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c56a97542df217470ec2fd345244f541 | Maybe we could stay on the rental side of things here, obviously talked about how you guys are reclaiming pricing in product. What do you think it takes in rental? I mean, my general understanding is this equipment gets pretty beat up, and I think you're one of the few well-capitalized companies out there. Is there an ... | Yes. I think there's definitely an attrition factor that's just now coming into play, particularly because so many of our competitors are not charging for repairs and the repairs become increasingly expensive. So I think you'll see absolutely some attrition in that regard. But there also needs to be some tightening in ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
9c532c773ab77b90708e6c2d7d048014 | Yes, understood. And apologies if I missed, but have you guys provided an update on the innovations on -- in recent quarters here? And just any thoughts around potential uptake as the market improves here? | We haven't provided a whole lot of detail, except this -- except to maybe mention the fact that, of course, we're going to be generating our power outside of diesel generation. So we'll be rolling that through the fleet, as I mentioned here. We're far more digitized today than we were this time last year. So we can man... | intermediate | [
"direct",
"intermediate",
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] | B |
1d3826560561a039a09c3ad6e94ac686 | You've capitalized really well on the customer mix shift this year. And part of that looks semi-structural, if not structural, with higher oil prices. And you've also spoken to the fact that those in the more commoditized part of your business are still struggling. And it seems like we're at a point of capitulation for... | Okay. I'm going to try. First, I'm going to reiterate what I mentioned last quarter. And that is that there is market share to be gained, but it's a matter of whether or not we can attract customers that are going to pay us for our value proposition. So not everybody is going to pay us for our value proposition. But th... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
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d0cfa6612c99e6a647db7e747887789c | Two things if you don't mind. One, you obviously have a lot of cash. I'm just sort of curious about as you look at M&A opportunities, to the extent nothing materializes, what is -- any sense for time frame and/or willingness to change the dividend policy? I mean, obviously, there's a lot of people there who care. But j... | Yes. I'm going to have to give you the same answer I've given before. And that is that we're still the largest shareholders. So all this cash on our balance sheet is not helpful for the family since we don't work for a salary. So it's not our best interest to keep this cash on our balance sheet. Having said that, the o... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
32b57199c167afb8405ff36a592f7672 | Got it. And then you talked a little bit about international. If -- as we think about the impact that has, I mean, would you think we'd start to see a meaningful impact in '22? Or do you think it's going to take a little longer to kind of gain momentum and see kind of a more significant profit impact later than that? H... | I think second half of 2022. | direct | [
"direct",
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"fully_evasive"
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2bd6ce697034e2eba108a17562fcc1cd | Okay. And I expected Q1 rental margins may have reflected some impact from the storm disruptions. So I was just hoping you might help with some color behind the segment margin stepping down a little in Q2. Is this flattish pricing and rising costs? Is there something else, maybe staging for international deployment, we... | So it is, in fact, the pricing environment that's not very helpful. We do have -- we don't have great visibility in our frac business as we've mentioned before. But we've got -- we are preparing ourselves for a couple of very large deployments in June and July so that's impacting our margins. But I would say, really, m... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
dc728812b50f50cf3e748d7eb3614727 | Just want to hit west Texas margins, if we could, and maybe tie that to RINs prices. Last quarter in 3Q, fairly strong. I think you guys have talked about the run-up in RINs kind of driving some of that. And so, we're a little surprised in the fourth quarter when we look at the west Texas marketing margins come down as... | This is Avigal. I'm going to respond to that question. So, specifically around the west Texas wholesale, as you've seen, right, from the bond standpoint, we're still exactly the same as Q3. RIN is looking better. But with that said, we had some hedging losses that were applied to Q4 that will lower the associate overal... | direct | [
"direct",
"intermediate",
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] | A |
7801790c6e6d88e8cf9a56ac8801980a | You guys are targeting 5% distribution growth again, which is great to see. Not many companies are still growing in this market. It seems like you could easily achieve that just by working down some of your distribution coverage, but I suspect you actually want to grow EBITDA. So, could you talk a little bit about some... | This is Uzi. We do have several organic projects that will come to fruition in the second quarter. We're not ready to disclose them, not because we don't know them. They are very well identified, as well as the allocation. The problem is that we want to stay competitive in these initiatives just a little more before we... | intermediate | [
"direct",
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"fully_evasive"
] | B |
a88068bcb813194480ea4e813e743ddc | Let me ask you Pat or Dan a question about current -- I guess the current tone of business and the guidance $135 million to $155 million. I'd like to get some additional information on what are the key drivers in that range? Is it new patients? Is it persistence for current patients or geographic expansion? And I'm won... | Yesterday, we issued a travel ban for -- a 30-day travel ban for all employees including our field force. And I'll let Dan address that for you. So it's we -- this as I think most companies will tell you, this is obviously an evolving situation, something that we're monitoring daily. The most important thing again is t... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
056c8a2e42476a0de4cada94ba925893 | Now, I'm assuming that the current roughly 90% or 25% discontinuations, really for the most part applies only to new patients? | Correct. That's our metric in looking at new enrollments within 90 days, what level of persistence and ultimately what level of discontinuation occurs. | direct | [
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"intermediate",
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] | A |
b658574c49a7385c88231a8e64150e79 | Got it. And then in Canada, it would seem to me -- I guess I'm wondering why do you need a partner? You've doubled the size of the sales force, and I'm just wondering why -- is there some legal or regulatory reason you can't market in Canada? | Charles, it would require a significant investment. We really don't want to reinvent the wheel of our sales and marketing team in Canada. So we would ideally like to find a Canadian partner, that's already marketing rare disease drugs and ideally even to do neuromuscular community. As you can imagine, the rule of thumb... | direct | [
"direct",
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"fully_evasive"
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452ef28f3f1384bb83d8bf488dfa5424 | Okay, that's helpful. And one last question for Steve, perhaps on the MuSK-MG trial. You mentioned that one being cautiously optimistic. If you could help us understand the cautiously part, that would be useful. I think that that's randomized withdrawal study. And I'm just wondering if you could provide us any clarity ... | The basis of my cautious is simply, it would be presumptuous of me to tell everyone that it's definitely going to pass when it's still blinded [Indecipherable]. But the reality is that we're optimistic because the proof-of-concept trial had a very good outcome. It's a homogeneous patient population and we expect to see... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
