Elanco Animal Health Inc Q4 FY2025 Earnings Call

Ladies and gentlemen, thank you for standing by. Welcome to Elanco Animal Health fourth quarter 2025 earnings conference call. At this time, all lines have been placed on mute to prevent any background noise. After the speaker's remarks, there will be a question and answer session. If you'd like to ask a question during this time, simply press star followed by the number one on your telephone keypad. If you'd like to withdraw your question, again, press star one. Thank you. I'd now like to hand the call over to Tiffany Kanaga, Vice President of Investor Relations. you may begin.

Good morning. Thank you for joining us for Elanco Animal Health's fourth quarter 2025 earnings call. I'm Tiffany Konega, Vice President of Investor Relations and ESG. Joining me on today's call are Jeff Simmons, our President and Chief Executive Officer, Bob Van Himbergen, our Chief Financial Officer, and Beth Haney from Investor Relations. The slides referenced during this call are available on the Investor Relations section of elanco.com today's discussion will include forward-looking statements these statements are based on our current assumptions and expectations and are subject to risks and uncertainties that could cause actual results to differ materially from our forecast for more information see the risk factors discussed in today's earnings press release as well as in our latest form 10k and 10q filed with the sec we do not undertake any duty to update any forward-looking statement Our remarks today will focus on our non-GAAP financial measures. Reconciliations of these non-GAAP measures are included in the appendix of today's slides and in the earnings press release. References to organic performance exclude the estimated impact of the ACWA business, which was divested July 9, 2024, and certain royalty and milestone rights that were sold to a third party in May 2025. After our prepared remarks, we will be happy to take your questions. I will now turn the call over to Jeff.

