VibroSense Dynamics AB

There is a great deal of memory of the healthcare sector for new, better and more precise instruments, measurement methods and analysis methods. This is not just us who say it, but above all we say it in hospitals, both in Sweden and abroad. And of course, we have a solution to that. It's a technology that we own, called multi-frequency vibrametry. And the instrument that we work with is called Vibrosense Meter 2. The advantage of this instrument and this technology, when compared to what is on the market, is that we can identify and detect peripheral nerve damage very early. We can follow up over time, we store it in a database, För vårdens del innebär detta också att man får en mycket tidigare och mer specifik diagnos, kan ställa det av en periferisk närmskade och kan sätta in åtgärder i förebyggande syfte för de patienter som drabbas av detta. Så väldigt viktigt. Några ord här om kvartalet som har gått, och första kvartalet, vi har ju brutit räkenskapsår. Som ni ser, för er som är med oss och tittar på webben och inte bara lyssnar, Vi omsätter netto 546 000 under första kvartalet och det är faktiskt femte kvartalet nu i rad som vi ökar nettomsättningen jämförelsevis med samma period föregående år. Jag är väl medveten om att det fortfarande inte är någon stora siffra men det är en tydlig trend och en indikation på att marknaden accepterar det vi gör. Vi känner oss ganska taggade och stolta och det är en bra känsla med att det repeterar sig kvartal efter kvartal här. The result of the tax is somewhat lower in this period, nothing that we are specifically worried about. There is a reason. We have had increased costs for patents, patent registrations and also marketing. I will talk a little about it, but we have been participating in some congresses here during the first quarter and it has also cost a lot of money, so it is very natural for us. We have a good control of our costs and we feel safe with that. The revenues will come from the sale of instruments, but also from licensing and rental payments. It is important for us that every time we sell or rent an instrument, we also invoice annually in the coming years as long as we use our technology and instrument. a license fee or a lease agreement depending on how the agreement with this customer looks. And that makes us build a base for everything that was delivered last year, sold or rented out, there will be new income all the time and that base is important for us in our business model, it is what makes it so attractive for us. We base the result on this. FHV stands for business health care, it is still the largest source of income, but diabetes, which we focus a lot on now, we notice that it is growing and In the last quarter, about 30% of the company's revenue comes from diabetes. Finally, as I have said a few times, we have had and have a positive sales trend. We feel that we have a support. I'm not going to say that it's a storm that comes with us in the back, but it's a pretty nice soft breeze that makes us be able to lift this a few quarters in a row now. We are happy for that and we feel inspired by it too. I will start with diabetes. As I said, I have had a very good start on the new bill. I am aiming for this quarter, of course. Our goals, and I always have this with me, because I want all of you who have heard to hear it again, and those who are new to it, to hear it for the first time. We have a clear strategy. We are working on the markets we are working on, with establishing reference clinics, and what we call Key Opinion Leaders, KOL. In the next step, go out to a wider customer base. But the first step is important. It is often a university clinic or a clinic that we can use as an ambassador for us and our technology in the next stage. Talk to us and work with us on this market. It is important to get them here. It takes some time in the beginning, but it is well invested time and it is an important job for us to do. Vi har haft en bra kvart under första kvartalet. Normalt sett juli, augusti, september är inga fantastiska månader inom sjukvården vad det gäller försäljning. Jag har jobbat många år med sårläkning och oktopedi. Samma sak där så det är inte specifikt för oss. Men vi hade en bra sista kvartal, alltså sista månader innan sommaren, april, maj, juni. Vi har kunnat fortsätta rida på den vågen och faktiskt kunna kapitalisera på det vi gjorde under våren. and even in the summer for some part, so that we can have a little flying start here now in the fall and it feels really good. We have delivered new instruments during Q1, both in Sweden and abroad, but among other things to Skånes University Hospital here in Malmö. So as we were a little bit aware of earlier, we see that the number of license revenues and that is also rents, they are increasing successively and this is our, as I said, our base that is important for us and what we can ride on. We have also been able to look at some new prospects during the last few