SRTS 2026년 2분기 실적 발표 콘퍼런스 콜: SRT-100 8대 3분기로 이월

핵심 요약

• 2026 회계연도 2분기 매출은 판매 대수가 19대에서 11대로 감소함에 따라 전년 동기의 730만 달러에서 230만 달러로 줄었습니다.
• 추가로 SRT-100 8대의 자금 조달 마감일이 6월 30일을 넘겼습니다. 경영진은 이후 해당 장비들이 승인되어 판매되었으며, 대당 평균 판매가인 25만 달러에 가까운 가격으로 2026년 3분기에 관련 매출이 인식될 것으로 예상된다고 밝혔습니다.
• 매출총이익률은 저가 해외 출하 비중 확대와 신규 페어딜 계약(Fair Deal Agreement) 배치 관련 비용이 반영되면서 39.7%에서 34.8%로 하락했습니다.
• 순손실은 순이연법인세자산에 대한 570만 달러의 평가충당금이 포함되면서 주당 0.53달러인 870만 달러로 확대되었습니다. 조정 EBITDA는 마이너스 300만 달러였습니다.
• 경영진은 의료진이 전용 CPT 코드 사용에 적응함에 따라 상업 파이프라인이 강화되었다고 밝혔습니다. 고객과의 논의에는 다수 지점 확장 가능성이 있는 대형 의사 그룹 및 의료 시스템이 점점 더 많이 포함되고 있습니다.
• 회사는 2026년 하반기 실적이 상반기보다 견조할 것으로 기대하고 있습니다. 경영진은 계약 전환 및 자금 조달 시점이 여전히 중요한 변수로 남아 있음을 언급하면서도, 3분기와 4분기 모두 20대 이상의 판매 달성 전망을 재확인했습니다.

주요 재무 데이터

사업 및 영업 실적

이번 분기의 주요 차질 원인은 SRT-100 8대에 영향을 미친 제3자 자금 조달 지연이었습니다. 경영진은 이러한 지연이 없었다면 2분기 판매 대수가 11대가 아닌 19대에 달했을 것이라고 언급했습니다. 회사는 해당 금융기관과의 협력을 중단했습니다.

회사가 1월 1일부터 발효된 전용 CPT 코드에 대해 의료진 대상 교육을 지속함에 따라 상업적 활동이 개선되었습니다. 경영진은 병·의원들이 보험 수가 청구 검토 단계에서 SRT를 실제 진료 운영에 도입하는 방안을 결정하는 단계로 점차 전환하고 있다고 밝혔습니다.

고객의 선택 가능한 구매 옵션에는 일시불 구매, 금융, 렌탈, 페어딜 계약 등이 있습니다. 경영진은 현재 수요가 반복 매출 구조 계약과 직접 구매 사이에 대략 반반으로 나뉘어 있다고 설명했습니다. 대형 그룹은 반복 매출 모델에 더 큰 관심을 보인 반면, 다른 고객들은 여전히 직접 소유를 선호하고 있습니다.

페어딜 및 렌탈 매출은 출하 시점이 아닌 계약 기간에 걸쳐 인식됩니다. 이러한 배치는 향후 이용률에 따라 매출이 발생하기 전에 초기 비용이 먼저 계상되므로 단기 마진에 압박을 줄 수 있습니다.

거의 모든 신규 직판 및 반복 매출 고객에게 센서스링크(CensusLink)가 기본 포함되고 있습니다. 회사는 기존 SRT-100 및 비전(Vision) 사용자를 공략하기 위해 내근 영업 담당자도 채용했습니다. 경영진은 월간 소프트웨어 서비스 제공이 점차 늘어나 고마진의 반복 매출에 기여할 것으로 기대합니다.

해외 시장과 관련해 경영진은 호주, 뉴질랜드, 중국, 홍콩 전역에서 관심이 늘고 있다고 보고했습니다. 호주에서는 두 차례의 학술대회 이후 특히 높은 호응을 얻었으나, 회사는 해외 확장을 절제된 방식으로 계속 추진할 것이라고 덧붙였습니다.

경영진 전망

경영진은 3분기로 이월된 8대의 장비와 6~9개월간의 고객 교육 및 소통을 통해 구축된 파이프라인에 힘입어 2026년 하반기 실적이 상반기보다 강세를 보일 것으로 예상하고 있습니다.

