Activity

Steven Ha - December 03 VIEW RECORDING - 35 mins (No highlights): https://fathom.video/share/aVS_86u_hZ23rPQh9VDyxMusFrqL-4VZ --- 0:00 - Andrew Hartmann (UTAK Laboratories) Hello? Are you calling me from Mars? 0:03 - Steven Ha (ChemStandard) No, that's the background from Microsoft, so. Oh, mine's also background. 0:10 - Andrew Hartmann (UTAK Laboratories) My office is not this nice. Yes, it's very official compared to mine. You know, actually, they do that because I used to have this guy as my background, and my boss thought it wasn't the most appropriate to have my cat pictures as my background, so they gave me this. This is nice, yeah. 0:30 - Steven Ha (ChemStandard) Well, I think you're in your office, but no, it's a background, anyway, yeah. Indeed. 0:36 - Andrew Hartmann (UTAK Laboratories) Yeah, where are you coming from? Are you in Alameda, California, or are you over in Hong Kong, or? Both. Both places, yeah. 0:43 - Steven Ha (ChemStandard) Sometimes I'm here, sometimes I'm over there. Right now, where are you? California? 0:48 - Andrew Hartmann (UTAK Laboratories) In, I left in California, yeah. Okay. Yeah. I'm jealous. I, uh, I left Los Angeles, and I live in Missouri now. It's 20 degrees here today. It's terrible. Wait, you are in... Missouri now? 1:01 - Steven Ha (ChemStandard) Mm-hmm. Oh, okay, okay. Okay, so I can see you are in Los Angeles area. No, our company is there. 1:09 - Andrew Hartmann (UTAK Laboratories) That's where everybody else works, but me and one other employee are remote, so. 1:14 - Steven Ha (ChemStandard) So, Andrew, you are the development or accounts manager, or what is your? 1:22 - Andrew Hartmann (UTAK Laboratories) Yeah, currently it's business development manager. So I've actually, I've been with UTAK for almost 11 years now. I've done everything from sales to customer service. I was our regulatory manager and did all of our ISO compliance and all of that. So I have a lot of experience on the UTAK side, and I'm hoping to, you know, kind of get with you and figure out what it is you're looking for and just streamline the process for you. Okay. 1:48 - Steven Ha (ChemStandard) We deal with UTAK only like three months ago. 1:52 - Andrew Hartmann (UTAK Laboratories) Mm-hmm. 1:53 - Steven Ha (ChemStandard) With Raleigh, what's her last name? She's gone. Yeah, Raleigh moved a lady, yeah. 2:00 - Andrew Hartmann (UTAK Laboratories) But I've inherited you guys, so I'm not planning on going anywhere, so hopefully I'll be working with you for years to come. Okay, that's great. 2:08 - Steven Ha (ChemStandard) Yeah, we used to purchase UTAK from another distributor in Hong Kong. And then about three months ago, UTAK informed that company saying that they no longer able to sell to them. Okay, for some reason, I don't know. The company is called POTUS in Hong Kong. But anyway, so we approached UTAK and say, you can ship to California and you take care of everything else. Okay, because some of the major issues may be before UTAK and POTUS, the other company, maybe there's some issues in shipment or the import issues, I don't know. Yeah, think prior to POTUS, it was PM separations that were- PM separations. 3:00 - Andrew Hartmann (UTAK Laboratories) It's Australia. 3:01 - Steven Ha (ChemStandard) Yeah, we deal with them also, too. Yeah. 3:03 - Andrew Hartmann (UTAK Laboratories) Yeah, so they were, they used to be one of our distribution partners, and they also helped to cover Hong Kong. And that DEXA part that you guys were talking about in the email was originally a part, I think, through PM. That IFU you sent was when we still made it for PM, but we're totally happy to make it for you guys now. We're no longer working with them. 3:24 - Steven Ha (ChemStandard) Yeah, I don't know the reason, too, because we also purchased from PM for a couple of months, too. So first we PM, then we protest, and now we are on our own. So that's okay. 3:37 - Andrew Hartmann (UTAK Laboratories) Yeah, we've been making some strategic changes in our distribution partners and kind of trying to consolidate. It's just a lot of contract work and stuff on our end. So, you know, shipping to the U.S. is the easiest for us. If we have to ship externally, then we've got to do, like, audits on the partner. And keep licenses and, you know, all that kind of technical information. So we've been trying to consolidate it into a... 4:02 - Steven Ha (ChemStandard) So are those products actually made in UTAK or make somewhere else? Yes. 4:07 - Andrew Hartmann (UTAK Laboratories) Everything we make is made right in our facility in Southern California. Okay. Okay. Makes sense. 