Establishment Labs Holdings Inc. (NASDAQ:ESTA) Q3 2022 Earnings Call Transcript

George Sellers: Okay. That’s really helpful. And then as we think about the approval and the commercialization of Mia in Europe and, and elsewhere, could you help us think about any additional infrastructure you need there in terms of the sales build out or anything else we should be aware of a as you commercialize Mia?

Juan Jose Chacon-Quiros: Yes. One of the great things about Mia is that it’s a true direct-to-consumer model. So there are no sales reps. What we are adding is this consumer business unit that is dedicated to communicating with consumers in different ways. And this is something we’ve already built, so we continue to progress with their work necessary for creating all the messaging and everything that makes Mia a new category in breast aesthetic. So for instance again, this week we’re here in Japan. We’re working with local agency specialized in this type of messaging, and we plan to make sure that we are messaging correctly in every, every single market that is significant.

George Sellers: Okay. Thank you so much for the time. I appreciate it.

Operator: Our next question comes on the line with Marie Thibault with BTIG. Please proceed with your question.

Marie Thibault: Good evening, or maybe good morning for you early morning there in Japan. Congrats on a nice quarter. Wanted to hear a little bit about Asia, the APAC region, I know that you were just in Thailand recently for your world symposium. So I would love to hear how turnout was for that event, and then which countries are strong on the recovery path and maybe which are lagging on the recovery path in APAC?

Juan Jose Chacon-Quiros: Yes we had our annual world symposium on the ergonomic implants. We hosted it for the first time in Asia. It kind of tells you how we see the Asia region growing and it’s the area with the fastest growth for us, it’s also an area where we see great opportunities with Mia. So definitely we are very excited to see hundreds of plastic surgeons from around Asia Pacific and also from other parts of the world, but mostly from Asia Pacific. And what we see is that we continue to gain market share all over Asia in every single one of the markets that we are in. Our partners are strong; they have a special relationship to the plastic surgery community in those markets and I think it really shows how our product offering really shines in this region.

Marie Thibault: All right, that’s good to hear.

Juan Jose Chacon-Quiros: Terms of €“ yes, sorry. In terms of country to country, we don’t give specific data country to country, but what I would say, Marie, is that either we are market leaders or in path to leadership short term in every single one of the markets that we participate in.

Marie Thibault: Okay. That’s very helpful. Thank you for that. Then I wanted to touch briefly on your comments on the Flora tissue expander. You mentioned some work in, in various countries. Can you tell us a little bit more about what that rollout has looked like so far? Any learning so far? I know that it’s a process to sort of change the breast reconstruction market. So any more detail there on what countries and where you’re thinking of expanding and any learning thus far? Thanks so much.