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    Anna Snopkowski • KeyBanc Capital Markets

    Anna Snopkowski's questions to BioLife Solutions Inc (BLFS) leadership

    Anna Snopkowski's questions to BioLife Solutions Inc (BLFS) leadership • Q2 2025

    Question

    Anna Snopkowski from KeyBanc Capital Markets questioned the strength and visibility of the distribution channel, which is often exposed to more uncertainty and potential NIH funding impacts. She also asked about the M&A strategy, focusing on how the Panthera acquisition enhances the existing portfolio and market share.

    Answer

    Chairman & CEO Roderick de Greef responded that they have not seen any weakness in the distribution channel in Q2, nor is any weakness reflected in the forecasts for the second half of the year. Regarding the Panthera acquisition, de Greef explained its primary driver was to solidify BioLife's market leadership in biopreservation by adding unique IRI technology and accomplished cryobiologists. He outlined the future product potential, including improved efficacy, lower DMSO concentrations, and a long-term goal of enabling shipping at -80°C instead of LN2 temperatures.

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    Anna Snopkowski's questions to BioLife Solutions Inc (BLFS) leadership • Q4 2024

    Question

    Anna Snopkowski inquired about the key drivers behind the five consecutive quarters of growth in the cell processing platform and the long-term outlook for adjusted EBITDA margins post-divestitures.

    Answer

    CEO Roderick de Greef identified the base of 17 commercial CGT customers as the fundamental driver for 2025 growth. Executive Troy Wichterman projected adjusted EBITDA margins in the mid-20s for 2025, with the potential to reach the 30s in 2026, contingent on continued biopreservation media growth and its high margin flow-through.

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    Anna Snopkowski's questions to BioLife Solutions Inc (BLFS) leadership • Q3 2024

    Question

    Anna Snopkowski of KeyBanc asked if the SciSafe divestiture alters the company's strategy for the potential sale of its CBS freezer business. She also questioned whether customer destocking has now fully normalized within the cell processing segment.

    Answer

    CEO Roderick de Greef confirmed that the company is 'in the throes of a transaction' for the CBS business and remains committed to exiting it, reinforcing the strategy to focus on core cell processing products. He also stated that Q3 was a normalized quarter and that the company believes the customer destocking issue is now behind them.

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    Anna Snopkowski's questions to Alpha Teknova Inc (TKNO) leadership

    Anna Snopkowski's questions to Alpha Teknova Inc (TKNO) leadership • Q1 2025

    Question

    Anna Snopkowski asked about the competitive positioning of the new Pluristics collaboration product, whether it targets existing or new customers, and its potential material impact in 2025. She also inquired about the company's exposure to vaccines following the new CBER appointment.

    Answer

    President and CEO Stephen Gunstream explained that the Pluristics collaboration helps build out Teknova's cell therapy workflow and targets both existing and new customers in areas like stem cell research. He stated that while the customer response is enthusiastic, a material revenue impact is not expected in 2025 but should build in 2026-2027. Regarding CBER, Gunstream noted it's too early to tell the impact of the new appointment and confirmed Teknova does not have significant exposure to the vaccine space, with the main risk being second-order effects on biotech funding.

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