Physitrack PLC

Good morning, everybody, and welcome to Physitrack's Q2 2023 results webcast. I am Henrik Molin, the CEO and co-founder of Physitrack, and I'm joined by Charlotte Goodwin, Physitrack's CFO. We're going to kick it off, and I am going to share my screen here, and then we can get on with the show. All right, so just a few quick words. on Q2 and I'll do a little business update from the two divisions and I'll pass it over to Charlotte for the financial results with a deeper dive into that. We'll revisit the strategy and the outlook and then we'll open up for Q&A. For the Q&A, use that Q&A function on your Zoom panel there at the bottom. Post us questions and we'll read them out and then we'll answer them one by one as we get into the section. All right, let's get going. Q2, in short, well, starting in the middle, if you look at organic growth year to date, 32%, it's an excess of our dated medium term goals, which is great. We're in an environment of high demand for what we do. Sales is very strong. And this macroclimate is something that is in our favor, given what we do. So we focus on the well-being of corporates and employees. A perfect example of that was Curry's, one of the biggest electronic retailers in Europe and also the world, that rolled out Champion Health. And on the lucky side, obviously, with rehabilitation, taking care of people that might not be feeling so fantastic in this type of environment. So that's another strong watch out. If you look on the right side there of the screen, we increased our year-to-date EBITDA to 1.9 million euros. And actually, we passed a milestone in this quarter. We have, for the first time, a million euros worth of EBITDA that we booked for the quarter. So this has been really, really nice. In conjunction with managing the strong demand for our products, we're also looking at cost optimizations where we can. And we're actually being quite selective in terms of what commercial opportunities we pursue. It's very important for us that we do something that's actually accretive on a profitability level, on a cash flow basis. And therefore, we have had some really, really nice development in terms of the trends internally that we see for our margins. And this is obviously keeping the well-being of our teams and sustainability of business in mind. But it's been a very, very nice quarter on all fronts in respect to that. Moving into the different divisions. And first of all, a little overview on what the balance is between the two. So we're 63% now life care, which is where we We cater to healthcare professionals around the world in 15 languages with our PhysiTrack and Physiotools platforms. On the right side there, we cater to corporates and employees with the Champion Health platform. And that's now 37% of the business today. If you look at Life Care here first, on the right side of the screen, it's very, very nice to see that our ecosystem and our subscriber base is very, very nice and strong. So 8% growth in the license number within Life Care. So more users using the PhysiTrack and PhysiTools platform, which is fantastic. If you look in the middle there, you have the churn number, which remains around 1%, which is a great testament to what we've been doing with a data-led approach and a data-led strategy to customer retention and also customer onboarding and lifting up the value of the platform and having that as people... They start to familiarize themselves with the platform. So great, great work there from the Customer Value Task Force, as we call that. Marieke van der Waal-Banke has really done a great job with building that alongside a lot of other members of the team. Some highlights there on the top left, as I mentioned in the introduction. So we're focused on revenue efficiencies. We're focused on cost efficiencies, optimizations, making sure we run a mean, lean, fighting commercial machine across the board, making sure we have the right people on the bus. And some great, great people are with us now just to make sure that we can keep driving this thing into additional success. Second bullet point there, which we are quite proud of, so the PhysioCourses platform has now gone live in a new shape. And we have some really, really exciting world-renowned content providers that are providing courses on there. And this is something that is setting the scene for not only great revenue potential on a standalone basis for physio courses, but also the ability to bundle this with a PhysiTrack platform to further enhance the revenue situation of this very, very strong ecosystem. And on the bottom there, the third bullet point, remote therapeutic monitoring remains a very interesting enterprise opportunity for us in the North American market. And this is something that we have spent quite a bit of time on in terms of our innovation and in terms of our commercial development. So there's more that's going to come out of that, which is very, very exciting. Of course, a lot, a lot of other things going on in the life side of things, but those are the main highlights. Moving over to wellness. And so if you look at the revenue growth year on year, 99%, that's quite spectacular. And it's very much a sign that we're doing exactly the right thing for this challenging microclimate. And so we are really, really catering to the heart of corporates, which is their employees. So employees, they make sure that these businesses keep their lights on and they keep thriving, even though things are quite difficult in a lot of our target markets. And so a nice sign there, there is no sign of things easing up in terms of the growth there. Now, so if you look at the bullet point list there, going from strength to strength, we are having some interesting times there with our sales organizations. And so the sales development representative and account executive setup, which is based on a lot of science and a lot of data, That's powered by Nick McClelland and his team. This is coming to fruition, and this is driving growth, notably in the UK. And we have a lot going on in the UK with big brands, big household names that are either in the process of acquiring the platform or have acquired the platform. Some we can speak about, like Curry's. Most of them we can't because Champion Health is a little bit of their secret sauce when it comes to employee well-being. But we'll release news about that as we can. But a lot of all of exciting things going on. The bottom bullet there, obviously, we are expanding the sales pipeline across all champion territories. And this is paving the way for continued growth and success for the rest of 2023. And that's it for me for the time being. I'm going to pass over to Charlotte for a deep dive in the financial results.

