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Date

Thursday, November 6, 2025 at 4:30 p.m. ET

Call participants

  • Chief Executive Officer — John T. Treace
  • Chief Financial Officer — Mark L. Hair

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Risks

  • CEO Treace stated, "we are not growing our line the way we anticipated for the year," while also noting case volume growth in Q3 2025 was still below original expectations and driven by lower-ASP products, contributing to reduced revenue levels.
  • Gross margin declined to 79.1% in 2025 from 80.1% in 2024, reflecting less favorable product mix.
  • CEO Treace explained that macroeconomic factors and "softer consumer sentiment" led to a greater number of deferrals of elective bunion procedures, with a recent survey showed a 7% year-to-date decline in surgeon bunion surgical volumes through October 2025 compared to the same period in 2024.
  • Approximately $3 million of stocking distributor sales in Q3 2025 represented pull-forward demand, creating a sales headwind for Q4 as this benefit is "not expect to recur at the same levels," according to John Treace

Takeaways

  • Revenue -- $50.2 million in the third quarter of 2025, up 11% over the prior-year period, with growth mainly driven by increased bunion procedure kit sales compared to the prior year.
  • Adjusted EBITDA loss -- $2.6 million adjusted EBITDA loss in the third quarter of 2025, a 49% reduction from $5.1 million in the same period of 2024.
  • Net loss -- $16.3 million or $0.26 per share net loss for Q3 2025, 6% higher than the $15.4 million or $0.25 per share net loss reported for Q3 2024.
  • Gross margin -- 79.1% in 2025 compared to 80.1% in 2024, affected by lower ASP product mix.
  • Operating expenses -- $55.4 million in 2025, up 8% from $51.3 million in 2024, attributed to elevated medical education, training, restructuring charges, and litigation expense.
  • Stocking distributor sales -- $6 million in Q3 2025, with $3 million considered a pull-forward that will not recur at similar levels in future quarters.
  • Portfolio expansion -- Commercialization of three new bunion correction systems, enabling the company to address nearly 100% of surgeon preferences across all four bunion deformity classes.
  • Surgeon adoption -- Over 20% of surgeon customers adopted a new bunion technology in Q3 2025, just one quarter after launch.
  • Case volume -- Mid-single-digit growth in case volumes in Q3 2025 compared to the prior year, primarily due to new bunion systems with lower ASPs than lapoplasty.
  • 2025 Revenue guidance -- Revised to $211 million - $213 million, representing 1%-2% growth for full-year 2025 revenue, reflecting revised expectations from management.
  • 2025 Adjusted EBITDA guidance -- Adjusted EBITDA loss targeted between $6.5 million and $7.5 million for full-year 2025, a projected 32%-41% improvement over the prior year.
  • 2025 Cash usage reduction -- Projected at 43%-47% versus the previous year for full-year 2025, per management outlook.
  • Total liquidity -- $80.6 million in total liquidity as of September 30, 2025, including $57.4 million in cash, cash equivalents, and marketable securities as of September 30, 2025, plus $23.2 million in revolving loan availability as of September 30, 2025.
  • Action on cost structure -- Initiated restructuring and stated intent to further assess organizational cost levers.

Summary

Treace Medical Concepts (TMCI 37.56%) reported decelerating growth driven by a shift in product sales mix and softness in its core lapoplasty business, citing reduced case volumes for higher-ASP products and increased adoption of lower-ASP bunion systems. Management revised its full-year 2025 revenue guidance to 1%-2% annual growth compared to full-year 2024 and noted a one-time benefit from distributor stocking orders in Q3 2025, warning of a resulting revenue headwind in Q4 2025. Broad-based elective procedure deferrals tied to weaker consumer sentiment and macroeconomic factors further pressured volumes, as highlighted by a 7% year-to-date decline in surgeon-reported bunion surgeries through October 2025. The company is actively expanding its product portfolio, with over 20% of surgeons adopting newly launched systems in Q3 2025, and has enacted restructuring and targeted expense controls to support future profitability improvements.

