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Performance overperformance in Q4 was driven by the simultaneous maturation of investments in sales personnel, CRM technology, and refined go-to-market processes.
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The sales force reached a strategic 1:1 ratio of account managers to product specialists, optimizing the balance between clinical selling and complex order support.
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Lymphedema growth was bolstered by the new National Coverage Determination (NCD), allowing eligible Medicare patients to access advanced Flexitouch pumps without first failing basic pump trials.
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Airway clearance revenue surged 66% year-over-year, attributed to prioritized placement agreements with top 10 respiratory DMEs and rising clinical awareness of bronchiectasis.
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The acquisition of LymphaTech marks a pivot from a product-centric company to a solutions leader, adding 3D digital scanning to replace variable manual measurement methods.
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Management successfully retired the company’s term loan and executed significant stock repurchases, reflecting a shift toward durable cash flow generation and capital flexibility.
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2026 revenue guidance of $357 million to $365 million incorporates a conservative buffer for potential short-term administrative friction from new Medicare prior authorization rules.
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Management expects to launch a next-generation AffloVest in late 2026, featuring reduced weight, digital connectivity, and improved sizing to drive adherence.
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The product roadmap for Flexitouch includes phased updates to make devices smaller and lighter with less external hosing to improve the patient experience.
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AI-enabled technology will be expanded across the entire order lifecycle in 2026 to automate medical record reviews and accelerate speed-to-therapy.
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Guidance assumes airway clearance will continue to grow modestly faster than the lymphedema business as market penetration deepens within DME partner accounts.
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CMS announced new prior authorization requirements for pneumatic compression devices effective April 13, 2026, which may temporarily elongate the Medicare order cycle.
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The LymphaTech acquisition includes a separate R&D roadmap that management must integrate without compromising the effectiveness of existing clinical therapies.
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Operating expenses are projected to increase 8% to 10% in 2026 as the company annualizes the costs of the expanded 2025 sales organization.
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Clinical evidence for head and neck lymphedema is being leveraged to challenge ‘experimental’ designations by commercial payers to unlock further market access.