4:14 - Steven Ha (ChemStandard) Well, we have customers, mostly hospitals, of course, they purchase UTAK products and we have like three, four years of information. And so, they always come back to say, we want to buy the same thing again and again, you know. So it's repeat customers. So the dexmethasone, I don't know how to pronounce that properly. Yeah, let me share a screen here. 4:41 - Andrew Hartmann (UTAK Laboratories) I think I have it all pulled up for us to take a look at. So you have sent us two product IFUs, the dexmethasone level one and the level three. And that's what you guys were looking to order. Is that right? That's the exact product that the customer wants. 4:58 - Steven Ha (ChemStandard) They purchased before. 5:00 - Andrew Hartmann (UTAK Laboratories) Perfect. So we've already issued a quote for these. It's the quote 5750. Now you will notice that it's now called DEXA 1 and DEXA 2 instead of 3. Yeah, I have no problem with that. Yeah, we updated the part number, but if you look at the design, DEXA 1 is at 5, and then the other was at 50, and you wanted a 10 by 5 ML. So if we go back and look at these IFUs, we'll see that one of them is at 5, the other is at 50, and then they're both going to be the 10 by 5 ML. So it's the exact same design, just under a slightly different name. 5:41 - Steven Ha (ChemStandard) But what is the matrix? Can you see from those leaflets? Oh, sure. So the matrix is going to be serum is what we have here on the quotes. 5:50 - Andrew Hartmann (UTAK Laboratories) And then if you look at the leaflets, where is it going to be? Ah, right here, serum. Got that. So... Same Matrix, it's the So it's same event. Same Matrix, okay. Yeah, the change in the part number is just because as a custom control, the part numbers are proprietary to the direct customer we're selling it to. So you'll see here it has the PM in the name because this was manufactured for PM separations. And then you'll see now on the new quote, it's got the CS in the name because we're manufacturing it for ChemStandard. 6:23 - Steven Ha (ChemStandard) Yeah, I figured that out recently, yes. 6:28 - Andrew Hartmann (UTAK Laboratories) Yeah, so it's just kind of internal coding for us when we see the part, so it helps us to identify which partner we made that for. Okay, that's perfect. 6:36 - Steven Ha (ChemStandard) Yeah, so I already sent the order for that based on the quote from Raleigh the other day. Okay. I don't think we've seen that come in. 6:48 - Andrew Hartmann (UTAK Laboratories) Have you sent that PO to UTAK? Oh, yeah. 6:52 - Steven Ha (ChemStandard) Yeah, yeah, yeah. I've not seen that processed. 6:54 - Andrew Hartmann (UTAK Laboratories) If you could send a copy to me after this call. I just wanted to get on a call with you because it sounded. likeness… For K I don't know if they were having a misunderstanding, but it seemed like we weren't sure exactly what you were looking for, so I thought it would just be easier to get face-to-face and figure out what is it you want to do and make sure we get it squared away, because sometimes going back and forth in emails, it's just endless, whereas on a quick call, you can get to the bottom of it and get it done. 7:20 - Steven Ha (ChemStandard) Yeah, because also I send an order and someone pick it up and answer me, and then suddenly there's another person take over and answer me again for something. We will send this to the quote team. I say we already get quotes, so I'm so kind of confusing. I'm glad you show up to handle my account. 7:39 - Andrew Hartmann (UTAK Laboratories) It could have been if the older part numbers were on the quote and not the new ones, so if these were the part numbers on the quote, that would kind of confuse our team. So just make sure when you send me the PO that it has these new part numbers and that you have the correct pricing. Okay. As long as we have that, I'll get it over. Over to our orders team, and we'll go ahead and get that processed. 