John Wilkin

John Wilkin inquired about sales rep productivity, specifically how much of the year's growth came from new versus existing reps, and the ramp-up time and productivity of reps hired earlier in 2025 by year-end.

Answer

Robin Harper Cowie (CFO) clarified that the majority of the year's growth came from existing reps, as most new reps were hired later in the year, with significant growth expected from new reps in 2026. She added that new reps historically pay for themselves within two to three months, a trend that has remained consistent, and emphasized that this is just the beginning of their ramp, with continued productivity growth beyond their first year.

John Wilkin asked for a breakdown of how much of the 8,000 test growth for the year came from new reps hired in 2025 versus existing sales force members. He also inquired about the productivity of reps hired earlier in 2025 by year-end, to understand the ramp-up time for newly added reps.

Answer

CFO Robin Harper Cowie stated that the majority of new reps were hired later in the year, so much of the growth came from existing reps, with significant growth from new reps expected in 2026 as they gain a full year of experience. Cowie noted satisfaction with the caliber of new reps, confirming that historically it takes 2-3 months for a rep to become self-sufficient, a trend that continued with the new hires, clarifying this is the beginning of a ramp that extends beyond the first year.

John Wilkin from Craig-Hallum Capital Group LLC noted that core clinical volume, excluding NGS and Pathline, appeared to accelerate and asked for the underlying drivers of this strength.

Answer

President & COO Warren Stone attributed the strong core volume growth to the effective execution of the company's commercial strategy. He highlighted increased productivity from sales force investments made earlier and the successful ramp-up of new client wins from the first quarter, which encompassed the entire test portfolio.

John Wilkin of Craig-Hallum Capital Group LLC pointed out an apparent acceleration in core clinical volumes (excluding NGS and Pathline) and asked about the underlying drivers.

Answer

President & COO Warren Stone credited the strong performance in the core clinical business to the successful execution of their commercial strategy, including productivity gains from sales force investments and the ramp-up of new client wins from the previous quarter.

John Wilkin, on for Bill Bonello, requested more color on discussions with new geographies, the role of the next-gen illuminator as a catalyst in those talks, and any early interest in the new device. He also asked a follow-up question to identify the competent authority reviewing the new red blood cell submission.

Answer

Chief Operating Officer Vivek Jayaraman identified the Middle East (specifically Saudi Arabia) and Germany as key growth markets where the new INT-200 illuminator is a foundational device for expansion. He also noted progress with the company's joint venture in China. President and CEO Obi Greenman stated that while not final, the competent authority for the red blood cell review is expected to be Sul, the Czech authority.

John Wilkin from Craig-Hallum Capital Group LLC questioned the slowdown in North American platelet growth during the quarter, asking if it was due to tougher year-over-year comparisons or other factors. He also inquired about other international geographies that are in the early stages of adopting the INTERCEPT system.

Answer

Executive Vivek Jayaraman attributed the platelet growth rate partly to comps and noted the company continues to capture share in North America, with underlying adoption trends remaining strong. For international growth, he highlighted progress in Germany, strong interest and investment in the Middle East (particularly Saudi Arabia), and the ongoing efforts in China as key geographies with significant growth potential over the next few years.