  • CEO Treace said, "case volume growth was still below what we originally anticipated, and it was largely driven by our three new bunion systems, which have lower ASPs relative to lapoplasty."
  • Management described ongoing strategic execution to "achieve increased adoption" of lapoplasty systems over time through cross-selling new technologies.
  • CFO Hair highlighted a 49% reduction in adjusted EBITDA loss in Q3 2025 and forecasted an additional year-over-year improvement of 32%-41% in adjusted EBITDA for full-year 2025.
  • Mark Hair stated, "we reported a restructuring charge already in Q3 2025," reflecting ongoing cost control measures to support profitability targets.

Industry glossary

  • ASP (Average Selling Price): The average price at which a device or product is sold to customers, excluding discounts and rebates, often used as a margin and mix metric in medical device companies.
  • Lapiplasty: A proprietary system addressing all dimensions of bunion deformity via a surgical procedure, typically for severe cases in the lapidus segment.
  • MIS (Minimally Invasive Surgery) Osteotomy: A less invasive surgical approach for correcting bunion deformities by cutting and realigning bones, favored for quicker recovery and cosmetic results.
  • MTP Fusion: A surgical technique for fusing the metatarsophalangeal joint, commonly used in advanced bunion or arthritic conditions of the great toe.

Full Conference Call Transcript

John Treace, Chief Executive Officer, and Mark Hair, Chief Financial Officer. John and Mark will discuss our third quarter financial results and updated 2025 outlook. We'll then host a question and answer session following our prepared remarks. Our press release can be found on the Investor Relations section of our website at investors.trice.com. This call is being recorded and will be archived in the Investors section of our website. Before we begin, I would like to remind you that it is our intent that all forward-looking statements made during today's call will be protected under the Private Securities Litigation Reform Act of 1995.

Any statements that relate to expectations or predictions of future events as well as our estimated results or performance are forward-looking statements. All forward-looking statements are based upon our current estimate and various assumptions. These statements involve material risks and uncertainties that could cause actual results or events to materially differ from those anticipated or implied by these forward-looking statements. All forward-looking statements are based upon currently available information and Treace Medical Concepts, Inc. assumes no obligation to update these statements. Accordingly, you should not place undue reliance on these statements.

Please refer to our SEC filings including our Form 10-Q for 2025 filed after the market closed today, November 6, and can be found in the Investor Relations section of our website at investors.trice.com for a detailed presentation of risks. With that, I will now turn the call over to John.

John Treace: Thank you, Tripp. Good afternoon, everyone, and thank you for joining us on our third quarter 2025 earnings conference call. In our press release issued this afternoon, we reported third quarter revenues of $50.2 million, representing 11% growth over 2024 and a 49% improvement in adjusted EBITDA versus the prior year. We also provided some color on the market dynamics we have seen and are continuing to see and our revised outlook for the full year. Before I get into details on our results and outlook, market dynamics, and the execution of our strategy, I wanted to take a moment to recognize one of our directors, Richard Mott, who has chosen to retire from our board for personal reasons.

Rich has made significant and valuable contributions to Treace Medical Concepts, Inc. throughout his time as a Director. We appreciate the expertise, insights, and guidance that he's provided to the Board and the company. We wish him all the best, and he will no doubt always be a friend here at Treace Medical Concepts, Inc. Turning to our performance. Throughout the year, we've discussed what a transformational time this is for Treace Medical Concepts, Inc. We continue to focus our strategy to evolve our business from a single technology lapoplasty company to a comprehensive bunion solutions company. Building upon our flagship lapoplasty and adductoplasty systems, we have developed and commercialized three new bunion correction systems this year.

We believe we are now positioned to address virtually 100% of surgeon preferences for bunion correction with five best-in-class instrumented systems spanning all four classes of bunion deformities. These are further bolstered by expanded commercial availability of several other new technologies to broaden our footprint in the foot and ankle market. To support this expanded portfolio of products and extend our customer relationships, we brought on a Chief Commercial Officer earlier this year, and we recently appointed a new Senior Vice President of Sales, and have added leading foot and ankle sales experts to our sales team.

