Yes, we generated a lot of cash based on the momentum that we had in the business, and we believe in capping off this year. Management has presented these non-GAAP financial measures because it believes they may be useful to investors for various reasons, but they should not be viewed as a substitute for or superior to the company's financial results prepared in accordance with GAAP. Customers are using Fulgent for hereditary cancer, cardiovascular genetics, neurological genetics, reproductive health, and other newer tests that we've launched in the last 12 to 18 months. We hope that that reimbursement rate will continue deep into 2021. So that was a substantial guidance increase. Switching gears, I'd like to briefly touch on the opening of our Houston lab, which we announced in August. Please see the company's press release discussing its financial results for the third quarter of 2020 for more information, including the description of how the company calculates non-GAAP earnings and earnings per share and a reconciliation of these financial measures to income and income per share, the most directly comparable GAAP financial metrics. Yes. Why Fulgent Genetics Stock Surged 38% in November, This Small-Cap Stock Will Be a Long-Term Winner From the Pandemic, Why Fulgent Genetics Stock Is Soaring 11.2% Today, Copyright, Trademark and Patent Information. Yes, certainly. And we think that's incredibly important. And the reason why we've been able to get that kind of collection is because of the efficiency, as well as the enhanced capabilities that we have as a company in the area of reimbursement. We also announced in the third quarter that we won a competitive bid for the entire state of Ohio prison system to provide testing to their 12,000 employees. COGS per test for the quarter was $25, an improvement of approximately 42% compared to the second quarter. Your line is now open. Kevin, yes, I think in the script I read [Audio gap] customers in Q3 this year versus last year. We will introduce the products in this area. Miami-Dade joins a long list of counties to use Fulgent's Community Testing Platform including, but not limited to Santa Clara County, San Bernardino County, Los Angeles County, City of Long Beach… In the meantime, we continue to add contents and add additional tests for our core business to address the growing need for the genetic testing market. It's at consistent levels with what we posted in the third quarter of 2019, which was a high point before this quarter. The Latest News and Updates in fulgent genetics brought to you by the team at KTLA: “Rapid turnaround times for testing are vital to limiting the spread of COVID-19, and Fulgent Genetics promises efficient processing, within 24 to 48 hours of receipt of the sample.”. The traction we have [Audio gap] insurance provider on reimbursement. We have seen increase of volume of our core genetic tests for a number of new customers. There are three particular areas of strength I would like to elaborate on, especially in the quality and the scale of our customer base. So we will be at the market, which will help in personalized therapy and in drug treatment. Hi. In the third quarter of this year, greater than half of those customers were new, right? Our original offering consists of three tests: carrier screening, newborn screening, and adult wellness. So Paul is right. The Blueshirt Group As you recall, all our lab management system and software has developed in-house. Fulgent Booking System 1.0 - Appointment Free COVID-19 Testing The City of Long Beach is providing free COVID-19 testing at two additional locations. In the third quarter, I think we have proven it in practice. At these same levels? California State University-Long Beach. And finally, Paul will discuss our financial results and the outlook in detail. Management's prepared remarks and answers to your questions on today's call will contain forward-looking statements. While many labs have seen shortages in critical supplies such as reagents, transportation media, and swabs, we've had no such issues. And Brandon can give you some of the details. We believe this combination of delivering the gold-standard RT-PCR test at scale, in timely fashion, combined with a management system that makes the process seamless for everyone, is key to a successful testing protocol,” Perthuis added. I do not believe that COVID-19 will go away easily. Meaning that our COGS per test during Q3 on a full GAAP basis was $25. Your line is now open. The vast majority of this volume was from our business related to COVID-19. We are a genetic testing laboratory built by engineers, founded in technology. We think it's quite durable. Fulgent Genetics . Yes. Since obtaining the at-home EUA from the FDA and formally launching our Picture test for COVID-19 in mid-June, we have had significant demand. OK. That's helpful. But definitely, that's the areas that we will be focused on. We're not only to use our test for the COVID-19, but we also put our other genetic tests. A cornerstone of the Company’s business is its ability to provide expansive options and flexibility