Release Date: February 28, 2025
For the complete transcript of the earnings call, please refer to the full earnings call transcript.
Q: Rob, do you think that the Millipore relationship accelerates your entry into new areas that maybe you're not focused on now? A: Robert Spignesi, President, CEO: Yes, the Millipore Sigma team is well positioned in adjacent markets such as personal care and cosmetics, which are meaningful in size. This partnership is a fundamental part of our strategy to expand into these areas.
Q: Sean, on the instrument placement outlook for the year, why is the guidance similar to 2024 despite positive developments? A: Sean Wirtjes, CFO: Our guidance is prudent and achievable. We haven't seen meaningful changes in customer purchasing processes from 2024. The guidance does not include potential contributions from Millipore Sigma or large multi-system orders, which could provide upside.
Q: Are there some number of systems that you expect to go to Lanza through this collaboration this year? A: Robert Spignesi, President, CEO: Our guidance for 2025 does not include contributions from Millipore Sigma or large multi-system orders. These are complex and global, making timing difficult to predict. However, we reserve the right for upside from these collaborations.
Q: On the Merck and Millipore collaboration, how do you prevent channel conflict, and what impact do you expect on gross margins? A: Robert Spignesi, President, CEO: We have a clear go-to-market strategy to manage sales funnels. The collaboration aims to improve gross margins through volume and supply chain efficiencies, particularly in consumables.
Q: Regarding the Lonza relationship, are you seeing a pick-up from Lonza encouraging industry adoption? A: Robert Spignesi, President, CEO: Lonza's deployment is a strong example of our technology's potential. We anticipate continued growth with Lonza and similar deployments across the industry.
Q: How many systems has Millipore committed to purchase, and what are your thoughts on AI integration? A: Robert Spignesi, President, CEO: We can't disclose the exact number of systems, but the commitment will be significant starting in 2026. Regarding AI, managing digital data and integrating it into AI or cloud environments is part of our innovation strategy.
For the complete transcript of the earnings call, please refer to the full earnings call transcript.
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