Summary of Cytek Biosciences (CTKB) FY Conference Call - June 11, 2025 Company Overview - **Company**: Cytek Biosciences (CTKB) - **Industry**: Biotechnology, specifically in flow cytometry and related services Key Points and Arguments Business Segmentation and Performance - The business is divided into two main segments: service and instrument sales, with service showing consistent growth linked to the installed base of instruments [3][4][22] - The reagent business has shown steady growth, with improvements in execution and delivery times contributing to confidence in future performance [4][22] - The Asia Pacific and rest of the world markets are experiencing good growth, contrasting with pressures on academic funding in the U.S. and Europe [5][6][32] Market Conditions and Guidance - Guidance for the year is bracketed between a decline of 2% and growth of 5%, reflecting uncertainty in academic funding and purchasing decisions [6][7] - The flow cytometry market overall saw a decline of 2% in Q1, with Cytek outperforming this due to a growing installed base and product innovation [10][12][13] - The company expects to continue outpacing the market due to its focus on full spectrum profiling and strong product offerings [14] Service Business Growth - The service business is projected to grow faster than instrument sales, potentially becoming a larger portion of overall revenue [22][23] - Recurring revenue, including services and reagents, currently accounts for about 31% of total revenue, with aspirations to increase this to the 40% range in the future [22][30] Regional Insights - Cytek has established a strong presence in China, benefiting from government stimulus programs and becoming a recognized brand in the market [32][33] - The company ranks as the third supplier in China, indicating significant growth potential in this region [32] Cost Structure and Profitability - Approximately 75% to 80% of incremental revenue contributes to EBITDA, with gross margins expected to improve from 55% towards 60% [38][40] - The company has a fixed versus variable cost structure that allows for significant margin expansion as revenue grows [39][42] Technological Advancements - The Cytek Cloud platform has gained traction with 18,000 users, enhancing customer engagement and providing a competitive edge through data management and analysis capabilities [43][44][48] - The platform allows for efficient panel design and reagent purchasing, which is expected to drive service revenue growth [44][48] Investor Insights - The company emphasizes its positive EBITDA and cash flow generation, distinguishing itself from other small-cap tools companies [50] - Recent product innovations, such as the new AURORA analyzer, have received positive feedback, suggesting strong future sales potential [50][51] Additional Important Content - The company is managing tariff impacts through regional manufacturing strategies, with minimal expected effects on gross margins [34][36] - The service contracts are crucial for maintaining high instrument utilization, which is essential for core labs operating as businesses [23][26]

Core Insights - Cytek Biosciences is committed to advancing cell analysis through its patented Full Spectrum Profiling™ (FSP) technology, which will be showcased at key industry events such as CYTO 2025 and IMMUNOLOGY2025 [1][2][5] Company Overview - Cytek Biosciences, Inc. (Nasdaq: CTKB) is a leading company in cell analysis solutions, focusing on high-resolution, high-content, and high-sensitivity tools [6][7] - The company’s FSP technology enhances multiplexing capabilities with precision and sensitivity, positioning it as a pioneer in spectral flow cytometry [6][2] Industry Events - At IMMUNOLOGY2025, Cytek will present its complete cell analysis solutions, including instruments, reagents, and software, aimed at advancing research and discovery [3][4] - The company will also host a workshop on in-depth characterization of mouse immune responses during the event [4] - CYTO 2025 will feature Cytek as a Platinum sponsor, where it will showcase technology designed to accelerate scientific discovery [4][5] Strategic Goals - Cytek aims to make flow cytometry technology more accessible and scalable, unlocking new opportunities in high-growth areas such as immunology, oncology, and cell therapy [2][5] - The company emphasizes its commitment to delivering innovative and flexible solutions to empower researchers and accelerate breakthroughs in scientific advancement [5]

Financial Data and Key Metrics Changes - Full year revenue in 2024 grew 4% over 2023, reaching $200.5 million, driven by strong growth in service revenue and double-digit growth in international markets outside of the U.S. [12] - Adjusted EBITDA for 2024 was $22.4 million, a gain of more than 77% compared to $12.6 million in 2023 [15][54] - Fourth quarter revenue was $57.5 million, essentially flat compared to Q4 2023 after adjusting for the strong appreciation of the U.S. dollar [16][36] - GAAP net income for Q4 was $9.6 million, including a $2.6 million nonrecurring benefit [45] Business Line Data and Key Metrics Changes - Service revenue grew 8% year-over-year in Q4, mainly due to the growth in the total installed base of instruments [16][38] - Product revenue decreased 3% versus Q4 2023 but increased 14% sequentially versus Q3 2024 [37] - Northern Lights CLC unit placements grew by 15% in 2024 compared to 2023, achieving the highest placement growth rate across the product portfolio [33] Market Data and Key Metrics Changes - Total U.S. revenue declined 10% compared to Q4 last year, driven by lower instrument sales [39] - Asia Pacific revenue grew 21%, driven by strong growth in China [39] - Other international markets, primarily Canada and Latin America, also saw strong growth, with revenue reaching $5.3 million in Q4 compared to $1.9 million in the prior year quarter [39] Company Strategy and Development Direction - The company is focused on driving sustainable growth and profitability through technological leadership and excellent user support [13][34] - The recent acquisition of Luminex has diversified the instrument portfolio and enhanced technical capabilities [25][27] - The company aims to solidify its position as a market leader in next-gen cell analysis solutions [34] Management's Comments on Operating Environment and Future Outlook - Management expressed a conservative stance on the China market due to a dynamic environment but noted an uptick in orders related to the China stimulus program [16] - The company expects solid growth in service business and good momentum in instrument sales in APAC, despite softer market conditions in the U.S. and EMEA [59][60] - Full year revenue guidance for 2025 is projected to be in the range of $204 million to $212 million, representing overall growth of 2% to 6% over 2024 [60] Other Important Information - The company repurchased approximately 4 million shares for a total cost of approximately $21.6 million in 2024 [56][57] - Cytek Cloud user base grew by more than 160% in 2024, reaching over 16,000 users [30][124] Q&A Session Summary Question: Can you talk about the 8.5% instrument growth and the mix? - Management noted good growth in Northern Lights and expects that momentum to carry forward, but did not provide specific guidance on product categories [66][70] Question: Can you summarize the impact of recent tariffs and export controls? - Management indicated that the company has a flexible global manufacturing system to mitigate potential impacts from tariffs and export controls [76][80] Question: What is the exposure to NIH funding and its impact? - The company estimated that around 5% of total revenue was funded by NIH grants, with a potential 8% reduction in funding [90][92] Question: What are the expectations for service revenue growth in 2025? - Management expects to continue solid growth in service revenues, driven by the growing installed base [114] Question: Is the company open to additional M&A? - Management confirmed openness to M&A, focusing on businesses in existing or adjacent markets that can contribute positive EBITDA within a year [120][121]