Thank you very much, Henrik. So I'll start off here with a brief overview of the key financials for the quarter ending June 2023. A quick note that we replaced the pro forma revenue metric with an organic growth revenue metric. This includes the impact of acquisitions as the previous metric did, but also takes into account the impact of foreign exchange year on year. So in the quarter, we delivered revenue of 3.8 million euros, up 23% from 3.1 million euros in the prior year. Year-to-date, on an organic basis, adjusted for acquisitions and the impact of foreign exchange, revenue increased 32%, which is ahead of our medium-term targets. In the quarter, Physitrack Group delivered adjusted EBITDA of €1 million, up 6% from the prior year, and this resulted in adjusted EBITDA margins of 25% compared to 30% in the prior year. It was especially pleasing to see the group exceed the €1 million adjusted EBITDA for the first time in this quarter. Total EBITDA has increased 168% from the prior period to €0.7 million, as we incur less costs relating to M&A and integration work, and operating cash flow remains broadly flat at €1.2 million. On to a closer look at revenue. On the left here, you can see group revenue by quarter, both on an organic and absolute basis. Total revenue in the quarter has grown by 23% year on year, and an organic basis by 25% against a strong prior year comparator. On the right-hand side, we can see revenue split by life care and wellness. In life care, growth in the quarter versus the prior year was 9%, driven by growth in the ecosystem and continued upward pricing momentum, offset by a fall in one-off build fees for branded apps. The virtual wellness division has experienced another strong quarter of organic revenue growth of 66%. Who's the next slide? Moving on to profit. On the left-hand side, we see the prior year figures. Last year's H1 EBITDA was €0.5 million. With adjusting items of €1.2 million stripped out, adjusted EBITDA was €1.7 million. In the current year, EBITDA has risen to €1.4 million, an increase of 170%. Within this, there are €0.5 million of non-recurring adjusting items relating to costs associated with the integrations, of acquisitions and the restructure of Champion Health Nordics, previously Physiotest. In the quarter, an agreement was signed with the previous management of Physiotest, meaning that no further deferred consideration would be paid out. And a €1.7 million deferred consideration adjustment release was booked for adjusting items. We performed an impairment test of the goodwill of Physiotest and determined that more of the value now relates to assets created since acquisition, and a goodwill impairment of 1.7 million euros was booked also through adjusting items. These amounts stripped out, adjusted EBITDA has increased by 14% to 1.9 million euros. Adjusted EBITDA margins have fallen year on year from 29% last year to 25% in the current, due to the shift of the group towards wellness revenues, which currently operates at a lower 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%. Here's the next slide. On the left here, we have adjusted EBITDA shown by quarter for the prior year and the current year to date. On the right, we have EBITDA by division. In life care, which is the longest established division, EBITDA margins are at 48%, roughly in line with the prior year. In the wellness division, margins are currently at 4% compared to breakeven in the prior year. as we focus on margin expansion in this division. The gray bar represents costs such as board fees, listing fees, and associated advisory fees, which is slightly down year on year due to cost efficiencies realized in head office. Through to 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 1.9 million euros and was offset by working capital movement of 0.7 million euros and interest payments of €0.1 million. 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 €1.7 million and consist of development of the Lifecare tech platform and investment into the virtual wellness ecosystem. As signalled, this continues to fall quarter on quarter as one-off projects relating to the integration of acquisitions fall away. There were deferred consideration payments in the period of 1.6 million euros and related M&A and integration costs of 0.4 million euros. We do not expect to pay any further deferred consideration in the current 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 2.7 million of this facility. This leaves the group exiting the quarter with cash at 0.7 million euros. plus remaining undrawn facility of 2.1 million euros, giving a total available liquidity of 2.8 million euros. We expect this liquidity to be sufficient for the group's requirements. Go to the next slide. This slide shows the total 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 division, we've had a net cash burn in recent quarters. As these investments are completed and operating cash improves, we've seen this cash burn decrease. Year on year, the Q2 free cash flow burn has decreased by 40% from 1 million euros to 0.6 million euros. Seasonality of large payments being that the Q2 has seen a planned small increase in free cash flow burn on quarter on quarter. But overall, the pattern remains a downward trend and we're on track to reach net cash generation before the end of 2023. Moving to the next slide. Now moving on 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 acquisition. The four represents the impairment of the physio test goodwill already discussed. Cash and borrowings we've already covered. Trade and other receivables have increased in line with the increase in revenue. Deferred revenue is primarily generated by physio tools and Champion Health who bill up front for 12-month or longer contracts. Deferred tax arises on the intangible asset balance recognised on acquisition and will unwind over the period of the amortisation of these assets. Deferred consideration relates to the Champion Health Plus, formerly Rehab Plus, well now in Champion Health acquisitions. As already outlined, all deferred consideration related to physio tests has now been released following a signed agreement with former management. And that's all from me, so I'll pass you back to Henrik.

