TOMI Environmental Solutions, Inc. (TOMZ): Marketing Mix Analysis [Dec-2025 Updated]

You're looking to cut through the noise and see exactly where this environmental solutions firm stands as 2025 wraps up. Honestly, their strategy boils down to a classic, high-margin play: selling premium equipment that locks in recurring revenue from specialized chemical consumables. Here's the quick math: they are defending that premium pricing with a 61% gross profit margin in Q3 2025, while international sales already account for nearly 36% of their revenue base. Plus, that recurring stream is growing fast, up 21% year-to-date. Dive in below to see how their Product, Place, Promotion, and Price structure supports this defintely profitable model.

TOMI Environmental Solutions, Inc. (TOMZ) - Marketing Mix: Product

The core offering from TOMI Environmental Solutions, Inc. is the SteraMist® disinfection system, which operates using the patented Binary Ionization Technology (BIT™) platform. This technology utilizes ionized Hydrogen Peroxide (iHP™) for superior disinfection.

The product mix encompasses various hardware configurations designed for different application scales. For the three months ended September 30, 2025, revenue categorized as SteraMist Product was $1,603,000. For the nine months ended September 30, 2025, SteraMist Product revenue totaled $3,255,000. The company's product portfolio includes several specific systems, such as SteraPak, select surface units, environment systems, total disinfection carts, transport units, and NV+ fogging disinfection systems.

TOMI Environmental Solutions, Inc. has placed a strategic emphasis on its platform solutions for regulated industries. The company reports having ten active projects across its SteraMist Integrated System (SIS) and Custom Engineered System (CES) platforms. The current custom integration pipeline, which includes these platforms, is valued at approximately $3 million. The SIS platform saw advancement with the Standalone or SIS-SA making its debut as the first system installed with a leading CDMO.

Recurring revenue is a key component, driven by the consumable iHP™ (ionized Hydrogen Peroxide) BIT™ Solution. This recurring revenue stream showed strength, with BIT solution sales rising 21% year over year for the nine months ended September 30, 2025. The Service and Training revenue segment, which includes these consumables and protocols, accounted for $409,000 of the revenue for the three months ended September 30, 2025, and $1,364,000 for the nine months ended September 30, 2025.

The product strategy is supported by essential services tailored to regulated environments. The consistency of the gross profit margin, which remained healthy at 61% for the three months ended September 30, 2025, underscores the value embedded in the technology and its associated services. These services are crucial for maintaining compliance and maximizing system utility.

Here is a breakdown of the revenue contribution by segment for the nine months ended September 30, 2025:

The product focus areas for expansion of SteraMist® applications include:

• Life sciences
• Healthcare
• Food safety
• Commercial markets

TOMI Environmental Solutions, Inc. (TOMZ) - Marketing Mix: Place

You're looking at how TOMI Environmental Solutions, Inc. gets its specialized disinfection technology into the hands of critical users. Place, or distribution, is about making sure the SteraMist systems and BIT Solutions are available where contamination control is non-negotiable.

The distribution strategy for TOMI Environmental Solutions is definitely a hybrid approach. It mixes direct sales efforts with a network of independent distributors and strategic OEM partners. For instance, the company engages with key distributors, such as ARES Scientific, to amplify distribution channels and drive adoption of the ionized Hydrogen Peroxide (iHP) technology, especially in specialized environments like animal research facilities.

The focus remains heavily weighted toward high-value, regulated sectors. The Life Sciences and Food Safety sectors are showing strong underlying demand, evidenced by a quote activity and pipeline volume increase of 35% year-to-date as of late 2025. This concentration in regulated markets dictates the need for precise, controlled distribution channels.

Global reach is a significant component of the Place strategy, showing clear expansion. International revenue accounted for nearly 36% of Q3 2025 sales. This contrasts with the strong domestic base.

Here's the quick math on the geographical revenue split for the three months ended September 30, 2025:

A major driver for platform adoption, particularly the SteraMist Integrated System (SIS), involves strategic partnerships with major enclosure manufacturers. These relationships are key to embedding the iHP technology directly into the infrastructure of critical environments.

TOMI Environmental Solutions' success in this area stems from these manufacturer partnerships, which position the company as an essential bridge between its technology and practical application in controlled settings. Key partners driving the SIS platform adoption include:

• Pharma Biotech System Components (PBSC)
• ESCO Micro Pte. Ltd.
• Steelco S.p.A.
• Nuaire, Inc.
• Getinge AB

These partnerships enable the seamless integration of TOMI's iHP technology into existing enclosure systems, which is exactly what the life science market has been seeking for comprehensive decontamination solutions.

TOMI Environmental Solutions, Inc. (TOMZ) - Marketing Mix: Promotion

You're looking at how TOMI Environmental Solutions, Inc. communicates the value of its SteraMist platform to drive adoption. The promotion strategy centers on validating the technology's efficacy while building a recurring revenue base.

Strategy emphasizes the 'razor/razor-blade' model, promoting equipment to secure long-term solution sales.

