During 2025, management rebuilt the commercial team, increasing sales personnel from approximately 60 to over 90 to address high clinic attrition, an initiative that began showing results in stabilizing the network by the fourth quarter.

The company restructured its commercial organization by geographic region and sales role to bifurcate focus between servicing existing accounts and driving new clinic starts.

Procedure revenue declines were primarily driven by higher-than-historical clinic attrition, which accelerated to high single digits in 2024 compared to the typical 5% rate.

Strategic focus has shifted toward maximizing value from top-tier clinics by refining contract models and incentive structures to strengthen long-term practitioner retention.

Operational discipline was enhanced through upgraded data analytics and internal systems, which management believes will enable more consistent execution and scalability.

Dietary supplement growth of 16% served as a critical hedge, driven by e-commerce expansion and increased patient engagement with healthy aging solutions.

Management expressed cautious optimism that the foundational work completed in 2025 has positioned the company to reaccelerate procedure revenue growth in the second half of 2026.

Biote plans a significant step-up in operating expenses to expand the sales force further to approximately 120 personnel by the end of 2026.

The company is prioritizing a 'leading-edge' technology platform investment to streamline the practitioner journey from initial certification to long-term clinic management.

Financial guidance for 2026 assumes a mid to high single-digit decrease in procedure revenue for the full year, though management expects a return to year-over-year growth by the second half.

The 2026 outlook includes a forecasted revenue of above $190,000,000 and adjusted EBITDA exceeding $38,000,000, accounting for the near-term impact of planned investments.

Management anticipates dietary supplement revenue will continue to grow at a mid to high single-digit rate, supported by the new technology platform's cross-selling capabilities.

A $1,300,000 inventory charge was recorded in 2025 due to a voluntary recall of specific hormone pellet lots shipped by Asteria Health.

Management flagged a potential near-term headwind to gross margins if the product mix shifts toward more expensive third-party manufacturing during the recall resolution.

The company is working 'hand in hand' with the FDA on the voluntary partial recall process, including product returns and order refilling, which was initiated out of an abundance of caution.

Legal expenses and headcount costs decreased in late 2025, and while the company plans to increase sales headcount to approximately 120 in 2026, it is focused on broader strategic investments to drive long-term growth.

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Management views the FDA's removal of certain black box warnings as a positive tailwind that validates hormone optimization as a safe therapeutic option.

The shift in regulatory tone is expected to increase clinician and patient awareness, particularly for women's testosterone therapy where FDA-approved options remain limited.

The projected first-half decline in procedure revenue is attributed to the 'annuity model' effect of 2024 clinic attrition rather than new pricing or competitive pressures.

Management noted that training sessions are currently at full capacity, which serves as a leading indicator for future procedure volume growth.

The recall is being managed in 'lockstep' with FDA guidance, and management reports that customer responsiveness has been positive thus far.

The company is monitoring the productivity of new practitioners to ensure they start quickly while separately tracking the impact of the ongoing voluntary recall.

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