Tristel (LSE:TSTL) — Interim Results

0:01 Good morning, and welcome to the TRISTEL PLC Interim Results Investor Presentation. Throughout this recorded presentation, investors will be in listen only mode. Questions are encouraged and they can be submitted at any time using the Q and A tab situated on the right hand corner of your screen. Simply type in your questions and press send. Before we begin, I would like to submit the following poll, and I would now like to hand you over to the management team of TRISTEL. Matt, morning to you.

0:27 Hi. Good morning. Thank you for joining us today for TRISTEL's interim results, h one, financial year 2026. I'm joined today by, Anna Russell, TRISTEL's CFO, and Julia Shapanova, who's TRISTEL's executive director. Appreciate that, Yulia may be a new name to some of the investors that are joining us today. So let me just give a a brief background into her. She's been executive director at TRISTEL, and president of our US subsidiary. This year actually marks her twentieth year, with TRISTEL, so she's a very long serving member of the team. Yulia has, really, been an instrumental part of the the leadership team. She executed the scientific program with the FDA, securing our US market entry, and really has been leading our commercial efforts with working on the launch of our two key products there, ultrasound and OPH.

1:29 As we go through the presentation, Julia will be updating you all on the progress we're making in The USA. So that being said, let me just also take a moment to acknowledge, the announcement that was made, earlier this year that I will be stepping down as chief executive at the end of the financial year. This was a deeply considered, personal decision. TRISTEL is a business with, exceptional people, a strong depth in its leadership, and a very strategic, clear strategic, outlook and trajectory.

2:11 A little bit of background as to my reason why. Essentially, I was offered a once in a lifetime opportunity, that was impossible to turn down. But I do leave TRISTEL with the thought that, the future is very bright. I remain fully committed, to the business until the end of the financial year and supporting with a smooth transition as the business looks to identify its next chief executive. I am very confident, that the business is well positioned, to deliver long term shareholder value. And as you will see from the set of results that we present today, the the company continues to go from strength to strength.

3:01 And as I said, the future is very bright, for TRISTEL. That being said, let's start with the presentation. I appreciate that there may be some some new investors joining us today. So let me just take a brief moment to explain, TRISTEL, who we are, and what we do. TRISTEL is a infection prevention company. We, use our highly differentiated chlorine dioxide chemistry in order to prevent the transmission of microbes from patient to patient or patient to caregiver. What we do is, pretty unique, and we address a, unmet need in the market by providing high level disinfection at the point of care.

3:50 I can answer some further questions. If people have questions about the sort of the products we offer and and what we do, but what I suggest is, I now hand over to Anna who will take you through, the financial performance in the first half of the year. Thank you, Oman. Good morning, everyone. I will walk you through our financial highlights. I'm very proud to present a strong set of numbers for the first half of the financial year. These are unaudited figures in our interim figures. We've been very happy to see 14% growth in revenues, reaching a record level of GBP 25,600,000. The growth came up both from our home market, our UK market, as well as overseas markets, and we're very happy to to see six fold growth in The US that we will tell you more about.

4:43 That growth flows through the p and l with expanding margins. So our adjusted profit before tax went up by 11% to 5,500,000. Adjusted EBITDA was up by 17%, and our adjusted EPS is at 9.36p. The adjusted measures are adjusted basically for share based payments and and exceptional items which are related to CEO and CFO succession costs. Our cash and deposits reached 13,300,000. We remain debt free, and we are planning for the interim dividend of $5.68 pence to be paid in April. I will move on to show our key indicators.

5:32 I believe they are a strong reflection of our very good track record historically of of financial performance. The first graph shows revenue track record, which, as you can see, has been consistently growing with a very short, flat period during COVID times. What I'm very happy to to see is that both this year as well as last year, we see a big portion of the growth coming from volume rather than price gains, meaning that we are delivering more procedures and then gaming market. In terms of expanding cash generation, another KPI we are very proud of, we have generated $6,700,000 in cash in the first half of the year, and we continuously improve the cash flow generation kind of quarter by quarter.

