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AWH Aspira Women`s Health

Participants
Valerie Palmieri CEO, President & Director
Robert Beechey CFO
Call transcript
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Operator

Hello ladies and gentlemen. Good afternoon, and welcome to Aspira Women's Health Third Quarter 2020 Conference Call. My name is Jane, and I will be your coordinator for the call today. [Operator Instructions] As a reminder, this conference is being recorded today. Leading the call today are Valerie Palmieri, President and Chief Executive Officer; and Bob Beechey, Chief Financial Officer. we the remarks, for prepared their will call open Q&A. After

including remind begin, Litigation remarks XXXX. some session, prospects Aspira or I'd are future we Securities or statements future everyone Health and relating expected Women's like Q&A future prepared Before Private business the as of to that defined Reform performance, the to Act during statements the plans events statements forward-looking made under

based the upon to the update today's and forward-looking for such Aspira any information, are cautionary events many law, on or result the whether Although of materially Women's to Health the control Form believes company Annual forward-looking release results Participants due and of filed SEC. second a press first expectations no that Form note uncertainties anticipated beyond with the to in by differ risks as factors future report the XX-K assumes assumptions, in reflected reasonable XX-Q quarters as Health. are the or company the could from to Except outcomes supplement and those directed as set the required are obligation factors forth impact risk actual statements otherwise. Aspira in subject Women's and and of new statements, well as

to forward-looking over that could call this At statements. time, Officer. the Palmieri, from materially turn Valerie? I Chief in the Executive factors For like anticipated cause actual differ President results those would to and to Valerie

Valerie Palmieri

across multiple We and Thank success. you, quarter a for delivered Good strong thank joining you of third today. everyone, afternoon, operator. measures us

momentum. ahead Aspira our pre-pandemic the of is over weathering Women's projected pandemic the on levels significantly timing. increased in quarter, prior volumes the believe building and rebounding and revenue the effectively storm Health We to of September Our

test lastly medical lives, recovery, to improved team. We and executive our significant solid have made sequentially, board, added and to delivered price additions volume covered our

position our in our advance pipeline XXXX. and product financial strengthen continue We to

have our our and well media campaign compared and early We strengthen awareness digital of and disparity also test advantages risk to as of identity, racial increased CAXXX. of to brand its a launched as detection

We investment analysts. bank from received recently also coverage two

each We progress, University turn. and Medical to have are Sandra prestigious bring board, our our on in Hospital. expand appointment with Starting at made Senior upon very and of appointment we these Chief to team, Dr. efforts and the of President Vice Thomas we'll recently this to proud board, Jefferson Brooks, MD, a announced Officer our

as will an Brooks advising Given disparities, Dr. she be into our in drive brings overall in of awareness racial would of invaluable of the woman's important the which board also the we suite as a equity, status, feel OVA company note pathway. as resource on to company. as products longstanding health I health this female driving adoption health research majority care interest well to and appointment

is additional several also School That mission for cure. of early This envision. part totally medicines all the Co-Director Advisor. Co-Chief have Dr. announcements, Oncology ovarian focused resonates combating Medicine we Medical to company's of Elena cancers. Aspira's serving women. We as Chief initiative cancer initiative detection She are with of program Yale Yale University on of Ratner, is the discovery our at as Gynecologic reproductive adding

sales her of organization and one comprised the as the Operating promotion Chief researcher Officer. Chief entire a executive the to who the Professor well clinical laboratory. will have operations, Gynecologic Kalie an translational role have of overall as Spokeswoman, addition Dr. lead addition Powis ovarian journey, Associate At Scientific and well. level, operating to and is and In commercial the Officer, marketing, patient. cancer Dr. advisory an storytelling of and we two Northrop ethnically our and meet, whose Kalie, have Dr. serve the announcements, educate Dr. Altwerger, we avid testimonial With and Ratner, for the is at IT including she'll management clinical patient diverse be the of is Zagger lastly, Powis. Chief survivor, be how to of and we an patient coordination as background patient Dr. Gary Medicine, Oncology board. Diane responsible as added cornerstone advocacy, And Lesley responsible is added we Yale for and

to build the our make momentum team. organization, and board senior to we these As additions scale an as strategic time and it's leadership

we growth. by our Aspira significantly an now help QX moving company a the per lows led third perspective, of pre-COVID quarter September comparing We of will women day operational on on XXXX I a additions these experienced and to From a is for am now ended and February to of XX% the XXXX our women QX. V-curve on at women propel for versus somewhat update. levels, volumes basis.

