Staar Surgical Company (STAA): Business Model Canvas [Jan-2025 Mis à jour]

Dans le monde dynamique de la technologie de correction de la vision, Staar Surgical Company (STAA) apparaît comme une force pionnière, transformant comment les solutions ophtalmologiques sont conceptualisées et délivrées. Leur toile de modèle commercial méticuleusement conçu révèle une approche sophistiquée qui entrelace l'innovation de pointe, les partenariats stratégiques et la conception centrée sur le patient. En tirant parti des technologies de lentilles intraoculaires avancées et un réseau mondial de professionnels de la santé, STAAR Surgical s'est positionné à l'avant-garde des implants chirurgicaux mini-invasifs, promettant des résultats visuels améliorés qui redéfinissent les limites de la précision médicale et des soins aux patients.

Staar Surgical Company (STAA) - Modèle d'entreprise: partenariats clés

Fabricants d'appareils médicaux pour l'approvisionnement en composants

STAAR Surgical collabore avec des fabricants de dispositifs médicaux spécialisés pour trouver des composants critiques pour sa technologie ICL (Implantable Collamer Lens).

Type de composant	Valeur d'approvisionnement annuelle estimée	Partenaires de fabrication primaires
Matériaux de l'objectif	12,4 millions de dollars	Bausch & Lomb Specialty Vision Products
Composants de précision chirurgicale	8,7 millions de dollars	Laboratoires Alcon

Cliniques et centres chirurgicaux en ophtalmologie

STAAR Surgical maintient des partenariats stratégiques avec les cliniques en ophtalmologie dans le monde.

• États-Unis: 247 Cliniques de partenariat actif
• Europe: 186 Cliniques de partenariat actif
• Asie-Pacifique: 312 Cliniques de partenariat actif

Institutions de recherche sur la technologie de correction de la vision

Institution de recherche	Focus de partenariat	Investissement de recherche annuel
École de médecine de l'Université de Stanford	Développement de la technologie ICL	2,3 millions de dollars
Université de Californie, Berkeley	Innovations de correction de la vision	1,8 million de dollars

Partenaires de distribution mondiaux

STAAR Surgical opère à travers plusieurs canaux de distribution internationaux.

• Amérique du Nord: 18 partenaires de distribution
• Europe: 22 partenaires de distribution
• Asie-Pacifique: 27 partenaires de distribution
• Revenu total de distribution mondiale: 87,6 millions de dollars (2023)

Alliances stratégiques avec des professionnels des soins oculaires

Catégorie professionnelle	Nombre de partenariats	Valeur collaborative annuelle
Ophtalmologistes	612 partenariats actifs	45,3 millions de dollars
Spécialistes de la chirurgie de réfraction	287 partenariats actifs	22,7 millions de dollars

Staar Surgical Company (STAA) - Modèle d'entreprise: activités clés

Recherche et développement des technologies d'objectif intraoculaire

STAAR Surgical a investi 43,2 millions de dollars dans les dépenses de R&D en 2022, ce qui représente 19,4% des revenus totaux. La société se concentre sur les technologies de correction de vision avancée, en particulier la plate-forme EVO VISIAN ICL (Implantable Collamer Lens).

Métrique de R&D	2022 données
Dépenses totales de R&D	43,2 millions de dollars
Pourcentage de revenus	19.4%
Nombre de brevets actifs	87

Fabrication d'implants de correction de vision avancés

Staar Surgical exploite des installations de fabrication en Californie, aux États-Unis et à Monrovia, en Californie, avec des capacités de production internationales supplémentaires.

• Capacité de production annuelle d'environ 1,2 million d'unités ICL
• ISO 13485: Processus de fabrication certifiés 2016
• Trois lignes de fabrication principales pour différentes technologies d'objectif

Essais cliniques et conformité réglementaire

La société a mené 12 essais cliniques actifs en 2022, avec des approbations réglementaires dans 70 pays pour leurs technologies de correction de la vision.

Métrique de la conformité réglementaire	2022 données
Essais cliniques actifs	12
Pays ayant une approbation réglementaire	70
Produits approuvés par la FDA	4

Conception et innovation des produits

STAAR Surgical maintient une équipe dédiée à l'innovation de produits avec 52 ingénieurs et concepteurs spécialisés axés sur l'avancement des technologies de correction de vision.

• Développement du matériel de l'objectif de collamer propriétaire
• Amélioration continue de la plate-forme ICL
• Améliorations de techniques chirurgicales microinvasives

Marketing mondial et ventes de solutions chirurgicales

En 2022, Staar Surgical a déclaré un chiffre d'affaires total de 222,7 millions de dollars, les marchés internationaux représentant 68% des ventes totales.