Thanks, Tiffany. Good morning, everyone. 2025 was the year of significant delivery for Elanco across all three of our priorities, growth, innovation, and cash. As highlighted on slide four, Elanco delivered a strong fourth quarter with 9% organic constant currency revenue growth. We outperformed the high end of guidance for revenue, adjusted EBITDA, and adjusted EPS. Growth was led by U.S. farm animal up 17 percent and U.S. pet health up 10 percent. This now marks 10 consecutive quarters of underlying total growth. Revenue from innovation exceeded expectations in 2025 at $892 million for the year, as the fourth quarter was our largest quarter for innovation to date. We are raising our 2026 outlook for innovation to $1.15 billion, dollars reflecting contributions across a broad set of geography species and products our continued focus on cash combined with strong results improved our net leverage ratio faster than planned to 3.6 times at year end we now expect to finish 2026 at 3.1 to 3.3 times with our consistent execution we are well positioned to introduce 2026 guidance in line with our longer-term algorithm. We expect full-year organic constant currency revenue growth of 4% to 6%, adjusted EBITDA of $955 to $985 million, representing growth of 8% at the midpoint, and adjusted EPS of $1 to $1.06, representing growth of 10% at the midpoint. This guidance continues our prudent, balanced approach in a dynamic macro environment. On slide five, let me ground today's discussion in accountability and transparency by sharing a checklist for the year in review. Elanco delivered across our full set of 2025 commitments to our customers and our shareholders. We have entered our new era of growth with a track record of consistent execution. Innovation revenue cleared a bar that was raised each quarter in 2025. We brought the entire big six across the finish line with Bufrana's December approval. This is a real testament to the optimized innovation engine that Ellen's team has built over the past few years. Organic constant currency revenue growth reached 7% for the full year, with balanced contributions across species and geographies, as well as between volume and price. 2025 revenue, adjusted EBITDA, and adjusted EPS all exceeded last February's expectations with steady outperformance throughout the year. And we delevered about a half a turn faster than expected while also refinancing our term loan B ahead of schedule. Team Elanko, I want to extend my gratitude for an incredible year. Your level of engagement and execution has never been higher, while your unwavering dedication to transforming animal care has truly shown. Looking more closely at the fourth quarter revenue performance on slide six, we break down the 9% underlying organic constant currency revenue growth. This chart demonstrates strength across our global business, with all four quadrants growing nicely. U.S. Pet Health had a robust quarter, up 10 percent. Cordelia Quattro and Zanrelia led solid growth in the vet clinic and also drove broader portfolio benefits with positive trends for Galopran. Retail likewise grew in Q4, and dispensing trends were healthy across our OTC parasiticides, including Seresto and the Advantage family. Importantly, our strong end of the year for U.S. pet health led us to gain share in every major category for the full year 2025. Prescription parasiticides, osteoarthritis pain, dermatology, and vaccines. Moving to international pet health, we achieved 8% organic constant currency revenue growth, driven by Zanrelia, Credelio, and Avtap. Sanreli is exceeding expectations in the $700 million-plus international market with double-digit share in several key markets and strong early traction in Europe, the U.K., and Australia. U.S. farm animal delivered an excellent quarter, up 17% on top of 6% last year, building on our market leadership. Cattle led the way with strong growth for Xperia and Pradilax with positive contributions from poultry as well. And finally, International Farm Animal was up 4% in organic constant currency with growth coming from ruminants, swine, and poultry. Looking at slide 7, we delivered $892 million of innovation revenue in 2025, outperforming across a diverse basket led by Cordelia Quattro, Xperia, Sanrelia, and AdTab. We are now committing to at least another $250 million of growth in 2026 to $1.15 billion. This target is led by our Big Six gaining traction in the global marketplace with our no-regrets launch approach. We are driving sustainable growth as we expect the Big Six to double in revenue from 2025 to 2028 on top of a stabilizing base. And we've refilled the pipeline to deliver a consistent flow of high-impact innovation. Let's further discuss the progress of our big six major innovation products on slide eight, starting with Cordelia Quattro. This groundbreaking parasiticide, the first FDA-approved product with four active ingredients, is the fastest blockbuster in our history, and we believe has the potential to become our biggest product class ever. we see quattro as best medicine with its four dimensions of differentiation fueling a growth trajectory more like a first to market product in the fourth quarter quattro continued to gain dollar share of u.s broad spectrum sales and was the only one to gain share in a quarter in vet clinics demonstrating continued strong momentum almost a year after its launch credelio quattro Quatro enters 2026 with the most momentum in the $1.4 billion U.S. broad-spectrum parasiticide We have significant runway ahead, with approximately one-third of clinics penetrated today and plenty of room to grow share within those clinics. A good leading indicator is Kinetics Puppy Index, where Quatro ranked highest in Q4 versus other broad-spectrum Indectos and grew versus Q3. Quattro is gaining share and also expanding what is the fastest-growing animal health market today, the U.S. broad-spectrum Indecto market up 30% year-over-year. We expect Quattro to lead that growth through its profitability for the clinic and its differentiated offering for the pet owner, aided by our DTC investments, expanded sales teams and distribution partners importantly Quattro has boosted our broader Elanco portfolio and clinics its momentum and portfolio benefits drove Elanco to be the only major animal health player to see share gains for the total parasiticide prescription portfolio in US vet clinics in 2025 looking beyond the US Quattro's global rollout begins now with approval in Australia last week with this approval we are kicking off our expansion into the 700 million dollar international market which is growing double digits next we couldn't be more pleased with Zanrelia's performance in the two billion dollar Durham market every quarter Zanrelia's efficacy profile becomes more recognized and its success is becoming more global we have a special product in Zen Relia the Zen Relia momentum is building with December as our best month yet importantly we exited the month with double-digit share of the US Jack market this strength is continuing into January we're now in about half of the clinics in the US and the reorder rate is over 80% trends accelerated after the label update in September adding 2,500 new purchasers. We remain committed to making the U.S. label consistent with the other 40 countries where it's already approved without restrictions. Senrelias Q4 international results were exceptional. In our first cohort of launches, Brazil, Canada, and Japan, we've already achieved year three or year four analog share in just the first year. Senrelias Jack market share in Brazil has reached 40% and Japan is over 30%. The rapid success and overwhelmingly positive customer feedback are driven by Zen Relia strong efficacy and support our long-term belief in the product with a clean label. We're also encouraged by the early traction in Europe, the UK, and Australia. Zen Relia is outperforming the new competitive entrant in the key EU markets local sellout data confirms double digit Jack market share in France Italy and Spain we've already contracted with all major EU corporate accounts helping to drive growth ahead of our expectations we've also achieved more than 10 percent share in the UK our EU head-to-head study results are coming to life in the field and we're the only player providing that competitive data. Again, efficacy is the differentiator across Europe and around the world with over a million dogs treated with Xenrelia globally. Its efficacy is resonating strongly with vets and pet owners alike. Xenrelia works and it works really well. Moving now to Bufrena, our second monoclonal antibody and our second DERM product. We gained USDA approval on December 31st, fulfilling our year-end commitment. We expect a launch in the second quarter of 2026 as we progress through the anticipated manufacturing ramp-up. A phased launch is very typical for monoclonal antibodies or MAB products as we scale our bioreactors. Our expanded facilities in Elwood, Kansas are ready. Our manufacturing plans are right on track, and we feel good about our overall MAP capabilities for Befrenna and beyond. Befrenna offers positive differentiation on convenience, value, and efficacy. It's recommended at a dosing interval of six to eight weeks post-treatment versus four to eight weeks for the current market competitor. And when we showed a close proxy of the label to approximately 350 veterinarians, 83% responded they are likely to use profrena, especially in seasonal cases. Finally, our OTC parasiticide, AdTab, has continued its robust growth trajectory with sales up more than 50%. AdTab is the fastest-growing brand in the $600 million OTC ecto market in Europe, achieving more than 50 percent oral otc share to become number one in less than two years on the market moving to farm animal xperia continues to grow nicely up 35 q4 against a tougher compare we are benefiting from the historically small u.s cattle herd size while noting that heifer retention recently turned positive for the first time since january 2017. xperia crossed the 200 million dollar mark in 2025 up nearly 80 percent for the full year with significant runway still ahead for this blockbuster and its portfolio benefits we see strong opportunity in an estimated potential market of over 350 million dollars in the u.s and canada through extending the days of use continued adoption and price with geo expansion as another longer term growth driver Lastly, regarding Beauvair, we continue to see demand from CPG companies that support sustained interest and consistent cow numbers, with farmer retention remaining over 90%. We will continue to invest in Beauvair to achieve its expected potential by enhancing the product's strategic optionality and demonstrating an increased value proposition for farmers and CPG companies. Long term, we continue to view Beauvais as a blockbuster, with near-term growth at a measured pace and a dynamic market backdrop. Moving to slide nine, we offer some recent highlights across the three parts of our IPP strategy, innovation, portfolio, and productivity. Ellen and her team have built a science-based engine and organizational capability to maximize throughput. With the big six now each approved in the U.S. without attrition, we are focused on the next wave with five to six blockbuster potential approvals expected through 2031. Elanco's R&D engine is humming with depth and expertise and a laser focus on the next milestones, all with a vision of creating a consistent flow of high-impact innovation. At the same time, we're optimizing our diverse portfolio to drive near-term growth and to gain share. We experienced broad-based organic constant currency top-line growth in 2025 across our top five product franchises and in nine of our top 10 countries. And, very importantly, our launch excellence is enabling share gains with accelerating pricing. As Bob will detail, we achieved 2% price growth in 2025 in line with our expectations, and we anticipate acceleration in 2026, including our largest increase in five years to U.S. vet clinics. Our pricing strategy reflects our latest innovation and the value of our total portfolio to customers. We've also signed an agreement to acquire AHV International, a Dutch-based farm animal health innovator focused on a portfolio of products for cattle that improves animal health and optimize efficiency while reducing the need for antibiotics. The deal accelerates Elanco's efforts to expand our leadership in the dairy industry, particularly in North America and Europe, growing both our share of voice and enhancing our portfolio with exciting solutions that supports transition cow health one of the greatest needs in the dairy industry we're excited about the potential of this opportunity to bring needed solutions to producers and one of the fastest growing proteins and we believe one of the greatest market opportunities in animal health at the same time we continue to rapidly pay down debt and strengthen our balance sheet we improved our net leverage ratio by two turns in just two years with the under three times landmark expected in 2027 and as Bob will also describe momentarily our company-wide productivity initiative Elanco ascend is off to a good start to drive meaningful efficiencies and margin enhancement starting in 2026 with that I'll pass it to Bob to review our fourth quarter results and financial guidance thank you Jeff good morning everyone I will focus my comments on our adjusted measures so that So please refer to today's earnings press release for a detailed description of the year-over-year changes in our reported results.