Thank you, Charlotte. Let me revisit the strategy, a bit of product market fit, and then we'll take some questions. Just looking at this, the value proposition is very much in line with what's going on in the world. At the top there, people want a holistic offering with what they do. They don't want four or five apps to solve a range of problems. They want one place to go just to make things nice and simple. So we do this, we bundle this, we do this very nicely on both sides. of our business. And this represents a true product market fit. And looking at what companies need, what consumers need, we're right in line with that, despite a very challenging macro climate for a lot of our target markets. So we're in the right place at the right time, doing the right things. And further to that, we are supported by this macro environment rather than prevented by it. We have some challenges in certain geos when it comes to payment speeds and larger, longer range agreements, for example, that we see in the UK. There's nothing telling us that there's something in this environment that is not working in our favor. As I said in the introduction, we're a little bit selective in terms of what opportunities we work with because we look at things like what the counterparty risks are, what the payment speeds are, what the margins are on these contracts and the We do occasionally say no to things because we do want to remain with this profitable, cashflow-generating growth that has been in the DNA of this company ever since its founding. And at the bottom there, just to sum that up, this creates a balanced portfolio of revenue opportunities. It's an all-weather situation and it's an all-weather company. And this is something that's really, really paving the way for nice, stable, lean growth going forward, supported by some great leaders and a great team throughout, I think we're on four continents now, 13 nationalities. But just reiterating, There on the right side, our financial goals remain in place. As you saw from the illustration over the profitability on the two divisions, you can see that we very much have a history of clocking in very high with our margins on the life case side of things. And so this is built into the virtual walls of this company. And it's not something that we plan on changing anytime soon. So the financial goals in terms of top line growth and with margins, they remain in place. And There's obviously value in cash creation that puts us in a very comfortable position with the liquidity that we have, and that will last us for the future. And look out for cash flow positivity in Q4 because that remains a target for us. Okay, that is it for our presentation. Happy now to take questions in the Q&A. So you have a little Q&A function at the bottom. And I will now... read these out loud and then we'll answer those live. Okay, first question here. Can you elaborate on the development in Life Care's growth and what we can expect going forward? Will we continue to see more offsets in one-off build fees on the back of the profitability focus? I'll answer the second part of that question first, because the way that remote therapeutic monitoring works and some of the integrations that we've seen with big EMR providers like Epic and also Salesforce, they have a big, big EMR focus. That means that we do quite a lot of bespoke work just to set those ecosystems up for our customers. there will continue to be one of revenue on that side of things, which is actually very nice for cash flow and it's highly, you know, it's highly accretive for the business. So there's really no paper there and there's no clear trend there in between the product mix, where we might see a little bit less activity in our custom apps for medium-sized businesses. we are actually seeing that enterprises are stepping up the game, especially in the US market, which is actually the first ones out of the global macro slump. And so it is a mature ecosystem. It's a mature product. We continue to see nice high margin growth across the board. You see the ecosystem is growing. You see a lot of the enterprise deals are moving. So there's really no change in the development of what we see there in terms of that growth. Yeah, that's an answer. If you want to follow up questions, I just feel free to drop that in the Q&A. All right, second question here. During the last quarters, we have seen an expansion of the cost base. Now in Q2 23, it's stabilized versus last quarter. How should we look at the cost base from now on, focusing on cost optimization initiatives as a backdrop And were there any seasonal effects in the cost base this quarter? Well, I'll hand over to Charlotte for the seasonal effects in the cost base. We mentioned that Q2, that is a heavy quarter, but we'll get some more details on that. We always cost optimize. One of our values is be a smart spender, not a big spender. It always was. So we always look at how to do things efficiently with the right size of team, making sure that we cut corners where we can without compromising the quality of the output or doing something that is detrimental to the wellbeing of our teams. And it's always been that way. And so we have some really, really smart engineers, for example, they wake up every single morning and they think about how can we do this better and faster and more productive and to save costs and not to put money in the pockets of third parties or, any other providers where it doesn't make sense. So we always have had that mentality, regardless of specific campaigns that we've done for cost savings. We've stepped up a little bit. So we have reiterated that value, be a smart spender, not a big spender, quite a lot in the last few months, just to have people really think a little bit extra about cost optimizations. So it's really just tweaking up or like increasing the temperature on that a little bit but it's not it's not a cost cutting sort of initiative in that way that's specific like we're cutting costs now temporarily and then we're going to go back to basics it's always been that way uh handing over to charlotte there for for the seasonal effects on the cost base yes so as you'll have seen on the cash basis there is um q2 is a heavy