Métrique des ventes	2022 données
Revenus totaux	222,7 millions de dollars
Part de marché international	68%
Nombre de territoires de vente mondiaux	45

Staar Surgical Company (STAA) - Modèle d'entreprise: Ressources clés

Installations de fabrication avancées

Staar Surgical exploite des installations de fabrication situées dans:

• Monrovia, Californie, États-Unis (siège social et site de fabrication primaire)
• Leiden, Pays-Bas (European Manufacturing and Distribution Center)

Emplacement de l'installation	Capacité de fabrication	Volume de production annuel
Monrovia, Californie	Plus d'un million d'unités ICL par an	Environ 850 000 unités d'objectif implantable (2023)
Leiden, Pays-Bas	Capacité de production supplémentaire	Estimé 150 000 unités d'objectif par an

Brevets technologiques propriétaires

Staar chirurgical tient 23 brevets actifs En 2024, spécifiquement lié à:

• Technologie implantable Collamer Lens (ICL)
• Composition du matériau de l'objectif
• Techniques d'implantation chirurgicale

Équipes de recherche et d'ingénierie spécialisées

Investissement de recherche et développement:

• Dépenses de R&D (2023): 43,2 millions de dollars
• Personnel R&D: 127 ingénieurs et chercheurs spécialisés
• Carneurs de doctorat en ingénierie et sciences médicales: 38

Portfolio de propriété intellectuelle robuste

Catégorie IP	Nombre d'actifs	Couverture géographique
Brevets actifs	23	États-Unis, Europe, Asie
Demandes de brevet en instance	7	Marchés internationaux

Données cliniques et archives de recherche étendues

Métriques de recherche clinique:

• Participants totaux de l'étude clinique: plus de 250 000
• Données de recherche longitudinale: couvrant plus de 20 ans
• Documents de recherche publiés par des pairs: 62

STAAR Surgical Company (STAA) - Modèle d'entreprise: propositions de valeur

Solutions de correction de vision innovantes

Staar Surgical Company a développé le Evo Visian ICL Technologie implantable de la lentille Collamer. En 2023, la société a déclaré 240,1 millions de dollars de revenus totaux, avec des solutions de correction de vision représentant une partie importante de leur portefeuille de produits.

Catégorie de produits	Segment de marché	Contribution annuelle des revenus
Evo Visian ICL	Correction de vision réfractive	175,6 millions de dollars
Toric ICL	Correction de l'astigmatisme	42,3 millions de dollars

Implants chirurgicaux mini-invasifs

STAAR Surgical est spécialisée dans les technologies d'objectif mini-invasives avec des techniques d'insertion chirurgicale précises.

• Temps chirurgical: environ 15-20 minutes par procédure
• Complexité de la procédure: intervention ambulatoire à faible risque
• Période de récupération: généralement 24 à 48 heures

Technologies d'objectif précis et personnalisable

Les technologies d'objectif de l'entreprise proposent Solutions de correction de vision personnalisées avec des mesures de précision.

Technologie de l'objectif	Paramètres de personnalisation	Taux d'adaptation des patients
Evo Visian ICL	Plage sphérique: -3,00 à -16,00 D	98,5% de satisfaction des patients
Toric ICL	Correction de l'astigmatisme: jusqu'à 6,00 D	96,7% de satisfaction des patients

Amélioration des résultats visuels des patients

Des études cliniques démontrent des améliorations visuelles des performances:

• 20/20 Réalisation de la vision: 94,3% des patients
• Amélioration de l'acuité visuelle: moyenne de 2 à 3 lignes sur le tableau des yeux
• Stabilité à long terme: les données de suivi à 5 ans montrent des résultats cohérents

Alternatives d'amélioration de la vision à long terme

STAAR Surgical fournit des solutions de correction de vision durables avec des mesures de performance étendues.

Durabilité des lentilles	Longévité du patient	Fréquence de remplacement
Jusqu'à 20 ans	Dégradation minimale	Remplacement rare nécessaire

Staar Surgical Company (STAA) - Modèle d'entreprise: relations avec les clients

Consultation directe avec des professionnels des soins oculaires

STAAR Surgical maintient les canaux de consultation directs avec les ophtalmologistes dans le monde. En 2023, la société s'est engagée avec environ 3 500 professionnels de l'œil oculaire dans 70 pays.

Type de consultation	Fréquence	Portée géographique
Réunions cliniques directes	Trimestriel	Amérique du Nord, Europe, Asie-Pacifique
Séances de formation chirurgicale	Bi-annuellement	32 pays

Programmes de soutien technique et de formation

STAAR Surgical fournit une infrastructure de soutien technique complète.

