Good day, and thank you for standing by. Welcome to the OraSure Technologies 2023 Second Quarter Earnings Conference Call. At this time all participants are in a listen-only mode. [Operator Instructions] Please be advised that today’s conference is being recorded. I would now like to hand the conference over to your speaker today Jason Plagman, Vice President of Investor Relations. Please go ahead.

Good afternoon and welcome to OraSure Technologies second quarter 2023 earnings call. Participating in the call today for OraSure are Carrie Eglinton Manner, our President and Chief Executive Officer; and Ken McGrath, our Chief Financial Officer. As a reminder, today’s webcast is being recorded, and the recording can be found on our Investor Relations website. Before we begin, you should know that this call may contain certain forward-looking statements, including statements with respect to revenues, expenses, profitability, earnings or loss per share and other financial performance, product development, performance, shipments in markets, business plans, regulatory filings and approvals, expectations and strategies. Actual results could be significantly different. Factors that could affect results are discussed more fully in the company’s SEC filings, including its registration statement, its annual report on Form 10-K for the year ended December 31, 2022, its quarterly reports on Form 10-Q, and its other SEC filings. Although forward-looking statements help to provide more complete information about future prospects, listeners should keep in mind that forward-looking statements are based solely on the information available to management as of today. The company undertakes no obligation to update any forward-looking statements to reflect events or circumstances after this call. Please note that we’ll be discussing certain non-GAAP financial measures that we believe are important and evaluating OraSure’s performance. Details on the relationship between these non-GAAP measures to the most comparable GAAP measures and reconciliations thereof can be found in the press release that is posted on our website. With that, I’m pleased to turn the call over to Carrie.

Thanks, Jason, and we appreciate each of you joining us today. We are pleased to provide an update on the progress that OraSure is making on the three pillars of our strategic transformation. That’s first strengthening our foundation. Next, elevating our core growth, and also accelerating profitable growth. A few notable highlights during the quarter include, we generated $57 million of operating cash flow in Q2 and grew our cash balance to $186 million. We executed to deliver stronger than anticipated InteliSwab volumes on our COVID-19 contracts during the quarter and in July, we received orders under existing contracts for delivery of additional InteliSwab devices when these orders are expected to generate at least $70 million of revenue in the second half of 2023. We unlocked incremental cost savings as a part of our ongoing enterprise-wide focus on driving improved operating efficiency. We also delivered core revenue growth on both the sequential and a year-over-year basis, and with our stronger balance sheet, we are investing internally and externally to support and enhance our leadership position and grow in our key portfolios. Rigorous portfolio processes are helping invigorate our innovation roadmap with organic and inorganic opportunities, including strategic partnerships that we believe can provide additional fuel for growth. Next on costs. As we continue to strengthen our foundation, we remain highly focused on delivering greater operating efficiency, including in cost reductions. The second quarter reflects a full quarter of impact from the headcount reductions we made in February, and we’ve implemented additional expense reduction initiatives since then that are expected to reduce both our production costs as well as our non-production related expenses. During the quarter, we made progress consolidating our manufacturing facility footprints to drive operating efficiencies, including re-shoring some of our capacity to the U.S. to leverage innovative automation…

Thanks, Carrie. I’m happy to discuss our financial results for the second quarter of 2023 and provide updates on our financial outlook. We delivered total revenue of $84.5 [ph] million in Q2, representing 6% year-over-year growth. COVID-19 products including InteliSwab contributed $47.5 million of revenue in the second quarter and grew 10% on a year-over-year basis. Purchasing patterns under our contracts with the federal government were stronger than expected during the quarter. Total core revenue, which excludes COVID products, was $37.9 million in the second quarter, representing 4% sequential growth and 3% year-over-year growth. Within core revenue, our core diagnostic products generated $19.8 million in Q2 and grew 41% year-over-year. The strong growth was driven by significant domestic HIV sales bolstered by the Together Take me Home program, as well as growth in international HIV sales. Looking at our core molecular products, total revenue of $13.1 million decreased 26% year-over-year. On a sequential basis, our molecular products revenue grew 1%. As we expected, we continue to see muted person [ph] patterns from a few large customers during the quarter. That said, we are seeing some signs of stabilization with current customers as well as opportunities in new areas. From a gross margin perspective, our GAAP gross margin in the second quarter was 30.9%. GAAP gross margin declined significantly compared to the prior quarter, which was primarily attributable to the impact of accelerated depreciation and inventory reserves, related to the wind down of our manufacturing operations in Thailand. Non-GAAP gross margin was 42% in the second quarter and declined slightly compared to the prior quarter, which was preview last call. The decline was primarily attributed to the fact that a large portion of our InteliSwab volumes during Q2 and through our contract with a lower selling price. The impact of this…