cost quarter from a P&L basis where those are spread over the year. There's no particular seasonality impact of Q2. And what you'll just see is the The impact of revenue coming up pulls our costs up in some of our revenue streams. There is a cost of delivery, but counteracting that, we're doing a lot of work on cost optimization.

You'll see that in the PLL. You'll also see that in the balance sheet, the capitalized costs. So those two opposing factors will continue to work against each other, the cost base.

Thank you, Charlotte. What can we expect in terms of margin improvements from here? And I'm just going to reiterate where I said that it's an ongoing effort. Be smart spenders, not big spenders. Also be selective about revenue opportunities. We are really, really... pushing on the wellness side of things, dealing with very high demand, obviously. So you can see the acceleration on that side of the business is very strong. It's lower margins. So that sort of creates a challenge for the optimization piece that we're doing. But we have absolutely turned the corner on that. It's absolutely in the mentality of all those great leaders that we have in the wellness division, just really focusing on running businesses in a lean way focusing on you know great growth lean growth and just just thinking about being smart spenders really charlotte if you have something more in terms of the outlook on margins and modern improvements and cash flow positivity that'd be great yeah well of course on an absolute basis we expect ebitda to continue to grow and we always have this sort of

factor of the quicker wellness grows, the more the margin depression sort of aspect hits. So exactly when that trough will turn a corner and start raising, you know, could be in a quarter or two or three, but the absolute margin, the absolute EBITDA will continue to grow.