09f3593f95ab3e606da4db2770380651 | Similar age in enrolled patients in the Phase 2 versus this one? | Yes. So basically, it's a very similar patient population and the main reason for that is because the disease again is homogeneous, it affects people primarily of about the same age and same gender. And so the patient populations look very similar between the proof-of-concept trial [Indecipherable]. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
8574871a2a0d889808ea370caf3c2d32 | Hey guys, thanks for taking the questions. So maybe I'll ask it from the opposite side of the spectrum here with regards to COVID and see if whether you guys have seen or expect any impact from COVID on LEMS follow-up, patients follow up visits there, opportunity to get their prescriptions refilled and along those line... | So all of all of our prescriptions are delivered directly to patients by mail by our specialty pharmacy system and we've had a lot of focus in on that. And in fact, we just sent out communications to all patients today through a variety of different means letting them know and give them comfort and ease that there is p... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
8d0de5344b6954def51480f71ce5254e | Okay, got it. And then, just another follow-up here. So if we look at some of the metrics, the numbers you have provided, it seems about net-net there is about 25 less patients receiving an insurance reimbursed prescription at the end of 4Q as compared to 3Q. Can you just give us a sense maybe how that breaks out betwe... | Yes, I mean it came to two different things in Q3 versus Q4 as far as the number of reimbursed patients on drug. And it's primarily that discontinuations, and as I mentioned before, we had a kind of a bolus of discontinuations from Ruzurgi patients or from our patients to the Jacobus drug that occurred at the end of Se... | intermediate | [
"direct",
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] | B |
e8e03abc83bfbcdbc1e10294d1ab662a | Okay. And then maybe one quick one for Steve. And I think this is what maybe Charles was asking. But I'll ask it in a slightly different way. Would you be able to say what percent of patients for MuSK-MG trial were treated during the open label run-in that ultimately entered the double blind randomized portion of the s... | We haven't given any specific details about the number that were enrolled participated in run-in and then subsequently dropped out rather than being randomized. All I'll say right now is, just a large majority continued through to randomization and completion. | fully_evasive | [
"direct",
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ad635d09a1183e87f919d4b0dc685d17 | Hey, good morning. Thanks for taking my questions. With regard to MuSK-MG versus LEMS, presumably those patients are all cared for by the same types of physicians. In other words, you don't have to redouble your marketing efforts but you get approval in MuSK-MG therefore you could leverage your current sales force for ... | Yes, definitely the MuSK-MG is a nice fit with our existing sales force and relationships in targeting. In fact, most of our targeting with physicians right now are on the use of mestinon which is on a medication that's often used in both LEMS patients as well as MuSK patients. So we feel very good that this is a very ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
8ac95a899bdda2d4e1df7b3fcb5a2c5c | Okay. So we should not expect, need for any material field force expansion should you get that approval? | We don't see any material increase in sales force. Obviously we need to create materials and information that would share the key benefits and differentiation of our medication and there is cost there, but not right now as we see in sales force expansion. | direct | [
"direct",
"intermediate",
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54155f0344ef36672f209f0762710a6c | Okay great. And then just a second question on your business development initiatives as you look outside for opportunities, just wanted to ask, does your focus there lie squarely within neuromuscular rare disease? Is it broader than that? Is it -- could there be pediatric? Just curious kind of what the scope is as you ... | So Leland, we are definitely want to stay in the rare disease space, ideally in the ultra-rare space, which is sort of defined as 5,000 or 6,000 patient prevalence. That may be difficult. Also ideally, we'd like to remain in neuromuscular or certainly in neuro and we really don't want to be too early. We really are loo... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
1400be8c5afd7ca0973447e52093a2ee | Thank you and good morning, a couple of questions. First, if you give a sense of what kind of share Jacobus has out there right now and should that be kind of reaching a steady state or might that share be climibing or decreasing in the near term, just trying to get a sense of the market dynamics. | Sure. We see the -- we don't have perfect insight to even people that will discontinue from Firdapse, although we try to get a good handle on why they would be discontinuing as they leave. And with that we think that that has leveled off, it's down to a very low trickle. And so that I think, that element may continue a... | intermediate | [
"direct",
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b3d424ce1ba0a75e7c6b70cf185d5e80 | Okay, great. And then looking at the metrics, it would seem like insured patients would be a pretty good leading indicator. So a little concern that that declined in fourth quarter 2019. We are 2.5 months through the first quarter of 2020. Would you expect that number to jump up? | Yes. We definitely need and want that to jump up. As I mentioned earlier, in Q4 and it was mainly due to those discontinuations, our discontinuations outpaced our new enrollments. What we do see in Q1 is the discontinuations have decreased, our new enrollments are increasing and so, as Pat mentioned, we are reiterating... | direct | [
"direct",
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] | A |
6754681b55f23947b3ea2687f7ee1ba6 | Okay, thank you for that color. Just shifting over to the income statement. Just a couple of questions as we model this out. First, should we expect COGS to pick up? I believe you had some early cost of goods sold while it was in development and when that runs out, we might see a tick up in cost of goods sold. Any nuan... | Yes. So as I mentioned during the call, during 2019 we used the product that had been manufactured previous to -- FDA approval and hence had been expensed in prior years. That will not continue at the same rating in 2020. So we believe that the cost of goods sold will increase, but we don't believe that that increase w... | direct | [
"direct",
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] | A |
514e67ff209ae384ffd8669abd9bad7e | Okay, thank you. And staying on the income statement, would you expect to be a fully taxed entity at least for accounting purposes, in 2020? | In 2020. So we expect to use our NOLs for our federal taxes in 2019. And we also expect to use our NOLs for our firms [Phonetic] -- at least our firm NOLs for our taxes during 2020. Does that answer your question?
Yes, so as you know, the accounting for deferred tax asset is very specific and the analysis for the reve... | intermediate | [
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] | B |
d91bd0eb106380eca065ffa910699003 | Thank you for that color. That's very helpful. Final question, when we think about expenses for 2020, do you think, is fourth quarter '19 somewhat representative spending levels we should think about it in the following year? | I don't think so, Scott. We had a number of things hit us in the fourth quarter. We had an accrual for charitable contributions that actually are going to be utilized in 2020 that we didn't expect to hit us. Also we had litigation expenses that were fairly significant in our lawsuit versus FDA. And we also took a hit o... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
12bfc70ee5927d4ed6415d87aea921da | I wanted to ask about the Commonwealth, in particular, because it happens to be an urban hotel. And I just wonder what your kind of broad thoughts are about urban hotels and the degree to which the fact that it's in an urban location played into the decision to sell it at this point? | This is Marcel. I'll take that question. Obviously, it's a transaction that hasn't been completed yet. So as I'm sure you can appreciate, puts me at a little bit less liberty to go into too much detail on these transactions that haven't closed yet versus ones that have closed.