Starting on Slide 11, we delivered $1.14 billion of revenue in the fourth quarter, representing an increase of 12% on a reported basis. Organic constant currency growth was 9%, primarily driven by an increase in volume with price contributing. Slide 12 provides revenue by the four quadrants of our business. Globally, pet health revenue grew 9% in constant currency during the fourth quarter. U.S. performance delivered 10% growth, driven by demand for our key innovation products, Cordelia Quattro and Zanrelia. Outside the U.S., the pet health business grew 8% in constant currency, led by Zanrelia. On a global basis, our farm animal business achieved 10% organic constant currency growth. The U.S. farm animal business grew 17%, driven by the strength of Xperia, Pradelecs, and poultry vaccines. Outside the U.S., our farm animal business contributed 4% in organic constant currency, driven by broad geographic and species growth led by ruminants in Europe and Latin America, poultry in Europe and the U.S., and swine in the APAC region. Continuing down the income statement on slide 13, adjusted gross margin increased 30 basis points to 51.2%, primarily driven by price, increased sales volumes, and mixed benefits, partially offset by the flow-through of higher inventory costs. The year-over-year expansion was also impacted by the outperformance of our U.S. farm animal business, which carries lower gross margins, but more comparable EBITDA margins to the pet health business. Our operating expenses grew by 10% in constant currency. This planned increase supports our strategic investment in our global pet health product lunches and our R&D pipeline development. As expected, interest expense totaled $47 million in the quarter, a 2% increase compared to the same period last year. As a reminder, we had the expiration of a favorable interest rate swap amortization benefit in the third quarter of 2025, which originated from a 2022 interest rate swap restructuring. On slide 14, we include a bridge for fourth quarter results compared to the prior year. Adjusted EBITDA was $189 million, dollars an increase of 12 million dollars or seven percent adjusted eps was 13 cents in the quarter a seven percent decrease year-over-year driven by an anticipated higher tax rate primarily due to timing of one-time benefits on slide 15 we provide the full year income statement highlights we generated 4.715 billion dollars in reported revenue representing six percent growth revenue breakdowns by key affiliates and products are available on slides 29 and 30. continuing down the P&L, full year adjusted gross margin of 54.9% was flat compared to 2024. The favorable impacts from price, increased sales volumes, and mixed benefits were offset by inflationary pressures and higher manufacturing costs. These factors combined with an increased investment in our strategic growth initiatives result in an adjusted EBITDA of $901 million for the full year, as shown on slide 16. Full-year adjusted EPS came in at $0.94 compared to $0.91 in 2024. The effective tax rate for 2025 was 21.8 percent, a year-over-year increase of 370 basis points, primarily due to the recognition of non-recurring tax credits in 2024. On slide 17, we provide an update on our balance sheet. Cash generated from operations was $108 million dollars in the quarter compared to 177 million dollars in the prior year. The year-over-year reduction reflects expected cash tax payments related to the 2024 aqua divestiture, partially offset by continued momentum and working capital improvement. We ended the quarter with net debt of approximately 3.2 billion dollars and a net leverage ratio of 3.6 times. Looking ahead, we remain disciplined in our capital allocation strategy, prioritizing and debt pay down, alongside making high-value strategic investments like AHV. The acquisition is not factored into our guidance. Given its size and additive, both on nature, and expected second quarter close, we anticipate AHV to provide a modest contribution to revenue and adjusted EBITDA in 2026, with greater benefit in 2027, and it will not impact our deleveraging timeline. We expect to reduce leverage to 3.1 to 3.3 times in 2026, regardless of AHV, and a long-term target range of two to two and a half times, with a path to sub-three times leverage in 2027, as previously stated in our December Investor Day. Now let's move to our guidance starting on slide 19. Our 2026 full-year outlook is consistent with the framework provided at Investor Day. We expect organic, constant currency growth of 4 to 6%, which translates to revenue between $4.95 and $5.02 billion. This guidance incorporates an accelerating contribution from price versus 2025, reflecting the enhanced value that our latest innovation and our comprehensive portfolio bring to our customers. For adjusted EBITDA, we are forecasting $955 to $985 million, which represents 8% growth at the midpoint. We expect Elinco Ascend to enable adjusted EBITDA margin expansion, but at the same time, we will continue our strategic investment in the global launches of our innovation portfolio and advancement of our R&D pipeline. Gross margin is expected to be up approximately 40 basis points and OPEX up 7%. Finally, adjusted EPS is expected at $1 to $1.06 or up 10% at the midpoint. Slide 31 in the appendix provides a number of additional assumptions to help support your modeling efforts. Our first quarter guidance presented on slide 20 includes organic constant currency revenue growth of 4% to 6% led by our farm animal business and good growth anticipated in pet health, which translates to $1.28 billion to $1.305 billion in revenue. Adjusted gross margin is expected to decline year-over-year with the timing of inflation and the flow-through of higher inventory costs, particularly in the first half of the year. We are continuing to invest in our launches with off-backs up 7% or 4% in constant currency. Adding it all up, we anticipate adjusted EBITDA of $290 million to $310 million, representing 9% growth at the midpoint, and adjusted EPS of $0.33 to $0.36. Turning to slide 21, we summarize the 2026 headwinds and tailwinds integrated into our guidance. Our outlook anticipates sustainable, competitive revenue growth as our innovation portfolio scales globally on top of a stabilizing base. This innovation, combined with strategic pricing, helps inflate us from broader macro pressures. In pet health, we expect to gain incremental share by leveraging our comprehensive portfolio and OTC retail leadership. We are now shipping product to three major new retailers. We also acknowledge that these tailwinds are balanced against competitive pressures, including generics, within the market. On the farm animal side, despite tough U.S. comparisons, we see a clear runway for growth driven by new cattle products, favorable producer economics, and accelerating animal protein consumption. We expect to further strengthen our leadership position in both ruminants and poultry. On the margin front, Elanco Ascend is our company-wide productivity program focused on general and administrative cost savings, as well as manufacturing efficiencies. I am pleased with the progress we have achieved so far in 2026. The recently communicated restructuring is on track to generate $25 million in savings this year. These savings are expected to directly contribute to our profitability, reflecting our commitment to operational efficiency and prudent cost management. Additionally, our teams are actively advancing key AI, operational, and procurement initiatives, which are expected to result in both P&L and cash flow benefits. Now, I'll hand it back to Jeff for closing comments.