for all clients’ unique testing needs through a comprehensive technology offering including cloud computing, pipeline services, record management, web portal services, clinical workflow, sequencing as a service and automated lab services. We're not going away anywhere, and we believe we can compete in any kind of environment. Overall, I'm very pleased with the execution of our sales team in the quarter as we consistently won in competitive opportunities. Results will be delivered to patients within 24 to 48 hours. But we think we're extremely well-positioned to be a major player in this market. New at Fulgent Fulgent Supports At-Home COVID-19 Testing through Picture Genetics Picture Genetics, an at-home genetic testing service powered by Fulgent, will soon offer at-home COVID-19 tests with FDA Emergency Use Authorization. Listeners should not rely on any forward-looking statements as predictions of future events and should listen to management's remarks today with the understanding that actual events, including the company's actual future results, may be materially different in what is described in or implied by these forward-looking statements. So we are on track with our original guidance, which is quite a feat, because a lot of the diagnostics companies, 2020 was essentially a throwaway year. Your line is now open. An audio replay of this call will be available shortly after the call concludes. Gross margin improved almost 19% points sequentially. And then on the reimbursement front, obviously, we had favorable reimbursement for COVID testing and CMS has extended that through late January. Can you just walk us through how we should think of the core business versus COVID revenue in that guide? Congrats on the nice quarter, you guys. So you can break out the investments that we made, as well as the spending in a couple of different buckets. These are the machines we can use for multiple different purpose. The forward-looking statements made in this press release speak only as of the date of this press release, and the company assumes no obligation to update publicly any such forward-looking statements to reflect actual results or to changes in expectations, except as otherwise required by law. I guess sort of tactically speaking, a couple of weeks ago, we did launch a pharmacogenomics test, which we're pretty excited about. As Ming mentioned, we delivered more than 1 million reports during the third quarter, an almost fiftyfold increase year over year, and an almost fivefold increase sequentially. Given our rapid expansion in new customers, combined with quarterly test volume which now exceed 1 million tests, this has accelerated the need of reimbursement agreement with insurance provider. Jeff Fox, 415-828-8298, jeff@blueshirtgroup.com, © 1985 - 2020 BioSpace.com. And yes, in terms of meeting the turnaround time to get that extra reimbursement, we are incredibly confident in our ability to do that. Lastly, we have seen COVID-19 bring us many, many new clients. We've already gotten massive returns on those investments. We'll continue to do our part at Fulgent to help to get testing solutions to individuals and organizations that need them so that business, school, sporting events, travel, and social engagements can resume safely. While we have come a long way together in our efforts to combat this pandemic, we still have a long road ahead of us as we look to return to normalcy. But should testing even begin to slow down a little bit, the way we position this company with our technology platforms, we're going to continue to take market share from other people, right? One other point of differentiation on our COVID-19 test offering, which we announced in September, is that we will give our clients an option to add influenza A and B. Fulgent Genetics, Inc. (NASDAQ:FLGT) Q3 2020 Earnings Conference Call November 9, 2020 4:20 PM ET Company Participants Nicole Borsje - Head, IR Ming Hsieh - … Great. Not only we win those bids effectively, but also, we are able to deliver the bottom line. We continued to make meaningful investments across all our departments in the quarter, but our top-line outperformance and increasing operating efficiencies are outstripping our investments into our business. At this point, we have one of the largest, most diversified genomic test menus in the industry and we plan to continue to launch new tests. Can you talk about your plans for using the money to invest in the business? We believe the process is similar to buying coffee with a QR code on your cell phone; cars drive up, show their phone, scan the kit, self-administer the shallow nasal swab and drive off. Third-quarter revenues totaled $101.7 million, an organic increase of 883% compared to the third quarter of 2019. Employer Identification No.) In the future, we plan to add additional pathogens to our panel to provide comprehensive testing for patients with respiratory infections. So a lot of these contracts are laboratory services agreements. On a non-GAAP basis and excluding equity-based compensation expense, income for the quarter was $49 million or $2.08 per share