And we're also focusing on costs on a whole. So we will continue to optimize where we can in the capitalized costs as well.

Thank you, Charlotte. Question here. Can you share any insights on the Champion Health product-led growth launch and progress? Just to summarize, that's created an interesting route in for small to medium-sized companies to get in touch with Champion Health and the team and to get onboarded on something that was more of an enterprise solution earlier. So it's performing according to plan. And yeah, we expect some really, really nice things out of that. Because after all, in terms of the number of companies out in the world, 99%. of companies are small to mid-size. And so only the 1% of companies out in the world are enterprises. And it can get pretty crowded being a provider into enterprises. And so it's really a competitive advantage to be able to cater to both, which if you read the history on Physitrack and Lifecare, this is exactly what we did. We did enterprise and small to mid-size companies with product-led growth and sales-led growth. So Yeah, it's very promising. It's very exciting to have that in place. What are the next steps countries to launch for Champion Health? Well, the next launch is going to be the US market, and this is what we're working on very closely. Of course, the Anglo markets are open because of the language situation. They are open for business development. We don't have any active campaigns going on in other DOs besides the UK. We work with multinationals. That gives us exposure to a lot of DOs at the same time. But the US is very much the priority in terms of new markets. It's an ongoing process. I can't give you a timeline at the moment, but that's an exciting opportunity for us, for sure. Next question. Have former physiotherapists, now Champion Health Nordic, thank you for noticing, great rebrand, by the way, have they managed to reverse the negative growth trend? Yes, they have. And this is very, very nice to see. Big kudos to to Christopher and Alexander for solidifying the market presence, for securing existing contracts and continuing to grow with new and exciting companies and also with tenders. And that's a very, very nice, development of that entity. And they've acted as pure entrepreneurs. They've looked not only at the revenue situation, they've looked at the cost base, they've looked at optimizations. They've very much taken that PhysiTrack DNA and they've built that into the walls of Champion Health Nordic. If you look at that page, it's a beautiful rebrand project that was done in conjunction with the Champion Health guys in the UK. A perfect example of cross-group synergies. What are our expectations for Champion Health Nordic? I expect them to knock it out of the park client by client. We don't have any forecasts on the revenue streams, but so far so good with what they have done. And hopefully they can return to net double digit growth over time and nice profitability. And I have all the confidence in the world with those guys. Go Sweden. We have a question here on the, how do you feel about the 0.4% sequential Q1 to Q2 growth? Was that expected? Yes, it was pretty much expected. You have some seasonality in our book of business. You have with how the world works when things get a little bit warmer. with the summer month and the way that people run with their tenders, you tend to have a taper when you come closer to the end of Q2. And a lot of tenders are started at the beginning of the year for what we do. You go in and you pitch them towards mid-year, people take a summer holiday, they come back in the fall, which is why you have that gap. that seasonality. It's less of a seasonality effect than it used to be. We used to have a pretty big drop off when you came into Q2, Q3 for us, and then you'd have a really, really big swing up in Q4, as people finalize tenders and they have to invest money that they might have in the budget. So yeah, long story short, it was expected. And so, yeah, nothing there that has any cause for concern for us. All right, I will give it another five seconds. If anybody wants to ask a question, pop it in the chat. Otherwise, I just wanted to thank everybody. Thank you, Charlotte. Thank you to the amazing teams of PhysiTrack, PhysiTools, Champion Health, WellNow, and all those guys for really delivering, in our view, a very, very nice portrait. Thank you very much, everybody. And we'll see you again soon. Take care.