Thanks, Bob. Bob, before we move to Q&A, I want to reiterate my deep confidence in Elanco's trajectory. We're not just a company delivering results with significant momentum, but also a dedicated team building a durable long term foundation for the future of animal health. On slide 22, you will see that this is more than a story about Elanco's compelling growth proposition. It's about the accelerating opportunity across the broader animal health industry and our ability to lead it. It's about having the best of pharma with science-based innovation, discipline regulation, and high barriers to entry. This, combined with strong customer relationships built on trusted brands and a cash market that responds to growing value propositions from winning portfolios. It's about generational shifts in both pet health and farm animal, where pets and protein are increasingly central to culture, care, and global demand. and together it's about the animal health industry at an inflection point projected to add 20 billion dollars in value as we enter the next decade with elanco uniquely positioned to convert momentum across both pet and farm into sustainable consistent growth simply we will grow from both expanded market share and a growing industry let's take a closer look in pet health on slide 23 we're seeing a fundamental shift in pet care as owners take a more active role choosing not only what products to use but how and where they access care while that visit volumes remain a metric to track the more powerful shift is in the global consumer behavior where access convenience and willingness to spend are becoming more material and more meaningful today subscription sales account for 40% of pet care dollars, with omnichannel consumers spending 30% more annually than single-channel shoppers. The pet owner's behavior is changing. Our strategy is built around meeting the modern pet owners where, when, and how they choose to engage. This unique omnichannel approach is core to our pet health strategy and is driving our industry-leading growth. Over on the farm animal side, on slide 24, we're capitalizing on the accelerating global animal protein consumption, which is projected now to grow at 5% annually in the U.S. alone. There are several key factors driving the real food movement, fueled by consumer focus on health and wellness. First, 70% of U.S. consumers are actively increasing protein intake. Second, updated dietary guidelines now recommend nearly doubling current average protein use also by 2035 21% of Americans are projected to use GLP one therapies who will consume 40 to 50% more protein and this trend is now globalizing increasing protein intake is a key also for muscle retention with an aging population the The number of people over 60 is expected to expand by more than 25% globally by 2030. And finally, taste still drives two-thirds of protein choices, making animal protein the most accessible, cost-effective preference. Strong demand for high-quality protein presents significant opportunities for Elanco and our customers both in the near and long term. To close on slide 25, our strategic focus on growth, innovation, and cash is clearly paying off, demonstrated by our strong performance in 2025 and the robust outlook for 2026 and beyond. Elanco is a different company today. More agile, more innovative, more capable than ever before. We are building on our 70-year legacy of delivering for our customers, and we come into 2026 entering our new era of growth, well-positioned to continue transforming animal care and to create long-term value for our shareholders. Thank you. With that, I'm going to turn it over to Tiffany to moderate the Q&A.

Thanks, Jeff. We'd like to take questions from as many callers as possible, so we ask that you limit yourself to one question and one follow-up. Operator, please provide the instructions for the Q&A session, and then we'll take the first caller.

