Tarsus Pharmaceuticals (TARS) investor relations material

Business overview and product performance

• XDEMVY, launched in September 2023 for Demodex blepharitis, has seen strong adoption and is expected to generate $670–$700 million in revenue this year, reflecting 50% growth year-over-year.

• Over 20,000 doctors have prescribed XDEMVY, with half of the core audience prescribing regularly, and direct-to-consumer (DTC) campaigns have increased unaided awareness from 2% to over 20% in one year.

• The company has raised its peak sales guidance for XDEMVY to over $2 billion, driven by expanded prescriber base, effective DTC campaigns, and new clinical data supporting broader use cases.

• The current sales force is about 175, the second-largest in anterior segment eye care, and is considered sufficient to reach peak sales potential.

Market adoption and growth strategies

• Adoption is driven by physician education, patient engagement, and peer-to-peer evidence sharing, with high prescribers ramping up after 10–15 cases and optometrists converting routine visits into medical management.

• Diagnostic protocols are increasingly standardized, with top prescribers screening all patients, and further growth depends on expanding this behavior across the broader physician base.

• DTC spending is around $80 million annually, with ongoing evaluation of ROI and campaign effectiveness, including high-profile initiatives like the John Cena partnership.

• Seasonality affects quarterly sales, but initiatives such as deploying key account leaders, new DTC ads, and ongoing data generation aim to mitigate these effects and sustain growth.

Financial outlook and profitability

• Revenue is split roughly evenly between Medicare and commercial payers, with robust overall growth.

• Profitability could be achieved this year depending on revenue and operating expenses, but ongoing investments in pipeline and business development may impact short-term profits.