Thanks, Ken. And just to clarify, our second quarter revenue was $85.4 million, not $84.5 million. And in summary, during the second quarter, we delivered significant progress on our strategic priorities. We strengthened our foundation by generating significant positive cash flow and continued driving operating efficiencies, disciplined and accountability across our enterprise while executing on our InteliSwab contract. We delivered positive core growth, which was due to the dedication of our team members providing value for our customers, partners, and patients. And we continue to make investments to strengthen and expand the leadership position of our products and services in order to accelerate our profitable growth in the coming years. Overall, we are confident that OraSure’s foundational capabilities and current strengths position us for success as we aim to help power the shift in healthcare delivery, meeting people, patients where they are to increase access, affordability, and quality of care. With that, I’m happy to turn the call back to the operator for Q&A. Operator?

Thank you. [Operator Instructions] Our first question comes from Patrick Donnelly with Citi. Your line is open.

This is Brendan [ph] on for Patrick. Congrats on the quarter. First off, I apologize if you guys already went over this. But I wonder if we can go over the cadence for the second half of the year for the InteliSwab revenue. So I know you said that there were around $70 million of new orders left and around $30 million left in your older contracts. How should we think about that in the second half of the year?

Yes. So our guidance – thank you for the question. Our guidance for second half is $70 million of InteliSwab revenue. And then what we guided in our – guidance for the Q3 was $35 million to $38 million, right? So you can imagine the other $35 million for Q4 as we go forward. Is that the rest of your question or?

Yes, thank you. And then one follow-up, for the Let's Stop HIV Together program. I know you guys have talked about that program expanding. I wonder if there have been any movement in possible expansion of that program and when may we see that?

Yes, we continue to have great relationships with the CDC when it comes to this program and we’ve had a lot of success where they want to continue it and in at times potentially accelerated as we go forward. So we’re really pleased with the efforts and what they’re learning there is the importance of this channel to get out to underserved populations as we go forward.

So I just say off to a really good start and, we will continue to update everyone on the strength of HIV in the core, but we do think that the momentum of that program has potential to help our infectious disease business overall as we’re reaching, underserved populations and really increasing access to the HIV diagnostics.

Great, thank you so much. Congrats again on the quarter.

Thanks, Brandon.

One moment for our next question. Our next question comes from Jacob Johnson with Stephens. Your line is open.

Hey, good afternoon.

Hi, Jacob.

Hey, Carrie. Good afternoon everybody. Maybe Ken, just first on the third quarter guidance, the base business revenues grew sequentially this quarter, but if my math’s right, I think the third quarter guidance implies the base business has kind of flat it down a bit. Can you just talk about anything we need to consider from a seasonal perspective as we’re thinking about the base business in the third quarter?

Yes, we did, to your point, we saw a very strong Q2 in some of our lines of business. We are expecting, we feel in the molecular business, we did see some solid stabilization in the core – in the business. And as far as diagnostics we are seeing some strong growth where we saw in Q2 around our domestic and international business. We believe that again, the molecular we are maintaining that stabilized position as well as in the diagnostics business.

Yes, so it is flat. We’re sort of guiding in that flat to sort of slight growth range.

Okay. Makes sense. And then Carrie, maybe just on molecular products, you’ve talked about some of the headwinds you face there, but you’ve announced a variety of partnerships as it relates to that segment. Can you just talk about how we should think about the revenue contribution from these partnerships, maybe kind of near term versus long term and what the ramp from some of those relationships could look like?

