VibroSense Dynamics AB

Ja, god morgon och välkomna till vår presentation av bolagets delårsrapport 2 som gäller för perioden den 1 oktober 2024 till och med den 31 december 2024. The company has recently changed the calendar year from broken to calendar year. This means that the current calendar year consists of six quarters. This means that the calendar year stretches from July 1, 2024 to December 31, 2025. Today's presentation is usually done by the company's CEO, and then it gives the guest the opportunity to ask questions. You do this by clicking on the chat icon at the bottom of the screen. And it's good to ask questions in both Swedish and English. And then the presentation will also be recorded so that it will then be posted on our YouTube channel for those who have not had the opportunity to be on this broadcast. And yes, with those words, I'll hand it over to Tarek. Welcome.

Thank you. Welcome to Vibeson's Dynamics, this year's report. I'm going to share my screen. Most of you may know VibroSense Dynamics and our product VibroSense Myte 2, but we may have some that are new here in our audience, so I'm just going to go through a little bit quickly who we are and what we do. VibroSense Dynamics is a medical technology company and we have developed a product called FibroSense Meter 2. It is a medical equipment for measuring vibration sensitivity in hands and feet, which enables early diagnosis of nerve damage. And nerve damage that can occur in the case of wrist-vibration syndrome, diabetic neuropathy, cell-induced neuropathy, but in general peripheral nerve damage in hands and feet. Our focus is, of course, to use our technology to previously detect neuropathy before the clinical symptoms occur, monitor the development of the disease, monitor employees and patients, and see the effects of preventive measures or treatments. Integrate, of course, in the preventive care program for hand-and-vibration symptoms, diabetes, life-induced neuropathy, to simply monitor the co-workers and patients and discover possible changes in early stages so that you can implement preventive measures. After the short introduction of Arbetsnätsmytet, I thought I would go into the financial overview. The net revenue for the quarter is about 463 000 SEK and the result for the quarter before the tax is about 969 000 SEK. We have a loss in revenue in Q2 compared to the previous year, which is a result of the company's strategic transition to work internationally via distributors and OEM partners, rather than through direct distribution. We have reduced traffic costs in the second quarter. which is about 14% compared to the previous period. We will continue to focus on cost-effective decisions in our organization, but with that said, we will also maintain the same quality when it comes to our products, services, boats and activities. We have an improved result, and even though we have a decline in revenues, the result has improved. This is mainly due to the cost savings measures and stricter cost controls that we have had. And that has contributed to the fact that we have a higher profitability. To sum up the second quarter, we will continue to work with the regulatory approval in China. Our distributor, our cooperation partner, UMK, submitted a completion to NMPA, which is the authority that takes care of the regulatory processes and regulatory approval processes. Under kvartalet har vi inga förändringar vad gäller vårt preliminära beräknade godkännande i Kina som är avfört under april 2025. Vi har genomfört utbildningar både vad gäller produkter, tjänster från Arbetssäkerhetsdynamik men också säljutbildningar, marknadsföringsutbildningar, for UMCare's sales team and marketing team, because when we have the product in place, we want to make an optimal launch of our work-time meter 2 in China. We continue to have a good and close dialogue with UMCare, and we will continue to work with marketing materials, and also with regards to congresses, which I will talk a little more about in the coming slides. Vi har en ny distributör i Finland, LifeMed Oy. Vi har genomfört utbildningar för våra nya distributörer i Finland, kring våra produkter och tjänster, vad gäller VibroSense Meter 2. Vi har också planlagt utbildning för deras säljteam. Vi ser fram emot ett gott samarbete med LifeMed och att utveckla gemensamt marknadsföringsstrategier och regelbundna utföljningar i Finland för att We have also announced that Avanava has taken a decision to cancel Vibesense under 2025. The agreement will be held on the 1st of May. The first indication that we also communicated is that we do not see that it will have a significant impact on the current fiscal year. For the coming fiscal year, it is very clear to speculate around today. About Avonova, they have used our system since 2020 and they have implemented VibroSense Mitre 2 to be able to offer their customers a higher quality. They have been very pleased, we have had a very good collaboration with Avonova during these years. But because of an increased competition, they have put their costs above and we have a price-pressure market when it comes to company health care in Sweden. And in connection with this, they have drawn close to their customer service within Vibration. We also have a new distributor in Singapore and Hong Kong. We welcome QSD Technologies as a new distributor. They have also delivered a first system to Hong Kong, Royal Dutchness Children's Hospital. They have been trained in terms of products, installations, service and sport. But we also have planned a sales and marketing strategy training discussion that will be conducted with their sales and marketing team to launch our product in Singapore and Hong Kong. Vi har även ett jurapatent registrerat på en princip som mäter hudtemperaturen automatiskt och trådlöst före och under en undersökning vilket säkerställer mätkvaliteten. If we look at our focus for 2025, we will continue to focus on growth in new markets through distributors and partners. We took the first steps in Finland, Singapore and Hong Kong. We will look at other countries, both in Europe and abroad, where we have the opportunity to sell our product with MDR classification certification. We will also look at developing guidelines together with specialist associations to standardize preventive care and patients with high risk for neuropathy. There we say that today's guidelines, as we have previously communicated, in some cases I don't recommend the methods that are more objective, more operator-oriented. Rather, I recommend the methods that are older-dominant, maybe not sensitive to discover injuries in an early stage. When you discover some injuries, it's too late. Vi vill också såklart jobba med regionala kampanjer och delta i kongresser för att utöka vår närvaro internationellt. En av de kongresserna som vi planerar att vara med på är UChina International Medical Equipment Fair via The World Distributor UM Care som kommer att ställa ut. at this big congress in Shanghai in April, where we also plan to participate, maybe not as exhibitors, but via our partner UMKM. But as exhibitors, we plan to participate at the Peripheral Nerve Society annual meeting in Edinburgh in May, where there will be about 1,000 participants who are doctors, researchers, companies that work with peripheral nerve injuries, that is, the segment that we are In terms of operations, we have a good, continuous dialogue with UMCare regarding the processes, operations, marketing activities, marketing materials that are important and that we will focus a lot on in the coming quarter. We have a new product specialist on site since January that focuses a lot on the direct distribution. We also had a user meeting for work and environmental medicine clinics and companies that use our equipment for HIV-2 during January, where we had doctors and nurses who worked with our method. We could gather in Malmö, discuss HIV-2, exchange experiences and workshops where we discuss how Medical checks are carried out, how to do it in a better way and how to increase awareness of the use of good objective methods and good methods for training in hand and arm vibration therapy. It was a very good meeting. We had good lecturers, professors who are active in the area. We had lecturers from companies in Sweden. We also want to continue to work with our distributors, give them support, give them training, both in Finland and in Hong Kong, also on the distributors that we will have in the future. So we will put up a training package, a launch package, so that they can have the tools needed to launch our product in the markets they operate in in a good and optimal way. And of course, it is an important part of our work to collect feedback that we made during the user meeting we had in January for Arbets- och miljömedicinkliniker and Fötthålshälsovården. Collecting feedback regarding our product and their ideas and their thoughts on how to further develop the product, but also other indications that you can use the product in and improvements. With that said, I think that was my last slide, and I want to thank you for listening to me and I look forward to your questions.