8:03 - Steven Ha (ChemStandard) Yeah, I'll go ahead and send you the PO later, and then take a look. And then one question about is, you can send this to Hong Kong direct? We would not right now, no. 8:19 - Andrew Hartmann (UTAK Laboratories) The kind of the issue is if we want to send direct, then we have to, like I was explaining, go through the process of obtaining the permits and, you know, maintaining them. Because we get audited by our auditors for every country we ship to, and they want to see, like, distribution agreements with our partners, us qualifying our partners to ensure that they're able to meet their regulatory burdens in Hong Kong, et cetera. It's just a lot of paperwork on our account. So if, you know, if the sales volume is not extremely high, it's kind of not worth it for us to expend all that regulatory effort for, you know, just a couple of orders a year type thing. 8:57 - Steven Ha (ChemStandard) Okay, so may I ask who is there? The most major customer, is it in the United States or? 9:04 - Andrew Hartmann (UTAK Laboratories) The vast majority of our customers are here in the U.S. We also have a fairly significant presence in Europe and Australia. Those are probably our three biggest markets. We do still support a few legacy customers that we've worked with for like 20 to 30 plus years. So we have a partner in Canada who's been with us for over 30 years. We've got a couple of partners in Latin America. You know, think, I want to say we're in like 25 or 30 countries around the world right now. And then we have a variety of people who kind of like you will accept the shipment in the U.S. And then, you know, wherever they send it is kind of up to them to figure out the regulatory aspect of how to get it there. 9:50 - Steven Ha (ChemStandard) Our products are not that controlled technically. So, I mean, the one that I asked for is definitely not. Sometimes You Drugs or anything. So I don't see why you need export paper to export those. It comes down to how we get audited. 10:11 - Andrew Hartmann (UTAK Laboratories) So our auditors, it doesn't matter where it's going in the world or what's in it. It's kind of like, you know, they're checking the boxes. Do you have a distribution agreement? Have you audited this partner? Do you have all of their certifications and their records? You know, they go down this whole laundry list of paperwork they want to see. And it's just not something that UTAK is wanting to take on anymore. We're a very small company. So we're only about 23 people. That's not small, yeah. Well, for us, it's pretty small. You know, so for us to have, you know, a team dedicated to keeping all of these licenses and keeping everything active, it's just not worth it for the amount that we sell outside of kind of these core countries and these core partners that we work with. So You know, we're happy to support if we can ship domestically, but if we have to ship it international, we're kind of declining business and turning people away. Okay. Okay. Yeah. 11:09 - Steven Ha (ChemStandard) That's perfect for me, actually. Otherwise, I would not face to face with you, you know, if you can ship directly, anyone can do it. 11:18 - Andrew Hartmann (UTAK Laboratories) As the guy who works in sales, I want to see our products going everywhere. So I love the fact that you're willing to take shipment in the U.S. and get it over there, because I would love to help out those customers. It's just as a company as a whole, you know, they've made a business decision to scale back internationally. Okay. 11:34 - Steven Ha (ChemStandard) Okay. That's great. Let's see what else I need to... Will you put... Well, we signed an agreement with Raleigh about three months ago that we had the sole distributor in Hong Kong. And then that's still okay, right? That's still... Correct. right. Okay. Yes. 11:56 - Andrew Hartmann (UTAK Laboratories) Yeah, nothing's changing there. Okay. 11:59 - Steven Ha (ChemStandard) And I... noticed in the website that you guys took down POTUS, the Hong Kong company, about maybe three months ago also, and is it possible to put our name on it, I mean, on your website? ACTION ITEM: Email Andrew website listing details (company name, phone, email); Andrew