The Joint Corp (JYNT) Q4 2024 Earnings Call Highlights: Strong Sales Growth Amidst Economic ...

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Fri, Mar 14, 2025, 1:10 AM 5 min read

System-wide Sales: Increased to $530.3 million in 2024, up 9% in Q4 2024 compared to 8% in Q3 2024.
System-wide Comp Sales: 6% for all clinics opened 13 months in Q4 2024, compared to 4% in Q3 2024.
Revenue from Continuing Operations: Increased 14% in Q4 2024, up from 10% in Q3 2024.
Consolidated Adjusted EBITDA: $3.3 million for Q4 2024 and $11.4 million for the full year 2024.
Patient Adjustments: 14.7 million performed in 2024, an 8% increase from 2023.
Unique Patients Treated: 1.9 million in 2024, with 957,000 new to The Joint.
Franchise Clinics: 57 opened, 3 refranchised, and 18 closed in 2024.
Total Clinics: 967 at year-end 2024, with 842 being franchise clinics.
Net Income from Continuing Operations: $986,000 or $0.06 per diluted share in Q4 2024.
Unrestricted Cash: $25.1 million at December 31, 2024, compared to $18.2 million at December 31, 2023.
2025 Guidance: System-wide sales expected between $550 million and $570 million; consolidated adjusted EBITDA between $10 million and $11.5 million.

Warning! GuruFocus has detected 5 Warning Signs with JYNT.

Release Date: March 13, 2025

For the complete transcript of the earnings call, please refer to the full earnings call transcript.

Positive Points

The Joint Corp (NASDAQ:JYNT) reported a 9% increase in system-wide sales for 2024, reaching $530.3 million, indicating strong sales momentum.
The company served close to 1 million new patients in 2024, showcasing its significant impact in the chiropractic care industry.
The Joint Corp (NASDAQ:JYNT) plans to expand its clinic network, with potential for an additional 1,000 clinics in the US alone, highlighting growth opportunities.
The company is transitioning to a pure-play franchisor model, which is expected to improve profitability and reduce overhead costs.
The Joint Corp (NASDAQ:JYNT) is focusing on dynamic revenue management and digital marketing to drive revenue growth and enhance patient engagement.

Negative Points

The company is facing consumer headwinds and inconsistencies in execution, including variability in patient experience and inefficiencies in marketing.
There are challenges in retaining doctors of chiropractic and addressing lower volume clinics, impacting overall performance.
The time for new clinics to breakeven has extended, with more clinics comping negative than desired.
Economic headwinds, stubborn inflation, and volatile consumer sentiment are expected to impact the beginning of 2025.
Franchise license sales and clinic openings are likely to be less in 2025 compared to 2024 due to refranchising efforts.

Q & A Highlights

Q: Can you comment on the potential impact of slower consumer behavior in Q1 and how we might model the quarterly progression this year? A: Sanjiv Razdan, President and CEO, noted that consumers are responding to inflation and macroeconomic uncertainty, which affects their target demographic with household incomes between $50,000 and $100,000. Jake Singleton, CFO, added that the sales cadence is expected to be similar to previous years, with major promotions driving incremental sales in Q4.

Q: What are the current trends in patient retention, churn, and attrition? A: Jake Singleton, CFO, stated that conversion rates ended strong in 2024, with attrition remaining flat. The company has implemented fringe pricing increases, which have driven increased conversion to wellness plans. January saw a slight uptick in attrition, typical for the period, but it leveled off in February.

Q: How many corporate clinics are under letters of intent (LOI) for refranchising, and what is the timeline for this process? A: Sanjiv Razdan, President and CEO, confirmed that all 125 corporate clinics are intended for refranchising, with the vast majority under LOI negotiations. The company aims to complete this process closer to the first half of the year.

Q: Can you provide insights into the valuation of the corporate clinics being refranchised? A: Jake Singleton, CFO, explained that most bidders are evaluating the clinics based on a multiple of EBITDA, adjusted for franchise-centric EBITDA, which includes royalty streams. The clinics are marketed in larger clusters, considering a slight outside G&A burden.

Q: How should we think about customer acquisition costs and the leverage points for future revenue growth? A: Jake Singleton, CFO, highlighted that the company increased media spend to support marketing campaigns and is onboarding a new marketing agency, which involves initial transition costs. The focus is on organic lead generation, with paid media dollars being used to address new patient pressure.

Q: What is the current pricing strategy, and how many customers are on legacy pricing plans? A: Jake Singleton, CFO, noted that 80% of active members are on the standard rate, with 20% on legacy rates. The company is exploring dynamic revenue management to optimize pricing without creating a value problem, testing pricing models in different markets.

Q: What is the timeline for introducing new services and retail products? A: Sanjiv Razdan, President and CEO, stated that the focus for 2025 is on strengthening the core business and reigniting growth. New services and retail products are part of the Joint 3.0 phase, expected to begin 12 to 18 months later, with exploration ongoing this year.

Q: What percentage of royalty and service fees do you expect from the $550 million to $570 million system-wide sales in 2025? A: Jake Singleton, CFO, explained that 2025 is a transition year with corporate clinics contributing to GAAP revenues for part of the year. The royalty structure is approximately 10% to 10.5%, including royalties, NMF contributions, and technology fees. The focus is on reducing G&A expenses to improve profitability.

For the complete transcript of the earnings call, please refer to the full earnings call transcript.

This article first appeared on GuruFocus.

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