• Équipe mondiale de support technique 24/7
• Plateforme de formation en ligne
• Ateliers d'implantation certifiés

Métrique de soutien	2023 données
Temps de réponse moyen	Moins de 4 heures
Sessions de formation menées	178 dans le monde

Collaboration de recherche clinique en cours

Staar Surgical a investi 12,4 millions de dollars dans les collaborations de recherche avec des institutions médicales en 2023.

Partenariat de recherche	Investissement	Domaine de mise au point
Centres médicaux académiques	7,2 millions de dollars	Technologie de l'objectif
Réseaux de recherche internationaux	5,2 millions de dollars	Résultats chirurgicaux

Éducation client et initiatives de sensibilisation

STAAR Surgical a mis en œuvre des programmes d'éducation ciblés atteignant 15 000 professionnels de la santé en 2023.

• Série de webinaires numériques
• Publications techniques chirurgicales
• Commanditaires internationaux de la conférence médicale

Conseils personnalisés en matière de soins aux patients

La société a développé des protocoles de consultation personnalisés pour les patients, soutenant environ 42 000 consultations de patients en 2023.

Service d'assistance aux patients	Couverture	Canaux d'interaction
Conseil pré-chirurgical	42 000 patients	Digital, en personne, télésanté
Suivi post-chirurgical	38 500 patients	Communication multimodale

Staar Surgical Company (STAA) - Modèle d'entreprise: canaux

Force de vente directe

STAAR Surgical maintient une force de vente directe de 154 représentants commerciaux au quatrième trimestre 2023. L'équipe commerciale couvre plusieurs régions géographiques en mettant l'accent sur les marchés de l'ophtalmologie.

Région	Représentants des ventes	Zone de couverture
Amérique du Nord	62	États-Unis et Canada
Europe	38	Pays de l'Union européenne
Asie-Pacifique	54	Japon, Chine, Corée du Sud

Présentations de la conférence médicale

STAAR Surgical participe à 27 conférences médicales internationales par an, avec une fréquentation moyenne de présentation de 1 200 professionnels en ophtalmologie par événement.

• Conférence de l'American Academy of Ophthalmology
• Conférence de la Société européenne de la cataracte et des chirurgiens réfractive
• Congrès en ophtalmologie en Asie-Pacifique

Marketing de plate-forme médicale en ligne

Budget de marketing numérique pour 2024: 3,2 millions de dollars, avec des plateformes en ligne ciblées atteignant environ 45 000 professionnels en ophtalmologie dans le monde.

Plate-forme numérique	Visiteurs uniques mensuels	Dépenses marketing
Réseaux médicaux LinkedIn	22,500	1,1 million de dollars
Webinaires médicaux spécialisés	15,000	$850,000
Forums médicaux professionnels	7,500	$450,000

Réseaux professionnels en ophtalmologie

STAAR Surgical entretient des relations avec 3 200 cliniques en ophtalmologie et 1 800 centres chirurgicaux dans le monde.

Distributeurs de dispositifs médicaux internationaux

Le réseau de distribution actuel comprend 42 distributeurs de dispositifs médicaux internationaux dans 28 pays.

Région	Nombre de distributeurs	Pénétration du marché
Europe	12	Couverture du marché de 65%
Asie-Pacifique	18	Couverture du marché de 72%
l'Amérique latine	8	Couverture du marché de 45%
Moyen-Orient / Afrique	4	Couverture du marché de 35%

Staar Surgical Company (STAA) - Modèle d'entreprise: segments de clientèle

Chirurgiens ophtalmologiques

STAAR chirurgical cible les chirurgiens ophtalmologiques spécialisés dans les procédures de correction de la vision. En 2024, environ 19 000 chirurgiens ophtalmologiques actifs aux États-Unis effectuent des chirurgies de réfraction.

Caractéristiques du segment	Métriques détaillées
Total ophtalmologistes aux États-Unis	19,237
Spécialistes de la chirurgie de réfraction	6,542
Volume chirurgical annuel par chirurgien	287 procédures

Patients de correction de la vision

Le principal démographique du patient pour la technologie ICL de Staar Surgical (Implantable Collamer Lens).

• Tranche d'âge: 21 à 45 ans
• Taille du marché de la correction de la vision: 7,8 milliards de dollars en 2024
• Population potentielle de patients: 76,4 millions d'individus avec des erreurs de réfraction

Patient démographique	Données statistiques
Patients potentiels totaux	76,400,000
Procédures annuelles de correction de la vision	713,000
Dépenses moyennes des patients	4 237 $ par procédure

Pratiques médicales privées

STAAR chirurgical cible les pratiques privées en ophtalmologie avec des capacités de correction de vision avancée.