In general, obviously, what I will say is... | intermediate | [
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054f1f3039b8a044ddb3685156590d4f | And Atish, I want to ask this in just the right way to make it clear that I am not predicting such. But is it fair to assume that you have sets of contingencies and strategies should things either stall or even reverse a little bit from some of the progress that's been made? | Yes. I mean, I think that is a fair assessment. Look, I mean, over the last six months, we've learned a lot, and the operating teams have certainly learned a tremendous amount. And so they have the ability to flex, and we're certainly mindful of trends as they take shape.
So I think when it comes to hotel operations a... | direct | [
"direct",
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"fully_evasive"
] | A |
a085d45e49e9b23716f7fe53d818fc11 | But with respect to providing solutions that may include rapid testing or other forms of therapeutic input, what kind of plans and provisions have you started to work on that may assist in that regard? | What I can tell you and really try not to get ahead of anything that may have been said publicly is certainly, the brands are all looking at and thinking about and learning how to adapt to what the needs of clients are. I can tell you that having done a little more than a handful now of kind of complete hotel buyouts, ... | intermediate | [
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3b02f94a48dad6b3fffd86952e0ddea6 | Marcel, as you sell out of Boston and reduce your exposure in Napa, sell Austin, it obviously has the other impact of increasing your exposure to the remaining markets, and that includes Dallas and Houston. And I think I had read where some Dallas assets were maybe on the market.
Just thinking about how you're thinkin... | Yes. Great question, Bill. As we look at this and as we look at which hotels we're willing to sell in this environment, and I mentioned this a couple times in my prepared remarks, we are very focused on maintaining the quality of the portfolio and the growth prospects of the portfolio. As we're looking at selling these... | direct | [
"direct",
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"fully_evasive"
] | A |
5ee37c57f11effc15b8d89965de5f71b | It was discussed on this morning's -- a peer's call this morning that I think seasonally we're going into a slower demand period as we transition from the third quarter to the fourth quarter, get into the winter months.
And I think that kind of extends through January, etc. Is there anything in your portfolio from a s... | Well, in general, and I'll let Barry speak a little bit more specifically to it as well, but in general, obviously, as you know, November and December are generally slower months in the industry. And the primary reason for that is because your corporate demand generally tails off in November and December. Clearly, at t... | direct | [
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"fully_evasive"
] | A |
ff4c3ee19470e7441cde33e002c7a5bd | Marcel, I just want to go back to that last topic just on the transaction front and your comment about not marketing anything else for sale today. I mean, I suppose the question is, one, why is that, especially if you can get the pricing that you've gotten so far? What's the rationale there? | Well, as you know, we've obviously very significantly enhanced our liquidity on our balance sheet as we sit here today. And even before hopefully completing these two additional transactions here in the fourth quarter, we've got about $600 million of liquidity today. So from our perspective, there's not a particular ne... | direct | [
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"fully_evasive"
] | A |
c350449c6eafb1187a538c561f1770ab | And then maybe taking a step back looking at the two deals that have closed and the two others that are pending. But can you maybe fill us in on what you've seen or what you've learned so far that was maybe surprising? And how that informs your view of your remaining portfolio and the value you see there in those asset... | Well, I'm not sure it was in any way surprising or not. We obviously felt that our portfolio is a desirable portfolio that can create a good amount of liquidity for a company like ours. And that's part of our strategy that we've had over the years as far as building the type of quality of portfolio that we have today. ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
5ea3c0d48e5c6f8cb9562254e29fc9f4 | I know you mentioned the amendments and being able to use equity to fund acquisitions. But as you think about other sources of capital going forward, what are the options out there that you have that you're thinking about? And then do the senior bond that you've issued, do those preclude you from doing anything differe... | Yes. That's a great question. I mean, obviously, we have multiple tools at our disposal, whether it's secured financing, preferred, other types of capital-raising tools. I think we spent a lot of time evaluating kind of the different levers and reached the conclusion that the senior secured notes made the most sense fo... | direct | [
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51d437681b1127107a729c9cab6f33e7 | So just sticking on the transaction topic. You're obviously going to be sitting on a ton of cash after these dispositions. Can you just give us some more color on like what you're looking for to buy? Like is it bigger assets? Smaller assets? I understand you want to be in growthier, more assets with better growth traje... | I think it's still early days to be honest with you, Thomas. I think that we're confident that there will be a lot of opportunities coming over the next few years. And as you know from us, we have been the type of buyer that's been relatively opportunistic and that doesn't get boxed in or pigeonholed into saying our ne... | intermediate | [
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88f2eef70cfb558d783a2c0aecef2102 | I guess, Marcel, how willing are you to be like completely contrarian. Right? Like are you willing to like go out and buy a big group box today and wait it out for a year because you assume that business is going to come back at some point, or do you want like more safety and security and like we'll buy -- are interest... | I think the obvious answer to that is we're always going to be taking a longer-term view at assets. We're not just going to look at what makes sense for the next six months or nine months. And it goes for both assets that we'd be looking to buy and for our existing portfolio. So again, we will look at the different cha... | direct | [
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f4a37d280e3ceae56e40a4de49aedca7 | Hoping you could talk a little bit about the capital deployment, kind of what types of returns and spreads did you see kind of when you were putting that money to work? And then also you said that leverage is now 7 times. I guess if you could just put that in context of -- if given -- if spreads were to widen a little ... | Yeah. Hey, Doug, it's Brian. I can talk a little bit about the deployment of proceeds. We basically reinvested those proceeds into lower coupon agency mortgages, so similar to kind of how we built the portfolio over the last couple of quarters. ROEs on those, we're talking early February ROEs on specified pools were ri... | direct | [
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e3a7ac8c127f45f64d8f3675496cc2f4 | Yeah. And I guess if you could just talk, I mean you mentioned that this capital raise was kind of used to rebuild kind of help continue to rebuild kind of core earnings. If spreads continue to kind of get more attractive, what would be your appetite be for raising additional capital? | Yeah, Doug, this is John. Yeah, I mean I think we're going to raise capital if we see opportunities for it to be accretive. This one was accretive to ROE certainly. And also, I mean, I think, helping to rebalance the capital structure to better balance between our common and preferred is another goal. So I think, I mea... | direct | [
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0b03e7b8ea8ed4a4636ddb046be48056 | You guys mentioned the recent underperformance of mortgages a couple times in the prepared comments. And I think, I heard you say, John that book value in February was about flat. I was wondering if you could just help us kind of square those two factors and if you comment on if there was any changes to the portfolio o... | Yeah, hi, Trevor, this is John -- hi, Brian you want to go?
Yeah, I can take that a little bit.
Okay.