6:24 And that, of course, allows us also to for progressive dividends. When it comes to profitability, the bottom graph, we are currently at 9029% of adjusted EBITDA margin, which is well above our commitment of 25%, and we believe that the outlook for the year remains similar. I have a summarized income statement here. There is also a complete income statement in the appendix to the presentation and, of course, in our interims. These are unaudited figures. I have already mentioned the the top line growth. Maybe another thing that's that's worth attention here is impact on our gross gross margin. So we we had 81% gross margin compared to 82% in the first half of last year. The reason for that is that we have insourced production of of wipes,

7:22 and we already see the full cost impact of that in the first half of the year, so with increased depreciation as well as production staff. However, the savings have just started to be realized in the first half of the year, and we believe that the full rate of savings will be visible in the second half of the year, which is £300,000 per hour estimate. And that's basically because we had we had to sell off the inventory of the wipes that were purchased from the supplier prior to the insourcing project. Another development you can see here is increased administration and distribution expenses. That's really reflecting our strategy to continue investment in sales and marketing. We you will also notice probably an increase in depreciation and amortization, and that's partially driven by by the insourcing of the wax machine, but we but partially also by £300,000 right of of intangibles.

8:19 Our adjusted PBT margin, it's at 21%. The the adjusted profit before tax went up by by 11%. And as I mentioned before, our margins remain above the commitment. Looking at some balance sheet KPIs that I would like to draw your attention to. So firstly, net working capital that we have a strong balance have have When sheet. It we comes to return on capital employed, we also see very strong ratio. We are currently at 25% ROCE, and that speaks very well to our to the long term value creation.

9:16 And finally, progressive dividends. So as as many of you know, we have been every year paying increasing the dividends paid. And we also this year, we aim at honoring the commitment for progressive dividends in the year And the announced interim dividend is at $5.68. That's that's flat compared to the first half of last year. However, in the full year, we we we still plan to to increase the dividend per share. Complete balance sheet or, I would say, summarized balance sheet here with a complete one in the appendix. I will not go through the details here because there are no major movements, and the balance sheet remains strong, cash positive, which gives us really plenty of financial capacity to support our investments and growth initiatives.

10:09 The following slide, I will spend a little bit more time on. That's our geographic performance. So on constant currency basis, the group has grown by 12.4%. And on in our home market, UK, we've seen continuously strong growth, only nearly 13% growth, which benefited from both procedure increase as well as very strong performance of our surface disinfection product line. What's important here to acknowledge as well is that we had a bit of a positive seasonality impact with some large NHS orders at the end of last calendar year. When it comes to the to the other European countries, we are very encouraged by the by the recovery of French market, which grew at 13%.

10:57 We have strong leadership there. We have seen growth there coming from our core products in the TRISTEL medical device disinfection range as well as some increased utilization in our in our large accounts. Italian market has also grown 13%, also coming from our core products in medical device, the contamination range. What we have also seen in Italy is an increased number in tenders for high level disinfection, which for us means a mixture of of contracting existing sales as well as new demand

11:35 as we as we won these tenders. In other European countries, we also see double digit growth, and we continue to invest there with the expectation to see further growth in the future. The APAC region is a little bit of a mixed performance. As you can see here, we have grown 0.3%. There are pockets of business there where we had very strong growth, double digit growth in Singapore and Malaysia, for example. However, in other markets, we had a bit of a challenge, and I think specifically China, similarly to what other medical device companies have seen, we also saw a market slowdown in China in the first half of this year.

12:20 We are traditional traditionally targeting mostly private private hospitals, and we have seen some bankruptcies of the customers there. It seems to be related to the change in local policy and and how the health care system is being financed. So we will monitor the situation going forward. And, of course, we are looking at also diversifying more into other hospital types. I believe this is everything about the geographical geographical performance. I will spend a little bit more time on the explaining the American revenue streams, which I'm sure you're interested to hear much more about. And following this section, Julia will present in-depth the performance on The US market.

13:06 So here, if we would like to look at global currency, our direct product sale has performed very well. As as you know, we have launched in the first half of this year a TRISTEL OPH product, and that growth is or growth related to that launch is is in the first line of direct product sales. We are very happy with that performance. It has been it has been really taken up by customers faster than we expected. Our royalties, which are related to TRISTEL ULD, sales have reached £116,000. That's more than a complete annual royalties from last year, so we're also very happy to to see that. And finally, our distributor sales in Canada and Chile have also shown double digit growth.