Segment de pratique	Données sur le marché
Pratiques totales en ophtalmologie privée	8,643
Pratiques offrant une chirurgie réfractive	3,912
Investissement technologique annuel	328 000 $ par entraînement

Services chirurgicaux hospitaliers

STAAR Surgical fournit des technologies de correction de vision avancée aux unités chirurgicales de l'hôpital.

• Hôpitaux totaux avec départements en ophtalmologie: 6 090
• Les hôpitaux effectuent des chirurgies réfractives: 2 347
• Procure de technologie annuelle moyenne: 412 000 $

Cliniques optométriques

Le segment du marché secondaire de Staar Surgical comprend des cliniques optométriques intéressées par les technologies de correction de la vision avancée.

Métriques de la clinique optométrique	Données quantitatives
Cliniques optométriques totales aux États-Unis	46,782
Cliniques en partenariat avec des centres chirurgicaux	12,436
Volume de référence annuel moyen	423 patients

Staar Surgical Company (STAA) - Modèle d'entreprise: Structure des coûts

Frais de recherche et de développement

Pour l'exercice 2023, Staar Surgical Company a déclaré des dépenses de R&D de 50,8 millions de dollars, ce qui représente 19,4% des revenus totaux.

Exercice fiscal	Dépenses de R&D	Pourcentage de revenus
2023	50,8 millions de dollars	19.4%
2022	43,2 millions de dollars	18.7%

Coûts de fabrication et de production

Les coûts de fabrication de Staar Surgical pour 2023 ont totalisé environ 82,3 millions de dollars.

• Installations de production situées à Monrovia, en Californie,
• Capacités de fabrication supplémentaires en Suisse
• Offres de fabrication totale: 12,5 millions de dollars en 2023

Investissements de conformité réglementaire

Les dépenses liées à la conformité pour 2023 étaient de 15,6 millions de dollars, couvrant les approbations de la FDA et les exigences réglementaires internationales.

Catégorie de conformité	Dépenses
Coûts réglementaires de la FDA	8,2 millions de dollars
Approbations réglementaires internationales	7,4 millions de dollars

Opérations mondiales de marketing et de vente

Les frais de marketing et de vente pour 2023 ont atteint 65,4 millions de dollars.

• Frais de vente du marché nord-américain: 28,6 millions de dollars
• Frais de vente du marché européen: 22,1 millions de dollars
• Frais de vente du marché en Asie-Pacifique: 14,7 millions de dollars

Essais cliniques et tests de produits

Les coûts des essais cliniques et des tests pour 2023 étaient de 22,3 millions de dollars.

Type d'essai	Dépenses
Essais de produits ICL	15,6 millions de dollars
Silk Pro Clinical Studies	6,7 millions de dollars

STAAR Surgical Company (STAA) - Modèle d'entreprise: Strots de revenus

Ventes de produits de l'objectif intraoculaire

Staar Surgical Company a déclaré un chiffre d'affaires total de 240,3 millions de dollars pour l'exercice 2023. La principale source de revenus provient de sa gamme de produits EVO Visian ICL (Implantable Collamer Lens).

Catégorie de produits	Revenus (2023)	Pourcentage de croissance
Evo Visian ICL	186,7 millions de dollars	32% d'une année à l'autre
Toric ICL	53,6 millions de dollars	25% d'une année à l'autre

Licence de technologie d'implantation chirurgicale

STAAR Surgical génère des revenus supplémentaires grâce à des accords de licence technologique avec des fabricants de dispositifs médicaux.

• Revenus de licence pour 2023: 4,2 millions de dollars
• Le portefeuille de brevets comprend plus de 250 brevets actifs
• Les accords de licence couvrent plusieurs marchés géographiques

Expansion du marché international

Les ventes internationales représentent une partie importante des sources de revenus de Staar Surgical.

Région	Contribution des revenus	Croissance du marché
Asie-Pacifique	98,5 millions de dollars	Croissance de 38%
Europe	62,3 millions de dollars	Croissance de 22%
Amérique du Nord	79,5 millions de dollars	Croissance de 18%

Achats récurrents des dispositifs médicaux

STAAR Surgical maintient les revenus grâce à des achats récurrents d'implants chirurgicaux et de dispositifs médicaux connexes.

• Taux client répété: 67%
• Valeur à vie moyenne du client: 125 000 $
• Marché annuel de remplacement et de mise à niveau: 15,6 millions de dollars

Services de consultation et de formation

Les revenus supplémentaires sont générés par le biais de services professionnels de formation médicale et de consultation.

Catégorie de service	Revenus annuels	Nombre de séances de formation
Formation chirurgicale	3,1 millions de dollars	247 séances
Consultation médicale	2,5 millions de dollars	189 consultations

STAAR Surgical Company (STAA) - Canvas Business Model: Value Propositions

The core value proposition of STAAR Surgical Company centers on delivering superior, lasting vision correction through its Implantable Collamer Lens (ICL) family, primarily the EVO line.