Tack så hemskt mycket för det Tarek. Det var innehållsrikt men också snabbt och bra väntedaget. Nu går det bra att ställa frågor här. Det finns då som sagt en chat-ikon så om ni har några direkta frågor så går det bra att skriva ner dem där. Yes, we've got one here, Tarek. You might have mentioned it, but we can take it anyway. Is there a plan to develop additional functions or applications for Vibration Meter 2 to address new medical indications?

Yes, we can say that we have recently updated our soft choice regarding diabetes based on the results and statistics. Of course, we have ongoing projects in cell-induced peripheral neuropathy. It is a very interesting segment considering the number of people who get nerve damage from cell poisoning. which we of course want to develop further, and maybe work with the prediction model. But we have also looked at the possibilities regarding how VARBOSEN-CoV-2 can be used for assessment of carpal tunnel syndrome. It is also very early to discuss this now, but a preliminary study has been carried out there, because we know that there are many people who Yes, thank you.

I have another question here. How do you view financial needs today and in the future?

Yes, as you can see in our report, we have a well-filled budget. We also have a ongoing option program, TOC-V, with a release in May 2025. The requirement is at least 30% discount on 20 days of VAT. So it can add approximately 19 million kronor to the company. With this money, we have the opportunity to expand our investments, including in China, but also commercially in the other countries.

Well, here comes a question that is similar to that. It says, what are the rate rates for the stock, according to you?

Yes, it's... I don't really know how to comment on that.