13:55 And with that, I'm going to pass to you. Yeah. Good morning, everyone. Thank you, Anna. I'll talk to you provide a little bit of insight into USA performance. We had a strong first half. For TRISTEL Alt, our high level disinfectant of ultrasound probes, the in market sales are approaching 1,000,000 US dollars, contributing a 153,000 in net profit through royalty income. The sales volumes represent 320,000 procedures, equating three times the procedure numbers from the same period last year. The growth is well balanced. We are seeing increased utilization within existing accounts alongside a healthy pipeline of new opportunities.

14:49 High level disinfection of ultrasound probes is performed across various departments in hospitals. For example, urology, emergency departments, radiology. Once we enter the health care system to address their immediate clinical need, we then focus on expanding product use across additional departments. Over the past three months, our partners have onboarded 19 new sites, and the team is currently progressing with 150 hot leads in evaluation stage with a further 140 in active engagement. Based on our current momentum sorry. Something happened on my screen. Based on the current momentum, we expect to exceed 2,000,000 in in market sales by year end, providing a strong platform to achieve and potentially accelerate our five year projections for capturing 4% market share by 2030.

15:52 We have opportunity in high level disinfection of ultrasound probes is developed in partnership with Parker Laboratories, a privately owned market leader in ultrasound gels with a sixty year heritage. The Parker sales team is fully trained and well established. Parker has invested over the last two years to build a team of 10 sales representatives. Parker operates through a well established network of national distributors, including Medline, Henry Schein, Cardinal Health, ensuring broad market access. In addition, Parker has recently secured agreements with group purchasing organizations, further streamlining procurement processes and expanding product availability through users' preferred vendors.

16:39 The strategic partnerships with ultrasound probe manufacturers create valuable opportunities for core marketing and referrals. For example, our collaboration with BK Medical and Exact Imaging, both specialists in urology, provides immediate referrals because TRISTEL PLC is the preferred solution for urology probes. Those specific devices do not fit into currently available automated reprocessing systems and allow us market entry into the hospitals.

17:18 The strong OEM relationships also support ongoing device compatibility validation. We have more than 1,200 probes already confirmed compatible with TRISTEL PLC. Inclusion of TRISTEL PLC in clinical standards together with positive feedback from a growing user base is strengthening user confidence.

17:41 Since launch, four key standards and guidelines have included chlorine dioxide foam as an appropriate high level disinfection solution for ultrasound probes. TRISTEL PLC has been selected for evaluation by ECRI, an independent not for profit organization that assesses medical technologies. The resulting report and discussion will be published in ECRI's membership magazine, and the membership represents 50% of US hospitals. This is a significant independent assessment of TRISTEL PLC, and it's also highlighting focus on ultrasound decontamination in clinical practices. We continue to receive excellent feedback from users, and TRISTEL Alt will be featured in educational session at APIP twenty twenty six, further raising awareness within the infection prevention community.

18:37 Our progress with TRISTEL OPH is equally strong. First half of financial year, the revenues are 88,000 and ahead of our initial expectations as we anticipated some lag within procurement process. We have an excellent distribution partner in Advancing Eye Care Group, and Advancing Eye Care distributes TRISTEL OPH through its portfolio of well established brands, which provides immediate access through its existing vendor contracts.

19:11 In preparation to our try TRISTEL PHDirect sales, we established a Boston based team comprising three roles, business development, marketing, and digital product specialist. With that, we have secured 43 active users and have 160 opportunities in evaluation and engagement stages. Some of America's leading eye providers are choosing TRISTEL P. H. The product is manufactured in The US by Parker Laboratories, and our gross margins are in line with group targets with the scope for further improvements as we scale up. To maintain momentum and build our initial user base, we're actively expanding our commercial footprint. We are recruiting sale sales representation in Midwest and West Coast.

