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Founded in 1974, BrightSpring Health Services provides home and community-based health services for patients in need of specialized or chronic care. Formerly known as Phoenix Parent Holdings, the company services over 400,000 people daily with home health care, hospice care, pharmacy therapy management, and more. BrightSpring Health Services also offers infused, injectable, and oral medication services and rehabilitation services, including physical, speech, and occupational therapy.

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BrightSpring Health Services (BTSG): Company Profile, Stock Price, News, Rankings

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BrightSpring Health Services

brightspring health services

Good day, ladies and gentlemen, and thank you for standing by. Welcome to the BrightSpring Health Services Inc. Second Quarter twenty twenty five Earnings Call. At this time, you are in listen only mode. Later, we will conduct a question and answer session.

Please standby. Our conference will begin shortly. I would now like to hand the conference over to the first speaker today. You may begin.

Good morning. Thank you for participating in today's conference call. My name is David Deichler with Investor Relations for BrightSprint. I'm joined on today's call by John Rousseau, Chief Executive Officer and Jen Phipps, Chief Financial Officer. Earlier today, BrightSpring released financial results for the quarter ended 06/30/2025.

A copy of the press release and presentation is available on the company's Investor Relations website. Please note that today's discussion will include certain forward looking statements that reflect our current assumptions and expectations, including those related to our future financial performance and industry and market conditions. Such forward looking statements are not guarantees of future performance. These forward looking statements are subject to risks and uncertainties that could cause actual results to differ materially from our expectations. We encourage you to review the information in today's press release and presentation, as well as in our quarterly report on Form 10 Q that will be filed with the SEC, including the specific risk factors and uncertainties discussed in our Form 10 ks and Form 10 Q.

Such factors may be updated from time to time in our periodic filings with the SEC, and we do not undertake any duty to update any forward looking statements except as required by law. During the call, we will use non GAAP financial measures when talking about the company's financial performance and financial condition. You can find additional information on these non GAAP measures and reconciliations of our non GAAP financial measures to their most directly comparable GAAP financial measures to the extent available without unreasonable effort in today's earnings press release and presentation, which again are available on our Investor Relations website. This webcast is being recorded and will be available for replay on our Investor Relations website. And with that, I will turn the call over to John Rousseau, Chief Executive Officer.

Good morning, everyone, and thank you for joining BrightSpring's second quarter twenty twenty five earnings call. I would like to begin by expressing my gratitude to all of our BrightSpring teammates across the country who work hard to provide high quality and compassionate care to patients every day. They make a tremendous impact. Through the first half of the year, we have executed on our plans across the organization with a high level of focus and discipline, and we are pleased with the performance of our businesses.

Second quarter results exceeded expectations and have us well positioned to continue to deliver on our goals for the balance of the year. We remain committed to disciplined growth across the company by executing in each of our markets, while leveraging our scale and best practices, making smart growth investments and continuing to provide the high quality of care to patients. Before discussing BrightSpring's second quarter performance, I would like to remind you that the company's financial performance and 2025 guidance principally pertain to the continuing operations and do not include results from the Community Living business. At this time, we expect the Community Living divestiture transaction to close in the fourth quarter of this year, subject to regulatory approvals and typical closing conditions. And we continue to work with the FTC as they complete their second review of the transaction.

For the second quarter, BrightSpring's revenue and adjusted EBITDA both grew approximately 30% versus last year's comparable quarter. Total company revenue of $3,100,000,000 represented 29% growth year over year, with pharmacy solutions revenue of $2,800,000,000 increasing 32% year over year and provider services revenue of $358,000,000 increasing 11% year over year. Total company adjusted EBITDA of $143,000,000 in the quarter also grew 29% compared to the same period last year, driven by strong volume and revenue results across the businesses, particularly in our Onco three sixty and CareMed specialty pharmacy business. EBITDA margin for the company was 4.5%, which was flat compared to the second quarter of last year. Every service line in the company experienced solid growth as compared to last year, reflective of broad based operational performance.

Given the results in the quarter and with an updated outlook for the remainder of 2025, we are increasing total revenue and adjusted EBITDA guidance for 2025, with adjusted EBITDA guidance increasing by $20,000,000 at the low and high ends of the prior range communicated in May to $590,000,000 to $6.00 $5,000,000 for the year. As a reminder, this 2025 guidance excludes community living, which is reported as discontinued operations in our financial results. The $6.00 $5,000,000 upper end of the guidance range would compare to $460,000,000 in 2024 and $391,000,000 in 2023, excluding the QIP and community living as well. And at the high end of the range would represent 31.5% growth versus 2024. Jen will discuss BrightSpring's second quarter financial results and 2025 outlook in more detail shortly.