months, potential customers. We have exciting discussions with new clinics, both in Sweden and abroad, which we will see where it results in. Too early to say anything right now. We are trying to communicate in PM as often as we can. If we don't have a PM, we will write a newsletter, but we will tell you more about this in the fall. But very exciting. We have, as I said, been with two congresses and exhibitions. This is in line with our strategy. We have said this earlier in our part-time reports and also in our communiqué earlier this year, that we will invest more during this year of recognition in becoming more visible and more active at these types of meetings. It is important, because there we meet our existing customers, but we also meet new potential customers, so it is important for us to be visible. Neurodiab och EOSD träffade de kunderna vi vill göra både inom forskningsvärlden och även inom läkarkåren och den medicinska kliniska vården inom framförallt området diabetes men även neurologi så det är lite bredare. Neurodiab var en kongress och en utställning kopplad till detta som gick i Thessaloniki i slutet på september. EASD followed the week after, the first week in October in Hamburg. And a little lucky for us, Hamburg is in Germany. Germany is a market that we invest extra on, as some of you probably know. So that's why EASD was also very important. But both of these congresses have created new opportunities for us. And we have been able to get in touch with new potential customers, but also received inquiries from new markets. So we are very pleased with this participation that we have made in these two exhibitions. And we look forward to what can come now after Efter årsskiftet egentligen vad vi ska göra utomlands på liknande kongresser, fast inte just de här två specifikt. Vi har också en rustresurs i Tyskland, eller en person ska jag säga, det är den resursen jag refererar till, som vi har kontrakterat. We have launched a small start-up during the summer that we have talked about earlier, but we are now launching and looking for more contacts, customer clinics on the German market. And that's what we can say in this situation. But we have a lot of room for this and it is also a lead in our strategy. We are moving forward in Germany and Germany is still important to us now. We will invest a lot in Germany. As for China, which also has We are about to submit an application for regulatory approval in China. HAFs, Handle Vibrations Syndrome, is the core area we come from. I just want to be clear that even if we don't talk so much about HAFs or business health care or environmental medicine, this is still very important to us. We have a large customer, our largest individual customer, called Avonova Hälsa, who is a Swedish actor in business health care, one of the three largest actors on the market in Sweden. They have a large number of instruments and the collaboration is of course important for us. I have said this a few times now that we continue to develop positively. It may sound a little silly, but it really does. We will deepen the collaboration. It's not just about selling new instruments. We also discuss projects to get closer to each other and expand this collaboration, how we can help Avonova to strengthen the market. And thanks to Avonova and also the instruments that they have historically sold and used, our license and housing revenues are increasing as they were in the previous base in our sales. Vi fortsätter också att titta på möjligheter för att hitta ytterligare en stor partner. Och det är också någonting som vi har återkommit till. Och då tänker vi alltså, FHV är alltså företagshälsor, men vi tänker en partner i Norden, kanske framförallt Sverige. Det finns några stycken, om inte många, men som har samma dignitet och storlek som Avonova. Och det arbete som Avonova gör ute på marknaden, man är aktiva, man syns med vårt instrument, det gör ju också att vi får en del förfrågningar. Men detta är ett arbete som är långsiktigt. De här stora koncernen och organisationerna, de fattar inte beslut direkt. Men vi arbetar på detta och det är vår målsättning att hitta en partner inom just företagshälsovård i samma dignitet och storlek som Abonova. Det som inte står där, som jag ändå kan lägga till, det finns en mindre konstellation i Sverige som heter Riksnära Företagshälsa. Det är en fristående organisation, inköpsorganisation av So they are 44 small or medium-sized companies. And they have a collection twice a year that normally suppliers don't come to. But we were invited this year to come and tell more about our technology. So Tony was there about a month ago. I got to talk to a number of representatives from Riksantia företagshälsa around Sweden, present our technology, our instrument, and we had a number of interesting discussions immediately after the meeting that we were positive about, and we'll see what that leads to. But not only these big actors are important to us, but of course also the