to forward to marketing - WATCH: https://fathom.video/share/aVS_86u_hZ23rPQh9VDyxMusFrqL-4VZ?timestamp=722.9999 12:13 - Andrew Hartmann (UTAK Laboratories) When you send me that purchase order, go ahead and send me exactly what you want to see on our website as far as, like, how you want your company name presented, the phone number, and the emails for contact, and I'll send that over to our team and see if I can have that added on the website as well. 12:28 - Steven Ha (ChemStandard) Okay, I'll send two, a separate email, other, from the, different from the order. Okay, perfect. Yeah, so that's helpful, and beginning January, I probably asked for a list of products that the custom potentially want to order, and so you give me some pricing, so I don't have to come in back again and again. ACTION ITEM: Email Steven 2025–2026 stock pricing - WATCH: https://fathom.video/share/aVS_86u_hZ23rPQh9VDyxMusFrqL-4VZ?timestamp=769.9999 Or for custom item, you probably need to quote. And Yeah, custom items, we're going to have to quote each time, but I can send you our stock product pricing, so I'll make a note, and I'll send you all of our stock product pricing. 13:11 - Andrew Hartmann (UTAK Laboratories) Okay. 13:14 - Steven Ha (ChemStandard) Yeah, I used to have an Excel spreadsheet from PM about the stock item pricing. Okay. But that was like $20,000. Yeah. Ignore that. Okay. That's the two things that we want from UTAK currently. Perfect. 13:47 - Andrew Hartmann (UTAK Laboratories) And then, actually, while I had you, I just wanted to kind of go over and do a quick review with you as well. We have a handful of quotes that we have sent out to your team. Yes. 14:00 - Steven Ha (ChemStandard) I have all here. I've just got them kind of summarized here in this screen. 14:06 - Andrew Hartmann (UTAK Laboratories) Do you happen to know if any of these, other than the DEXAs, that you plan to order or any that you for sure won't be ordering? 14:16 - Steven Ha (ChemStandard) Well, all those quotes that we asked for, asking by customers, so the potential we order. Okay. 14:27 - Andrew Hartmann (UTAK Laboratories) I can leave them open. Now that you're in my bucket, I follow up on quotes every couple of weeks. So if I haven't seen them ordered, I'm going to keep following up with you just to check the status. So if you ever, you know, if you know for sure something is not going to be ordered, you can just let me know and then I'll close it so I don't keep pestering you about something that you know is not going to get bought. 14:49 - Steven Ha (ChemStandard) Well, you know the process to find a customer, need time also. So even though I got a quote in January, they might want to order. July. Do you know what I mean? Yeah, I totally understand. The hospital, need some procurement issues. They need approval and all this. so that's complicated sometimes. it's not an issue to leave them open. 15:15 - Andrew Hartmann (UTAK Laboratories) It's just I'm a little more aggressive than some of them. that. So I like to touch base often on things and just make sure that we're clearly communicating. And, you know, this DEXA order, for instance, is a great example. You know, I think if we hadn't hopped on the call, you'd be under the assumption the order has been placed. So it's a good thing, I think, that we connected and are getting this straightened out. 15:36 - Steven Ha (ChemStandard) Trust me, in a week, I don't hear anything back. I always call or write back to make sure because, yeah, we have a firm order. We need to satisfy the customer first, too. Awesome, Steven. 15:50 - Andrew Hartmann (UTAK Laboratories) I think we're going to see eye to eye on these things then. That's great. Yeah, yeah, yeah. 15:54 - Steven Ha (ChemStandard) Also, you know, lag in the customers. Thank I mean, if we send a quote, we keep asking, why not order this? Sometimes they think the cost is more than before. I say, that's not my choice, you know. They raise the cost, and, you know, I can only do so much. 16:16 - Andrew Hartmann (UTAK Laboratories) Yeah, we have had some significant price increases over the last couple of years. So that is something that, you know, we are conscious of and aware of. It's just our costs have gone up exceptionally. You know, our WholeBlood, for example, we ordered it, and then when we went to reorder it, our vendor increased our price 50%. A couple months later, we went to reorder it again, they increased it another 50%. So, you know, the cost of our inputs is just skyrocketing right now. So we've done as best as we can to kind of stomach the cost. Yeah, I can see the risk. 16:49 - Steven Ha (ChemStandard) mean, obviously, everybody's trying to, you know, make more profit. Or the cost of raw materials is more expensive. Yeah. do really like that feedback. 