the to quarter increased the sequentially volume third the Our quarter, XXXX. volume and second XX% of is of equivalent from

price XX% one unit increased sequentially as OVAXplus Our well, average by quarter. second the of versus plus

being efforts platform pay-off COVID-XX a and of integrated Regarding this prospect adoption deals. deals networks penetrate accelerated and strategy engage of OB/GYN the decentralization and our groups. delivery strategy, internalizing and our our More lead overall into the care super pathway our has the to super products. our respective of about to these partners our some have continue integrate should believe on decentralized large of time pandemic the significant continue to groups front. large arrangement the products technology. That said, are come The to finalize we institutions help and will to excited slowed These ultimately

announced are Cross Blue of Shield October participating front, Blue that On the Georgia. Anthem we with in providers payer we

million approximately considerable. across additional XX% state. now of in covered the Georgia, X.X have For the lives an members We estimated is which

million X, covered As approximately of November we the lives in XXXX, XXX have U.S.

illustrates on and the the rate. of retention impact total ordering quarter, XX% care, with with for clearly opportunity the the being of we portfolio. technology physicians consistent X,XXX and OVAX, technology This with has customers overall of terms the customers, stickiness ordered expanded In submissions growth those have the repeat QX our patient

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surveyed We also that needs to determine majority immediately determine of customers OVAX customers, surgery. who using who XXX who these surgery saw or the were recently postpone can

of believe practice. In invaluable were benefit specimens repeat high be visit. fact, post to touched Thus survey, based sense of a or improvement high environment. of urgency on this OVAX the of the risk these may XX% symptomatic, ER triage new in patients needed We per that an this low it and be seen or rate with

drive overall a OVAX of make of major standard and care. one adoption adoption. We believe goal is in the number lack obstacle Our to awareness is

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products to And OvaInherit, assessment OVAXPlus. With during mass assessment, are in our our clinical ENDOCHECK that enlarging risk at increase are premenopausal a surgery was benign execution woman's of risk a including high-risk adult our XX life over lastly, also geographic experience comprised years enrollment cancer impact we a with to in starting on is to pandemic. and a young risk cancer cancer patient broad mode which of We cycle for entire studies portfolio prior ensure the creating genetics, ovarian monitoring OVANEX. hereditary ovarian to

start addition, sites going front research with ethnic am in also to new on our disparity are queue. we I In with the doubling down on now ENDOCHECK.

leading in product about U.S. diagnosis still expected is the reach excited way roughly as the to total tool. and million. it's $X This used We market of only $X a surgical an are Today very to this confirm million addressable to product. diagnostic is biopsy a endometriosis primary a

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now We will beyond expanding into OVAInherit to ethnic genomic in key I the support will disparity OVAXPlus. also leaders with be of community partnering the research the with thought move development our product. development on product several

during timelines study increasing pandemic with a Especially Center our all we site We are initial a are core at study institutions Women's recognized by quality, research to Einstein expanding inequality recruitment Medical more more to studies. risk this disparity ovarian at portfolio in to increase recruitment mining goals bringing come. lead two clinical as Health healthcare our is our we decided Aspire Again, time Philadelphia, charge product during across more when the from partner continue to to in becoming cancer and COVID, as forefront. values the our to assessment meet healthcare

standard across ovarian greater performing a of products, ethnicities. and with as CAXXX virus cancer, on-suite accuracy disease this of place to is goal of a one all number Our care precision for with

the OVAX turn care. studies of our the to like Bob? call this results. compared outside previously standard for truly for review CAXXX change to I women to Caucasian and Bob published to would upon of expand financial populations of is study now our over to validate goal across Our two as

Robert Beechey

Thank you, Valerie.

