FBIO - NASDAQ

Ladies and gentlemen, thank you for standing by. Good afternoon and welcome to the Journey Medical's Third Quarter 2022 Financial Results and Corporate Update Conference Call. At this time, all participants are in a listen-only mode. [Operator Instructions] Participants of this call are advised that the audio of this conference call is being broadcast live over the Internet and is also being recorded for playback purposes. A webcast replay of the call will be available approximately one hour after the end of the call for approximately 30 days. I would now like to turn the conference call over to Matt Blazei of CORE IR the company's Investor Relations firm. Please go ahead.

Good afternoon and thank you for participating in today's conference call. Joining me from Journey Medical Corporation's leadership team are Claude Maraoui, Co-Founder President and Chief Executive Officer; Ernie De Paolantonio, Chief Financial Officer; Ramsey Alloush, General Counsel; and Dr. Srinivas Sidgiddi, VP of Clinical Development and Medical Affairs who will be joining us for the Q&A session. During this call management will be making forward-looking statements including statements that address Journey Medical’s expectations for future performance or operational results. Forward-looking statements involve risks and other factors that may cause actual results to differ materially from those statements. For more information about these risks, please refer to the risk factors described in Journey Medical's most recently filed periodic reports on Form 10-K and Form 10-Q. The Form 8-K filed with the SEC today and the company's press release that accompanies this call, particularly the cautionary statements in it. Today's conference call includes non-GAAP financial measures that Journey Medical believes can be useful in evaluating its performance. You should not consider this additional information in isolation or as a substitute for results prepared in accordance with GAAP. For a reconciliation of this non-GAAP financial measure to net loss, its most directly comparable GAAP financial measure, please see the reconciliation table located in the company's earnings press release. The content of this call contains time sensitive information that is accurate only as of today, November 10, 2022. Except as required by law, Journey Medical disclaims any obligation to publicly update or revise any information to reflect events or circumstances that occur after this call. It is now my pleasure to turn the call over to Claude Maraoui, Co-Founder, President and Chief Executive Officers of Journey Medical. Thank you.

Thanks, Matt. Good afternoon, and thanks to everyone for joining our third quarter 2022 conference call. While third quarter financial results did not meet our expectations, we continue to report record revenues for the nine months ended September 30, 2022 of $57.7 million, which is 26% greater than revenues for the nine months ended of the prior year of $45.1 million. Third quarter revenue was $16.1 million, which was $3.5 million less than the third quarter of 2021. In addition to the macroeconomic challenges faced by our sector, which limited our growth in the third quarter, Targadox revenue for the quarter was $4 million less when compared against third quarter of the prior year, reflecting the continued impact of generic competition for the brand. However, this shortfall was partially offset by an increase in Accutane revenue of $0.6 million or a 17% increase versus the third quarter of the prior year. Our flagship products Qbrexza and Accutane along with the contributions of our newly launched products, Amzeeq and

Thanks, Claude, and hello, everyone. I will now review the third quarter financial results. Total revenue was $16.1 million for the three month period ended September 30, 2022, a decrease of $3.5 million from $19.6 million for the three month period ended September 30, 2021. The decrease is primarily driven by a $4 million reduction due to generic competition of Targadox that was partially offset by an increase in Accutane revenue of $0.6 million versus the same period in 2021. Other incremental product revenue of $1.7 million versus 2021 during the three month period ended September 30, 2022, was driven by our newly acquired and launched products Amzeeq and

Thank you, Ernie. Our strategy with our product portfolio expansion has been designed to pivot during the lifecycle challenges that we have faced over the last few quarters with Targadox. And we remain optimistic about the future performance of our newly launched products heading into 2023. We are also excited about completing enrollment for both Phase 3 clinical trials for DFD-29 this calendar year, and the launch of another prescription product to add to our portfolio. With a strong financial foundation and continued momentum with our new products, we expect to achieve another year of record revenues in 2022. I will now turn the call over to the operator for questions. Thank you.

[Operator Instructions] Our first question comes from Scott Henry with ROTH Capital.

Yes, I thought the results were kind of within expectations but sort of at the low end. I guess the question is, since you're tracking at the low end, granted, it may be a macro environment issue, do you make some adjustments? I mean, because you've added so much to sales force, and you're not necessarily getting the return that you thought you'd get from that investment. Sometimes you got to make adjustments as it plays out. What are your thoughts on that?

Hi, Scott. This is Claude. I'll take that one. So, yes, our third quarter revenue of $16.1 million was on the lower side. I think as we enter Q4, I think we're ramping things up here. So that's a positive. We've already taken care of October. And we are looking at a various number of ways to cause efficiencies throughout the whole organization, from marketing expenses to operating expenses, and so forth. But our plan is to grow our prescription base and our commercial team certainly has the ability and capability to do that. And we expect good things coming up here. So we'll look at everything, and we'll take many things into consideration.