smaller companies. So we're not releasing company health care, but we're still focusing on diabetes. So during 2023-2024, Detta är en strategi som vi jobbar efter nu under det här räkenskapsåret. Det kan bli finjusteringar, men ni ska känna igen den här bilden. Vår målsättning är att skala upp vår märksamhet, öka omsättningen. Det är vårt absoluta fokus. I takt med detta också börja söka, som vi gör just nu i de nationella samarbetspartner på de marknader vi agerar, distribution and sales, so that not only we ourselves go out and sell this, but it is part of our business model. We do not work with creating and building our own sales core, but we find co-operative partners who take care of our sales and distribution, so that's where we are active right now. We focus on three geographical areas, the north, Germany and China, no secrets either, I have talked about it a lot. Vi fortsätter också vår utrullning av diabetes-puttskrivning i både Norden och Tyskland i dagsläget. Det arbetet vi gör är att bygga vidare etablerade referenskliniker och ge opinion leaders, alltså ambassadörer, för att när det sen går ner, det har vi påbörjat i arbetet till övriga kliniker för att attrahera nästa segment under de här tunga referensklinikerna. Och sist men inte minst vara aktiva på svenska internationella kongresser. De två exemplen jag nämnde här nu i september och oktober, där vi var med i två exempel på detta, And then last but not least, we are approaching a regulatory approval or an application for regulatory approval. And then, eventually, a prepared product launch in China. These are our four points that we strategically have our main priorities and our main focus on this year. We are today Jag återkommer gärna till den här bilden för att vi vill att den ska växa. Vi finns på den nordiska marknaden idag. Vi har vår största bas, men vi har börjat röra oss ut i Tyskland, som ni ser på den här bilden. Vi har ett antal referenskliniker som är viktiga för oss och som vi kan referera till när vi träffar nya kunder. Den här kartan ska bli ännu mer blå framåt, har vi tänkt, och det är det som vi jobbar hårt efter. Till sist, min sista slide idag. I'd like to sum up. The trend we've had for the last four years is now a quarter of a century. The trend is that sales are going up, successively. An increase of 45.5% compared to the previous year. A big percentage, less in the crown and the ear, but we're on the right track. There's growth in the business sector. We're getting confirmation from the market, which is important. Vi hoppas att under nästa kvartal kunna vara ännu mer positiva i det vi säger. Jag känner mig ganska grundad och jordar så jag vill inte överdriva någonstans, men vi har en medgång nu och den känns väldigt bra. Vi ser också möjligheter på export. Vi får det bekräftat när vi är på de internationella kongresserna. Precis som vi skriver i delårsrapporten, jag har inte sagt det nu idag, men på EASD så har man då de läkare som sitter i de här organisationerna, till exempel det som heter NeuroDiab, har möten på de här kongressen och där fick vi ett omnämnande av en av de tyngre läkarna inom diabetes som vi är väldigt stolta över och som betyder mycket för det gör också att vi kommer på kartan på ett annat sätt internationellt bland de som jobbar kliniskt med diabetesvård och det är viktigt för oss. Och sist men inte minst då, vi närmar oss då ansökan mot ett regulatoriskt godkännande i Kina, försäljningsdag 2024. So we are very strengthened by, I say this on this picture of the last two quarters, but actually, I was going to say the last five quarters, but specifically the last two, and see that the conditions and the trend will continue during this fiscal year 2023-2024, which extends to the end of June next year. That's my picture today, and what I was going to say. So now I and Tony are going to open up for some questions, if there are any.

Thank you, Hans. A good presentation as always. There is one thing I would like to add. It's about Neurodiav. I was there with my colleague. There is a trend in diabetes. It's not just Neurodiav. We see it all over Europe. It's what we call a one-stop-shop. And that means that diabetes care today has become aware that it is very important now to collect and do these studies that are done in different ways today. på en gång och behandla det precis som en provtagning rikets om så att innan läkaren överhuvudtaget träffar patienterna så har man gjort alla de här undersökningarna och där passar vårt instrument in utomordentligt bra. Så det är en stark trend och vi ser det här från flera aktörer och vi har faktiskt flera pågående förfrågningar kring just det här. Men okej, jag vet inte Hans, är det något du vill tillägga kring den biten?

No, it's a good summary, and that's how the big clinics work in Sweden as well. To be able to carry out these investigations together, at one time, to save time and move time from the doctors to the nurses, which is a cheaper resource, but that's the fact.