The focus is clearly on installing the SteraMist equipment to lock in future sales of the proprietary consumable, the BIT™ Solution. This model is evident in recent commercial wins. For instance, the purchase by Trauma and Casualty Team (T.A.C.T.) franchises, which has 18 franchises across the United States, totaled $175,000 in SteraMist iHP equipment and BIT Solution. This structure creates immediate equipment revenue and ongoing customer relationships for consumable purchases. This recurring stream is a key financial metric; for the nine months ended September 30, 2025, solution revenue reached $760,000, marking a 21% year-over-year increase. Overall Q3 2025 revenues were $2.0 million, showing a 95% sequential increase over Q2 2025, driven by both equipment and these recurring solution sales.

Marketing is targeted, highlighting real-world success stories and regulatory compliance, like FDA-related validation.

TOMI Environmental Solutions targets regulated industries by emphasizing the technology's credibility. The Binary Ionization Technology (BIT) platform was initially invented under a defense grant associated with the Defense Advanced Research Projects Agency (DARPA) of the U.S. Department of Defense. Furthermore, the company is actively developing its pipeline in high-value sectors, reporting an active pipeline surpassing $15 million as of late 2025. Specifically, the life sciences sector shows strong momentum, with a custom integration pipeline currently valued at approximately $3 million as of November 2025, involving ten active projects across SteraMist Integrated System (SIS) and Custom Engineered System (CES) platforms. The company also notes the FDA's broadened approval of hydrogen in its Q3 2025 update.

The SteraMist Pro Certified program is building a robust network of certified service providers and partners.

The SteraMist Pro Certified program is promoted as a mechanism to set a new global standard of disinfection, holding users accountable to high operational standards. This certification is designed to drive new sales by providing tools to market services, helping users stay profitable between emergencies. The strategy involves onboarding larger franchised groups as service providers, such as the recent adoption by Steri-Clean and the phased rollout with T.A.C.T. franchises.

Public relations leverage industry recognition, including being named Disinfection Company of the Year 2025.

Industry validation is a core promotional element. TOMI Environmental Solutions was honored with the prestigious 'Disinfection and Decontamination Products Company of the Year 2025' award by MedTech Outlook. This recognition, based on an evaluation by an expert panel, validates the SteraMist iHP technology and reinforces the company's leadership position.

Management is actively engaging investors at conferences, like the Sidoti Year End Investor Conference in December 2025.

Investor communication is ongoing to support capital needs and market visibility. CEO Dr. Halden Shane and CFO David Vanston were scheduled to present at the Sidoti Year End Investor Conference virtually on December 11, 2025, at 2:30 PM ET. This engagement follows the announcement of a $50 million Universal Shelf Registration Statement and Equity Line of Credit in November 2025.

TOMI Environmental Solutions, Inc. (TOMZ) - Marketing Mix: Price

TOMI Environmental Solutions, Inc. (TOMZ) employs a pricing model that is premium, which reflects the patented nature of its Binary Ionization Technology (BIT) and its application in critical, high-stakes environments where validated decontamination is non-negotiable.

The company's pricing power is evident in its profitability metrics. The Gross Profit Margin remained strong at 61% in Q3 2025, underscoring the ability to command prices that significantly exceed the cost of goods sold for the three months ended September 30, 2025.

Revenue generation is strategically split between upfront equipment sales and the more predictable, high-margin recurring consumable sales. For the three months ended September 30, 2025, SteraMist Product revenue, which includes equipment and consumables, was $1,603,000. Service and Training revenue for the same period was $409,000.

The recurring revenue stream is a key component supporting pricing stability. Recurring BIT Solution sales are up 21% year-to-date for the nine months ended September 30, 2025, providing a defintely stable revenue stream. This recurring revenue is crucial, especially when capital equipment sales face external pressures, as seen by the Q3 2025 total revenue of $2.012 million.

Custom Engineered Systems (CES) and Integrated Systems command high project values, reflecting their specialized nature. An active pipeline of approximately $3 million in custom and integrated contracts is expected to close by year-end 2025. This pipeline, which includes ten active projects across SIS and CES platforms, signals sustained momentum in high-value B2B relationships in sectors like Life Sciences.

Here's a quick look at the Q3 2025 financial snapshot that informs this pricing strategy:

The company is focused on driving usage within its existing base to ensure the consumables-the recurring element-continue to flow, which supports the premium pricing on the core technology. The sales order backlog stood at $1.3 million by the end of October 2025, indicating firm commitments for near-term revenue realization.

The pricing structure is supported by several factors that enhance perceived value:

• Pricing model is premium, reflecting the patented technology and high-value application in critical environments.
• Gross profit margin remained strong at 61% in Q3 2025, underscoring pricing power.
• Revenue is split between high-margin product sales and recurring consumable sales; Q3 2025 product revenue was $1,603,000.
• Recurring BIT Solution sales are up 21% year-to-date, providing a defintely stable revenue stream.
• Custom Engineered Systems (CES) command high project values, with an active pipeline of approximately $3 million expected to close by year-end 2025.

Financing options and credit terms are managed carefully; as of September 30, 2025, total assets were approximately $8.04 million, with current liabilities at $2.53 million. The company is pursuing equity and debt offerings to support growth initiatives.