Thank you. We will now begin the question and answer session. If you would like to ask a question, please press star one in your telephone keypad. If you would like to withdraw your question, simply press star one again. Your first question today comes from the line of John Block from Stiefel. Your line is open.

Great. Good morning. The Zenrelia international share gains really stood out to me and, you know, implies switching to Zenrelia from the incumbent because you just really can't get that level of share that quickly in this market dynamic without switchers. So maybe, Jeff, just to kick things off, can you elaborate on, you know, the ramping international national Zanrelia share gains, and then what that may mean for the U.S. if the label is altered positively down the road, and then I'll ask my follow-up. Thanks.

Yeah, thank you, John. Thanks for opening with maybe one of the most exciting things in the quarter. Zanrelia is all about efficacy. As I said in my comments every quarter, John, Zanrelia's efficacy is more and more recognized, and that is happening in the international markets. So that was in Japan three weeks ago. It's the buzz in the marketplace. We've exceeded 30% share there, acting very much like a differentiated best medicine product. Brazil's, you know, very, you know, mature market compared to what people think, and we're 40% share. So yes, I would tell you that efficacy and in derm, it is all about stopping the dog's itch, And we're seeing that really resonate. In Europe, interestingly, even with the new competitive entrant, we continue to climb and be the leading market share gainer in Europe, as I noted, in some of the major markets. And, again, it's coming back to, you know, clean labels, high efficacy profile, and we do see this product with, you know, greater expectations. And it's far exceeded our expectations in international. so more to come and as I step back I think to your linkage to the label I think it's really important to understand that hey we now have a million dogs on we've got we picked up 2,500 new clinics in the US or nearly 50% in the US a year and a half of usage 40 countries with clean labels with good pharmacovigilance data and we're the only company out there using head-to-head efficacy studies which I think also is significant so we're optimistic and we could talk more about the label we're optimistic that with our submission into the FDA that we look forward to hearing a good response from the FDA soon yeah

John maybe guys just just maybe add on our guidance assumes the label as is right now yeah yeah okay that's a tough about thanks for that clarification and you know maybe I'll zoom out for the second question you inject your the first industry leader to maybe be teed up for an earnings call post some of the news on the distributor side. So, you know, would love your thoughts on the Covetris and MWI merger and what that may mean for manufacturers. And, you know, more specifically, Elanco, as I believe you guys have a solid, broad relationship with Covetris, but it's certainly, you know, a lot of share going into the hands of one. So, you know, any thoughts would be great.

Yeah, thanks for the question. You know, I have to start with, you know, the 25 momentum and 26 early fast start we got a great relationship with distributors we're adding them a lot of value and they're adding us a lot of value right now the you know the the major distributors you know they're very good at launching new products and we're the only one today we have competitive advantage I believe strongly and you probably picked this up at DMX Western last week you know there's there's a lot of momentum in those distributors with the Cordelia Quattro, the Zen Relia. We're the only company that really has our total comprehensive portfolio with them in a buy-sell agreement, where others have actually retracted. So we're focused right now on the current state. Of course, as the structure evolves, we'll continue to focus on value and the value they can provide. And that's the lens that we're going to look through. But Bobby and team, I think, have done an amazing job. And you step back and look at U.S. Pet Health. We gained share in every category this year, from Derm to Para to pain and also vaccines. And I contribute to contribute some of that to the distributors.

Thanks, guys. Appreciate the time.

Thank you, John.

Your next question comes from the line of Michael Riskin from Bank of America. Your line is open.

Great. Thanks for taking the question, guys, and congrats on the result. I want to ask for us on price. You guys called out accelerating price a number of times, looking forward to 2026. I was wondering if you could quantify that a little bit more specifically, just more broadly. You know, in 2025, I think you had what we call an introductory pricing or sort of initial go-to-market pricing for some of your products. For 26, is this just a matter of that being lifted and going more to a normal price? Are you taking the price more aggressively? Maybe just comment on how much of that is coming from the big six or the new products versus the rest of the portfolio. And I've got a follow-up.

Hey, sure, Michael. Thanks for the question. So a couple points. One, you know, I'll point you to Investor Day, right, where we did highlight we expect mid-single-digit growth, which does include price. As we think about 2026, we do expect price to accelerate from where we were in 2025. 2025, as a reminder, was at that 2%. And really that's reflecting the enhanced value that we're bringing with innovation and our comprehensive portfolio that we're bringing to customers. Jeff highlighted in his prepared remarks that, you know, in our U.S. pet health business here in the U.S., we took the highest price increase to vets in the last five years, all right? So we'll continue to price based on the value we're bringing to customers. And the last thing I would highlight is you think about pricing in 2025. We had a lot of launches, and those launches were not a contributor to price. We'll start lapping those in 2026, and so the Zanarellis and Quattros will have a pricing component in this 2026 year compared to 2025. So I would walk away with expecting price to accelerate from where we were in the last 12 months.

And you had some really interesting comments when you were talking about Quattro in terms of not just the strong result you've seen with that product itself, but sort of the uplift for the rest of the portfolio, the ability to use that to gain share for other products as you bring a more complete portfolio to your customers. Just wondering how you think about that continuing 26 as the Rally ramps, as you've got Befrenta coming on, maybe kind of tying that back to to John Black earlier on distributors, is it enabling you to become a better competitor as you go in for the big contract renewals, either with distributors or individual vet clinics, and just talk about the broader of what you're getting from those.