At BrightSpring, we prioritize quality services, people, and continuous improvement in operations across the organization to deliver well coordinated, comparatively lower cost and timely and highly proximal care to patients in their preferred setting. We remain committed to leveraging our unique level of complementary scale while investing in areas that will enable further efficiencies resulting in innovative and enhanced care services for complex patient populations. In the past quarter, we continue to grow volumes and win customers due to high patient and provider satisfaction scores, our reach, education and support of prescriber referral sources, and reliable end to end services for patients. We have a very high quality standard and work hard every day to ensure our standards are met across the company. In home health, 90% of our locations achieve four or more stars.

And we have a leading 98% timely initiation of care with services that have lowered patient hospitalizations and hospital readmission rates. In hospice, with a top 5% ranked hospice program in The US, our hospice quality index score is well above national average, and we deliver 30% more visits to patients versus national average. In rehab, our patient satisfaction score remains at ninety nine percent, and our 4.54 satisfaction score out of five in personal care remains very high. In infusion, our patient satisfaction score was approximately ninety five percent, and our discharge rate due to completion of therapy was ninety six percent. While in home and community pharmacy, we had a 99.99% dispense accuracy, order completeness of 99, and on time delivery of ninety seven percent.

Last, in specialty pharmacy, our medication possession ratio was ninety three percent, much higher than the national average. Time to first fill was three point six days, and our net promoter score in the most recent quarter remained at a best in class level, with CareMed, our growing rare and complex disease pharmacy, receiving a perfect NPS of 100. Overall, BrightSpring continues to exhibit excellent quality and patient and customer satisfaction across our business lines every day. Turning to the company's financial results. Total Pharmacy Solutions revenue grew 32 in the second quarter and adjusted EBITDA also increased by 32% versus the prior year, with total Pharmacy Script volume growth of 7% to $10,900,000 in the quarter.

In the Specialty and Infusion business, revenue grew 39% year over year, exceeding expectations and underpinned by strong service levels with payer and manufacturing partners, exceptional patient service, continued LDD wins and launches, generic drug conversion and utilization, and fee for service and hub growth. Specialty scripts grew 38% in the second quarter, driven by continued performance from both brand LDDs and generic script growth. We ended Q2 with 131 LDDs, including five LDD launches in the quarter. Our LDD portfolio has now expanded to 133 therapies, and we expect 16 to 18 additional LDD launches over the next twelve to eighteen months. In the second quarter, we were selected as the national pharmacy partner for a number of newly approved therapies in the treatment of advanced cancers and rare genetic disorders.

We are proud of our ability to support these therapies as a preferred pharmacy partner and are excited about the potential of these groundbreaking therapies to make a positive impact on patient lives. Turning to infusion. The business performed in line with our expectations in the quarter with solid revenue and EBITDA year over year growth and benefiting from improved profitability, operational initiatives and organic volume growth under augmented leadership in place in the quarter. We remain enthusiastic about the opportunity in both acute and chronic therapies, especially as we continue to make operational and technological enhancements in the business. In home and community pharmacy, revenue grew 11% in the quarter, driven by increased script volumes and customer wins with solid EBITDA growth year over year.

The positive performance in the quarter has been the result of timely and customized delivery of pharmacy services to assisted living, behavioral, skilled nursing and rehab, hospice, PACE, and at home facilities and settings, along with cost and process improvement initiatives. We believe that there exists attractive additional growth potential in these markets. Moving to the provider segment, we are proud of how the business performed both in the quarter and so far in 2025. Provider revenue grew 11% year over year and segment adjusted EBITDA also grew 11%, with a segment adjusted EBITDA margin in the quarter of 15.8%. In home health care, comprised of the home health, hospice and primary care businesses, revenue, which represents 50% of the revenue in the provider segment, grew 17% compared with the second quarter last year.

Average daily census grew 6% year over year to over 30,000, with home health and hospice census growth of 10%. Our commitment to leading service quality has resulted in continued high patient satisfaction scores. We remain optimistic about the home based primary care opportunity and have seen good traction thus far as we continue to leverage proximity and access to patients through our core pharmacy and provider services, building out our value based care model more broadly. In rehab care, revenue that represented approximately 20% of provider revenue in the second quarter grew 9% year over year, with 6% growth in person served and approximately 10% growth in core rehab hours billed. Results in the business were driven by strong stakeholder satisfaction scores and neuro rehab program and rehab in Motion De Novo location addition.

