Aug 14, 2026 earnings call — CompuFlo medical commercialization and reimbursement
Milestone reaffirmed 2026 revenue guidance of $9.8 million to $10.2 million.
Revenue $0.0B (est $0.0B) · EPS $-0.01 (est $-0.01)
Key quotes
"Subsequent to quarter end, we expanded the addressable market for CompuFlo with a strategic distribution agreement with Red One Medical"
"Operating expenses decreased by approximately $0.5 million or 4.2% to approximately $3 million for the 3 months ending June 30, 2026, compared with approximately $3.1 million for the 3 months ending June 30, 2025."
Analyst Q&A 4
Which MACs have reimbursement
Q (Bruce Jackson · StoneX): He asked how many MACs currently have reimbursement and whether more will be added and when. He also asked how much third-quarter sales are expected to fall and why the CompuFlo study showed fewer complications.
A: They have 2 MACs (Novitas and First Coast) covering 3 jurisdictions and 13 states and will add more, working next with Palmetto and then CGS, WPS and Noridian. For Q3 sales they projected a range of $2.3 million to $2.5 million. They said the study showed CompuFlo's greater accuracy reduced multiple sticks and misplacement, lowering complications.
"So we have 2 MACs, which cover 3 jurisdictions and 13 states." — Eric Hines (CEO)
Advisers, lead generation, Red One deal
Q (Thomas McGovern · Maxim Group): He asked for an update on the adviser program numbers and whether lead generation from the digital campaign sustained into Q2 and conversion rates. He also asked about the Red One Medical distribution agreement, any minimum purchase commitments, contracting with VA/DoD, and timing to start taking orders.
A: They've added a few advisers and are up to maybe 10 or 11 but are not actively adding more now because they are focused on claim submission and will add advisers in Palmetto and out West as capacity allows. The digital campaign is generating about 150 to 200 leads per month, so they are launching Milo (an AI bot) and hiring 2 people to follow up because demand outstrips current staff. The Red One agreement has no minimum commitments, will use the FSS price schedule once details are added, and their goal is to start taking orders in Q4.
"We're not really actively adding more advisers at this point as we're looking to get -- focusing on the claim submission." — Eric Hines (CEO)
What distributors do and pricing control
Q (Private investor): He asked what the distributor agreement requires: do distributors actually sell, or just facilitate, and what roles do they play domestically or internationally?
A: They control pricing with distributors rather than allowing wide discounting, and distributors earn points on sales. Distributors act as additional feet on the street and provide technical and clinical expertise, sometimes serving as clinical specialists and salespeople. Milestone will have multiple distributors per state and Milestone employees will oversee them and be compensated for distributorship performance.
"So we control the pricing with the distributors versus some other ways of going to market where they're allowed to discount up to a certain amount." — Eric Hines (CEO)
How today differs from two years ago
Q (Private investor): He asked how the company today differs from two years ago when Medicare approval happened and whether there will be trained support people to help offices submit claims and keep cases flowing. He also asked if the Tampa users are still submitting and if the $500,000 international dental order will recur.
A: Management said the company is now more systematic: they slowed to put reimbursement teams and processes in place and will deploy a 4 or 5 person team in Florida before expanding. They agreed training for office staff and billing is needed and noted Evelyn's group helps with approvals and they plan to provide more training. They confirmed the Tampa users are still submitting cases and that the $500,000 international dental order is not expected to recur this quarter.
"So I think the difference now is that we've sort of done it a little bit more systematically." — Eric Hines (CEO)