Matt Stanton's questions to BioLife Solutions Inc (BLFS) leadership • Q2 2025
Question
Matt Stanton from Jefferies inquired about the updated 2025 revenue guidance, seeking clarity on the visibility for the second-half ramp, the drivers behind it, and the expected phasing between Q3 and Q4. He also asked for an update on the cross-selling strategy's traction and the development timeline for the CryoCase product based on customer feedback.
Answer
Chairman & CEO Roderick de Greef confirmed the second-half ramp is based on strong visibility from their top 20 customers, who constitute 80% of biopreservation media (BPM) revenue. He noted that while there might be lumpiness between Q3 and Q4, they are confident in the full-year number. CFO Troy Wichterman added that the business does not experience significant seasonality. Regarding cross-selling, de Greef stated they are seeing traction and plan to report specific metrics in Q3, highlighting a potential large deal for the CT5 automated fill device. On the CryoCase, he mentioned that over 30 customers are evaluating it and they are seeking a commitment from a large customer before investing in material changes to the product mold.