tools that we offer for remote therapeutic monitoring in the US is something that's become quite big in the last year or so. So using outcomes data to get bigger reimbursements from Medicare and Medicaid. and other payers and that's really driving customers our way for some of our enterprise solutions. Very, very exciting Jone Peter Reistadler, Development of that business line second point that we have some ninjas in place, as you know, on our engineering side of things, and on the product side of things we. Jone Peter Reistadler, continuously look at improvements optimizations and it's so great to have smart people wake up every morning to think about what can we do to make things run smoother and faster and. at a lower cost base. That's very much what we have in place. We see some great cost drivers there that are coming down. Now, a third point there, more to come on that, I think in the next quarter, but PT Courses is getting ready for the launch of the new platform with some great new content and a new brand, Busy Courses. Of course, SEO and cookie-based advertising and so on will still be based partly on the old brand, because there's a lot of recognition there, but Physicourses is the overall look and feel and naming that we'll have in place there. Something worth pointing out, churn continues to go down. It's a negative trend that we've seen for a long time now, for well over a year. And I'm happy to say that this is continuing as an effect of the really hard work that some very smart people are doing on the product side, on the customer value side of things. And of course, we're the input of our excellent engineering team. So very nice to see. Moving over to wellness, very impressive growth, 101% year over year, Champion Health UK and Wellnow are the growth locomotives here. They've done incredibly well in this, shall we say, extreme product market fit environment that we have there now, thanks to the macro environment. There are some notable wins. Coca-Cola is a new logo there that we're very happy to collaborate with. And worth mentioning here, great recruitment there with Nick McClellan, and he's heading up the London sales office, seeing some great work there on a wide range of prospects that have come in thanks to Champion Health's excellent social media presence and a lot of the exciting things that are going on with how they cater to corporates. Very strong sales pipeline across the board for wellness and worth pointing out that the Nordics have done very, very well rebooting that business following the departure of the previous founders of Physiotest. And now this is Champion Health Nordics and Alex and Chris have done a tremendous job with that business. So very excited about what's to come there over the next couple of quarters. Just looking at this makes me immensely proud. And as I pointed out, we passed the 15 million euros analyzed revenue milestone or run rate here in this quarter. And it's been a tremendous development of our business here. We more or less doubled since the IPO. And it's a sign that we have some very, very hardworking smart people doing their very, very best to elevate the world's well-being. Very visible here in the numbers. We have no reason to believe that this growth will come back down anytime soon. And in fact, we are very, very positive about developments to come. That's my little business update. And I will now hand over to Charlotte for some deep dive into the financials. Over to you, Charlotte.