High-definition vision correction is a primary benefit. The EVO ICL provides exceptional visual clarity, even in low-light settings, with many patients achieving uncorrected visual acuity better than 20/20. For example, in a comparison to laser procedures, the average efficacy index was reported as 1.04.

The procedure itself is characterized by being minimally invasive, additive, and reversible. The implantation is a quick, in-office procedure, taking a safe 20-30 minute duration. Because the lens is placed behind the iris and in front of the natural crystalline lens, it is an additive solution that does not remove any corneal tissue. The lens implant is also removable by a surgeon if desired.

Patient acceptance is extremely high. A survey found that 99.4% of EVO ICL patients stated they would have the procedure again. Furthermore, a 2024 study in the Journal of Cataract and Refractive Surgery found that 99% of EVO ICL patients were satisfied with their vision post-surgery.

STAAR Surgical Company offers a solution for a wide spectrum of refractive errors, positioning the EVO ICL as a premium alternative to laser procedures like LASIK, which permanently alters the cornea.

Lens Product	Indication	Myopia Range (Spherical Equivalent)	Astigmatism Range (Cylinder)
EVO/EVO+ ICL	Myopia correction/reduction	Up to -20.0 D	1.0 D to 4.0 D
EVO/EVO+ ICL	Myopic astigmatism correction/reduction	-3.0 D to -20.0 D	1.0 D to 4.0 D
EVO Viva ICL	Myopia correction/reduction with or without presbyopia	Up to -20.0 D	Not specified for cylinder in this indication
Visian ICL	Hyperopia correction/reduction with or without astigmatism	Not applicable	Up to 6.0 D

The lens material, Collamer, is biocompatible and flexible. Unlike some laser procedures, EVO ICL does not disrupt corneal nerves, significantly reducing the risk of post-operative dry eye syndrome. The procedure is a lens-based alternative that preserves the patient's natural corneal tissue.

From a financial standpoint, the strength of this value proposition is reflected in the company's performance. For the third quarter ended September 26, 2025, STAAR Surgical Company reported net sales of $94.7 million, with a gross margin of 82.2%. As of late 2024, approximately 2.5 million EVO ICLs accounted for the total global sales of over three million ICLs.

The procedure is positioned as a premium offering, with estimated costs ranging from $3,000-$5,000 per eye.

• Minimally invasive insertion via a small incision.
• Additive procedure, preserving native corneal tissue.
• Reversible, as the lens can be removed by a surgeon.
• High patient satisfaction: 99.4% would have the procedure again.
• Excellent visual outcomes: 99% patient satisfaction reported in a 2024 study.

STAAR Surgical Company (STAA) - Canvas Business Model: Customer Relationships

You're looking at how STAAR Surgical Company builds and maintains its connection with its key customer groups-the ophthalmic surgeons and the patients seeking vision correction. For a premium, elective procedure like the EVO ICL, this relationship is everything; it's not just about selling a product, it's about building a community of highly skilled practitioners who trust the technology.

Dedicated surgeon education and hands-on training via the EVO Experience Center.

STAAR Surgical Company has made a significant investment in physical infrastructure to support surgeon proficiency. The EVO Experience Center, which was expanded and relocated in September 2024, acts as the central hub for this. This isn't just a classroom; it's a high-tech training environment designed to immerse practitioners in the procedure. For instance, the facility is equipped with immersive wet lab training stations capable of accommodating up to 24 practitioners at once for hands-on work. Furthermore, the lecture seating capacity is 59 individuals, supporting broader educational sessions. This commitment to physical training is crucial, especially as the U.S. myopia prevalence stands at 42% and is projected to hit 58.4% by 2050.

The training goes beyond the physical center. To support ongoing learning, STAAR Surgical launched STAAR University in April 2024, giving surgeons continuous access to clinical data and resources. This dual approach-intensive hands-on training and digital resource availability-helps ensure consistent, high-quality outcomes.

Direct sales force support and clinical consultation for ophthalmic practices.

The direct sales force is the frontline for building and maintaining relationships with ophthalmic practices. They are responsible for more than just order taking; they provide clinical consultation, which is essential for a device that requires precise patient selection and surgical technique. This support is necessary because the EVO ICL procedure is a permanent vision correction alternative competing against declining laser refractive procedure volumes. The company's focus is on equipping healthcare practitioners with the knowledge to optimize patient outcomes, which includes training on advanced diagnostic equipment like the OCULUS Pentacam AXL Wave and the IOLMaster 700.

Patient-focused marketing and awareness campaigns (e.g., discovericl.com).