Yeah. So yeah. We had released an estimated book value range at the end of January, which was kind of where we were as of Friday, so we saw a decent amount of gains in the early part of February, but over the last c... | intermediate | [
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5b578a14381058448e944bb158fe7d71 | Okay. I got you. That's helpful. I guess more generally rates have obviously been trending a little bit higher. Can you guys talk about how you guys think about extension risk within the portfolio and how you guys are approaching, managing that conceptually? Thanks. | Yeah. Certainly as rates rise, and given the makeup of our portfolio, there is going to be some extension in our bonds and we've been hedging pretty long, since we started this kind of rebuild in the third quarter. So longer-dated swaps even out to 30 years to help protect us from that. | direct | [
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cacac2a0658ffccb1a36eead4aa39f05 | Okay, got it. And just to clarify on the deployment of the proceeds from the offering, was any of that capital deployed into TBAs or was that primarily deployed into spec pools? | Yes, some of it was in the TBAs, just to kind of keep our allocation. We like, given where, how attractive TBAs are, we kind of like the allocation in that upper teens area. So with the new capital, we pretty much invested it to keep it there. | direct | [
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7c293be0ccce45c800e4a2ae7c1681d9 | I was just hoping you would provide a little more color around your guidance of 5% to 10%. You know, the Q3 guide implies year-over-year dip in revenues at the midpoint and then some improvement probably in Q4, but I guess what gives you that confidence to maintain the guide, what are you seeing in the backlog and can ... | About the turnover guidance we have some visibility for Q3, so we hope we can achieve these numbers and of course all comments are subject to the uncertainties of the market, but we think that is more probably than not profit that we achieved this turnover in the given guidance for the total year. | intermediate | [
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c2dc45da933ae2a0633b09aabcf2da1a | Maybe in that same topic, just maybe the impact of the supply chain, if you could talk about what you're seeing in terms of supply chain challenges affecting the top line, how the quarter progressed and kind of what you're seeing to date? | Yes. I can say something to it. So there we have some challenges in the supply chain, but not really, we could actually manage that well, so I don't expect any impact there in the next -- in the remainder of the year. What we see is that some of the demands in the consumer market are actually going down talking about r... | direct | [
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bdad788ecc1778bd5691148a3c748a27 | So even in light of all these, obviously everyone is sort of being affected by this, but you're EBITDA almost broke even this quarter. Markus, do you think going forward it sounds like you're confident with some of the actions you've been taking that you'll hit break even? I mean, I know you had said by I think exiting... | Q3, Q2 was strongly was impacted by some fixed gains. As we know, from the IPO, we collected a couple of dollars, which we still keep in our accounts and since our balance sheet is in euros with the current situation of strength of the U.S. dollar, we have of course currency gains, which we have to recognize in the P&L... | intermediate | [
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a06b3643c15828fe890c43d45f5ff244 | Markus, can you give us more detail on the other operating income, $7.6 million, what is that, why was it so big? And then just your view on just operating expenses going forward? | Yes. The operating incoming expenses needed to be seen as gross values, and they are in the overwhelming amount driven by FX effects. So if you take both, you'll probably have an approximation of the FX effects.
As I've explained before, we have huge amounts of U.S. dollars and with the strength of the U.S. dollar and... | intermediate | [
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09482637adf6c29bb6ad39c210de2f6a | Do you expect your operating expenses to remain relatively flat or grow sequentially each quarter going forward? | The operating expenses I would expect to be rather flat and grow with inflation. And of course, I mean if you, if you increase, if you double your production you also will have some increase in operating expenses, but it will accelerate at a lower rate. That's our expectation. | direct | [
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35098e3f2bb067bce3c51f2b416e911c | Then the follow-up for Jurgen, part of the reason for the IPO was your expectation on growing gross margins toward 20%. You're sitting around 8% still. What can you do to really help improve gross margins going forward and really keep it solidly double digits and work toward 20%? | Yes. Hello, Tony. So again, so since the IPO a few things have changed, especially the price pressure in the automotive market, which basically was accelerated by the automotive OEMs during the last, during the COVID years, let's put it that way. What we are doing to get back on track in terms of margins is relatively ... | direct | [
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601bbd7cc3e68c791feffa4217c89258 | Three quick questions, if I may, on the auto-injector launch. First, we've seen -- we can see in IQVIA the weekly Gvoke scripts are now basically doubling what they were pre-auto-injector launch. Maybe can you speak to where this growth is coming from, like, are these from practices that have prescribed the Pre-Filled ... | So -- thanks. Let me try to take those in order. Where are the prescriptions coming from? It's across the board. We're getting prescriptions from people who have prescribed the Pre-Filled Syringe historically. We're getting prescriptions from people who hadn't prescribed Pre-Filled Syringe. We're also adding -- if you ... | direct | [
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2e442d02707d9490e8e7ea4ecc3c505f | Just one follow-up on the HypoPen launch. Could you maybe speak to the extent that you've been providing free samples early in the launch for physicians to sort of gain experience with the pen presentation and to the extent you plan on providing samples throughout the rest of 2020?
And then quickly on the diazepam pro... | So a couple of things. Thanks, Zach. The extent of samples, we are not sampling the auto injector. We have demonstrators. Any physician, educators, nurses in the office can get from our sales representatives a mock auto injector or a mock HypoPen that they -- it can be used repeatedly so that they can demonstrate to pa... | intermediate | [
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8c725c96655463e954a1125a47c2ddd5 | Just a couple. Paul, I'm wondering if you are able to make comments with regards to the net price realized on both PFS and HypoPen. And then secondarily, with regards to the PFS samples, what amount do you believe are still unconsumed with the physicians? Then finally with regards to the Clinigen, I'm not sure if I am ... | Hi, Difei. Thank you for the question. We have not and we don't plan to talk about our net pricing. I mean, if you do the math in the second quarter our costs were a little bit higher because of some of the programs we initiated and we're very aggressive with in terms of helping patients and helping prescribes, hospita... | intermediate | [
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65c3164d5997ac506f3856ab23a499c2 | The $0 co-pay program for both the Pen and PFS and do you plan to keep that for longer term or is that a temporary program? | We have not decided if that's going to be longer term. We know it's going to be in place for the next couple of months. We'll see how that goes. | intermediate | [
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a6498e99ff4baa0a3bc2a177ec9bb2c4 | Can you comment in terms of the hope for the scripts? Are you now pretty much at two syringes per script or are you somewhere still in between one-and-half, two syringes? | So for the -- I think we're right about two on a units per prescription. It tends to go up and down. At one point, we were as high as 2.9 with the Pre-filled Syringe. Over time, we think it's going to be somewhat higher than two, but time will tell.
