EDAP TMS S.A. (NASDAQ:EDAP) Q4 2022 Earnings Call Transcript

Ryan Rhodes: Yes, that’s a great question. And I think the way to look at it is, in prior year 2021, we had a very small, almost non-existing team. And we started building that team out at the end of the year the very end of 2021 and then walked into your 2022 with the process of ramping and hiring proven sales executives and hiring those folks and adding them to our team. We’ve been doing that throughout last year 2022. And our team has more than doubled the course, exiting the year. We will expect to nearly double that team again in size by the end of this year 2023. And part of that is it’s an appropriate investment we need to make commercially because we are driving and building the market. And we need — if we’re a market leader in focal therapy, we have an opportunity and a lot of real estate to cover.

So again, having a full team of high-caliber executives working together to drive the business is going to be important. I might also add that we have a bifurcated sales force. We have a capital team that drives the capital, but we also have a clinical team that drives the utilization at each hospital that we sell to. So once we install and ramp and train and onboard those accounts, they have a defined role to drive utilization. Combined, our teams worked very closely together, but those teams will nearly double this year exiting 2023. So, we’re excited as we build the market and add the capability and resources.

Operator: Thank you. Since there are no further questions, I would now hand the conference over to the management for any closing comments.

Marc Oczachowski: Thank you, operator, and thank you, everyone, for attending the call today and for your continued support. And we’re looking forward to our next earnings call for the results of Q1 2023. Have a great day.

Operator: Thank you. The conference of EDAP TMS has now concluded. Thank you for your participation. You may now disconnect your lines.