We expected our growth to accelerate each quarter through 2025 and particularly in the second half given our new solutions and ability to target a broader base of surgeons. Successful execution of our strategy helped drive revenue growth in the third quarter. However, we also benefited from sales to a limited number of stocking distributors that we do not expect to recur at the same levels in future quarters. At the same time, we experienced pressure on lapoplasty volumes as surgeon and patient preferences continued to shift towards minimally invasive osteotomies. In addition, we are seeing broader economic conditions and softer consumer sentiment leading to a greater number of deferrals of elective bunion procedures.

These headwinds have continued early into the fourth quarter, which, as you know, has historically been our strongest period of the year. Given these market dynamics, we are revising our outlook for the full year. We now expect 2025 revenue to be in the range of $211 million to $213 million, representing growth of 1% to 2% compared to full year 2024. As the founder of this company and a large shareholder myself, I'm disappointed in our results and that we are not growing our line the way we anticipated for the year. I would like to provide some additional color on the drivers of our updated outlook as well as our focus areas as we move forward.

First, I'd like to talk to our product portfolio and what we are seeing in surgeon and patient preferences. With our broader portfolio of products, we have now become a one-stop shop for all bunion needs with customers who use lapoplasty technology already and have established relationships with their Treace sales reps. Our new bunion technologies have also allowed us to attract a new audience of surgeons, those who currently prefer metatarsal osteotomy procedures for the majority of their bunion cases versus our lapoplasty solution. With our two differentiated 3D MIS osteotomy solutions, as well as our new Speed MTP Great Toe Fusion System, we now have multiple opportunities to appeal to this surgeon audience.

We are also seeing interest from some of these new surgeons adopting our flagship lapoplasty and adductoplasty solutions as well. During the third quarter, we experienced mid-single-digit case volume growth versus the prior year. However, case volume growth was still below what we originally anticipated, and it was largely driven by our three new bunion systems, which have lower ASPs relative to lapoplasty. While we believe this volume growth demonstrates that we are capturing a larger relative share of available bunion procedures, our system sales mix is shifting away from lapoplasty, which as a higher ASP system impacts our overall revenue levels.

Further, as we ramp up with our expanded portfolio of products, we are not yet seeing a level of adoption on lapoplasty from new product surgeons that would offset other pressures on the lapoplasty line. That said, we continue to believe we can achieve increased adoption over time. Second, we believe in addition to the change in mix, macroeconomic conditions and consumer sentiment are impacting our case volumes. In October, we conducted a survey with a cross-section of our surgeon customers, and the responses to date have indicated that on average, their bunion surgical volumes year-to-date through October had decreased approximately 7% compared to the same period last year.

This is consistent with what we are hearing from hospitals and surgical centers, which are reporting that outpatient elective surgeries are being deferred, particularly for commercially insured patients, and the more elective the procedure, the more likely they are to be pushed out. Third, I'll touch on the timing-related impacts of our strategy to shift our contractual arrangements with a limited number of distributors. With a new commercial leader and a new product portfolio, we have evaluated our selling strategies and saw an opportunity to enter into stocking relationships with certain key distributors, which we believe better positions us competitively in those markets. In the third quarter in particular, we had a greater than expected benefit from this change.

We recorded approximately $6 million in stocking distributor sales within the quarter, with approximately half of this amount being above our plans, as our distributor partners responded positively to the availability of our new products and built inventory ahead of Q4 bunion season. While we are already seeing replenishment orders from our distributor partners, this pull forward of approximately $3 million in sales creates a headwind for us in Q4 as we do not expect this benefit to recur at the same level. Looking forward, we plan to continue to execute our strategy with a focus on driving continued market share gains, accelerating our top-line growth, and delivering improved profitability in 2026.