Both home healthcare and rehab EBITDA grew well into the double digits year over year on a percentage basis. In personal care, which represented approximately 30% of provider revenue in the second quarter, revenue growth was 4% driven by steady nominal growth in person served. In the quarter, we continue to provide high quality patient support services for activities of daily living and saw strong satisfaction scores as a result. While community living is not included in our continuing results and current guidance, the business continues to perform very well with stronger than ever quality metrics. Community Living adjusted EBITDA has grown well into the double digits year to date on a percentage basis.

I would also like to discuss a few recent industry topics and help contextualize them as it relates to our business. Across the BrightSpring platform, we provide services for patients who need significant help with disease, illness, or accident treatment and recovery. Our businesses are crucial to the support and outcomes of some of the most acute and complex patients in the health care system and are provided in preferred and lower cost settings. As such, these services have tremendous value, as evidenced by extensive studies, including many peer reviewed articles in leading journals. For example, home and community pharmacy interventions, such as post discharge medication reviews and follow-up calls, have been shown to be ninety nine percent effective in keeping recently discharged patients at home.

Fifty five percent of readmissions after a SNF to home transition are due to medication errors, and a pharmacy transitions program reduces readmissions by twenty three percent. The average cost per day of home care is 90% less than hospital care, and hospice care is 98% less expensive per day than an ICU stay. Post acute home health care reduces ninety day medical spend by 36% and readmission rates by 28%. Eighty percent of ACOs report that post discharge home visits are critical for cost containment of their most complex patients. Patients that are discharged from the inpatient setting without home health are forty three percent more likely to die within ninety days compared to patients who do receive home health, and thirty six percent more likely to be readmitted and sixteen percent more likely to have an ED visit.

Home based palliative and hospice care is associated with $12,000 lower cost per patient in the final three months of life, largely due to a 35% reduction in Medicare spending and a 34% reduction in hospital admissions in the final month. And in our JAMADA published study in 2023, our home health combined with Continue Care Rx in home med management showed a seventy percent reduction in hospitalizations. These are just a few of the ROI data points out there for our services that demonstrate their value. Over the last few months, CMS released several preliminary rates for service lines in which we operate, including hospice and home health. The preliminary hospice rate was as expected and adequate to cover annual expense increases and operational investments to continue to service patients with high quality care.

And hospice care represents about two thirds of our home health care business. The preliminary home health rate was not adequate to cover annual expense increases and operational needs to support these patient populations. It would be disruptive to patients and is in contrast to the voluminous amount of third party data that demonstrates the significant patient, health, and cost outcome benefits from high quality home health services. However, we note that in the future, the rate adjustments tied to the implementation of PDGM will fall away and home health rates are expected to improve. With the final rate update TBD and coming out in the fall, we also note that home health is only approximately 1.5% of total company revenue today.

We still have relatively modest size in home health and have been growing into the market in a measured way, and thus are minimally impacted by any rate changes today, while expecting customary rate increases in the future as we further scale in both home health and hospice, as well as rehab, primary care, and value based care in the most attractive markets in pharmacy. As it relates to recent pharmacy regulatory topics such as pharma tariffs and the IRA, we do not believe that pharmacies are an intended source of economic change through policy. Pharmacies provide a critical and last mile service that physicians, manufacturers, and patients all recognize as being fundamental to the delivery of care. While policymakers discuss any potential policies, we are confident that they will always be thoughtful so as to not compromise patient care or access to essential medications. We have a very experienced and informed government relations team who is working with state and federal agencies to help educate and inform the discussion on topics related to our services.

Regardless of any policy and or industry dynamics at play, BrightSpring is always committed to operating at the highest level, providing exceptional care to patients and using many different growth levers as afforded to us by our differentiated platform. Every year, our company has some policy or industry issues that are favorable and some that are unfavorable, And we always work through these to deliver for our patients and stakeholders, as evidenced by our almost decade long 15% revenue and EBITDA CAGRs, which has been driven by the demand for our high ROI services and the quality and strong volume growth of our services, our scale enabled efficiencies and a near 100% success rate on accretive acquisitions that expand our geographic coverage. Overall, we are very pleased with our results in the second quarter and the first half of the year, with both periods realizing approximately 30% year over year adjusted EBITDA growth. Our current full year guidance representing similar to slightly higher growth, and we are enthusiastic about continued momentum and a high level of growth in 2026. At BrightSpring, we strive to achieve consistency in quality, above market volume growth, operational execution and efficiency, and leading performance and accretive acquisitions, all underpinned by our scale platform of complementary services and deep functional capabilities. With that, I'll turn the call over to Jen.