17:01 - Andrew Hartmann (UTAK Laboratories) You know, if you give a quote to a customer and they come back telling you it's too expensive, find out what they're looking for and share with us. Sometimes there's a way that we can kind of work with you to get there. For instance, volume, especially with these custom controls, is very important for pricing. So if a customer, like, let's just take a look at this DEXA quote as an example. So right now it's quoted our minimum order size of 50 ml, but this product is going to have an 18-month shelf life. So if, for instance, this customer could use, like, maybe two to three times this amount within 18 months, they would get a much better per vial price to order all of that in one manufacturing, as opposed to ordering, you know, one pack now and a couple months later ordering another pack. Oh, yeah, I understand that, yeah. If we have information like that of what the customer is looking for, it allows us to come Kind of back into it and say, know, hey, in order to hit that price point, this is the volume they would have to be ordering at. And then finding out if the customer can use that amount of volume by expiration, we've been able to, you know, kind of overcome some of those pricing objections that way. 18:16 - Steven Ha (ChemStandard) I just sent you the order again, so to your email, so if you can, you know, receive it. Okay. 18:35 - Andrew Hartmann (UTAK Laboratories) Got it. Let me just check the details here really quick and make sure everything is good. It does look like we need an updated price on this one. So, the pricing I'm showing is $17.84.94, and on the PO, I'm Showing a price of $1,338.71. 19:04 - Steven Ha (ChemStandard) Oh, really? Let me see. I got the code. Yeah, let me know if you're seeing something different. 19:11 - Andrew Hartmann (UTAK Laboratories) I'm just looking at what I'm showing in my records. That's odd. 19:19 - Steven Ha (ChemStandard) $1,784. Yeah. Why I have that pricing? Okay. Let me check back and get back to you. I don't know what's going on. You're right. 19:31 - Andrew Hartmann (UTAK Laboratories) Let me go ahead and check the pricing on that other part, too, just while I have you on the line, and we'll make sure that we don't have any issues with that, either, because you're looking for the vitamin A plus E, as well. Is that correct? Right. Yeah. Yeah, we do have… I'm showing different pricing on that one, as well. Let me double-check I have the right price list up for you here. Bear with me. have so many darn windows open on my screen, it's starting to go a little crazy on me. 20:32 - Steven Ha (ChemStandard) Why I have that pricing, you're right, that's odd, that's what I quote to the customer, too. 21:02 - Andrew Hartmann (UTAK Laboratories) The $100.82, I can honor the price on that, the $255.64. So that one I'll go ahead and put through. But for the DEXA 1 and 2, I would need an updated PO with that pricing. Okay, I'll get back to you on that. 21:18 - Steven Ha (ChemStandard) I don't know what's going on. Perfect. I would not, I would not, um, imagine that price, you know, it has to be come from somewhere. Yeah, if you find something different, I'm just kind of jumping in here. 21:35 - Andrew Hartmann (UTAK Laboratories) So if you're seeing something that I'm not seeing, by all means, you know, please send it to me. If we told you we give it to you at that price, I'm more than happy to honor it. I'm just not seeing what I, you know, seeing it on my end. If check one more place and just make sure. 21:54 - Steven Ha (ChemStandard) Yeah, I rarely, um, be wise to price because the customers say. It's almost double than before. So just send me another one. I have the quote here. You know, I am, I'm glad you brought that up. 22:12 - Andrew Hartmann (UTAK Laboratories) They usually put a dash to change things. So I am looking at two quotes that both say 5750 and one at 17 and one at 13, but that matches. So, yes, yeah, we are good. I'll go ahead and put this one through to our orders team. Uh, and you should get your confirmation by tomorrow on that one. Okay. Okay. I'm glad. 22:34 - Steven Ha (ChemStandard) I, I'm so scared because I called the wrong thing. 