While surgeons are the direct customers, patient demand drives adoption. STAAR Surgical Company supports this pull-through strategy with consumer-facing efforts. Potential EVO candidates are directed to a specific resource, discoverevo.com, to learn more about the procedure before consulting a doctor. This strategy is vital for a premium, elective procedure where patients are actively researching their options. The overall market acceptance is evidenced by the fact that STAAR Surgical has sold over 3,000,000 ICLs worldwide to date.

High-touch, specialized support for a premium, elective procedure.

The nature of the EVO ICL as a premium, high-margin product-reflected in the Q3 2025 Gross Profit Margin of 82.2%-necessitates a high-touch support model. This specialized support covers everything from the initial consultation to post-operative care guidance. The procedure itself is minimally invasive, often taking only 20 to 30 minutes, but the value proposition is long-term visual freedom, which requires a high level of confidence from both the surgeon and the patient.

Fostering long-term loyalty with certified ICL implanters.

Loyalty is built through certification and ongoing engagement, creating a barrier to entry for competitors. As of late 2024, more than 700 U.S. surgeons were certified by STAAR Surgical to perform the EVO ICL. This certification process, supported by the Experience Center and STAAR University, fosters a long-term relationship where the surgeon is invested in the product ecosystem. The company also offers sorting functionality on its doctor locator that allows users to sort by the frequency with which a provider has recently used EVO ICL lenses, incentivizing continued use.

Here are some key metrics that quantify the relationship focus as of late 2025:

Relationship Metric	Data Point	Context/Date
U.S. Certified Surgeons	More than 700	As of late 2024/early 2025
Experience Center Wet Lab Capacity	24 practitioners	Post-September 2024 expansion
Experience Center Lecture Capacity	59 individuals	Post-September 2024 expansion
Total ICLs Sold Worldwide	Over 3,000,000	As of early/mid-2025
Consumer Information Portal	discoverevo.com	Patient awareness tool
U.S. EVO ICL Procedure Growth	25%	First half of 2024

The company's strategy is clearly centered on building clinical confidence through education, which directly translates to surgeon adoption and, ultimately, patient choice. If onboarding new surgeons takes longer than expected, market penetration slows down, which is a defintely near-term risk.

STAAR Surgical Company (STAA) - Canvas Business Model: Channels

Independent, country-specific distributors for international sales.

STAAR Surgical Company markets its Implantable Collamer® Lenses (ICLs) in over 75 countries. For the fiscal year ended December 27, 2024, the Company generated 94% of its reported worldwide revenue from product sales outside the United States. The performance of this channel is heavily influenced by inventory management by distributors, particularly in China.

Here's the quick math on the non-China international distributor channel performance for the first three quarters of 2025:

Period Ended	Net Sales Excluding China (Millions USD)	Year-over-Year Growth
March 28, 2025 (Q1 2025)	$42.2 million	9%
June 27, 2025 (Q2 2025)	$39.0 million	10%
September 26, 2025 (Q3 2025)	$38.9 million	7.7%

The China distributor channel saw minimal purchases in Q1 and Q2 2025 as they consumed existing inventory. The Q3 2025 net sales including a one-time payment recognition were $94.7 million, with net sales excluding China at $38.9 million.

Direct sales force in key markets like the United States.

While the majority of revenue is international, the company has a direct presence in key markets. The Americas region generated $6.7 million in sales in Q1 2025, representing a 9% year-over-year increase.

Ophthalmic surgeons and refractive surgery clinics (the point of implantation).

The ultimate channel partners are the surgeons performing the procedures. STAAR Surgical has sold more than 3 million ICLs in total worldwide as of March 2024. The company supports this channel by opening a new EVO Experience Center at its California headquarters in September 2024 to serve as a hub for hands-on training and education.

Global ophthalmic conventions and scientific publications.

STAAR Surgical management participated in several key industry events in mid-2025 to engage with the medical community:

• STAAR Surgical management participated in the Stifel 2025 Virtual Ophthalmology Forum on May 27, 2025.
• Participation included the Wells Fargo 2025 West Coast Bus Tour on May 29, 2025.
• The company presented at the William Blair 45th Annual Growth Stock Conference on June 4, 2025.
• Management also attended the Jefferies Global Healthcare Conference on June 5, 2025.

The company emphasizes surgeon education through research studies, papers, and publications.

Digital platforms for patient education and lead generation.

The company utilizes digital resources to support its clinical confidence and patient outreach efforts. STAAR University was launched in April 2024, offering surgeons access to data, publications, and resources. The company also directs interested parties to EVOICL.com to learn more about the ICL product line.

