Good morning all, and welcome to the PharmX FY 2026 results presentation. I am Tom Culver, CEO of PharmX, and we also have Zoe Hillier, CFO. Today, we will provide you a brief overview of our business, our key results and metrics, as well as provide an overview of our focus areas for FY 2027. We will also provide an opportunity for questions at the end of the presentation.
Please throughout, submit your questions via the Q&A function that you will find in the call. Positioned at the heart of the industry, PharmX offers critical industry infrastructure to the ANZ pharmacy network. Our strategy to expand our network and diversify revenues continues to deliver strong results. In the year, we released the new Marketplace platform, which provides both a one-stop shop for pharmacy ordering and a new channel for suppliers, whilst expands the revenue base by capturing our increasing share of.
Additionally, a program of work has started to modernize the PharmX Gateway to enable the provision of vertically expanded services throughout the supply chain, expanding our addressable market. Finally, we continue to develop and grow our AI-enabled analytics capabilities, further diversifying revenue and driving value back to our network of customers. Today, we deliver our critical infrastructure through a secure, high availability, single platform solution made up of three core services. Our Gateway, which increasingly operates as the truth layer for the sector, with near universal connectivity, facilitating AUD 26 billion of network flows across 120,000 active SKUs and over 300 million invoice lines per annum. This making us one of the largest EDI providers in the world. Marketplace improves ordering supply chain outcomes for pharmacies and suppliers through a modern, accessible e-commerce layer operating on top of the Gateway, diversifying revenues to volumes-based revenues for our business.
PharmX also now offers a market-leading data and analytics capability to commercialize the rich data created from our dominant position within the industry. FY 2026 was another pivotal year for the company. Whilst a number of key strategic building blocks were put in place to facilitate future growth, we continue to see growth in our core business as well as across all key areas of our strategy. As a result, recurring revenue grew by 9%. Through the Gateway, excluding the impact of a change in distribution model for two suppliers, Gateway grew 8% year-on-year. Net of this impact, Gateway recurring revenue grew 3%. Notably, our vertical expansion strategy will increasingly shield the business from similar ad hoc customer decisions impacting our business in the short term. Recurring revenues throughout the Marketplace grew an impressive 73% year-on-year.
Our New Zealand revenue, equally impressive, increased 67% year-on-year, whilst our analytics revenue grew 25% year-on-year. Our gross margin has improved year-on-year, demonstrating the increase in non-rebate related revenue streams. We have maintained a positive EBITDA despite the significant transformation and strategic activities that have occurred during the year. We have AUD 2.6 million of cash in the bank at 30 June and continue to generate positive operating cash flows. I will now hand you over to Zoe, who will talk through profit and loss and our cash flow.
Thanks, Tom. Good morning, everyone. As Tom mentioned, I will now go through just a bit more detail on the financial results for the year. Revenue for the year was AUD 7.7 million, which was a positive result in line with our expectations, underpinned by strong platform growth in line with our strategy. Recurring revenue has grown by 9% year-on-year, excluding a distribution change that occurred during the year for two of our suppliers. For example, changing from a direct-to-store model to a wholesaler distribution model. Net of this, recurring revenue increased 5% year-on-year. Marketplace commission revenue has increased 73% versus prior comparable period. In November 2025, our new Marketplace was launched, and we have seen continuing month-on-month growth in gross transaction value, and pleasingly, an acceleration of pharmacy adoption and usage metrics.
In H1, there was an intentional pause in onboarding and marketing activities on the old PharmXchange platform until the new Marketplace was launched. Year-on-year, there has been a reduction in paid marketing revenue and one-off integration fee revenue received. We expect this to increase again as the Marketplace continues to gain more traction and we can charge for these services again. This has all resulted in a net increase in total revenue by 3% compared to the prior period. Total operating costs were AUD 6.7 million, which is AUD 0.7 million more than the prior period. This increase in operating costs was in line with our plan and to support the launch of the new Marketplace. The increase was driven by our investment in development resources, sales and marketing capability, and IT infrastructure.