Thank you, John. Before I discuss our results for the 2025, I'd like to remind you that in the first quarter of this year, we began to record the community living business in discontinued operations, as indicated in the press release and 10 Q, to adhere to accounting standards required on an interim basis. As such, all BrightSpring financial results and forecasts that I will discuss are related to continuing operations and exclude community living. Management believes the presentation of the non GAAP financials from continuing operations is a useful reflection of our current business performance. In the 2025, total company revenue was $3,100,000,000 representing 29% growth from the prior year period.

Pharmacy Solutions segment revenue in the quarter was 2,800,000,000.0, achieving 32% year over year growth. Within the Pharmacy segment, Infusion and Specialty revenue was $2,200,000,000 representing growth of 39% from prior year. And home and community pharmacy revenue was $587,000,000 representing growth of 11% year over year. Recently, we have fielded a few questions about a home and community pharmacy customer that filed for bankruptcy. Bankruptcy.

We plan to continue to service them and will be paid as they undergo the bankruptcy reorganization. Our pharmacy and company results in Q2 reflect any impact from this situation, and we are fully reserved. There will be no go forward charge, and we do not expect this to have any material impact to our ongoing business. In the provider services segment, we reported revenue of $358,000,000 in the second quarter, which represented 11% growth compared to the prior year. Within the provider services segment, home health care reported $185,000,000 in revenue, growing 17% versus last year.

Rehab revenue was $73,000,000 growing 9% versus last year. And personal care revenue was $100,000,000 representing growth of four percent year over year. Moving down the P and L, second quarter company gross profit was $375,000,000 representing growth of 20% compared with the second quarter of last year. Adjusted EBITDA for the total company was $143,000,000 in the second quarter, growing 29% compared to the 2024. Adjusted EPS for the total company was $0.22 for the second quarter.

In the second quarter, our procurement and efficiency programs across the company helped contribute to growth, and we anticipate continued margin improvement throughout the remainder of 2025 as a result of these ongoing operational initiatives. Turning back to segment performance in the second quarter, Pharmacy Solutions gross profit was $234,000,000 growing 28% compared with the second quarter of last year. Adjusted EBITDA for pharmacy solutions was $125,000,000 for the second quarter, growing 32% compared to last year, representing an adjusted EBITDA margin of 4.5%, which was in line with our expectations. Provider services gross profit was $141,000,000 growing 9% versus the second quarter of last year. Adjusted EBITDA for provider services was $56,000,000 for the second quarter, growing 11% versus last year, representing an adjusted EBITDA margin of 15.8%, up 20 basis points versus last year.

Not included in the company's reported adjusted EBITDA of $143,000,000 as previously stated, Community Living's adjusted EBITDA was an additional $35,000,000 in the quarter, an increase of 24% from the prior year in this business. On a total company basis, cash flow from operations was $49,000,000 in the second quarter. We continue to expect to deliver over $300,000,000 of annual run rate operating cash flow in 2025, as we remain focused on improving our leverage ratio towards our goal of three point zero times this year, pro form a for the Community Living divestiture, and towards our long term target of two point zero times to 2.5 times, which at current trends could be realized by the end of next year and excluding acquisitions. As of June 30, our net debt outstanding was approximately $2,500,000,000 with a leverage ratio of 3.6 times, which was in line with our internal projections. As previously mentioned in January, we expect approximately $715,000,000 of net cash proceeds from the $835,000,000 of gross cash consideration in the pending community living sale.

As a reminder, net interest expense includes interest income related to cash flow hedges due to our three received variable pay fixed interest rate swap agreements that we have in place, set to mature on 09/30/2025. As part of our process to monitor and address risk, during the first quarter we entered into an extension of our interest rate hedge, providing stability to our interest rate risk through September 2026. Prior to any proceeds from the pending community living divestiture, quarterly interest expense is still expected to be approximately $43,000,000 per quarter, including approximately $1,200,000 of interest expense related to the TEU instrument. Turning to our guidance for 2025, we are increasing our expectations for total revenue and adjusted EBITDA that was provided in March, which excludes the Community Living business. Total revenue is expected to be in the range of $12,200,000,000 to $12,600,000,000 including pharmacy solutions revenue of $10,750,000,000 to $11,100,000,000 and provider services revenue of 1,450,000,000 to $1,500,000,000 This revenue range reflects 21.1% to 25.1% growth over full year 2024, excluding community living in both years.

