Quidel Corporation (QDEL)
Credit Suisse 2011 Healthcare Conference Call Transcript
November 9, 2011 9:30 AM ET
Doug Bryant - President and CEO
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Good afternoon. I hope with such a huge audience that I don’t get a little nervous. I thought it was fine. I’ll be making forward-looking statements, of course.
The company has been around actually quite sometime now. We are based in San Diego and have been around since 1979. Introduced our first commercial product in the diagnostics space in 1984 that was actually a pregnancy test that became the basis for many manufacturers’ products that were out there. In other words, we were an OEM manufacturer originally and then we took our own product into the market. Shortly thereafter developed a Strep A test. And then for years we are known as a Rapid point-of-care diagnostic company that supplies easy to use tests, that were performed in physicians’ offices primarily, but also in a hospital lab segment.
In 1989 we began developing products in other areas that were in the life science research tools space mainly, bone health markers and complement pathway markers that are supplied to pharmaceutical companies and other folks that are doing research. In 1999 through collaboration with GlaxoSmithKline we developed the first Flu A/B product, which has had a couple of improvements over the years. And then, sometime after that we actually went public.
Most notably, recently, since I have been here we have put together a collaborative agreement with a company called BioHelix based in the Boston area with the intent to develop the world’s first handheld disposable molecular device. I’ll talk in a few minutes about where we stand with that effort.
In 2010, actually the very beginning of 2010 we completed the acquisition of a company called Diagnostic Hybrids, based in Athens, Ohio. This is a company that did extremely well in the virology space and also had molecular capability, as well as monoclonal antibody development and manufacturing capability. And then also in 2010 we entered into a collaborative agreement with the Northwestern University and their Global Health Foundation in an effort to develop an instrument, a fully integrated molecular diagnostic platform, inexpensive enough, and simple enough to use that it could be placed in Africa to do HIV viral load testing.
About two thirds of our business is the rapid point-of-care business, the big chunks of course are flu, Strep and hCG, they account for about 80% of our sales in total there. We do about $120 million or so in these rapid point-of-care devices. And the green, the third, or nearly a third, the 27% there Diagnostic Hybrids, these are the cellular-based assays that again are provided to our customers who have virology labs. There are about 1000 virology labs in the United States, as an example, and our customer list is about – well, it’s something north of 718, I believe. So we do quite well in that space. And then the smaller piece there the Scientific Products Group, again based up in Santa Clara, California, these are bone health markers and complement pathway markers that are in a different technology format called Microtiter.
The markets we are focused on are actually numerous and depending on the product we could be in any number of different live settings. For the Lateral Flow, which again are our rapid point-of-care devices, we are in physician’s offices, large and small, CLIA waived and moderately complex, as well as the hospital setting.
Our Direct Fluorescent Antibodies test, virology assays are sold into large reference labs and hospitals, as well as the life science research tools space. And our Microtiter assays, again are in those same larger settings. And then recently we actually launched our first molecular products in Europe, or primarily in Europe, and those are in the reference lab and large and small hospital space.
So, there are a number of different market segments than we actually address.
We have core competencies and capabilities in a number of areas, foremost we are an immunoassay development and manufacturing company. We are highly automated, in fact our drug to labor as a percentage of our cost of good sold is only 4%. So, we have pretty good capabilities to manufacture these rapid point-of-care tests in San Diego. One of the reasons that we are able to do all that it is there is that we are highly automated.
We have global distribution for all of our products, so there is not a market that we intend to be in, that we don’t already have distribution. We have a great deal of expertise around clinical trials, in fact, we do our own clinical trials internally and clearly we have the capability of putting together the package that is capable of gaining FDA class.
We have strength – brand strength around our flu test, of course, but we are also known for strep, pregnancy, herpes where we have very high market share, and Graves’ disease – we have the world’s only diverse stimulating immunoglobulin tests, it’s an FDA cleared product, and we effectively are the market for that assay.