Activity

matt bown - November 11 VIEW RECORDING - 8 mins (No highlights): https://fathom.video/share/cKe-jxQu8pLtqxYz4aAkjBQfehwdfMsM --- 0:00 - Matthew Bown (PathGroup) Hey, Andrew, it's going well. Can you hear me? Yes. Great. 0:05 - Andrew Hartmann (UTAK Laboratories) I've had a very Tennessee-heavy day all of my calls so far. I've been from people in Tennessee. Are you guys having the cold snap where you're at? 0:13 - Matthew Bown (PathGroup) Yeah, we had some snow yesterday, and I'm excited for the weekend. It's supposed to be like 70 on Saturday. You doing anything fun? 0:22 - Andrew Hartmann (UTAK Laboratories) Just golfing. Okay. It's opening weekend of deer season here in Missouri, so the hot is like the last thing you want. Do you like hunting? I do a decent bit, yeah. More the organic food than anything. Are you a hunter at all? 0:45 - Matthew Bown (PathGroup) No, but I do like, I want to get into guns, like shooting and stuff, but have yet to do that. 0:54 - Andrew Hartmann (UTAK Laboratories) You know, I took one of my coworkers to the range, and he really enjoyed it, but I did like, you know, pretty directly. We him he's better off financially just getting a bucket of quarters and throwing them down the field than he is getting into shooting. It gets to be a pretty expensive sport. 1:11 - Matthew Bown (PathGroup) Are you able to see my screen? 1:13 - Andrew Hartmann (UTAK Laboratories) Yes. Perfect. So our team has quoted this. It looked like you guys had a very similar control you've previously bought in year end. Is that right? Yes. Okay. So it's going to be pretty similar. Here's going to be your part numbers. Your fill size request was 2.5 mls, 20 vial pack. This is going to be your pricing per pack, as well as your extended pricing. We do have stability data on THC and serum, so you'll have 25 days thawed stability once you begin to use a vial. It's going to be in frozen form, so stored in your freezer. A 4 mL amber glass vial. And your lead time for receipt on this one is going to be 15 business days. Okay, great. 1:58 - Matthew Bown (PathGroup) So no baseline. baseline. baseline. which is great. 2:01 - Andrew Hartmann (UTAK Laboratories) Yeah, so we're able to screen this matrix in-house to make sure it's free of THC before we manufacture. So yeah, no baseline, no additional samples. It would just be around a two to three week lead time. Yeah. 2:11 - Matthew Bown (PathGroup) So question for you, how does it work if, say, we get this QC and then it just doesn't, you know, we just have kind of issues with the cleanliness of it? 2:25 - Andrew Hartmann (UTAK Laboratories) When you say cleanliness, what do you mean? 2:27 - Matthew Bown (PathGroup) So, we currently have THC in our serum QC, along with our other drugs, but for whatever reason, there's just a lot of matrix issues with just the QC. The patients are fine, the calibrators are fine, but it's just the THC. 2:50 - Andrew Hartmann (UTAK Laboratories) I think what we would want to do is probably actually add a matrix sample to this quote. So before we manufacture it, we can send you Do a sample of the starting matrix to have you try out and make sure that you're not seeing any kind of issue. Do you think that would kind of resolve this or any ideas on your end? Yeah, that would be helpful. 3:13 - Matthew Bown (PathGroup) That'd be good. Is there any way that starting sample could already have THC in it? And then I kind of read, like just make sure I, it's not just a blank sample, but it's more like, kind of like a, I don't know, a test QC. 3:35 - Andrew Hartmann (UTAK Laboratories) Yeah, in this case, it would just be a blank sample because in order for us to like spike the THC in, we're going to have to make the whole product. So if we're trying to figure out if the matrix is going to work, we'd want to do that before we make the whole product. Do you have any of this standard in-house that you could potentially spike yourself in the matrix to try? I do. I would probably recommend we go that route. Just see you. can kind of see, you know, if you're seeing something funky in it, if there's anything that you don't like, then we'll just, you know, cancel that sample and we'll send another one. But I think that's going to be kind of the most efficient way