22:37 - Andrew Hartmann (UTAK Laboratories) No, no, I'm, I'm really glad we connected here just to, to work through these details. That's why, like, going through email, it's just so hard sometimes to cover this stuff. Yeah. 22:47 - Steven Ha (ChemStandard) Yeah, that's how, um, um, close this. I'm so glad you are. We connect. Otherwise, and then. If I figure out why they're both things, too. 23:06 - Andrew Hartmann (UTAK Laboratories) Perfect. Anything else that you're looking for or any other questions you have that I can help with? 23:16 - Steven Ha (ChemStandard) Well, there's some... Let me see. Sorry. I should put it back here. There's some... Oh, that's a good question for you, I guess. ACTION ITEM: Investigate DEXA lyophilization feasibility/pricing; report back to Steven - WATCH: https://fathom.video/share/aVS_86u_hZ23rPQh9VDyxMusFrqL-4VZ?timestamp=1406.9999 Now, for this matrix in serum, right, and you have an option to lyophilize it, correct? We can for some products. 23:39 - Andrew Hartmann (UTAK Laboratories) I'm not certain if this one can be lyophilized or not, but if we can, it does extend shelf life, typically. Can you investigate? 23:49 - Steven Ha (ChemStandard) Because it's helpful for the customers, and, you know... Would you like me... 24:00 - Andrew Hartmann (UTAK Laboratories) to investigate first before we place this order, or do you want to go ahead and get this order placed for now, and we'll just investigate so we know the next time you want to order? 24:12 - Steven Ha (ChemStandard) You place the order because that's a firm order already, so let's go ahead. But then if you come back with some of this live horizon option, then I will tell the customer, you know, about it. Perfect. 24:31 - Andrew Hartmann (UTAK Laboratories) And then the good news is, so lyophilization, it does add a little bit of cost, but it also extends the shelf life. So if the shelf life is 30 months, then potentially the customer could order a higher volume, which would then, you know, offset and maybe even lower the per vial price. So we can, you know, we can look into how much the customer can use in both forms, and then get some pricing for that next time you guys are ready to order. Exactly. 24:58 - Steven Ha (ChemStandard) Because, um, We should lyophilize the product, you don't have to put in dry ice. Yeah, no dry ice, ships ambient, stores in the refrigerator, a lot of upsides to lyophilizing. 25:11 - Andrew Hartmann (UTAK Laboratories) Oh yeah, that's why I really like that option. 25:14 - Steven Ha (ChemStandard) Another option is I want small packaging, rather than say 500 ml, maybe pack into 500 ml, so that it's easier for the customer to fall or defrost or frozen, you know what I mean? 25:27 - Andrew Hartmann (UTAK Laboratories) So if that's an option, then that'd If we do a frozen form, we can do any fill size you want. We can go all the way down to like a 0.25 ml up to like almost a one-gallon fill size. Really? If we want to do a lyophilized product, it is only available in a 3 ml up to a 10 ml fill size. So anywhere in between 3 ml and 10 ml, but we cannot lyophilize less than 3 ml, and we can't lyophilize more than 10. So a little bit more, you know, boundaries on what. We can do in Lyophilize, Frozen, you know, if a customer, I have a customer right now, they order a 4.2 ml fill size, you know, so it's, you can get exactly the fill size you want as far as like their weekly volume and all of that stuff if you do Frozen, but Lyophilize, you're 3 to 10. Makes sense. 