Zimmer Biomet (ZBH) investor relations material

Go-to-market transformation and commercial execution

• U.S. sales channel is shifting from non-dedicated, multi-product independent agents to a fully dedicated and specialized structure, aiming to boost productivity and focus.

• Project Optima is segmented into three stages, with territory-specific approaches and retention agreements to minimize unintended turnover.

• By mid-2026, 50%-60% of U.S. revenue has transitioned to the new model, with full completion targeted by the end of 2027.

• Short-term cost increases are expected due to conversion from 1099 to W-2 reps, but higher productivity and revenue per rep are anticipated to offset these.

• Success is measured by increased case volume and quality, with a goal of achieving mid-single-digit or higher U.S. growth post-transition.

Innovation, product launches, and competitive landscape

• Recent launches like Z1 and HAMMR are outperforming, while hip products are growing faster than knees due to commercial execution challenges.

• Paragon 28 acquisition is delivering double-digit growth and smooth integration, with ambitions to become the top foot and ankle player within four to five years.

• Monogram robotic platform is expected to launch in early 2027, targeting the 80% of surgeons not currently using robotics, with strong clinical trial results in safety, efficiency, and accuracy.

• The company is investing in early-stage innovation through partnerships, including a $300 million commitment with Deerfield Management and HSS.

• The competitive environment remains intense, but the company is confident in its expanded portfolio and dedicated structure as it enters 2027.

Financial performance and outlook

• Q1 gross margin benefited from a one-time tariff refund, but full-year guidance reflects underlying inflation and higher cost inventory.

• R&D investment is balanced between organic and inorganic channels, with a shift toward new product development and globalized engineering resources.

• 2026 is characterized as a transition year, with mid-single-digit growth expected to resume in a consistent, durable manner post-transition.

• $1 billion in share buybacks is planned for 2026, with capital allocation remaining flexible and opportunistic.

• Updated long-range plan guidance will be provided soon, reflecting recent M&A, tariff impacts, and commercial changes.