애널리스트 Q&A 세션에서 경영진은 3분기와 4분기 모두 20대 이상의 판매를 기록할 것이라는 전망을 재확인했습니다. 회사의 최우선 과제는 파이프라인 전환, 고객 도입 확대, 기존 설치 시스템의 활용도 증대, 반복 매출 성장, 그리고 지속 가능한 수익성을 향한 진전입니다.

경영진은 또한 SRT를 포함하여 150KV 미만의 치료를 커버하는 1단계 방사선 치료에 대해 병원 의사 수가표를 26% 인상하는 안이 제안되었다고 언급했습니다. 이 인상안은 확정된 수가 변경이 아닌 제안 단계에 있습니다.

리스크 및 관전 포인트

• 2분기 장비 8대가 3분기로 이월된 사례에서 보듯, 자금 조달 지연은 분기 간 장비 판매 및 매출 인식 시점을 변동시킬 수 있습니다.
• 해외 출하 비중이 높아지면 평균 판매가와 매출총이익률에 부담을 줄 수 있습니다.
• 페어딜 계약 배치는 선행 비용이 발생하는 반면, 매출은 향후 이용률에 따라 계약 기간에 걸쳐 인식됩니다.
• 대형 의사 그룹 및 의료 시스템은 다수 지점 확장 가능성을 제공하지만 개인 병·의원보다 영업 주기가 깁니다.
• 해당 분기 동안 현금은 1,830만 달러에서 1,520만 달러로 감소한 반면, 재고자산은 1,650만 달러에서 1,840만 달러로 증가했습니다.
• 경영진은 회사의 이전 최대 고객이 2026년 하반기에 장비를 구매할 것으로 예상하지 않습니다.

애널리스트 Q&A 주요 내용

• 지연된 물량: 영향을 받은 8대의 장비는 모두 SRT-100 시스템이었습니다. 경영진은 대당 평균 판매가가 25만 달러에 가까울 것으로 예상하며 3분기 매출 인식을 기대하고 있습니다.
• 파이프라인 성숙도: 파이프라인에는 신규 잠재 고객과 지난 6~9개월 동안 소통해 온 고객이 모두 포함되어 있습니다. 경영진은 하반기 중 상당 부분이 실제 계약으로 전환될 것으로 예상합니다.
• 수익 모델: 2분기 11대 중 6대는 직접 판매였습니다. 전체 파이프라인은 반복 매출 계약과 일시불 구매 비율이 약 50 대 50 수준으로 진행되고 있습니다.
• 센서스링크: 거의 모든 신규 고객이 해당 소프트웨어를 도입하고 있으며, 내부 영업팀은 기존 설치 고객을 공략하고 있습니다. 경영진은 월 이용료를 통해 시간이 지남에 따라 매출 기여도가 커질 것으로 기대합니다.
• 이전 최대 고객: 회사는 해당 고객으로부터 장비 주문을 받지 않고 있으며, 하반기에도 구매가 이루어지지 않을 것으로 예상하고 있습니다.

실적 발표 전사록 전문

전체 실적 발표 컨퍼런스 콜 녹취록

경영진 발표

Operator

Thank you. Welcome to the Census Health Care's second quarter 2026 Financial Results Conference Call. All participants will be in a listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star then 1 on your telephone keypad. To withdraw your questions, please press star then 2. Please note this event is being recorded.

I would now like to turn the conference over to Alex Sharif with New Street Investor Relations.

Unknown Speaker

Good afternoon and thank you all for joining today's call to discuss Census Health Care's second quarter 2026 financial results. Joining me from census are Joe Serdano, Chairman and Chief Executive Officer, Michael Serdano, President, Chief Commercial Officer, General Counsel, and Javier Rompola, Chief Financial Officer. As a reminder, some of the matters that will be discussed during today's call contain forward-looking statements within the meanings of federal security laws. All statements other than historical facts that address activities Census healthcare assumes, plans, EXPECTS, BELIEVES, INTENDS, OR ANTICIPATES, AND OTHER SIMILAR EXPRESSIONS, WILL, SHOULD, OR MAY OCCUR IN THE FUTURE ARE FORWARD-LOOKING STATEMENTS. THE FORWARD-LOOKING STATEMENTS ARE MANAGEMENT'S BELIEFS BASED UPON CURRENT AVAILABLE CONDITIONS. information as of the date of this conference call, August 13, 2026. Census Healthcare undertakes no obligations to revise or update any forward-looking statements AS REQUIRED BY LAW. ALL FORWARD LOOKING STATEMENTS ARE SUBJECT TO RISK, RISKS AND UNCERTAINTIES AS DESCRIBED IN THE COMPANY'S FORMS 10 K, 10 Q, AND OTHER SEC FILINGS.