Yes, as we continue to say we believe in the long-term potential of molecular and that it really is a foundation for precision health, while we don’t call out specific guidance, I think, what we’ve been trying to do is show the momentum where molecular collection is increasingly expanding from what has been kind of a direct-to-consumer historic into clinical space and into other applications where, again, Jacob, we’re – we will share more specifically as we have it, but fundamentally I think, think about that as this increasing pipeline of opportunity that as molecular end markets, you see those recoveries that we fully expect to grow with those end markets as they grow. So, good news across the board and I think we’re all looking for those continuous signs of recovery with the big players and who they are.

Got it. All right, I’ll leave it there. Thanks for taking the questions, Carrie.

Thanks, Jacob.

One moment for our next question. Our next question comes from Brandon Couillard with Jefferies. Your line is open.

Thanks. This is Matt on for Brandon. Maybe one for you Ken. Gross margins at 42% in the quarter, down slightly as you’ve previously spoken about due to the InteliSwab mix. Curious how that 42% came in relative to your expectations were any of the tailwinds you called out from the cost reduction, the package redesigned free cost better than expected in the quarter, and then any color on how to think about gross margins here either in 3Q for the back half of the year. And you listed some additional efficiencies you’re kind of focused on, well, those show up here in the back half are those more 2024 and beyond benefits? Thanks.

Oh, great question. I hopefully I’ll get to all your answers here. Yes, so for Q2 well we did see a better than expected margins. It came from two areas as you described. We had earlier implementation of our Version 2 packaging where we saw a better benefit than expected. In addition what we saw was a better mix or a stronger mix and stronger volume for our InteliSwab business, which drove it. Going forward we do expect the InteliSwab volume going forward and the remaining volume to be at the higher price. I think we quoted in the past about a $5 price. And we expect that going forward. So that should see a solid improvement to our margins. As well as what you described we’re seeing improvement from the efficiencies we put in place whether it’s the packaging efficiencies, operational efficiencies, the footprint consolidation efficiencies. Carrie mentioned the re-shoring of our Thailand facility into our Opus Way as well as driving automation and leveraging automation not just on InteliSwab, but leveraging on our other segments and other platforms.

That’s helpful. And I guess another one for you, Ken, you guys ended the quarter with $186 million of cash. I think you’ve previously talked about some working capital benefits as we moved through the year around InteliSwab, both from an inventory standpoint and then accounts receivable that were, in total north of a $100 million. Obviously AR saw a pretty big swing here in the quarter, inventory’s relatively flat. Do you expect to still see that full unwind and the benefit from that to cash or is there some change just given this $70 million of order and maybe how you’re thinking about inventory for InteliSwab here in the back half of the year and maybe even into 2024? Thanks.

Yes, great, great question and thank you for asking that. Yes, so in Q2 we saw three areas do the hard work of the team to improve. We saw, like you said, an improvement in accounts receivable a slight improvement in inventory, and then we got some milestone payments from the government to the hard work to the team. We expect to see those areas improve in going forward in the second half as well. We expect to continue to receive, of our remaining accounts receivable, still a big portion of it is InteliSwab related and government related, as well as we expect to see inventory draw down as we go forward in second half. And then we do expect to have, we mentioned about $31 million of remaining milestone payments related to the government, and we have spent most of the expenses related to that program. So now it’s a matter of proving it out and getting government approval for those milestones and then receiving those payments.

Thanks. And then just one last quick one, I think you guys said on the incremental InteliSwab orders it said at least $70 million. Should we think about that as a floor, and is it possible that there could be potential upside to that moving through the back half of the year? Thank you.

Yes, a great question and the way we’re looking at is that’s what we have visibility to right now. You can imagine there’s sometimes seasonal ordering patterns that could change that. So we wanted to provide a number that we have visibility to for this time for the second half. And as you can in our guidance, you saw, we split that roughly evenly between Q3 and Q4.

Super. I’ll leave it there. Thank you.

[Operator Instructions] I’m showing no further questions at this time. I would like to turn the call back to Carrie Eglinton Manner for closing remarks.

Great, thank you. We appreciate everyone participating in our call today. We appreciate your continued interest in OraSure and we’ll talk to you next quarter. Thank you.

Thank you for your participation in today’s conference. This does conclude the program. You may now disconnect.