What I can say is that the discount on the technical option is 30% on the 20 days VEVA. But it's up to a maximum of 2.25 kronor. So if the rate is 4 kronor, it will be a much higher discount. But that doesn't mean that we say that the rate is 4 kronor or something like that. It's something that the market has to decide for itself. I've got another question here. How is it going in Germany? That's an interesting question.

Yes, it is going well in Germany because we have opened a dialogue with the technical health insurance company, which is one of the major insurers, where we will introduce a concept for how our method can be used by clinicians to discover possible changes in of diabetic patients. To be able to put in a preventive measure at the right time. Maybe prevent foot pain and amputations. Because we know that a foot pain and an amputation for healthcare costs a lot of money. And it also costs a lot of money for the insurance companies. Can you find methods that can to discover earlier changes and implement preventive measures, where we have also shown that you can actually prevent diabetes neuropathy if you discover it in time, and you can prevent foot sores and amputations if you discover it in time. And this is the concept that we will discuss further. We have other ongoing activities in Germany, of course. We have a consultant who works in Germany. So yes, activities are ongoing there.

The German insurance system is quite complex. There are reimbursement codes and hospitals and clinics. All of this is linked to a fairly extensive organization. But the ones who pay are the insurance companies. You as an employee can determine where you want to insure yourself. Den partner vi nu pratar med heter Tekniker Krankenkasse. Det är tio procent av Tysklands arbetsförare som är försäkrade hos dem. Som de uttrycker det är att de vill erbjuda något mera. De vill kunna erbjuda sina kunder något extra. Därför tycker de att det här låter intressant. Det är en dialog vi har pratat om. Let's start up. Okay. Are we on?

There are so many questions that are coming up now.

How do you see the China Agreement and how do you expect it to affect you?

I don't really know what the purpose of the China Agreement is.

I would guess that it's a question of how it affects us financially. That is, how much income we get because of this.

We have a deal with UMKR that will generate around 3.7 million euros to the company. So for that reason, China is an important market for us. But we shouldn't forget that China is the biggest market when it comes to diabetes and neuropathy. So it's a gigantic market. We have a great partner there, UMCare, which is a very big player in China. Both when it comes to hospitals, healthcare, that they offer health care services, but also as a an actor as a distributor in China.

Yes, and what do you own? What are the 70 hospitals that you own in the current situation?

Yes, they have close to 70 hospitals in China and they have close to 300 distributors. So it is a large group that we will cooperate very closely with when the NIPA is in place.

Yes, we can also mention that our product specialist Angela Mann is from China. She comes from Shanghai. She lived in Sweden a little before Friday. But it's a thought behind it to recruit her as a product specialist. She will be a very strong support for us when we go to China. Given that NMP has said thank you during this time we are talking about. But the entire China agreement is actually 3.8 million euros. 3,8 million euros, I think that's what it is. And it's been extended for three years. But we're not going out today and sharing how it's been expanded, but we're waiting until we've received a message, and then we'll see how we go out and test it. But notice, it's my 3,8 million euros. There's nothing that says that we need to stop there. But as usual, when you're interested in a new product, it's upstart and so on. There are finished calls, minimum calls per quarter. under three years, and it will then start directly from the fact that we have received the certificate. Now someone else is coming in and says, you hint a lot, does that mean it's bull? Yes, it's probably the question on the stock exchange rate. Yes, that assessment can be done yourself. We as a company can't go out and say, well, it can and can, but we don't do that at all. Men förutsättningarna ser väl ganska bra ut som det ser ut nu, kan man väl säga. Eller till och med riktigt bra, eller hur, Tarek?

Ja, absolut.

Ja, vi har en annan fråga som kom in här. Hur ser personalomsättningen ut eller organisationen ut för kommande kvartal? Kan du kommentera det någonting, Tarek?

Ja, det kan jag göra. As I just mentioned, we have hired a product specialist who will work with both drug sales and also support our distributors in their respective markets in the future. But for the future, we also want to expand the organization in terms of R&D with software engineers, QA, regulatory affairs, regulatory approval and quality assurance. We also want to increase our organization when it comes to service and support, but it is also important to mention that we want to increase our commercial team. Angela, who started in January, is the first step there, but we want to hire people in the commercial team It's our distributors, but their job is to use the direct sales in those countries where we don't have any distributors.

So with that, I thank you for me, Erik.

I thank you also for me. Thanks for listening to us.