With the auto-injector, keep in mind, the only thing we're marketing ... | direct | [
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3d5dc8e135b3cb3626ee296d91eaeec7 | You've had a fair amount of success here with your glucagon clinical programs. And I mean seemingly you could have multiple programs going into Phase 3 next year. So what -- how will you prioritize the different programs given your current resources if the end of Phase 2 meetings come back positive? | Yes. So hopefully I was really clear in my opening remarks. We will take diazepam forward and pramlintide insulin co-formulation forward into the next phase, call it, Phase 3 hopefully for both, only if we have a partner, a funding partner. We are -- we do not plan to take those forward into Phase 3 on our own nickel. ... | direct | [
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4e4cf6c0c859ffa498965d5c2fb0375a | First, can you provide some high-level thoughts on how you're thinking about the market opportunity for Gvoke in Europe relative to the US? And second, from a competitive standpoint, we could see a dasiglucagon auto injector launch as early as the first half of next year. How are you thinking about the potential compet... | Good questions. So the market opportunity in Europe, demographically there is as many diabetics in Europe and as many people on insulin as there are in the United States. So overall, the opportunity is large. What you will see in Europe, however, is pricing for glucagon is extremely low, to the point where we -- if you... | intermediate | [
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4f7ccf24a641cb0d7a67d3e050e53586 | So when you're saying achieving 500,000 deliveries has become more difficult, was it really just a function of the recent shutdowns and some of these supply dynamics? | Yes. It's not true at demand. It's really just a production issue. It's been pretty hard when you've got like a global supply chain, and it's kind of whatever the most effective part of supply chain is that sets your rate.
I mean, the number of rabbits do know how to pull out of a hat for supply chain is insane. Team ... | direct | [
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c6cee5a8a476abcf16e4a42358b7e490 | No questions were asked during this earnings call transcript. The transcript contains only prepared remarks from company executives and closing statements. | No answers were provided as there were no questions asked during this earnings call. | direct | [
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4358a2ed715d126c91d99247f6c7baea | Just a couple from me. First on the service side, thank you for providing the color. I'm just wondering if you could dig in a little bit more as far as what's you're seeing from customers. You mentioned that the fail fast and move on to new projects early. How has that changed over the past year in maybe pre-pandemic? ... | Yeah, Matt, fail fast has been a slogan and objective in the industry for some time and modeling and simulation, the tools and services that we provide are very focused on achieving that objective. So the objective and the occurrence of cancellation of projects has always been there. We see that accelerating, I think, ... | intermediate | [
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51d474c9f0ed5ae84c7306c8be87adda | Okay, that's helpful. And then you mentioned that you're obviously alluded to this with the guidance as well. But it sounds like some of these disruptions are going to kind of continue here in the fourth quarter. Yeah, I think a couple of times you mentioned that you expect this to be short-lived. Are you expecting thi... | Yeah, fair enough. Yeah, some of these projects were projects that weren't anticipated to be completed in the third quarter and were slotted in to continue into the fourth quarter and contribute revenue over the second half of the year. So their delay or cancellation does impact the fourth quarter as well. And while we... | direct | [
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972a7cee525cf7d6073d4860036c66c8 | That's great. And I guess that's perfect segue to you, software obviously a fantastic quarter. This is now several quarters in a row where you've outperformed expectations. Sounds like that's going to continue. How much of that is a contribution from Lixoft and some of the new modules versus just a broader acceptance o... | In terms of the sourcing of the growth, it has been across the board, our three primary platforms, GastroPlus, ADMET Predictor and Monolix are all performing very well. And our historical platforms of GastroPlus and ADMET Predictor have accelerated their growth rates from the past. Yes, in part as I pointed out in the ... | direct | [
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73dfa0571c6a5178a3d8f00ec959dd73 | Just a quick one here, just can you give any more color, maybe some more granularity on the delays and cancellations. You mentioned nine, you break down, how many of those are delays versus cancellations. And any, can you share anything as to why these would have happened? | Well, each -- Francois, it's anecdotal story. I don't know that -- get the breakout between delays and holds and cancellations. I think the cancellations were two or three in number, gave you a little bit of a feel to this magnitude, most of them were on the PK/PD service side of our business where our project, average... | intermediate | [
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8703c71b804a64a4e73e86aa29f0c0e2 | Understood. And just because of that surprising factor, can you just remind us what gives you the confidence and -- for the long term here? And when you did kind of give guidance as to 25%, 30% growth on software for the year and now you've adjusted your guidance, can you just remind us what, how that guidance comes ab... | On the service side, I think you said software, I think you meant to say...guidance. And there -- the guidance is built upon our backlog, our pipeline, our resources and all of those come together to project out revenue driven by the sequence of project completions. This one, it was difficult those nine in number proje... | direct | [
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1b296deee2d3711189187c1580b5a87f | Excellent. And then I have to ask, in terms of M&A, the pullback in valuations across the board, has that made the potential M&A a little more attractive? Or we still think in the same way there in terms of what could make sense for this geographical expansion? Any color there on the M&A strategy? | Yeah, I think you're right, I think it actually helps, it's high valuation environment that we were in maybe over the last year, less than a year, certainly made that part of the discussion somewhat difficult. I would say that there is a little delay factor, will valuations overall go down in individual, individual per... | direct | [
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5e4f6aaa6354d982e0f1c701edc52129 | Any chances that we can get granularity in terms of the difference in the growth rate, if you could give us the revenues by division like how you've historically broken out by Lancaster, Simulations Plus; Buffalo, Cognigen and North Carolina and [Indecipherable] Paris, Lixoft space today. | Yeah, Dane, I appreciate the question. I don't think we've ever given guidance at that sort of level. And in fact, as we've been transitioning over the last or more than a year, we're really managing the business on a consolidated basis in terms of our software business and our service business. It fosters internally o... | fully_evasive | [
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931d37db67f964de4b2ba147d550a9c2 | You guys not reporting that anymore? You had it in your last quarter filings. I was not given guidance by division, but I was just asking for that, the revenues for the current quarter, you can see the year-on-year. | I think we still report that segment through to the queue and anticipate in the 10-K. It's as we close the year, it is one of those things that we're looking at as to whether we continue that segment breakdown after this fiscal year, but that queue will be reported here soon. Will, when does that go? Is that Wednesday? | intermediate | [
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68da7fd3c0fed5e6a01762f5fd6a6a90 | Okay. Can you give us any granularity in terms of I guess the growth in actual software segments or service segments like that for example on like maybe, slide 12, because you only gave the year-to-date and the Q3, so we can't really do in the year-on-year in terms of like the revenue come, the revenue generation. | Yeah, I think in each quarter, we've delivered that quarter's revenue breakout across the three major software platforms and the three primary sources of the service revenue, we reported data on a each quarter for the quarter and year-to-date basis. So the information is there, may be Will can follow-up in terms of hel... | intermediate | [