Now, if I heard you -- do you feel pretty confident that there will be sequential growth from Q3 of this year to Q4?

We haven't -- as you know, and I know, I get this question repeatedly, we just haven't given any guidance yet. Like I did say, I think we're off to a better start to Q4 than we did in Q3. So that's certainly pointing in the right direction. And I think, the trends are looking better. So we'll see where we end up at the end of the quarter. We've launched now four assets within the last 15, 16 months or so, and we're starting to get a good understanding of the landscape. Some of the products such as Amzeeq and

Okay. Just on one specific product, I know that Accutane, yes, it was up over last third quarter, but it was down sequentially. How do you think about that product? I mean, it's been a great brand regardless. But do you think, we're kind of at the plateau where we're just looking to match I guess in that 4 million to 5 million range, or do you think there's room for growth from here? Or is it even 4 million, maybe that's a big number per quarter?

Yes, I mean, as I look historically, right, it's relatively new product. We've been averaging, like you said, first quarter, we did about 4.9 million; second quarter this year, we did about 5.2 million; in Q3, the isotretinoin market was down. We still held our market share at about 11.2%. Revenues for Accutane came in about 4.1 plus for the quarter. So, the run rate is looking close to 19 million to 20 million for the year. And we're at 11% market share. Do we see more opportunity as we move forward into 2023? The answer is, absolutely. We have gone from seventh position entering the marketplace in last position when we started out with zero prescriptions. We now have climbed up already to the third position. So we've made great gains moving up four positions already in the marketplace. And I think we've got some good strategies and good tactical programs to really come in a strong fashion in 2023. It comes down to execution. But there certainly is a lot more room in that brand in my perspective.

And just two very small questions. First, you know, that 9.5 million wire fraud situation. Given that it's in cryptocurrency, how do you even think about how much money can come back to you? I assume it's less than that. But you don't know what price it went in, what price it came out? Any color on what you think you could get back out of that transaction?

Sure, yes, great question. I'm going to pass that off to Ramsey Alloush, our general counsel.

Great. Hi, Scott. As you mentioned, we were victims back in September of 2021 of that cyber theft. The FBI did inform us that they’ve recovered a significant portion. It did get converted into cryptocurrency, as you mentioned. So we are -- right now what we know is it’s sitting in cryptocurrency. And so I guess at the time in which the administrative proceedings are complete and the money is transferred back into U.S. dollars, it will all depend on where -- using Bitcoin, for example, as the measurement where that is in terms of dollars.

I guess we will wait and see. Final question, just that anti-itch product, is that still on track for a fourth quarter? Or I guess it'd be a very near term launch?

Yes. Absolutely. That's the anticipated timetable that we've given in the past. We had our supply issues in that, were rectified for us in July with Ximino and Exelderm, we're glad to say that, that was taken care of. And now we continue to work with our manufacturer for this particular brand. And it's frustrating for us. We anticipated having this a lot earlier. But from COVID potential impacts, if there's someone on the line that gets COVID, we get to move back to the line and start all over on the queue. When there are various excipients and tubes that are supposed to take typically 12 weeks are taking 16 to 18 weeks. So everything seems to keep getting pushed back and back further on the CMO part. In terms of the commercial readiness, in terms of training the sales force, in terms of our marketing messages, materials, we're ready to go. It's really just waiting for the manufacturing to take place on this approved product. So we are at the mercy of the manufacturer. We are in constant communications on a weekly basis with them. And it's been kind of up and down. We feel good. And then they hit us with a setback. So I believe it's coming here in the very near future. I just don't have a date for you.

Our next question comes from Brandon Folkes with Cantor Fitzgerald.

Can you maybe just talk a little bit about to Qbrexza, just how you viewing that product. How you are doing the progress there? And then secondly, in terms of 100 million opportunity you put out there, can you contextualize how large of incremental commercial investments you think you may need behind DFD-29 to achieve that 100 million? And apologies if I missed this, was it just U.S. or worldwide? And then maybe lastly, have you said anything about the commercial opportunity for the anti-itch product? Thank you very much.