20:02 We have signed a distribution agreement with Killer USA, a manufacturer and distributor of ophthalmic diagnostic devices, as well as supplier of wider equipment and consumables for ophthalmology clinics. Kila USA is primarily serving non hospital ophthalmology clinics and private practices, making this as a high highly complementary expansion alongside our direct sales teams that targets hospitals. We are also developing partnership with ophthalmic device manufacturers. These collaborations create multiple commercial touch points for us through referrals, marketing opportunities, and post submission opportunities, educational webinar opportunities.

20:48 Together, they all strengthen our market visibility and support adoption and accelerate access to new users. Inclusion in device specific IFUs, instructions for use, remain an ongoing priority, and we're around 50% through implementing the updates of those device instructions for use. The multicenter study is underway with the intention of publishing findings in peer reviewed journals. The objectives of the study is to highlight the risks associated with the ophthalmic device use, point how the lack of current feasible disinfection procedures and lack of guidelines, document the experience hand on experience of TRISTEL OPH use, and ultimately provide best practice recommendations for high level disinfection of ophthalmic devices.

21:49 TRISTEL OPH is unique in enabling high level disinfection with minimal disruption to clinical workflows. This positions us strongly to establish a leading role in the high level disinfection of ophthalmic devices. With this, I'll conclude my update and hand over to Matt to talk about our future development. Excellent. Thank you, Yulia. As you can see, some really encouraging progress in The USA and some real continued momentum in the two products that we now have there. As we look to the future, you know, the TRISTEL story is is one

22:29 of continued investing for the, for future growth, and by realizing the opportunity ahead of ourselves. We do that many different ways and have many different strategic levers, which we are pulling. Obviously, the most, obvious is the investments that we do into our commercial teams, and that has continued. And, actually, the business has intentions to accelerate, that investments, as we look to the year ahead. As previously communicated to investors, the greatest, opportunity for growth, is the geographic expansion. And what I like to refer to is raising all boats. What do I mean by that? I mean by taking, those sort of the market share and, the leading position that we have in The UK market and replicating that in the other markets where we are present today.

23:23 And as Anna, outlined, you can see that we're starting to really sort of get some great traction, especially in our European markets. To augment that, obviously, we invest in the teams, and our plan this financial year was to have a a 9% increase in the number of heads that we had with the vast majority of those heads being invested in commercially facing, customer facing roles. Given the strength of the first half of this year and our our sort of the outlook that we have, we've decided to accelerate, and increase that investment. And we'll be adding a further 13 heads to our our commercial organization this year. Nine of those heads will be, will be, sort of by commercial salespeople, and four, which I'll come to talk about, will be more clinically focused.

24:17 Those investments are going where we are seeing the growth, so we're targeting those, towards, you know, the likes of Germany, France, Italy, The Middle East, and into Asia. And this really strengthens our route to market. It enables us to sort of build on what we have today to win more business as well as drive increased utilization in those accounts that they're using us today. Alongside this, we are, rolling out, a database sales effectiveness program using, sort of by a car sort of by globally, adhere to salesforce.com, CRM, as well as increasing our spending on promotional efforts and attendees attending, trades, exhibitions, etcetera.

25:12 We do recognize that, as part of this, we have to continually reinforce and expand our clinical leadership. TRISTEL obviously is is well known and and respected in the market, but we recognize that, physicians, and health care providers, buy from one another. They they buy from the recommendations. And and as the business grows and matures, it's also we need to continue to invest in this part of our team today. Today, we have, three full time equivalents that are focused on driving our medical affairs, our our clinical research, and we're gonna add to that. We're underway with recruiting a chief medical officer and also three clinical portfolio leads.

26:01 And, really, this is all about enhancing our our medical affairs capability, being able to invest more into some clinical evidence generation, drive more with regards to some guidelines, and also, expand our key key opinion leader, engagement program and build that app advocacy, around the globe. We've spoken about, our strategic, intent to, build on our sort of digital, foundation and drive our deep digital leadership. Today, we have, the three t platform, which is our sort of train, track, and trace, platform that supports the products and supports our customers today.

26:50 I've spoken about how we have this great, digital footprint with our customers and how we want to build on that and create a multi tier software as a service program. We are we have, those, development programs underway, and, the team are working hard, to sort of take what we have today and build a scalable recurring, digital revenue stream, for the business in the future. In addition to this, we also, in the first half of this year, launched our own sort of, like, private internal AI agents, which is really about, it's sort improving our operational workflow, and supporting us in our daily tasks.