for increase third from XXXX, were reduced profit price of quarter who as X Gross quarter, realization patient visits the older payers margin in quarter. improved their third resumed quarter, and third patients second We've of as Medicare in the approximately demographic and and million compared quarter historical to improvement validated We pandemic expenses investment coming the second this revenue mix $XXX,XXX months on revenue XX% Medicare was by the $X,XXX,XXX was our self-quarantine out compared driven our This increase quarter. in of we quarter. primarily XX, given R&D. million due in new number contract the increased seen seen long-term Valerie product in to many ended XXXX in realization. revert mix as of near April third the stronger. in as as to third OVAX the recovery sequentially quarter well price a feel approximately to during As and the tests number noted, XX% the increased we've to as improvement of second for quarter. due September V-shaped spend compared the and of on to the third selling travel doctors volume second The average our as pre improved the to price $XXX, XX% XX% growth second compared to in and quarter volume end is XXXX Cigna full versus average the the in increase quarter rebound our reported marketing OVAX as unit COVID test second to the $X.X three performed have of Total of the tests focus product XX% a of primarily price operating the to quarter OVAXPlus and as performed second XXXX quarter. to as to was from decision due entertainment and to a in increase patients, for $X in Advantage million had levels COVID quarter. Medicare compared back the The continued

million. approximately September Our cash at XX XXXX balance $XX was

as we milestones well previously state target has of the XX-month quarter. fourth approved, we trailing the revenue receiving and employment Connecticut during funding the financing. of announced, anticipate $X The funding million target achieved for we as been As

was cash reduction utilization prior in cash third driven $X.X headcount and spending research compared increased the sales million gross well additions third marketing. and and by in and sequential million primarily utilization by for were the quarter. offset to year was Our quarter development, stronger increase prior year-on-year on while the as reduced as $X.X $X.X was in revenue quarter margin, million, primarily There

Health. Capital initiated Women's of long-awaited coverage two with it as mentioned in a look strategy Valerie. have of this these as We view Markets. William to both her Brookline development banks Valerie as relationships As well Aspira long-term coverage initiated opening Blair we on recently and now back our remarks, turn I'll to validation institutions. forward

Valerie Palmieri

Bob. you, Thank

greater all It's our of doctor, the mission the cancer specific other only finding the is be open for the at strategy me this restate of for rate. This right We we system, burden, the growth long technology and firmly mortality let the up is vital right care Ovarian and with to the core about stage Before near the pathway. Q&A, Difficulty] term. cost lowering pipeline accounts sustainable inefficiencies XX% reproductive that right and its cancer will company. overall care to health the that reducing for all women. any focused [Technical and is and deaths our are significant female believe a more the one, early gender and company getting patient than our and than in cancer the cancer

of and Our coupled malignancies. of become helping detection standard care cancer. women. differentiation, we are the mass more testing pelvic at ovarian for of risk and testing term, genetic the importantly the for will our gap work and assessment disparity We the the and products OVAXplus care survival believe ovarian we changing and with the In are standards of believe close forefront in near the

full next we over longer are planned genetic ENDOCHECK monitoring, lastly ahead launches pelvic for of risk mass monitoring. the term, and steam for with high For our moving predisposition endometriosis, OVAInherit

care. the era, ensure that receive further be best might of believe and of new possible actually every and We that disparate healthcare care also the diagnostic socio-economic all importance this information in elevated reduce COVID to women disparities background

any now to up of Instructions]. are happy questions. and call open for the answer your [Operator Operator. We Q&A

Our Blair. with of with your from question comes proceed first Weinstein Brian the line William Please question.