To do this, we will continue to train more of our 3,100 plus current customers on our new systems, while also focusing on adding new surgeon customers. In Q3, one quarter into launch, over 20% of our surgeon customers have already adopted one or more of our new bunion technologies. As a technology and innovation leader in the space, we expect we will drive increased adoption of our best-in-class portfolio, tapping into more cases and expanding our procedure volumes with our surgeons. We are already seeing encouraging traction on this front with continued enthusiasm around our new systems and high attendance at our surgeon training events.

Next, with a focus on strengthening our sales team's presence and procedural opportunities with surgeons, we plan to continue to deliver a robust pipeline of new innovations, expected to impact 2026. To highlight a few, our new Lapaplasty Lightning platform, this next-generation instrumentation is designed to further increase the precision and speed of the Lapaplasty 3D correction. As a reminder, Lapodisk Fusion, though lower volume than osteotomy, remains the largest dollar segment in the bunion market today. We have been the pioneers and leaders in this segment, and we are committed to advancing our technology leadership and bolstering our competitive position in this market.

Next, our Percuplasty compression screw system, which incorporates the innovative design features of our MIS Percuplasty screw implants into a new line of compression screw implants. This provides our sales team a new core fixation technology, which complements our Speedplay platform. We believe the addition of this new system will further strengthen our sales team's ability to serve more reconstructive procedures throughout the foot and ankle. And we'll continue to offer new procedure-specific speed plate implants and problem-solving sterile instrument designs. Opening up incremental procedure opportunities, serving more procedures, and helping our surgeon customers achieve better results.

And with new commercial and sales leadership, we plan to continue to build upon the capabilities of our already strong sales team, adding experienced foot and ankle sales professionals with deep knowledge and credibility in the market to deliver increased productivity and impact in 2026 and beyond. Treace Medical Concepts, Inc. is known for innovation and helping surgeons deliver great patient outcomes. As we move forward with our growing portfolio of offerings, alongside our Lapaplasty solution, we expect our sales team to be better positioned to more broadly service existing customers and onboard new surgeon customers.

Finally, while we navigate this period, we are already taking action to control what we can control with respect to our organizational cost structure and plan to evaluate levers as we move forward. We have a scalable business model and are focused on improving profitability and adjusted EBITDA and reducing our cash burn in 2026. With that, let me now turn the call over to Mark to review our financial performance. Mark?

Mark Hair: Thank you, John. Good afternoon, everyone. Revenue in the third quarter was $50.2 million, an increase of $5.1 million or 11% over the prior year period. Growth was mainly driven by an increase in bunion procedure kits sold compared to the prior year. Gross margin was 79.1% in 2025 compared to 80.1% in 2024. Total operating expenses were $55.4 million in 2025, an increase of 8% compared to total operating expenses of $51.3 million in 2024. These increases reflect increased medical education, surgeon training events on our new bunion systems, restructuring charges, and increased litigation expense in the quarter compared to the prior year.

Third quarter net loss was $16.3 million or $0.26 per share, an increase in our net loss of 6% compared to a net loss of $15.4 million or $0.25 per share in 2024. Year-to-date, loss was $49.6 million, a decrease of 10% compared to a net loss of $55.2 million for the same period in 2024. Adjusted EBITDA loss for the third quarter was $2.6 million compared to $5.1 million in the third quarter of 2024, a reduction of 49%. This represents significant progress towards our improved profitability goals. Year-to-date, adjusted EBITDA loss was $10.1 million, a decrease of 54% compared to a loss of $22.1 million in the same period last year.

Total liquidity as of September 30, 2025, was $80.6 million, comprised of $57.4 million of cash, cash equivalents, and marketable securities and $23.2 million of availability under the revolving loan facility as of September 30, 2025, compared to $90.7 million at the end of Q2. Compared to the prior year, cash usage decreased in the third quarter of 2025 and year-to-date by 17.58%, respectively. Before concluding, let me turn to our outlook for full year 2025. As John mentioned, we are revising our full-year guidance. We now expect full-year 2025 revenue to be in the range of $211 million to $213 million, representing growth of 1% to 2% compared to full year 2024.