26:19 - Steven Ha (ChemStandard) Okay, I understand that part, yeah. Okay, um, some, one of the products that the customer wants has controlled a chemical in it. You have any suggestion how we deal with that? It has like a controlled drug? Yeah, like, you know, morphine or something like that. 26:44 - Andrew Hartmann (UTAK Laboratories) I know in the past, uh, when we worked with PM, they would go through the permitting process and get the permit, and then send us the permit to include with the shipment. Um, that's kind of like the part that we really don't want to be involved in, is, you You know, getting the permits, you know, if you're just looking for, like, some product information, like, the quote will have, you know, all the drugs that are going in there and the concentrations, but we don't really want to get involved with trying to apply for a permit with the governments or anything like that. So that's where we would be looking to you to figure out, like, what do you need to export from the U.S. to Hong Kong as far as, like, the permits or anything like that, and then we'd ask you to go about obtaining those. Okay. 27:26 - Steven Ha (ChemStandard) You don't have any middlemen that can do that? You don't have any? 27:32 - Andrew Hartmann (UTAK Laboratories) No, that's, that's exactly the reason we've pulled back from a lot of our international partners is, you know, just us not having the capacity to get involved in that and not having a middleman that works around the world. So we've kind of stuck with our partners that are able to, you know, handle all of that stuff on their end. So, for instance, we work with Abacus now in Australia. They're now our exclusive partner for that, and they handle 100% of the permits. that. So... So... So if it's a controlled substance, know, whatever it is, they're the ones that are applying for it. They're going through the process to get all of that, and then we just make the product. They send us the permit, and we add that to the box and ship it out. So that would be kind of what we would be looking for if you, you know, if there's a permit involved in one of your shipments, is for you to tell us, you know, a permit is needed. Here's the permit. You know, here's how, what we need you to do to ship it. 28:23 - Steven Ha (ChemStandard) So even before PM subscriptions, if they have a person in Hong Kong needs certain product that they permit, they also do that? ACTION ITEM: Email Michael (PM Separations) re: controlled-substance export permitting advice - WATCH: https://fathom.video/share/aVS_86u_hZ23rPQh9VDyxMusFrqL-4VZ?timestamp=1706.9999 Correct. Yes. PM handled all of that for us. 28:36 - Andrew Hartmann (UTAK Laboratories) Really? Okay. 28:37 - Steven Ha (ChemStandard) Let me ask PM and Abacus and see what they can do. 28:42 - Andrew Hartmann (UTAK Laboratories) I would check with PM. Abacus is not shipping to Hong Kong. When you check with PM, you can tell Michael you work with me. I have a pretty long personal relationship with him, and, you know, I kind of miss working with the guy, but UTAC made a decision, so. Okay. We moved away to a different partner, but he might be able to kind of help provide some advice. Okay, I will do that. Thank you for the tips. He might also have some not great feedback to share, so just be prepared. I think he was a little hurt when we pulled away our partnership. 29:18 - Steven Ha (ChemStandard) Well, it's business. He might gain some from somewhere and lost something, you know, gain something. I don't know. I talked to him once in a while. He's a really nice guy. Yeah. Can be. 29:32 - Andrew Hartmann (UTAK Laboratories) Can also be difficult to work with from a vendor relationship. Really? Okay. Anything I should know about? You know, I don't really like to get involved too personal. I just, you know, there was a lot of friction and conflict in dealing with that account, which is why we chose to move away and move with a different partner. But on a personal note, I always really enjoyed working with Michael. I think he had a lot of, you know, fair feedback and just a lot smoother. With our business, other places. 30:03 - Steven Ha (ChemStandard) So this is probably not nothing to do with UTAK. Does UTAK also resell other company stuff? We do not. 30:12 - Andrew Hartmann (UTAK Laboratories) No, we just manufacture our products. We don't really get involved with any others. Now, we do work behind the scenes with a lot of partners. So there's major medical device companies out there that you could be buying a product from them and actually receiving something that UTAK manufactured, but we don't resell, you know, any of their products. It's more that we sell to them, and then they repackage our products to forward sell to their customers. 