DURING TODAY'S CALL, REFERENCES WILL BE MADE TO CERTAIN NON-GAP FINANCIAL MEASURES. CENSUS BELIEVES THAT THE THESE MEASURES PROVIDE USEFUL INFORMATION FOR INVESTORS, YET THEY SHOULD NOT BE CONSIDERED AS A SUBSTITUTE FOR GAP, NOR SHOULD THEY BE VIEWED AS A SUBSTITUTE FOR OPERATING RESULTS DETERMINED IN ACCORDANCE WITH GAP. A REQUIREMENT FOR INVESTORS TO Reconciliation of non-GAAP to GAAP results is included in today's press release. With that, I'd like to turn the call over to Joe Cerdano. Joe?.

Joseph Sardano

Thank you, Alex, and good afternoon, everyone. We appreciate you joining us today. I'll start with the issue that had the biggest impact on our second quarter financial results. During the quarter, we secure equipment orders that we expected to be recognized in Q2. Third party financing approval was not completed before June 30th. as was promised several times, which prevented us from recognizing 19 units and related revenue in the quarter. The good news is that the eight units in question have since been approved and the related revenue will be recognized in the third quarter. This bank clearly overcommitted while attempting to oppress us to earn and further gain ongoing business from us.

They were unable to execute on their promises. We will no longer be working with this bank. More importantly, our commercial momentum strengthened during the quarter. At the beginning of the year, we laid out five priorities for 2026. Education and training, which is ongoing. accelerating adoption, which is occurring, expanding recurring revenue, broadening our commercial reach, and driving census towards sustainable profitability. We spent much of the first half educating the market around the new CPT codes and helping physicians understand what the new reimbursement environment means for their practices. We are We are now seeing that work translate into commercial momentum.

Our pipeline is stronger. We are seeing more inbound interests. We are engaging with a broader range of customers, including independent dermatology practices, larger physician groups and health systems. And we are increasingly seeing opportunities with larger organizations that have the potential to adopt SRT across multiple locations during our multiple models. That is the future of our business. We are not looking simply to replace revenue from one customer with revenue from another. We are building a broader, more diversified customer base that can support sustainable, more predictable growth in a wider geography. The dedicated CPT goes remain a major catalyst for that transition.

Physicians now have greater reimbursement clarity and a much better understanding of the economics associated with providing SRT as a noninvasive alternative to Mohs surgery. As practices gain experience with the codes and see reimbursement working in the real world, the conversation increasingly moves from whether they should consider SRT to how they want to incorporate it in their practices. We're also seeing increasing utilization within our Fair Deal Agreement program. For larger groups in particular, the shared service model remains an attractive way to bring SRT into multiple practices while allowing us to participate directly in treatment utilization. At the same time, we continue to see customers evaluating direct ownership as they understand the economics under the new re-employment. and reimbursement environment. Internationally, we are also seeing growing interest, particularly across Asia Pacific. Michael spent considerable time in the region during the quarter, including Australia, and he'll talk more about what we are seeing there in a moment.

We entered the second half with considerably more commercial activity than we had entering the year. Our job now is to convert that activity into revenue, and that is exactly where our focus is. With that, I'll turn the call over to Michael to provide more detail on what we are seeing in the market and how we are converting these opportunities.