In addition, we now expect a loss in adjusted EBITDA in the range of $6.5 million to $7.5 million for the full year 2025, reflecting a 32% to 41% improvement over the prior year. We also expect a reduction in cash used of 43% to 47% for the full year 2025 as compared to the full year 2024. Supported by a strong and flexible balance sheet, we believe we are well-positioned to continue executing our strategic and growing initiatives for the foreseeable future. I'll now hand it back over to John for some closing remarks.

John Treace: Thanks, Mark. As we close today, I would like to reiterate that we are not satisfied with our results and that we are not delivering the growth we had initially planned for the year. However, looking ahead, we believe we are strongly positioned to drive market share gains with our new products, innovation pipeline, and ability to leverage our dedicated commercial organization. We remain a recognized leader in the market, and our team is focused on increasing our top-line growth, improving profitability, and delivering value to shareholders. With that, let me now turn the call over to the operator to open the line for your questions.

Operator: Thank you. At this time, we will conduct a question and answer session. As a reminder, to ask a question, you will need to press 11 on your telephone and wait for your name to be announced. To withdraw your question, please press 11 again. As a reminder, we ask that all analysts please limit themselves to one question and one follow-up question. Please standby while we compile the Q and A roster. Our first question comes from the line of Lily Lozada with JPMorgan. Your line is now open.

Lily Lozada: Great. Thanks so much for taking the question. Can you talk a bit more about the softness in the core lapoplasty business and how you're thinking about that trending from here? There is a growing preference for MIS osteotomy, do you think this is something that can turn around eventually? What could get this to return to growth if doctor preferences have just been shifting elsewhere?

John Treace: Hi, Lily. John here. Yeah. It's a great question. You know, there's definitely a trend towards the popularity of minimally invasive osteotomies. Yet there is a segment of the market that is the lapoplasty or lapidus domain where you have the more significant bunion deformities. We started in that market and built our business around that. Now we're going to go capture share in the minimally invasive osteotomy market and the MTP fusion market. These are significant volume opportunities for us. And right now, we're getting good market share penetration. We're taking competitive share in that arena, but it's coming at a lower price point.

But so the success we're having on the ground and in the surgeons' practices is not translating to the top line. That said, the reason we are doing this is we believe we can capture more customers and bring them into Treace and get them wherever they relegate the lapoplasty procedure to or the lapidus segment. Every surgeon has to do lapidus at some point. There are deformities that are really severe or they're unstable, and they have to use a lapidus product there. So it's always going to be there. We just have to get more surgeons on board, and we're doing it using our new product technology and then pulling through the lapoplasty.

But to date, the lapoplasty gains we're getting from those new customers aren't enough to make up for the softness overall. That's coming at the trade-off of minimally invasive osteotomies to lapidus.

Lily Lozada: Got it. That's helpful. And then I know it's still early, but I'm hoping you can share some thoughts on, you know, what this all means for next year. By my math, the guide implies fourth quarter sales down 10% or so or 6% if you adjust for that pull forward that you called out. Is that how we should be thinking about at least the 2026? Thanks so much.

Mark Hair: Hey, Lily. This is Mark. I'll take that one. We're not providing guidance for 2026 at this time. And we plan to provide an update at our fourth quarter earnings call. But with that said, we're navigating a change. This transition that John talked about, and there are a lot of reasons why we're very optimistic. John talked about being the leader in the space, and we're growing case volumes. I think that's a really important point to focus on. Our case volumes increased in Q3 versus the prior year, and we fully anticipate additional case volumes in Q4 as well. So we've really been encouraged by the reception of these three new bunion systems.

And we've got more innovation coming that should impact 2026 as well. Of course, our strong commercial organization. So we look forward to providing an update about the progress at our Q4 earnings call.

