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Richard Boriack - December 02 VIEW RECORDING - 15 mins (No highlights): https://fathom.video/share/opsN99CPFGkTv5XSfrTJQ6mwYXsT2pii --- 0:00 - Andrew Hartmann (UTAK Laboratories) I can. Can you hear me? Yes. Awesome. How are things down in Dallas? 0:06 - Richard Boriack (Children's Health) Oh, cold today. What do you consider cold? 0:09 - Andrew Hartmann (UTAK Laboratories) Because I know that's relative. Oh, yeah. It's freezing. 0:13 - Richard Boriack (Children's Health) It's 32. Okay. That's real cold then. 0:16 - Andrew Hartmann (UTAK Laboratories) My company, UTAK, we're in Southern California, and I lived there for 15 years, and cold there was like 65 degrees. I had on a hoodie, admit, I'm now in St. Louis, Missouri, and it is icy outside, 23 degrees, and just terrible. Mm-hmm. I appreciate you making some time to hop on here. I saw your quote request, and there was kind of two things that just gave me a little concern, so I just wanted to kind of connect with you on it and review the quote. One of them you kind of alluded to in the meeting booking, so you're going to be using this as QC, and the other material we're making for you is a calibrator. Is that correct? Correct. And you previously were using our... Stock product that we now discontinued. So that's kind of why you're going with this custom. Is that is that understanding also correct? That is correct. Perfect. So a lot of times when we see customers having to make both their CALs and their QCs, they want separation in lots. So like a different lot of matrix, a different lot of drugs. Seeing how you previously purchased our stock product, I wasn't sure if this would be a concern for you or not. So I just wanted to verify, you know, do you have a requirement that we need to use a separate lot of drug for the QC than the CAL? Or would it be okay if we potentially use the same? 1:34 - Richard Boriack (Children's Health) I think using the same is fine. I can understand how it might, how some labs could require it being a different lot, but I don't see that as a problem. Because we do that here on QCs and calibrators that we make up ourselves. for other assays. Perfect. 2:03 - Andrew Hartmann (UTAK Laboratories) Okay. We see a lot of people, we do a lot of CALS and QCs for labs, and some labs have same everything. Other labs need, like, different everything, different manufacturing technician. They need a document that states all of that. So, you know, should that ever come up, that is an available option through UTAK. Okay. Let me go ahead and share the quote with you, and then I'll kind of go over my other potential concern here. So, switching to a custom part, this is going to be what your part numbers would be, if you want to place the order. We package them just for efficiency at our minimum order size, which is kind of what looks like you would request it at. So, we'll do a 5ml fill, 10 vials per pack, and one pack. And then you'll see here your pricing per pack, as well as extended pricing with the shipping and handling. So, a difference in how we do our customs versus our stock products. So, our stock products, they're the same price per pack, whether you're buying one pack or you're buying one one hundred. Customs, however, are heavily dependent on the amount of volume that we were making. So I was looking at your previous order history, and it looks like you guys are using, on average, about 20 vials per year. Does that sound about right to you? It does. 3:17 - Richard Boriack (Children's Health) You know, it really depends on the shelf life. Well, we're going to make this product just for you. 3:28 - Andrew Hartmann (UTAK Laboratories) So when you place the order, you'll be getting a fresh lot. So when the product hits your deck, you're going to have a full 30 months of expiration. So, like, based on my calculations, I feel like a one-year usage supply for you is actually going to be, like, a two-pack, and then, like, two-year usage supply would be about a four-pack. And I think if we put those options on the quote, you're going to see, you know, significantly better per vial pricing. But I just wanted to connect before I'm, you know, really make any changes and understand your request. Like, you know, would you... be interested in seeing this tiered-up pricing, or is there a specific reason you only wanted to receive, you know, this quantity? 4:07 - Richard Boriack (Children's Health) No, we would like, what, it has a 25-day shelf life after you dilute it, correct? Just like the calibrators? 4:18 - Andrew Hartmann (UTAK Laboratories) Correct, yes. 4:19 - Richard Boriack (Children's Health) Okay, so, 25 days, so, you know, 25 days, 365 divided by 25, and then however many it takes, and then go out to 30 months, we would want enough to last for the full 30 months. ACTION ITEM: Email Richard original quote + updated tiered quote (1-yr, 2-yr, 30-mo) - WATCH: https://fathom.video/share/opsN99CPFGkTv5XSfrTJQ6mwYXsT2pii?timestamp=271.9999 Okay, I can do the math on that. 4:42 - Andrew Hartmann (UTAK Laboratories) So, what I'll do is, I'll go ahead and send this original one over to you, just so you have something to kind of look at and get familiar with, and then I'll have our team make the updates. So, I'll add a few more volume options on here. That way, you can just kind of see, you know, how it prices out to buy a 30-month supply, a one-year supply. need here? You know, we just like to be transparent with these customs and stuff that, you know, make sure you're getting the most value out of your UTAK product versus getting it up in the, you know, highest price that you're going to be buying more frequently. Yeah, yeah. 5:13 - Richard Boriack (Children's Health) So we would rather just go ahead and get enough to last throughout, you know, for that lot to last us until we need to order the next lot. Perfect. 