Guardian Pharmacy Services (GRDN) investor relations material

Financial performance and guidance

• Reported a strong quarter exceeding consensus and internal plans, leading to increased annual guidance.

• High single-digit organic growth is expected, with low double-digit growth when including M&A, except for a flat revenue year in 2026 due to IRA impact.

• Historically achieved mid-teens CAGR on revenue, with conservative future guidance.

• Maintains a 60% cash conversion ratio, $64 million in cash, no debt, and a $75 million untapped credit facility.

Business model and competitive advantages

• Focuses on institutional pharmacy services for assisted living facilities, holding a 13% market share and aiming for further expansion.

• Differentiates through specialized services tailored to assisted living, leveraging scale for purchasing, reimbursement, national accounts, and operational systems.

• Scale enables higher profitability and margin improvement for acquired pharmacies, typically reaching corporate averages in 3-4 years.

Industry landscape and M&A outlook

• The assisted living pharmacy market is highly fragmented, with most competitors being single-unit independents operating on thin margins.

• The Inflation Reduction Act (IRA) significantly impacted industry margins, with Guardian mitigating the headwind through proactive partner education.

• Expects industry consolidation as smaller operators may seek to join larger platforms due to IRA pressures.

• Typically acquires or launches 2-4 new pharmacies or market areas per year, using both acquisitions and greenfield startups.