Lily Lozada: Great. Thank you.

Operator: Thank you so much. Our next question comes from the line of Ryan Zimmerman with BTIG. Your line is now open.

Marie Thibault: Hi. Good evening. Thanks for taking the questions. This is Marie Thibault on for Ryan. This evening. Wanted to sort of follow-up a little bit on the shift in preferences. Would like to understand that I know that this has been sort of an ongoing shift, but has there been some sort of acceleration that you've seen away from lapoplasty? A little curious, you know, why this has sort of become a bigger issue here, I guess, in the second half of this year. And then as part of that, trying to understand sort of a good reaction to the three new bunion technologies. Very encouraging to hear. Is that something that could be accelerated?

Is that a focus for the sales team to sort of drive those products a little faster and partially, you know, offset some of the shift away from lapoplasty?

John Treace: Yes. Marie, John here. You know, definitely, there is a trend with the minimally invasive osteotomy and minimally invasive foot surgery. That's why we're here. And we're playing in that market with some really novel technologies, our percuplasty system, our nanoplastic system, and then there's another segment of the market that's the great toe fusion. That can be about 20% of the overall 450,000 bunions. So these are, you know, if osteotomies are 70% of the market, procedure-wise, lapidus is call it, 30. We're playing in all of these spaces now.

And we're using the tools we have and extracting market share in our minimally invasive procedures while we work on next-generation lapoplasty, and that'll be there as a driver going forward for us as well. And was there a second part of the question that I missed? Is the Salesforce focusing on the new products? Yes. They are. Yes. About that, Marie. They absolutely are, and they're using it to drive greater penetration, greater engagement with their surgeons. We're seeing really solid uptake with the new products. And we think that opens the door to present lapoplasty to more surgeons and our adductoplasty solution. So they absolutely are, and we're doing really well on that front.

And that's why we were talking about the procedure volume growth mid-single digits in Q3 that we expect to continue through Q4. And if we can accelerate that, you do reach that point where the top line starts to grow again, and we'll be back on track.

Marie Thibault: Okay. Sure. That's really helpful. Thank you for that, John. And then a follow-up here. You mentioned, you know, taking action to control what you can control. Any specifics that you can give around where you might be able to, you know, find some efficiencies on the P&L, things to kind of offset the little bit of a lower top line?

Mark Hair: Yeah. This is Mark. So we have been and will continue to take actions to control those things that you said that we can control. If you look at the financials, we had reported somewhat of a restructuring charge already in Q3 where we've looked for opportunities to make some changes in the organization and the cost structure, and we'll continue to evaluate levers as we move forward. Fortunately for us, we have a very scalable business. We have high margins, and we're focused on driving the top line and improving profitability. So it's definitely going to be an area of focus for us.

Marie Thibault: Okay. Thank you so much. Good luck with the work.

Mark Hair: Thank you.

Operator: We have Jaina Francis with UBS. Your line is now open.

Jaina Francis: Hi. Thanks for taking the questions. Just wondering, how would you plan to recoup some of those deferred procedures when you're going into next year? And then the second one would be just the puts and takes to 2026 qualitatively. We appreciate you're not giving quantitative guidance.

John Treace: Hi, Jaina. This is John. Yeah. The deferred patients into next year, you know, our approach is now we have a lot more ways to get at the patient population. Whether that's a little lighter or a little heavier, but going into next year, if we get a little bit of improvement in consumer sentiment, we continue to get our sales team more familiar and more engaged with these new products as well as lapoplasty. I think we set ourselves up really nicely to capture, you know, a larger share of more patients coming back into the front and having surgery.

Jaina Francis: Got it. Thank you so much.

John Treace: Sure thing.

Operator: Thank you so much. As a reminder, everyone, to ask a question on your telephone, please press star 11. And wait for your name to be announced. To withdraw a question, please press 11 again. I'm showing no further questions at this time. This does conclude the question and answer session. Thank you for your participation in today's conference. This does conclude the program. You may now disconnect.