5:25 - Andrew Hartmann (UTAK Laboratories) Yeah, I typically recommend with a 30-month expiration that we do a two-year order cycle, and that just gives you, you know, a little bit of a cushion there as far as, like, running right up against the expiration window, but also kind of maximizing the lot. So I'll put a few options on there, and then, you know, whatever seems right to you guys so you can go ahead and go forward with that order there. Sounds great. Awesome. Any questions about the process of going custom here or about this product? 5:53 - Richard Boriack (Children's Health) No, no, no, you know, the QCs, of course, we're going to determine. The concentrations in our lab, the actual concentrations that we measure. And for the calibrators, we had been, you know, I had been checking those myself when we received them. I would do dilution curves of the, you know, of the voraconazole, postaconazole, etraconazole, hydroxyetraconazole, in steroid-free serum. And, you know, do dilution curves of the Cerulean product, which is certified concentration, and check them. And they were always, except for one instance with the hydroxyetraconazole, they were always spot on. So, we kind of stopped doing that. 6:58 - Andrew Hartmann (UTAK Laboratories) Hydroxy. Oxychoconazole is a weird one. We do, from time to time, kind of see some issues with that. Yeah. 7:05 - Richard Boriack (Children's Health) Well, and if we have, you know, if it comes up that it's not linear in the future, we'll check that one probably by itself. But everything else has been really spot on with the concentration for the calibrators. Awesome. 7:22 - Andrew Hartmann (UTAK Laboratories) Yeah, it kind of looks like you guys are only using our antifungals in one of our year-end drug screens and then some Blank Matrix. Is that correct? 7:30 - Richard Boriack (Children's Health) No, it's not urine. It's serum. Oh, okay. Maybe I misled at that part number. 7:36 - Andrew Hartmann (UTAK Laboratories) Yeah. 7:37 - Richard Boriack (Children's Health) Well, I may change your quote if it's serum instead of urine. 7:41 - Andrew Hartmann (UTAK Laboratories) Oh, no, no. This quote for the antifungal is, I meant there's a part number that's on your order history. That's our 88121. It's a urine drug screen part. Oh. Maybe it's a different section in your lab that might be ordering it. It looks like August of last year was the last time we saw that one ordered. ordered. different section lab ordered. Maybe 8:00 - Richard Boriack (Children's Health) That is probably the core lab, which they use it on chemistry analyzers. This, we're using on a mass spec. Gotcha. Oh, so you guys have different sections in your lab. Yeah, we have the core lab, which runs all of the chemistry analyzers, and then we have Metabolics, where we're basically GC mass specs and LC mass specs looking at steroids and organic acids. You know, different analytes. It's a little more esoteric than just running a chemistry analyzer where you, you know, put the sample in and push a button and get your results. Do you mind if I ask who you're using for your steroids controls? It's brilliant. We make that up ourselves. Okay. 8:54 - Andrew Hartmann (UTAK Laboratories) If you could ever be interested in having UTAC look at anything, pretty much anything you're making up in your lab yourself, you know. we can take on as a custom product for you. We do steroids controls, amino acids, immunosuppressants, all that kind of stuff. 9:08 - Richard Boriack (Children's Health) We might…well, I'll let them know and we may consider that. We're currently…and that's the one that I was thinking of when I said it doesn't really matter because we make up our calibrators and our QCs from the same lots of steroids that we, you know… use the same lot for making them both up. Okay. They're made up at a different time and, you know, independently, but they're not…it's not a different lot number or any of that, so… Yeah, when we make calibrators and QCs, there's three options for variability. 