Michael Sardano

Michael. Thanks, Joe. I'd like to start by giving some color on what we're actually seeing in the market, as the nature of our customer conversations has changed considerably since the beginning of the year. When the dedicated CPT codes took effect January 1, our first job was education. The physicians needed to understand the codes, understand the economics, and most importantly, see that reimbursement was actually being paid out. That conversation has changed. Increasingly, we're no longer explaining whether reimbursement works. We're speaking with practices about how they want to bring SRT in. we are seeing growing engagement across independent dermatology practices, larger physician groups, and healthcare systems. Our pipeline strengthened during the quarter as a result of physician education, inbound customer inquiries, and follow-up from the commercial initiatives we have undertaken throughout the year. Importantly, we are increasingly engaging with larger physician organizations and healthcare systems.

These opportunities naturally take longer to develop than a single practice sale, but the potential is also much greater because one relationship can ultimately represent multiple locations and multiple systems. We are spending more time with these organizations because we believe they can become an important part of the next phase of Census' growth. Customers also have more ways than ever to access our technology. They can purchase a system outright, utilize financing, enter into a rental arrangement, or participate in our Fair Deal Agreement program. Having those different pathways allows us to meet customers where they are and removes barriers that historically may have delayed adoption. Internationally, I spent a significant amount of time during the quarter developing our opportunities across the Asia Pacific, particularly in Australia, New Zealand, China, and Hong Kong. We're seeing growing physician interest in SRT and believe there are attractive opportunities to build the business in these markets over time.

China is as strong as ever, but Australia in particular has generated strong engagement in just the two conferences that we have attended, and we are actively developing relationships that can support our commercial presence there. To give you some facts, nearly 70% of all Australians will have skin cancer before the age of 70. making it the highest rate of skin cancer on earth. New Zealand trails close behind with no other country anywhere near them. This is a market that is prime for growth in SRT. We are going to be disciplined about international expansion, but we see it as another meaningful avenue for diversifying the Census business. Our priorities for the second half are straightforward. Convert the pipeline, expand adoption across a broader customer base, increase utilization of the systems already in the field, and give customers the flexibility they need to bring SRT into their practices.

We have considerably more opportunities in front of us today than we did at the beginning of the year. Now it's about conversion. With that, I'll turn the call over to Javier for review of the financials. Javier.

Javier Rampolla

Thank you, Michael, and good afternoon, everyone. I will briefly review our financial results for the second quarter of 2026. Revenue for the quarter was 2.3 million compared with 7.3 million in the prior year period, a decrease of approximately 5 million. The year-over-year decrease was primarily driven by a lower number of units sold, with 11 units sold during the second quarter of 2026, including full deal agreements and rentals. with 19 units during the second quarter of 2025. Revenue associated with fair deal agreements and rentals is recognized over the term of the agreement, rather than at the time of the shipment. Cost of sales was 1.5 million compared with 4.4 million in the prior year period. The decrease was primarily related to lower number of units sold.

Gross profit was approximately .8 million compared with 2.9 million due to the second quarter of 2025. Gross margin was 34.8% compared with 39.7% in the prior year period. The present growth profit and margin was primarily driven by product mix, including a higher proportion of international shipments, which carry low average selling prices, as well as costs associated with the new system placement under our Fair Deal Agreement Program. If utilization increases, we expect those placements to contribute revenue over future periods. Turning to operating expenses. General and administrative expense was 1.8 million compared with 2 million in the prior year period. The decrease was primarily attributable to lower compensation costs, partially offset by higher professional fees. CERELA market and expense was 1.1 million compared with 1.4 million in the prior year period.

The decrease was primarily driven by lower trade show expenses, commission expenses, and clinical research costs. Research and development expense was also $1.1 million compared with $1.5 million in the prior year period. The decrease primarily reflected lower product development costs related to next generation system and reduced headcount. Adjusted EBITDA for the second quarter of 2026 was negative $3 million compared with negative $1.8 million for the second quarter of 2025. Adjusted EBITDA, a non-cash financial measure, is defined as earning before interest, taxes, depreciation, amortization, and stock compensation expense. Please see our earlier, earnings release issue earlier today for a consideration between GAAP and non-GAAP financial measures. Other income was approximately 0.1 million compared with approximately 2.2 million in the prior year period, and relates primarily to interest income. loss for the quarter was $8.7 million or $0.53 per share compared with a net loss of $1 million or $0.06 per share during the second quarter of 2025.

