Newtopia Inc.

Good afternoon, ladies and gentlemen, and welcome to Netopia Incorporated's third quarter 2024 earnings call. At this time, all lines are in listen-only mode. If at any time during this call you require immediate assistance, please press star zero for the operator. This call is being recorded on Wednesday, 27th of November, 2024. I would now like to turn the conference over to Ms. Rikki Benny, Senior Vice President of Experience and Operations. Please go ahead.

Good evening, and welcome to Newtopia's third quarter 2024 earnings conference call. I'm Rikki Benne, Senior Vice President with Newtopia. Joining me today are Jeff Ruby, Founder and Chief Executive Officer, Colin Swenson, Chief Financial Officer, and Lara Dodo, Chief Growth and Operating Officer. Please note that today's call is being broadcast live over the internet and will also be archived for both telephone and online listening upon completion of the call. Details on how to access the replays are available in the company's press release issued this afternoon and can be found on the investor section of Newtopia's website at www.newtopia.com. Before we begin, let me remind you that certain matters discussed during today's call could constitute forward-looking statements, which are subject to certain risks and uncertainties relating to Newtopia's future financial and business performance. Actual results could therefore differ materially from those anticipated in such forward-looking statements. Zootopia is under no obligation to update any forward-looking statements discussed today, and investors are cautioned not to place undue reliance upon these statements. The risk factors that may affect results are detailed in Zootopia's Periodical Results and Registration Statements, which you can access via the CDAR Plus database at www.cdarplus.ca. Also, please note that all figures stated on today's call are in Canadian dollars unless otherwise noted. I would now like to turn the call over to Jeff Ruby, founder and CEO of Newtopia. Please go ahead, Jeff.

Thank you, Rikki, and thank you to everyone for joining us today for our Q3 earnings call. I would like to speak about the progress we are making in some key growth areas for Newtopia, along with several macro trends taking shape in the U.S. that we anticipate will be positive for our business and industry. Afterwards, Colin will review financial results for Q3, and Laura will provide further details on Neutopia's commercial opportunities. Beginning with our industry-first randomized controlled clinical trial sponsored by Aetna in 2013 and extending to the Fortune 500 employers that have adopted our solution, Neutopia has consistently delivered participant weight loss and reductions in A1C that are not only clinically significant, but also sustainable over time. we continued delivering on that trend during Q3. This has translated into meaningful cost savings for our employer partners and program sponsors and has improved the health and well-being for the more than 100,000 individuals whom we have served, irrespective of their referral path, geography, health equity, or socioeconomic status. While our outcomes have never been better, we've also continued making operational enhancements to our business and cost structure in an effort to pave the way towards profitability in 2025. Our industry-leading results come at a time of significant inflection for metabolic health, particularly in the US market, where the age of Ozempic is about to meet a new US government administration with identified health leaders who for the first time are calling to make America healthier again by tackling the chronic lifestyle disease burden. There are still more questions than answers, about what all this means regarding policy changes, but one thing is certain. Newtopia's proven habit change methodology, as a standalone or as a GLP companion, is more relevant and consequential today to risk-bearing employers, public and private health plans, and value-based providers than ever before. One area of growth we focused on this quarter was a new strategic partnership with an innovative new supplemental insurance provider to offer our proven habit change platform to thousands of U.S. workers as a fully covered benefit starting in 2025. A payvider is a healthcare model that combines the roles of a payer and a provider, integrating care delivery and financing. The payvider model aims to improve patient outcomes by streamlining healthcare delivery and reducing costs. It's a response to the growing need for value-based care, which focuses on patient outcomes rather than the volume of services provided. This exciting new partnership exposes Newtopia to an entirely new channel of business in supplemental insurance with a payvider that is consistent with Newtopia's own mission, dedicated to cultivating whole health and well-being in its members. The payvider's platform already serves some of the U.S. industry's largest employers, which together represent millions of workers. As a fully covered benefit on the platform, Newtopia will provide its best-in-class habit change platform, combining personalized coaching, nutrition, exercise, and mental and emotional well-being support to the approximately 50% of plan members at risk of metabolic disease, with no out-of-pocket costs to the individuals served. Plan members will also have access to Nootopia's rapidly growing GLP-1 companion offerings, GLP-1 Ally and GLP-1 Stain, which are designed to help individuals taking GLP-1 medications maintain and their clinically significant weight loss and healthier lifestyles, even when they transition off of the medication entirely. Based on Utopia's historic success in rolling up to 25% of at-risk individuals depending on the employer environment, full coverage, and a physician-directed introduction, this new partnership channel has the potential to meaningfully accelerate new-time top-line participant acquisition in order to reach cash flow positivity and profitability in 2025. A second focus during the quarter was on continuing to deliver high engagement rates and clinically significant outcomes to secure key client renewals and expanded contracts with existing clients, including Fortune 500 and Fortune 10 innovators. A third focus was on partnership development with clinical discovery and health AI leaders on how we can leverage Neutopia's habit change capabilities alongside our broad data set to advance clinical trials and novel drug development to aid in the prevention of metabolic diseases, paving the way for sustainable long-term health improvements. Other significant milestones include the upcoming completion of our 12-month Whole Health Coaching Project in partnership with the Heartland Whole Health Institute that aims to increase member or participant activation and engagement, improve health, and reduce costs for care while simultaneously increasing desired utilization by closing gaps in care. Thus far, we have delivered our best results to date to our provider-referred participants from Community Clinic and employer-referred participants from Arvest Bank. We are looking forward to sharing the complete results and the impact Newtopia has had on the communities we have been able to serve when we report our fourth quarter results in the new year. Laura will later share some high-level outcomes we have already evaluated.

