Electromed, Inc. H.C. Wainwright 28th Annual Global Investment Conference

Super. Thanks, Jan. Thanks for that introduction. Thank you, everyone. I know it is late in the day on a Monday. We appreciate your time and attendance today. How many of you, before I get started, are familiar with Electromed? All right. A couple of folks. Terrific. Well, we will tell the story. We are going to also have time enough to answer any questions that you might have. Joining me today is Brad Nagel. Brad is our CFO, and we are really pleased to be here today. This is obviously our disclosures, I am not going to go through, but if you are not familiar with Electromed, sounds like several of you are, we are really a single product company focused on airway clearance. Unlike probably many of the companies that you have seen today, we have actually been around for about three decades. We are based about an hour southwest of the Twin Cities in Minneapolis.

All of our manufacturing is done domestically, so as we talk about tariffs, et cetera, we are actually pretty well-insulated from that. We have got about 200 employees. Our revenue is around $75 million in trailing 12 months. We are profitable. I will talk a little bit more about, in a second, our financial position. We are really proud of this graph, quite candidly. Electromed is unique, again, I think for some of the microcap companies that you may be seeing at this conference, in that we are growing, we are profitable, we are generating cash, and we have no debt. A lot of people have asked what is really changed at Electromed within the last several years. We have always been growing, and we have always been profitable, as you can see on this chart.

The difference in the last three years is we have actually been getting greater operating leverage, and I think that is one of the attractive things about our business. The primary disease state that we serve, it is called bronchiectasis. Bronchiectasis is caused when someone has routine infections that continue over time. What happens is their airways actually start to expand. They do not contract, they expand. That expansion results in mucus building up within the airways. As you can see here, it is a chronic disease. It is irreversible. Those are the two kind of highlights about this disease state. It is misdiagnosed, it is under-diagnosed, and a consequence of that is that our technology, which is high-frequency chest wall oscillation, is under-prescribed. I will talk more about that in a second.

That's the other thing that's a really exciting tailwind for our business, is there's a lot more awareness to this disease state and treatment protocols today than there really ever has been. I know there's a lot on this slide, but this is what we call our iceberg slide. This is kind of our money slide. A couple of things I want to direct you to, number one of which is there's 1 million people in the U.S. that have actually been diagnosed with bronchiectasis, but there's only over about 150,000 patients that are on our airway clearance technology or one of our competitors. That remaining 850,000 patients, about 35% of them are actually being treated by a pulmonologist. I bring that up to you because really where our sales reps spend their time and cultivate their relationships are with pulmonologists.

When you take a look at that 850,000 patients times 35% that are going to a pulmonologist, times our average sale price, which is over $10,500, the TAM is about $3 billion. What that doesn't include is there's about 4 million patients across the country who have COPD and bronchiectasis overlap, which is another opportunity for us. A lot of people ask, "Well, how is bronchiectasis treated? I've never heard of it before." There's really a three paradigm approach to treating bronchiectasis. One of the unique things in 2026 is there's never been any type of guidelines in the U.S. from the physician community on how to treat bronchiectasis. That's really changed this year. There's new guidelines from CHEST, which is a major foundation within the respiratory community that have come out recently. The NTM Bronchiectasis Foundation has also released treatment guidelines this year.

We're really excited about that. We think that's going to be a catalyst for future growth for us. Basically, these patients have a chronic irreversible condition. They have mucus that's building up in their lungs. They're having a hard time breathing. The first thing you want to do is you want to remove the mucus, and that's really where we come into play. That's where airway clearance comes into play. Many of these patients, because they've had mucus build up in their lungs, they have an underlying infection. You want to treat that with an antibiotic. Then another neat catalyst for our business is, for the first time ever, the FDA has approved a drug to treat bronchiectasis that's really focused on the inflammation component of what these patients are going through.

The nice thing about that is the drug company that has entered this space, they're actually spending millions of dollars in market awareness to help remedy some of the challenges that are in the market today, where this is a misunderstood and misdiagnosed disease state. That's really changing pretty rapidly. These patients, because it's chronic and it's irreversible, they need to use airway clearance typically twice a day, 15 minutes at a time forever, because they want to keep their airways clear, because that mucus that builds up in their airways, that's really the fuel for future infections, which we want to eliminate. This gives a depiction of what our product looks like. This is a product which is used in the home predominantly, and that's really where most of our revenue comes from as well, is actually treating patients in the home.

As you can see, great industrial design of the product. We are very unique. We have a patented single hose. You have a generator that is attached to a hose, that is then attached to a vest. That patient wears that vest, again, twice a day, usually in 15-minute increments, beginning of the day and at the end of the day to clear their airways. Basically what that vest does is it gently squeezes and releases the patient's torso. That forces the mucus from the smaller airways into the larger airways, so that the patient can then swallow or cough up the mucus and then breathe easier. The other thing that is really important about this is because this is a chronic disease and because these patients have to use it every day, you want to have something that is really ergonomic and easy to use.

Because we have that single hose device, it is really ergonomic, and we have the lightest weight vest that is on the market. So it is very comfortable for the patients to use it. The other thing that is really unique about Electromed is we follow the patient's journey. So when we deliver the product to the patient's home, we actually do an assessment of the patient and really what their baseline is. We go back 5 days later, we do another assessment, we document both of those visits, and then we come back another 30 days later, and we document that as well. We compile all of that information into what we call SmartNote, and we give that back to the prescribing pulmonologist so they can see if actually the patient is progressing and their quality of life is improving.

It is one of the ways in which a physician goes, "I have a patient, they are doing better on this technology. I have other patients that have bronchiectasis and are suffering similarly." They want to see that the patient is actually benefiting, and we help provide that feedback. The other thing that is great about this technology is not only do we have very high patient satisfaction scores, which you see on the upper right-hand corner of the slide, but also, we have really terrific clinical outcomes. So one of the things that is really important is because we are treating the patient in the home, we want to keep that patient out of the hospital. So if you use the SmartVest, what we have seen is a 57% reduction in antibiotic use. Many of these patients have other comorbidities. We want them off as many drugs as possible.

There is a 59% decrease in hospitalization. If any of these patients have actually ever been admitted into the hospital for bronchiectasis, the last thing a hospital system wants is for them to be readmitted. So we help keep them out of the hospital, treated at the home. Then there is obviously a reduction in emergency department visits as well to the tune of 75%. I talked about the fact that this is a home care market, which is very different than the hospital market with medical devices. At the top of this, I wanted just to share with everybody, typically, manufacturers who support the home care market, what they will do is make the product, but then they will sell it to a home medical equipment distributor.

That distributor is the one that has all of the payer contracts with Medicare, all the commercial payers, but they are also the one who are generating the demand for the product. They are the ones who are actually supporting the patient, doing the training at the patient's home, and helping that patient adjudicate any kind of a reimbursement claim. We are really unique at Electromed in that not only are we the manufacturer, but our sales reps are actually the ones out there creating the demand. We have all the payer contracts. Essentially, for the patient population in the U.S., we have 87% of the patient population covered by contracts. Again, that is commercial payers as well as Medicare.

A consequence of that is we actually, because we have those contracts, because we have the salespeople creating the demand, we actually deliver the product to the patient's home and do the training as well. We are able to then capture all of the gross profit margin associated with that transaction. Our gross profit margins are healthy. They are around 78% at the gross level, and that is very different than most other players within this market. We get asked where is our revenue coming from. Most of it is actually coming from home care, about 94% of our total revenue. We also have a budding and faster-growing hospital business. This is where we are actually selling capital equipment into the hospitals to serve their patients. Then we have a real nascent international business as well, which is about 1% of our total revenue.