Total adjusted EBITDA is expected to be in the range of $590,000,000 to $6.00 $5,000,000 for full year 2025. This would reflect 28.2% to 31.5% growth over full year 2024, excluding community living in both years. Our increased total revenue guidance is primarily driven by an improved pharmacy revenue outlook, including growth in LDDs and generic drug conversion and utilization opportunities, and consistent growth on the provider side. Our adjusted EBITDA outlook reflects strong pharmacy growth in the second quarter and through the rest of the year, improved costs across pharmacy and provider from procurement and efficiency initiatives, strong provider performance and improved profitability trends in infusion, which continues to gain traction as we move throughout the course of the year. With that, I will now turn it back to John.

Thank you for your time today to go through BrightSpring's second quarter twenty twenty five results. We will now open up the call for questions. Operator?

Certainly. Our first question will be coming from Whit Mayo of Leerink Partners. Your line is open.

Hey, John, maybe just start with the infusion performance in the quarter. I think you've referenced some leadership changes in the past. So just any expectations for growth over the next few years and how you're positioning the business for growth within, I guess, specifically within the acute market? Thanks.

Hey, good morning, Whit. Thank you for the question. Yeah, we were pleased with a lot of the developments in the infusion business in the quarter. I would say from a progress perspective and from an operations perspective, it's the best quarter we've had in a long time. And we expect more of the same.

From a leadership perspective, we do have a new president of that business who started early in the quarter. We have a new operations leader, we have a new sales leader. So we have really focused on not only trying to make the business as efficient as possible to drive optimal patient outcomes and drug turnaround times, but also to do that, with the best talent base that we have in the industry as well as ongoing technological and process investments. And so, super excited about the business. The business grew double digit on an EBITDA basis in the quarter.

And we expect much more of the same in the future. It certainly is one of our drivers in the back half of the year. And I view it as one of our top, certainly two, two or three growth drivers in the company in the future. In particular, we're really excited about acute. I've stated our strategy there before is to not abandon that market.

Think like a lot of people have, it's a tough market. But it's also a very, very large market. And it's one that we are trying to make sure we have optimal customized processes too. So we will certainly continue to address chronic therapies. But we think having a broad based strategy that also includes acute and focuses on professional services and nursing services and optimal payer relationships by the broad set of services you do have, you know, is ultimately a winning strategy not only across the home, but across clinics as well.

Numerous growth levers and infusion going forward, provides essential services that dramatically reduce costs versus doing these types of procedures in a hospital setting. And we just continue to focus on the team and the process there. Thank you.

Great. And maybe just the follow-up on just the gross profit per script was up a good bit. And just any comments around trying to square that performance would be helpful in the context of maybe what to expect for the rest of the year? Thanks.

Yeah, it was mixed. I'll let Jen answer that a little bit more. But the trends we saw in Q2 we see continuing.

Yeah, so as John mentioned in the script, there was 38% year over year growth in our specialty scripts that has some of the highest gross profit per script. And so we saw a skewing to that this quarter.

And one moment for our next question. Our next question will be coming from AJ Rice of UBS. AJ, your line is open.

Thanks. Hi, everybody. You beat, at least relative to consensus, by about $5,000,000 in the second quarter, and you're raising the full year guidance by $20,000,000 So clearly, some uplift in the back half numbers. I know you had assumptions about a lot of positives coming into the year, coming into this quarter. What specifically is improved that results in that raise in the back half of the year that's different than coming into maybe the quarterly release?

Yeah, good morning A. J, thank you. We do always have slightly higher margins and EBITDA contribution in the back half of the year just due to structural items like the way Mondays and Fridays and the number of days in the months in the back half versus the first half, as well as taxes that burn off into April and May throughout the year. That is part of it. I would say just continued momentum really across the company characterizing our performance was not just pharmacy, but continued real strength on the provider side.

This is a business that continues to grow nicely into the double digits from an EBITDA perspective. And we've never been more positive about the provider segment of our company as well. So really broad based growth across the organization. But as we look at the back half, continued momentum, we do have expectations for continued growth across the company. We see infusion continuing to grow more.

We see home health and hospice from a volume perspective continuing to grow more in the second half. We do have quite a few efficiency, lean and technology initiatives that have been hitting in Q2 and Q3 that we also expect to continue, to contribute in the back half. And then there's some favorable rate developments in the back half as well, including the hospice rule. Jan, I don't know if you had anything else.

Yeah, I would just highlight, especially within our home infusion and long term care pharmacy, we've had really focused efforts regarding those efficiency projects, additional procurement initiatives. Those are coming online, as John mentioned. Again, really strong performance and provider continuing to leverage our scale and just seeing an accretion of margin related to those projects.