People costs have increased by AUD 183,000, technology costs by AUD 137,000, and marketing costs by AUD 103,000. Professional fees were also up by AUD 394,000, mainly due to some additional one-off legal and advisory costs in relation to the Sigma Healthcare and Chemist Warehouse strategic partnership that was established during the year. EBITDA for the half year was positive at AUD 1.1 million, compared to AUD 1.6 million in the prior period. This reduction was entirely driven by the increased growth expenditure I have mentioned. Amortization and depreciation for the period was AUD 1.6 million, an increase of 22% on the prior comparable period due to the ongoing investment in product development and the capitalization of those costs. Employee performance rights expense also increased in the current year as a long-term incentive scheme was rolled out to the broader organization to incentivize and retain talent.
In addition, there was a AUD 644,000 non-cash share-based payment expense recognized in the current period in relation to the Sigma Healthcare strategic alliance. The remainder of this investment of AUD 9.7 million will be recognized over the duration of the five-year contract as a non-cash item. I will now go on to cash flows. A positive operating cash flow was delivered even with the upfront work on the Sigma Healthcare strategic alliance, as well as the launch of Marketplace and the increased investment into people, sales, marketing, and IT and technology. The prior period operating cash flow included the payment to Fred IT Group of AUD 9.9 million, which was made in accordance with the final orders issued by the Supreme Court of Victoria. The net R&D incentive received in the current period was AUD 368,000, which is down on the AUD 862,000 received in the prior period.
This was due to the one-off true-up payment of income tax in relation to the previously reported early termination of the Alchemy revenue share agreement, which was in relation to the PharmXchange intellectual property. We will shortly be lodging our FY 2026 tax return, which will include an R&D tax refund claim of AUD 1.2 million, which we expect to be received in H1 of FY 2027. The launch of the Marketplace has led to increased development costs with AUD 2.1 million of capital expenditure on product development during the current period. Prior comparable period capitalized development was AUD 1.7 million. The prior period there was also investing cash flows, partly offsetting this related to the sale of the pharmacy software business. We have ended the year with a positive closing cash balance of AUD 2.6 million. I will now hand back over to Tom.
Thank you, Zoe. The strong financial results are supported by excellent platform metrics displaying strong growth over the year. Total platform GTVs increased by 11% year-on-year. That is a 30% increase from FY 2023. Orders have increased across the platform, demonstrating increasingly strong competitive position and strong uptake in our new platforms. ARPU has increased across our three core revenue-generating pillars, which demonstrates growing value of the solutions that we are providing. As we look at our Marketplace, which remains our principal long-term growth engine, we see strong growth across four metrics, resulting with July 2026 reaching AUD 4.7 million in GTV, which demonstrates both strong signs of change in ordering behavior as well as an increased confidence in us achieving our near-term goal of AUD 100 million GTV run rate within 12 months.
As we look to FY 2027, our key focuses are on margin expansion and improved commission mix on the platform, increasing the number of manufacturers and distributors on the Marketplace as a strategy to increase this blended take rate, continuing pharmacy growth, expanding the number of pharmacies and also the monthly spend of our target cohorts, and additional revenue streams coming online in platform, including marketing and advertising. These are areas that Zoe previously mentioned were put on hold previously, which we now anticipate will start to generate revenues in FY 2027. We clearly achieved a great deal in FY 2026, strengthening our business and continuing to grow. Key highlights of the year include the launch of the PharmX Marketplace platform, diversifying revenues.
Operating metrics are increasingly compelling for both pharmacies and suppliers, supported by an impressive order fulfillment rate of 94% on the platform, which is a 34% improvement against the traditional EDI ordering process. We have cart abandonment rates of just 1%, which is extremely strong and a demonstration of the value and the quality of the platform. Supplier partners on the platform are recording measurable market share and product line growth while pharmacists continue to grow their average spend month-on-month. We completed the strategic alliance with Sigma. The alliance secures access to Australia's largest pharmacy resale footprint, renews Sigma's EDI and wholesale agreement for a further five years, and brought Sigma onto our register as a substantial shareholder with board representation. We modernized our core platform services.
The development of Gateway 5 and our vertically integrated van-to-van EDI solution drive vertical expansion. Expanding our addressable market adds value to our existing network and increase the efficiency of our cloud services with an expected cost reduction of 18% in FY 2027. Our network has continued widening. During the year, we signed 25 new suppliers, added over 3,600 new Gateway accounts, and migrated eight suppliers to variable pricing, shifting revenue towards transaction value rather than account-based fees. We also expanded into key accounts across hospital ordering, vendors, and health stores, again, expanding our addressable market. We also resecured our agreement with the NDSS, supporting services for a further two years. We have continued our investment into AI, driving productivity in our business, as well as leveraging solutions within our products.