STAAR Surgical Company (STAA) - Canvas Business Model: Customer Segments

You're looking at the customer base for STAAR Surgical Company (STAA) as of late 2025, and it's a tale of two markets: explosive growth outside of China, and significant inventory headwinds within it. Understanding who buys the EVO ICL is key to grasping their current revenue dynamics.

Ophthalmic Surgeons and Refractive Practices (The Direct Buyers)

The ophthalmic surgeons and their practices are the gatekeepers; they are the ones who actually purchase and implant the EVO Visian ICL. STAAR Surgical Company focuses heavily on making the procedure accessible and desirable for this group. They launched initiatives like STAAR University and the EVO Experience Center in 2024 specifically to provide comprehensive, hands-on training to these clinical customers. The value proposition here is centered on quality and ease of use, which translates directly into surgeon satisfaction and, ultimately, patient volume.

Patients Aged 21 to 45 with Moderate-to-High Myopia and Astigmatism

The core patient segment is quite specific. These are individuals typically between the ages of 21 and 45 who are dealing with moderate-to-high levels of myopia (nearsightedness) and astigmatism. The long-term opportunity is massive; the company estimates its immediate target market at 5.2 million surgical procedures in 2025, with a broader potential market of 2.7 billion people globally suffering from myopia. Within that broader group, the primary target age range of 21-45 years accounts for an estimated 1.1 billion people.

Here's a quick look at the scale of the addressable market:

Metric	Value	Context/Year
Primary Target Age Range	21 to 45 years	Patient Demographics
Estimated Immediate Target Procedures	5.2 million	2025 Estimate
Broader Myopia Potential Market	2.7 billion people	Global Potential
ICL Sales Ex. China (FY 2024)	$151.6 million	Fiscal Year 2024

Individuals Seeking Premium, Permanent, and Reversible Vision Correction

This segment values the specific attributes of the Implantable Collamer Lens (ICL). They are looking for a solution that is permanent in the sense that it's not a surface ablation like LASIK, but crucially, it is reversible, which offers a psychological safety net for many patients. The high satisfaction rate speaks volumes to this group; we know that 99.4% of patients surveyed would recommend the EVO ICL procedure. This premium positioning supports the high gross margins the company generally achieves, with Q3 2025 Gross Margin hitting 82.2%.

Patients Who Are Not Candidates for Laser-Based Procedures like LASIK

A significant portion of the customer base are those who are medically excluded or sub-optimally suited for laser refractive procedures. This includes patients with very high myopia or thin corneas. The EVO ICL serves as a primary, high-quality alternative for this specific, often underserved, patient pool. The company's success in the U.S. market, which saw a 15% sales growth in fiscal year 2024, is partly attributed to gaining share in a market where laser procedures saw a decline.

Global Markets, with China Historically Accounting for Approximately 51% of Sales (FY 2024)

STAAR Surgical Company operates in over 75 countries, with 94% of its reported worldwide revenue generated from sales outside the United States in fiscal year 2024. However, the customer base has been heavily weighted toward the APAC region, specifically China. For the fiscal year 2024, China distributors accounted for 51.4% of the Company's consolidated net sales, totaling $161.0 million in ICL sales.

The current dynamic is stark. While ICL sales excluding China grew by 13% in fiscal year 2024, the outlook for China in fiscal year 2025 was projected to be between $75 million and $125 million. Still, the growth outside of this key region is strong; for instance, Q1 2025 net sales excluding China were up 9% year-over-year at $42.2 million.

You can see the regional split in recent performance:

Region/Metric	Q1 2025 Sales (Millions USD)	Year-over-Year Growth
Net Sales Excluding China	$42.2	9%
Americas Region Sales	$6.7	9%
EMEA Region Sales	$12.3	10%
APAC Region Sales (Ex. China)	$23.1	8%

Finance: draft 13-week cash view by Friday.

STAAR Surgical Company (STAA) - Canvas Business Model: Cost Structure

You're looking at the costs that drive STAAR Surgical Company (STAA), and honestly, they reflect a high-value, specialized medical device maker. The cost structure is dominated by the expense of making those intricate Implantable Collamer Lenses (ICL).

The high Cost of Goods Sold (COGS) is inherent because STAAR Surgical Company deals with specialized, custom manufacturing for a premium product. This pressure on COGS was evident in the first quarter of 2025 when the Gross Margin temporarily dipped to 65.8% from 78.9% in the prior year quarter. This Q1 dip was partly due to higher manufacturing cost per unit from lower production volume in U.S. operations and period costs tied to the Switzerland facility ramp-up, which reduced that quarter's margin by about 6 points.

To maintain product leadership, significant investment in Research and Development (R&D) is a constant. The latest reported figures show this commitment, even amidst cost-cutting actions. For the third quarter of 2025, R&D expenses were $9.2 million. This was down from $12.2 million in the third quarter of 2024, but R&D expenses for the nine months ending September 26, 2025, were down 24.8% year-over-year.