Yeah, thank you, Michael. Great question. Yeah, Quattro had a great quarter, definitely acting like best medicine, only major animal health company gaining U.S. RX para share, which I think is a real representation, and our share continues to climb. as we not only come out come to the fourth quarter but even here in the beginning of the year and we're still seeing more than 75 percent being new starts but you know i would point to a couple things specific number we've got if you think about we're near a third of the clinic so you know 10 000 plus clinics you know we got 2600 that have actually by purchasing quattro are now adding on additional products so we're seeing that additive portfolio effect i think is definitely obvious. And we're seeing that confidence with the puppy index, as I mentioned, as it's climbing, it's the highest of all the major products, and it grew from Q3, and we're in the number one position on that puppy index. So we see that. I would also point to corporates. As I mentioned, it's on the slide, but I didn't get into my commentary, that we actually saw corporates really move in on this portfolio effect. So 90% of our corporates, which grew significantly in number, all of them grew. Only 13% grew in 2024. And the European team has done a masterful job. We've got all the corporates on the Zanrelia product as well. So we're seeing it with portfolio, we're seeing it with corporates, we're seeing the confidence from the corporates even in the puppy index. So yes, we do expect this to be beneficial. And then when we come with two Derm products. Right now, then we can say not only do we have as equal of a portfolio, we've got best medicine. We got best medicine in Zanrelia, Quattro, and we believe Befrenna's got, again, differentiation. So I think you're on to a very important point.

All right.

Thanks. Appreciate it.

Your next question comes from the line of Aaron Wright from Morgan Stanley. Your line is open.

Hey, thanks. So can you speak to any stocking, destocking dynamics in the quarter or as we head into some of the seasonal purchasing from some of the distributors that typically happens in the first quarter. And, you know, one of your competitors, a very significant player in parasiticides historically, is further de-emphasizing, I think you alluded to this earlier, further de-emphasizing distribution in 2026. I guess, how much does that help your positioning in parasiticides, especially just continuing the conversion and the combination of parasiticides.

Thanks, Erin. Yeah, and I know you've been engaged in some of the major industry shows. I'll just take the second question first, and that is that, you know, we see our relationship as good as it's ever been with distribution. They're adding a lot of value, and all the way down to the field force, they're working very much in collaboration with, you know, the largest sales force we've ever had in U.S. pet health ourselves. So our share of voice has never been stronger on Elanco with our team and with distribution as well and then the investment we're making in the media. Look on stocking, it's real clear to us, no change. We've got distributors ordering multiple times per quarter. There's a strong dispensing and you can see it, dispensing demand coming out of the clinics, multiple orders going in. We don't see stocking having really any effect at all as we head into this spring.

And then, can you give us an update specifically on the timeline for the label update for Zanrelia in the US? I think before, maybe at BMX, you mentioned five, six months from now, we should hear an update on that front. Is that still the case? And then, just where are you matching up? And I think you also alluded to this earlier, but where are you matching up to the existing competitor versus the new entrant in Europe specifically? So we don't have head-to-head data for new Melvi, but where are you seeing the vets actually use the different JAKs in Europe?

Yeah, thank you. Look, first of all, on the label, I just want to say, you know, we are in a constructive dialogue with the FDA. They've made one adjustment to the labels. We mentioned we picked up 2,500 new users since then. I step back, Erin, as I just mentioned earlier, you've got a million dogs, a year and a half of use 40 countries with clean labels strong pharmacovigilance data we've submitted the PCR data before to get the first label change and then this was a request from the CVM and the FDA on the booster data in the package that we submitted in the fall we've not given a date but we are confident with everything that I just mentioned that you know we believe with this data it allows us to to get a label that looks a lot more aligned with the other 40 countries. And we do look forward to an FDA response and we'll update you when that happens. Look I think that the story in Europe is it actually probably has profiled Zenrallia's efficacy in a more differentiated way than any market that we've been in. And you know that not only the head to head study but the head to head study is being seen by the KOLs in Europe and in a very significant way that we're off to a much faster start than the other market entrant. And a double digit in the first, you know, months is something that does not look like an analog of a second or third to market product. So where is it being used? I mean, it's being used in first line in a lot of these big countries, like I mentioned, like France and Italy and Spain, and, you know, off to a good start. And look, it's a small world, too. There's a lot of, you know, buzz from the Canada, Japan, in Brazil markets as well. So more to come. We're coming into DERM season as we get into that spring and summer and that sets up well for Zunrelia.

Your next question comes from the line of Brandon Vasquez from William Blair. Your line is open.

Hi everyone, thanks for taking the question and congrats on a strong end of the year here. I wanted to start first on the guidance, maybe just push a little bit just to understand if there's conservatism baked in here, if there's something we're missing because if I think of a price of two points in 25 and a volume of five points that gets you 7% growth in 25 we're talking about meaningfully more price coming through in 2026 and I don't think there's any reason that volume should meaningfully decelerate so that that algorithm already puts you above your initial 2026 guidance the high end of that range so again like the question is one am I are we simply baking in some conservatism here i want to make sure that we're not missing any big moving pieces that would meaningfully change that algorithm in the 26th guide yeah so so thanks for the question brandon

good morning hey so so listen we feel great about the momentum that that we've seen uh exiting 2025 and and listen our our guidance is is right in line with the framework we gave it investor day so mid single digit top line growth high single digit ebitda growth and low double digit uh eps growth. And again, we're going to be focusing on deleveraging and getting to that low threes by the end of the year. But listen, we feel great about the basket of innovation. We feel great about Elanko Ascend coming in. But listen, we're also in an environment where we see higher than normal inflation. We're being responsive and cognizant of competitive response. And as we mentioned in Investor Day, we're going to take a wide range of potential headwinds and tailwinds and be transparent on that. But listen, we feel good about the 2026 guide we gave as also the long-term algorithm we gave as well. And then the last thing I would maybe just highlight when you're looking at just growth trends, keep in mind we are lapping some significant growth within that basket of innovation. Our basket of innovation grew $400 million in 2025 and we've, you know, we're growing that $250 million here with the recent uplift, additional $50 million that Jeff highlighted.