based on 23.5 million weighted average diluted shares outstanding. We had $90 million of accounts receivable. We have not played a major role in pharmacogenetics in the past. And, Rachel, Brandon. Fulgent Genetics’ proprietary technology platform has created a broad, flexible test menu and the ability to continually expand and improve its proprietary genetic reference library while maintaining accessible pricing, high accuracy and competitive turnaround times. And we believe [Audio gap] in the -- our traditional genetic testing space or in the wider screening market that we will be one of the consolidators to take a look at businesses and technologies that we can incorporate or potentially incorporate as our own to enhance our technological lead in addition to making a stronger company. Definitely, we see the business opportunities. Despite massive increase in volume that we experienced, we delivered results to our customers without any issues and with best-in-class turnaround time for RT-PCR results. Not only that, we have done it the hard way, building our business organically from the ground up. There have been some attention-grabbing headlines regarding cheap and fast antigen testing. These wins included drive-through operations for the counties of Los Angeles, Alameda, Orange, Santa Clara, San Bernardino, Miami-Dade, the state of Utah, the city of Long Beach, and others. The increase is attributable to the vast majority of our tests now going through reimbursement and our favorable payment experienced today. Our record growth in the third quarter is a true testament to the scalability of our technology platform. And even with the explosive growth we have seen, we have continued to improve. Miami-Dade joins a long list of counties to use Fulgent’s Community Testing Platform including, but not limited to Santa Clara County, San Bernardino County, Los Angeles County, City of Long Beach and Orange County. These include huge hospital systems, some of the largest specialty care clinics, government agencies, large companies, etc. Indeed may be compensated by these employers, helping keep Indeed free for jobseekers. As Ming mentioned, we made a small investment in a company called [Audio gap] antibody and antigen testing capabilities, as well as assisting in the developing landscape for therapeutics. See you at the top! None of this was done overnight, and we believe we have a strong foundation on which to grow our core business in the years ahead. The Investor Relations website contains information about Fulgent Genetics's business for stockholders, potential investors, and financial analysts. So whatever investments that we're making, we believe that we'll have immediate returns on that. Join to Connect. During the third quarter, we brought on almost 80 new clients, representing thousands of individual users. It would demonstrate several things: one, the viability, and the permanence of our business model; two, the efficiency, as well as the scalability of Fulgent Genetics. This translated to approximately $2.6 million charge below operating expenses. So can you just comment a little bit more about what's driving that, what portion of the business? Clients are choosing Fulgent COVID testing offerings for a variety of reasons, including our rapid turnaround time, supply chain availability, capacity, EUA approvals, our technology platforms, and user-friendly systems. Fulgent Genetics is followed by the analysts listed above. At the same time, our clients are confident using Fulgent [Audio gap] volume. On September 9, 2020, Fulgent Genetics, Inc. (NASDAQ: FLGT), a technology company providing comprehensive testing solutions through its scalable technology platform, announced a new partnership with Miami-Dade County in Florida for COVID-19 testing. As I mentioned, the COVID-19 is not going to be -- goes away completely. Our next question is from the line of Erin Wright of Credit Suisse. “Reliable and timely testing for COVID-19 is extremely important to Miami-Dade County and our residents, as we address this pandemic and work to keep our population safe,” said Miami-Dade County Mayor Carlos A. Gimenez. A lot of our wins have been organic. Fulgent Genetics, Inc. Common Stock (NASDAQ:FLGT)Q3 2020 Earnings CallNov 09, 2020, 4:30 p.m. We have grown our headcount from 151 at the beginning of 2020 to approximately 500 employees and consultants today. Who knows? And I'll turn it over to Brandon, who can give more commentaries both in terms of the number of customers, the quality of their customers, as well as the size of programs that they're thinking about for our core business. For years, we described ourselves as a technology company providing clinical genetic testing, and we have continually emphasized the power of our technology platform. But that includes our core genetic tests on top of COVID. Great. We were able to launch this high capacity lab in record time by building on top of our foundational Fulgent technology. I think we've been on a test launch craze for the last year, a year and a half. Great. 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