I'll now turn the call over to Colin to review our financial results. Thanks, Jeff. It's great to speak with everyone again today.

As Jeff laid out, we're excited for the next chapter of Newtopia's evolution and for the opportunities that await us in the near term. These opportunities will benefit Newtopia as a company while improving the health and lives of each of the individuals we serve. From a financial perspective, Q3 2024 revenue totaled $1.0 million, compared to $2.4 million in the prior year period. This decline was driven by the loss of a client, as well as a structural incentive change at an existing client, which has impacted our 2024 volumes. In collaboration with said client, however, we're actively working to offset these declines moving forward. Gross profit from core operations was $0.4 million, or 37% of revenue for Q3 2024. In addition to some seasonality at play, we made the deliberate decision to carry some excess health coaching capacity of our best and brightest in conjunction with our ongoing strategic process. This will position us to deliver exceptional health outcomes right out of the gate once near-term opportunities are activated in 2025. From an expense standpoint, selling general and administrative expenses totaled $1.0 million for Q3 2024, an improvement of 16% year over year. Similar to prior quarters, this improvement is the result of reduced marketing activities, tightening our belt on non-critical vendor spend, and headcount reductions. Technology and development expenses totaled $0.4 million, an improvement of 18% year over year. Adjusted operating expenses, which exclude share-based compensation, improved by 16% to $1.3 million versus $1.6 million in Q3 2023. EBITDA totaled a loss of $987,000, driven by the previously discussed top-line headwinds, compared to a gain of $21,000 in the prior year. Thank you all for your time today. I'll now turn the call over to Lara.