Thank you very much, Henrik. So I'll start off here with a brief overview of the key financials for the quarter ended March 2023. In the three months we delivered revenue of 3.7 million euros, up 45% from 2.6 million euros in the prior year. On a performer basis, adjusted for acquisitions, revenue increased by 36% ahead of our medium term targets. In the quarter, the Physytrack Group delivered adjusted EBITDA of €0.9 million, up 23% from the prior year, and this results in adjusted EBITDA margins of 25% compared to 29% in the prior year. This fall, year-on-year represents the relatively strong growth in the wellness businesses, which currently operate at a lower margin than life care. Pleasingly, these adjusted EBITDA margins were flat from Q4 2022, indicating that we have reached the tropic margins last year, slightly sooner than we expected. Total EBITDA has increased 171% from the prior period to 0.7 million euros as we incur less costs relating to M&A and integration work. Operating cash flow has increased 31% to 0.7 million euros. Now through to the next slide for a closer look at revenue. On the left here, you can see group revenue by quarter, both on an absolute and a performer basis. Total revenue in the quarter has grown by 45% year on year and on a performer basis by 36%. On the right hand side here, we can see revenue split by life care and wellness. In life care, growth in the quarter versus the prior year was 15% on a performer basis, driven by growth in the ecosystem and continued upwards price momentum. In the virtual wellness division, We've experienced another quarter of strong pro forma revenue growth of 101%, driven by the UK and Europe. Moving to the next slide. Moving to profit, on the left-hand side here, we see the prior figures. Last year's Q1 EBITDA was 0.2 million euros, with adjusting items of 0.5 million euros stripped out. Adjusted EBITDA was 0.7 million euros. In the current year, EBITDA has risen to 0.7 million euros. Within this, there are 0.2 million euros of non-recurring adjusting items, relating to costs associated with the integration of the acquisitions and the restructure of physio tests. With these amounts stripped out, adjusted EBITDA has increased by 23% to 0.9 million euros. Adjusted EBITDA margins have fallen slightly from 29% last year to 25% in the current year due to the shift of the group towards wellness revenues, which currently operate at a low margin, plus investments into future growth. Quarter on quarter, these margins are flat. Over the medium term, we expect these to rebound to our target EBITDA margins of 40 to 45%. Through to the next slide. On the left here, we have adjusted EBITDA shown by quarter for the prior year and the current year. On the right, we have EBITDA by division. In life care, which is the longest established division, EBITDA margins are at 49% in line with the prior year. In the wellness division, margins are currently at 4%. This is an increase quarter on quarter as revenue growth has started to drive margin expansion. The gray bar represents group costs such as board fees, listing fees and associated advisory fees and these are flat year on year. This is the next slide. Now looking at cash, we opened the year with a cash position of 0.6 million euros. Adjusted EBITDA in the period generated 0.9 million euros and was offset by working capital movement of 0.3 million euros and interest payments of 0.1 million euros. The working capital impact was driven by proportionally less of our contracts being sold on a 12-month cash upfront basis. Intangible assets and fixed asset additions were 0.8 million euros and consist of development of the life care tech platform and investment in the virtual wellness ecosystem. As signaled, this is a fall from previous quarters as one-off projects relating to the integration of acquisitions form the way. There were deferred consideration payments in the period of 1.6 million euros and related M&A and integration costs of 0.2 million euros. We do not expect to pay any further deferred consideration payments in the current calendar year. In July 2022, we entered into a 5 million sterling revolving credit facility with a three-year term. In the year, we drew down 2.2 million of this facility. This leaves the group exiting the quarter with cash of 0.7 million euros plus remaining undrawn facility of 2.7 million euros, giving total available liquidity of 3.4 million euros. We expect this liquidity to be sufficient for the group's requirements. Through to the next slide. This shows free cash flow by quarter. Due to spend on M&A and integration costs recognised as adjusting items in the P&L and investments in both the life care and wellness divisions, we've had a net cash burn in recent quarters. As these investments are completed and operating cash flow improves, we have seen this cash burn decrease. In 2023, we expect EBITDA to continue to increase, resulting in improvements in our cash generation. Although there will be quarterly variances in working capital, overall we expect this cash burn to continue to decrease and result in net cash generation before the end of 2023. Who's the next slide? Now moving through to the group's balance sheet, The first line here includes the internally developed technology platform as well as intangible assets and goodwill arising on acquisitions. Cash and borrowings we've already covered and trade and other receivables have increased due to the increase in revenue. Deferred revenue is primarily generated by physio tools and Champion Health who bill upfront for 12 months or longer contracts. Deferred tax arises on the intangible asset balances recognized on acquisitions and will unwind over the period of the amortization of these assets. Deferred consideration relates to the Champion Health Plus, formerly Rehab Plus, PhysioTest, WellNow, and Champion Health Acquisitions. That's all from me, so I'll pass you back to Henrik. Thank you very much.