Unidentified Analyst

start for Hi, and good additional here. of for to any sort I relates anything getting about us think XXXX you as can process lookout that's ENDOCHECK that here just you level first Brian. and we Can maybe confirmation to about maybe it on for going FDA? path be that. Valerie, track the guess afternoon. product, Andrew This that of confidence it fast to And approval published as is be tell your as on on with sort to for to data catalysts of relates that talk

Valerie Palmieri

And twofold thanks question. It's Andrew. Sure. for really the

We having our now group in device we And is organization are the worked sent both off review had of and applications actually FDA now legal console first - got the cleared breakthrough a review products is has now we're we've that So review a our actually the separate firm. initial been right it. actually that for breakthrough to FDA. is

on kind - because part goal, going through it in - that answer. big terms days dotting are We're XX shot and also this do one we're submitting have minimum that be QX. one more of shot, day process, timeframe. might anticipate i's. And of of COVID. we answered But on the so so the that's the t's timeframe the So the end We by you is since crossing of of it's and the on the that's review

a answer I we second publication together say are part discovery. our on is, the The to also pulling want of initial,

meeting this and initial that that, in So Thanks criteria, some for submitting FDA a our that of in Hopefully tuning answers And through striving your in be And really will questions. going the But be that. doesn't to we of clearance standard getting breakthrough we it those are catalyst FDA the the really there but by publication it are if way, makes review, the difference through two because will technology go the of process. of fine breakthrough, there expedited validation. for big terms in submission breakthrough the through. but is that's is queue, of terms be terms the and an because

Unidentified Analyst

that, Yes, private switching And thanks here. the Valerie. for pay then just maybe

that the on progress quarter. throughout nice make You

So that are conversations other you're sort some maybe those payers, you it of how And can maybe a using how negotiation? some as that advance of private had the progress. progressing? means congrats give disparity you've us on sort idea But to relates to as some of of just recent with data of those an

Valerie Palmieri

Yes.

So I I've think that. One things is, a just of before, I but couple this think said and on to clarify.

So the disparity it published, in the data, detection not over what Cigna And was was published. even before early drove edge. it that really was that was data when

I Given that a the want becomes building, believe that we're current data sphere, because the say our data horse, climate, in. climate plus we are becomes - disparity it Trojan plus truck a as do to but of our it a continuing we current don't

absolutely, the So also providers. the payers, with with

I think heightened that during COVID, there awareness is healthcare a disparity. of

two providers. three. on And I a we total come I sites, as have also have the it's queue. couple we of in it's payers, we've to only so more added more the And right now think there's the do but that, not other said, And a

Unidentified Analyst

sort the of for And COVID-XX? the in wave. resurgence of me. Great. recent in Thanks for right And first wave year of as little sort with how the Maybe earlier light more in can to broadly, you're just us field one just Bob, for this seeing the then in versus questions. color last sort a are you. prepared this now, you of what give the maybe one relates you for taking bit the of

Robert Beechey

big detailing that invested haven't the thing a the lockdown. pretty complete board digital team. across think tools we for I seen we've the heavily But marketing is in and the

being more a crude, of people with do we're discussed but people. lunch bit our ramping of kind the to the use sales I are sales practitioners It's of doing in in house remote, reps, sum previously a to food we've than kind fact added and the a zero lunches. learn. adding also of field of But is up getting in-house delivered what's happening lot think folks rather some remote folks we've that a little

we're adapted offset but So the to seeing restricted, I because we've just largely in game so focus I marketing that we're that. our spend as a well think think of decrease And T&E already and awareness on the to that. is upping our somewhat

as Andrew, learning but appreciate question. we're go, I we So the

Unidentified Analyst

Great, the question. thanks for taking

Valerie Palmieri

Andrew. you, Thank

Operator

proceed line Thank Instructions] the our Ho next your question question. Please with And you. with of Kari [ph] Baird. [Operator comes from

Unidentified Analyst

great Hi, sort and quarter all of the Curious momentum in team business. on bigger congrats Valerie and a a the picture.

help kind of the even wondering, to scale maybe partnering the and near-term, years, some three survive you you as see diagnostics consolidating you this diagnostics. you the need deep and exact all areas and cancer illuminate As look five are companies next to pockets, world. the and opportunities they're diagnostics at with industry, thrive roadmap evolving just of these of, to for kind And do platform really targeting to cancer big Grail, in industry increasingly I'm consolidating

