医药生物 G [Table_ReportDate] 2025 年 08 月 25 日 [Table_Author] 分析师：王俐媛 执业证书号：S1030524080001 电话：0755-83199599 邮箱：wangly1@csco.com.cn 研究助理：徐伊琳 电话：0755-23602217 邮箱：xuyl@csco.com.cn 公司具备证券投资咨询业务资格 证券研究报告 MRD 有望成为新的免疫伴随诊断 [Table_ReportType] 医药生物行业周报（8 月第 4 周） [Table_S 行业ummary 观点：] 请务必阅读文后重要声明及免责条款 [Table_Industry] [Table_BaseData] 1) 周度回顾。上周（8 月 18 日-8 月 22 日）医药生物板 块收涨 1.05%，跑输 Wind 全 A（3.87%）和沪深 300 （4.18%）。从板块来看，医疗设备（4.49%）、疫苗 （4.41%）和中药（2.86%）涨幅居前，医疗研发外包 （-3%）、原料药（-1.44%）和医疗耗材（-0.01%）跌幅 居前。从个股来看，香雪制药（40.4%）、欧林生物 ...

Financial Data and Key Metrics Changes - Total revenue for the first quarter was $18 million, representing a 21% increase year over year [24] - Lung diagnostic testing revenue was $16.3 million, with a 18% growth in revenue and 16% growth in test volumes [24] - Gross margin improved to 79.4%, up from 78.6% in the prior year [25] - Net loss for the quarter was $11.1 million, an 18% improvement year over year [26] - Adjusted EBITDA loss was $6.2 million, an 11% improvement year over year [26] Business Line Data and Key Metrics Changes - Lung diagnostics revenue grew 18%, marking the sixteenth consecutive quarter of over 15% year-over-year growth [6] - Development services revenue was $1.7 million, a 61% increase over the previous year [24] - The pipeline for development services ended the quarter with $10.9 million under contract, a 21% increase year over year [25] Market Data and Key Metrics Changes - The company is focusing on expanding its presence in the primary care market, which is critical for lung nodule management [8][11] - Digital ordering capabilities increased by 58% over the last year, with customer retention for digital users being 40% higher [10] Company Strategy and Development Direction - The company aims to achieve positive adjusted EBITDA by the fourth quarter of 2025 while focusing on revenue growth and operational efficiencies [5][28] - A shift to a territory-based sales approach has been implemented to enhance market access and patient identification [11][13] - The company is exploring the integration of AI and radiomics into its diagnostic offerings to improve clinical workflows [14][15] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving revenue growth despite current hiring delays and operational challenges [28][47] - The company anticipates an acceleration of growth in the second half of 2025 as the sales team expands [27] - Management highlighted the importance of maintaining operational efficiencies and cost control to reach profitability [26][82] Other Important Information - The company has been recognized as a top workplace for the second consecutive year, reflecting its strong team culture [30] - A research and development day is planned for the fall to provide further insights into the company's pipeline and progress [22] Q&A Session Summary Question: Can you elaborate on the sales force changes and hiring challenges? - Management noted that the shift from pulmonology to primary care required a different hiring profile, which took longer than anticipated [34][35] Question: What is the outlook for Q2 and the rest of the year? - The company expects to have 70 to 75 sales reps in Q2, with plans to increase to 95 by Q4 [41] Question: How are primary care physicians responding to the technology? - Early feedback indicates that primary care physicians are recognizing the value of the diagnostic tests, with a focus on identifying high-risk patients [44][66] Question: What is the impact of the $10 million loan on capital needs? - The additional capital provides more flexibility and confidence in achieving breakeven, supporting both commercial expansion and pipeline activities [47][48] Question: How does the sales force configuration affect territory management? - The company is strategically assigning sales reps based on test volumes and geographic considerations to maximize market access [96]