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Kevin Howington - November 11 VIEW RECORDING - 7 mins (No highlights): https://fathom.video/share/zNEE86tnXYwPRhYrq_qK9sYEYJpJzb3d --- 0:00 - Andrew Hartmann (UTAK Laboratories) Spectrum go for you. It went well. Exciting to be over? Yes, absolutely. I always loved doing our audits. I was our regulatory manager for a while, but always, like the last day of an audit, I would just leave when the auditors left. I'm like, I'm done. I can't. Yeah, that's exactly what I did. And then I was off the next day. Totally understand that burnout. It's like being on 24-7 and just... Yeah. So, appreciate you making a little time so we can kind of go over these. Let go ahead and share a screen here and we'll just jump right in. Are you able to see the quote up on my screen? I do see, yeah. 0:41 - Kevin Howington (ex-tx.com) Perfect. So, we're going to have three quotes to walk through. 0:44 - Andrew Hartmann (UTAK Laboratories) Two are going to be in the hair matrix. So, those will be the two we start with and then we will end with the Macomium one. So, we've got your part numbers over here on the left side. If you wanted to move forward ordering them, these would be the part numbers you put on your purchase order. Okay. We put it up. Pack size that gets for our minimum order size, so a 5 by 10 ml gets you to that 50 ml vial, and if you just order one of them for this mix, you're looking at a little over 8,000, and then your extended pricing here, but I also just wanted to show kind of how our tiered pricing works, since a lot of our pricing is kind of fixed cost, and then there's the incremental cost, so if you start ordering a higher volume, like four packs of this control, you'll see that your price per pack drops significantly, so it's not all that much more to buy four packs than it is to buy one pack, so just kind of showing what quantity breaks exist. Gotcha. Here we have your analyte table, so this is all of the drugs that we're going to spike in, as well as the concentrations. You will note stability days is NA for this entire product. We don't have any stability data for analytes and hair, so we just are unable to make a claim, so it doesn't necessarily mean it won't work, it just means we don't have data needed in order to make a claim. Mm-hmm. Mm Uh, we... we... We this as a two-part product. So the hair will be in one vial, and then you'll get a separate vial that will have your analytes in. So essentially right before you use the product, you're going to take one ml of part B and put it into the nine mls of part A, and that will get you the finished product. And we just did it that way because we're just not sure how these analytes are going to perform stored in hair. So that kind of we think is going to give you the best chance of success here. Does that kind of make sense? Yeah. Down here is kind of the product design if you're interested in like file type or label colors. So all of that stuff we can kind of change if there's something that you specifically want. And lead time on this quote if ordered would be about 15 business days, so only around two or three weeks for us to make it. Okay. 2:50 - Kevin Howington (ex-tx.com) Any questions on this one kind of before we jump into the next one? No, I don't think so. And this is going to be the opiates. 3:00 - Andrew Hartmann (UTAK Laboratories) Mix for hair. Similar packaging size, so a 5 by 10 ml, our minimum order quantity, and your pricing if you order one box. And then we added a two-pack option just to kind of show that pricing break as you order more volume. So this is your opiates panel. It's a smaller one. It's 23 analytes. Again, stability is going to be NA for all of these. Here is your target concentrations, and it's going to be that same two-part product where the drugs you're basically putting in right at the time. And then all the same details as well, 15 business days, and stored frozen. Any questions on this one? No, I don't think so. 3:43 - Kevin Howington (ex-tx.com) Great. 3:44 - Andrew Hartmann (UTAK Laboratories) And now for my favorite one, the Macomium. Looks disgusting, but thankfully doesn't let smell. This is going to be part numbers for the Macomium. Same kind of packaging option as we did for the hair, so you'll see your pricing for a one-pack. As well as extended pricing if you order multiple packs. This would be the drug panel, so 28 analytes in total. Stability also NA on this one, just as we don't have data in Macomium. And it would be done as the same way we did the hair, so it's going to be a two-part frozen. So you'll have one vial with the Macomium, one vial with the drugs, and you'll combine them just before use. And lead time on this one, just a little bit longer at 20 business days. Okay. Kind of just wanted to, you know, go over with you, like, what's your initial thoughts, you know, price point-wise? it seem like something you might be interested in? Are we kind of right away, hey, it's not on starter? Probably not right away. 4:46 - Kevin Howington (ex-tx.com) Okay. But I definitely like the idea, and I'm glad we got this together. I would have to present this to others above me and kind of get approval for that. Before I would be able to go forward with this, for sure. Definitely understand that. 5:05 - Andrew Hartmann (UTAK Laboratories) Yeah. I know on my end, I'm kind of eager to see like, hey, does this even work? How is it? You know, we haven't really done drug spiked before. So if it is something that you guys are like, you know, hey, at this price point, if it works, we would continue ordering it. You know, we move forward. I think I'd be able to talk our team into doing a pretty good discount on a first time trial, at least on like one product, just to see like, hey, you know, how is it performing? Is it working well? So, you know, if it is something that you guys think you would be ordering, I think that first order, we'd kind of work with you as like an R&D thing, just to verify, you know, that it works. And then moving forward, you know, regular ordering cadence. Okay. 5:49 - Kevin Howington (ex-tx.com) Any technical or feasibility questions? 5:51 - Andrew Hartmann (UTAK Laboratories) I have Nicole here, who's our product design engineer, and she's pretty much the brains behind our operation. So if you had anything you wanted to ask, she's kind of our best, our best resource. 6:01 - Kevin Howington (ex-tx.com) I guess the solution, is it made in water or methanol, or how is that? 6:08 - Nicole Miller Yeah, so for these products, they're made in methanol, just to ensure that the analytes that are in that product are not going to degrade. I mean, I think that we do make a water solution sometimes, but usually that's for very, very stable analytes. So in this case, these ones, we have a higher confidence in putting it into methanol. So we were trying to reduce that amount of methanol that you'd be spiking into, from the part B into the part A, like the myconium or hair, since it is just a methanol solution. Okay. 6:39 - Kevin Howington (ex-tx.com) Yeah, I don't think of any other questions, to be honest. Sure. 6:45 - Nicole Miller Well, I'll go ahead and send these over to you. 6:47 - Andrew Hartmann (UTAK Laboratories) If you can, you know, take a look, share it with your team, and just let us know one way or the other. Okay. Yeah, that'd be great. I'll cross my fingers, because I'd love to see this go forward, but only if it works for you. 7:02 - Kevin Howington (ex-tx.com) Yeah, I'll let you know. 7:05 - Andrew Hartmann (UTAK Laboratories) Well, appreciate your time. Thanks, Kevin. All right. Thank you all. All right. 7:10 - Nicole Miller Thanks. Bye. Bye. Bye.