Further, we've recently strengthened the executive leadership team with Vaughan Ryan joining as our Chief Revenue Officer in June 2026, bringing global commerce experience across e-commerce, data, and analytics. Taufiq Khan has also recently joined as our Chief Product Officer. TK brings deep expertise in e-commerce, digital transformation, and B2B platforms, and both appointments give us senior capability in precisely the areas where FY 2027 growth will come from. As we think about our market, demand spend and channel shift continue to move in the favor of the PharmX operating model. What we see is structural versus cyclical shifts, meaning the sector remains highly attractive for the years to come.
Driven by aging population, rise in chronic disease, and with the retail pharmacy expected to continue to grow, efficiency and technology investment remain crucial in the industry, with rising need for digital ordering, optimized front of shop, and data-led innovation across the entire supplier chain. To close, FY 2026 established very strong foundations for growth and demonstrated strong early traction and success across our key focus areas. Year-over-year performance remains solid, with uplifts in revenue and impressive increases in activity across four key metrics. We've also enhanced AI and executive leadership team capabilities to increase productivity and drive executional excellence. Off this stable base, we now look ahead to FY 2027, a year of execution, and our priorities are clear. We continue to scale the Marketplace volumes and supplier growth with continued optimization and sharper focus on supplier outcomes. We expand margins through supplier migration and improved commission mix.
We've modernized the platform to Gateway 5 and our vertical integration solution rollout. We scaled onboarding and AI integration to support both platform take-up and insight delivery. We maximize the opportunities available under our strategic alliance with Sigma and Chemist Warehouse across the combined network. We further embed AI-driven data solutions, leading with demand planning, forecasting, and master data services, and continue to focus on New Zealand, with supplier growth expanding market exposure through Park & Chemist, our partnership with Toniq, personal integration partnership with Sigma. We thank you for your time today, and we look forward to a very strong FY 2027 and beyond.
There is one question in the Q&A.
Yeah, just. Just bear with us a second. Our Q&A is just loading. This revenue relates to. Sorry, this question relates to our delivery of revenue against the delivery of our initiatives, and the lag of which we see behind the investment in our products and the return on revenue. For those who follow our business closely and will have been taking part in previous presentations, we talked about FY 2026 very much being a year of investment for our business. Laying the core four foundations for growth, particularly across Marketplace capabilities and data and analytics, as well as our step forward with our Sigma alliance, which leads to our vertical integration strategies. All of which, as we've communicated previously, are designed to drive revenue forward from FY 2027 and beyond.
From our perspective, our revenue result for FY 2026, absolutely in line with expectations, and absolutely in line with what we have communicated to market. As we've just presented, we believe we're in a very strong position now to drive uplifted revenues through FY 2027 and beyond, as well as margin expansion in the business. James, you have your hand up. Do you want to ask a question?
Hi, Tom. Hi, Zoe. Thanks for taking my question. It's James Tracey from Blue Ocean. The question is really around, you presented that good chart there on the Marketplace growth, the bar chart, and there was a big tick up in the GTV in July. Which was a bit higher than I was expecting and I've got the ruler out based on your March release when you actually put numbers against those figures, and it looks as though you're multiplying that monthly figure by 12. It looks like you might be at around 50 million annualized GTV, which is roughly half of where you were hoping to be in May of 2027. So, it looks like potentially you're tracking ahead of that target that you put out there for AUD 100 million of GTV in a year. I just wanted to clarify that with you.
And also maybe if you could talk about what's driving that big jump up in July. It looks like there's a big increase in the spend per pharmacy.
Yeah.
Maybe you could talk to that. Thank you.
Yeah. Thank you, James. Absolutely. So, obviously as we mentioned, Marketplace is our primary growth driver for business. It's a key focus for us. Where we have seen the uptick in performance, particularly through June, July, and we're seeing that continued performance come through in August as well, has come from a number of factors. The platform has now been in market for a little under six months. It takes time to build presence in a market. It takes time to build trust with customers. That has now been developing, and what we have seen is a strong increase in monthly spend of both our target customers as well as our broader users on the platform.
