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matt bown - October 15 VIEW RECORDING - 8 mins (No highlights): https://fathom.video/share/3pD_rTogGyQJT9ioQYsW_jg7GXxphGsA --- 0:00 - Matthew Bown Hey, Andrew. It's going well. How are you doing? I'm doing great. Appreciate you carving out a little time to review these with me. 0:08 - Andrew Hartmann (UTAK Laboratories) Certainly. 0:09 - Matthew Bown I'm not sure Jordan is going to make it. He just had his second child on Sunday, so I think he's got some PTO. 0:16 - Andrew Hartmann (UTAK Laboratories) Oh, yeah. Congratulations. Definitely would not expect them in. Fun fact, I'm actually having the same conversations with my HR team. I have my first one on the way, but not until sometime early next year. 0:29 - Matthew Bown Oh, well, congratulations. Thank you. 0:33 - Andrew Hartmann (UTAK Laboratories) Yeah, definitely. It feels like they don't give you enough time off for sure, but also understand you got to keep things working, so. Right. Let me go ahead and share a screen here. You can see the quote, yeah? Yes, sir. So we quoted two CalOptions, one just a high level, and then the other breaking down all the individual levels. So just to kind of go over things, this quote, the 579. 9.6 is going to be for the high-level quote. So we took your cutoff concentrations, we timesed it by 20. Looks like that's also what your level 7 cal was. Correct. So if you wanted to go with just this level, this would be your part number. Packaging these in a 1 ml fill size, 25 vials in a box. Your approximate usage was around 100 vials, I believe you said 104 or so. So four boxes of that, this would be your price per pack. We've got your extended pricing here, and then this is like the whole kit and caboodle with shipping, handling, dry ice, all of that. Oh, it does look like Jordan might be here. Nice. Hey, Jordan, welcome. Over the moon. 1:48 - Jordan B. Wesler Hello. How are you today? 1:54 - Andrew Hartmann (UTAK Laboratories) Oh, I think if you're talking, you might be on mute. 2:00 - Jordan B. Wesler Well, just said, hi, afternoon, or good morning. 2:05 - Andrew Hartmann (UTAK Laboratories) We are just kind of getting into reviewing the quote. So this is going to be your part number. Packaging is one ml per vial. We're going to do 25 vials in a pack, and then order volume would be four. And then this is going to be your extended pricing with everything in. The left column is going to be your table of all the analytes we're putting in, the concentrations that we're putting them in at, and then you'll see our stability days. So for a lot of these, you'll notice that there's NA. It doesn't mean that the product won't perform. It just means we don't have the stability data needed to make a guarantee. A couple of things our team wanted me to call out. I know we were looking at different lots for the QCs that we've quoted you as for these calibrators. However, there are three analytes that we do not have two analyte vendors for. So the carboxythc, the nicotine, and the cotinine, we would be using the same analyte vendor. from the QC as we would be the CALs. For all the other drugs, we can do separate lots. And because the serum does have some of these drugs in it from time to time that we're not able to test for in-house, we're going to do what they call a baseline sample. So when you order this item, we'll first send you a sample of the matrix. We'll ask you to screen it for this list of drugs, tell us where the starting concentrations are at, and then we'll do the math necessary to dilute or spike in to hit your target concentration. And as far as lead times go, once the order is placed for this one, 10 business days, and we'll be getting you that baseline sample. Once you get us back the results, 15 business days, and we'll go ahead and get the finished product shipped out to you. So any questions on this one before we jump into looking at the 7-Analyte level? Or sorry, 7-1-1. 3:53 - Matthew Bown So is there a stability frozen listed? 3:58 - Andrew Hartmann (UTAK Laboratories) Yes. Sorry. That would be 18 months for manufacturing. Nice. 4:04 - Matthew Bown Yeah, it looks great. 4:07 - Andrew Hartmann (UTAK Laboratories) And then similar process here, except now we've got all seven levels spelled out. We changed the fill size based on kind of what you said your usage was. So 0.3 ml is about the smallest we can go in a single vial. So 36 vials would fit in a box. And then to reach our minimum order size of 50 ml, it would be five boxes of these. So again, price per pack, extended totals of everything kind of laid out. And again, these are just kind of some options we put together. If you guys want to change fill size, pack size, all of that stuff, we can manipulate that. Tables are going to look pretty much the same, just has the concentration spelled out for each of the individual levels. Other than that, the process is, you know, it's the same as the other one. So we're going to send you that baseline sample first. We'll be looking for that back. Then we'll send the finished product. Same issue. be with the three analytes that we just don't have an alternative vendor for. Same 18 months and same lead time. Just the difference between seven levels and single level. Just kind of curious, you know, what your initial thoughts are, any questions you might have. 5:20 - Matthew Bown My initial thoughts are, I need to look at what our cost is using the cerulean vials and making the cow curves per year ourselves. I feel like off the top of my head, the high level cow is competitive with what we currently spend per year on the cerulean. So, yeah, that's kind of my initial thought, but I like it. The seven level curve, I don't know, because we'd have to get... I I've mapped out 180 vials, and I may be adding analytes in a year or so. I don't know if that would work because our utilization would be too low to justify getting that many. Gotcha. 6:20 - Andrew Hartmann (UTAK Laboratories) Yeah, I mean, we're happy to kind of present whatever options. So if it works better to have it all into the one versus the seven, that's all great from our part. So, yeah. Well, I will send this over to you. That way you have it and can kind of go through it. I would be really keen to know, once you've kind of done that cost calculation, if you can share with us sort of how making it internally compares to how our offer is. That's super helpful information to feed back to our team. Sure. Perfect. Anything else I can do for you other than sending it over? 6:54 - Matthew Bown Nothing here. Awesome. Well, I will get that right over to you. 6:58 - Andrew Hartmann (UTAK Laboratories) And then, you know, if your team comes back. With questions or you want to see any changes or look at some other options, we're happy to connect and, you know, kind of keep moving this forward. Yeah, thanks so much, Andrew. Yeah, appreciate the time. Thanks, Matt. Thanks, Jordan. Thank you. 7:13 - Jordan B. Wesler Bye. 7:35 - Andrew Hartmann (UTAK Laboratories) Bye.