Okay, great. And maybe my follow-up, just to drill down a little bit on the development and m and a. You know, usually, you do about a 100,000,000 in annual spend. Obviously, this year, you've got the Amedisys divestiture deal pending. Hopefully, that goes through. And you've got some priority on debt reduction, although most of that's coming from the your own divestiture.

Any updated thoughts on either the pipeline or deals away from the Amedisys transaction that you might be looking at?

Yeah, I would just say more of the same. I mean, we've certainly been a little bit measured here waiting for the outcome of the community living divestiture and what would happen on the Amedisys divestiture. So there definitely and logically has been a wait and see approach. But more of the same in terms of our absolute baseline for M and A, which is eight to 10 or so tuck ins a year at very, very low multiples. We are continuing to work on those.

You would see probably five to 10 of those in our current pipeline, tuck ins, lot of CON type stuff at very low multiples, in some cases just buying a license. That's been really been our MO this year as we've been waiting to see what happens with the divestiture and then the Amedisys transaction. We are having a very strong cash year. Our OCF should be comfortably above 300,000,000 And we're pleased where we're heading with leverage. I think this gives us more flexibility into the future, should we choose to be a little bit more aggressive any time.

But as we've been saying now for twenty months, our focus has been on driving the balance sheet to our target leverage level. You know, assuming the community living divestiture again, we should be at or below three times by the end of the year. And, you know, our long term goal that we've stated as of more recently is two to two and a half times. We think we can be at that long term goal of two to two and a half times leverage as soon as next year. And so, continue to be focused on that with a baseline level of very accretive small tuck in M and A as we await the outcomes of some of these other transactions.

And one moment for our next question. Our next question will be coming from David Larson of BTIG. Your line is open.

Hi, congratulations on the good quarter. John, can you talk a little bit about the growth in home health business? And I don't view the rule as being that material. I mean, it's less than 2% of total revenue, but I have been getting questions on it. I think I heard you mention in your prepared comments that in 2017, there could be a 500 basis point lift because part of that proposed reduction is actually temporary. Just any color on growth and that rule? Thanks.

Yeah, you're right, David. Good morning. We don't have a material impact from the outcome of the home health rule. Obviously, for the benefit of the industry and as an interested party, we do hope that the final rule better reflects the value that home health services provide. The ROI from home health is just simply, unquestionable and profound, just reams and reams of data over the past thirty years speaking to the benefit on mortality rates, on reduced hospitalizations and improved outcomes and lower costs.

So hopefully home health, you know, just like many other and most other segments of healthcare services will get the support it deserves going forward. I think you meant 2027. You know, if the recruitment does go into place, TBD based on the final rule, you know, at some point that will burn off and go away as well. And when it does, you'll have a big uplift, right? So, and then we are optimistic and based on some language that we saw in the proposed rule that home health rates will start moving up again at some point in the near to medium term future.

Our approach to home health has been a steady but very measured growth into the space. Therefore, we are not a massive home health provider today. We're still a relatively modestly sized provider. Hospice is the predominance of what we do in home health and hospice today. But we have been growing into it over time and we feel like that strategy and scaling into it over time will dovetail nicely with a return to warranted rate support in the home health industry.

So we actually believe it's a very interesting time to be a provider who's growing into this space and creates a lot of opportunities into the future. But thank you, David, we would agree.

Great. Thanks very much. I'll hop back in the queue.

Thank you. And our next question will be coming from Joanna Gajuk of Bank of America. Your line is open.

Hey, good morning. Thanks so much for taking the question. So maybe first question on the specialty pharmacy, right, keeps I guess surprising to the upside. I'm not complaining, but just the question, how much longer can you grow at this pace? Would we refer to assume thirty percent growth in specialty pharmacy can continue next year?

Hey Joanna, good morning. I think what we're seeing today is the benefits of a business in a business model, a value proposition, and a track record from a service and quality perspective that's now been put in place for close to fifteen years. If you look at our service levels and our quality, which is driving a lot of strong relationships with manufacturers and biopharma. If you look at the infrastructure investments we've made in the business, up and down the patient journey and the patient process. If you look at the investments we've made on the business development side of the organization, making sure that we can properly educate and advocate for these therapies with thousands of prescribers and patients and their families every day to make sure they get the life saving therapies that they need.

That's what we've done. And it's driving a solid amount of growth into the organization. It's a broad based business too. We really try to partner closely and be the best partner we can with the payers, with the PBMs, the manufacturers on the brand LDD side. We also try to make sure that we drive generic utilization when the opportunity arises.

We have a growing and a thriving fee for service and hub business as well. And so growth is really coming from all dimensions of that business. And we're serving markets in the specialty pharmacy industry that are massive, that continue to have huge innovation pipeline. So, as we sit here today, we do not see anything that changes that growth trajectory. We will continue to make the investments in the business and try to execute at the high levels that we are every single day.