Okay, great. And then one maybe follow up is a little bit of a bigger picture question on the commercial side. I think in the past we've talked about trying to more meaningfully get into the corporate accounts. You know, you need a broader portfolio of innovation. You've certainly had a lot of good products coming out. You have more coming. Where are you guys today in terms of maybe what inning are you in getting into those big corporate accounts to draw some of that big volume? If there are any kind of like portfolio gaps left that you need, I think in the past we've maybe talked about vaccines as being one of those areas. What is less that you may need to do for the corporates and what's timelines to start making, moving that forward a little more? Thanks, guys.

Yeah, thank you, Brandon. So, yeah, a great finish of the year, our best corporate year in, I know, more than five years. We've got a dedicated team. We brought in some additional expertise from industry competitors, and it has been a very big focus point for Bobby and the team and Chris, and so a real credit to them, probably some of the best metrics as we look at lead indicators. So we're seeing growth. We're in we're in most all the clinics here in the U.S. Bufrena will be a big addition because you start to now say, hey, we've got everything that everyone else has. And we believe they're differentiated. When you look at a Bufrena having, you know, efficacy, value and convenience differentiation, it's, you know, lasted a minimum of six weeks. All of that's going to resonate really well. But I think our offers in our portfolio show that. And again, we see that in the results. Europe has been tremendous. I mean, to see, I'm really surprised by how quickly we got Zanrelli into all the corporates already. So that's been beneficial. But yeah, if I had a point to what's next, I think the international pet vaccines will be important. And that's going to take some time. We know that vaccines are continued to be a focus point for us. But as a whole, look for corporates in pet to be a really nice growth driver for us. in 2026 and it really comes from the teams working really hard on building you know best in industry teams.

Your next question comes from line of Daniel Clark from Lyrinc Partners your line is open.

Great thanks thanks so much good morning everyone um just wanted to I guess first start with Quattro um the further gains via the kinetic index that you saw in the quarter um was that sort of in line with your expectations from a couple months ago, or was that incremental upside?

Well, I think it's, as we said, you know, to see the jump we had in third quarter and then exceeded again in the fourth quarter and being a leader in the puppy index, I always have looked with my many years in this industry, the puppy index is definitely where people are leaning in and saying, hey, this is the opportunity, and if I'm going to put you on a product, I'd like you to start on, you know, the best that's available today, and I think that's a real statement about Quattro, you know, four active ingredients, four dimensions of differentiation. We've added palatability, which has really come out as, we think, the fourth now dimension of differentiation. As I mentioned in my trends earlier, Daniel, I think the comment around 70% of new puppies are in international markets. It's getting the Australia approval last week and starting the global approvals of Quattro will also be advantageous. So, yeah, good trends and a nice opportunity here with Quattro. And, hey, this space grew 30% last year.

Great. Just a follow-up. I wanted to ask, you know, on your no-regrets policy and sort of leaning into launches that are going well. I think a lot of your launches are going well at this point. So as we think about the ongoing duration of investing against those, you know, how should we think about that kind of going forward here? Should we think continued launch support throughout 2026 and into 27 to keep the momentum up or like what are the different, in case you're thinking about it on that front?

Yeah, Daniel. Hey, so I would consider us applying the same no regrets approach in 2026 that we had in 2025. And that's not only Brefrana, but also the launches we had in 25, right? And we're using data to determine, hey, are we getting the ROI on those investments? And so you do see OpEx. You know, we did guide 7% OpEx growth in 26, and that's particularly associated with the no regrets approach to launches, as well as funding R&D for the longer-term benefit of the company. But again, Elenco Ascend is extremely important, right? This is where Awenco Ascend is coming in and ensuring that we are operationally excellent across our entire P&L that allows us to get to that high single-digit EBITDA commitment we've made while also funding R&D as well as the no-regrets approach that we're taking with our products.

Your next question comes from a line of Umar Rafat from Evercore ISI. Your line is open.

Thanks for taking my question. I have two, if I may. Perhaps first, on gross margin, I thought I should dig into it a little more because if I step back and think about the $400 million plus in innovation growth in 2025, I would have thought there would be a gross margin expansion. And the fact that it was flat almost suggests that the underlying business outside innovation deteriorated in gross margin. How do you think about that, especially because your guidance for 26 assumes about flattish on gross margin, best I can tell, even though the top line is akin to your first half 25 annualized, and we know first half 25 was almost 200-plus dips higher on gross margin.