27:37 This isn't about, replacing, AI replacing people's jobs. This is just about, alright, sort of, like, taking our internal data in a very controlled and closed way, and, you know, embracing technology to make the teams more effective and enable them to do more. And then finally, with regards to our digital leadership, we continue to expand, and sort of try to, react to customer, ask and requirements. And we've done that by sort of by enhancing our online commerce commerce platform, and having a webshop. We're in the process of launching this out to markets. So at the moment, it is only sort of, like, available in select geographical markets, but we are have plans and the and and the program is underway to to expand that out, across across the globe.

28:33 And then, you know, continuing to to develop into our products and ensuring that, as we look to the future, we have our product leadership. What I can say is, we launched, Busy Clean recently. That launch has has been, underway. The reaction from customers is extremely positive. It is really a wow product. It does genuinely get that kind of reaction from our customers when they see it. And we have some customers that have already purchased the products, But VisiClean is definitely reengaging us with customers, sort of reinforcing, Tristel's leadership in in this high level disinfection field, and, you know, enabling us to sort of grow our grow our business and expand our business. But we're not stopping there. Yeah. We have plans underway for new products in the medical device disinfection as well as the surface disinfection.

29:35 But we also have evolved in our approach. You know, we are now sort of entering a sort of a mentality about rapid prototyping and testing, failing fast, and then refining and moving forward. And what do I mean by that? Well, if we look at the medical device disinfection, we have a new product, that's meeting a current unmet needs by the customer, and we have a program and and a trial underway in one European market, that we are sort of testing, evaluating, refining our approach before we then move forward with the product development, and move to what we would class class as a commercial launch.

30:20 We're doing the same in the medical surface disinfection where we have identified again a significant unmet need by the customer, The current products on the market are not satisfying the customer needs. It's becoming a far far wider issue and something that we where we feel that our chlorine dioxide chemistry could play a role. So we have undertaken and currently have underway, seven different evaluations in multiple different, European markets where we are testing again, testing the water, rapid prototyping, and really refining our approach. So when we do move to commercial launch, we are we have a a much greater belief in our ability to drive a success, in that in that arena.

31:16 And we continue to sort of invest in sort of reinforcing our long term growth pipeline with new products. So as you can see, the first half has been a strong performance. We have, committed, to our investors, these metrics, and the our performance is also enabling us, to invest to ensure that we will have confidence in being able to meet these metrics as we look to the future. So our targets are for for between financial year twenty twenty five to financial year twenty thirty. We want to be able to drive double digits, revenue growth annually.

32:02 First half of this year, we achieved and delivered 14%. On the EBITDA, margin, the adjusted EBITDA margin, our commitment is to maintain a minimum of 25% annually. In the first half of this year, we achieved, 29%. And then on our dividend policy, you know, continue to pay a dividend. And as we've alluded to in this presentation, in the first half, we'll be paying a dividend of, 5.68p per share. So as we look to the future, what I can say to investors is the results are in line with expectations. The business remains firmly on track to meet the market expectations for financial year 2026.

32:53 We have our strategic plan, and we are investing and executing upon that plan. You know, we continue to, invest in our in our commercial leadership, our clinical leadership, for example, and we recognize that international market expansion is our greatest driver for growth. This raising all boats will lead to our future success. We are greatly encouraged by the progress we're making in The United States. That sort of commercial momentum is clear. The flywheel is driving faster, but it's also supported by the core underlying activities. As Julia spoke about, you know, those guidelines, you know, having had having now got four guidelines in place, something that normally takes many, many more years in other markets. The team have done a a really fantastic job in getting to this point.

33:47 Our awareness in the markets, the understanding of the power of carbon dioxide is there. We can see they're coming through both on the ultrasound, but also on the OPH product as well. And that early customer, adoption is incredibly encouraging. Our strategic, focus remains the same, you know, and TRISTEL remains well positioned to deliver long term shareholder value. So with that being said, that wraps up our presentation, and we'll now move to the questions and answers. That's great. Thank you very much indeed for your presentation. Ladies and gentlemen, please do continue to submit your questions using the q and a tab situated on the top right corner of your screen. While the company take a few moments to view those questions submitted today, I would like to remind you that recording of this presentation along with a copy of the slides and the published q and a can be accessed by our investor dashboard.