to get you a matrix we know that's going to work. Okay. Is that something you can work with? Yeah, that sounds good. 4:19 - Matthew Bown (PathGroup) That would be good. Okay. 4:21 - Andrew Hartmann (UTAK Laboratories) Then before I send this quote to you, I'm going to send it back to our quoting team and just have them add that matrix sample on. And then once they've made that addition, it shouldn't change pricing or anything. So once they've made that addition, I'll send it back over to you. Okay. 4:36 - Matthew Bown (PathGroup) Do you know your timeline of when you might need this? So I'm going to try to, I've kind of been trying to find workarounds for the current QC. So if I can't find something around that, then I'd say 30 days, I'll, I'll, I'll, I'll looking to purchase this within 30 days. you. you. 5:02 - Andrew Hartmann (UTAK Laboratories) Perfect. Any other questions about this quote? No. 5:07 - Matthew Bown (PathGroup) Awesome. 5:08 - Andrew Hartmann (UTAK Laboratories) While I have you, I was hoping to touch base with you as well on the CALSETS that we quoted. Do you have any updates on that about what you guys were thinking? 5:16 - Matthew Bown (PathGroup) So for the single point, I have a couple other things that I'm trying to work through first, but I do really like this single point. And I still just have it like on the back of my mind, but no other questions for it, but I do really like this one. This is, yeah. 5:39 - Andrew Hartmann (UTAK Laboratories) Then this multi-point, probably a no? 5:42 - Matthew Bown (PathGroup) Yeah, it's just a little pricey, but the single point's good. Not that the product is unfairly priced, but it just, it doesn't make sense, I guess, for us. Totally. 5:59 - Andrew Hartmann (UTAK Laboratories) Yeah. A curious question on pricing. We're kind of working on this one, just trying to make sure that we're staying close to our customers' expectations. Would something like a 10% discount on this multi-one, would that be enough to close the gap, or how far off are we? 6:14 - Matthew Bown (PathGroup) Uh, it, um, I think I sent, like, what will we currently spend a year on our standards, and it was something around, like, 10 to 15. So, um. Which is, um, close to me what this guy is. 6:31 - Andrew Hartmann (UTAK Laboratories) Yeah. Okay. Perfect. Well, I will go ahead and close out, uh, the multi-point, but I'll leave open this, uh, this single level. Um, if you haven't caught on, they make me follow up with all of these quotes until you say yes or no, but I take no well, so whatever you do decide, just let me know one way or another. Yeah, that, that's kind of a new, new thing, I think. It is, you know, we're, uh, we're really trying to get closer to our customers and really get, like, their feedback and incorporate, you know. What we're hearing from them into our process, into our quotes, into our pricing, because, like, we know that, you know, it's a major issue for people, and we're just trying to figure out, like, how we can be closer to what our customers are expecting, because, you know, some of our customers, we send them quotes that say $200,000, they buy it, no problem. Other customers, you send them a quote for $500, and they say, that's too expensive. So we're just really trying to, like, gather information, you know, when somebody says, like, something is too expensive, like, you know, how much more would we have to drop to get there? And then we're trying to look in on the back end of, like, what can we do for cost savings, or how do we help them increase volumes? And, you know, sometimes if our team has, like, a price point for targeting, we can kind of back into it with some different techniques to try to get closer to that. So that's kind of, like, what we're doing right now is just reviewing all the quotes with customers, getting some initial feedback, like, hey, are we in the same ballpark? What are your questions? Like, how do we present information more clearly on the quote? All of that kind of stuff. Yeah. Makes sense. Awesome. Well, I will send this over to our quoting team. I'll have them make... I would assume I get this back to you later today, but tomorrow at the latest. That sounds great. Thanks so much, Andrew. Awesome. Yeah, have a great day. You too. Bye.