Thank you. And if I may, staying on pharmacy. The recent proposal for Medicare for outpatient hospitals includes provision right to equalize rates for some of the drugs provided by doctors at hospitals to get paid on the fee schedule. So I don't know, is there some opportunity for you guys from changes like that? Would you be willing to comment on that? Thank you.

Yeah, Joanna, at this time, we're not really sure if that would be an additional opportunity or not. I mean, we are serving the specialty pharmacy segment of the market principally, which is outside of the hospital, outside of the physician office. That would be something that we'd have to further evaluate into the future. But thank you.

And our next question comes from Brian Tanquilut of Jefferies. Your line is open, Brian.

Hey, good morning guys and congrats on the quarter. John, as I think about LDDs, I mean, maybe tying back to Joanna's question, right? I mean, you did five introductions in Q2, it sounds like. And so thinking about the pace and the remaining pipelines for LDD intros, and I know you talked about new agreements. So just curious what you can share with us in terms of what that pipeline looks like in the runway.

Yeah. Hey, good morning, Brian. Look, the biotech companies manufacturers are doing a terrific job of driving that innovation pipeline, continuing to bring more and more therapies to market. It's as deep as ever. You know, lot of them are more and more specialized and I would say more and more niche from a patient population perspective.

And that's an area that we have continued to try to be a terrific partner on. What we have continued to say is we expect 16 to 18 new brand LDD launches. Most of these are either exclusives or an ultra narrow, one of two pharmacy networks, 16 to 18 over the next twelve to eighteen months. And we've been saying that really for the past twenty months and that's what we're realizing as well. So we have a strong conviction that we will have another 16 to 20 LDDs, sixteen to eighteen months from now.

And, you know, we're really honored that we could bring these groundbreaking and life changing therapies to patients, you know, as a partner with the innovators.

That makes sense. And then, John, as I think about gene and rare disease in the specialty pharmacy business, I mean, how big of a business is that for you guys right now out of the book? I mean, I know everyone thinks of oncology as the area of growth, but obviously there are emerging areas in the drug world that could drive incremental growth and incremental dollars. So just curious what you can share with us on that front.

Yeah, no, thanks Brian. I mean, is a continually emerging area. You know, something people probably don't realise too well is, I mean there is a solid percentage of our therapies that would be defined as rare and orphan therapies as well. Some of those are in oncology, some of those are not. But that is an area that we continue to look at.

I would say if you look at our LDV wins in the last year, you know, to 40% of them have been in areas that would be defined as rare and orphan therapies as well. So we continue to lean in to that market internally. And it dovetails all of the critical success factors that have allowed us to build the model that we have on the oncology side absolutely directly apply to rare and orphan. And I would say it does not go the other way. You know, being successful in rare and orphan, you know, does not necessarily make it easy to more enter the oncology space.

You know, for example, you look at our huge business development sales force investment that we could bring to bear that you really don't see as a characteristic in other markets. And so, you know, we're constantly looking to see where we can leverage our core capabilities and do adjacencies. And, you know, that's one that we have had a lot of success and we will continue to. Mean, a good example is now going on about a year ago is we won the injectable for Lykembi. And, you know, we have to see how that plays out, but we were an exclusive on that.

You know, we are always, you know, looking to leverage terrific relationships with biopharma, into more areas.

One moment for our next question. Our next question will be coming from Charles Rhyee of TD Cowen. Your line is open.

Yes, thanks for taking the question. John, I wanted to drill down on some of your comments. I know a lot of people have asked about the LEDs, but obviously when you look at some of the data from like IQVIA, we saw improving also generics as well. Just maybe anything that you're seeing there. We saw generic penetration rates improving for oncology as well.

Anything that you'd specifically call out in the quarter? And it seems like when you look at the script growth and revenue growth as well, maybe it's mostly LTD launches, but just curious how much generics might have had played a part in sort of the upside in the quarter.

Yeah, thanks Charles. Good morning. Look, in terms of our value proposition across pharmacy of driving better med adherence, which without that is one of the two leading causes of hospitalization and driving generic utilization. All of this drives outcomes and cost reduction in the value chain. We do focus on exactly that in the latter of generic utilization when there is the opportunity.