34:43 Anna, we have received a number of questions from today's meeting, and I wanted to start off the q and a session with the first one here, which reads as follows. What specifically is your strategy and operational actions for growing sales in The US as traction appears to be slow? Yeah. I'll take it. Of course. We have a strong, diverse infrastructure for distribution in place for TRISTEL PLC. It's with Parker and direct sales team as well as multiple distributors. We are seeing real progress through the last six months. Initial pace may have been slower than expected, but the work that we have carried out with inclusion of our technology in standards and guidelines, the work with key opinion leaders, and positive feedback from existing users are all making the difference.

35:42 We can really see that the pace of our progress is picking up. And with continued execution of our strategy, we are confident in delivering on the expectations that are set for next six months and beyond. And for the OPH specifically, we're investing in recruitment and expansion of the sales team. Thank you, Julia. Next up, two questions on Tropon. Nanosonics recently opened an office in The UK. What can you say to investors to ease the concerns about the competitive threat from Tropon? And the next one is how do you plan to outcompete Tropon in the long run? Let me take that one. It's interesting because NanoSonics has been direct in The UK market since 2013, 2014.

36:32 So, and I think they've had an office for a period of time. So, I I wouldn't say, recently, I've been in office and nothing's changed with regards to their their their operations in The UK as far as we're aware. You know, what I to add to build on that is, you know, continue to see NanoSonics as as a competitor. But when we look at our performance that we've had in The UK and and both of those of, like, of sort of the macro level, but also down on the customer level, we continue to win share. We continue to be successful. We continue to drive growth. So, we kind of coexist with the last, regards to the some nanosonics. You know, they do have customers in The UK, but we do not see, their presence having a negative impact on our performance, in The UK market. And and that's been the same, for the last decade or or or so.

37:29 Outside of The UK market, the same same can be said for, sort of other markets as well where some Nanasonics is is present. I suppose the sort of the real markets, where Nanasonics is is in The US market. And when you look at their financial results, you'll see that they're about 90% of their revenues come from The USA. So this is really where we are sort of competing. Nanosonics have been present in The US market for many more years than us. We're already just getting started. And what we're seeing is is that, you know, there are a number of customers in The USA where we are sort of addressing an unmet need where, you know, the the sort of the Nanasonics offering is not, sort of, like, acceptable to them or ideal for them. And, you know, we're able to sort of, like, provide a a solution to those to those customers.

38:20 As as our business builds and as we're seeing when we look to The US market, there are some instances where we have fully replaced sort of Nanosonics in those accounts. But on the main, we are cohabiting with them, and we're providing the same sort of, like, sort of solution to customers, which is high level disinfection. As we look, to the future, you know, we we feel with sort of the guidelines endorsing us, the traction we're getting, the independent sort of, like, organizations recommending us that will will become a a much stronger competitive threat to to to nanosonics in the future. Thank you, Matt. And I know you've spoken about The US in the previous question, but we had another one here on US tariffs.

39:06 How have US tariffs impacted the business? I mean, George, I can take it. I mean, we have not seen a significant impact from US tariffs, basically, because our partner that Julia referred to Parker Laboratories are manufacturing the products sold in The US on our licenses. So basically, we we this is the way that we have hedged against any changes in tariffs. Perfect. Thank you, Anna. Our next one here is, are you targeting certain background types of salespeople? Yeah. I I will say it's a it's a personal frustration of mine that we can't recruit salespeople as fast as I would like. And I have I have lots of discussions with with the sort of MDs around the world about their recruitment and and trying to accelerate.

39:57 We we are very choosy about the people that we we hire, and what we we want to have is ensure that, you know, we're we're getting people that really are able to sell the value of chlorine dioxide. And and part that is part of our success, and and I respect the fact that the MDs are really taking their time to find the right individuals. It's it's very easy to recruit a salesperson in medical to sell a medical device. But what you want is you want someone who truly believes in what they're selling. You know, a customer can tell the difference. Someone who is is an expert in the field is able to, be that consultant to that to the the customer, really support them, and that's what we look for. So, you know, our our recruitment is probably slower than I like would like from a a a a time perspective, but I I greatly respect, and and endorse the fact that we are taking our time to find the right candidates because if you have the right individuals, they're the ones that make a difference.