Thanks, Colin, and good evening, everyone. Over the last quarter, our teams have continued to demonstrate resilience and operational grit. During the quarter, we continued to facilitate staff reductions without negatively impacting participant or client experience. We won a new strategic commercial channel and continue to generate innovative thought leadership supported by our data and research. Jeff spoke about our commercial wins over the past quarter, as well as Newtopia's continued growth drivers. I will dig into these topics a bit more. We recently announced a payvita win that tackles two of our three strategic drivers, innovation partnerships and GLPs. This partnership exposes the company to an entirely new channel of business in supplemental insurance with a payvita that is consistent with Nutopia's own mission, dedicated to cultivating whole health and well-being in its members. The payvita's platform already serves some of the US industry's largest insurers and employers. which together represent millions of workers. As a fully covered benefit on the platform, Nutopia will provide best-in-class habit change platform, combining personalized coaching, nutrition, exercise, and mental and emotional well-being support to the approximately 50% of plan members at risk of cardiometabolic disease with no out-of-pocket costs to the individual served. Plan members will also have access to Neutopia's rapidly growing GLP-1 companion offerings, GLP-1 Ally and GLP-1 Sustain, which are designed to help individuals taking GLP-1 medications maintain their clinically significant weight loss and healthier lifestyles, even when they've transitioned off the medication entirely. A recent existing client renewal that also tackles two of the three growth drivers previously discussed includes one of our longest-standing Fortune 500 employer clients who is expanding Utopia to spouses and will also be launching Utopia's GLP-1 Ally and Sustain programs across all of their GLP-1 users in the first quarter of 2025. In addition, Utopia has renewed numerous self-insured employer contracts. Noteworthy is the renewal of a longtime Fortune 10 partner, where engagement and clinical outcomes continue to exceed Nutopia's book of business expectations. They are delivering 72% engagement on a target of 70% across 12 months, and close to 50% of their enrolled population is at clinically significant weight loss of 5% on a target of 25. Another noteworthy renewal is a self-insured employer in the financial sector who launched in 2024 after demonstrating a launch period that superseded its enrollment target by over 45%, and whose engagement is well above Nutopia's target. This financial services client is at 83% engagement year-to-date, and by the sixth month in the program has already met and exceeded a 12-month target of 25% of an enrolled population, a clinically significant weight loss of 5%. Our third growth driver relates to partnering with health AI and clinical discovery innovators to improve our collective ability to deliver best-in-breed outcomes that prevent, reverse, and slow chronic disease. This past quarter, we continued exploratory discussions and analysis to enable the strategy. We are hopeful that we will have tangible results to report in the next quarter on the front. Lastly, as Jeff alluded to earlier, we are heading towards the one-year mark of the health coaching demonstration project we launched at the end of 2023 with Alice Watson's Heartland Whole Health Institute and the Community Clinic. The data from these results will be likely published in the first half of 2025. The current trend line of these outcomes point to this population comprised of Medicaid, Medicare, and commercial lives that have a high propensity of chronic disease comorbidity to have exceeded 70% engagement across the 12 months, and have also exceeded the target of 25% of the enrolled population to be at 5% weight loss or greater. In addition, qualitative data shows through effective habit change coaching with Utopia, these participants have taken ownership of their health, delivering sustainable cost savings. It has been a busy third quarter, and the fourth quarter is panning out to be the same. We remain positive about Nootopia's positioning and ability to participate in solving the classic health issues of metabolic syndrome and also further enthused by the new momentum that is and will continue to be driven by the demand for GLP-1s and health AI. I will now hand over to Jeff Ruby to conclude.

Thanks, Lara. Nootopia continues to demonstrate industry-leading engagement in sustainable clinical outcomes for body weight reduction and metabolic risk reduction at a time when 75% of the population is either overweight or obese, and the crisis of metabolic disease is being discussed at the highest levels of government. We continue to pursue deeper relationships with leading innovator clients while winning new business partnerships and leveraging our key assets to contribute to the emerging health AI space. I want to thank our entire team at Nutopia for your efforts this quarter as always. It's not easy pioneering prevention, in a healthcare system that often values illness over healthy living. I also want to thank all of our shareholders for your ongoing support of Nootopia. We look forward to speaking on future earning calls.

Have a great evening and a happy, healthy holiday season.

This concludes today's conference call. Thank you very much for your participation. You may now disconnect.