This is a very positive demonstration of the quality of the products that we've delivered, the communication of the product that we're able to deliver, our engagement through our customer success teams, and trust in the platform going forward. Internally, we've also become stronger as a team. We are clearer on how to firstly convert customers more quickly from registration into activation. We are better now at engaging with our customers to drive a quicker uptick in spend on the platform, again, across both our target cohort and our broader customer base, which is driving these results. Lastly, we continue to optimize the platform.
We have a number of features that we roll out on a monthly basis to improve every area of the platform, all of which is intended to drive towards our North Star metric on the platform, which is growing order origination and reaching 90% of orders for our core cohort. We are very much on that trajectory. To your question around where we are heading, we have certainly accelerated in the last couple of months. That acceleration we expect to continue, particularly as we then think about the supplier side of the Marketplace. One of our key strategic objectives for this year, as I mentioned, is to firstly grow the number of suppliers on the Marketplace, the number of suppliers, distributors, and importantly, manufacturers. Having more stock and product available on the platform drives more spend.
It will also improve our commission mix or our earnings on the platform. Secondly, is driving better outcomes for the suppliers that we have on platform. Having a sharper focus on driving uplift, and increasing market share and product purchasing through partnership, through marketing, through bespoke sales opportunities and promotion opportunities that we are now developing with our partners. Again, all of which drives further traction on the platform. In summary, we are very happy with where we are. There is still work to do, and we hope to continue to accelerate.
Just on that topic, I have done some back of the envelope calculations around the number of pharmacies that are on the platform, and it seems like it is in the range of 100- 120 pharmacies out of a pool of 6,000 potential pharmacies. I guess, for the people that you have on there, they are very successful. Could you talk about getting more pharmacies on there and where that could get to?
Yeah, so there is definitely a relationship between pharmacies and suppliers or the range that we have available to those pharmacies, which is an important metric for us. We have a target whereby we want our stores to be able to come on and do all of their ordering on our platform. We are designed to be a one-stop shop. That is our ambition. In order for us to do that, we are required to have more suppliers and wholesalers on the platform, hence it being a key area of growth for us this year. James, your number is not wildly inaccurate. The number is higher than that in terms of the number of transacting pharmacies, but this is absolutely our strategy. We are focusing on small cohorts who spend a very large proportion of their monthly spend on our platform.
As we grow the number of suppliers, that cohort increases. What we have got better at over the last couple of months is lifting the spend for our non-cohort customers. That is coming through the work we are doing with our suppliers and partnership, particularly around promotions. We are expanding the strategy a little bit, but our core focus remains on those core cohorts, driving a small number of pharmacies with a very high spend.
Great. Thank you, Tom.
Thanks, James. We got one more question on the chat as well. Relating to the Sigma Alliance, which has now been in place for six months, and a question around the benefits that we are starting to see flow through. While we cannot talk too specifically about the work that is going on under the alliance, I have mentioned before in our presentations that we will announce things as individual scopes of work or contracts are agreed. At this stage, the main priority between our two businesses is the release of our vertically integrated EDI solution to support the launch of the Sigma New Zealand Distribution Center, which will be happening, orders will start flowing into the distribution center in mid-September, with then orders flying out to stores also in mid-September.
That is a primary focus between our two businesses, being the core part of the strategic initiative and the strategic relationship. As we mentioned in previous releases, the core benefit for our business here is vertically integrating our solution gives us access to a new addressable market of a similar size to our current market. It drives new revenue streams and new revenue opportunities and builds new relationships with new suppliers, and expands our relationships with our existing suppliers, driving more value into the industry. It also works as an opportunity for us to expand those services with our other customers in this region and potentially support partners in other regions with those services. As I mentioned in the presentation, we drive a very strong business. Our core EDI services are exceptionally good, large, and highly capable, and it is a natural progression for us to expand this.
In terms of the other opportunities that we have with Sigma, we have now about 14 work items on the go across the business in various phases. We expect to be able to announce other things in the coming months that will relate to the other core pillars of our strategy, be it Marketplace and data and analytics. Well, thank you, everyone. There seems to be no more questions coming through, and we are almost at time, so we will close off today. We do appreciate you taking the time and coming to listen to our update. As mentioned, we will continue to provide news flow and updates throughout the year as our business continues to perform strongly and as we continue to grow. As I mentioned, we are very comfortable with the position that we are in. We believe we've built some very solid foundations.
We're showing a very strong sign of growth across our key strategic initiatives, and we expect to see revenue and margin expansion in FY 2027.