Yeah, Umer, hey, thanks for the question. So as we think about just Q4, and I'll pivot into 2026 as well, you know, so in Q4 we did see 30 basis points of improvement margins, And that was driven from price as well as sales volumes and mixed benefits. But that's partially offset by inflationary pressures that we're seeing as well as the flow through of higher cost of inventory that we've built up throughout the year. And so you'll see that we saw some of that come out in Q4, and you'll see that come out in the first half of 2026. So as I look at 2026, first off, we're going to make the right decisions for the long-term success of the business. But we do expect gross margin expansion of 40 basis points year-over-year. Price is going to be a component of that. And, again, we expect that price to accelerate from 2025. The bask of innovation, as you've highlighted, we do expect that to grow at $250 million. That does carry higher margins than our corporate average. And then Elenco Ascend, we're seeing good benefits coming through, just the progress that the global team is making on that. Now, the one or two things I would look at is, one, you know, we do have inflation that's above historical levels, and two, as I mentioned, we have this higher cost inventory flushing through in the first half of the year. And so you'll see our margins enhancing and accelerating throughout 2026, so the second half will be stronger than the first half.

But long term, we feel confident in improving margins with the basket innovation, the volume leverage and again the link will assess and proactively enhancing margins over the next the next three to five years got it and then also on the innovation guidance of about 250 million plus growth in 26 considering credelio franchise alone grew almost 137 million in 25 is it reasonable to assume that half of 26 growth is credelio franchise alone I think you're you're definitely seeing that that was a major contributor, and I know some of the way you're thinking about Cordelia Quattro, I would build on Umer and say, you know, we definitely are seeing that kind of a trajectory.

We're not going to get into guiding by product, but no question, Quattro ends 25 with more momentum than we expected. International Zanrelia, and if we get this label change, you know, there's a lot of opportunity here with Zanrelia, and Befrenna comes in differentiated. So all of that, I think we we step back and say hey there's opportunity i also think the competitive front has changed some i don't think the long-acting injectable parasiticides are maybe what were anticipated a year ago i think that's actually contributing to the bigger growth in the broad spectrum in decto market humor so i think the competitive set's different and that's an advantage as well so we we like it we are lapping 400 that we mentioned but we do we do see really uh what what's what's Different about the Elenco story is we've got a basket of best medicine in major markets that are growing double digits.

Thank you very much.

Your next question comes from a line of Navantai from BNP Paribus. Your line is open.

Hi. Thanks for taking my question. Maybe first, if you could discuss your assumptions behind a stabilizing-based business in 2026. And my second question is on the livestock business that also drove the Q4 beat. Can you discuss your outlook by species, and in particular, how long do you expect favorable cattle producer economics to last? Thank you.

Yeah, so on the base business, Navon, really right in line with what we committed back in investor day. So we're seeing a low single-digit to high single-digit trend really since the last three quarters. We expect that as we move forward. It'll pivot a bit quarter by quarter, but the basket of innovation is working and bringing in some of our base products. So, you know, we see this as a stable base as we look in 2026 as well as beyond that time frame.

And Yvonne, just real quick, I mean, great protein markets, as I mentioned. I think you're seeing, you know, U.S. projection 5%. These protein trends are real. Farm animal is going to be a big contributor, I think, to the animal health growth we see in the next decade. If I break it down, cattle and beef, you know, the low supply, high demand profitable markets, there is starting to make that turn on the rebuilding of the herd, but it's going to take some time. But that's advantageous for our portfolio. And then I just call out dairy. Dairy ended at 4.2% growth as an industry in Q4. We're excited about this AHB acquisition, leaning in, it's going to expand our portfolio and our share of voice. Dairy is the protein to watch, and poultry's had three years at 3% growth, and they're projecting the same for the fourth year in a row.

Your next question comes from the line of Chris Schott from JP Morgan. Your line is open.

Great. Thanks so much for the questions. I just want to come back to the Durham market, maybe particularly on the international side. Can you just elaborate a little bit more on what you're seeing on market growth prior to your entry in the market? I'm just trying to get my hands around, are we seeing new competition accelerating the overall Durham market beyond the share gains, or is this really, again, more about share? So just any directional color there would be helpful. And then just my second question was on the 4% to 6% guide for 2026. Should we think about that kind of evenly balanced between pet and farm, or is it skewed one way or the other? I'm just trying to get both, again, any directional color there.

Yeah, Chris, at a high level, yes. We saw coming into the data for fourth quarter is not in yet, but double-digit growth. What we're seeing in Europe where there's just a lot more promotion, new starts continue to be anywhere in the, you know, 10 to 20 percent. So, and then you've got, you know, in the international markets, as I just mentioned, 70 percent of the new puppies globally are in international. So I see a lot of trends and all this increased noise about, hey, solutions to an itching dog. It's a great market backdrop, and it's great for us as well as we come with Zen Relia globally.

Yeah, and then on your second one, Chris, you know, generally speaking, I would assume it's balanced across the four quarters and generally balanced across Pat and Farm throughout 2026. And, you know, again, as an investor day, we highlighted that farm business is generally a mid-single-digit growth, and then the pet's probably a mid-single-digit plus.

And we have reached the end of our question and answer session. I will now turn the call back over to Jeff Simmons for closing remarks.

Yeah, thank you, everybody, for your interest in Elanco. A historical year in 2025, but I want everyone to be assured that Elanco is the engagement and the execution have never been higher in the company. We take a balanced and prudent and very disciplined approach, serving our customers as we head into 2026, and we're excited to engage with you going forward. Our priorities remain the same, and that's growth, innovation, and cash, and we'll be assured that the continued delivery is our top priority for you as shareholders. Thank you for your interest in Elanco and your investment in Elanco. Look forward to working with you throughout 2026. Have a great day. Have a great day.

This concludes today's conference call. Thank you for your participation. You may now disconnect.