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486c32fdf46fc15044e468ec312db609 | Right, OK. Yeah, so I guess in terms of the -- was this just totally random? And in terms of the contracts or projects that were canceled or get clustered in certain areas like NASH or other areas that maybe experienced some software in terms of softness in terms of development interests. | No, Dane, they were really kind of random they did that doesn't demonstrate a pattern. As I said, it doesn't either by therapeutic area or by customer segment, there was no consistency among them. There was a COVID program. There were other therapeutic area programs geographically and international program, and domesti... | direct | [
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8c91479b4b913d3e3c581ad040a134fa | Last one from me, how is the backlog actually calculated? Were these -- these projects came out of the, were that backlog, in the prior quarter or something or were they actually ongoing and not part of the backlog. | Once the contracts closed it goes into backlog. And I'd say with the exception of the one deal that I mentioned, that was a quick contract signing with a start date that was almost immediate got canceled within the first 30 days. I believe the other eight programs would have been in backlog at the beginning of the quar... | direct | [
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c1b7c46ad29c3041850c880af85e31cf | Okay. And how long is your backlog realization of that one quarter or longer than that. | No. Backlog in total about $12 million. And I would say that it is three to six months typically, in terms of its planned timing, although there is some component of that extends for up to 12 months in backlog. | direct | [
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68add4396517f64c9f5d15c997d1bbcf | Hey, guys, good morning. So, Sven, I want to be sure that I heard you right, but it sounds like you fully expect to be operational now in June and at some capacity level, and that's -- it sounds like a focus around Alaska. And I think that's pretty important, given the -- obviously, the bigger cruise operators are esse... | Yeah. No, I do not believe there is an issue with getting our passengers or guests to Alaska at all. We have a very deep relationship with Alaska Airlines, which has been cultivated over many decades actually. And we're in constant conversation with them about how the landscape is changing, when we're anticipating star... | direct | [
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dda2deb7a93c2fe728bfd2213a7459c1 | OK. Got you. Thanks. And then second question would be really a bigger picture question of just about competition. And obviously, there's a lot of competition these days for markets like an Arctic, the Galápagos, where it seems like every operator is trying to move some type of asset into those markets. So I guess the... | Yeah. Well, just using Galápagos, as an example, the amount of new entrants really isn't changing. There are a certain number of these licenses. They're called cupos. And what they do is they occasionally change hands from one company to another. But the maximum number of people nor the number of us coupes hasn't chan... | direct | [
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a71e95cbe89ae3e0c9743605f60960a7 | Hey, good morning, guys. Wanted to ask -- again, you sound pretty confident that you'll be able to get back in a couple of months. How do you say some of the change in protocols that you're going to be required to do in all various vaccinations. How have those kind of changed and evolved over the past couple of months?... | Yeah. I don't believe that those goalposts will move in a negative way. We've been so deeply in turn or engaged with people, not only from the CDC, but from the State of Washington, the medical community there -- I can't never hear title right now, but the Director of Health in Alaska. And we knew that various requirem... | direct | [
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c596c2b7b614498057928547eb3e0c6a | OK. Thanks. Very helpful. And then on the acquisitions you announced this morning, both look pretty interesting. Question is, as you look forward, I mean, I guess how broadly can you cast the net? And then from a more of a financial point of view, how do you underwrite these in terms of -- is it a value -- potential va... | Yeah. And then Craig might weigh in as well. But here's the basis of it. Our travelers and we've known that for a long time, are very -- they're very -- I'm nervous in their interest. So you might run into somebody in Antarctica in one year, the next year, they'll be on a safari in Africa, the following year, they want... | intermediate | [
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22b7fb723536a34e85f162256d132320 | Yeah. Just a quick question. In light of the digital marketing hire, I believe pre-COVID, you guys made a -- had a step-up year in your marketing efforts. And if I'm correct on that, just, I guess, it sounds to me like you might be moving more in the digital direction. Is that the case? And kind of what is the net run ... | Yeah, let me take that, Sven, and you can chime in afterwards. So the question is an interesting one because you're not comparing apples-to-apples, right? So you can vent to where we are today versus where we were pre-pandemic, the amount of inventory that we have across our ecosystem has gone up dramatically. We've in... | intermediate | [
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ba454570bc2e44bed937b02d8b0921d7 | Great. That's helpful. And then just one final one. As things return normalize and you start to ramp back efforts in June, is there any relief you'll see on dry-docking as the ships have been stationed? Or is that just still kind of in place on a top -- goes over every three years or so? | No, there won't be any meaningful difference in terms of dry docking. Some of those dry docks are regulatory. You have to do them every -- it depends which ship and which flag, and that won't change. There's certain work we just delayed at the moment as a consequence of the pandemic that we'll do in the future that we ... | direct | [
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94bf54517adbf6e83c6f8fb724d2ba6c | Hi, good morning, everyone. So Sven and Craig, you've spoken a lot about building a platform, and you've just announced these two acquisitions, neither one of which is a cruise ship company. So this is maybe more a question for Sven. So if you looked out 10 years into the future, would you still see Lindbald Expedition... | I think the latter because I think -- well, we still -- by the way, Swan, nice to hear your voice. It's been a long time. Appreciate it. In any case, the expedition ship aspect of the business, I believe, will absolutely be dominant in our entire mix. I see no change to that. But we will -- but we will have added a con... | direct | [
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3be8834332a18d59b470062e48276425 | Thank you. That makes a lot of sense. And if I can just ask one follow-up question, please. Obviously, your platform and your marketing depends a lot on the National Geographic link that you have, which is an amazing link. And there's always that looming date of that partnership expiring the next time in 2025. I obviou... | Yeah. I mean, we -- this is a very mutually productive relationship that has now gone on for upwards of 16 years. And so we feel very confident that we will continue beyond 2025 because it will be in our interest and it will be in their interest. And so I just don't see -- it's a deep, deep, long-standing relationship,... | intermediate | [
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9ec0c20cabc06c21aba40f8325aa6624 | Two questions for you. First, Nick, since you mentioned the day 2 rights for Raw and the DTC International Lights exhibitive network, do you have a time frame on when you'd like to have those deals done by? And then I have a follow-up. | Thanks, Eric. A couple of things. On the day 2 rights, the deal was up latter half of 2022. So certainly, it's going to be done by then, perhaps sooner. And on the international rights, the lack of ability to travel, which has obviously freed up over the last couple of months, slowed down what would have been a quicker... | direct | [
