https://www.airxpanders.com/audio/AirXpanders_-_4C_Quarterly_Conf...

https://www.airxpanders.com/audio/AirXpanders_-_4C_Quarterly_Conference_-_612104_-_250118.mp3

for those that want to hear it - not much in it not already discussed -

65% of US surgeon re-ordering (down from 3rd quarter), but sig new surgeons

approx half customers order in 4th quarter performed their first procedures (so lots of new users)
3/4 customers ordering for less than 4 month period

aim to add 2-3 surgeons per territory per quarter

Enlisted oncologists and radiation therapist to help inform.

change more direct sales model to 18
retain small number of commission only reps.

Canaccord - thought it was a "very good quarter"
$2700US per unit sales
longer they are using it, more they are using it.
Too early to see trend if surgeons using it 100% of the time

sales force currently 18 sales , 3 clinical specialist, 3 sales directors (25 sales)
some a few indirect reps (less than 2017)

top users (within 6 months of using) - using it approx 60-70% of the time

15-25% of patients need radiation therapy - and radiation oncologists asking about the implications of having a metallic object in insitu  


Evans and Partners
45% growth future surgeons
55% increase utilization surgeon
Drop off in utilization is due to first surgeons coming on line.
transition from commission only to direct sales (improved control and productivity apparently).


Bioshares
liked the result too
Aust Q3 was flat because of turn over of staff in 2 of 4 sales territory with regaining momentum in Q4
Forcus on onboarding surgeons and bring on more breast surgeons (who do more surgery) rather than plastic surgeons.

in Aust - market share aim to 25-30% in 2018