The second quarter of 2026 included a $5.7 million valuation allowance against net deferred tax assets. Turning to the balance sheet. We ended the quarter with 15.2 million in cash and cash equivalents compared with 18.3 million as of March 31, 2026. The company had no outstanding borrowings on its revolving credit as of June 30. Inventory was 18.4 million as of June 30 compared with 16.5 million as of March 31, while prepaid inventory was approximately 0.6 million as of June 30. Our inventory position provides us with the ability to support both direct equipment sales and continue placement as we work to convert the commercial pipeline. Before turning the call back to Joe, I'd like to provide some perspective on the second half. As we have discussed, second quarter results were affected by timing of revenue recognition on eight units.

That equipment now has been sold and the related revenue recognized in the quarter. We also entered the quarter with continued commercial activity across our domestic and international markets. As a result, we continue to remain confident in our ability to deliver stronger performance during the second half of 2026. With that, I'll turn the call back to Joe.

Joseph Sardano

Thank you, Javier and Michael. The message I wanna leave with you today is straightforward. We spent the first half building the foundation of this new reimbursement environment, and we're now seeing that translate into stronger commercial momentum. Our pipeline is growing, our customer base is broadening, utilization is increasing, and we are working closely with larger organizations in the US as well as new opportunities internationally. We remain focused on the same five priorities we established at the beginning of the year. We will continue to work on ongoing education and training, accelerating customer adoption, expanding recurring revenue, broadening our commercial reach, and driving census toward profitability. We remain confident that the second half of 2026 will be stronger than the first, and our focus is on execution and conversion.

Operator

continued support and now we're happy to take questions operator thank you we will now begin the question-and-answer session to ask a question you may press star then one on your telephone keypad if you are using a speakerphone please pick up your handset before pressing the keys to withdraw your question please press star then to the first question comes from Anthony Vendetti from Maxim Group. Please go ahead.

질의응답

Anthony Vendetti

Thanks. So I just want to just. Focus on those eight units sounds like obviously didn't have a good situation with that one particular bank that was responsible for financing those eight. Sure. Joe, I thought you mentioned 19 units. Were you talking about the 19 units that were sold in second quarter 2025, and these were the only eight units that were shifted into the third quarter?.

Joseph Sardano

No, this relates to the 11 units that we booked and have marked as booked for Q2. Had we been able to get this bank to meet the deadline as they promised that would have been eight more. We would have had 19 units for the quarter. And that would be relative to what we did in the first quarter, which was 14. So we would have had 19. Those eight units now have fallen into, the third quarter, they've already been approved, sold, and you know,.

Anthony Vendetti

It didn't take long for a bank to come in and get it done for us. Okay, so you had another bank do that. On those eight units, I don't know if they were just Vision 100s or Vision 100-plus, are there...

Joseph Sardano

Should we assume an ASP on those, an aggregate of around 200,000 each? Is that about right, or was it a little more than that? They were all the – not the visions. They were all the 100s, and we're expecting to have an average selling price of closer to 250. Okay.

Anthony Vendetti

$250, okay, great. Okay. Okay. And then... You know, you were talking about, you know, delivering a strong second half performance. It sounds like... you know, in terms of your at least pipeline of activity, You're seeing an increased level of interest. When you look at that pipeline, Are these earlier conversations or is that pipeline filled with customers that are about to place orders and you're just –.

Joseph Sardano

you know, looking to like, you know, cross the T's and dot the I's, or is this pipeline just starting to build for the second half? The pipeline really started from day one of this year when we started going through the education and training process of what the new CPT codes represented. And so it's a combination of of a lot of new customers, but a lot of customers that we've been talking to over the last six to nine months, quite frankly. So we're excited for that pipeline. And I think that we're going to see a lot of that come to fruition here in the second half, which was the reason why we always said that we were going to get better as the year goes on.

Anthony Vendetti

went on. Okay and then lastly, you know, without naming the largest customer you used to have, Is that customer still not purchasing any units from you? And maybe just an update on whether or not.

Joseph Sardano

You think there could be some units purchased by that former customer in the second half of 26? No units are being purchased by them, and I would say that we're not expecting any units to be purchased by them. I think that they're still going through. what they have to discuss amongst themselves to reevaluate their models.