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7e6fb3862d6c5f7678027c16614ab5a7 | Great. And then a second question, I guess also for you, Nick. Historically with WWE productions, the profitability was rather negligible for a lot of this programming. Is that changing now? Are you looking at some type of cost-plus model? What's sort of the economic model behind all of these TV programming events? | I remember in the last call, you had asked about scripted and unscripted content as well. So thank you for that question. It's a total flip of the model from a few years ago. So instead of self-financing films and sequels to films, it's about licensing our intellectual property and content in the scripted and unscripte... | direct | [
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551b15715fe6c0fd9363eb17ab655a5d | A couple. Maybe, Kristina, for you. My recollection is that social media has a lot of exposure on YouTube and Snap, and you guys talked about the increase of 22% on Snap. I was wondering if you were affected by the drama of the iOS 14.5 upgrade and whether you're seeing negative consequence to your ad revenue coming ou... | Laura, thank you for question. The quick answer is no, we weren't affected, and we haven't seen impact on our advertising revenues coming from social to the negative. In fact, our revenue streams from social continue to grow very nicely. | direct | [
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50e42197a86bd08827ebff3a1b57835f | Okay. Great. And then my other 1 is you guys had mentioned NFTs a couple times. So is that -- could you size that for us and sort of more generally, how do you feel about this -- the role of the metaverse and going into the digital online world? And do you sort of think that NFTs are going to be -- is meta going to be ... | We think it's robust now. We think it's going to continue to evolve and become perhaps even more robust, and we think it's here to stay. | intermediate | [
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caa7143f523c0a60eb7639bbd69526bc | So over the past several quarters, it seems like there's been a lot of turnover at the mid- to upper levels of management. And you took some onetime restructuring and/or severance charges. Can you talk about what the organizational goals are that you're trying to achieve with new blood? And to what extent you're trying... | Sounds good. Brandon, it's Nick. So a couple of things. We want the most efficient business model possible. that produces the best amount of high-end content possible. So to us, it's about having the right people in place to do those jobs. So over the last year and change, we've all collectively looked at it and make s... | intermediate | [
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a948cd039aeaa1fbe0a02d6f12b17aec | Great. And yes. And then I wanted to focus on NXT a little because you definitely made some changes over, I think, the last month or so. I wanted to see how you felt about the progress and whether you felt like you were achieving the goals of the revamp. | We think it's all starting the way that we wanted it to start. So we wanted a younger, fresher, in-ring approach. We think we have it. You've already seen some talent from the new NXT elevated to the main roster. There's going to be more of that. Our recruiting efforts, which we can go through at a later date, which ar... | direct | [
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f8a0e739fa5647fd339f20427dec9718 | It's Marianne on for Ben. Just two questions on my end. First, can you talk about your international content rights expectations, especially as it relates to your larger territories like India and the U.K. in the context of your, like, revamped international distribution strategy for your streaming products? And is the... | Sure. Thank you for the question. This is Nick. Keep in mind, our existing India deal with Sony is an all-encompassing deal that includes the premium rights. So that's a deal that's already in place. In the U.K., BT, our existing partner, Raw, SmackDown and NXT. There's currently conversations about what the best plan ... | direct | [
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1a80682991d395ad9c49324d4e63e8c5 | Got it. And my follow-up question is on your general programming strategy. How do you think about the trade-off between keeping IP on WWE Network versus linear? Thinking specifically about a show like NXT that has moved kind of between both mediums. | Thanks for that question as well. It's a fine line. It's something that we're in constant dialogue about what is best on WWE Network on Peacock in the United States, agnostically in other international territories, with certain international partners in different international territories and what's better to sell to t... | intermediate | [
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059380937a7a851d59d7ef9691cffecb | One on sponsorship. Can you guys maybe help us size the opportunity there? I know it's an area I think the company has historically undermonetized and looking at other sports comps. Can you maybe help us think about the ultimate opportunity and maybe the strategy to get there over the next couple of years? | Sure, Curry. This is Steph. Thank you for the question. There is no reason why in the next three to five years, we couldn't be in the hundreds of millions of dollars. And in terms of -- sorry, in terms of the strategy, it's really the 4 key buckets that I laid out earlier in my remarks, the content, our talent, digital... | direct | [
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28ac86b7ad263f1fdb50b0a7d5b5a84f | Okay. No, that's helpful for framing. And then maybe a quick 1 for Kristina. On the guide for the fourth quarter, you obviously have -- if we look at where you were fourth quarter last year, $51 million EBITDA. You've got a number of positives, the Saudi event, live events and then also cost escalators on the contracts... | Well, I think if we can talk a little bit about third quarter versus fourth quarter, Curry, I think what you see is the driver will continue to be live events from a top line perspective. And when we compare the third quarter versus the fourth quarter, remember that we'll have fewer pay-per-views in the fourth quarter,... | intermediate | [
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1b4b86d1282ff81acc181818398b938f | A couple questions. First on licensing. There was pull forward due to moving on to Peacock earlier this year, but it seemed like it was later this quarter. Was there going to be more volatility in the license comparability going forward? Or is there more of that smooth kind of visibility path there? And then secondly, ... | If it's good by you David, we'll go in reverse order there. Last time you had asked about M&A consolidation. So I take it you're satisfied with that at this moment in time, which is great. In terms of our stadium events, no, it's not going to have any impact on the frequency or tonnage of Raw, SmackDown or NXT. Those r... | intermediate | [
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ce26c3733b4050d75bcc37a3e40f430d | Hey, good morning, guys. It's Charlie in for Jeremy, sounds like some pretty favorable trends to kind of kick start 2019 here. Kind of curious, if any more color you could share there? But also if you could talk kind of about how these cold snaps impact you in terms of having sufficient inventory and kind of managing t... | Yes. Great, Charlie. Obviously, we've proven many times in the past when we get these extreme weather scenarios that we have no problem, making sure that we're adequately supplied with our vendors, making sure we have product where we need to have it and with plenty of capacity to meet the needs of our customers in any... | direct | [
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75325dd9ce1898b6701478308c827322 | That's great. Lastly, I wanted to ask about the recent acquisition. Curious how you go about evaluating potential entities to go after and kind of looking at 2019. What is the this kind of look like and how do you think about I guess leverage is obviously a concern. So curious how you balance the priorities there betwe... | Yes. Well, first of all I wouldn't categorize leverage as a concern, I would categorize our leverage targets as a goal. I think we feel very good about where we are given the steps that we've taken in our business, we're in around 4.4 times levered and that's got -- that's with working capital borrowings, which is at i... | direct | [