Sure. Okay. Thanks, Brandon, good to hear you. I will begin that regarding Qbrexza. So just to kind of give a level set and let you know how this brand is doing in terms of execution from the field and the demand that we're generating for this. If you take a look at year 2020, again, using Symphony data, the total prescriptions for that were 92,000. That was under the realm at the time of Dermira, which was part of Eli Lilly. And then in 2021, with Qbrexza, we finished the acquisition, brought over the set towards the middle to the end of May. That year, it ended up hitting 98,000 in prescriptions. And now at a full year through nine months of 2022, right now, if we just average out the last few months of the year, we're looking at approximately anywhere from 115,000 prescriptions to 120,000 prescriptions, if that were to happen on the average, which would be a 20% plus gain over last year. So when I look at it from that perspective, and when we rely on a highly tenured commercial sales team, I see a lot of progress there in that front. And then in terms of revenue and what it's generating for us on a regular quarterly cycle, we're looking at anywhere between $6 million to $7 million. So when we take a look at through nine months, Qbrexza by itself has brought in just about $20 million in three months. We still have this full quarter to go in Q4. And then when you add on top of that as well the additional milestone revenue that we received from our partners Maruho in Japan, a milestone payment of $2.5 million, you're looking at a potential run rate from $28 million to $30 million. So I think that the brand is doing well. It's meeting our expectations. We certainly believe with the successful settlement that we had, that’s going all the way out to 2030, that we have ample room to grow this brand over time. And we've been doing a very strong effort on the DTC front and search engine optimization, and then owning the offices with our providers and dermatologists. So on that front I think Qbrexza is well in a good position. We certainly want to ramp it up some more. And this is a market really that's being created, right? Patients are not even aware that this is really a disease. They're not aware that they can get provided a product that typically has 77% of patients reporting that their underarm sweating is much better to moderately better in just four weeks of utilization. So this has all the characteristics of building a brand that's significantly more than $30 million over time. In terms of DFD-29, this is a -- we have rights to it globally with a few exceptions. I'm going to have Ramsey talk about that. And then also discuss a little bit more about the financial backing regarding DFD-29, perhaps Ernie will jump in there.

Thanks, Claude. Hello, Brandon. Just to answer your question in terms of the peak revenues of the $100 million, we were looking at that U.S.-only. As Claude mentioned, we do have global rates, subject to a few exceptions, that includes what we know as the BRIC countries, Brazil, Russia, India, and China, as well as what they call the CIS countries, which are some small, old -- smaller older, Eastern European countries. And so we do see opportunities, not only in Europe, but in Japan and other markets, as well to be able to either co-develop our outlicense or develop ourselves. So there's definitely potential outside of the U.S. And I think I'll hand it over to Ernie to discuss, I think the question was commercial spends to get this thing up and running to that point.

Yes. Hi, Brandon. On the commercial side of it, there will be additional marketing expenses as you would expect to get the product up and running. Similar to that of the other products that we have, we hadn't given guidance. And in addition to that, there will be other commercial expenses, for once the territories are identified and once the number of sales reps are identified. So there will be additional expenses for the sales force for marketing and probably some other things, I don't know MSLs or whatever. But we haven't really given guidance on that fact. But probably, similar percentage that we would spend in the introduction of one of our other brands as well.

Our next question comes from Kalpit Patel with B. Riley.

This is Andy on for Kalpit, and thank you for taking the questions. I know you guys aren't providing revenue guidance at this time. But maybe looking out into 2023, do you expect revenue growth from Qbrexza, Accutane, Amzeeq and

Hi, Andy. This is Claude, nice to say hello. So in terms of Targadox, really the competition with the generic out there, I really think that 2022 we're really taking the brunt of this competition. So that's where really we're getting impacted the most. And I think we've been forthright and detailed on that. So as 2023 enters, we'll see Targadox becoming less material for the revenue base in terms of our legacy brands. Now, the remaining legacy brands would be really considered for us are Ximino as well as Exelderm really taking the bulk of the revenue. And I actually really believe that Ximino and Exelderm are going to hold their own quite well in 2023. So we're not really anticipating declines with those two assets. So the base should hold strong with legacy brands for 2023. Now, in terms of our newly launched brands, it certainly is our expectations that we're going to get growth from each of these brands in 2023. And certainly that is part of our brand plan and our overall arching strategy.

And then -- then maybe one additional question to dig a little bit deeper on Accutane. You mentioned that your market share held in this product, but you saw kind of a decline in the overall market. Can you elaborate a little bit on that, whether it was macro related or something else or what's taking place there?

Sure. The market itself is down. When you take a look at Q3 over Q2 2022, you're looking at about a 12% decline in the market itself. So what that is necessarily attributable? I can't tell you a 100%. But so lots of times, there are a lot less people going into the dermatology office. This is a product once a patient is on it, they're typically on it for anywhere from four to six months, but you're not necessarily getting as many new patients on. So, that really is for the entire market, not just our particular brand. But, like you mentioned, and as I mentioned, that 11% plus 11.12% share that we've had has been very consistent. And I think I forgot to mention earlier, that with each prescription that we get, it quantifies back into approximately 1.6 to 1.8 units sold per month. So that's also a very good positive attribute that the brand has.

This concludes our question-and-answer session. I would like to turn the conference back over to Claude Maraoui for any closing remarks.

Yes, appreciate it. And really just wanted to thank you all for participating in today's call, for your interest in Journey Medical. We look forward to sharing our ongoing progress when we report fourth quarter and year-end results in March. Thanks and have a good day.