Exagen(US:XGN)2025-11-04 14:30Financial Data and Key Metrics Changes - Exagen reported Q3 2025 revenue of $17.2 million, marking the highest quarter in the company's history and a nearly 40% increase compared to Q3 2024 [19] - Year-to-date revenue grew by 19% to approximately $50 million, with a trailing twelve-month average selling price (ASP) up over 9% and volume up over 8% [20][19] - Gross margin for Q3 was just over 58%, a decrease of about 175 basis points from the previous year, but year-to-date gross margin was just over 59%, up about 60 basis points [23][24] Business Line Data and Key Metrics Changes - The Pharma and CRO business generated nearly $800,000 in revenue for Q3, bringing the year-to-date total to $1.2 million, a significant increase from $100,000 in 2024 [15][20] - Testing volume for CTD was up 15% from Q3 of last year, contributing to overall revenue growth despite ASP challenges [19] Market Data and Key Metrics Changes - The company expanded its sales territories from 42 to 45, with total ordering physicians and orders per clinician continuing to trend upward [12][19] - The launch of new biomarkers, including anti PAD4 antibodies, is expected to enhance the company's market position, although initial revenue impact is anticipated to be modest [5][10] Company Strategy and Development Direction - Exagen aims to innovate in the biomarker space for rheumatoid arthritis, with a focus on personalized patient care and improved treatment outcomes [9][10] - The company is committed to profitable growth and plans to continue expanding sales territories where opportunities exist [12][19] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the company's trajectory, highlighting strong volume growth and the potential for ASP improvements despite current challenges [19][26] - The company remains focused on achieving positive cash flow and disciplined capital allocation to support growth initiatives [17][25] Other Important Information - The company expects to deliver between $65 million to $70 million in revenue for the year, with the potential to be cash flow positive at the high end of the range [17] - Exagen's balance sheet remains strong, with $35.7 million in cash and cash equivalents at the end of Q3, up from $30 million at the end of Q2 [27][28] Q&A Session Summary Question: Update on revenue per territory for Q3 - The revenue per territory was slightly below the previous record of $430,000 due to the addition of new territories, but growth is expected over time [30][32] Question: Incremental uplift to ASP from new RA markers - The company is gathering payment history for the new RA markers and expects a modest uplift compared to previous launches [33][34] Question: Strength of Pharma partnership with urine platform - The first statement of work related to the urine platform has been completed, with ongoing discussions for future projects [35][36] Question: ASP target of $500 - Management believes the $500 ASP target is still realistic, but timing is uncertain due to recent challenges with a high ASP direct bill account [40][44] Question: Volume growth and seasonal factors - Volume was up in Q3 relative to Q2, and October showed strong performance, although a slight step down is expected in Q4 due to holidays [48][50] Question: Strength of Pharma business and future potential - The Pharma services revenue is expected to continue growing, with opportunities in new disease areas and a strong pipeline [54][57] Question: Sales force expansion and rep productivity - It generally takes six to nine months for new sales reps to reach maturity, with recent hires showing strong early performance [63][66] Question: Denials related to new biomarkers - Higher denial rates are primarily related to new markers, with ongoing efforts to improve revenue cycle management and appeals processes [68][70]