Thank you, Charlotte. I'll just whiz through a couple of slides here on strategy and outlook and what we can expect from our segment, and then we'll pass on to Q&A. In terms of the wellness strategy, I thought it'd be good to reiterate why... this is such an exciting place to be. Just from a macro point of view, this is a segment that's expected to grow very, very nicely here over the next few years. And this opportunity, just on a macro level, represents something very significant for it as a business. And I'm not saying that we expect to be a large percentage of this 1.1 trillion by 2028. But what I'm saying here is that If we can maintain a competitive position in this target market, the whole business is expected to grow just on the basis of macro. If we are, in addition to that, very, very competitive and can be market leader in several geos, well, then the macro plus the micro factors will drive this development of the wellness segment into a very, very interesting place for us as a business. Now, if you look at some of these trends that we've seen in the market here, And I'll just whiz through this one by one on the top level here. The first line, continued maturity and adoption of digital technologies. And this is a strong trend that's continued to be driven by the consumer side of things. So consumers are great in asking their healthcare providers and asking their companies to get more savvy with technology. And that's very much driving the development and investments into the space where in a lot of places, It's very, very important to have digital technology and have a roadmap so that you can be competitive. And of course, as we discussed previously, consumers are very aware of the fact that having five or six apps that do five or six different things, that's a pretty clunky way to do things these days. And there's a need for this holistic approach in app development. where you can have those five or six things run in the same app ecosystem, which we do both on the life care side and on the Champion Health side of things. Very interesting there. Second point, cost reductions. This is very important, particularly in public health care. It's a trend that's really never going away. But of course, now in this type of challenged climate where you have price fluctuations, price adjustments due to the inflationary environment. This is something that's also very important in terms of finding efficiencies and finding increased productivity, et cetera, that can drive costs down both the corporates and on the healthcare side of things. And that's very, very important for us in terms of how we look at these things in our sales process and how we communicate. The third point there, employee well-being is a competitive advantage. We hear a lot of stories about companies letting go of staff to reduce their cost base to respond to this challenging macroeconomic climate. But we hear less things about the desire to retain the staff that you really want to invest in than the people that were actually going to continue running this business and achieving growth and weathering the storm here. That's an incredible challenge for those individuals. These are companies that run the same amount of business, but with fewer people. And to support those brave and hardworking people, You need to invest in wellbeing solutions. And it's very much something that's turning into a competitive advantage for our customers. So of course, this is something that's driving demand. Last but not least, connecting the dots there between the actions that you do on the wellbeing side with the Outcomes of those using data as what's connecting the dots is something that's incredibly important out there in the corporate world. And the plug and play nature of a solution like Champion Health is something that's providing these tools in a very, very quick and easy way for a lot of these corporates. And that increased demand is certainly something that we are very good at catering to. I'm not going to walk through all of these points here on the value proposition because we've covered most of them, but continue to have that holistic focus with great technology is something that's really helping us power through that product market fit. It's quite extreme in some places of the business as we've seen with those growth numbers. And on the second point there, we are really, really well positioned there in the macro environment. And we're doing exactly what's needed here for a lot of corporates and also for a lot of our healthcare provider customers there. We are a robust company. We are widely diversified in terms of our revenue streams, not just with the two divisions, life care and wellness, but also within the divisions, looking at both segmental diversifications. catering to enterprises and small to mid-sized businesses. Looking at it geographically, where FriziTrack is available in 15 markets, that's also something that will be translated into Champion Health in terms of localization into several markets, just to create that robustness, that diversification of revenue streams. And of course, what this leads to is an all-weather type business, and not just because of the commercial climate, but the way that it's set up with that nice diversification across products and geos and market segments. Last slide here, just reiterating our financial goals there on the right side. We are expecting to continue delivering growth around that 30% mark over the foreseeable future. We see no reason to believe that that growth pace is going to decrease anytime soon. Very, very interesting place to be with our business. On the profit margin side, as I said at the start of this, running this business in this type of environment where growth is really, really high, It is like driving a car with one foot on the gas and one on the brakes. We are watching our margins. We are watching profitability. We make really informed choices and priorities based on the data that we see from the different parts of the business. Over time, we are confident that this will lead to margins coming up overall with the business where they are in the life care segment, which is 40 to 45%. And that's it in terms of our... little presentation there. So let me just see what's here in the Q&A side of things. I'm just going to pin us to the screen here so that you can watch us both as we ask questions. So we have a question here. Can we expect any new enterprise deals for Champion this year? Can you give us any info regarding that? So that's a two-part question. So I will answer that. The answer is yes, we can expect new enterprise deals for Champion. This is in fact something that is happening on a regular basis because that is exactly what they do. They are quite enterprise focused. We only recently diversified into SMEs, small to mid-sized businesses. And although we don't talk about these things in the form of press releases, our customers are quite secretive in a lot of ways. This is a competitive advantage after all. There's a steady deal flow, a lot of prospects and a lot of things going on there. Second part of that question, do you still think that we will see margins double up and 100% growth in the wellness segment by the end of 2023? Now, so these are very specific questions in terms of doubling up margins and 100% growth. So I can't answer to those. I'm being specific, but we are seeing a great trend there for the modern expansion. We're seeing that these very clever entrepreneurs that are on board and running that business are doing a great job accelerating their businesses while keeping one foot on the brake, making sound decisions in terms of investing in people and in staff and technology and anything that just underpins this tremendous growth. So we're very confident that the modern expansion will continue and it will hit levels of where it should be with this year. So that's 10%, 12%, 15% or where that could be. 100% growth in the wellness segment from here, we certainly will continue to see very strong growth. This is exactly where we are right now. Second question here, and I would invite Charlotte to answer this. How should we think about OPEX development during 2023?

Yes, of course. So on the OPEX side, as you've seen, we'll expect margins now to at least remain where they are and then start to expand further into the year. And that sort of logically follows that OPEX therefore will will grow as the year goes on, as the group grows, but it will not grow as quickly as revenue grows. So we start to see those margins coming up.

Good answer. Thank you, Charlotte. And I should add that we feel that we have the crew on board. We have a great team on board that can achieve these goals of ours of growth and profitability. So we always keep an ear to the ground in terms of interesting people that are available to us. But in terms of the very senior headcounts and the big names, names like Nick McClellan, we're unlikely to make any of those bigger recruitments this year. But that said, on the sales side of things, notably in Champion, we are growing that team. We are growing that footprint here in London with a great in-person office and very dynamic sales culture. So there'll be some incremental recruitments, but nothing really, really big. We feel that the cost basis is quite solid where it is. And that means with continued growth with nice margin of those products, we'll see nice margin expansion. Last question there. Did I interpret you correctly that you expect Q1 to be the margin trough? And the answer to that is yes. And I will leave to Charlotte to elaborate on that if she wants to.

Yeah. Yeah. I mean, I think it's probably Q4 last year, given that was the point that we hit the 25. But yes, we are pleased to see that that margin decrease is now leveled out.

We have another question here. Do you expect to raise any additional capital or any additional debt? Or is the liquidity that you have sufficient to see you through your growth and profitability goals? And the answer to that is yes. We don't expect any additional cap raises or debt raises. And what we have here is sufficient for us to be able to accelerate the way that we have planned. All right, I will open up if there are any additional questions and we'll give that a few seconds. And if not, thank you very much for watching this webcast. The report will be available on fizztrackgroup.com momentarily alongside a replay of this if you want to watch it again. Thank you very much, everybody, and have a great day.