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b61bb01a770decd0d3c159f416dca9a7 | First, can you speak to those factors that you were mentioning that were impacting the gross margin in the quarter? And how should we be thinking about that from a quarterly progression standpoint on the gross margin front? And also just longer-term can you help us frame the margin profile of your business? And what ar... | Lenders [Phonetic] shifted funding to co-op marketing in lieu of discounting products. This negatively impacted gross margins for the quarter, while positively impacting advertising expenses by reducing them. We anticipate this trend is going to continue. So, I suggest you look at that operating income -- operating mar... | intermediate | [
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97714586d442936523e7acc441453c50 | And then just a bigger picture question on the broader shift to online pet spending, as well as the greater pet ownership trends that we saw over the course of the pandemic. I guess, how should we be thinking about the stickiness of that customer base? What are you seeing now as we lap some of that? | The peak last year was the month of April, and it looks like the peak this year is going to be the month of May. The weather was warmer last year in the March quarter, compared to this year. And also demand was possibly pulled forward last year due to the pandemic. So, we'll see what happens. Consumer behavior post pan... | intermediate | [
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"fully_evasive"
] | B |
5f4ddc1d7e768219c44424a8c945ee43 | So, just wanted to ask if any way for you guys to possibly quantify the impact of the colder weather? What that was? I know, especially the Texas and Midwest got hit pretty hard in February. So just wondering if you could take a stab at just trying to give us a sense as to the magnitude of the weather impact. Maybe wha... | Yeah. February was much colder, for sure. It's really difficult to -- I mean, it gets into to make some assumption to do that. We are not going to do that at this time. | fully_evasive | [
"direct",
"intermediate",
"fully_evasive"
] | C |
4f09b5cceb6a5db121cb584062cdc165 | Okay. Yeah. I know it's tough, but -- figure, I would ask anyway. But, OK, and then you talked in the release about -- and this is something you said before but I just wanted to see if you guys could expand on what you were looking at as far as fiscal 2022 plans with respect to exploring alternative ways of acquiring n... | We are still in process of exploring for our new revenue sources and new opportunities within pet health and wellness. And alternative ways of acquiring new customers. So we'll give you more information later part of the year. Our website and app redesign is continuing. It's going to be about June, July before we compl... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
bbe8fff80f86a96f1f51102889a52774 | Some questions, Mendo, around the ask-the-vet feature that, I guess, in the last several months you've been more prominently featuring on the website. I was curious to know if you could speak either quantitatively or qualitatively about the number of sessions that you may be having with customers. And just your thought... | I will talk qualitatively that the usage has been increasing and it's going to be more prominent once we complete redesign. We are redesigning the education section of our website. So, that has not been completed yet, so it will be more prominent also on the app that it's going to be more prominent. So, it should be he... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
91f7fba3dbe9b2c67372b0cf3bd385f3 | Okay. And then either for you or Bruce, it looks like the inventory additions this year for the seasonally strongest June quarter were not quite as strong as they were -- were not quite as much as they were last year. Could you speak to the health of the supply chain and your ability to get the kind of medications that... | As far as inventory balances, our inventory balance was actually higher this year, compared to last year. We really didn't see any significant issues in our major lines, major brands. We did note that there was some possible lead time issues on some of the smaller brands, but nothing material to the overall supply chai... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
b5c5e462e5b90f71d14414a5217cdc4d | Could you speak to your top spending priorities this year? And what is that cash burn expectation in 2022? And just given the recent release, how much visibility in runway do you see going forward? | When the company embarked on the financing, the goal was to finance the company for a couple of years. That was the initial target. Then with the efforts that we did and we managed to drive at this financing, we were -- well, we should be able to extend this runway. We didn't come specifically with a guide on cash burn... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
7cd122b647fd87beddc4e264d5bdb0ae | And just in terms of the pharma business, last quarter we saw recycling of roughly 40,000 samples. Was that a one-time event? And can you give a timeline on that long-term goal of one million samples in the biobank? | We see a healthy growth of all our Bio/Databank in the last quarter with 284,000 individuals added and then full year 2021, around 94,000 individuals added. We think we are well on track to achieving that mid-term goal of one million patients and everything Kim described is in the sense, a positive feedback loop, right... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
258604f009f94ea3eef01c779369f5b8 | In terms of your guidance for 2022, 15% to 20% core revenue growth. And can you provide some color in terms of, for the biopharma, just trying to better understand kind of for the Diagnostics versus -- the core Diagnostics versus Pharma. What's embedded in your assumptions, in terms of overall growth within the 15% to ... | As for the diagnostics, we said some G that we're -- we want to continue to grow above the market rate, which is at about 11%. And I think historically, if you go back and look at the loss numbers, I think it was about the core business, about two sides was Diagnostics one -- maybe a bit over a third was Pharma. And ob... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
90788d3c1b9c3101a337895edf357a38 | And then in terms of your gross margins for your core business, good to see that continuing to improve. But what's kind of the expectations for 2022 are -- and what are the drivers for potential margin expansion into 2022 for the core business? | So as you could see, there was a good recovery in '21 versus '20 on the overall gross margin. And for this year, we plan to have similar levels when it comes to Dx, despite of the market price pressure that we kind have set by our product mix. And what we see on Pharma, we believe that we could improve it. I mean, that... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
6b2dfe529ae96512debcba2d930ab701 | For your biopharma business, you talked about, for 2021, the overall -- the total contracts for the value, if you will, of that business increased significantly year over year. Could we anticipate that type of trajectory? I know that may not translate into revenues in the near term, but could we anticipate that type of... | Yes. I mean, I think it is, as you say, with some of these contracts, they spend multiyear. But yes, that's the intention to keep that kind of growth going in 2022. Absolutely. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
3f797ec72c2a11e043532728dafb7db6 | Can you just talk to the trends that you've seen in the core diagnostics business so far in the first quarter? To your point, COVID has been a big disruptor to core diagnostics over the last couple of years. But did you see any disruption from the Omicron wave or was the business fairly resilient, and how do you view y... | We don't comment yet on, obviously, in our Q1 performance. Having said this, at the moment, businesses has been developing stable, and the impact of Omicron so far has most been a significant. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
59fefb5772c1f73a87504ebbf7adac8d | Kim, you talked about, I think adding resources to increase your Pharma outreach team. Can you just talk to the size of that team today and what kind of additions you envision going forward. | The team, it's kind of -- obviously, the team is quite broad and it's spread out through the Bio/Databank, the genomics group and also in part, I guess in Diagnostics. But I was specifically talking about increasing our sales team, increasing the project management team. So that we can really have a much stronger outre... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
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