30:40 - Steven Ha (ChemStandard) It's all reagent and testing kits still. Typically, yeah. 30:45 - Andrew Hartmann (UTAK Laboratories) You know, so it's like, you know, I work with one device manufacturer, and you buy the device, and then with the device, you know, you also get your included controls, and then, like, we just happen to make the control that they include with their device, you know, as an example. Okay. That's great. 31:01 - Steven Ha (ChemStandard) Okay, I think I have all the questions answered. Well, let's work on those new business, more or less, and I appreciate your help here. Yeah, so I'll get that order place that you sent over to me. 31:20 - Andrew Hartmann (UTAK Laboratories) I'll also work on getting together your price list. I assume you have 2025 pricing already from Raleigh, so I'll get you 2026. 2026. Okay. I don't have any. 31:30 - Steven Ha (ChemStandard) It's just a few six or seven quotations from her, but no price list at all. 31:35 - Andrew Hartmann (UTAK Laboratories) Got you. So I'll send you our stock price list for 2025 and 2026. I'll also look into if we can lyophilize the DEXA for the future, you know, the next order. And then I'll wait till you send me an email with the information you want put up on our website, and then I'll connect with our marketing team to have them update that. Okay. Okay. I know this. Thank 32:00 - Steven Ha (ChemStandard) Three products in this P.O., that's probably custom-made, and I don't know how long it takes, maybe, how long, you think? That one is 15 business days, so approximately three weeks at the long end. So I can wait for the other vitamin, I guess. What is it? Yeah, the other vitamin A, I can't wait for that, looks like. Okay, perfect. 32:27 - Andrew Hartmann (UTAK Laboratories) Perfect, I'll note to ship that order in full. 32:33 - Steven Ha (ChemStandard) Perfect, anything else, any other questions, anything I missed? 32:38 - Andrew Hartmann (UTAK Laboratories) That's all I have. Awesome. You have my contact now, so I would suggest anything you need, go ahead and just reach out to me, as opposed to going through our support team. They're all a little bit newer, so sometimes they get a little more confused. But if you just send me what you need, if I'm not the right person, I'll make sure I get you to the right team. Okay. Just Okay, let's do that. 33:01 - Steven Ha (ChemStandard) So you're done my content, basically. Yeah, that'd be great. 33:06 - Andrew Hartmann (UTAK Laboratories) That's perfect. Okay. 33:09 - Steven Ha (ChemStandard) All right, well, you enjoy your winter season over there. Oh, there's nothing to enjoy about it. 33:18 - Andrew Hartmann (UTAK Laboratories) Which area? Which part of Missouri? 33:20 - Steven Ha (ChemStandard) I'm in the St. Louis area. 33:22 - Andrew Hartmann (UTAK Laboratories) Oh, okay. But I am a little bit more rural. I was in a meeting the other day with my boss. It was snowing outside, and I had four deer eating out of the bird feeder in my backyard. So it's quite a cute scene, but it's just terrible to, coming from Los Angeles, to step out into 20-degree weather. Like, there's not enough layers to put on. 33:43 - Steven Ha (ChemStandard) Oh, well, you probably enjoyed there. That's why you moved there, right? 33:47 - Andrew Hartmann (UTAK Laboratories) You know, my family was here, and my wife and I are expecting our first child, and we just didn't want to. Okay, congratulations. Oh, thank you. But, you know, bringing a child up in Los Angeles, just so expensive. We rented a one-bedroom apartment in LA, and that was actually more expensive than us renting a whole house here in St. Louis. So I have a three-bedroom house with a garage and a basement, and it's $300 less than a one-bedroom apartment in LA. Oh yeah, it's crazy here. Well, hopefully it works out. 34:25 - Steven Ha (ChemStandard) Yeah, thank you. 34:27 - Andrew Hartmann (UTAK Laboratories) We'll be in touch. Okay, you take care. 34:29 - Steven Ha (ChemStandard) I'll send one more email to you later. Okay. Appreciate it. Thanks, Steven. Thank you. Take care. Bye-bye.