I think one thing that's interesting to note is over the last six, seven years, we've continued to increase our investment into that clinical liaison team out in the field covering thousands and thousands of doctors' offices and oncology offices every day. And what that really does is makes us the de facto sales force for generic drugs, right? When a drug goes from brand to generic, a lot of the detailing goes away from the brand. But we have invested in a very large clinical liaison force that is out there every day with decades long relationship with prescribers and we were able to effectualize that conversion as rapidly as we can and to drive that market share. And so, there is a business model that has been in place for a long time that we continue to try to refine even further every year.

But with some of the generic launches that occurred going back several years one significant one in Q4, we've now had about three already in this year. We've got several more including Pomalyst next year. We are just really trying to do our part to drive utilization and pull through when those events happen.

I'm sorry. Yeah, thanks. I appreciate that. Just maybe as a follow-up. Obviously, the other day, the President announced or apparently wrote some letters to pharma, reviving sort of the discussion around most favored nation pricing.

Obviously, that's really aimed at the drug industry, but I know that folks have thought through maybe potential indirect effects that it might have downstream. Just curious as you've maybe evaluated in the past, whether that's the executive order that was signed back in May or just thinking through potential unintended consequences of some of these measures, maybe you can kind of opine on sort of your thoughts on how this might affect BrightSpring and or just pharmacy, the pharmacy world in general.

Sure, sure. Well, I mean, I would say at the outset, it's very difficult for us to comment on this topic as it is all extremely uncertain. We did not see yesterday as any new news. Clearly, there are ongoing negotiation between the administration and the pharmacy industry. Yesterday's letter was just the latest, albeit public, position which has been very similar to the executive order previously a couple of months ago.

I think the biopharma industry has made many public commitments as part of this negotiation process. We certainly don't have insight into it. I think it would be reasonable to assume that these discussions are going to continue. Again, we don't believe just given our strong value proposition in terms of what the pharmacies do to drive outcomes and cost reduction and generic utilization. We do not believe that the pharmacies or other providers of critical services to patients are an intended target of any of these negotiations.

And any outcomes from the government and industry that are being discussed are really likely probably to play out, if any, over a very, very long period of time. So I mean, I guess the only other sort of comments here is IRA is already going to be in effect. And IRA really gets that a lot or most of what this is about. And we've already sort of bracketed in a downside what we think that impact could be, which is extremely manageable. And we are continuing to work with policymakers to try to make sure that the pharmacies are not impacted by that.

And that work is ongoing. From a Medicaid perspective, Medicaid drug rates are already extremely low. And states and patients do realize other cost reduction vehicles and access programs today. Would say as it relates to our company, we are extremely diversified. Generics make up the vast majority of what we do here.

From a, I would say, from a profitability standpoint, they make up the majority of what we do. We continue to drive generics and ultimately, and it's extremely uncertain. But if there were changes in drug pricing models into the future, we just believe that payment models would ultimately evolve to address that. Cost plus dispensing fees, professional fees, like many other parts of healthcare are reimbursed, the payment system would just naturally adjust. I'd also just call out idiosyncratically to our company.

We are getting to a place of having an extremely strong balance sheet. As I said before, we're optimistic about potentially reaching our long term leverage goal of two to two and a half times as soon as next year. We're also a scale provider, which gives us a lot of M and A opportunities. And regardless of the policies that are out there, we have an extremely strong value proposition that I think all policymakers really realize. And regardless of the environment, we feel like we will be able to effectively navigate that.

And we just continue to be proactive in educating all parties as to the value and the benefits of the pharmacy and the value chain.

Great, really appreciate the comments. Thanks a lot.

One moment for our next question. Our next question will be coming from Erin Wright of Morgan Stanley. Your line is open, Erin.

Hi, good morning. So in terms of underlying market share gains and competitors getting out of the market, we've known about that It's been going on for some time, whether it's Quorum or otherwise. But how do you think about that as a driver going forward, maybe in going to what you were just saying in terms of like M and A opportunities on the back of any sort of regulatory type of disruption to across the market. Could that bring opportunities for you? Yes, how do you think about kind of organic opportunities as well as we think about other kind of getting out of the market and how long of a tail you have there? Thanks.

Yeah, good morning Erin. Certainly you looked at some of the things that happened on the acute side of the market in infusion the last couple of years. Those have been opportunities for us and others in the market. As I said before, we do believe that the acute market in infusion is an attractive one. I don't know exactly, but it is 8,000,000,000 to $10,000,000,000 sort of market size, which creates tremendous opportunity if you can move your market share, say, from 10%, 15% to 30% to 35%. And that's something that we are really focused As it relates more broadly to other providers, that is something that we are regularly looking to do.

BrightSpring Health Services Q2 2025 Earnings Call Transcript | Fortune

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BrightSpring Health Services (BTSG) Q2 2025 Earnings Call Transcript

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