41:04 Perfect. Thank you. An investor asking here, do you sell to Scandinavian and Baltic markets? If not, do you plan to? Yes. We we do. We we have distributors in for all of the Scandinavian countries, and we work we work through through them. With regards to the Baltics, yes, we have distributors in in that part of the world as well. Thank you. Is sales profitability rather than volume to value part of any sales incentive program? What I what I would argue is, we, enjoy, sort of like, we enjoy high gross margins. We're a very profitable business.

41:52 So from our perspective, what we're looking to do is is to drive the utilization of our products, expand the number of procedures that we're being used on, and, sort of, like, ensure that, we don't, sort of don't, as a result of those efforts, dilute our profitability, by sort of sort of controlling and incentivizing, our teams accordingly. So what do I mean by that? Well, for us, we we track the number of procedures that we're being used on as well as looking at the sort of headline revenues. We have a tight control over our our pricing, both at a sort of global level and then, at a more local and and regional level.

42:40 And, also, we, focus on the product mix, and the split. So I what I would say is that, we are focused on profitable sales, but what we're primarily focused on is expanding our reach, and expanding our share and realizing the opportunity ahead because we we know that when we get the sale, that flows right the way through to the through the p and l. Thank you. Moving on topics to patterns. What patterns do you have, and when do they expire? Yeah. We have a a a suite and a family of patterns, and they they are both sort of like geographical in reach and also have a sort of a big reach in regards to sort of what they actually protect.

43:31 As I've explained to investors, in the past, you know, IP is not our only protection, and, the only sort of moat that we have for our business. We have at our core, we have a sort of trade secret about the way and the mechanism that we're able to create chlorine dioxide safely at the point of care. We also have, all the regulatory approvals around the world and and the national guidelines, endorsing, our our chemistry. And then as mentioned in the presentation, you know, the the working with the OEM, the original equipment manufacturers to have us written into their IFUs, and endorsing us is also another part of our defensive modes. So there are many different sort of layers with IP just being, one part of it.

44:26 Thank you. And the last question we've got here is, what is the worldwide market opportunity for VisiClean? Yeah. I I would point investors to our presentation that we gave in in October where we gave a bit more details on on VisiClean. So VisiClean is a visible verification that the health care provider has adequately cleans, the sort of ultrasound probe or the medical device, and also as a visible verification that the chlorine dioxide chemistry is is being affected. So if if you sort of, like, go and have a look at our presentation or some of the videos that the the the investor meets video from October last year, you'll be able to see us, demonstrating that and see it working in practice.

45:17 It is a sort of like an ancillary product to our duo, foam, offering that we have, and it really is about addressing the cleaning step before the high level, disinfection. So in the presentation we gave in October, we basically said, look. If we were to take if there was a be a one to one relationship between the number of Duro procedures that we sell, and all of those customers then, sort of using physically, we're looking at somewhere in the region of 15,000,000 sort of procedures, being done with Physically. So there's a there's a nice opportunity there for for us with Physically, and, you know, we recognize it as a a very sort of quite interesting and potentially profitable products within our fleet and our offering.

46:09 Perfect. That's great. Thank you for addressing those questions for investors today. But before we direct investors to provide you with their feedback, which one is particularly important to you and the company, Mark, could I please just ask you for a few closing comments? Yep. Absolutely. As investors can see, it's a, another set of, strong results from TRISTEL. You know, we continue just to sort of deliver as always against the market expectations, and we remain firmly, supplied in on track, to meet those guidelines. TRISTEL is a fantastic company with, great products, brilliant people, and the future remains, very bright for the organization. Fantastic.

46:56 Matt, Anna, Yulia, thank you once again for updating investors today. Could you please ask investors not to close this session as you'll now be automatically redirected to provide your feedback, which will help the company better understand your views and expectations. On behalf of the management team, we would like to thank you for attending today's presentation, and good morning to you all.