Valerie Palmieri

good So, question. think have in our One IP and a of that we focusing is moat mean, twofold. it's ovarian on think that cancer. I I I terms

other. We in go think deep ovarian I none number that's one. So, like and

years, been CLIA and also understanding Number only over but So, laboratory, couple our the only is, journey company I do that's we built for that a it's is have a think those decentralization not OVA, of built last for for clinical and genetics. it the we have two platform. with our but differentiator. And not

the Care consolidating. Doctor with employees hospitals, things and groups see So, to evolve it it's of I see stay for affordable becoming and I is looks sure. here Act, as consolidate like

products hospital the all it of to step point-to-point, let's other in of relied on that group. our these to say stayed So run, large in of say at many, want to be a be would a decentralizing I our we a or but still forward, level, run have laboratories like going ahead Terry, one have we'll products to terms able we go the super local

valuations see it those I as I And too. love So, do opportunity. an

So, think viewpoint. all I from my positives

Unidentified Analyst

time about Then other the quick Can that you to follow-up. biopsy of big is compare you sorry, I'm patient time maybe a of only really IP ENDOCHECK? your it's opportunities, look at because kind kind that in is of of more - just and of When But you only big, big IP the recognizing obviously, think window population, market, you a X reasonable have players. is or, the you it's what the CAXXX developing talk comparison. rather, mode, breakthrough an with you're your going million attract that ENDOCHECK think for and modes window ENDOCHECK,

Valerie Palmieri

there just one that, you've to studied history we it, most and common IP how number in make the what ENDOCHECK to to proteins, terms in is is that tried it the we IP is was the down of of proteins. So, that mode ovarian know interrogated endometriosis out disease benign much terms as have comes companies guess the endometriosis. And of have XX-years

XX-years Lesley also, their year So, which of critical. say thousands history, ENDO in is on will patients, calls genetics with of of the created increased also expertise. and genetics going And will around want subject I to two, giving line last the be is connection very number our well. it to genetics, I vastly be became IP matter the access this we one, and validation Northrop believe specimens, to offering a us our AbbVie half, actually and what as our protein. to Number we have our say

out, one the be proteins. will coming version endometriosis it'll also, and So, multiple be want And be versions, version to I products age, over see proteins genetics. I beyond what in II proteins say will

in of modalities be pulling this to. other and keep both proteins together piece And modalities But be of process that just been the of combination the our has And them. other imaging data. will mind beyond then is last genetics. So,

devices. for shots we ourselves would think going this. We are could our on didn't be So, I not we goal pretty biopsy. good laparoscopic for compare to breakthrough think And

Unidentified Analyst

just a a kind then momentum done fourth more there's you we near-term, winter can continuity third in the and looking help, just don't lastly, quarter. the with and little of know I into or whatnot, momentum give you of just of just of kind And saw that? if me seasonality quarter lot and

Valerie Palmieri

has I been into typically year, strong, that tend say to QX increase going last quarter by a then going Well, momentum September to into QX Sure. does and about we X%. growth QX the October. would be from

in and I into COVID. we're that would the seeing wildcard So, QX, have as say have don't going the biggest that states actually much

our would Florida, bit COVID. much Those Michigan but have kind and little of So, don't Tennessee, that, have five. are say top those California, more COVID, a I Georgia

So, wild is to the I think card COVID. be going that

can if think at is kind wild of CDC and I growth is now map if stable, But on all go. systems think that this I you for going a that us Midwest. and time. look continue. our you'll COVID upper stays right do to mostly But see card But at Midwest it's the the definitely [ph],

Unidentified Analyst

Hey, thanks.

Valerie Palmieri

Thank you, Terry.

Operator

comments. and ladies back closing at if gentlemen, for are like time. you, there Thank turn to management to no floor the questions this further I'd

Valerie Palmieri

Thank you volume you big difficult our team and back you. thank above And our repeat market and operator. us increasing bringing very rate joining to today XX% thank you, for pre-COVID during a going conditions. Thank for and everyone to us beyond customer over and

believe Health. support we we continued additions Women's clinical and the to and We interest Aspira appreciate support growth profitability and executive team, are our to a position long-term. your the in in for With

Operator

concludes Ladies teleconference. and you. today's gentlemen, this Thank

You your participation. disconnect for lines you may this Thank at time. your