Anthony Vendetti

David Plylar, Understood. Understood. And then maybe one last one on the FDA, the Fair Deal Agreement. As you look at the pipeline, are most of these potential contracts going to be under the Fair Deal Agreement. I know internationally they're usually sales. So if we had a look at... you know, sort of the revenue mix, how would you, you know, very broadly sort of break that out in terms of expectations.

Joseph Sardano

I think we're seeing the recurring revenue model at about a 50 50 pace with outright purchase. Um, We still have a lot of customers that want to buy the units, and we still have a lot of the larger groups that only want to go through the recurring model phase. And so that's what we're experiencing right now. So I think that that bodes well for not just the present, but also the future. Thank you.

Anthony Vendetti

Okay, great. Thanks for all that, Culler, and I'll hop back in the queue. Thanks, Anthony. Thanks, Anthony. Thank you, Anthony.

Operator

As a reminder, if you have a question, please press star 1. The next question comes from Ben Hainer from Lake Street Capital Markets. Please go ahead.

Benjamin Haynor

Good afternoon, gentlemen. Thanks for taking the questions. I'm just curious, on 11 sales, you mentioned also that about half and half are kind of sales versus recurring slash rental. How did those shake out? I apologize if I missed this. between rental sales, FDA agreement, or Fair Deal agreement, Out of the 11, six were direct sales. Okay. Got it. And then on, you know, you had 14 in Q1. You would have had 19 in Q2. Maybe I misread the way you couched it earlier this year, but my recollection was that you expected to kind of have one. units each quarter sequentially throughout the year. Is that still the case? And should we expect, you know, 20 plus units? in Q3 and Q4? Very clear, yes.

And I appreciate you, you know, looking at that math that way because that's exactly the way we're looking at it. We're expecting a nice third quarter to come from all of us. Okay, great. And then on the census link activations, anything you can discuss there?.

Michael Sardano

We're making some sales on it so that it can continues to increase and contribute to the recurring revenue piece. Michael. Dan, I just want to add color what Joe said. The great question. All of the new customers that are coming in to do either a direct purchase or reoccurring revenue are getting CensusLink. Almost every single one of them. I haven't had one that has. As far as the expansion of CensusLink, we have hired inside salespeople to go and call current customers that have an SRT 100 or a vision out in the field, and we're actively trying to get as many people as we can. on census link as possible. So from a percentage standpoint and from a margin standpoint, it's a very big growth area that I think that we're very excited about expanding.

And does that become meaningful, you think, later this year? Does it take a couple few quarters to get people up and running? Yes, it's going to build. Obviously, being a software, it's a monthly type charge. It's a smaller number, but margins are much larger, right? So it's going to be meaningful, and it's going to be It's going to get the user experience kind of like, you know, I always analogize to cars, pardon me, but if you're driving around in your car from 10 years ago, you don't have anything other than maybe OnStar that has like an experience of software with it. You drive a new age Tesla, everyone that drives a Tesla will know that there's constantly software updates and the user interface and user interaction is just much different. It's like playing with a computer and downloading the new app or downloading the new software. It really changes the whole car experience. And that's what we're trying to do with our SRT devices.

It keeps the user engaged daily, and also it helps the user operate much, much easier.

Benjamin Haynor

Okay, great. Sounds pretty slick. And then lastly, on the kind of post-reimbursement, I know the hospital reimbursement you commented on in the press releases up. Anything on the physician fee schedule? I know dermatology, I think, took kind of a hit.

Michael Sardano

overall, but what do you guys see in there? Yes, so the hospital physician fee schedule, level one radiation, which affects SRT, anything under 150 KV, that is being proposed to increase 26%. As far as anything dermatology, nothing that I'm aware of is hindering anything from dermatology.

Benjamin Haynor

We just got the new code started January 1, so. Okay, great.

Operator

Well, thanks for taking the questions, gentlemen. Thanks, Ben. This concludes our question and answer session. I would like to turn the conference back over to management for closing remarks.

Benjamin Haynor

Thank you everybody for joining us today. Again, we will be back with more information We've outlined what we did here in the second quarter, and we are very excited for our third and fourth quarters coming up. So we look forward to touching base with you again at the end of the third quarter during the call at that time. In the meantime, stay healthy, and we look forward to talking to you then. Thank you.

Operator

The conference is now concluded. Thank you for attending today's presentation. You may now disconnect.

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