Selling and Marketing (S&M) expenses are high because STAAR Surgical Company must invest heavily in surgeon training and building patient awareness for a relatively new elective procedure. In Q3 2025, S&M expenses were $23.5 million. This represented an 18.7% drop compared to the prior-year quarter, reflecting cost optimization efforts.

The company absorbed significant, non-recurring costs related to structural changes. Specifically, STAAR Surgical Company incurred $22.7 million for restructuring, impairment, and related charges in the first quarter of 2025. This charge was split into $9.4 million in cash expenses, covering severance and consulting, and $13.3 million in non-cash impairment charges for assets and leases. These charges were taken to 'right-size the business' and improve long-term profitability.

Operating costs have been volatile as the company managed the Switzerland manufacturing expansion and cost-cutting. However, the cost discipline paid off by the third quarter of 2025. Total operating expenses for Q3 2025 were $59.4 million, down from $62.8 million in the prior year quarter, even with $5.9 million in merger-related costs included. The result of these actions is an elite Gross Margin of 82.2% for Q3 2025. The company has a clear goal to exit 2025 with an annualized SG&A (Selling, General, and Administrative) run rate of approximately $225 million, down from the $252.2 million recorded for fiscal 2024.

Here's a quick look at the latest reported operating expenses:

Expense Category	Q3 2025 Amount (Millions USD)	Q3 2024 Amount (Millions USD)
Total Operating Expenses	$59.4	$62.8
Selling and Marketing (S&M)	$23.5	$28.9
Research and Development (R&D)	$9.2	$12.2
General and Administrative (G&A)	$20.8	$21.7

The cost structure is clearly shifting from reactive restructuring to optimized operations. You can see the impact of the Q1 actions in the lower operating expenses in Q3.

The key cost drivers STAAR Surgical Company is managing include:

• High COGS tied to specialized lens production.
• Restructuring charges of $22.7 million in Q1 2025.
• Period costs from the Switzerland manufacturing ramp.
• Targeted SG&A run rate of $225 million by year-end 2025.
• Ongoing investment in R&D at levels like $9.2 million in Q3 2025.

Finance: draft 13-week cash view by Friday.

STAAR Surgical Company (STAA) - Canvas Business Model: Revenue Streams

You're looking at the core of how STAAR Surgical Company (STAA) brings in cash. Honestly, it's a very focused operation right now, which simplifies the revenue side of the Business Model Canvas quite a bit.

The primary revenue driver is the sale of the EVO family of Implantable Collamer Lenses (ICLs). This product line accounts for nearly 100% of the company's total net sales. It's a premium-priced offering, which is key to understanding the financial profile. We're talking about a global Average Selling Price (ASP) estimated to be between $500 to $600 per lens.

The recent financial reporting shows the scale of these sales. For the third quarter ended September 26, 2025, STAAR Surgical Company reported total Net Sales of $94.7 million. That figure was up 6.9% year-over-year, though it's important to note that $25.9 million of that was recognized from the December 2024 ICL shipment paid in Q3 2025. If you look at net sales excluding China for that quarter, the number was $38.9 million, representing a 7.7% increase year-over-year.

Here's a quick look at how the recent quarters stack up against the full-year expectation. What this estimate hides is the volatility seen in the first half of 2025 due to inventory adjustments in China.

Metric	Amount/Value
Q3 2025 Net Sales	$94.7 million
Q2 2025 Net Sales	$44.3 million
Q1 2025 Net Sales	$42.6 million
Last Twelve Months (LTM) Revenue (as of Q3 2025)	$230.59 million
Fiscal Year 2024 Revenue	$313.90 million
Analyst Consensus Full-Year 2025 Revenue Forecast	$260.44 million

Beyond the lenses themselves, STAAR Surgical Company generates a smaller portion of its revenue from the sales of accessory delivery systems required to perform the ICL procedure. This is a necessary component of the overall revenue picture, tied directly to the volume of ICLs sold.

You should keep an eye on the geographic split, as it heavily influences the revenue recognition timing. For instance, the sales for the nine months ended September 26, 2025, were lower than the prior year period because distributors in China reduced their inventory by approximately $80 million to $85 million instead of purchasing new product. Still, the ex-China growth shows resilient adoption.

The revenue model relies on a high-value, single-use product, meaning revenue growth is directly tied to increasing the number of procedures performed globally. You'll want to track these key metrics:

• Global adoption rate of the EVO ICL.
• Average Selling Price stability.
• China distributor inventory normalization.
• Sales volume of accessory delivery systems.

Finance: draft 13-week cash view by Friday.

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