9:51 - Andrew Hartmann (UTAK Laboratories) So you can have a different lot of matrix, a different manufacturing technician, and a different lot of drugs. And the only one that costs extra is… is a different lot of drugs because then we have to go out and source, you know, two different products, but it's no additional cost to have a different lot of matrix and a different manufacturing technician, so I always recommend just as best practice right away, you know, let's make sure we do that, which, you know, buying this this bar from your QC, you're definitely going to get that happening, sorry, your calibrator levels, but, you know, if you wanted to buy them in tandem at the same time, we could definitely split those out so you have kind of more independent manufacturing, so. If you ever want to look into that, you know, I'd be happy to connect. You've got my booking link, so just schedule a time and we can go over design and make sure that we're getting you, you know, the right fill size and the right quantity and all of that stuff for your needs. Okay, sounds great. Perfect. Well, I'll go ahead and send this over and then I'll get our team working on that update probably later today or tomorrow. I'll send you the updated quote with some more volume options and, you know, take a look and let me know what you think and if you have any questions. 10:57 - Richard Boriack (Children's Health) The one question I have. What's the turnaround time? Because we're going to need this pretty quickly. 11:04 - Andrew Hartmann (UTAK Laboratories) Let's see here. Estimated turnaround time is going to be 20 business days after receiving the order. It is a freeze-dried product, so that does kind of take a little bit of time. Does that lead time kind of work with what you need to order? That is fine. 11:21 - Richard Boriack (Children's Health) We have, well, like the steroid-free serum that we ordered. That's usually an 8- to 10-week lead time because they don't make it until you order it, and it's just kind of a pain. But no, 20 days is great. I don't see you getting our steroid-free serum. I didn't know you made steroid-free serum. We do. ACTION ITEM: Email Andrew steroid-free serum specs/product info - WATCH: https://fathom.video/share/opsN99CPFGkTv5XSfrTJQ6mwYXsT2pii?timestamp=710.9999 11:46 - Andrew Hartmann (UTAK Laboratories) It's actually a stock product. We have it off the shelf, ready to ship today. Okay. 11:53 - Richard Boriack (Children's Health) Well, we may have to change our supplier for that because we usually get it from Sigma, and it takes forever. ACTION ITEM: Email Andrew shipping address for 10 mL SMX serum sample - WATCH: https://fathom.video/share/opsN99CPFGkTv5XSfrTJQ6mwYXsT2pii?timestamp=714.9999 Let me send you our product information on that. 12:05 - Andrew Hartmann (UTAK Laboratories) And, you know, if you want a little 10 mil sample or something, just shoot me your shipping address and I'll get you a little sample sent over as well so you can try it out and see how it works. But we call it our SMX line. So we make a serum and a urine as a stock product. But then we also have blood, cerebral spinal fluid, synovial fluid, hair, sweat, oral fluid, a couple others. It's all lab-created matrices. So we take all of the real, you know, the normal components you would find, we combine them in the lab, and originally we made them to be a true negative for vitamins and hormone testing. But we've actually found a lot of people telling us it's working really well for proteomics testing, for amino acids testing, just in the way that we manufacture it because, you know, the ingredients are so tightly controlled. It's not like a stripped product or a filter. product or anything like that. So there's great purity, great lot-to-lot consistency with that. 13:07 - Richard Boriack (Children's Health) Actually, that sounds better than what we're using now is charcoal stripped serum, but it's also treated with some kind of organic solvent because you can smell it in the serum when you open it up. 13:24 - Andrew Hartmann (UTAK Laboratories) And that's what you're using to make your steroids controls? 13:29 - Richard Boriack (Children's Health) Yes. Yes. 13:30 - Andrew Hartmann (UTAK Laboratories) So when we do steroids and hormones controls or vitamin controls, we always give you two options. So we can go with real human matrix or we can go with that synthetic. So if we do the real human matrix, what we do is we send you a sample of the starting matrix before we do any processing. So, you know, we get it right from the human, we send it to you, you tell us where the initial levels are at. Our team can then do the math to dilute down or spike in to hit your target values in the real human. If you wanted to go with the synthetic matrix, then we don't need that sample since it starts at a negative, and then we just spike in, you know, to hit whatever your targets are. But we have the option of like a 100% real human matrix or synthetic matrix when it comes to our steroids and hormones. Okay. Okay. That sounds great. 14:18 - Richard Boriack (Children's Health) Well, I will actually, I'll have to let my supervisor know because I'm going to be retiring at the end of this month. ACTION ITEM: Email Richard SMX serum product info - WATCH: https://fathom.video/share/opsN99CPFGkTv5XSfrTJQ6mwYXsT2pii?timestamp=864.9999 And so, I won't be having to worry. 14:30 - Andrew Hartmann (UTAK Laboratories) Thank you. 14:30 - Richard Boriack (Children's Health) I won't be having to worry about this anymore, but she will. 14:35 - Andrew Hartmann (UTAK Laboratories) Awesome. Well, yeah, I'll send you over a little bit of product information on that as well. Okay. All right. 14:40 - Richard Boriack (Children's Health) Sounds great. Great. Well, I appreciate your time, Richard. 14:43 - Andrew Hartmann (UTAK Laboratories) Have a great day. Thank you. You do the same. Bye.